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Welcome to another episode of "Accelerate Your Business Growth"! In this episode, our host, Diane Helbig, is joined by the incredible Hesha Abrams. Diane's podcast has been recognized as one of the best podcasts for small business, sales, leadership, and social media, and today's conversation is going to be no exception. Join Diane and Hesha as they delve into the power of giving power to others as an effective antidote. They discuss the importance of open discussion, seeking the listener's input on what they want to talk about, when, and where. They emphasize the value of empowering others, regardless of the outcome, and provide practical strategies for handling difficult situations. Furthermore, Diane and Hesha explore the topic of conflict management, highlighting the lack of proper training and the detrimental impact of poor examples from the past. They also tackle the importance of meaningful work, gaining influence, and the consequences of ignoring it. And that's not all! Hesha even shares a funny strategy to shut down someone who won't stop talking or is being disruptive in a meeting or family gathering. Get ready for an insightful and engaging episode that will equip you with the tools you need to accelerate your business growth. Conflict destroys relationships, families, businesses, and communities. Hesha Abrams, world-renowned expert attorney mediator, who solved the disagreement over the secret recipe for Pepsi, has been working for 30+ years in the trenches of human conflict. She shares her toolkit of battle-tested skills that anyone can use to defuse tension, eliminate conflict, and make deals in their own lives. She is also the author of “Holding The Calm.” If you are a small business owner or salesperson who struggles with getting the sales results you are looking for, get your copy of Succeed Without Selling today. Learn the importance of Always Be Curious. Accelerate Your Business Growth is proud to be included on the list of the 45 Best Business Growth Podcasts. Each episode of this podcast provides insights and education around topics that are important to you as a business owner or leader. The content comes from people who are experts in their fields and who are interested in helping you be more successful. Whether it's sales challenges, leadership issues, hiring and talent struggles, marketing, seo, branding, time management, customer service, communication, podcasting, social media, cashflow, or publishing, the best and the brightest join the host, Diane Helbig, for a casual conversation. Discover programs, webinars, services, books, and other podcasts you can tap into for fresh ideas. Be sure to subscribe so you never miss an episode and visit Helbig Enterprises to explore the many ways Diane can help you improve your business outcomes and results. Leadership: "You wanna get everybody rowing in the same direction so that when there's a problem, it's a real problem, not made up drama, listen to me, pay attention to me, power struggle, emotional immaturity, pouting." — Hesha Abrams 00:11:03 Empowering Others: "Now the easy antidote is you give them some power... See all that stuff? It's all sentence stems in the book divided by categories, and then what you're doing is saying to the other person, I'm safe. You're amygdala can quiet down because you may have something valuable to say that really is helpful to me, or I just defused a bomb. Right. Either way, win win for me as the leader." — Hesha Abrams 00:13:20 Learn more about your ad choices. Visit megaphone.fm/adchoices

The best leaders can communicate upsets with their team and then move on. It is important to support and mentor those who do not see themselves as leaders yet by being accountable and honest through word and action.   Command Sergeant Major Bradley Jone's (@authorBPJones) faith and fortitude brought him into a life of service both in and out of the military. His recent book Treading the Deep is a memoir/guidebook on discovering one's path as a servant leader.   With his unstoppable faith, Command Sergeant Major Bradley Jones has the ability to communicate the hows and whats of making great leaders that will form and shape the future of the US military. His attitude and teaching encourage and inspire the notion that no matter what the circumstance, we can all find meaning and vision.   “ I would talk to my leaders about that, like, look, the doors can open rapidly, and you need to be ready to step through.”  - Command Sergeant Major Bradley Jones   Key Takeaways:   Learning about Leadership: You can learn as much from a toxic leader as a good one. Knowing what doesn't work or what is harmful in a leadership role gives you tools you can use to discover why a leader is good or dysfunctional and toxic.   Different Interpretations are Powerful: Taking multiple perspectives empowers you as a leader when you want to inspire and educate yourself and others. When dealing with complexity, always ask yourself what stance you can take.   Servant Leadership: Over 25 types of leadership scratch the surface of philosophies regarding leadership. A servant leader's leadership style and attitude show when interacting with others. They want to engage and strengthen everyone on their team so that the leadership is decentralized and all participants thrive in their areas of expertise.   Look out for Others: If you have the information and ability to help another person succeed, use it for good. Leaders who help engage and uplift people exemplify how good leaders look out for their teams. Go to https://hvmn.com/ and use the promo code: ‘Divine' to 20% off your next purchase of Keytone IQ

Drew Jackson is a John Maxwell certified coach and human behavior consultant, and LEAD NOW! Model 360 Consultant. Drew helps to create the kind of leaders team members love to follow. He has worked with such clients as Chick-fil-A, Colonial Bank, Habitat for Humanity among others. Drew uses tools and training that help increase revenue, boost morale, and retain top talent. Drew is also the author of “The Executive Leader's Handbook: A Guide for the Daily Challenges of Leadership” You can learn more about Drew on his website: DrewTJackson.com or connect with Drew on LinkedIn: https://www.linkedin.com/in/drewtjackson/ Be sure to grab a copy of Drew's book on Amazon. ******************************************** Want to learn how to attract, hire, and retain top-tier employees? Interested in learning how to scale your business to increase revenue and profit while working less? Then join my Business Success Mastermind group. A new cohort is starting. Now accepting applications: https://ib4e-coaching.com/mastermind ******************************************** Please support this podcast: https://ib4e-coaching.com/podinfo #leadership #leadershipcoaching #business #success #drewtjackson #confidence #humility #ib4e-coaching ******************************************** If you like this podcast, consider supporting the effort. Every little bit helps. Thanks.

