Podcasts about new york life insurance

Tina Gupta is a seasoned talent management executive with over two decades of experience driving organizational success through innovative talent strategies. As the Senior Vice President (Head of) Talent Management at New York Life Insurance Company, Tina leads enterprise-wide talent transformation, overseeing talent practices, performance management, talent acquisition, learning and development, and employee experience.Before joining New York Life, Tina held senior leadership roles at WarnerMedia, Xandr, and Thomson Reuters, where she spearheaded major change initiatives, including complex IPOs, divestitures, and mergers. She has built and scaled global talent development programs, created strategies for leadership and executive development, and fostered high-performing, psychologically safe teams.Tina is known for her strategic approach to talent management, combining data-driven insights with a people-first mindset. She partners closely with C-suite leaders and HR teams to align talent strategies with business goals, ensuring sustainable growth and high employee engagement.Tina's work has been instrumental in shaping modern talent management practices, and her expertise continues to make an impact in the rapidly evolving business landscape.Ross and Tina talk about skills transformation, upscaling, learning AI, how AI impacts work, experimenting, AI strategy, the pace of AI, preparing for the future, HR management, changing mindsets, rethinking how work is done and organic experimentation. The pair also discuss adaptability, rethinking processes, celebrating failure,  success with failure, rewarding failure, empathy as a company, the next version of yourself, disruption, innovation, trying new roles and curiosity.  Timecodes:00:19 -  Intro to Tina01:07 -  The 'Transform event '02:08 - AI adoption04:15 - New York Life Insurance06:56 AI implemented for the future10:58 Things which have worked well for Tina13:49 Rewards for end results compared to progress18:41 AI forcing change 20:29 Responsibility to provide value24:43 The unknown and learning28:41 Workations31:17 The last time Tina did something for the first timeConnect with Tina:LinkedInNew York Life  Connect with Ross:WebsiteLinkedInMoonshot Innovation 

Frank is a University of Illinois Chicago Graduate and Currently works as a Financial Advisor in Boca Raton, Florida, and as a Member of the Personal CFO Network. In this episode, we dive deep into the inspiring journey of Frank, whose unconventional path to the law offers fresh insights and valuable lessons.Frank's story begins at Ace Hardware, where he developed foundational skills and work ethics that would later propel him into the Financial Services industry. His journey through New York Life Insurance to GR Financial Group showcases his relentless commitment to networking—learning the ropes through cold calls and countless coffee meetings. Frank shares his secrets to efficient networking and the pivotal role it played in his career progression.Now a Financial Advisor in beautiful Boca Raton, Frank discusses his current role, highlighting the importance of client communication, the art of asking tailored questions, and the humility of admitting when he doesn't have all the answers. His experience working with lawyers has given him unique insights into their traits and how he supports them through his expertise.Frank also delves into the elusive "Work-Life Balance," offering his perspective on managing day-to-day responsibilities. As a bonus, he shares his top tech tools, podcasts, and book recommendations that have influenced his professional journey.This episode encapsulates what this podcast strives to showcase: the multifaceted nature of the legal field and the diverse paths that lead to it. Join us for an engaging conversation with Frank, and discover the lessons you can apply to your own career.Frank's LinkedIn: linkedin.com/in/frankrekasFrank's Website: myplutusfinancial.com/Be sure to check out the Official Sponsors for the Lawyers in the Making Podcast:Rhetoric - takes user briefs and motions and compares them against the text of opinions written by judges to identify ways to tailor their arguments to better persuade the judges handling their cases. Rhetoric's focus is on persuasion and helps users find new ways to improve their odds of success through more persuasive arguments. Find them here: userhetoric.comThe Law School Operating System Recorded Course - Use this Link (https://www.lisablasser.com/offers/nAytQusX?coupon_code=LSOSNATE10) or go to LisaBlasser.com for 10% off her recorded course! This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit lawyersinthemaking.substack.com

Jeremy McDonald is a seasoned Learning and Development professional with a masters degree in adult education and an impressive 25-year journey shaping the corporate and personal landscape. Jeremy has left an indelible mark on esteemed organizations such as1-800 Accountant, HSBC, Metlife, Primo Water, and New York Life Insurance. A true luminary in the field, Jeremy has seamlessly navigated roles as a sales and leadership trainer, motivational speaker, and executive coach. His expertise extends beyond the boardroom, as he has also graced spiritual events, including engagements at Unity and Spiritualist churches. Jeremy is not just a speaker; he is a New Thought Speaker, bringing a unique blend of spiritual wisdom to corporate and self-help settings. In addition to his remarkable career, Jeremy McDonald is a three-time bestselling author, sharing his insights and wisdom in the written word. Jeremy also hosted a transformative podcast for an impressive 11 years, culminating on the Los Angeles Tribune Roku network, where his thought-provoking discussions reached a broad and engaged audience. As a mindset mastery coach and quantum healer, Jeremy transcends boundaries, seamlessly blending the spiritual and corporate worlds. Join Jeremy McDonald on a transformative journey where the realms of spiritual insight, self- help, and corporate excellence converge for a holistic approach to personal and professional growth. Contact Jeremy McDonald: www.storytellingalchemist.com Beyond the Veil: https://beyond-theveil.org/ Spirit Heart Cruise: https://spiritheartcruise.com/ Dr. Kimberley Linert Speaker, Author, Broadcaster, Mentor, Trainer, Behavioral Optometrist Event Planners- I am available to speak at your event. Here is my media kit: https://brucemerrinscelebrityspeakers.com/portfolio/dr-kimberley-linert/ To book Dr. Linert on your podcast, television show, conference, corporate training or as an expert guest please email her at incrediblelifepodcast@gmail.com or Contact Bruce Merrin at Bruce Merrin's Celebrity Speakers at merrinpr@gmail.com 702.256.9199 Host of the Podcast Series: Incredible Life Creator Podcast Available on... Apple: https://podcasts.apple.com/us/podcast/incredible-life-creator-with-dr-kimberley-linert/id1472641267 Spotify: https://open.spotify.com/show/6DZE3EoHfhgcmSkxY1CvKf?si=ebe71549e7474663 and on 9 other podcast platforms Author of Book: "Visualizing Happiness in Every Area of Your Life" Get on Amazon: https://amzn.to/3srh6tZ Website: https://www.DrKimberleyLinert.com

Glenn Hofmann, Chief Analytics Officer of New York Life Insurance, is our guest on the newest episode of Speaking to Influence where he shares with Laura why we should not be afraid of A.I. and gives tips on how to leverage it for job security. In this episode you will learn: How he has addressed misconceptions about A.I. with his communications team when people believed they would lose their jobs to A.I., and why he believes ‘intelligence' in its title is actually a misnomer. How he learned the importance of ‘info-tainment'-- providing enough entertainment to keep his audience's attention, while still being informative. Why it's important to practice the first few minutes of a presentation before giving it in front of an audience. Why it's important to flex your networking muscles to keep yourself on people's radar.   24 Hour Challenge: Consider being on a podcast! Identify a podcast, pick a topic you would be interested in speaking about, and send a message to the hosts to propose it. (Tune in to the full episode for Laura's quick tip for some specific resources to help you with this!)   About Glenn: Glenn Hofmann is an influential C-level leader in Data and AI, who is known for building and managing successful data organizations within the complex business, cultural, regulatory and technology realities of large corporations. From 2016 to 2023 he was Chief Analytics Officer at New York Life, and leader of the Center for Data Science and Artificial Intelligence (CDSAI). Glenn built the 100-person team which supported many areas of the company, such as Underwriting, Finance, Marketing, Sales Distribution, Customer Service, Product, HR and Compliance, with data and AI solutions, including generative AI projects. Prior to joining New York Life, he built and led analytics teams in Property and Casualty insurance (at Verisk, TransUnion and Allstate) and held leadership positions at Claritas, ID Analytics, and HSBC. Prior to his business career, Glenn served as Professor of Statistics at the University of Concepcion in Chile. He received his Ph.D. in Statistics from The Ohio State University in 1997 and his MBA from the Wharton Business School in 2009. Glenn was recognized by DataIQ 100 as one of the “100 Most Influential People in Data” in 2022 and 2023. You can connect with Glenn in the following ways: LinkedIn: https://www.linkedin.com/in/glennhofmann/ Mentioned in the Episode: “Speaking to Influence: Mastering Your Leadership Voice” - Dr. Laura Sicola  You can connect with Dr. Laura Sicola in the following ways: LinkedIn: https://www.linkedin.com/in/drlaurasicola LinkedIn Business Page: https://www.linkedin.com/company/laurasicola-inc YouTube: https://www.youtube.com/c/VocalImpactProductions Facebook: Dr. Laura Sicola Twitter: @LauraSicola Instagram: @drlaurasicola Website: https://laurasicola.com Laura's Online Course: virtualinfluence.today See omnystudio.com/listener for privacy information.See omnystudio.com/listener for privacy information.

Join us for an insightful conversation with Natan Cohen, former Marketing VP of Corporate Brand Marketing and Sales Enablement at New York Life Insurance, as we delve into the realm of platforms and AI, exploring the ethical responsibilities that guide us in this rapidly evolving landscape.

As the largest mutual life insurance company in the US, New York Life has been advising policyholders on investment decisions for more than 178 years.Toptal's Chief People Officer Michelle Labbe spoke with Kathleen Navarro, New York Life Insurance's Senior Vice President and Head of Human Resources Business Enablement on The Talent Economy Podcast.Kathleen Navarro leads New York Life Insurance's integrated diversity, equity, and inclusion efforts, and manages the HR business partners, strategy and analytics teams. During Navarro's tenure, the company has received broad recognition for its inclusion efforts, including being named one of the Best-of-the-Best Corporations by the National Business Inclusion Consortium in 2022.Navarro has held a range of roles in finance, strategy, and operations since joining New York Life Insurance in 1994. She has been recognized as a Top 10 Champion of Global Diversity by DiversityGlobal and was included on the Top 50 Chief Diversity Officers list issued by the National Diversity Council.Some Questions Asked:New York Life Insurance is a mutual company owned by policyholders without outside investors. How does this ownership model affect your talent strategy and company culture? 11:30Employees are increasingly looking for flexibility and balance in their jobs. With three days in the office and two at home, what sort of impact has your hybrid model had on hiring and employee happiness? 19:29New York Life Insurance was one of Seramount's (formerly Working Mother Media) “100 Best Companies” for 2022 and listed as one of its “Best Companies for Dads.” How has New York Life Insurance created such a supportive culture for working parents? 29:50In This Episode, You Will Learn:What has made Kathleen Navarro want to stay at New York Life Insurance for nearly 30 years. Why The Dave Thomas Foundation recently listed New York Life Insurance as a 2022 Adoption Advocate.How New York Life Insurance maintains consistency across a distributed and independent workforce.Links:Kathleen Navarro - LinkedInMichelle Labbe - LinkedInToptal - LinkedInThe Talent Economy podcast Hosted on Acast. See acast.com/privacy for more information.

The value of the CRC credential is a common topic of conversation on Inside Rehabilitation Counseling, and Ryan Bruce, Director of Client Solutions at New York Life Insurance knows it well. At New York Life Insurance, Ryan has worked in long-term disability claims, stay-at-work programs, and now his role is to tell the story of how the 45 CRCs on staff strive every day to help people navigate short or long-term disability. Ryan says the same disability accommodations that employers struggled with a decade ago are still challenges they're encountering today, and having a CRC in an organization can alleviate a lot of the uncertainty and help businesses support their employees in the best way possible.

The value of the CRC credential is a common topic of conversation on Inside Rehabilitation Counseling, and Ryan Bruce, Director of Client Solutions at New York Life Insurance knows it well. At New York Life Insurance, Ryan has worked in long-term disability claims, stay-at-work programs, and now his role is to tell the story of how the 45 CRCs on staff strive every day to help people navigate short or long-term disability. Ryan says the same disability accommodations that employers struggled with a decade ago are still challenges they're encountering today, and having a CRC in an organization can alleviate a lot of the uncertainty and help businesses support their employees in the best way possible.Stay tuned for the full episode next week!

Join host Colbert Cannon in conversation with Jae S. Yoon, Chief Investment Officer of New York Life Investment Management and Chairman of New York Life Investment Asia. Jae shares how he turned a proclivity for mathematics into quantitative analysis roles in risk management for the Asia offices of firms like Merrill Lynch and J.P. Morgan. We hear how he navigated turbulent times such as the 1997 Asian financial crisis. We then pivot to discuss Jae's role as a macro manager for New York Life Investment Management, the asset management business of New York Life Insurance. He shares how he uses everything from historical events like the Great Inflation of the 1970s to conversations with cab drivers to build a robust understanding of the local markets that shape our global economy.    Learn more about Jae S. Yoon's role at New York Life Investment Management here. Check out the menu at Oiji MI, Colbert's Best Idea for the week, here.

Dr. Daniël Reichman - CEO and co-founder of Ai-RGUS        If Duke University has this problem with its security 2000 cameras, probably somebody else has that problem too. So, I ran with an idea that wasn't even mine. We use AI to make sure security cameras are working. Recent estimates say there are 900 million cameras in the world. So, lots of potential problems. Dr. Daniël Reichman is the CEO and Chief Scientist of Ai-RGUS, an AI startup which provides a software solution to security camera systems. Ai-RGUS automatically verifies that security cameras are producing the video they were intended to capture, thereby ensuring video evidence will be available after an incident has occurred. Ai-RGUS is commercializing AI software that Dr. Reichman's lab at Duke University developed for the institution, at the request of the administration. With over 24 university publications, Dr. Reichman obtained his doctorate in Electrical and Computer Engineering from Duke University in 2017—a program fully funded by the U.S. Army Research Office. He has successfully completed consulting projects, including the development of software to assist in reading more than 10,000 pages which needed to be summarized, and developing software to automate aspects of financial projection for New York Life Insurance's portfolio of liabilities. Caroline Winnett - Executive Director at Berkeley SkyDeck Our mission is to be the world's top global accelerator. Caroline Winnett is the executive director of UC Berkeley's startup accelerator and founder of its VC fund. As a serial entrepreneur, she co-founded neuromarketing company Neurofocus, which was acquired by Nielsen, and has been in the New York Times and Business Insider. By now, we all know that women and minority-led companies need more funding, but there's another gap-closing tool that Caroline swears by: finding a mentor. Few founders have one (22%), but nearly 70% of companies noticed a rise in productivity due to mentorship. From introducing you to valuable connections to sharing tips on getting VCs to take you seriously as a woman or person of color, mentors are like a cheat code!

Linda Poole, Financial Strategist at New York Life Insurance Company. She’s a University of VA McIntire Business School Graduate, CPA, Philip Morris, and Altria Finance Director, Member of the Delta Sigma Theta Sorority, Inc., Member of the Trinity Baptist Church Family, mother of 2. Connect with Linda on LinkedIn and follow her on Facebook. What […]

Linda Poole, Financial Strategist at New York Life Insurance Company. She’s a University of VA McIntire Business School Graduate, CPA, Philip Morris, and Altria Finance Director, Member of the Delta Sigma Theta Sorority, Inc., Member of the Trinity Baptist Church Family, mother of 2. Connect with Linda on LinkedIn and follow her on Facebook. What […] The post Linda Poole With New York Life Insurance Company appeared first on Business RadioX ®.

Hace más de 400 años llegaron a Estados Unidos los primeros esclavos africanos. La evolución posterior y el crecimiento del país a lo largo de los siglos no podría entenderse sin ellos. Su impacto económico fue incalculable. Y aunque hasta la fecha no ha dado sus frutos, en las últimas décadas son varias las asociaciones que exigen indemnizaciones para los afroamericanos. Se denuncia así la esclavitud sufrida durante siglos por sus ancestros y se reclaman reparaciones al estilo de las que se concedieron a los judíos e Israel por Alemania. En el centro de la polémica están los bancos y las aseguradoras, que en mayor o menor medida estuvieron vinculados por el comercio humano. Hablamos de entidades bancarias como JP Morgan, Bank of America, Royal Bank of Scotland o el desaparecido Lehman Brothers, o de aseguradoras como Aetna, New York Life Insurance o Lloyd's of London. En el año 1625, la Compañía Neerlandesa de las Indias Occidentales fundó Nuevo Amsterdan, hoy Nueva York, en el valle del río Hudson. Era un asentamiento estratégico que permitía controlar el comercio de pieles a través del río. Poco después, en 1653, para protegerse del ataque de los nativos norteamericanos y de los ingleses, los colonos holandeses construyeron en el límite norte de la ciudad un muro, hecho de madera y barro. Bueno… realmente ellos no lo construyeron, lo mandaron construir. Fueron los esclavos africanos traídos a la colonia los que lo llevaron a cabo. Aunque años más tarde los ingleses derribaron aquella fortificación, el nombre de Wall Street sigue recordando a aquel muro. No fue lo único que hicieron los esclavos, que también se encargaron de despejar los bosques, construir los caminos, los molinos, los puentes, las casas, el muelle, la prisión, la iglesia... Y, por supuesto, eran la mano de obra que alimentaba a gran parte de las diferentes industrias. Entre finales del siglo XVII y comienzos del XVIII, ya en manos de los ingleses y renombrada como Nueva York, la ciudad experimentó un rápido crecimiento, impulsado por el trabajo de los esclavos. Y viendo que todavía podían sacarles más rendimiento, decidieron entrar de lleno en el negocio del comercio de esclavos. En 1711, el gobierno local aprobó la creación del primer mercado de esclavos de la ciudad. Precisamente en Wall Street. Aquel mercado, conocido como Meal Market, porque en él también se vendían grano y carne, fue clave en el comercio transatlántico de esclavos. Los barcos negreros, procedentes de África, llegaban a Nueva York cargados de esclavos que se vendían como mano de obra, sobre todo para las plantaciones de algodón. Y desde el mismo puerto se distribuía el propio algodón. Era una plaza tan importante que casi la mitad de los beneficios generados por el algodón en Estados Unidos acababan en Nueva York, gracias a los ingresos que obtenían los bancos, las aseguradoras y las empresas de transporte. Así, a las aseguradoras de los barcos, a los grandes comerciantes, y a los bancos que financiaban tanto los viajes como a los terratenientes, no les quedó más remedio que estar cerca de sus inversiones. En 1792, a la altura del número 68 de Wall Street, 24 empresarios y comerciantes de la ciudad firmaban un acuerdo para crear un mercado de acciones ordenado y regulado, germen de la actual bolsa de Nueva York. Sí, los orígenes de Wall Street también están relacionados con la esclavitud. Los bancos prestaban dinero a los propietarios de esclavos, y los aceptaban como garantía. Cuando los propietarios de estos esclavos incumplían los pagos de sus préstamos, los bancos se convertían en sus nuevos propietarios. Por su parte, los propietarios de plantaciones aseguraban sus bienes, firmando seguros de vida con las aseguradoras para cobrar primas si fallecían sus esclavos. Por ejemplo, en 1856, por dos dólares se podía firmar una póliza de 12 meses y asegurar a un esclavo doméstico de 10 años, cobrando 100 dólares si llegaba a fallecer. Para uno de 45 años el coste era de 5 dólares y medio. Mientras que los armadores de los barcos negreros firmaban pólizas para seturar la 'carga' en caso de pérdida, captura o muerte. Por supuesto, había disputas entre los distintos actores. En algunos casos, aseguradoras y armadores hasta llegaban a los tribunales, como ocurrió con el barco Zong. El Zong partió de Santo Tomé, una isla en la costa occidental africana, con rumbo a Jamaica, en septiembre de 1781. El viaje tenía una duración prevista de unos dos meses. El problema es que el capitán del barco, un tal Luke Collingwood, no tenía una gran experiencia. Su único interés era el dinero. Y cuantos más esclavos llevase, más dinero podría ganar. Cargó a 442 personas a bordo, muy por encima de lo normal. El hacinamiento, la desnutrición y las enfermedades empezaron a pasar factura: fallecieron 60 esclavos y 7 miembros de la tripulación. En noviembre, cuando ya tenía que haber llegado a su destino, el capitán se da cuenta de que ha cometido un error de navegación, y que aún le quedaba un mes más para llegar a puerto. Collingwood empieza a hacer cuentas, y calcula que si seguían muriendo o enfermando, perdería 30 libras por cabeza. Reunió a la tripulación, y les explicó la situación: el seguro suscrito aseguraba la pérdida, captura o muerte de los esclavos, pero exceptuaba los casos de muerte natural, por enfermedad o suicidio. Así que Collingwood propuso tirar por la borda a los esclavos enfermos. De esta forma, y utilizando la echazón, figura del Derecho Marítimo que permite al capitán arrojar al mar parte de la carga con el fin de salvar el resto, eliminaba a los esclavos enfermos a los que no los habría cubierto el seguro. La justificación para utilizar esta figura era que no tenían suficiente agua para cubrir las necesidades de la tripulación y lo que llamaban 'carga'. Durante varios días, fueron tirando esclavos por la borda; al principio, mujeres y niños y, más tarde, los hombres. En total, 133. Cuando ya estaba acabando el mes de diciembre, el Zong llega a Jamaica con 208 esclavos. Tras venderlos, William Gregson, el armador, reclamó a la aseguradora 4.000 libras por los esclavos perdidos. La aseguradora se negó a pagar, alegando que se trataba de "un mal manejo de la carga". El caso llegó a los tribunales, no por los asesinatos, sino por si la indemnización procedía, o no. Dos años más tarde, comenzó el juicio en Londres, solo con las declaraciones de la tripulación, porque el diario de a bordo se había perdido de forma misteriosa. En el juicio, se dio la razón a los armadores, pero la compañía de seguros apeló, llevando el caso a la Corte Suprema. Allí, la aseguradora presentó pruebas de que en el barco había agua más que suficiente para toda la tripulación y los esclavos. Todo ello, mientras el abolicionista inglés Granville Sharp pidió que se juzgase el caso por asesinato. El presidente de la Corte Suprema dio la razón a la aseguradora, acusó a la tripulación de negligencia, y anuló la sentencia anterior. Aunque, eso sí, desestimó tratar el caso como asesinato. De hecho, puso como ejemplo que sería lo mismo que si la carga hubiera sido de caballos.Algunas de las compañías implicadas han reconocido su participación en el comercio de esclavos. La aseguradora Aetna ha pedido perdón por estos casos. Mientras que JP Morgan, tras consultar los archivos, descubrió que aceptaron unos 13.000 esclavos como garantía, y terminaron siendo dueños de más de 1.000. También se disculpó, pero descartó las reparaciones económicas.

Host Jeremy C. Park talks with Scotty Hendricks, Managing Partner with New York Life Insurance and NYLife Securities, who discusses the importance of providing financial education, planning, and execution to help families prepare for the future, protect their loved ones and assets, and prosper. He talks about life insurance and some of the things to consider, offers tips around legacy planning and naming beneficiaries, and then highlights his team's commitment to the community. He also talks about job opportunities and the growth potential of Memphis and the Mid-South.Learn more by visiting www.newyorklife.com or emailing shendricks@newyorklife.com.

Here are 3 financial truths that may be hard to hear:1) Your 401k may not be enough when you retire. 2) GoFundMe accounts shouldn't be how your family covers your funeral costs 3) The financial decisions you make today are why you won't become a millionaire by 60. Dr. Gabe sits down with New York Life Insurance agent Chanel Quintons to discuss wealth opportunities, the benefits of life insurance, and how to build financial stability for the next generation. Episode Sponsored by: New York Life Insurance CompanyNew York Life has been protecting families and their futures for over 175 years. Whether you're looking to provide for your loved ones, plan your retirement, or build your wealth, they are here to help.Their services include retirement planning, long-term care planning, employee education, and more!Website-----------Maximize your Potential. Increase your Bandwidth.Text bandwidth to 94000 to stay up-to-date on all things Bandwidth.Follow the Bandwidth Facebook PageConnect with Dr. GabeInstagram | Patreon | YouTube | Website

When many people talk about leading effective Data Science teams in large organizations, it's easy for them to forget how much effort, intentionality, vision, and leadership are involved in the process. Glenn Hofmann, Chief Analytics Officer at New York Life Insurance, is no stranger to that work. With over 20 years of global leadership experience in data, analytics, and AI that spans the US, Germany, and South Africa, Glenn knows firsthand what it takes to build an effective data science function within a large organization. In this episode, we talk about how he built NeW York Life Insurance's 50-person data science and AI function, how they utilize skillsets to offer different career paths for data scientists, building relationships across the organization, and so much more. [Announcement] Join us for DataCamp Radar, our digital summit on June 23rd. During this summit, a variety of experts from different backgrounds will be discussing everything related to the future of careers in data. Whether you're recruiting for data roles or looking to build a career in data, there's definitely something for you. Seats are limited, and registration is free, so secure your spot today on https://events.datacamp.com/radar/

This week our guest is Mac McMurry, Agent, CLTC from New York Life Insurance, who joined us to discuss exploring the building blocks of retirement planning. This week, we talked with Mac McCurry, Agent, CLTC, from New York Life Insurance. We discussed setting up your retirement to weather turbulent markets. Mac explains how to create a good foundation for your retirement by outlining the building blocks of that foundation. Many people worry about their income during retirement, as it's no fun to watch your nest egg go up and down with the market, especially in volatile times. Mac explains how to ensure your plan will last for you without drama and turbulence. Don't miss this show!

This week our guest is Mac McMurry, Agent, CLTC from New York Life Insurance, who joined us to discuss exploring the building blocks of retirement planning. This week, we talked with Mac McCurry, Agent, CLTC, from New York Life Insurance. We discussed setting up your retirement to weather turbulent markets. Mac explains how to create a good foundation for your retirement by outlining the building blocks of that foundation. Many people worry about their income during retirement, as it's no fun to watch your nest egg go up and down with the market, especially in volatile times. Mac explains how to ensure your plan will last for you without drama and turbulence. Don't miss this show!

In this conversation, you'll hear from two leaders who have led transformative customer-centric initiatives at organizations that have global reach: Catherine Courage, VP of Consumer UX at Google and Darryl Speach, who at the time of our conversation was Chief Customer Officer of Greystone & Company. Darryl's prior experience at Disney and New York Life Insurance gave him plenty of insight regarding people-centered work, and Catherine's experience with human-centered design and UI gave her an advantage in terms of thinking through the customer's end-to-end experience.

Tiago de SiIva joins us to speak about his journey helping others. Born in Brazil, Tiago always had a dream of wanting to help others. He continues that dream today assisting others at New York Life Insurance, where he is a partner. Tiago gives listeners financial advice and speaks on how important it is to invest in yourself. He highlights that we are more capable than we think, and the first challenge starts with us today. His resiliency drove him to become a financial advisor and transition from shining people's shoes to closing deals with them.Please follow us on social media @zakaconnect, check out our podcast, Zaka, on your favorite podcast provider and share zakaconnect.com with your networks.

Life insurance... why do you need it, how much do you need, and what kind.  All of this plus more is what we are talking about.  Join me as I talk with my friend Jess Dubois from New York Life Insurance as she answers all these questions and more.

Accomplished strategic director of political advocacy and communications, Courtney Schoenborn from New York Life Insurance Company, shares insights into the new playbook for running a fully operational national program in the virtual age.

Why Listen: Normally on the show, I have a military veteran as my guest. We talk about what they do, how they got there, and advice to others seeking to do the same. Today I am doing that, but with three guests, two Army and West Point grads, one Naval Academy and fellow Submariner, who joined forces to found Imperium Capital. There's a lot that I love about this interview. It is a blend of talking about financial planning and tips that anyone listening can apply to their career to get themselves more financial freedom and stability, as well as a lot about entrepreneurship and building up the skill sets. Here are a couple of things that stood out to me. First of all, I love the story of how they met and decided to start this company. And you're going to get three different perspectives on what drew these people to the finance industry and also to entrepreneurship. They are three different versions with some overlap, which was cool to see. What I love, as well, is that they each had clarity and what they were wanting in their career. And that plays a role in financial planning; they talked about the clarity you need when it comes to finances. But you can also see that clarity applied in each of their career journeys. One thing that I learned in this interview was how you can take risks in your career outside of the military in a way that you might not be able to in the military, and how it's a way to get insights around what you like and dislike, and how it gives you room to explore. We talk about the advantages of working within a big company and learning a trade skill set before going on to entrepreneurship. We talked about interviewing companies rather than being interviewed by them. We talk a lot about finances, and just a lot of things that are top of mind for me, as I grow my family. And I know you will benefit from that as well.    About Imperium Capital's team: Christopher Rojewski started out at West Point in 2011. He served in the Army for eight years. And then he spent two and a half years between New York Life Insurance and Northwestern Mutual. Then he co-founded a company called Imperium Capital, which we're going to talk about today.  Brandon Stevenson was at West Point in 2007, ten years in the Army, and then four years at Northwestern Mutual. Nicholas Birger was at the Naval Academy, the oddball of the group. He went to Harvard Kennedy School, close to nine years on submarines, and then at Northwestern Mutual.

Sports Gambling is a very hot topic at the moment and in this episode Mark and I spoke to Alex Hickey.  Alex started with a sports marketing agency and networked her way to a job with Major League Soccer. She recently landed a job with Sports Bet in one of the hottest sectors in the business.Guest Bio:Alexandra Hickey is a marketing professional with experience in sports and entertainment sponsorship and activation. She currently serves as marketing manager at PointsBet, an up-and-coming sports betting company, where she works to build overall brand awareness and increase customer acquisition by leveraging strategic media partnerships.  Prior to joining PointsBet, Alex spent close to three years at Major League Soccer, in Partnership Marketing. She managed, activated, and fulfilled key strategic partnerships with brands including Adidas, Audi, BODYARMOR, Johnson&Johnson, and MGM. Alex began her career at a boutique Sponsorship Marketing and Activation agency in Manhattan, planning and executing activation strategies for brands including New York Life Insurance, Under Armour, and Labatt Blue on local and national levels. Alex is a graduate from American University where she studied Strategic Communications and Marketing. She's a San Francisco Bay Area native and an avid sports fan.  

Join Mark as he chats with Don Azevedo, of New York Life Insurance, about long-term care insurance and its importance to have a plan, make a plan, and/or start making a plan.

New York Life Insurance recently celebrated its 175th anniversary. It is the largest mutual life insurance company in the U.S., with approximately $605 billion in assets under management. It is very committed to helping advisors deliver innovative solutions to help their clients achieve financial security in their retirement. Here today to talk about some of those solutions and the ways in which New York Life educates advisors is Dylan Huang.

Show #6May 15th 2021 On this episode we have Cody of Screen it & Clean it on with Eric of Temp Pro HVAC/R and Jorge of New York Life Insurance all on this show, with Jack via phone call. This was a great show! wonderful information on how to keep your house cool during the summer and good info on life insurance and home warranty information as well. Here is how you get a hold of our guests! Cody Gomez of Screen It & Clean It (559)-203-8770 screenitcleanit@outlook.com Facebook@screenitcleanit20 Jorge Cruz of New York Life Insurance Company (559)313-8903 JCruz03@ft.newyorklife.com Eric Rohowits of Temp Pro HVAC/R (559) 477-7377 or email him at fresnotemppro@gmail.com website is https://www.fresnohvacrepair.com/to watch this episode on video click this link... https://fb.watch/5vU8Y3ZQ3B/check out our facebook page https://www.facebook.com/Home-Improvements-Talk-Show-107206857494312Follow us on Twitter https://twitter.com/home_hits

Join Its Your Time! Pushing Forward with Nicole as welcomes her special guests Audrena - Holistic Financial Service Professional as they discuss "Money mindset and your Relationship with it."