⬇️  ⬇️  ⬇️ Hello and welcome to Beauty and the Biz where we talk about the business side of cosmetic surgery and how you want a smooth-running practice. If you're working too hard and want to streamline your practice so it runs like a well-oiled machine…so you can unplug, relax, and have a system in place that does the work FOR you so you can spend more time with your family WHILE you get excellent results from your patients….this podcast is for you. The most successful, profitable smooth-running practice doesn't  happen by accident. The surgeons running the best smooth-running practices have learned the core success principles that are MANDATORY for you to build a practice you are proud of and enjoy going to every day. Otherwise, what's the point of working so hard? This week's Beauty and the Biz podcast episode, “Want a Smooth-Running Practice?” lays out what it takes to build an enviable practice you can enjoy until you drop or you can sell for a profitable exit….it's your choice! P.S. I'm practically giving away the “The MBA for Plastic Surgeons Course” this week in honor of St. Patrick's Day. Since I'm super Irish, I want to give you the “Luck of the Irish” so you create a “pot of gold” when you have your own smooth-running practice. Click Here to Grab the Course for this never-before offered low price. https://apple.co/3tsQuta Want a Smooth-Running Practice?  The (4) Core Success Principles Needed After working with surgeons for more than 22 years, I understand how difficult it can be for you to juggle staff, patients, family, and overhead as well as grow your practice at the same time so I feel your pain and do what I can to simplify things for you. The objective is to set up your cosmetic surgical practice as a business so it's more profitable, more enjoyable to go to every day, and it frees up your valuable time so you have more of it to spend doing what you like to do with the people you most enjoy being with. So in this podcast, you'll get: Clarity as to how to run your practice like a business and that will give you peace of Mind and More Free time to enjoy your life, hobbies, family, special interests and That means you'll be more productive without working harder but you'll be achieving better results. So, we'll be covering topics including mindset, team-building, leadership, marketing and systems strategies you need for leverage to think bigger, do better and earn more… all while enjoying the process. Because as Ralph Waldo Emerson said: “Unless you try to do something beyond what you have already mastered, you will never grow”. You already mastered surgery so now let's master the business and marketing side of surgery. THAT is what catapults you to success and a more certain future. So Let's Start with Mindset As a surgeon, you were programmed to think in a certain fixed way. You had to think that way to become a great surgeon. However, that thinking is the opposite of how a businessperson has to think. For example, You most likely put more value on YOU as a surgeon vs. growing your staff and your systems and you work IN your practice rather than work ON your practice Michael Gerber explains it well in his excellent book the “EMyth, Why Most Small Businesses don't work and What to do About it”. Basically, he says to run a successful business, you need (3) key players: The Entrepreneur to come up with new ideas to keep up with the times; The Manager to set up the processes and people so things run smoothly; and The Technician to actually do the key work that makes a profit. So, in a cosmetic practice, you, the surgeon, are the technician but you're also juggling the jobs of the entrepreneur and the manager and that takes different skill sets.  That's not a good use of your time and it will not get you to your financial goals. So, we're going to change that up for you because when you set up systems, you and your staff get clarity. And when you remove the complexity, results happen because “Money is Made in the Processes”. Here's the first big mindset shift: “Operate your practice like it's for sale”. In other words, regularly ask yourself, “If I wanted to sell my practice tomorrow, what would I need to improve to get the most value for it?”          or, “If I wanted to buy an existing practice, what would ”I” be looking for and be willing to invest in? It's smart to figure this out now rather than wait until it's too late. Because the goal is to have an asset to sell, or at least to enjoy, for the rest of your career. Because the alternative is you don't do anything to improve but then you must know, you've only created a job for yourself. That's not a bad thing if that's what you want. But the goal is to be sure you're clear what you're working towards so you're satisfied with the outcome. Ok, enough said. Let's get on with it. Here are the (4) Core Success Principles Needed to Grow a Sellable Cosmetic Practice: Building a Team of Rock Stars Strategic Marketing and Planning Setting Standards so You Don't Compete on Price and that includes Differentiating Yourself from Your Competitors and Setting Yourself Up to Grow and/or Exit when you're Ready (and that includes Leadership Skills and Managing Metrics)   Success Principle #1: Build a Team of Rock Stars Hiring the right team for your practice will be your biggest challenge but also your greatest asset. Because it's all about the WHO. Jim Collins, Author of Good to Great) says: “The most important decisions that business people make are not “what” decisions, but “who” decisions.  What typically happens is surgeons want to fix the staffing problem quickly, so when a staff person leaves, you have a tendency to hire fast to fill the position but then you have to deal with bad hires who don't fit your values or your culture. And, you know all-too-well what bad hires cost you: You can't rely on them; They are adding stress to your day and maybe even your nights when you're trying to sleep; They have a negative impact on you, your other staff and your bottom line; and And did you know a bad hire costs at least 15X their salary in lost productivity? By the way, there are usually warning signs when staff goes “bad”: They become moody Treat other members badly Don't care anymore Bad attitude Excessive time off Come in late and/or leave early Don't participate or contribute That is a problem that is not going away so do everyone a favor and take care of it sooner rather than later. So your new motto is…..  Hire Slow – Fire Fast The point is to take more time at the beginning to choose the right team players so you save a lot of time and grief at the end trying to deal with a toxic staff person who is just not cutting it. And, be sure you have the right people doing the right jobs. There is a saying in business, “Get the right people on the bus and then get them in the right seats” For example, certain staff should be on the front lines because they have excellent people skills and other staff have analytical skills and are better suited behind the scenes. And here's another mind shift change…. View staff as an asset vs. a liability. The team supporting you IS your secret practice-building weapon when it comes to patient-relations since they spend more time with your patients than you do. Staff can make or break your cosmetic practice so be sure you have the right people representing you.  They are your leverage. You can't do it all alone, nor should you want to. When you hire the right people, give them the right tools and hold them accountable, they handle the majority of the practice so you don't have to. And that leads us to …… Where do you Find Rock Stars? Start with people your staff knows. Your staff knows you and the practice and they know who would fit well with the rest of the staff and they also know they have to vouch for and work with this person so they will be careful to choose someone who will make them look good. But here's the pearl – offer a bounty but spread it out. That will motivate them even more to be sure they bring you the best talent and that they succeed. Then if you've exhausted your staff's contacts, put the word out on social media to your followers. They can cast a wide net by sharing your “help wanted” post. Then ask your vendors since they are “feet on the street” and they know which practices are closing, moving, and so on. Then look to your own service providers like the receptionist who works at the high-end hair salon you get your hair cut or the friendly sales staff who help you pick out new clothes. And keep your eyes open when you are at 5-star restaurants or your country club. Those employees already have the customer-service mindset and could be a great fit for your practice. Lastly, cast a wider net by Advertising on linkedin.com, Indeed, and ZipRecruiter.com You're doing this to prove to yourself that there is no shortage of talent out there so you don't have to take just anyone. Be selective. When interviewing, use a list of questions to help you determine how articulate, confidant and assertive they are as well as where they see themselves going in life.   You'll also use their answers to see how consistent they are when you talk with them in person……..should they get that far. As a side note, you want to Google them to check out their social media to see how they represent themselves online. If they do well on the phone interview, do a 2nd interview via Facetime and ask more questions. You are checking out their demeanor, how articulate they are, if they show up on time, etc. If all goes well, have them come in for a live interview. You want to follow up with questions that start with “What” and “How” and “Tell Me More”. For example, if they have experience in our industry, ask: What did you do to help promote the practice? How did you grow patient retention? Tell me more about whatever else they bragged about doing at their last job. By the way, here are some red flags to watch for when you're interviewing someone: They blame, criticize and make excuses for their failures Cannot explain job moves Speaks badly of past bosses So, if you are feeling good about them, have them spend time with your staff so you can then compare notes since you will all have different perspectives. Then sleep on it. And if you believe this is your new a-player, then have them come back again and preferably at lunch hour with you and your team so you can see how they act in a more relaxed atmosphere. Either go out to lunch and see how they act towards the wait staff, or have lunch brought in and see how they act in general.   Success Principle #2: Strategic Marketing & Planning Now we'll move on to Strategic Marketing & Planning where you will discover… What the most successful practices focus on to gain market share; How to increase your revenues by up to 33%; How to set up a SYSTEM for creating a powerful 12-month marketing plan to Predictably and Reliably keep a steady stream of patients coming to you; Increase your average patient's lifetime value so that EVERY patient is worth more to you…today, tomorrow and far into the future; and Generate more referrals for your practice without hoping, guessing or waiting for your patients to “mention your name” because you'll have a system to make referrals happen like clockwork. You are painfully aware of how the relentless competition is making it more difficult for you to succeed so you need to approach patient attraction more strategically. You stop for a minute and think this through before you keep throwing money at the problem because here's a quote that says it all: “The key to success is not doing more it's doing more of what works” Please don't take that lightly. I watch so many practices go from one shiny object to the next, hoping that will solve their problems. They throw money at all sorts of Internet, advertising and marketing companies who promise them the world but then don't deliver and now they don't trust anybody and are skeptical. Let me give you another easier way to figure this out… Be strategic by focusing on increasing the 5 Key Metrics that grow a cosmetic practice and those are: # of Leads # of Appointments # of Consultations # of Conversions # of Retention Here's the point… You may be focused on the wrong thing, such as more new leads. Please remember – leads are only 1 part of it. That means a lead is just a lead until you get them through your processes to a YES. Otherwise it's a dead lead going nowhere. Which means you are just burning money on lead generation and NOT conversion and retention. Before you invest in any more new patient-attraction shiny objects, plug up the holes in your systems that are costing you a silent fortune. That's where you'll see new profits more quickly and easily. It's quality over quantity, which means you do less but get a better result because you slow down and go deeper into the numbers that are telling you the truth. So, Let's go over each metric and start with the one you like the most… the # of Leads. I know you want more patients so that means you need to increase the # of leads coming to your practice so the question becomes….. Where are the new patients? The answer is they are everywhere and nowhere. Prospective cosmetic patients are clicking around like crazy so you have a nano second to catch their attention long enough for them to stop – notice and click on your website. Here are some suggestions…. For the foreseeable future, Google rules the world so do what they like and you'll have a better chance of get ranked over your competitors. In a nutshell, Google likes fresh new content, before/after photos and lots and lots of reviews particularly on Google. Google also want you to “pay to play” you're found in the search rankings, but the downside is Google Adwords  can cost you a fortune so you need to work with someone who knows what they're doing. So here's my advice: I would have a new rule anytime you are considering any kind of advertising or marketing effort and that is: If you can't track it, don't invest in it. It's too expensive and it's too easy with today's technology to track so you no longer have to guess at your marketing's effectiveness. Here's another easier and faster approach to growing your practice: Follow your successes.   This is so obvious; it's easily missed. It's also a more positive way to look at your practice because this is where all of your hard work paid off and where patients chose you and gave you money so you want more of them. As Peter Drucker, the guru of business said quite succinctly: “The Purpose of Business is To Create AND Keep a customer” Here's an exercise to help you identify your successes: Go through your schedule and note at least the last 40 surgeries or big-ticket procedures you performed. You want to know how they heard about you. Did they find you on the Internet randomly? Were they referred to you by a friend? Or were they a current patient coming back for more? You also want to note the procedure they had as well as the demographics such as age and zip code because you will see trends that you'll want to capitalize on and budget proportionately to those successes. Once you decide who your preferred patients are, you map out a Marketing Mix plan to reach new Internet stranger patients as well as a plan to encourage your current patients to return for more and refer more of their friends. You do this with a marketing mix plan: You set up a system to get found on the internet by stranger patients using SEO & content, before/after photos and patient reviews AND you also set up a system for your current patients to return and refer their friends using text, email, social media and word-of-mouth referrals. #2 metrics is the # of Appointments You can get leads all day but can your receptionist convert them to a scheduled appointment with you? In a nutshell, here are the 5 phone fixes that make all the difference in your receptionist being able to book a caller to an appointment: Answer the phone within 2 rings with a friendly, warm voice & greeting Ask How They Heard About You Promote you, the Surgeon, as the best choice ASK for the Appointment Collect Contact Info Please be sure you have the right person representing you on the phones and check out my Phone Club if they need training. Then #3 metric is the # of Consultations How many of the prospective patients who book an appointment actually shows up? You and your patient coordinator block time for a consultation, and if your prospective patients are not showing up for their appointments, your valuable time is wasted not to mention the wasted time and money because now your staff is standing around. So, here's what you do. First, you establish a cancellation policy and then live by it. For example, you get their credit card upfront and either a charge a consultation fee or at least charge a reservation fee that is charged ONLY if they do not cancel or reschedule within 48 hours. You also have your patient coordinator conduct a pre-consult call to introduce herself and to prepare the patient to show up ready to say yes. This pre-consult call will help you get to a yes at the consult and eliminate no-shows.   #4 metric is # of Converted Consultations How well do you and your patient coordinator convert consultations into procedures? Everything that happened until this point is just “pre-marketing”. You don't get paid for consultations. You only get paid if you can successfully convert a consultation into a paid procedure. Therefore, THIS step has the biggest impact on your bottom line. The better you convert consultations into procedures, the more revenues you'll make for your practice. Here are strategies to help you convert: Use video to give yourself celebrity status. Psychologically, your image is enhanced when prospective patients see you on a screen no matter what size. Shoot a “welcome to my practice” video as well as procedural videos and testimonial videos so patients get a feel for your expertise and are more comfortable with you and see you as the expert and best choice. And then your patient coordinator must be trained to convert a consultation which is an entirely separate training but I will say the #1 skill I see coordinators are lacking in is in asking for the decision so please get them the scripts & structure they need and watch your conversions increase immediately. Check out my Converting Club at www.catherinemaley.com. #5 metric is Patient Retention It's 7X more expensive to attract a new patient than to keep a current patient so please take this metric as seriously as you do new leads. Because if your patients are NOT returning and referring their friends, something is wrong. They are still getting aesthetic rejuvenation. They are just not getting it FROM YOU anymore so it would behoove you to figure this out. You cater to a very hungry audience with endless needs. The patients who care about how they look and feel have all sorts of concerns you can address NOW AND for years to come thanks to the relentless aging process. Cosmetic Patients enter your practice through many doors. That means a patient who came in for Botox will often work their way up the ladder to surgery or other big-ticket procedures and those who came in for surgery are much more likely to now be open to your non-surgical procedures and skin care treatments to stay looking good and feeling great. You have so much leverage here because you already did the hard part, which was spending time, money, and effort attracting this patient to you. Now it takes only minimal effort to keep them coming back.   Now here's Success Principle #3: Set Standards so You Don't Compete on Price In this section, you'll discover: How to set standards so you are NOT competing on price What you can do to be different and stand out from your competitors How to get the patient to see you as the BEST choice Here's a popular question I get from surgeons: Q:  “I am losing consultations to lower-priced competitors even though I have more skill and expertise than they do. I've even “repaired” their work. How should I be pricing my services to compete?  I don't want to lower my prices because I know I'm good but I also don't want to miss out on new patients.”  One of the reasons this happens is because if the cosmetic patient truly believes there is no difference between other physicians and surgeons, all they have to go on is price as their determining factor. But we know there's way more to it. If aesthetic rejuvenation was based solely on price, this would always be about the lowest price and that would turn into a race to the bottom and then nobody wins. It's only about price until YOU add in other determining factors to help the prospective patient consider the VALUE they get. Patients Weigh Their Options When a cosmetic patient questions your price, they are really doing a cost-benefit analysis in their heads and asking: “What am I getting from you that I'm NOT getting from your competitor for that higher price?” Patients select their surgeon based on the perception they are getting “better”. Better really equals more benefits, less risks and/or less hassle and that equals peace of mind, certainty and reassurance. Actually, contrary to popular belief, the majority of cosmetic patients rarely decide based on price alone. Affordability – yes but price alone – rarely. Pricing Starts with Your Own Mindset Get very clear about your value and what you stand for. Have conviction and believe in yourself and your prices. If you believe you deserve top dollar because you do great work, then price your services for your “preferred” patients. Those are the patients who see you as a skilled, reputable plastic surgeon and they are glad to pay more for your expertise so they can be confident they'll get a great result and then brag about you to their friends and family. You determine what's most important to those preferred patients and give it to them. For example, is it price, procedures, technology, innovation, expertise, credibility, status, convenience, quality and/or 5-star customer service? And consistency is key. Your patients learn to trust your brand and expect the same experience and result – every time. Focus on Preferred Patients Once you have clarity about your preferred patients, you attract more of them and deter everyone else. Now you and your staff have more time and energy to focus on the serious prospective patients who are looking for quality and service more than saving a few dollars. How To Differentiate Yourself in a Competitive Marketplace It's your responsibility to educate prospective patients so they see you as the BEST CHOICE at a FAIR price. That takes creativity. Here is a list of specific differentiators to consider: Specialist in one procedure Advanced/uncommon technology Extensive experience You are Board Certified Attended top medical schools Affiliated with top hospitals Authored studies, white papers and clinical trials You have performed thousands of procedures You offer computer imaging when your competitors don't Exceptional facility with views Superior results Caring personality WOW experience You are the first to offer a new procedure You are a media favorite Your office setting is unique (Villa with views) Convenience or accessibility You personally call patients night of treatment/procedure You make house calls Waiting times are short You remember patient names and details like they were family Exceptionally friendly, professional and courteous staff You ensure a pain-free treatment or procedure You are well known around your community You are an author of aesthetic book You speak at medical conferences You train other physicians Vendors make you an elite top tiered practice You sit on vendor boards You are well known in social media with a huge following You are from the town you practice in You have special credentials You belong to many professional membership societies You offer easy pay plans You include post-op care in your fees You have longer hours More patient online reviews More before/after photos You offer virtual consulting Come up with your own list and be sure your unique points are integrated into every aspect of the patient experience including your in-house signage, patient welcome package, advertising, public relations, on-hold messaging and new patient calls scripting. This exercise will not only help YOU get clear about your value, but it will also give your prospective patients clarity about why you charge what you charge.  They now understand your value and are more than willing to pay for it.   Success Principle #4: Leadership You know you're doing a good job leading when your practice is running smoothly and your staff is working well together. You have peace of mind it's running like a well-oiled machine with or without you there. However, if you feel frustrated like you have to do everything yourself or you feel the need to micro-manage to ensure what you think is getting done is actually getting done, that's a red flag. Because if you feel like nobody cares about your practice like you do, that could mean you did NOT: Hire the right people Give them the right tools they need to succeed And/or you're not holding them accountable The reality is you simply cannot build a successful practice by yourself.  You've got to have a team supporting you. Leadership Concepts This is a big topic so here are the basics and then I urge you to become a student of leadership. A leader is not born. Like anything else in life, you become a great leader from learning and doing and practicing and getting good at it (just like you did to become a great surgeon). So, to begin, a good leader is clear about their vision. Decide now what your vision is. Know thyself.   Are you building an empire or a lifestyle? You need to know that because it will affect every decision you make. Then be sure the staff knows your vision so they perform at a high level because they have clarity and know the end result you're striving for. For example: “You are in the business to make money helping patients look and feel great about themselves.  This allows you to pay your staff well so they continue to enjoy their own lives.” You may even consider adding a bigger vision. For example, you give a % of your revenues to a philanthropic cause you feel strongly about. That way, you have a bigger “why” which helps when determining the How and the What to do to grow your practice.  Because staff works harder, longer and more seriously when they have a bigger Why. It's also nice to give back to the less fortunate and do good in the world. Now you need a mission statement that acts as your “Rules of Conduct”. A really good exercise for your team is to develop a new mission statement you all can get behind and live by. For example: “We strive to add joy to our patients' lives through genuine caring, generosity of spirit, and the quality of our work.” A good leader also takes good care of his team so they take great care of the patients. That means you are genuinely interested in them as people first, then as staff. Show interest in their lives and families and what's important to them. Catch them doing things right and thank them often. A good leader communicates the culture of the practice. For example: “We are in business to make money and we do that by taking care of our team so our team takes care of our patients. We do not say no to patients who give us money – we make time for them because that's how we get paid. We treat every patient the same with kindness and respect. Always with a smile – no matter how many patients or how crazy it is at times. We acknowledge every referral with a heart-felt thank you and so on…” And a good leader makes sure the entire group plans as a team, wins as a team and celebrates as a team. They also give credit for their success to their team knowing it would not have been possible without them. A good leader gives the staff solid goals they can work towards and have something to strive for that is concrete. A good leader meets with the team, listens and gets feedback from the team, and lets them brainstorm how they will meet the goals.  A good leader then holds them accountable without micromanaging. And, team meetings are a must when you run your practice like a business.  Hold your meetings on the same day and time so nobody can say they didn't know about it. It's always on the calendar and stick to it for consistency. This is true team-building and keeps everybody engaged and interacting with the success of the practice. The agenda of the meeting should be structured and fast-paced with everyone participating by reporting on the numbers they are in charge of. For example: # Calls # Email Requests # Appointments # No-Shows # Consultations # Procedures # Post-Op Appointments   # Referrals # Returns Because you want to know at a glance, if you're healthy or hurting and that's easy to do when you regularly review your numbers. Bonuses Based on Productivity We can't talk about goals without also talking about Perks. There are countless scenarios but here's one that makes sense and keeps everyone working together as a team: Break up staff into teams for each revenue stream such as: Revenues Stream #1:  Surgery Revenues Stream #2:  Lasers & Injectables Revenues Stream #3:  Skin Care + Retail Assign revenue goals or % of Increase over last year Perks get bigger for everyone when each revenue stream reaches their goal. The teams will help each other out to reach their goals since the prize gets better; i.e., 1 team hits their goal   = lunch brought in for everyone 2 teams hit their goals = spa day for everyone 3 teams hit their goals = lunch out + shopping $$$ for everyone And/or another Bonus Structure that works well is: Gross Sales COGS O/H U =    Profits of which % goes into a bonus pool and is distributed evenly among the team and/or based on part-time or full-time status. So, you see how knowing your numbers gives all of you clarity and direction? It makes it so much easier to identify what you are doing right and what else you could be doing when you have the numbers giving you an accurate story. It's also so much more motivating to staff when they know what they are striving for and why.  Please spend some time customizing your own metrics and perks plan that would work best in your particular practice. SET UP YOUR PRACTICE TO GROW OR SELL A good business leader is always planning their exit to build a legacy and get their equity out so let's talk about Profit Centers. To recap, you're doing it right when… You have specific metrics in place so you are generating predictable income rather than checking your bank balance to see if there's enough to pay the bills. That means you have a reliable marketing plan as well as processes and systems in place so your practice runs like a well-oiled machine and your staff knows exactly what to do whether you're in the office or in surgery or on vacation. The secret is to keep it simple so you and your staff will actually do it! PROFIT CENTERS The reality is you can't do it alone and you probably don't want to be a 1-man show where you are the only revenue-generator. That's stressful!   When you run your practice like a business, the goal is to get to no more than 30% of your income coming from your own hands. That's how you set yourself up to grow and it allows for “life's surprises”. For example, I used to run a surgeon's coaching club with an 8-figure surgeon and he got a phone call at 4:45 pm in the afternoon saying his house was on fire. By the time he got there, it was gone. Nobody got hurt but because he has his practice running so smoothly, it was a distraction rather than devastation. Here is a simple exercise to get you thinking: What is Your Per Hour Rate when you are in surgery? $800 - $1,000 What is an RN's Per Hour Rate? $350 -  $500 And what is an aesthetician? $50 -  $150 + Cost of Materials + Amount of time to do procedure/tie up room Here's a thought:  Would it make more sense to network with aestheticians in the community who could refer to you vs. having in-house aestheticians tying up an exam room for $100/hour when getting another nurse injector could be more profitable? And here are other questions to ask yourself: What are the opportunity costs of you doing everything? What COULD you be doing to make more hourly? (Perhaps spending more time with high-revenue patients, following up personally, networking, answering questions on RealSelf, etc.) Because sometimes, one of the smartest questions you can ask yourself is: What are you going to stop DOING that is costing you time, money, effort & hassle? However, there are 2 thoughts processes here when it comes to keeping or delegating injectables: You like doing the injectables to bond with your patients or You delegate them so you have more time to spend with the higher-revenue patients There is no right answer. There is just a right answer for you so please think about what makes most sense for you. Here is what I have seen work best in a solo practice: Since surgery is the most profitable revenue stream, You set up your other profit centers to feed the surgery. The most popular revenue generators are: Nurse injectors, laser technicians and aestheticians that can also perform high-ticket procedures and sell retail; however, they too need: Goals Tools Accountability For example, their goals are: to take great care of patients to give them the best result possible to refer them to you, the surgeon, whenever an opportunity comes up to do so Then give them tools to do just that.  For example, Their treatment rooms should show off your excellent surgical work using signage and digital photo frames so the visiting patients ask about surgery. Now your staff can hand them a VIP surgical comp card and set up a surgical consultation with you. This provides the paper trail for accountability you need. And you know for a fact, which staff members are promoting you or not. However, they must know “what's in if for them” to promote you because they don't want to lose their patients to you especially if you have given them a revenue goal to hit, nor do you want to get into fee-splitting issues so what do you do? You could increase their hourly fee when they prove to be a good referral source or give them a night out on the town or add more to their bonus. The objective is to acknowledge and thank your revenue-generators for their commitment to the betterment of the entire practice – not just their piece of the practice. What about Additional Profit Centers like Adding: - Veins - Hair Restoration - Anti-Aging - Dermatologist and so on? TIP:  Hire SLOWLY because you can lose a ton of time and money on this. Here are the criteria to help you determine if it's a go/no-go: Do they fit your culture and have the same values? Is their profitability at least 10-15%? Do they act as a feeder to your ultimate goal, which is surgery? Do you have to buy equipment and, if so, does it pay for itself within 2 years because technology will NOT drive your practice – people do? How much of YOUR time is going to be involved? Can you systemize it? What's the competition like? How much is it going to cost for you to promote this new service in your marketplace? Is this a distraction taking away from more profitable revenue generators? Do you like the “Business Side” of practicing; i.e., meeting with accountants, lawyers and consultants? Are you bringing them on as a partner or will you be the benevolent dictator until they buy in to succeed you? Do you enjoy solving problems? Do you enjoy managing people and maximizing human potential? If not, bigger is not always better. But if you decide to move forward, you need accurate cost accounting for each revenue stream so your books MUST BE in order. Otherwise, you will never truly know if it's profitable or if it should be dropped. THEFT AND EMBEZZLEMENT You can never be 100% sure that you are foolproof but here are tips to help: Sloppy systems open you up to trouble. Don't tempt anyone. Tighten up your processes so they know you are on your game and watching. To keep track of non-surgical monies, use a control document Day Sheet that is multi-carbon pages and numbered. Staff makes out the day sheet the night before so all of the patients' names are on there already; I sheet goes into a 1-way box that night so staff can't take a cash-patient's name off of it; 1 goes into the box with the cash and 2 people have to sign the envelope; and 1 is given to the patient. You also: Keep a laser logbook to know how many pulses were used Keep a Botox log for how many units were used and for whom Keep a skin care retail products inventory log And outsource all insurance billing The easiest thing you can do to avoid problems is for you, the surgeon, to personally open all bank and credit card statements to review all debits and checks issued to be sure they make sense. You then use a red pen and circle questions you have for your bookkeeper so they know you are watching closely. And, always match disbursements with checks and transfers. Then put the statement back into the envelope, write reviewed by with your initials and off it goes to your bookkeeper. This takes 10 minutes and can avoid massive grief down the road. EXIT STRATEGIES It has been said the only reason to have a business/practice is to grow and sell it. So, the question is… What is my practice worth?  This is tricky because you want to get paid for the risk and effort it took for you to build a name for yourself. For the blood, sweat, tears and goodwill that went into building your practice as well as your reputation. But that's intangible which makes it difficult to put a price on it. So, you turn to tangible and financial assets such as the office building if you bought it, the equipment, the furniture, inventory, A/R if any MINUS the liabilities such as payroll taxes, loans, and retirement plan contributions. There's a lot more that goes into this but I'll leave that for the lawyers and accountants. Here's a more practical way to look at it from a business point of view: “You, the seller has a ready-made income stream to sell. The buyer is looking for a ready-made income stream to buy. In business, that is what value is all about.” But here's the reality when it's all said and done… The bottom line is your practice is worth whatever someone else is willing to pay for it. So, think about it. What would YOU be willing to pay for if YOU were going to buy someone else's practice? That brings us back to the assets I mentioned early on: The Profit People Processes Tools Patient List P&L Statements Vendor Agreements are all of value BUT in order to present these assets to a potential buyer, You have to have your act together. The buyer is looking for an asset's ability to generate cash with a degree of certainty and limited risk so you need to show a prospective buyer how you have built a cash cow. You do that with a Cosmetic Patient Blueprint so they see how you keep a steady stream of patients and revenue coming in. And you show them your systems and processes that keep your office running smoothly and your staff on their game. And you show them your constant review of your metrics to show the health of your well-oiled machine. Then you show them your clean and organized books and that includes not overextending yourself with too much debt since there is a big difference between income and actual profits. And there you have it. The 4 Core Success Principles for running your practice like a business: Build a Team of Rock Stars Strategic Marketing and Planning Setting Standards so You Don't Compete on Price and that includes Differentiating Yourself from Your Competitors and Setting Yourself Up to Grow and/or Exit when you're Ready (and that includes Leadership Skills and Managing Metrics) I covered a lot here and there is much more to each principle but you have plenty to start with. Of course, please call or text me if you need clarity Catherine Maley, MBA • Author, Your Aesthetic Practice • Cosmetic Patient Attraction AND Conversion Specialist Catherine@CosmeticImageMarketing.com Cell/Text:  (415) 377-8700 http://www.CosmeticImageMarketing.com   #beautyandthebiz #podcastforsurgeons #plasticsurgeons #cosmeticsurgeons #podcast #marketing #plasticsurgery #stafftraining #businessconsulting #strategiesforsurgeons #davidmandell #ojmgroup #wealthplanningforsurgeons

People typically don't engage in normal conversation on the topic of ‘evil', although maybe a glancing discussion when they see something in a news headline or a movie/TV show that portrays something as they perceive as evil. But, do you know how much ‘evil' is written about in your Bible? Do you know what the true, scriptural definition of ‘evil' is? How does this knowledge affect your walk of faith.Rabbi Steve Berkson is one of the small few that would take on the challenge of teaching from scripture about the topic of ‘evil'. You will be amazed and often surprised as Rabbi Berkson dissects the verses from the Bible, one-by-one if necessary, to teach what has been revealed to him and how these revelations will definitely impact your life – both physically and spiritually.Rabbi Berkson decides to start from the beginning, in the book of Genesis, as he has done in other teachings, to provide a comprehensive understanding of this topic. • Psalm 5:1 Evil can dwell within us• Psalm 52:1 “Why do you boast in evil?”• Psalm 119:97 “I have restrained my feet…”• Psalm 141:1 It hurts the whole world• He has to cause the suffering• MTOI's Conference of Leadership• You think you don't need a teacher?• Jeremiah 2:1 “What unrighteousness have you found in me?”• Handling Torah in our modern times• Those who handle the Torah–who are they?• The Golden Calf was not a “pagan idol”• Jeremiah 2:12 You brought this on yourselfDon't miss out on new teachings every week. Please click on the "LIKE" button if this podcast has been a blessing to you.For more information about MTOI (Messianic Torah Observant Israel), visit our website, https://mtoi.org.Join us on Social media!  Like us on Facebook: https://www.facebook.com/mtoiworldwideFollow us on Instagram: https://www.instagram.com/mtoiworldwide/Follow us on Twitter: https://twitter.com/mtoiworldwideWe are located in Cleveland TN. If you would like to know more about us, we would love to hear from you! Feel free to visit us on our website, https://mtoi.org, email us at admin@mtoi.org or call us at 423-250-3020. Join us for Shabbat Services & Torah Study LIVE Streamed on our Main YouTube Channel every Saturday at 1:15 pm (EST) and every Tuesday for Torah Study Live Stream at 6:30 pm (EST).