Our lives were turned completely upside down by the pandemic. Now we know that nothing is permanent, and those unexpected events may occur at any time. Insurance could help you secure your family's future, yet it is still taboo for most people. Ana Dominguez de Shaw is the guest in the 22nd episode of Cafecito with Rosie. She had a thriving business in Mexico before relocating to the United States in 2015. Her best friend informed her about the need for insurance when she was 28 years old. Ana, like many others, had doubts regarding insurance. She didn't understand the value of preparing ahead until her best friend gave her the first year of an insurance policy as a present. When her best friend died in a vehicle accident, she discovered that accidents happen even when we don't want to think about them. Currently, Ana is a licensed New York life insurance agent and leads Babel Networking. Ana and Rosie are both experts in the field of insurance. They both agree that insurance is a necessary investment. On the market today, there is more than just life and health insurance. People have the ability to leave a legacy. An educational fund or investment will help a grandparent leave a legacy and provide their grandkids an advantage in life. Ana, like Rosie, is the mother of a lively kid. Her son is her greatest delight. Every time she sees him smile it brightens her day. Rosie agrees because she still considers her son to be her baby, despite the fact that he is 26 years old. Ana previously owned and operated a thriving business in Mexico for ten years. Even though she is multilingual, she admits that there was still a linguistic barrier when moving to the US. Furthermore, the regulations and standards in the United States and Mexico are vastly different. Ana, on the other hand, claims that the business's growth strategy hasn't changed. Her primary marketing tactic is still relationship building. She had been cultivating lifetime friendships before she realized it, as evidenced by her bridesmaids, who were mostly her high school and kindergarten buddies. The aim of networking groups is to build relationships, but individuals are increasingly expected to come to the meeting and pitch their products. That's why Anna and a Mexican friend founded Babel Networking to assist individuals in forming meaningful connections. It began as an in-person gathering prior to the pandemic and has now evolved into a virtual event. The expansion is remarkable since they now have three chapters - Spanish, Morning, and Night. Before the end, Ana wanted to say to her younger self that she should understand people's behavior and never take anything for granted. She must also learn to know herself better and recognize the gifts that God has given her in order to accomplish her God-given mission.     #Insurance #Mexican #Networking #Friendship #Mother #Latina #BuildingRelationship #Pandemic   ANA DOMINGUEZ DE SHAW Email  │   Website  │   Facebook   │  LinkedIn

Deanna Mulligan is the former President, CEO, and Board Chair of Guardian Life Insurance Company of America, a 160 year old Fortune 250 company with around 9,500 employees. She is also the author of a new book called Hire Purpose: How Smart Companies Can Close the Skills Gap. Deanna was named one of the “50 Most Powerful Women in Business” by Fortune in 2019 and she was named one of “The 50 Most Powerful Women in New York” five times by Crain’s New York Business. Prior to Guardian Life Insurance, Deanna held senior positions at AXA Financial and New York Life Insurance and she was a principal at McKinsey & Company. ______________________________________________________________________ In the financial crisis of 2008 nearly 9 million people lost their jobs. For four years unemployment was at an all time high, and people were having a hard time finding new jobs. It was at this time that Deanna started thinking about the concept for her book, Hire Purpose. She knew it was important to find a way to make sure that this type of situation would never happen again. The focus of the book was, as Deanna shares, “How can we make sure that people are constantly being re-trained, thinking ahead, upgrading their skills, so they don't have long periods of unemployment in the middle of their career--when they might have children and they might have elderly parents to take care of, when it's the most difficult, when they're saving for retirement-- to be unemployed.” From the very beginning of her time at Guardian she made learning a priority in the culture of the organization so that people could constantly upgrade their skills and their talents. What is the skills gap and why is it a problem? Technology is rapidly changing and customer expectations are changing along with it. As consumers we expect products and services to be faster, better, cheaper, and more customized. Because of that organizations are having to adapt and implement newer, better technologies to keep up with demand. As a result of these changes, employees who were trained for a specific job with one set of technologies, now have to be able to do something completely different, and if those employees are not consistently growing, learning, and developing new skills, they are going to get left behind. The consulting firm, McKinsey & Company estimates that in the next 10 years 350 million jobs globally will be changed significantly. They also estimate that 75 million of those jobs will go unfilled because there will not be enough trained people to do the work. Deanna believes that it is up to leaders to make sure that their people are ready for this new world of work. Many companies today are looking to hire people with certain skills and abilities for new roles, but they are having a hard time finding anyone that is qualified. That is our current skills gap problem, and it’s only going to get worse, unless we all take action. What can CEOs do to close the skills gap? As a leader of Guardian Deanna knew that she had to make learning a priority. But she realized that while initiatives are good, having one or two in place wouldn’t solve the problem. She knew she had to build a culture of learning that would become integral to the day to day operations of the organization. One example of what Deanna implemented inside of Guardian was the start of leader learning day. On that day 900 of the Guardian leaders from around the country came together to figure out what they as leaders needed to learn and what ways they could help their employees learn. It was so successful that the following year the learning day was opened up to everyone inside the organization and it was extended to a full month instead of one day. Employees, no matter what level they were in the organization, could attend seminars, lectures, and courses online or in person. They came together to figure out things like--what am I going to do next? How do my skills and passions apply to what the company sees as new jobs coming up? Where can I go inside or outside the company to get the training I need? People at Guardian understand that they are accountable for their careers and that the company wants them to be successful and therefore is behind them every step of the way to make sure employees have the resources and tools they need. Who is responsible for learning--the individual or the organization? For many decades there has been an assumption in place that what we learn in school will get us to where we need to be in our careers, and if anything new comes up our company will just teach it to us. But with the fast pace of change this is no longer sufficient. We have to realize that we need to be lifetime learners in order to keep up. Deanna believes that education is a team effort. As she shares, “From my perspective companies that can afford it should help their employees to learn new skills and to do everything they can to be of assistance, but the company can't know what you love or what you're passionate about, or what makes you tick. And it really has to be a combination of the skills that the company is looking for and what you like to do and are passionate about, because learning takes energy. It's hard to learn without passion, and I don't think that anybody can force you to learn. You have to have initiative and want to learn.” One thing we have all realized during the pandemic is that when we have to, we can learn new things. We all had to learn how to work from home, how to use Zoom or platforms like it, how to juggle family life while simultaneously working, etc...As humans we have the ability to learn new things and adapt. We have to stop getting stuck in a fixed mindset, where we believe that we have a limit on things that we can learn--and we have to move to a growth mindset, where we understand that we can gain new talents and skills through hard work, advice, education, curiosity, etc… Advice for individuals who want to become perpetual learners For any individual employee out there who wants to be prepared for the future of work and who wants to become a perpetual learner Deanna has a few pieces of advice. Start small--look at a problem that you have at work or even at home and figure out if there is a different skill, ability, or technology that you could use to solve it. How could you take a different method than you’ve used before to take on a current problem. Don’t be afraid to fail--When babies first learn to walk they fall down a lot. But they get back up and try again. And as adults we don’t even remember falling down, but if we gave up after one or two falls we would still be crawling. The same goes with learning new skills. You will probably fail a few times, but after you succeed even once you will have the confidence to keep going. Don’t be afraid to ask for help when you need it. Develop a learning culture--Once you solve a problem at work it will get easier to go find another one to work on. And it can encourage other people around you to think about problems they can solve as well. There could be a problem that will take multiple people, so think about putting together a group to solve it. It doesn’t matter what your seniority level is at work, you can inspire a learning culture around you at any level. Advice for leaders who want to build a culture of learning If you are a leader inside of an organization who wants to ensure that your people are prepared for the future of work and any employment changes in the future Deanna also has some advice for you. Celebrate success--When an employee changes the way they do something or they learn something new--even if it is something small--it is up to you as the leader to elevate that. Make sure everyone knows about it and get everyone excited about it. Maybe you can get a cake, or put up a sign that says thank you to that employee, or call them out in a group meeting. Give people room to fail--It is completely unrealistic to think that your employees are going to feel free to learn new things without making mistakes. Learning is about experimenting, struggling a little bit, and figuring things out. Failure is a part of that process. You have to let employees know that failure is okay and it is normal.