Harlan Hammack is an award-winning speaker, author, trainer, and business coach. For the past 5 years, Harlan has focused on Business and Leadership Coaching for executives, entrepreneurs, and small business professionals; helping good managers to become GREAT leaders. His programs help leaders develop “managerial courage” to have the difficult and sometimes dangerous conversations with employees that help transform their businesses and build world-class teams that ensure productivity and profitability.   Let's dive in to learn more about leadership and goal setting.   Announcement: Download Our Sample Deal and Join Our Mailing List   [00:01 – 05:03] Opening Segment  Harlan talks about his background. How he moved from the consulting space to coaching. Why he decided to be a business coach. [05:03 – 11:04] Delegation Harlan talks about how he helps entrepreneurs. He talks about the limiting beliefs that entrepreneurs have and how to overcome them. The importance of delegating work. What you should do to find the talent to delegate work to. The importance of focusing on employee engagement. Why having an apprentice means having a good employee.  [11:04 – 26:18] Harlan's Framework for Goal Setting Harlan talks about his podcast “The Courage to Lead” and the idea behind it. Goal setting and being productive. Why it's so important to move towards something rather than moving away when setting goals. Harlan talks about his RSSCO framework and what it stands for. Why you should have multiple strategies when setting goals. The importance of being specific when setting goals. Harlan talks about some of the unintended outcomes that entrepreneurs encounter.   [26:18 – 31:46] Round of Insights Apparent Failure: Declaring bankruptcy.   Digital Resource: Acuity Scheduling.   Most Recommended Book: Entrepreneurial Operating System   Daily Habit:  Journaling   #1 Insight for Leadership: You can't quit. You've got to plough through.   Best Place to Grab a Bite in Atlanta: Palmers   Contact Harlan: To reach out to Harlan and learn more about his coaching services go to www.ib4e-coaching.com and don't forget to check out his podcast “The Courage to Lead”.   Tweetable Quotes: “To motivate an employee you can threaten them - that may get them to move right then but it's not going to keep them motivated.” - Harlan Hammack “As a manager, as a leader, take that time to talk to your employees and engage with them.” - Harlan Hammack “All businesses need to set up their core values and make sure that their employees are trained up.” - Harlan Hammack   Thank you for joining us for another great episode! If you're enjoying the show, please LEAVE A RATING OR REVIEW,  and be sure to hit that subscribe button so you do not miss an episode.

In this episode, we are joined by Australian leadership expert, Martin G. Moore of Your CEO Mentor. Marty co-founded the company with his daughter Emma Green and has just released his new book "No Bullsh!t Leadership" You'll learn:

In this episode, we are joined by Australian leadership expert, Martin G. Moore of Your CEO Mentor. Marty co-founded the company with his daughter Emma Green and has just released his new book "No Bullsh!t Leadership"You'll learn:

I sent out an email asking for some tough questions for the podcast, and I got some amazing ones. I wanted to answer a great one today in the show.  The question comes from Jim, “How can I be recognized and paid as an expert, without calling myself an expert, guru, genius or other nonsense.” So I want to give some practical examples where it’s easy to stray into puffery and hype without even realizing it, because we see so much of this everyday in the coaching and consulting world. When it comes to puffery, I learned a great rule of thumb from Frank, my mentor at my last agency, who I had on the show last week. Here’s the Rule: Make Zero Claims the Reader Could Disagree With. This means we drop any adjectives or other types of language that don’t keep the reader shaking their head Yes as they read. Anything that makes them go, “I don’t know about that..” needs to be examined and potentially removed. As Seth Godin says, the web is incredibly distrustful. People don’t know what or who to believe. So showing up and claiming that you’re more of an expert or guru than others isn’t helping you like you might think. It’s creating resistance and raising suspicion because you’re saying something they can’t verify. Why are you having to talk yourself up? I want to give you some examples because this can be hard to grasp at first, but once you see this kind of puffery, you’ll see it everywhere. Let’s look at John Maxwell’s site, where he is described as “#1 New York Times bestselling author and world-renowned leadership expert.” Sounds fine at first, but look closer. Out of the 3 elements in that statement, only ONE is a verifiable fact. The other two elements are opinions at best, and one is definitely puffery. What does “world-renowned'' mean, and whose opinion is that? What about leadership “expert.” Certainly if you know John Maxwell and have read his books on leadership, you’d agree that he’s a leadership expert.  But if you hadn’t heard of him and were reading this for the first time, would you nod your head along in agreement? Of course not. So if we do this in our marketing, especially in the things people see when they come across us for the first time, we’re just creating resistance. So what would I put on the website if I were in charge of John Maxwell’s marketing? “#1 New York Times bestselling author and International Speaker on the Subject of Leadership” You could also say something like “America’s Leadership Expert” as long as there were other forms of proof nearby. We’ll touch on that later.  The point here is that John Maxwell gets paid for what he IS, not what he claims to be. One way I follow through on this is that I call myself an author, not a “bestselling” author. What does best-selling even mean? Best-selling according to who? That’s become so abused in this space that I don’t use it. I call myself an author. I have a book on Amazon, you can literally see a picture of the big on the front page of my website. It’s not something a reader can disagree with. Now, if you hit #1 on the New York Times best-seller list, feel free to tell us. That’s a verifiable fact, and it leads us to another rule of thumb. If You Must Make a Claim that the Reader Could Disagree With, Let Someone Else Say It.  When the New York Times says you’re a best-seller, people say, “wow that’s impressive.” It’s a credible third party saying you are a best-selling author, not an unverifiable claim coming from you. Another example of this is with expert or ninja or guru or all those other words. The best way to lay claim to that title is to let someone else say it. Grab a testimonial where someone calls you a master of your craft, an expert at what you do, and use that in your marketing. I call myself a podcaster, not a podcast expert. Why? Because even though I could lay claim to that word...