How To Get Your Message To Millions (And Make Millions) James Taylor interviews Ted McGrath and they talked about how to get your message to millions and make millions. In today's episode Ted McGrath talked about How To Get Your Message To Millions (And Make Millions). Ted McGrath is a theater performer, speaker, and best-selling author. He has created 5 household brands and made millions teaching Coaches, Speakers, and service based Business Owners how to turn their life story and life experience into a lucrative business that impacts millions and makes millions. Ted brings a unique approach to coaching, speaking, and information marketing by combining his business strategies and transformational skill set with his talent as a performer. What we cover: Building A Seminar Business Around Your Speaking Making Millions From Your Message Adding Tiers To Your Speaking Business How To Get Your Message To Millions (And Make Millions) Resources: Ted's Website Please SUBSCRIBE ►http://bit.ly/JTme-ytsub ♥️ Your Support Appreciated! If you enjoyed the show, please rate it on YouTube, iTunes or Stitcher and write a brief review. That would really help get the word out and raise the visibility of the Creative Life show. SUBSCRIBE TO THE SHOW Apple: http://bit.ly/TSL-apple Libsyn: http://bit.ly/TSL-libsyn Spotify: http://bit.ly/TSL-spotify Android: http://bit.ly/TSL-android Stitcher: http://bit.ly/TSL-stitcher CTA link: https://speakersu.com/the-speakers-life/ FOLLOW ME: Website: https://speakersu.com LinkedIn: http://bit.ly/JTme-linkedin Instagram: http://bit.ly/JTme-ig Twitter: http://bit.ly/JTme-twitter Facebook Group: http://bit.ly/IS-fbgroup Read full transcript at https://speakersu.com/how-to-get-your-message-to-millions-and-make-millions-sl098/ James Taylor Hi, it's James Taylor, founder of SpeakersU. Today's episode was first aired as part of International Speakers Summit the world's largest online event for professional speakers. And if you'd like to access the full video version, as well as in depth sessions with over 150 top speakers, then I've got a very special offer for you. Just go to InternationalSpeakersSummit.com, where you'll be able to register for a free pass for the summit. Yep, that's right 150 of the world's top speakers sharing their insights, strategies and tactics on how to launch grow and build a successful speaking business. So just go to InternationalSpeakersSummit.com but not before you listen to today's episode. Hey there, it's James Taylor, and I'm delighted today to be joined by Ted McGrath. Ted McGrath is a theater performance speaker and best selling author. He has created five household brands and made millions teaching coaches, speakers and service based business owners how to turn their life story on life experience into a lucrative business that impacts millions and makes millions. Ted brings a unique approach to coaching speaking and information marketing, by combining his business strategies and transformational skillset with his talent as a performer. It's my great pleasure to have Ted with us today. So welcome, Ted. Ted McGrath Thank you. It's great to be here. James Taylor So share with everyone what's going on in your world just now what projects currently have your focus? Ted McGrath Oh, we're very focused online. So we're doing a lot of online marketing and building our sales team, which is going great. And we have a big launch coming up for our message to millions of brands. James Taylor I've said we have a little chat about that and talk about that as well. How did you get involved in the world of speaking, I mentioned that you were a theatre performer. You came from that world originally, but when did the transition into the professional speaking public speaking style? Ted McGrath Yeah, so I started out when I was in the insurance business around 21 years old. And you know, I got into the business and I had a boss who believed in me, and he's like, you can crack six figures your first year in this business. And for me, it was more about the approval than it was the money. You know, when I was a kid and my parents got divorced, I was about six. And so, you know, I always felt when I was younger, I wasn't loved. And I wasn't good enough. And, and so I was always seeking approval. And I thought if I achieved I would get approval. So my boss was like crack six figures. And I was like, Okay, so my, after 12 months, I cracked six figures. And then I overdosed from drugs and alcohol that night. And I almost died, I had my soul coming out of the top of my head. And miraculously, I was revived the next morning, I was like, well, money didn't do it. So maybe if I you know, get promoted, and I become a partner or leader in this company, my life will change. So six years later, I became the number five partner out of 500 partners for New York Life Insurance, which is the number one and the number one life insurance companies in the world. And upon getting the news, I was like, okay, is this is this really all there is to my life. And so I left and I moved out to California, and I became an entrepreneur. And I was like, I'll start up two businesses, and you know, my life will be great. I start up two businesses. And, you know, I had, you know, I had a good lifestyle, the million dollar condos driving $100,000 car and, and about two years later, I my businesses were failing, my house is in foreclosure. And I was like, what, what do I really want to do with my life. And I just knew, like, deep down inside that I wanted more meaning and purpose, and I knew that I wanted to help other people. And so I started coaching. And, you know, I went out and I started getting some clients. But, you know, quickly, I learned that, you know, the one for one model of coaching wasn't really the best way to go, I was waking up on coaching calls all day and, and there wasn't really happy about it. So I started seminars, and I started doing groups of people together. And I really, really enjoyed that I was really thriving off the, you know, leading seminars and speaking and, and I just things just started to explode. And I really liked the group model of, you know, working in seminars, coaching people in groups, and, and we, you know, we went from, you know, a brand new startup to, you know, seven figure company in a couple of years. And, you know, now I've built a, you know, a multi million dollar company doing what I love. And, you know, the best part of it is it's very lifestyle friendly. So I can run it from Greece, or Hawaii or Japan, from anywhere in the world. And before whereas, you know, 90% of my business used to be through seminars, you know, like 98% of my business is all online now. Which is incredible, and, and it's great. And now I have time for my passions. And actually, the theatre show came in later. So I started theater about three and a half years ago. And so that was like a dream I had from being a kid. But I always suppress that because I never felt good enough. So that's when I got into theater and creating a one man show about three and half years ago. James Taylor That was it was actually the other way around. It was from doing a seminar. So in those early days of moving from coach to seminar leader and speaking in those groups, and then obviously larger groups and larger seminars, who were those early mentors or early role models for people that you look to say well I like the way that they are doing it, they have a model or they have a way about them that I like. Ted McGrath Well, you know, interestingly enough, like, when I got into the space, I didn't know anything about, you know, seminars or anything like I'd seen him or heard of them, I was like, I'll go do a seminar and I didn't, I had like 20 something people my first seminar and I didn't know that you make offers, or you sell. So I really didn't know the industry. But when I kind of first got into it, I was more like, in got into the personal growth side. So like, I was doing meditation, and you know, you did a lot of stuff with Deepak Chopra. And then you know, and so stuff like that was my first exposure to kind of like the seminar space. And then, you know, a guy who's a real close friend of mine today, he was like, one of my first mentors is Alex mandossian. And, and we become, you know, very close friends recently. So, he was somebody that I was inspired by, in terms of the one man show, you know, I saw Bo ees into a one man show, and that inspired me from a mentorship standpoint. So those were some of the things that that like, kind of inspired me. James Taylor So in those early days, you start to build that seminar business. I mean, how did it begin? was it was it free seminars that you were starting with, and then kind of built on to like two day events from there? Talk me talking to you like the transition that how that kind of seminar business built up? Ted McGrath Yeah, well, first, it was like a one on one coaching call, then it went to like a group, you know, group calls, like, I'll get 15 people in a group course. And I was like, wow, like, you can make way more money. It's way more fun, because you have the interaction with a lot of people. And it's just, it's just more joy. It's like, Well, you know, speaking, like I done some speaking when I was in the insurance business, so I was like, I'll go do a seminar. So the first seminar I ever did I charge for it was like, I charge like, you know, 700 bucks or something for the first seminar. And then I had 20 some odd people, but you know, like, 15 of them were friends. So maybe, like, you know, maybe 10 people were paid at $700. And then I realized, well, I didn't make an offer at that event. So like, I was like, I had this great experience, and I lost money as like, wow, this is going to be a business, I should make some type of offer, right? So I then went to I decided to back up, I'm like, Okay, let me put together a real seminar in a real room with a real stage. Let me market this thing for like four or five months hardcore. And I just started traveling around to like, meetup groups, I put my own Meetup group on and speaking of that, I started going to events, local events, and trying to get on stages there. And, and, you know, and then I found my way into, like, you know, the more community of like, you know, experts like, you know, LOral langemeier, Marcia wieder, I developed friendships with them. And so we went from a local seminar business, where I was, you know, had some people flying in, but it was about, like, 80 people at my first real seminar, and the tickets were free. So, and that was a six figure seminar for me. So that was like my second seminar ever. I did six figures in a weekend in sales. And then I realized, okay, I can do this. And so, and then I realized I had a platform, like, when you have a platform, and you have a stage, all of a sudden, you can go talk to other people and go, yeah, you know, I did a six figure seminar and had 80 people. So all of a sudden, I was in the conversation, you know, and I think most people don't take that leap to get in the conversation, like they don't risk going to do a seminar, invite a lot of people. But once you have a stage, like you're a professional, and it doesn't matter whether you had one, and it's different than like a, a, it's kind of different also than, you know, a smaller one, like a smaller one still good. A lot of my clients use smaller ones, and they crush it because of the model we teach them. But like, I also died at 90 people and somebody like you, somebody who's who's a speaker, who's well known what they speak on an 8090 or 100 person stage if they had a relationship with you. So that got me in the game. So once you James Taylor kind of go in there you can building building can bigger and bigger stages. At what point did the the kind of online component come in as well? And so you, you said like 90% of your business is, is kind of online, but is that in terms of the selling part, the marketing parts happening online? Or is actually the the Oh, and all that part of the delivery mechanism is also online? Ted McGrath Yeah, great question. So online emerged after like, three, four years of doing seminars, you know, and it was like, Okay, this is great. And I built a seven figure business, but like, you know, every three, four months, we're filling a seminar and you're running and running, running to fill seminar. And so I was like, This is not a sustainable model. While I love it, it's not a sustainable model. If I'm gonna get continue to do this and do seminars, I want to, you know, do seminars with five 600 1000 1500 people in the room, right. So, so the way the online piece kind of emerged is I actually got invited to to London with my one man theater, show coach, my, you know, my coach for acting, and he's, he's a one man show performer. And so I hired him and he's like, Okay, I'm going, we're going to London, and I'm like, London. He's like, Yeah, and I was like, I had a seminar coming up, like, in like, five, six weeks. So I was like, Alright, well, I I've been doing some webinars, right to get people into my, into my seminars as well like some online webinars that would then sell tickets to the event. And I was like, Okay, well, no better time than now to automate the webinar, you know, to like, automate the presentation. So I automated the presentation, I went over to London. And while I was in London for 11 days of writing my my first show ever, and watching my coach do his show, I made like 41 sales for my message to millions program in like 11 days, and it helped fill the event. And I was like, wow, this, this is like I started to really experience the lifestyle friendly piece of it. James Taylor It's interesting that that that point, wouldn't happen in my businesses as well. That point when you're, you're away doing something else, and you switch on your phone, and you see all the sales come in. It's quite transformative. I mean, and like you, I love being on stages I love I love that thing. I love traveling around the world and speaking on different stages. But this is nice, I would say, to be able to have the sales and marketing part of your overall piece is continuing to run. And also you continue to deliver value as well. Ted McGrath Totally, totally. So then once we started doing the automated piece, we're like, Okay, this is good. But then then I went and did a launch. And so I did a launch probably, oh, I think the launch might have been my first launch was like two years ago. And actually, like 23 months ago to be exact, right? So it was a, I did a seven figure launch. When I did it, I was like, Oh, this is a good cool business model. But when I looked at it, like we, in the launch, who was pretty cool about our launches, we did like $700,000 of our online message to millions program. And in product sales, you know, for the online product. But then we did like another seven, eight is another 700,000 plus in in phone sales to our higher tier coaching programs. Okay. And so, so the launch was, so seven figures, but because of a combination of the two, and so I said to myself, I said, Well, you know, the launch the the online portion that's just like to acquire a customer like you when you sell the low the products, it's like that acquires the customer that the revenue comes in from selling the coaching and the mastermind piece and all that. So I go What, what if I could, what if I could create this launch model every month online, to where I wasn't to where I was, you know, what, people didn't have to come to a seminar for me to sell coaching, because we sold $700,000 of coaching programs over the phone. So what I did was I started to create a model through Facebook, that would run to more like lower tier products. Yeah. And, and so you know, we have a whole system now where we're driving, like, you know, eight to 11,000 leads a month. And, you know, last month, uh, you know, we brought in over just from Facebook, over $300,000 in, in, you know, sales from coaching sales. So now we're so the goal is for us to get up to, you know, to double and then get over a million dollars a month in, in sales from the Facebook machine. And then all of our seminars and our launches and all the other marketing that we do becomes the the icing on James Taylor the cake. And what you're doing there with it with the fact that initially at the top of the funnel of your funnel there is you're kind of liquidating your costs, to a large extent in terms of your Facebook or your your ad rate cost. So every every dollar that you make after that is profit. And also maybe you don't have to have affiliate partners around there as well. But so you're investing and like you mentioned, you know, having to invest in those early days of kind of building your own stages where a lot of people might not have taken that step up to do that. And it was uncomfortable, you know, doing those smaller rooms, you took that step up there to take that risk to the biggest stage. And now with online, you're kind of putting that that taking that risk, although I'm guessing that you know, those numbers so carefully, so detailed, you know, what a lifetime value of potential customers, you can say, Okay, I'm willing to, to just to even lose a little bit here initially bring that person in from Facebook? Ted McGrath Totally. Yeah, yeah. Facebook, we want I want the product sale to basically get us our ad spend back and you know, typically we'll lose a little bit of money on that. But then when we will, what we'll do is we have coaches then upsell to the message to millions training and we make money there. And then we upsell to the, you know, the coaching for people who want more of the handheld program of, you know, helping them with it will upsell to that as well. So that's where we're really bringing in the revenue. So we spent $50,000 in ad spend, you know, we're bringing back almost 50,000 on the load to your products. And then like last month was you know, another, you know, probably 260 or so and sales 250 in sales from just a phone coaching. So you know, we're putting $1 in and when you look at it, we're getting six bucks back. So it's a good system. James Taylor What's really fascinating is in this this world of speaking in that there's such a there's such a broad range of different types of speakers. This one things I was so keen to do on the summit as well is you have people that are just keynote speakers. So they just get paid the 50 K or 40 k wherever the figure is to go and speak on that stage to accompany to an organization. And then also the other side, you have like, the cool different thing like platform speakers or seminar speakers, people who are creating amazing and I people think of also people like the one with a Marie Forleo has an online, so you have a live event component to what she does as well. But no, there's obviously lots of people that, you know, can do that. And it's kind of interesting, because it's not, I've seen people it's not an either, or I've seen people actually be able to, to bridge these two areas and actually have a really great online platform, their events, their own things, and also speak to those, those large corporations as large associations. Sure, Ted McGrath yeah. So like, we're like this, even this year, probably 2018, for me is going back on on the speaking road a little bit to speak a little bit more. And to me, that's like the icing on it. It's like the cherry on top, you know, and, and for me, I just wanted to create a business that would, you know, one is like about consistent income. Yeah, you know, that's the, that's the first piece is like consistent income coming in, provides freedom to like working with clients that I truly I call them dream clients, because I really enjoy working with clients at the higher tier levels, you know, and even even the third piece is working also in groups like with them. So I don't do any one on one coaching my one on one coaching last year, I brought on three or four, one on one clients, $200,000 each. So at that level, people go, Wow, that's like, That's an incredible price point, you know, and you make great money off that and I go, Well, the truth is like, I could either be spending that time with the client one on one, or I can be spending time building out my funnels, I could spending time building out my business on my show, speaking on other stages, like doing things that are more, more geared towards exponential growth, and fulfillment, rather than, you know, one person James Taylor says to you, when you're looking at things is almost you're looking in terms of opportunity costs. And this is obviously because of the stage you're at with your credit, I'm just conscious that everyone is coming into this, obviously, this is not really the best advice if you're just getting started. But when you're in level that you're at is a lot you're making decisions based upon, you know, you want to get your message to millions as well. And like, How can I do that. So you making higher higher level decisions at that point. Ted McGrath Exactly. And, you know, in our people who are just getting started in terms of the speaking piece, like we have a lot of clients that start with, like, they'll come in, and their first thing we tell them to do is like in the first 120 days, like go do a workshop, and some of our best clients, you know, are doing like, you know, one of my clients, Alex masco, you know, he had like, 10 people at his first workshop. And, you know, he's young young guy, but he charged the right price point for it, like he gave him like a 10 week course for $5,000. And attended 10 week group course, he did a workshop on the back of it for like two and a half days. And so, you know, he made $50,000 on his workshop on the on the, you know, the the the first year, for first year and like the group program and then at the workshop, he up sold them for another $71,000 with only 10 people in the room. So you're looking at like a that's a six figure model with somebody who's just doing a 10 person workshop, you see what i'm saying James Taylor is a really fast and and this is why I'm so keen to get you on to talk about so people can just get a bit of even if they're primarily going at their keynoting. And I know that, you know, all the stats are showing that many of the people that used to like the full time that number one income was the keynoting side. And things are changing now, you know, things are changing a really fast pace. And so your people like yourself, you're kind of leading on this as well. I'm interested as in your journey that you've had was there was there a kind of an aha moment insight moment you went, Okay. This this is the direction I want to be going with my business was a key distinction that you made that just made all the difference for your business. I mean, on what level on the speaking level on the mean, maybe on the speaking or the overall business, the business model levels at a time when you went? Okay, this is this is where I want to be going oh, you made a key distinction that you said okay, this is gonna take this is gonna tenex my business. Ted McGrath Yeah, well, I think on the speaking level, initially was like seminars, I remember we did a seminar and I remember, I we had like, 120 people in the room, and we made the offer and we had clocked like, 700,000 in sales that weekend. And it was like, you know, we just crushed it. And I remember going wow, like, this is a really good model, right? Like a This is fun. It's rich. It's it's, it's a very lucrative, so I was like, This is good. And I remember I remember where I was with one of the guys who was working with me at the time, who was his name was actually Alex guy just told you about and that was that was a big thing. Like I want to do seminars and then the change was the distinction was when I when I started to run our Facebook model and I started to see Like, the like, and I started to build out funnels and I started seeing sales coming in, I started doing, you know, 600 new clients a month coming into our business. And I was like, this is a business. Yeah, like, you know, we didn't get 600 clients the whole year prior to that, you know, and and like, we did a launch, maybe we put, you know, 400 new clients, but like, you know, you can't, businesses consistency. And for me, the AHA was tears, like, a lot of times people will talk about they do one thing, but like, we take them from the 37, to the 97, to the 97 a month to the 497, to the 2000, to the 8000, to the 20,000 to the 40,000. Like, that's a business, you know what I'm saying? And there's every every step of the way. For me, that was the AHA that like, there's a step for every person that wants to take it, James Taylor and is kind of coming into this world. Obviously, it can be really confusing, because there's so many different options we hear, okay, what we should be focusing on webinars and other people saying we should be doing this online courses, membership programs. So one of the things that you put together is obviously message to millions, which is, yeah, it is a pretty incredible program. I was I was kind of going through things earlier, we want your team just kind of going through everything, and it's amazing. So Talk Talk to us about you know, what was the festival, the inception of the idea of this particular program? And then I think would be great. Just take us through the top level, what what are some of the things that people will get from a program like this? Ted McGrath Yeah, well, here's the thing, like, the idea of message chameleons is I don't think there's one person on the planet in this space, I really don't, if they were honest with themselves, that wouldn't want to millions of people to see their message if they were confident in it. So I think the aspiration of like, people who really want to impact make an impact, they would love for millions of people to see it if it was possible. So I started with the end in mind of like message to millions is really about spreading a message and really impacting and changing lives all across the world. Like, how amazing would that be? And then you back up and you go, Okay, well, what's the starting point of all of that? And so for me, the starting point of it is like somebody's life story. Now, you know, you look around the marketplace, and you go, there's a lot of people doing different stuff, like we all looked at it Have you when you look at surface level, the message, it looks similar people's messages, right. But underneath it, I think if you tell a story, like a life story, and a lot of times people struggle with like, What is the message that I should be sharing, I always say if you look at your own life story, there was a transformation you went through. And if if you don't, if you don't look at that transformation, and some people are still going through it, but there's a transformation that you've gone through, and that you've accomplished. And, and that's the thing that we feel most called to teach about that we should be teaching is the transformation we've gone through. So story equals transformation. And so without looking at the life story, it's really hard to know the transformation ones go gone through, so that they can actually then teach that transformation somebody else. So story equals transformation. And transformation. Once you're clear on it equals the message you're going to share, right? So when I talk about message to millions, it's all about finding your life story and your message so that ultimately you can attract your dream clients, you know, bring in a consistent stream of income with a lifestyle friendly business and get that message to millions of people. So it's story first, and the story then equals the message. Then when somebody gets the message, like what's the starting point, I think the smartest starting point like to pick one for somebody is is to learn how to then take from that message of like, what am I going to teach? You know, and it's like, once they have the message, like, you know, I help people do this. So they can have that there's in anybody's message, there's probably like four or five bullet points of what they're going to teach, like one of my clients, you know, I helped him he went from a chiropractor to a brand called man on fire. It's like how do you go from chiropractor to man on fire because we changed his branding. And he's like helping men rising into their passion, power and purpose so that they can reach their full potential in their career and relationships, and the brands called magnifier. So if you look at those words, like everything I teach is already in the statement like passion power purpose, so we can teach man on passion like how to get their passion back in relationships, man on power man on finding their purpose man on reaching their potential man on you know, having more passion in relationships, man and having more purpose in in their career. So like, when you have a good statement, and you look at it, like everything you're going to teach is already in the statement. It's like, here's the content I'm going to teach. So I always tell people go story equals message message equals the content you're going to teach, then you've got to structure the program. And I think the most intelligent way to structure the program is to structure it in a group format. You know, I call it a tier one program, like, you know, you can either structure it in a tier one program where like, most of my clients either do a phone course where they're teaching it for like six to eight weeks over the phone, or they do like a two to three day workshop. Right? And it's just like it's it's a starter program. You know, it's like right out of the gate, something simple and they say sell it for like, you know, my clients have gone from 1000 to 7500 bucks for that starter program. And then it's like somebody experiences like that phone group coaching course that you're doing or that group workshop that you're doing for a weekend, they're gonna want a year long program after that. So it's not extra work. It's just taking those current clients, maybe those first 10 people that joined your group phone course. And then it's going, Okay, let me upsell them into a year long group program. And then, you know, you take like, you know, 20,000 in revenue, and you turn it into 100,000 in revenue with the same effort. I think it makes sense. Yeah, I James Taylor mean, that that point there as well. I mean, obviously, upselling. But I think whenever we learn anything new, we can have, we have a higher level of questions then afterwards, because we've kind of built that base of knowledge. And then like, Okay, so I've got that and start implementing that. And it, you then you generate a whole new level set of problems, often better problems, and questions. And so you need an additional, maybe a level of training of coaching or whatever is around there. Ted McGrath Yeah, yeah, exactly. And the cool thing about like, these group programs of like, you know, deciding what you're going to teach, right? And if you have your message, you know, right, so you decide and content you're gonna teach at the workshop or the group phone course. And then it's like, Okay, well, how do you fill it like, Well, you know, the simple strategy is just through basic offline, you know, warm market networking, going to live events, you can anybody can fill a course, so tend to people with people they know, you know, so it's like, it's getting that first win and that victory for people. And you'd be surprised, like, we've run into so many existing business owners who, like they don't have a group model. So they're like, I've have seven figure business owners that come to us. And like, they don't have a group model. So they're like, you know, they're very successful, but they're on the phone all day, they're in the office all day. So that group model starts the baseline of freedom, and it's the foundation of it. And then from there, it's like, okay, go talk to your warm network, go get some people in this first program, and then learn how to enroll them. Yeah, learn how to enroll people, you know, and if people know how to do that, and they know how to enroll, then you have the foundation 90% set to then go online and start driving traffic to that same, James Taylor same same program. And that's obviously part of what you teach your message to millions because that piece as well, the How to enroll people from stage or from an event is, I mean, that's an art form to do that, that's really difficult to do and to do it well. So I know that you, you can recover and all that. So I know what we're going to do here is because we've been talking about in the time we have available just now we can't go through everything on it. So we're going to have a link here. So people just click on that link is going to take them through, you can learn all about message to millions, you know, find out all the details what it covers. It's a really extensive program, it looks pretty amazing program as well. So as we start to just kind of finish up here, I kind of want to maybe ask a slightly more mundane question. Yeah, I'm asking this of all the speakers. What is it that that that speaker bag? What isn't that bag that you carry to all of your seminars, your events, your things when you're out there on the road speaking? What is in that bag that you never leave home without? Ted McGrath Ha ha ha ha like just what I travel with you? Yeah, James Taylor listen that bag. Ted McGrath Oh, well always of course my computer I mean, that's all I need. Right? So it's always just a simple laptop and that's it and some book that I'm reading you know, so that you know that that's it. I always have a book with me and I already always have a bag a laptop and that's it. Of course my golf clubs on the other coast on the other shoulder right? James Taylor Speaking someone here in Scotland, the home of golf, you could have to go You have to bring your movie you're gonna have come after of course the complacently so when you mentioned books as well, what if you could just suggest one book everyone and it can be one of your own but one book that you think people should these speakers everyone that's on this summit just now you think it'd be really powerful for them to read transformational? What would that book be? Ted McGrath Well, if you want like a you mean a business book, or like more of a personal growth book completely open to you? Well, you know, I would say personal growth. So like Dianetics, the modern science of mental health is a pretty amazing book that really talks about what stops people from, you know, reaching and raising rising more into their potential in life. And so for me, like it's all about, you know, as long as my spiritual growth is, you know, bigger than my business growth, I'm always going to be in a good space. So that's, that's my belief. James Taylor And what if that was the one online resource or tool or app you find really useful for yourself as a, as a speaker? As a coach, as an expert? Ted McGrath You should things like an app I use for my business to James Taylor run it, you need something something usually you find is they useful to help you do what you do? You know, I Ted McGrath my stuff's pretty much I don't do much with the technology piece, like my team runs that I would say, like, you know, the one thing that works for us in our business strategically is just like, you know, running a Facebook ad to a strategy session. So you know, when it one of the six piece that I didn't share on message to millions is that when you when you do all the legwork of all those other steps I shared, like the only thing that changes when we went Online is just we have an ad that now runs people to go book a strategy session. And you know, people think a lot of times it's so hard to do this, but like, the most useful thing in our business has been running advertising to the same thing that made us successful when we started coming to online. And if one final question for you, Ted, let's imagine you woke up tomorrow morning, and had to start from scratch, so you have all the skills or the knowledge you have acquired, but you know, no one, James Taylor no one knows you, you have to restart, what would you do? How would you restart? Ted McGrath I would, I would go online, you know, that's exactly where I restart I would go online and I'd you know, get a Facebook ad up. And I'd I'd, you know, I'd set up a basic funnel that starts running to you know, to make some to make some sales and get clients on a strategy session and, and you know, that that's what we would do and it's just like, it's, it's a great model, because it's consistency, you control it. You're not dependent upon all these different relationships. But you can have the joy of being with all these different relationships and strategic partners, because it's like more of like the cherry on top rather than the thing that you primarily rely on. James Taylor Well, Ted, thank you so much for coming on the summit and sharing your your knowledge or wisdom about about speaking and in the seminar business as well. We're gonna have a link here to message to millions people can go on there, learn more about about the program. Thank you so much. I look forward to maybe we'll get a game of golf either in California or Scotland or something. Yeah, man. Ted McGrath Of course. I'll have to tell my girlfriend she's a golfer too, as good catch you soon. Thanks, bye. James Taylor Today's episode was sponsored by speakers you the online community for speakers and if you're serious about your speaking career then you can join us because you membership program. I'll speak as you members receive private one on one coaching with me hundreds of hours of training content access to a global community to help them launch and build a profitable business around their speaking message and expertise. So just head over to SpeakersU.com to learn more. #speakersU #speakerslife

In this week's Weekly Presentation Coaching episode we meet Chris Taylor from New York Life Insurance

In this podcast, Miguel Armaza is joined by David Green, Chief Product Officer at Earnest, where he oversees Product Management, Product Design, User Research, Data, and Analytics. Earnest is a company tackling the $1.6 trillion student debt balance in the US by helping graduates take control of their financial wellness and empower them with the capital they need to live better lives. Earnest has raised over $120 million from investors including Maveron, Accomplice, New York Life Insurance, and many more. Prior to his current role, David founded Poplar Finance, which sought to eliminate the need for large security deposits in residential rentals. He received his MBA from The Wharton School and a B.A. from George Washington University. David Green David Green is an accomplished operator and Chief Product Officer at Earnest where he oversees Product Management, Product Design, User Research, Data, and Analytics. Known for constantly seeking out new challenges and driving better outcomes by continuously improving his skill set, David loves to build companies and products he believes in. Prior to his role with Earnest today, he founded a fintech startup, Poplar Finance, which sought to eliminate the need for large security deposits in residential rentals. During his first stint at Earnest he helped scale the company from 20 to 200+ employees and as the Vice President of Business Operations at the American Mortgage Consultants, Inc. he managed large operations teams of 300+ remote employees. He received his MBA from The Wharton School and a B.A. from George Washington University. When he’s not founding startups or training teams, David can be found playing outside, either mountaineering, hiking, trail running, or camping. He is an avid fitness fiend, also looking for new songs and albums he can play while he takes in the sights and sounds of Mother Nature. About Earnest Earnest is a fintech company that’s tackling the $1.6 trillion student debt balance in the US. One in five adults is affected by student loan debt – Earnest is on a mission to help graduates take control of their financial wellness and empower them with the capital they need to live better lives. Earnest uses technology, data and design to build better loan products that help customers. The company currently has over 124k clients and has refinanced over $10.2 billion in student loans. In addition to student loan refinancing, Earnest introduced its own private student loan product in 2019.

Bosse v. New York Life Insurance Co.

On this week's episode of Conversational Selling, we speak with special guest Morris Sims. Morris had a fantastic career at New York Life Insurance, eventually becoming the Chief Learning Officer for sales, and heading a training department responsible for training over 80,000 agents and managers. He has since gone on to become an instructor at The American College and President of Sims Training and Consulting.“In my opinion, the real impact is on how we communicate with one another. Sitting across the table from each other probably isn't gonna happen as much as it did once, in the olden days, prior to COVID-19, but the sales process itself has not changed, in my opinion. We still have to approach people, we still have to help them figure out what it is they want and need, and then show them solutions for that and help them make a decision. That's the sales process— it always has been and always will be,” says Morris about the pandemic's impact on the sales process.We chat about the pandemic's impact on the sales process, as well as: His insights on sales training What elements make a salesperson effective The future of selling and what makes him optimistic The importance of asking questions, and what kinds of questions a salesperson should ask

Thursday, July 16, 2020, 1-2 pm Courageous Conversations with Sheree welcomes Pastor and Business Owner Lydia Syed. Listen as she unpack how to turn chaos into opportunities by turning your visions into legacies. Tune in this Thursday on 107.5 FM or WRUU.org. Lydia Rayner-Syed holds a Bachelor’s degree in Advertising and Marketing from the University of Georgia and a Masters of Business Administration from the University of Phoenix. Her past employment experience includes market manager and strategy consultant in the entertainment business, workforce solutions advisor in higher education with Apollo Group. Syed has over 17 years experience in broadcast media sales, including 11 years with the seven Cumulus Media radio stations where her roles included: director of sales and general sales manager. Her background also includes six years in television management, and newspaper advertising sales. Over the last four years, she has built a financial services practice through New York Life Insurance and is now in the process of launching her own financial and business solutions company, LARS, Enterprises, LLC. Actively giving back to the community through her work with non-profit organizations, she has served on numerous boards throughout the coastal empire region including, AWWIN, Inc and Safe Shelter. Syed recently participated in the Leukemia Lymphoma Society’s 2020 Woman of the Year. Lydia Syed is the Pastor of Grace & Deliverance Kingdom Church of Christ Holiness Unto The Lord in Savannah, Georgia. Born in Fort Myers, Florida, she grew up in Baxley, GA and is the youngest of six children. She is married to Dastagir, and is the mother of 3 children; Omar (Deceased), Syeda and Camille and loves being "GiGi" to her four grandchildren. Pastor Syed began her ministry with Bible Study in her home in September 2007. God has continued to bless the ministry over the years moving the church from hotel, to store front to the grounds at 11826 Apace Avenue in Savannah. The ministry continues to grow under the direction of the Holy Spirit and guidance of her Overseer, Bishop E. L. Stevens of Darien, GA. Pastor Syed has faith and is a living testimony of her life verse, "I can do ALL things through Christ who strengthens me." Contact info: Phone: 912 484-3054 Email: lydiasyed357@gmail.com

Rebecca Morgan, CSP, CMC, is an international speaker, trainer, and consultant specializing in creating innovative solutions for workplace effectiveness challenges. She's appeared on 60 Minutes, Oprah, the Wall Street Journal, Forbes.com, National Public Radio, and USA Today as well as international media.  Rebecca is the bestselling author of 28 books, including "Leadership Lessons from Silicon Valley: How to Survive and Thrive in Disruptive Times”. Two have sold over 250,000 copies each and have been translated into 9 languages. Many recognizable organizations have engaged Rebecca to develop creative solutions for their situations. These include Apple, Hewlett-Packard, Adobe, Microsoft, Singapore Airlines, Wells Fargo Bank, New York Life Insurance, ING-Singapore, Shangri-La Hotels, and Stanford University, among many, many more. She is an exemplary trusted resource who partners with clients to accomplish high ROI on their key-talent development projects. Her customized presentations are thought-provoking, highly interactive, and full of immediately usable ideas. She knows what works. Since 1980 she's transformed executives, managers, salespeople, and customer support staff into much more effective workplace contributors Click here to Work with Rebecca Get her latest book: "Leadership Lessons from Silicon Valley: How to Survive and Thrive in Disruptive Times" Interested in trying out remote work with your organization? Here are 3 ways remote work helps attract and retain top talent. 

In this episode, we discuss luxury travel with Doug Stewart of New York Life Insurance. Doug pivoted his career from being an award-wining sports radio host and regularly appearing on ESPN, to being one of the top leaders at New York Life.Contact Doug Stewart from New York Life at 678.770.8073Belvin's contact informationLinkedinYouTubeShowtime TravelInstagram Showtime TravelInstagram - Luxury Travel by BelvinFree ConsultationSupport the show (https://www.paypal.com/paypalme/showtimetravel)

Former Campbell Football quarterback Kameron Bryant (2015) chats about his final season in the Creek and how his relationship with Greg Milhouse helped recruit the former App State quarterback. Bryant now works for New York Life Insurance and grew up in Fayetteville and Cary, N.C. and shares his favorite memories from the Creek.

Season 2 Episode 12 - Maurice Loucks New York Life Insurance by Tony Reid and Ramon Pineiro

This week on Aging in the Willamette Valley, I interviewed Mac McCurry, CLTC, or New York Life Insurance. We discussed setting up your retirement to weather turbulent markets. Mac explains how to create a good foundation for your retirement by outlining the building blocks of that foundation. Many people worry about their income during retirement, especially if that income is from a traditional 401(k) or IRA retirement investment plan that is tied to market trends. It's no fun to watch your nest egg go up and down with the market, especially in volatile times. Mac explains how to ensure your plan will last for you without drama and turbulence. Don't miss this show!

This week on Aging in the Willamette Valley, I interviewed Mac McCurry, CLTC, or New York Life Insurance. We discussed setting up your retirement to weather turbulent markets. Mac explains how to create a good foundation for your retirement by outlining the building blocks of that foundation. Many people worry about their income during retirement, especially if that income is from a traditional 401(k) or IRA retirement investment plan that is tied to market trends. It's no fun to watch your nest egg go up and down with the market, especially in volatile times. Mac explains how to ensure your plan will last for you without drama and turbulence. Don't miss this show!

Here are the top 3 best Super Bowl Ads in 2020, based on the criteria of two words: Trust and Competence, in MY opinion, and strictly from the point of helping a business get their business’ unique value propositions across to the hearts and souls of their target audience. Counting down 3 - 2 - 1 to my personal winner: #3: New York Life Insurance's ad; #2: Under Armour's Ad; #1: Google's ad, "Lorreta".

Today's guest is Glenn Hofmann, Chief Analytics Officer at New York Life, one of America's largest mutual life insurance companies. For over 175 years, New York Life and their subsidiaries provide insurance, investment and retirement solutions. They believe in the importance of human guidance and intrusted relationships built on being there when customers need them most. Glenn is an experienced Senior Executive in Insurance and Financial Services, who currently leads the corporate 50-person Data Science and AI function at New York Life. He is responsible for the foundations, relationships with many internal groups and a great variety of projects. He also leads their Data Science Academy, their internal education program for all New York Life employees. In the episode, Glenn will discuss: What he loves about his role at New York Life, How he helped the company embrace a data-driven culture, Exciting projects they are working on within the insurance industry, Creating a successful data science team, How to stand out in the job application process, and Key learns in transitioning into a leadership position.

Today’s guest is Glenn Hofmann, Chief Analytics Officer at New York Life, one of America’s largest mutual life insurance companies. For over 175 years, New York Life and their subsidiaries provide insurance, investment and retirement solutions. They believe in the importance of human guidance and intrusted relationships built on being there when customers need them most. … Continue reading "E32 Glenn Hofmann, Chief Analytics Officer at New York Life Insurance"

This is a public speaking presentation. I was invited to speak to Small Business Open House  in Jacksonville Florida, an event hosted by New York Life Insurance and TKOverby Business Consulting.  On this presentation I talk about the art of podcasting, building a brand behind your podcast, leveraging podcasting to connect with professionals and advertising your business via podcasting. Enjoy.   RM PODCAST FLlinktr.ee/rmpodcastflWeb: www.rmpodcastfl.comInsta: @rmpodcastflFacebook: RM Podcast FL  

Goddess of the Week: Magalie RenéWebsite - https://magalierene.com/Instagram - https://www.instagram.com/magalie_rene/Magalie René is a Bestselling Author, Speaker, Business Strategist and Founder of “Find Your Shine” events. Her practice applies a unique blend of growth-mindset, neuroscience, and brand strategy to help clients overcome fears and successfully design the business and life of their dreams.She has worked with companies including Heineken, HGTV, Kaiser Permanente, Fidelity Investments, and New York Life Insurance on marketing, public relations and brand ideation. Magalie also has firsthand knowledge of what it takes to career transition as she successfully facilitated her own in 2013 (launching her interior design company Consciously Design and writing bestselling book "Kid-Smart Spaces: Decorating a Classroom That Changes Lives").Magalie is a contributor to Mind Body Green and has been featured in Dr. Oz The Good Life Magazine, Good Housekeeping Magazine, and Design Sponge.When she’s not facilitating corporate brand ideations or speaking about Finding Your Shine, Career Boldness, and the pursuit of meaningful work you can find her on a walk in her Los Angeles neighborhood of West Hollywood with her dog Prince.What we chat about: Entrepreneurship as a Spiritual Journey Using fear to push you forward Giving your vision a voice Going from Employee to CEOHow to define your WHYCreating a Sustainable Morning ritual Surrounding yourself with a powerful tribeHow your spiritual foundation will support your successFind your calling by learning astrology with Debra Silverman! What if I told you that the parts of your personality you like the least, are actually the doorways to your inner peace and happiness? And that crisis is your soul’s way of getting your attention – and revealing your destiny? Join my friend Debra Silverman in her online school, Applied Astrology, to see what your birth chart has written in the stars, and find more compassion for yourself and others. SIGN UP BELOW!https://debrasilverman.samcart.com/referral/appliedastrology/vRVOBmP1qdtJQspDSpecial thanks to our sponsors! THE MOON DECKGet 10% Off Your Order: https://themoondeck.com/goddessThe Moon Deck is a healing oracle deck of 44 cards + an in depth guidebook filled with insights and rituals to enhance intuition and self-love. Inspired by the cycles of the moon and emotional wellbeing, this oracle set has reached women around the globe and has become a favorite amongst card collectors and newbies alike. It can be worked with as an oracle guide, as a daily tool for reflection and m

In this interview with Edward Rowan we touch great topics such as matching with people's emotions, bringing the human aspect back to corporate life and how to relate to others more. Edward recently started a new career with New York Life Insurance and he talks about not letting the "What ifs" getting on your way is very important. He is an amazing trainer and truly dedicated to his people. While going for one of his regular runs he came up with the Edism ideas which are thoughtful provocative articles with a lot of open ended discussion. If you would like to read any of them connect with Edward Rowan. LinkedIn :  https://www.linkedin.com/in/edward-rowan-ab59a3/ Web: www.rmpodcastfl.comInsta: @rmpodcastflFacebook: RM Podcast FL   

In this episode, Mac McCurry, CLTC, an agent with New York Life Insurance, discusses how to have a fixed or guaranteed income stream during your retirement years. Many people worry about their income during retirement, especially if that income is from a traditional plan like a 401(k), or IRA plan that is still tied to market trends. It's no fun to watch your nest egg go up and down with the market. Mac explains other approaches to ensure your nest egg will last for you without drama and turbulence. Don't miss another great show!