In part 2, together Anjali, Andrea, and Carla describe mental health care that goes beyond medications and hospitalizations to both treat and prevent mental health crises. Anjali and Andrea further reflect on the role of medical providers in the violence and traumatization of people with mental health concerns and describe what changes to our medical education are necessary to prepare physicians to provide appropriate, compassionate, and trauma-informed care. Hosted by Downstate Students for HEAL (Health Equity Advocacy and Leadership) You can also listen to this podcast on Spotify - https://open.spotify.com/show/1n3rQi4cU2Kduy2eBQMzNn

In Part 1, medical students Anjali Jaiman and Andrea Martinez discuss the history of oppression through psychiatric institutionalization and criminalization of mental health concerns. They are joined by Carla Rabinowitz, who is the Project Coordinator of Correct Crisis Intervention Today NYC (CCIT-NYC), an organization that advocates for peer-led, compassionate care for people experiencing mental health crisis. Our current police-led response to mental health crisis often leads to violence and further trauma. While the mayor’s new mental health response team is a step in the right direction, Carla illustrates the ideal model for responding to mental health crisis, which includes a peer with lived experience of mental health crisis and connections to community resources. For more information on CCIT-NYC, visit http://www.ccitnyc.org/who-we-are/ Hosted by Downstate Students for HEAL (Health Equity Advocacy and Leadership) You can also listen to this podcast on Spotify - https://open.spotify.com/show/1n3rQi4cU2Kduy2eBQMzNn

Now that you know what it takes to being a leader, we will now get down and gritty with more detailed processes. In this episode of Tactical Friday, we are welcoming back Cory Lee to share with us the structure in working and growing with a team. We will learn about the power of multiple perspectives and having a complete structured system whenever we hold meetings.  Things you will learn in this episode: [00:01 - 4:02] Opening Segment I welcome back today’s guest, Cory Lee Cory’s walkthrough and process Application process Phone call [4:03 - 9:33] Power of Masterminds I talk about vulnerability and accountability in working with people The power of ten minds coming together Ten different perspective which gives a better picture Opportunity to meet new people [9:34 - 14:13] Process Behind Meetings Green, yellow, and red light system Green means good, yellow means an idea is brewing, and red light means something needs to be done ASAP Monthly book reading forms the theme Growth seat Brings the topic and other people contributes Ends with a challenge Cory talks more about the book “Extreme Ownership” [14:14 - 16:03] Closing Segment  How to find Cory Lee Links below Final words Tweetable Quote:  “The power of ten different people with ten different perspectives, and you bring that together, it gives you a better picture.” - Cory Lee Resources Mentioned:  https://amzn.to/3qoiImz (Extreme Ownership) https://amzn.to/36p7tSI (Dichotomy of Leadership) You can connect with Cory on https://business.facebook.com/coryleefitnessandleadership/?business_id=1293871100746853&ref=bookmarks (Facebook), https://www.instagram.com/cory_lee_leadership/ (Instagram), https://www.youtube.com/channel/UCQFI7EdA4ad3Oom_54XdlXA/videos?view_as=subscriber (Youtube), and https://www.linkedin.com/in/cory-lee-727ba0b2/ (LinkedIn). Download his personal assessment test and spousal survey from http://www.coryleeleadership.com/tactical (www.coryleeleadership.com/tactical). Guest email: cory@coryleeleadership.com/tactical Did you love the value that we are putting out in the show? LEAVE A REVIEW and tell us what you think about thm/Lincoln-Leadership-Executive-Strategies-Tough/e episode so we can continue on putting out great content just for you! Share this episode and help someone who wants to expand their leadership capacity or click https://podcasts.apple.com/us/podcast/tactical-leadership/id1498567657 (here) to listen to our previous episodes. Tactical Leadership is brought to you by Knight Protection Services. A veteran-owned and operated company, with extensive experience in risk assessment and crime prevention. Find out more by visiting  https://knightprotectionllc.com/ (https://knightprotectionllc.com/) If you want to learn how to build a better business check out my website at https://beatacticalleader.com/ (Beatacticalleade.com). You can connect with us on https://www.linkedin.com/in/zaknight (LinkedIn), https://www.instagram.com/beatacticalleader/ (Instagram), or join https://www.facebook.com/groups/BATLgroup/ (Our BATL Space) and become part of the community.

John C. Maxwell, author and leadership expert, defines leadership as influence. In this episode, I will show you that leaders aren't always born and go through how you can improve your skills in the area of your life where you are viewed as a leader.   Three Takeaways on Leadership: You don't have to be perfect, leadership is a process. Leadership requires education and there are various methods to gaining it.   Lead yourself first, before you try to lead others.   You are a leader, there are people looking to you for leadership. And, there are plenty of opportunities to allow people to pour into you to make you a better leader.    The first lesson to learn about leadership is that you don't have to be perfect at leadership. Becoming a great leader is a continual process — you never arrive at the destination. No matter how long you are a leader, whether it's years at a business or just for a temporary project, you need to take it seriously and invest in the journey.   Leadership requires education. Podcasts, books, seminars are all available and will help hone your skills. Learn from past experiences and improve incrementally. I learned many lessons during my time in the Air Force and I look back to see how I don't want to do things as I did in my past.   Lastly, lead yourself first. My friend Tom Hammell tells the story of standing on stage and teaching up and coming leaders on how to lead when he saw himself on screen and didn't recognize who he was. He saw how bad his health had fallen and felt like an imposter in that he didn't deserve to lead others if he couldn't lead himself. He took ownership of his health and improved his confidence and ability to lead.    Once you get control of your life in one area, you find it easier to lead other areas of your life. When we go through life and be intentional in things, we can lead ourselves well. For example, I was the host of a podcast and after two years of getting no traction, my team and I decided to quit. I circled the wagons into what I knew and got inside my own head. But a couple of years ago, after getting control of my health I was awakened to help others.    I reached out to Tom and sought help on how to lead others in a right way. He told me, “You have to be good at being No. 2 before you position yourself as a leader.” He helped me realize that if I could help him avoid the pitfalls I had experienced, it would do wonders for my own leadership. Since that time, I have helped him produce his podcast by diving back into my experience and leading him from behind the scene. Being a servant leader who watches someone else do something and succeed prepares you for when it's your turn to take the lead. All that is to say leadership principles don't change, but methods and applications do. I am a different person today then who I was when I first started leading others. The good news is that we can all be leaders all the way through our lives' journeys.

Looking at others isn’t always the solution. Sometimes, looking within is the best answer and yet it is the hardest thing to do. In this episode, we will talk about how Patrick Yanke, a military veteran, successful entrepreneur, author, and keynote speaker, mends together his military and business philosophies to something very universal. He’ll share with us his story and principles and how it all plays in our goals, decision making, and inward and outward perspective on life.  Things you will learn in this episode: [00:01 - 10:42] Opening Segment I introduce today’s guest, Patrick Yanke Professional life in the army Patrick’s perspective on leadership Patrick talks about the leadership mindset in the air force and how it connects to his business People’s interests come first Patrick being the key person in the operational side  Patrick’s mindset on homeschooling his kids Committing to each child’s needs and interests Patrick talks about how people’s needs play a big role in businesses Finding and fulfilling what they need [10:43 - 19:18] Principles and Decision Making Process  Being purpose driven You have to have a reason for being there Being a servant to the mission Educate and hone your people Don’t suppress them In turn, makes them purpose driven as well Instinct vs. logic on decision making Instinct is treating people the way you want to be treated Logic is the education and experience Road block as an opportunity rather than an obstacle Solving problems that no one can solve [19:19 - 26:43] Lessons from the Military Patrick tells us a bit of military history Colonel Joshua Chamberlain as an example There’s always something that could be done Not admitting your limitations is one of your greatest enemies Leading others vs. leading yourself We tend to build a business based on others It’s difficult to look at ourselves and make the change Focusing too much on other people leads to lack of introspection Self management keeps you on the goal Being prepared for the next years within yourself Each day should be an execution of the plan [26:44 - 33:28]Closing Segment  Patrick’s recommended resources  Lincoln on Leadership Reunification and laying out the steps Patrick’s legacy Love and fear How to find more of Patrick See links below Final words Tweetable Quotes:  “Your job is the mission. And when you forget the mission, you’re in trouble.” - Patrick Yanke “Business is warfare on a civilized scale. And sometimes, that warfare means you have to fight with yourself where you want to be the client’s hero. You want to be the guy that’s gonna hold the line.” - Patrick Yanke “Growing older isn’t an option. Growing up is. And growing up is taking responsibility for yourself, others, and your own life.” - Patrick Yanke Resources Mentioned:  https://amzn.to/354p8hJ (Lincoln on Leadership) You can connect with Patrick on https://www.linkedin.com/in/patrickyanke/ (Linkedin) and https://twitter.com/patrickyanke?lang=en (Twitter). You can also visit http://www.yankefinancial.com (www.yankefinancial.com) and http://www.yankeacademy.com (www.yankeacademy.com) or you can visit his facebook pages https://www.facebook.com/yankeacademy (Yanke Academy) and https://www.facebook.com/Yanke-Financial-LLC-170985681544/ (Yanke Financial). Guest email: patrick.yanke@yankeacademy.com Did you love the value that we are putting out in the show? LEAVE A REVIEW and tell us what you think about thm/Lincoln-Leadership-Executive-Strategies-Tough/e episode so we can continue on putting out great content just for you! Share this episode and help someone who wants to expand their leadership capacity or click https://podcasts.apple.com/us/podcast/tactical-leadership/id1498567657 (here) to listen to our previous episodes. Tactical Leadership is brought to you by Knight Protection Services. A veteran-owned and operated...