In this episode, Mac McCurry, CLTC, an agent with New York Life Insurance, discusses how to have a fixed or guaranteed income stream during your retirement years. Many people worry about their income during retirement, especially if that income is from a traditional plan like a 401(k), or IRA plan that is still tied to market trends. It's no fun to watch your nest egg go up and down with the market. Mac explains other approaches to ensure your nest egg will last for you without drama and turbulence. Don't miss another great show!

This week, Mac McCurry, CLTC, an agent with New York Life Insurance, gives an overview of how to plan for long-term care. Mac is certified as a CLTC, which means he has the crucial tools needed to discuss the subject of longevity and its acute consequences on a client's family – financial, physical, and emotional. His expertise is planning for those years down the road. He helps families protect themselves from the potential devastation of long-term care expenses with advice that leads to a plan to mitigate adverse consequences. Don’t miss this show!

This week, Mac McCurry, CLTC, an agent with New York Life Insurance, gives an overview of how to plan for long-term care. Mac is certified as a CLTC, which means he has the crucial tools needed to discuss the subject of longevity and its acute consequences on a client's family – financial, physical, and emotional. His expertise is planning for those years down the road. He helps families protect themselves from the potential devastation of long-term care expenses with advice that leads to a plan to mitigate adverse consequences. Don’t miss this show!

Rob Jolles is a sought-after speaker who teaches, entertains, and inspires audiences worldwide. His live programs in and around the world have enabled him to amass a client list of Fortune 500 companies including Toyota, Disney, GE, a dozen universities, and over 50 financial institutions. He is the best-selling author of six books, including his latest release, Why People Don't Believe You...Building Credibility from the Inside Out.   Podcast Highlights Who is Rob Jolles? Rob Jolles was raised by a Marine and taught discipline quite early. He stumbled out of the University of Maryland and found himself working for New York Life Insurance. When Rob thinks of superheros, he sees someone that can take a punch, just like entrepreneurs. Everything in Rob’s life relates to getting knocked down and having the discipline to dust himself off and get back up. Once Rob graduated the only thing he knew for sure was that he wanted to generate income. For him life insurance was the fastest way to accomplish that goal. Since he had 36 first cousins in the state of Maryland he had a bit of a safety net to rely on. Rob says that once you get through your relatives and family, that’s when you find out who you are. One of the easiest ways to end a conversation is to tell people you sell life insurance. The reason people take a step back when you mention selling is because of bad actors that treat selling as a hiring mill. The constant churn of salespeople creates a terrible reputation for sales in general. Why is sales such a difficult subject for people? Most people are exposed to the lower end of the sales world which creates a negative imprint. Sales is more than sales though, it can also be thought of as influence and persuasion and a way to get an idea into someone’s head that allows them to take an action that’s good for them. Sales and belief are intrinsically connected. Before we can get others to believe us, we have to believe us. If you believe your product is bad, you’ve got a problem. If you honestly believe your product is good, it’s so much easier to get other people to believe it too. Belief We have a lot of negative voices in our head that tend to chirp at us and we think they may not add up to much but they have a huge impact. They accumulate and you start believing it. Take yourself to a moment where you were at your best. How do you think you felt? Train yourself to find that place where you felt powerful. The body doesn’t know when the mind is acting. People say no to the person you were being at that moment, not because of the words you used. Rob helps people that have the words but lost the tune. He started applying acting skills to his teaching methods and showing people how to be authentic. Everyone can lose their tune, some have never even heard it. It’s important to deemphasize the words, everyone has a limp. We have to come to grips with our limp and realize that it’s ok. Learning The Tune Everyone has their own tune. You will never have someone else’s tune, you have to work with what you got and trust yourself. We obsess on things that are not in our control. Play the course, not the opponent. When you realize that worrying is a misuse of your imagination and focus on your authentic tune, that’s when you win. We are born to extract the greatness that is buried inside. Be who you are when you’re not selling. People don’t fix small problems, they fix big ones. A well trained salesperson is someone that has your best interests at heart and has the passion and the skills to spare you the pain of your big problems. If you’ve ever been to a well trained therapist, you have already experienced what a well trained salesperson is like. They don’t pai

In this episode, we talk with Magalie Rene´ about how she went moved from Public Relations into a creative business, and then finally into coaching fempreneurs on finding their own shine. Magalie shares great tips on overcoming fears and taking the leap to find a career where you shine. Episode Highlights: Are you a hummingbird or a jackhammer? https://blogs.psychcentral.com/creative-mind/2015/11/elizabeth-gilbert-on-jackhammers-and-hummingbirds-and-creative-life/ Trust your instinct, follow the breadcrumbs (signs of what you should be doing). Take a chance on things you might not feel are possible; don’t just say no. You have skills from all of your experiences to share, think about how those might be useful for new experiences, even if they aren’t in the same field. Hurdles many of the woman face in running their own business: fear, comparison to others, need for external affirmation or permission, fear of failure and success (fear of judgement) Overcoming fears: awareness, action, accountability Magalie René Magalie René is a Business Strategist, Speaker, Bestselling Author, and “Shine” Sourceress. Her Find Your Shine events and coaching practice helps entrepreneurs  conquer their fears, shine in their business, and earn. She has worked with companies like Heineken, HGTV, Kaiser Permanente, Fidelity Investments, and New York Life Insurance on marketing, public relations and brand ideation. Magalie also has firsthand knowledge of what it takes to career transition as she successfully facilitated her own in 2013 (launching her interior design company Consciously Design and writing bestselling book "Kid-Smart Spaces: Decorating a Classroom That Changes Lives"). Magalie is a contributor to Mind Body Green and has been featured in Dr. Oz The Good Life Magazine, Good Housekeeping Magazine, and Design Sponge. When she’s not facilitating corporate brand ideations or speaking about Career Boldness and the pursuit of meaningful work, you can find her on a walk in her Los Angeles neighborhood of West Hollywood with her dog Prince. The Feb 9th Find Your Shine event will be held in Los Angeles and promises  to be an incredible experience. Details can be found at: bit.ly/FindYourShine2. Follow Magalie online at: Follow Magalie @magalie_rene on instagram and www.magalierene.com. Find Your Shine details bit.ly/FindYourShine2.

To spread this movement, share #RiseOrDie with friends and family, and make sure you subscribe on iTunes and YouTube. The more subscribers we have, the more of an impact we can have! ---- Join Stephen M. Lowisz in his everyday life as an entrepreneur. Learn from his wins and losses in his pursuit to have it all across body, being, balance, and business. In this first series of episodes you’ll learn how his journey began, lessons he learned and challenges he surpassed, all while building his business, marriage and moving from Michigan to Guatemala.   Join the Rise or Die podcast community here: http://www.riseordiepodcast.com/ ---- Stephen M. Lowisz is a young entrepreneur, CEO and Founder of 21 LEAP and Invictous. He’s also host of the Rise Or Die Podcast, Real & Raw Entrepreneurship, and Adventure & Marriage video series. ---- Starting his first business at age 14, he grew to produce his first $1M in annual revenue at age 19. At just 22 years old, he has consulted companies ranging from ESPN and Uber to AstraZeneca and New York Life Insurance.   Follow Stephen for more exclusive content: Instagram: https://www.instagram.com/smlowisz/ Facebook: https://www.facebook.com/smlowisz Twitter: https://twitter.com/smlowisz

To spread this movement, share #RiseOrDie with friends and family, and make sure you subscribe on iTunes and YouTube. The more subscribers we have, the more of an impact we can have! ---- Join Stephen M. Lowisz in his everyday life as an entrepreneur. Learn from his wins and losses in his pursuit to have it all across body, being, balance, and business. In this first series of episodes you’ll learn how his journey began, lessons he learned and challenges he surpassed, all while building his business, marriage and moving from Michigan to Guatemala.   Join the Rise or Die podcast community here: http://www.riseordiepodcast.com/ ---- Stephen M. Lowisz is a young entrepreneur, CEO and Founder of 21 LEAP and Invictous. He’s also host of the Rise Or Die Podcast, Real & Raw Entrepreneurship, and Adventure & Marriage video series. ---- Starting his first business at age 14, he grew to produce his first $1M in annual revenue at age 19. At just 22 years old, he has consulted companies ranging from ESPN and Uber to AstraZeneca and New York Life Insurance.   Follow Stephen for more exclusive content: Instagram: https://www.instagram.com/smlowisz/ Facebook: https://www.facebook.com/smlowisz Twitter: https://twitter.com/smlowisz

To spread this movement, share #RiseOrDie with friends and family, and make sure you subscribe on iTunes and YouTube. The more subscribers we have, the more of an impact we can have! ---- Join Stephen M. Lowisz in his everyday life as an entrepreneur. Learn from his wins and losses in his pursuit to have it all across body, being, balance, and business. In this first series of episodes you’ll learn how his journey began, lessons he learned and challenges he surpassed, all while building his business, marriage and moving from Michigan to Guatemala.   Join the Rise or Die podcast community here: http://www.riseordiepodcast.com/ ---- Stephen M. Lowisz is a young entrepreneur, CEO and Founder of 21 LEAP and Invictous. He’s also host of the Rise Or Die Podcast, Real & Raw Entrepreneurship, and Adventure & Marriage video series. ---- Starting his first business at age 14, he grew to produce his first $1M in annual revenue at age 19. At just 22 years old, he has consulted companies ranging from ESPN and Uber to AstraZeneca and New York Life Insurance.   Follow Stephen for more exclusive content: Instagram: https://www.instagram.com/smlowisz/ Facebook: https://www.facebook.com/smlowisz Twitter: https://twitter.com/smlowisz

To spread this movement, share #RiseOrDie with friends and family, and make sure you subscribe on iTunes and YouTube. The more subscribers we have, the more of an impact we can have! ---- Join Stephen M. Lowisz in his everyday life as an entrepreneur. Learn from his wins and losses in his pursuit to have it all across body, being, balance, and business. In this first series of episodes you’ll learn how his journey began, lessons he learned and challenges he surpassed, all while building his business, marriage and moving from Michigan to Guatemala.   Join the Rise or Die podcast community here: http://www.riseordiepodcast.com/ ---- Stephen M. Lowisz is a young entrepreneur, CEO and Founder of 21 LEAP and Invictous. He’s also host of the Rise Or Die Podcast, Real & Raw Entrepreneurship, and Adventure & Marriage video series. ---- Starting his first business at age 14, he grew to produce his first $1M in annual revenue at age 19. At just 22 years old, he has consulted companies ranging from ESPN and Uber to AstraZeneca and New York Life Insurance.   Follow Stephen for more exclusive content: Instagram: https://www.instagram.com/smlowisz/ Facebook: https://www.facebook.com/smlowisz Twitter: https://twitter.com/smlowisz

To spread this movement, share #RiseOrDie with friends and family, and make sure you subscribe on iTunes and YouTube. The more subscribers we have, the more of an impact we can have! ---- Join Stephen M. Lowisz in his everyday life as an entrepreneur. Learn from his wins and losses in his pursuit to have it all across body, being, balance, and business. In this first series of episodes you’ll learn how his journey began, lessons he learned and challenges he surpassed, all while building his business, marriage and moving from Michigan to Guatemala.   Join the Rise or Die podcast community here: http://www.riseordiepodcast.com/ ---- Stephen M. Lowisz is a young entrepreneur, CEO and Founder of 21 LEAP and Invictous. He’s also host of the Rise Or Die Podcast, Real & Raw Entrepreneurship, and Adventure & Marriage video series. ---- Starting his first business at age 14, he grew to produce his first $1M in annual revenue at age 19. At just 22 years old, he has consulted companies ranging from ESPN and Uber to AstraZeneca and New York Life Insurance.   Follow Stephen for more exclusive content: Instagram: https://www.instagram.com/smlowisz/ Facebook: https://www.facebook.com/smlowisz Twitter: https://twitter.com/smlowisz

To spread this movement, share #RiseOrDie with friends and family, and make sure you subscribe on iTunes and YouTube. The more subscribers we have, the more of an impact we can have! ---- Join Stephen M. Lowisz in his everyday life as an entrepreneur. Learn from his wins and losses in his pursuit to have it all across body, being, balance, and business. In this first series of episodes you’ll learn how his journey began, lessons he learned and challenges he surpassed, all while building his business, marriage and moving from Michigan to Guatemala.   Join the Rise or Die podcast community here: http://www.riseordiepodcast.com/ ---- Stephen M. Lowisz is a young entrepreneur, CEO and Founder of 21 LEAP and Invictous. He’s also host of the Rise Or Die Podcast, Real & Raw Entrepreneurship, and Adventure & Marriage video series. ---- Starting his first business at age 14, he grew to produce his first $1M in annual revenue at age 19. At just 22 years old, he has consulted companies ranging from ESPN and Uber to AstraZeneca and New York Life Insurance.   Follow Stephen for more exclusive content: Instagram: https://www.instagram.com/smlowisz/ Facebook: https://www.facebook.com/smlowisz Twitter: https://twitter.com/smlowisz

To spread this movement, share #RiseOrDie with friends and family, and make sure you subscribe on iTunes and YouTube. The more subscribers we have, the more of an impact we can have! ---- Join Stephen M. Lowisz in his everyday life as an entrepreneur. Learn from his wins and losses in his pursuit to have it all across body, being, balance, and business. In this first series of episodes you’ll learn how his journey began, lessons he learned and challenges he surpassed, all while building his business, marriage and moving from Michigan to Guatemala.   Join the Rise or Die podcast community here: http://www.riseordiepodcast.com/ ---- Stephen M. Lowisz is a young entrepreneur, CEO and Founder of 21 LEAP and Invictous. He’s also host of the Rise Or Die Podcast, Real & Raw Entrepreneurship, and Adventure & Marriage video series. ---- Starting his first business at age 14, he grew to produce his first $1M in annual revenue at age 19. At just 22 years old, he has consulted companies ranging from ESPN and Uber to AstraZeneca and New York Life Insurance.   Follow Stephen for more exclusive content: Instagram: https://www.instagram.com/smlowisz/ Facebook: https://www.facebook.com/smlowisz Twitter: https://twitter.com/smlowisz

To spread this movement, share #RiseOrDie with friends and family, and make sure you subscribe on iTunes and YouTube. The more subscribers we have, the more of an impact we can have! ---- Join Stephen M. Lowisz in his everyday life as an entrepreneur. Learn from his wins and losses in his pursuit to have it all across body, being, balance, and business. In this first series of episodes you’ll learn how his journey began, lessons he learned and challenges he surpassed, all while building his business, marriage and moving from Michigan to Guatemala.   Join the Rise or Die podcast community here: http://www.riseordiepodcast.com/ ---- Stephen M. Lowisz is a young entrepreneur, CEO and Founder of 21 LEAP and Invictous. He’s also host of the Rise Or Die Podcast, Real & Raw Entrepreneurship, and Adventure & Marriage video series. ---- Starting his first business at age 14, he grew to produce his first $1M in annual revenue at age 19. At just 22 years old, he has consulted companies ranging from ESPN and Uber to AstraZeneca and New York Life Insurance.   Follow Stephen for more exclusive content: Instagram: https://www.instagram.com/smlowisz/ Facebook: https://www.facebook.com/smlowisz Twitter: https://twitter.com/smlowisz

To spread this movement, share #RiseOrDie with friends and family, and make sure you subscribe on iTunes and YouTube. The more subscribers we have, the more of an impact we can have! ---- Join Stephen M. Lowisz in his everyday life as an entrepreneur. Learn from his wins and losses in his pursuit to have it all across body, being, balance, and business. In this first series of episodes you’ll learn how his journey began, lessons he learned and challenges he surpassed, all while building his business, marriage and moving from Michigan to Guatemala.   Join the Rise or Die podcast community here: http://www.riseordiepodcast.com/ ---- Stephen M. Lowisz is a young entrepreneur, CEO and Founder of 21 LEAP and Invictous. He’s also host of the Rise Or Die Podcast, Real & Raw Entrepreneurship, and Adventure & Marriage video series. ---- Starting his first business at age 14, he grew to produce his first $1M in annual revenue at age 19. At just 22 years old, he has consulted companies ranging from ESPN and Uber to AstraZeneca and New York Life Insurance.   Follow Stephen for more exclusive content: Instagram: https://www.instagram.com/smlowisz/ Facebook: https://www.facebook.com/smlowisz Twitter: https://twitter.com/smlowisz

To spread this movement, share #RiseOrDie with friends and family, and make sure you subscribe on iTunes and YouTube. The more subscribers we have, the more of an impact we can have! ---- Join Stephen M. Lowisz in his everyday life as an entrepreneur. Learn from his wins and losses in his pursuit to have it all across body, being, balance, and business. In this first series of episodes you’ll learn how his journey began, lessons he learned and challenges he surpassed, all while building his business, marriage and moving from Michigan to Guatemala.   Join the Rise or Die podcast community here: http://www.riseordiepodcast.com/ ---- Stephen M. Lowisz is a young entrepreneur, CEO and Founder of 21 LEAP and Invictous. He’s also host of the Rise Or Die Podcast, Real & Raw Entrepreneurship, and Adventure & Marriage video series. ---- Starting his first business at age 14, he grew to produce his first $1M in annual revenue at age 19. At just 22 years old, he has consulted companies ranging from ESPN and Uber to AstraZeneca and New York Life Insurance.   Follow Stephen for more exclusive content: Instagram: https://www.instagram.com/smlowisz/ Facebook: https://www.facebook.com/smlowisz Twitter: https://twitter.com/smlowisz

To spread this movement, share #RiseOrDie with friends and family, and make sure you subscribe on iTunes and YouTube. The more subscribers we have, the more of an impact we can have! ---- Join Stephen M. Lowisz in his everyday life as an entrepreneur. Learn from his wins and losses in his pursuit to have it all across body, being, balance, and business. In this first series of episodes you’ll learn how his journey began, lessons he learned and challenges he surpassed, all while building his business, marriage and moving from Michigan to Guatemala.   Join the Rise or Die podcast community here: http://www.riseordiepodcast.com/ ---- Stephen M. Lowisz is a young entrepreneur, CEO and Founder of 21 LEAP and Invictous. He’s also host of the Rise Or Die Podcast, Real & Raw Entrepreneurship, and Adventure & Marriage video series. ---- Starting his first business at age 14, he grew to produce his first $1M in annual revenue at age 19. At just 22 years old, he has consulted companies ranging from ESPN and Uber to AstraZeneca and New York Life Insurance.   Follow Stephen for more exclusive content: Instagram: https://www.instagram.com/smlowisz/ Facebook: https://www.facebook.com/smlowisz Twitter: https://twitter.com/smlowisz

To spread this movement, share #RiseOrDie with friends and family, and make sure you subscribe on iTunes and YouTube. The more subscribers we have, the more of an impact we can have! ---- Join Stephen M. Lowisz in his everyday life as an entrepreneur. Learn from his wins and losses in his pursuit to have it all across body, being, balance, and business. In this first series of episodes you’ll learn how his journey began, lessons he learned and challenges he surpassed, all while building his business, marriage and moving from Michigan to Guatemala.   Join the Rise or Die podcast community here: http://www.riseordiepodcast.com/ ---- Stephen M. Lowisz is a young entrepreneur, CEO and Founder of 21 LEAP and Invictous. He’s also host of the Rise Or Die Podcast, Real & Raw Entrepreneurship, and Adventure & Marriage video series. ---- Starting his first business at age 14, he grew to produce his first $1M in annual revenue at age 19. At just 22 years old, he has consulted companies ranging from ESPN and Uber to AstraZeneca and New York Life Insurance.   Follow Stephen for more exclusive content: Instagram: https://www.instagram.com/smlowisz/ Facebook: https://www.facebook.com/smlowisz Twitter: https://twitter.com/smlowisz

To spread this movement, share #RiseOrDie with friends and family, and make sure you subscribe on iTunes and YouTube. The more subscribers we have, the more of an impact we can have! ---- Join Stephen M. Lowisz in his everyday life as an entrepreneur. Learn from his wins and losses in his pursuit to have it all across body, being, balance, and business. In this first series of episodes you’ll learn how his journey began, lessons he learned and challenges he surpassed, all while building his business, marriage and moving from Michigan to Guatemala.   Join the Rise or Die podcast community here: http://www.riseordiepodcast.com/ ---- Stephen M. Lowisz is a young entrepreneur, CEO and Founder of 21 LEAP and Invictous. He’s also host of the Rise Or Die Podcast, Real & Raw Entrepreneurship, and Adventure & Marriage video series. ---- Starting his first business at age 14, he grew to produce his first $1M in annual revenue at age 19. At just 22 years old, he has consulted companies ranging from ESPN and Uber to AstraZeneca and New York Life Insurance.   Follow Stephen for more exclusive content: Instagram: https://www.instagram.com/smlowisz/ Facebook: https://www.facebook.com/smlowisz Twitter: https://twitter.com/smlowisz

To spread this movement, share #RiseOrDie with friends and family, and make sure you subscribe on iTunes and YouTube. The more subscribers we have, the more of an impact we can have! ---- Join Stephen M. Lowisz in his everyday life as an entrepreneur. Learn from his wins and losses in his pursuit to have it all across body, being, balance, and business. In this first series of episodes you’ll learn how his journey began, lessons he learned and challenges he surpassed, all while building his business, marriage and moving from Michigan to Guatemala.   Join the Rise or Die podcast community here: http://www.riseordiepodcast.com/ ---- Stephen M. Lowisz is a young entrepreneur, CEO and Founder of 21 LEAP and Invictous. He’s also host of the Rise Or Die Podcast, Real & Raw Entrepreneurship, and Adventure & Marriage video series. ---- Starting his first business at age 14, he grew to produce his first $1M in annual revenue at age 19. At just 22 years old, he has consulted companies ranging from ESPN and Uber to AstraZeneca and New York Life Insurance.   Follow Stephen for more exclusive content: Instagram: https://www.instagram.com/smlowisz/ Facebook: https://www.facebook.com/smlowisz Twitter: https://twitter.com/smlowisz

To spread this movement, share #RiseOrDie with friends and family, and make sure you subscribe on iTunes and YouTube. The more subscribers we have, the more of an impact we can have! ---- Join Stephen M. Lowisz in his everyday life as an entrepreneur. Learn from his wins and losses in his pursuit to have it all across body, being, balance, and business. In this first series of episodes you’ll learn how his journey began, lessons he learned and challenges he surpassed, all while building his business, marriage and moving from Michigan to Guatemala.   Join the Rise or Die podcast community here: http://www.riseordiepodcast.com/ ---- Stephen M. Lowisz is a young entrepreneur, CEO and Founder of 21 LEAP and Invictous. He’s also host of the Rise Or Die Podcast, Real & Raw Entrepreneurship, and Adventure & Marriage video series. ---- Starting his first business at age 14, he grew to produce his first $1M in annual revenue at age 19. At just 22 years old, he has consulted companies ranging from ESPN and Uber to AstraZeneca and New York Life Insurance.   Follow Stephen for more exclusive content: Instagram: https://www.instagram.com/smlowisz/ Facebook: https://www.facebook.com/smlowisz Twitter: https://twitter.com/smlowisz

To spread this movement, share #RiseOrDie with friends and family, and make sure you subscribe on iTunes and YouTube. The more subscribers we have, the more of an impact we can have! ---- Join Stephen M. Lowisz in his everyday life as an entrepreneur. Learn from his wins and losses in his pursuit to have it all across body, being, balance, and business. In this first series of episodes you’ll learn how his journey began, lessons he learned and challenges he surpassed, all while building his business, marriage and moving from Michigan to Guatemala.   Join the Rise or Die podcast community here: http://www.riseordiepodcast.com/ ---- Stephen M. Lowisz is a young entrepreneur, CEO and Founder of 21 LEAP and Invictous. He’s also host of the Rise Or Die Podcast, Real & Raw Entrepreneurship, and Adventure & Marriage video series. ---- Starting his first business at age 14, he grew to produce his first $1M in annual revenue at age 19. At just 22 years old, he has consulted companies ranging from ESPN and Uber to AstraZeneca and New York Life Insurance.   Follow Stephen for more exclusive content: Instagram: https://www.instagram.com/smlowisz/ Facebook: https://www.facebook.com/smlowisz Twitter: https://twitter.com/smlowisz

To spread this movement, share #RiseOrDie with friends and family, and make sure you subscribe on iTunes and YouTube. The more subscribers we have, the more of an impact we can have! ---- Join Stephen M. Lowisz in his everyday life as an entrepreneur. Learn from his wins and losses in his pursuit to have it all across body, being, balance, and business. In this first series of episodes you’ll learn how his journey began, lessons he learned and challenges he surpassed, all while building his business, marriage and moving from Michigan to Guatemala.   Join the Rise or Die podcast community here: http://www.riseordiepodcast.com/ ---- Stephen M. Lowisz is a young entrepreneur, CEO and Founder of 21 LEAP and Invictous. He’s also host of the Rise Or Die Podcast, Real & Raw Entrepreneurship, and Adventure & Marriage video series. ---- Starting his first business at age 14, he grew to produce his first $1M in annual revenue at age 19. At just 22 years old, he has consulted companies ranging from ESPN and Uber to AstraZeneca and New York Life Insurance.   Follow Stephen for more exclusive content: Instagram: https://www.instagram.com/smlowisz/ Facebook: https://www.facebook.com/smlowisz Twitter: https://twitter.com/smlowisz

To spread this movement, share #RiseOrDie with friends and family, and make sure you subscribe on iTunes and YouTube. The more subscribers we have, the more of an impact we can have! ---- Join Stephen M. Lowisz in his everyday life as an entrepreneur. Learn from his wins and losses in his pursuit to have it all across body, being, balance, and business. In this first series of episodes you’ll learn how his journey began, lessons he learned and challenges he surpassed, all while building his business, marriage and moving from Michigan to Guatemala.   Join the Rise or Die podcast community here: http://www.riseordiepodcast.com/ ---- Stephen M. Lowisz is a young entrepreneur, CEO and Founder of 21 LEAP and Invictous. He’s also host of the Rise Or Die Podcast, Real & Raw Entrepreneurship, and Adventure & Marriage video series. ---- Starting his first business at age 14, he grew to produce his first $1M in annual revenue at age 19. At just 22 years old, he has consulted companies ranging from ESPN and Uber to AstraZeneca and New York Life Insurance.   Follow Stephen for more exclusive content: Instagram: https://www.instagram.com/smlowisz/ Facebook: https://www.facebook.com/smlowisz Twitter: https://twitter.com/smlowisz

To spread this movement, share #RiseOrDie with friends and family, and make sure you subscribe on iTunes and YouTube. The more subscribers we have, the more of an impact we can have! ---- Join Stephen M. Lowisz in his everyday life as an entrepreneur. Learn from his wins and losses in his pursuit to have it all across body, being, balance, and business. In this first series of episodes you’ll learn how his journey began, lessons he learned and challenges he surpassed, all while building his business, marriage and moving from Michigan to Guatemala.   Join the Rise or Die podcast community here: http://www.riseordiepodcast.com/ ---- Stephen M. Lowisz is a young entrepreneur, CEO and Founder of 21 LEAP and Invictous. He’s also host of the Rise Or Die Podcast, Real & Raw Entrepreneurship, and Adventure & Marriage video series. ---- Starting his first business at age 14, he grew to produce his first $1M in annual revenue at age 19. At just 22 years old, he has consulted companies ranging from ESPN and Uber to AstraZeneca and New York Life Insurance.   Follow Stephen for more exclusive content: Instagram: https://www.instagram.com/smlowisz/ Facebook: https://www.facebook.com/smlowisz Twitter: https://twitter.com/smlowisz

To spread this movement, share #RiseOrDie with friends and family, and make sure you subscribe on iTunes and YouTube. The more subscribers we have, the more of an impact we can have! ---- Join Stephen M. Lowisz in his everyday life as an entrepreneur. Learn from his wins and losses in his pursuit to have it all across body, being, balance, and business. In this first series of episodes you’ll learn how his journey began, lessons he learned and challenges he surpassed, all while building his business, marriage and moving from Michigan to Guatemala.   Join the Rise or Die podcast community here: http://www.riseordiepodcast.com/ ---- Stephen M. Lowisz is a young entrepreneur, CEO and Founder of 21 LEAP and Invictous. He’s also host of the Rise Or Die Podcast, Real & Raw Entrepreneurship, and Adventure & Marriage video series. ---- Starting his first business at age 14, he grew to produce his first $1M in annual revenue at age 19. At just 22 years old, he has consulted companies ranging from ESPN and Uber to AstraZeneca and New York Life Insurance.   Follow Stephen for more exclusive content: Instagram: https://www.instagram.com/smlowisz/ Facebook: https://www.facebook.com/smlowisz Twitter: https://twitter.com/smlowisz

To spread this movement, share #RiseOrDie with friends and family, and make sure you subscribe on iTunes and YouTube. The more subscribers we have, the more of an impact we can have! ---- Join Stephen M. Lowisz in his everyday life as an entrepreneur. Learn from his wins and losses in his pursuit to have it all across body, being, balance, and business. In this first series of episodes you’ll learn how his journey began, lessons he learned and challenges he surpassed, all while building his business, marriage and moving from Michigan to Guatemala.   Join the Rise or Die podcast community here: http://www.riseordiepodcast.com/ ---- Stephen M. Lowisz is a young entrepreneur, CEO and Founder of 21 LEAP and Invictous. He’s also host of the Rise Or Die Podcast, Real & Raw Entrepreneurship, and Adventure & Marriage video series. ---- Starting his first business at age 14, he grew to produce his first $1M in annual revenue at age 19. At just 22 years old, he has consulted companies ranging from ESPN and Uber to AstraZeneca and New York Life Insurance.   Follow Stephen for more exclusive content: Instagram: https://www.instagram.com/smlowisz/ Facebook: https://www.facebook.com/smlowisz Twitter: https://twitter.com/smlowisz

To spread this movement, share #RiseOrDie with friends and family, and make sure you subscribe on iTunes and YouTube. The more subscribers we have, the more of an impact we can have! ---- Join Stephen M. Lowisz in his everyday life as an entrepreneur. Learn from his wins and losses in his pursuit to have it all across body, being, balance, and business. In this first series of episodes you’ll learn how his journey began, lessons he learned and challenges he surpassed, all while building his business, marriage and moving from Michigan to Guatemala.   Join the Rise or Die podcast community here: http://www.riseordiepodcast.com/ ---- Stephen M. Lowisz is a young entrepreneur, CEO and Founder of 21 LEAP and Invictous. He’s also host of the Rise Or Die Podcast, Real & Raw Entrepreneurship, and Adventure & Marriage video series. ---- Starting his first business at age 14, he grew to produce his first $1M in annual revenue at age 19. At just 22 years old, he has consulted companies ranging from ESPN and Uber to AstraZeneca and New York Life Insurance.   Follow Stephen for more exclusive content: Instagram: https://www.instagram.com/smlowisz/ Facebook: https://www.facebook.com/smlowisz Twitter: https://twitter.com/smlowisz

To spread this movement, share #RiseOrDie with friends and family, and make sure you subscribe on iTunes and YouTube. The more subscribers we have, the more of an impact we can have! ---- Join Stephen M. Lowisz in his everyday life as an entrepreneur. Learn from his wins and losses in his pursuit to have it all across body, being, balance, and business. In this first series of episodes you’ll learn how his journey began, lessons he learned and challenges he surpassed, all while building his business, marriage and moving from Michigan to Guatemala.   Join the Rise or Die podcast community here: http://www.riseordiepodcast.com/ ---- Stephen M. Lowisz is a young entrepreneur, CEO and Founder of 21 LEAP and Invictous. He’s also host of the Rise Or Die Podcast, Real & Raw Entrepreneurship, and Adventure & Marriage video series. ---- Starting his first business at age 14, he grew to produce his first $1M in annual revenue at age 19. At just 22 years old, he has consulted companies ranging from ESPN and Uber to AstraZeneca and New York Life Insurance.   Follow Stephen for more exclusive content: Instagram: https://www.instagram.com/smlowisz/ Facebook: https://www.facebook.com/smlowisz Twitter: https://twitter.com/smlowisz