Does project management, organization, and leadership come naturally to you? Have you been working in project management, and wondering what your next move is? Today we are covering the number one question I get asked when people are trying to decide if they should join the Director of Operations certification program:    What's the difference between the Online Business Management (OBM) certification and the Director of Operations (DOO) certification?    Both of them are excellent options, and I am going to break them down for you.   Before we dive in, I wanted to invite you to join me for the 5 day sprint where I will address how to handle scope creep. Sign up for the Scope Creep Solution, starting on Aug 10th.   To OBM or to DOO? That is the question…   Both are phenomenal programs where you can utilize your gift of project management and operations to be able to develop a career path with flexibility and the ability to bring in a great income.   When I began, I never knew about online business management training. I had heard about the Virtual Assistant world, but I was coming from a corporate operations background. I felt I had a lot of leadership and experience and asked myself how I could take my experience and translate it into the small business space. The  Difference Between OBM and DOO An OBM trains people to support businesses in the online space. Operations look at the day to day tasks and functions to ensure that revenue is coming in.    A DOO trains in a large number of operational areas: finances, project management, team management. It serves a more comprehensive operations package, supporting all different models: online, small business, or corporate. The DOO is a more holistic approach.   If you want to deal specifically with online business, consider the OBM.   If you want to learn how to run your business better, or learn full operations for any business, consider the DOO program.   Marketing OBMs will include training in online marketing and launching, specific to the online space.   Since DOOs train in a comprehensive view of operations, training is not marketing heavy.   When I interview DOO candidates, I ask them how comfortable they are with marketing. If marketing is their strength, I will direct them towards the OBM certification.   If they enjoy looking at businesses holistically from strategy and implementation, I will direct them towards the DOO certification. Content of Training In the DOO program, we focus on financials. You don’t have to be an accountant, but if you are going to be seen as a counterpart to the CEO, you will have to understand the basics of financials. You will be helping that leader make strategic decisions, so you must have a solid understanding of money.    The DOO has a strategic mapping model which is a big differentiator between the two certifications. It will allow you to come into a business and partner in-depth with a leader from the beginning. This is a license that DOOs get after completing the program.  Also, DOOs focus on metrics and KPIs (key performance indicators) to help us understand business leaders if they are on the right path or if there are opportunities or gaps that we need to fill in a quick way.    Leadership You can be a leader of a team and not be qualified or experienced enough to lead a business.    “DOOs are people who are ready to help a business leader to reformulate, repurpose, grow and scale a business in total.”    Size of Businesses A DOO is a director level role who serves alongside the CEO, whereas the OBM is more of a managerial role. The size of businesses who hire are commensurate with that.    Experience Often OBMs start out as a virtual assistant, and once they have success, they transition to the OBM role.    A DOO has years of experience, so now we are looking at refining. The question is “How do we become better?” rather than “What tools do we need to develop?” When I look at DOO applicants, I look at experience that they have accumulated and leadership that they already possess.    Implementation vs Integration We see a lot of OBMs who are implementing, i.e. still doing the work.   The DOO does not promote doing the work, but integrates the vision that the business owner has… they are the master gatekeeper of the business, leader, and the team.   Commitment to Placing I want to help you recoup your investment through the DOO certification. There are different tools within the content, but I also want to make sure we are growing the brand of DOOs in a strategic way. I’m committed to helping you get clients and will present those opportunities as they arise. OBMs and DOOs overlap in so many different areas: project management, organization, systems processes, and team leadership.    This is a great growing industry with a career path for you. If you possess project management skills, and can process and understand the development of businesses, then the DOO certification program may be right for you. Given the current climate, remote work will no longer be taboo, and more and more opportunities will emerge, so this is a great time to invest in yourself!  Check out the Director of Operations certification program if you would like to learn more, or if you are ready to apply.   Weekly Ops Activity Sign up for the Scope Creep Solution, our 5 day sprint that begins August 10th!   Other Ways to Connect with Me: Website Private Facebook Community Facebook Page Instagram This episode was first published at theopsauthority.com/podcast/56.

If your average day at work is consumed with putting out fires and dealing with one emergency after the other, you’re on a very slippery slope. It’s a place New York Times bestselling author Dan Heath likes to call “downstream,” and before you know it, he warns, you’ll be stuck there. Tune in as Dan explains why adopting an upstream mindset—i.e., focusing on preventing problems rather than reacting to them over and over again—is crucial to moving your business forward and uniting your team.   entreleadership.com/podcast Upstream by Dan Heath Scarcity by Eldar Shafir and Sendhil Mullainathan #342: 5 Buckets of Leadership You're Responsible For with Dr. Henry Cloud Switch by Chip Heath and Dan Heath #380: Engaging With the Marketplace with Chris Ruder 25 Things You Can Delegate To A Social Media Strategist from BELAY Critical Thinking Cheatsheet Review this episode for a chance to win a $25 Amazon gift card   As an Amazon Associate EntreLeadership earns from qualifying purchases.   Want expert help with your business question? Call 844-944-1070 and leave a message or send an email to podcast@entreleadership.com. You could be featured on a future podcast episode!

I've noticed something lately I want to address….  Many of you gauge your success by looking at the results in your life rather than focusing on the quality and quantity of your work each day. Your happiness, fulfillment and even your satisfaction in life is based on the scoreboard you keep referring too.  I'm definitely one to suggest tracking and accountability, but NOT if it affects your self confidence, self esteem, and even your level of happiness in life.  You must learn to have VISION, but focus on the PRESENT.  Doing the best job you can in the moment.  Also, you must realize that HOW YOU DO ANYTHING IS HOW YOU DO EVERYTHING. I see examples everyday of entrepreneurs driving their activities based on the scoreboard in just one area of their life…explain… I'm going to give you some feedback I learned a long time ago from one of my favorite books by John Wooden called Wooden on LEADERSHIP…You will learn that in order to be successful you need to be a leader and in order to influence and have impact you will need leadership skills. There is no better example of this than John Wooden…let me explain for those of you who don't know who he is. John Robert Wooden (October 14, 1910 – June 4, 2010) was an American basketball player and head coach at the University of California, Los Angeles. Nicknamed the "Wizard of Westwood," he won ten NCAA national championships in a 12-year period as head coach at UCLA, including a record seven in a row. No other team has won more than four[1]in a row in Division I college men's or women's basketball.[2][3][4] Within this period, his teams won an NCAA men's basketball record 88 consecutive games. In his book on Leadership he talks a bit about the topic of “Don't Look at the Scoreboard”. He gives many great lessons but I particularly like the Rules to Lead by that he gives which are:  1-Identify Team Goals, Then File Them Away- To create FOCUS you must know where you are going, but them hyper focus on the present.  Goals are in the future.  Your activity and commitment to execution and growth doesn't exist in the future. 2-Give Full Respect to Each Competitor- Respect All, Fear None.  Don't change your game plan for competitors in life or business because of fear.  Just execute the best you can in the now. 3-LongTerm Success Requires Short-Term Focus- This is the KEY…Don't Look at the Scoreboard…rather, focus on Improvement…Not tomorrow, Not next week.  Today. I'd like to read you a short note from his book that was a Comment published by Dave Meyers, one of Wooden's 2 x National Champion Players, about Wooden.  I think it gives an excellent example of how Wooden taught and coached leadership from the perspective of someone he coached daily.  I want you to pay attention to the little details in this… Page 217 of Book from Wooden on Leadership Here is the bottom Line…too many of us are letting the scoreboard in life get us down.  We are allowing the past and future measurements of our life affect our mindset, our attitudes and our happiness levels.  As a result, we are less effective in the present.  But more importantly, we are unable to make the true impact on the world that we were destined to make.  So, I encourage you to the following: 1-Know where you are going and what your goals are with a CLEAR VISION, but 2-File your goals and vision away each day and focus on the Grind…Focus on Executing Your Plan. 3-Then, when you periodically refer back to the scoreboard with true reflection and evaluation, you will know that you left it all on the field and did everything in your power to create results. This my friends is the true recipe for success, and this is the recipe for true impact on the world.

I've noticed something lately I want to address….  Many of you gauge your success by looking at the results in your life rather than focusing on the quality and quantity of your work each day. Your happiness, fulfillment and even your satisfaction in life is based on the scoreboard you keep referring too.  I'm definitely one to suggest tracking and accountability, but NOT if it affects your self confidence, self esteem, and even your level of happiness in life.  You must learn to have VISION, but focus on the PRESENT.  Doing the best job you can in the moment.  Also, you must realize that HOW YOU DO ANYTHING IS HOW YOU DO EVERYTHING. I see examples everyday of entrepreneurs driving their activities based on the scoreboard in just one area of their life…explain… I'm going to give you some feedback I learned a long time ago from one of my favorite books by John Wooden called Wooden on LEADERSHIP…You will learn that in order to be successful you need to be a leader and in order to influence and have impact you will need leadership skills. There is no better example of this than John Wooden…let me explain for those of you who don't know who he is. John Robert Wooden (October 14, 1910 – June 4, 2010) was an American basketball player and head coach at the University of California, Los Angeles. Nicknamed the "Wizard of Westwood," he won ten NCAA national championships in a 12-year period as head coach at UCLA, including a record seven in a row. No other team has won more than four[1]in a row in Division I college men's or women's basketball.[2][3][4] Within this period, his teams won an NCAA men's basketball record 88 consecutive games. In his book on Leadership he talks a bit about the topic of “Don't Look at the Scoreboard”. He gives many great lessons but I particularly like the Rules to Lead by that he gives which are:  1-Identify Team Goals, Then File Them Away- To create FOCUS you must know where you are going, but them hyper focus on the present.  Goals are in the future.  Your activity and commitment to execution and growth doesn't exist in the future. 2-Give Full Respect to Each Competitor- Respect All, Fear None.  Don't change your game plan for competitors in life or business because of fear.  Just execute the best you can in the now. 3-LongTerm Success Requires Short-Term Focus- This is the KEY…Don't Look at the Scoreboard…rather, focus on Improvement…Not tomorrow, Not next week.  Today. I'd like to read you a short note from his book that was a Comment published by Dave Meyers, one of Wooden's 2 x National Champion Players, about Wooden.  I think it gives an excellent example of how Wooden taught and coached leadership from the perspective of someone he coached daily.  I want you to pay attention to the little details in this… Page 217 of Book from Wooden on Leadership Here is the bottom Line…too many of us are letting the scoreboard in life get us down.  We are allowing the past and future measurements of our life affect our mindset, our attitudes and our happiness levels.  As a result, we are less effective in the present.  But more importantly, we are unable to make the true impact on the world that we were destined to make.  So, I encourage you to the following: 1-Know where you are going and what your goals are with a CLEAR VISION, but 2-File your goals and vision away each day and focus on the Grind…Focus on Executing Your Plan. 3-Then, when you periodically refer back to the scoreboard with true reflection and evaluation, you will know that you left it all on the field and did everything in your power to create results. This my friends is the true recipe for success, and this is the recipe for true impact on the world.

Joseph Warren chats with: Dr. Mark Roberts Executive Director, Max De Pree Center for Leadership "You are not open to My will for your life, are you?" - God Top 3 Spiritual Insights: ★ ACKNOWLEDGE: See yourself how you are ★ REPENT: Turn to the Lord ★ SURRENDER: Give your life to God Links From Today’s Show:Depree.org Support the Show: One-Time | Monthly Make $100K the Spiritual Way: JosephWarren.net 10 Mindset SHIFTS to Add $100K This Year! Instagram | Facebook Music: Purple-Planet.com

The Responsibility of Leadership You don’t know what you don’t know, right? Sharon Hughes who runs Launch Your Creativity and is a certified Life Coach and certified in Critical Incident Stress Debriefing/Management talks about things leaders may not realize about themselves or leadership blindspots. She discusses the importance of outside feedback and other responsibilities of being a leader

Are you looking for ways to lead your team or find a way to get promoted? Dawn Will shares leadership tips she uses for her team of 10 people and how she helps develop personal and professional careers within her organization in this third interview of our 3-part series.  Dawn started her career in the military and her ability to forge long-term relationships is highlighted by her amazing approach to interacting with direct reports and leadership alike.  Find out how you can have meaningful one-on-one meetings, create a capabilities road show for your internal stakeholders and how to communicate effectively with leadership and win their buy-in.  If you are looking to have a big impact with your team, this interview is for you!  Starting with one-on-one meetings Dawn gave an overview of how she conducts positive interactions with her team.  She suggests to first start with an agenda for each person meeting with and identity topics that are important to them. At the end of the year, having documented meetings will help with personnel reviews.  Dawn tried to connect weekly with her team and recommends continuing to have conversations throughout the year.  Effective Planning List for One-on-One Meetings: What are you working on now? What do you have coming up? Opportunities for improvements. How else can I help you? Professional and Personal Development. Vacation days coming up. These tips will help both the manager and direct reports better prepare for the meeting and enable positive personal and professional growth. Dawn also shared how to hold effective internal meetings to help everyone involved in an event stay on track and accomplish goals: Internal Meeting Agenda Outline: Start each meeting with follow up with action items from the previous meeting Ask stakeholders what works, what doesn’t work what are the best process for planning meetings Keep everyone focused on the topics most urgent for approvals. Provide target items at every meeting Continue it until the implementation of the convention “We partner all across the organization because we manage all of the Regeneron meetings”- Dawn Will In an effort to help other departments learn about what meetings and conventions provides-Dawn and her team implemented a Capabilities Road Show across Regeneron.  In the capabilities presentation, an organizational chart with names and main contacts were shared to help inform different areas about what is offered at meetings and ways to effectively work together.  It was very well received and is something I encourage each listener to consider! Personal Approach to Leadership: You are either a manger or you lead people. In the military, Dawn always wanted to better the people she around her. Four foundational principles she learned in the military: Team work, Collaboration, Comradery and Integrity. Dawn integrates these every day. Everyone has unique qualities and that is what makes a good team Dawn moved into leadership while in the military and to this day some of the females she mentored still keep in touch with her.  In addition, as mentioned in episode 81 with Jennifer Harrison, Dawn was her business reference from Pfizer and it turned out the two are working together again.  The power of personal connections and passing forward these principals will help your team grow and become leaders. A big thanks to Dawn Will whom you can reach on LinkedIn for taking the time to share her amazing approach to leadership.  Be sure to check out episodes 79 with Kristen Leikwold and 80 with Jennifer Harrison if you haven’t heard what is like to be on Dawn’s team.   If you have any questions about this episode or any of the topics we review on this podcast, reach out to me.  Credits: As always, a big thanks to Christy Haussler at Team Podcast for editing this episode!

How intriguing would it be to find out that the 'tallest voice' in the room is coming from the lady who's 4ft10inches or as she likes to put it: 4ft 10.5inches?  Meet Neen James.  She is a U.S acclaimed speaker and writer of Australian decent. Her books; ‘Folding Time™' and ‘Attention Pays™' are among the best sellers available at bookstores around the world.  Over the past two decades, Neen has been advising different companies in the world including Viacom, Comcast, Paramount Pictures, and even the FBI, on how to improve their strategic planning, communication, and leadership development.  When she is not speaking on stage, you might find her on the back of a Harley Davidson (yeah, the back is just for her!).  What to do to become a great speaker like Neen Neen says it all starts by having a single image on and off the stage because your audience isn’t only those in the room when you speak. It is about coming across as the same fantastic person on the street or at other informal engagements.  For Neen, being a great speaker is not so much about what you say on stage but who you are on and off the stage.  “It’s not just about putting your most fabulous suit on and going on stage; it’s about all the interactions you have with your clients and your audience,” Neen says. And oh, she says it doesn’t matter whether you’re an introvert or extrovert, you can do what she does.  “My belief is that introverts and extroverts can do what I do.”  She says while extroverts recover with people, introverts recover alone and regardless can become great speakers. Indeed Neen should know. She’s been researching communication strategies. Neen says “What I’ve learned in my attention research is that there are so many different ways to pay attention and we have to be able to appeal to multiple ways.” Early Career Lessons When Neen started speaking, she had a mentor in Matt Church. He later became her business partner and friend. Watching him as an aspiring speaker helped immensely in her development. “The things we talk about need to be memorable, repeatable and retweetable,” she says. Neen recalls trying to get Matt Church to mentor her for about six months, during which time he regularly told her that she wasn’t ready. “He helped me think differently, and also helped me understand the good, the bad and sometimes ugly days of the profession that I was choosing,” Neen says. Thoughts on Leadership You could be quite surprised that Neen doesn’t think there’s so much to being a leader. In fact she believes that leadership is rather intuitive.  “Leadership is sometimes whatever drives you crazy in the world, it is also a good indicator of what you call leadership,” Neen reflects. “When you reflect on the things that make you crazy in the world or you reflect on the lessons you’ve been learning over and over again, it may point you to your view of leadership.” Idea Shaping Neen has a habit of pulling out members of the audience and instantly helping them arrive at quick realizations about themselves. She calls this Idea shaping. “Idea shaping is the ability to articulate your ideas, your intellectual property in a visual model” Neen says. More information on this concept is detailed on her website www.neenjames.com.  Neen is so brilliant that while you speak to her about what you plan to do, she just naturally acts out a bit of idea shaping on those plans. Time and again she has amazed her audiences using this concept.   Resources Neen James can be found on all social media pretty easy, by her names only. Her website is www.neenjames.com 

  I think this might actually be our first quality manager on our podcast and I am very excited that it’s Bryan. He’s had over 25 years working as a Quality expert in the dairy industry. Bryan is also offering his new book: The New Manager Mindset to our viewers and all you have to do is go to fsmaexpert.com and just pay for shipping. I read this book, as I’m thinking of management, and it really gave me some great tips and resources to not only understand people, but to build systems. We go pretty in depth on food safety, quality, leadership and management so if you are interested in this pathway, pay close attention to this interview. My favorite part of this interview is about 20 minutes in where Bryan explains how to have everyone agree on how to deal with warm milk. Sponsor - FoodGrads If you are even just a little bit interested in a career in food & beverage, you should join FoodGrads.  It’s an interactive platform where you can hear about different careers, hear from your peers, have a voice and share your story as well as ask specific questions and get feedback from industry experts across the sector. You can create a profile, add your resume and search for co-op, internships and full time opportunities just for Food Grads. Employers can find you too, they can recruit you for jobs and projects they need help with to give you the relevant industry experience you need. Join FoodGrads today! Just go to Foodgrads.com Sponsor - ICON Foods Big announcement from our friends at Stevivia. They now go by ICON Foods and you’re seeing a rebranding in action which I find really exciting. Their vision is brighter, their strategy is stronger and their all-natural, clean-label product portfolio is ever growing. So why are they doing this? Even though stevia is an amazing product, there are just so many sweeteners coming up and it’s becoming a bit overwhelming. Monkfruit, Allulose, Agave, you name it. This is what ICON Foods is here for: to help you find sweetener solutions so you can focus on other challenges in the product development process. For more information, visit ICON foods at ICONfoods.com Housekeeping If you like what you heard, like us on facebook or write a review on itunes. It helps wonders. I am also inviting you to sign up on our email list at myfoodjobrocks.com. I am doing this new thing called the 5 course meal where I send you 5 pieces of hand picked content and deliver it every Friday morning. Like a meal kit… If you have any questions or suggestions on how to improve the podcast, don’t be afraid to email me at podcast@myfoodjobrocks.com Knowledge Bombs How mentorship brought Bryan to success Why hiring a consultant is a good idea (especially in growth phase), and when to focus on it A really good example of how quality and production can work together (20:00) How to use personality subsets to work together How the FDA works and how to take advantage of it Question Summary How do you introduce yourself: I make sure your food is up to standard (Quality) and make it safe (Food Safety) Quality is making things consistent, Food Safety needs to be in place What do you do?: I’m a quality consultant What’s the best thing about your job?: I love working with different companies Steps it took to get to where you are today: Planned to go to medical school, ended up working in cheese, had to decide between contributor to manager If you want to make a bigger impact, you might need to be a manager A quality manager’s job: to find out why stuff is happening, not fix things right away How to create a great quality system - Examine a process - Talk to the worker - Determine the key attributes - Develop a buffer (red light, yellow light, green light) that production can understand - Make smart decisison on a yellow light situation Best skill you can have in quality: Technical competency and the ability to talk to people How do you do better at talking to people?: See if you can find a person’s philosophy and how they view things. Then communicate in a way they relate to it. Managing versus Leadership: You need both, but leadership is a focus on creating new leaders and trusting people to do their job Exciting Food Technology: Blockchain as a tracking mechanism for food Biggest Issue: FDA will eventually target corporate headquarters. Most corporate HQs don’t have systems in place What’s one thing you’d like to know about?: To keep updated on food safety How do you keep up to date?: GMA through Smart Brief, Bill Marler Food Safety News Report, take the info and cut and paste Favorite Kitchen Item: My mom’s ice cream scoop Best thing you’ve ever eaten: a 7 course meal in Copenhagen, Denmark. Michelien Restaurant Advice for people in the quality realm?: Gather up your technical skillset and find things that really exciting If you were to teach something to a class in college, what would you teach?: How to understand the consumer. (found in his book). You shouldn’t base your opinion on CEO feedback, but fanatic customer feedback. Food Leadership Group.com Bryan’s Book is available for free. FSMAexpert.com. Book a 30 minute convo Other Links Marajuana business in Colorado Boulder Colorado Naturally Boulder Leprino Foods Class 1 FDA sample ENTP ISTJ Darin Detwiler Frank Yannis at Walmart -Walmart is partnering with IBM to blockchain CRISPR Whole Genome Technology Gary Danko

Pat Williams is a co-founder and the Senior Vice President of the NBA’s Orlando Magic. He is the father of 19 children, including 14 of whom are adopted. He has climbed Mt. Rainer and run more than 50 marathons. In 1996 he was named as one of the most influential people in NBA history. He played professional baseball before becoming an executive. In 1983, he won the NBA World Championship as the General Manager of the Philadelphia 76ers. Williams has authored more than 100 books, with his most recent book being “The Intersection of Success”.  Website:  PatWilliams.com Twitter: @OrlandoMagicPat Facebook: OrlandoMagicPatWilliams All of Pat's books are great but these are my personal suggestions: The Success Intersection: What Happens When Your Talent Meets Your Passion Leadership Excellence: The Seven Sides of Leadership for the 21st Century How To Be Like Walt: Capturing the Disney Magic Every Day of Your Life  Who Wants To Be A Champion?: 10 Building Blocks To Help You Become Everything You Can Be! The Paradox of Power: A Transforming View of Leadership You can get a FREE Pat Williams audiobook download and 30-day free trial (new subscribers) from our friends at Audible by going to www.audibletrial.com/SuccessIsAChoice. 

For part one of our special two part episode we're exploring building a company culture in a digital world with sought after speaker, influencer, and fitness industry icon Bobby Cappuccio. A lot of what we've been uncovering in our podcast is around the technology, wearables, and virtual platforms that are helping facilities and fitness professionals deliver exceptional service and value, but what has been a hot topic recently among trade magazines, industry shows, and in round tables is a looming question: How can teams come together to form a culture that adopts new technology to deliver phenomenal client and customer experiences, and what is the mindset and best approach that really works from leadership? If you've been curious about connecting the dots between data and customer engagement, our first half of this two part episode is teeing up Bobby's story of learning to use psychology and social media to deliver on culture, and in our second half, he'll bring it all together to provide more clarity on what leadership and culture means to the club in this digital world.  **Be sure to listen to episode 028 right after this show to hear our Fit Six round where Bobby shares his perspective on what our space needs most right now and how to make the most out of new opportunities created by technology and neuroscience.  Robert Cappuccio, aka Bobby Cappuccio, stands at the forefront of a life altering and ever evolving industry: wellness. He has spent the last two decades of his life pushing for not only an industry-wide but an individual to individual shift in perspective, from a solely outward focused goal oriented approach to health and fitness to a more holistic approach centered on behavioral change. A phenomenon that has helped position PTA Global (a company he co-founded) as a leader in professional fitness development.  A best-selling author, sales, leadership, and cultural development consultant for various companies including Hilton Hotels, Virgin Active, Equinox, David Lloyd Leisure and multiple businesses nationally and abroad, Bobby travels the world impacting lives, inspiring positive change and growth in individuals and companies alike. Listen To Episode 027 As Bobby Uncovers Why "business as usual' won’t cut it in the new digital world Why you can't be a people person in today’s world without technology Uncovering the deeper meaning for culture: What do you want to contribute, what problem do you want to solve? Creating culture: What Bobby means by "Distinction or Extinction" Why you can't afford not to embrace technology Mark Smith: "If we can change the culture, we can change everything."  How did IBM change company culture and how does that relate to the fitness industry?  How do mid-tier clubs thrive in the new digital world? Knowing what to do is the the answer: 20% is knowing what to do, 80% is communicating with yourself is taking action on what you know  Practical tips that make fitness leaders and Fit Pros perform better on the fitness floor and in teams Emerging trends: community based wearable technology  Why "micro-missions" are essential to galvanizing company culture What opportunities and roadblocks does Bobby see in our industry around the intersection of technology and fitness in the next 2 years Bobby on Leadership: "You have to be able to imagine a future that would not exist otherwise." Top 3 Takeaways From The Show Bobby believes that the technologies to create a robust company culture and generate real conversations with new members are already out there. It's now up to the clubs and staff to adopt it and bake it into the way they operate. What will make the difference is when a new member comes in to try the facility and we give them a program with an app downloaded from the club, where for every single day for 30 days (knowing that 30 to 90 days is our most precarious timeframe for losing members) we walk them virtually, step-by-step through a discovery in a real conversation. This is where we can use technology to truly help them identify what they really want. When creating a thriving company culture in the digital and brick and mortar worlds, Bobby believes you can't afford not to engage in technology. Accept that sometimes you will create social media messages that will hit, and other times they won't. It is important to not take it personal. Don't get emotional because it's not about you, it's about what you want to contribute for other people. For technology and people to work in harmony, we must have cultural transformation, not just execution.  Real culture is a galvanized when a group of people share set of beliefs and rules that create ensuing behavior patterns. 20% is knowing what to do, 80% is communicating with yourself in a way that gets you to take action on what it is that you know. That's why wellness and behavioral practices, rather than nonspecific isolated modalities, are now becoming a mega-trend. Power Quotes From Bobby "As a coach, presenter, and consultant of both sales management and training across our industry, I know the technology we need is out there. What will make the difference is when a new member comes in to try the facility and we give them a program with an app downloaded from your club where every single day for 30 days (knowing that 30 to 90 days is our most precarious timeframe for losing members) we walk them virtually, step-by-step through a discovery of a real conversation. This is where we can use technology to truly help them identify what they really want."  - Bobby Cappuccio on the Fitness + Technology Podcast "Technology has changed the way we have to sell, for the better, forever. You cannot get away with some of the complete and utter rubbish we got away with 20 years ago." - Bobby Cappuccio on the Fitness + Technology Podcast Resources Mentioned From Bobby Bobby Cappuccio website Bobby Cappuccio twitter Bobby Cappuccio facebook Bobby Cappuccio LinkedIn Bobby Cappuccio Instagram Bobby Cappuccio University: IDEA FIT Courses IBM Turnaround: "Culture Not Execution" Scranton University: 92% of NYE goals fails, why?  Mega-trend: Wellness & Behavior Change Transtheoretical Model of Change The neuroscience of play How do we implement neuroscience into fitness - Ray Sugarman Peter Drucker: "The purpose of a business is to create and keep a customer"  Fight Club: A Novel   The Life & Times of The Wicked Witch of The West Eric Hoffer: Philosopher Man's Search for Meaning The Psychology of Winning: Ten Qualities of a Total Winner The 2017 FIT-C Tech Trends Report

For part two of our special two part episode we're exploring building a company culture in a digital world with sought after speaker, influencer, and fitness industry icon Bobby Cappuccio. A lot of what we've been uncovering in our podcast is around the technology, wearables, and virtual platforms that are helping facilities and fitness professionals deliver exceptional service and value, but what has been a hot topic recently among trade magazines, industry shows, and in round tables is a looming question: How can teams come together to form a culture that adopts new technology to deliver phenomenal client and customer experiences, and what is the mindset and best approach that really works from leadership? If you've been curious about connecting the dots between data and customer engagement, our first half of this two part episode is teeing up Bobby's story of learning to use psychology and social media to deliver on culture, and in our second half, he'll bring it all together to provide more clarity on what leadership and culture means to the club in this digital world.  Robert Cappuccio, aka Bobby Cappuccio, stands at the forefront of a life altering and ever evolving industry: wellness. He has spent the last two decades of his life pushing for not only an industry-wide but an individual to individual shift in perspective, from a solely outward focused goal oriented approach to health and fitness to a more holistic approach centered on behavioral change. A phenomenon that has helped position PTA Global (a company he co-founded) as a leader in professional fitness development.  A best-selling author, sales, leadership, and cultural development consultant for various companies including Hilton Hotels, Virgin Active, Equinox, David Lloyd Leisure and multiple businesses nationally and abroad, Bobby travels the world impacting lives, inspiring positive change and growth in individuals and companies alike. Listen To Episode 028 As Bobby Uncovers Why "business as usual' won’t cut it in the new digital world Why you can't be a people person in today’s world without technology Uncovering the deeper meaning for culture: What do you want to contribute, what problem do you want to solve? Creating culture: What Bobby means by "Distinction or Extinction" Why you can't afford not to embrace technology Mark Smith: "If we can change the culture, we can change everything."  How did IBM change company culture and how does that relate to the fitness industry?  How do mid-tier clubs thrive in the new digital world? Knowing what to do is the the answer: 20% is knowing what to do, 80% is communicating with yourself is taking action on what you know  Practical tips that make fitness leaders and Fit Pros perform better on the fitness floor and in teams Emerging trends: community based wearable technology  Why "micro-missions" are essential to galvanizing company culture What opportunities and roadblocks does Bobby see in our industry around the intersection of technology and fitness in the next 2 years Bobby on Leadership: "You have to be able to imagine a future that would not exist otherwise." Top 3 Takeaways From The Show Bobby believes that the technologies to create a robust company culture and generate real conversations with new members are already out there. It's now up to the clubs and staff to adopt it and bake it into the way they operate. What will make the difference is when a new member comes in to try the facility and we give them a program with an app downloaded from the club, where for every single day for 30 days (knowing that 30 to 90 days is our most precarious timeframe for losing members) we walk them virtually, step-by-step through a discovery in a real conversation. This is where we can use technology to truly help them identify what they really want. When creating a thriving company culture in the digital and brick and mortar worlds, Bobby believes you can't afford not to engage in technology. Accept that sometimes you will create social media messages that will hit, and other times they won't. It is important to not take it personal. Don't get emotional because it's not about you, it's about what you want to contribute for other people. For technology and people to work in harmony, we must have cultural transformation, not just execution.  Real culture is a galvanized when a group of people share set of beliefs and rules that create ensuing behavior patterns. 20% is knowing what to do, 80% is communicating with yourself in a way that gets you to take action on what it is that you know. That's why wellness and behavioral practices, rather than nonspecific isolated modalities, are now becoming a mega-trend. Power Quotes From Bobby "As a coach, presenter, and consultant of both sales management and training across our industry, I know the technology we need is out there. What will make the difference is when a new member comes in to try the facility and we give them a program with an app downloaded from your club where every single day for 30 days (knowing that 30 to 90 days is our most precarious timeframe for losing members) we walk them virtually, step-by-step through a discovery of a real conversation. This is where we can use technology to truly help them identify what they really want."  - Bobby Cappuccio on the Fitness + Technology Podcast "Technology has changed the way we have to sell, for the better, forever. You cannot get away with some of the complete and utter rubbish we got away with 20 years ago." - Bobby Cappuccio on the Fitness + Technology Podcast Resources Mentioned From Bobby Bobby Cappuccio website Bobby Cappuccio twitter Bobby Cappuccio facebook Bobby Cappuccio LinkedIn Bobby Cappuccio Instagram Bobby Cappuccio University: IDEA FIT Courses IBM Turnaround: "Culture Not Execution" Scranton University: 92% of NYE goals fails, why?  Mega-trend: Wellness & Behavior Change Transtheoretical Model of Change The neuroscience of play How do we implement neuroscience into fitness - Roy Sugarman Peter Drucker: "The purpose of a business is to create and keep a customer"  Fight Club: A Novel   The Life & Times of The Wicked Witch of The West Eric Hoffer: Philosopher Man's Search for Meaning The Psychology of Winning: Ten Qualities of a Total Winner The 2017 FIT-C Tech Trends Report Thanks To Our Outstanding Sponsors AFTERSHOKZ has created cutting edge headphones, using bone conduction sound technology perfect for cyclists, fitness professionals, and fitness enthusiasts alike. With an open ear design focused on safety and comfort, AFTERSHOKZ is offering an exclusive bundle with a free gift for the Fitness + Technology audience. Pickup your free gift with purchase by heading over to FITC.AFTERSHOKZ.COM today.  Bryan O’Rourke and his family of companies including Vedere Ventures, Integerus Advisors, and many more. If you are looking for unmatched guidance, capital, insights or a great speaker or facilitator, Bryan and his partners are the go to resource for your organization. To learn more visit bryankorourke.com The Fitness Industry Technology Council, your non-profit resource for reliable technology information supported by forward looking brands who are seeking to drive increased technology adoption in the fitness industry. Make a difference and join FIT-C at fittechcouncil.org today Check out Bryan and his partner Robert Dyer's recent book "9 Partnership Principles: A Story of Life Lessons" which is available now on Amazon.com