To spread this movement, share #RiseOrDie with friends and family, and make sure you subscribe on iTunes and YouTube. The more subscribers we have, the more of an impact we can have! ---- Join Stephen M. Lowisz in his everyday life as an entrepreneur. Learn from his wins and losses in his pursuit to have it all across body, being, balance, and business. In this first series of episodes you’ll learn how his journey began, lessons he learned and challenges he surpassed, all while building his business, marriage and moving from Michigan to Guatemala.   Join the Rise or Die podcast community here: http://www.riseordiepodcast.com/ ---- Stephen M. Lowisz is a young entrepreneur, CEO and Founder of 21 LEAP and Invictous. He’s also host of the Rise Or Die Podcast, Real & Raw Entrepreneurship, and Adventure & Marriage video series. ---- Starting his first business at age 14, he grew to produce his first $1M in annual revenue at age 19. At just 22 years old, he has consulted companies ranging from ESPN and Uber to AstraZeneca and New York Life Insurance.   Follow Stephen for more exclusive content: Instagram: https://www.instagram.com/smlowisz/ Facebook: https://www.facebook.com/smlowisz Twitter: https://twitter.com/smlowisz

To spread this movement, share #RiseOrDie with friends and family, and make sure you subscribe on iTunes and YouTube. The more subscribers we have, the more of an impact we can have! ---- Join Stephen M. Lowisz in his everyday life as an entrepreneur. Learn from his wins and losses in his pursuit to have it all across body, being, balance, and business. In this first series of episodes you’ll learn how his journey began, lessons he learned and challenges he surpassed, all while building his business, marriage and moving from Michigan to Guatemala.   Join the Rise or Die podcast community here: http://www.riseordiepodcast.com/ ---- Stephen M. Lowisz is a young entrepreneur, CEO and Founder of 21 LEAP and Invictous. He’s also host of the Rise Or Die Podcast, Real & Raw Entrepreneurship, and Adventure & Marriage video series. ---- Starting his first business at age 14, he grew to produce his first $1M in annual revenue at age 19. At just 22 years old, he has consulted companies ranging from ESPN and Uber to AstraZeneca and New York Life Insurance.   Follow Stephen for more exclusive content: Instagram: https://www.instagram.com/smlowisz/ Facebook: https://www.facebook.com/smlowisz Twitter: https://twitter.com/smlowisz

To spread this movement, share #RiseOrDie with friends and family, and make sure you subscribe on iTunes and YouTube. The more subscribers we have, the more of an impact we can have! ---- Join Stephen M. Lowisz in his everyday life as an entrepreneur. Learn from his wins and losses in his pursuit to have it all across body, being, balance, and business. In this first series of episodes you’ll learn how his journey began, lessons he learned and challenges he surpassed, all while building his business, marriage and moving from Michigan to Guatemala.   Join the Rise or Die podcast community here: http://www.riseordiepodcast.com/ ---- Stephen M. Lowisz is a young entrepreneur, CEO and Founder of 21 LEAP and Invictous. He’s also host of the Rise Or Die Podcast, Real & Raw Entrepreneurship, and Adventure & Marriage video series. ---- Starting his first business at age 14, he grew to produce his first $1M in annual revenue at age 19. At just 22 years old, he has consulted companies ranging from ESPN and Uber to AstraZeneca and New York Life Insurance.   Follow Stephen for more exclusive content: Instagram: https://www.instagram.com/smlowisz/ Facebook: https://www.facebook.com/smlowisz Twitter: https://twitter.com/smlowisz

To spread this movement, share #RiseOrDie with friends and family, and make sure you subscribe on iTunes and YouTube. The more subscribers we have, the more of an impact we can have! ---- Join Stephen M. Lowisz in his everyday life as an entrepreneur. Learn from his wins and losses in his pursuit to have it all across body, being, balance, and business. In this first series of episodes you’ll learn how his journey began, lessons he learned and challenges he surpassed, all while building his business, marriage and moving from Michigan to Guatemala.   Join the Rise or Die podcast community here: http://www.riseordiepodcast.com/ ---- Stephen M. Lowisz is a young entrepreneur, CEO and Founder of 21 LEAP and Invictous. He’s also host of the Rise Or Die Podcast, Real & Raw Entrepreneurship, and Adventure & Marriage video series. ---- Starting his first business at age 14, he grew to produce his first $1M in annual revenue at age 19. At just 22 years old, he has consulted companies ranging from ESPN and Uber to AstraZeneca and New York Life Insurance.   Follow Stephen for more exclusive content: Instagram: https://www.instagram.com/smlowisz/ Facebook: https://www.facebook.com/smlowisz Twitter: https://twitter.com/smlowisz

To spread this movement, share #RiseOrDie with friends and family, and make sure you subscribe on iTunes and YouTube. The more subscribers we have, the more of an impact we can have! ---- Join Stephen M. Lowisz in his everyday life as an entrepreneur. Learn from his wins and losses in his pursuit to have it all across body, being, balance, and business. In this first series of episodes you’ll learn how his journey began, lessons he learned and challenges he surpassed, all while building his business, marriage and moving from Michigan to Guatemala.   Join the Rise or Die podcast community here: http://www.riseordiepodcast.com/ ---- Stephen M. Lowisz is a young entrepreneur, CEO and Founder of 21 LEAP and Invictous. He’s also host of the Rise Or Die Podcast, Real & Raw Entrepreneurship, and Adventure & Marriage video series. ---- Starting his first business at age 14, he grew to produce his first $1M in annual revenue at age 19. At just 22 years old, he has consulted companies ranging from ESPN and Uber to AstraZeneca and New York Life Insurance.   Follow Stephen for more exclusive content: Instagram: https://www.instagram.com/smlowisz/ Facebook: https://www.facebook.com/smlowisz Twitter: https://twitter.com/smlowisz

To spread this movement, share #RiseOrDie with friends and family, and make sure you subscribe on iTunes and YouTube. The more subscribers we have, the more of an impact we can have! ---- Join Stephen M. Lowisz in his everyday life as an entrepreneur. Learn from his wins and losses in his pursuit to have it all across body, being, balance, and business. In this first series of episodes you’ll learn how his journey began, lessons he learned and challenges he surpassed, all while building his business, marriage and moving from Michigan to Guatemala.   Join the Rise or Die podcast community here: http://www.riseordiepodcast.com/ ---- Stephen M. Lowisz is a young entrepreneur, CEO and Founder of 21 LEAP and Invictous. He’s also host of the Rise Or Die Podcast, Real & Raw Entrepreneurship, and Adventure & Marriage video series. ---- Starting his first business at age 14, he grew to produce his first $1M in annual revenue at age 19. At just 22 years old, he has consulted companies ranging from ESPN and Uber to AstraZeneca and New York Life Insurance.   Follow Stephen for more exclusive content: Instagram: https://www.instagram.com/smlowisz/ Facebook: https://www.facebook.com/smlowisz Twitter: https://twitter.com/smlowisz

To spread this movement, share #RiseOrDie with friends and family, and make sure you subscribe on iTunes and YouTube. The more subscribers we have, the more of an impact we can have! ---- Join Stephen M. Lowisz in his everyday life as an entrepreneur. Learn from his wins and losses in his pursuit to have it all across body, being, balance, and business. In this first series of episodes you’ll learn how his journey began, lessons he learned and challenges he surpassed, all while building his business, marriage and moving from Michigan to Guatemala.   Join the Rise or Die podcast community here: http://www.riseordiepodcast.com/ ---- Stephen M. Lowisz is a young entrepreneur, CEO and Founder of 21 LEAP and Invictous. He’s also host of the Rise Or Die Podcast, Real & Raw Entrepreneurship, and Adventure & Marriage video series. ---- Starting his first business at age 14, he grew to produce his first $1M in annual revenue at age 19. At just 22 years old, he has consulted companies ranging from ESPN and Uber to AstraZeneca and New York Life Insurance.   Follow Stephen for more exclusive content: Instagram: https://www.instagram.com/smlowisz/ Facebook: https://www.facebook.com/smlowisz Twitter: https://twitter.com/smlowisz

How to give away expertise for free and make good money doing it Talking Points Selling more in less time without pushing How having a mission can help you strategically The roles that writing a book can play in a business How to give away expertise for free and make good money The importance of a good mailing list One way to constantly be in creation mode Quotable Quotes "I didn't sit down one day and decide I wanted to be well-known."—JK "How can I help these people and not go broke?"—JK "People in the consulting business fundamentally think about sales in the wrong way."—JK "Sales is a skill. If you don't learn it, you can't create a sustainable career."—JK "Sales is not pushy. It's consultative."—JK "Your clients don't want what you have to offer. They want outcomes."—JK "I'm well aware that my books are the lifeblood of my business, but that's not why I write them."—JK "About 15 years ago, I asked myself 'How can I give my expertise away for free and make good money doing it?'"—JK "I have passed up a significant number of revenue generating opportunities."—JK "It's all about creating a conversation with someone you want to reach."—JK Guest Bio After an award-winning sales career in the technology and services sector, Jill is now an internationally recognized speaker and sales strategist. She’s a bestselling author of four books—Selling to Big Companies, SNAP Selling, Agile Selling, and More Sales Less Time. Recently, LinkedIn named Jill as their #1 Business-to-Business Sales Expert citing her 1/3 million followers. Salesforce selected her as one of Top 7 Sales Influencers of the 21st century. Plus, she’s featured in the just-released “Story of Sales” documentary. As a consultant, Jill has worked with companies like IBM, GE, and Staples as well as many mid-market firms. Her expertise has appeared in Forbes, Fortune, New York Times, Wall Street Journal, Inc, Entrepreneur, Bloomberg, ABC and Fox News. To sum up her career, Jill is constantly searching for fresh strategies to enable sales success n an ever-changing business environment. Related Links Jill's Website Jill's LinkedIn Selling to Big Companies Transcript Jonathan S: 00:00 Hello, and welcome to the Business of Authority. I'm Jonathan Stark. Rochelle M: 00:04 And I'm Rochelle Moulton. Jonathan S: 00:05 Today, we're joined by Jill Konrath. After an award-winning sales career in the technology and services sector, Jill is now an internationally-recognized speaker and sales strategist. She's the best-selling author of four business books, most recently More Sales, Less Time. LinkedIn has named her their number one B2B expert, and Salesforce selected her as one of the top seven sales influencers of the 21st century. As a consultant, Jill's worked with companies like IBM, GE, and Staples, as well as many mid-market firms. Her expertise has appeared in Forbes, Fortune, New York Times, Wall Street Journal, Inc, Entrepreneur. The list goes on. We're super happy to have Jill with us today. Jill, welcome to the show. Jill K: 00:46 Hey, thanks for having me. I'm glad to be here. Rochelle M: 00:49 Jill, I just have to comment on your big idea on your website, which kind of sums up everything Jonathan just said about you. Sales Accelerated. Yeah! Love it! Jill K: 01:00 I do, too. In the niche that I'm in, it's about how do we make more sales and do it in less time. How can we make it faster? To me, it's not just faster, it's really about how do we have a better conversation that's more focused on the customer. That's what makes it faster, not just push. Rochelle M: 01:21 Love it! Before we get into all this, maybe for some of the members of our audience who might be experiencing you for the first time, will you tell us a little bit more about who you are, how you work, what you do? Jill K: 01:35 Who I am. I am a sales consultant. I have been in the sales field pretty much my entire career. I never wanted to be in sales. I wanted to be an entrepreneur, but they told me when I brought my business plan into SCORE, Service Corps of Retired Executives, that it was a really good idea, and then they said, "How are you going to sell this?" I looked at them. I thought, "I thought you said it was a good idea." They said, "It is, Jill, but somebody has to sell it," so I said, "All right. I'll go into sales for one year. I'll learn everything there is to know and then I will get out of it." Anyway, I never left. Jill K: 02:14 I found it to be fascinating and totally different than I thought it was. I assumed most salespeople were slimy, manipulative con artists like you see on TV or the movies. I found out that, in the business-to-business field, salespeople are intelligent, creative, concerned about their customers, focused on their customers, trying to help them make good business decisions that enhance the quality of their work, and it was fun. I sold directly for a few years, like eight years, and then I actually started my own company, working as a consultant and did that for a long time, specializing in a very specific area of new products. Jill K: 03:01 Then, my business crashed. I got totally wiped out because my two biggest clients came under pressure from Wall Street at the same time, and it took me a few years to get going again. I had to reinvent myself, and in the new iteration, I became me that people see on my website, which is not what I was doing before. Rochelle M: 03:20 One of the things that's so fascinating to me, Jill, is that it feels like from the outside looking in that you've made some interesting pivots in your career. What made you start your own business? Leaving Xerox had to be a big deal. Jill K: 03:36 I actually went into technology sales after Xerox. What caused me to start my own business was really, I have an extraordinarily low boredom threshold, and I'm a really rapid learner. I would throw myself into every new sales position, quickly learn it and, as soon as I learned it, I was no longer interested in it, which is not a good career choice then if you're constantly leaving as soon as you get good at something. Jill K: 04:08 What I discovered was that I had the ability from a consulting perspective to go into massively complex situations, challenging business environments, and assimilate a whole lot of information about the buyer, the product, the sales process, the marketplace. I was so good at rapid learning, I could assimilate that all quickly and put it into a structure that would help my clients be more effective faster. I became a consultant, really to satisfy my need for continual interesting and challenging projects to work on. Rochelle M: 04:48 I get you. I was thinking as you started to say that, "Well, gee! That's the definition of consultant." We keep creating our new assignments. Jill K: 04:58 Yes, it's all about creating your new assignment. To me, to find a niche and to go off to the niche and to build it out and to get good at it and then to continually have new projects feeding me all the time, it was like, oh, I was in heaven as a consultant! Rochelle M: 05:14 That sounds familiar. There's a description you have on your website, and I'm not sure why I hadn't seen it before, where you describe yourself as going from a quiet, unknown consultant, which I think some of our listeners might relate to, to this recognized international authority. Jill K: 05:36 Yeah, I know. Rochelle M: 05:38 I'd love to hear more about how you did that. Jill K: 05:43 Let me just say, it was step by step and it wasn't part of the game plan. It was never my intention to be where I'm at today. I didn't sit down one day and say, "I want to be well known, and I want to have four best-selling books." I thought I wanted to write a book, and all I had to say in the whole wide world could be encapsulated in 60,000 words. Then, I wouldn't have another thing to say in my whole life. What happened to me is, I sort of got caught in a couple mission type of things in my mind that I was on a mission to do things. Jill K: 06:18 There was, at one point when I very vividly remember one year where all these conferences had all these bald white guys speaking. It was like all these male sales reps that are older and bald. I was like, "Where are the women? Where are the women? There's 20-30% of the sales force is women. They need women sales models." This is my, my quiet person out in White Bear Lake was doing good work. I said, "Ann wrote a book. Why doesn't she become more visible. Susan wrote a book. Why isn't she more visible." They didn't want to be more visible. They just wanted to write a book and disappear and do their work again. Jill K: 06:57 I finally went, "Oh, crap! It looks like if the women need a visible person to look up to, that it's going to have to be me because it seems to be that I'm the only one on this bandwagon. It's like, where are the women? Where are the women?" That became a responsibility of mine. I actually felt a very strong responsibility to be a role model for other women in sales because I had so desperately wanted to see women when I was growing up in my career, so that was one thing that happened. Jill K: 07:31 I sort of got hooked into another idea, too. I did a pro bono project. It was to help a magazine that served the small and medium business community, and I discovered through that what was happening with entrepreneurs and other consultants and people in small businesses and how they were trying to grow. It seemed like there was always a bottleneck that they were running into that they didn't know how to sell. I mean, they reach a point where their business can only grow so far, and they're just working so darn hard for the amount of money that they're getting that they go back to the corporate environment. Jill K: 08:06 I just thought, "That's terrible! This is a sales issue. How can I solve this? These people don't have a pot to pee in. They can't afford me. I'm used to the corporate rates, and they can't afford me, so what can I do to serve these people and not go bankrupt," which was a driving force of mine. This was back 10, 15 years ago. For months, I spent 80 hours researching things, and I couldn't find an answer. I kept saying, "How can I? How can I? How can I help these people and not go broke? How can I help these people and make some money." Jill K: 08:41 One morning, I literally woke up at 4 o'clock in the morning, and a voice in my head spoke to me and said, "Thou shalt create a website called Selling to Big Companies, and your tagline will be Helping Small Companies Win Big Contracts." I saw the whole thing. It was just like it came to me in just a bundle. I created just in time content for people, and I just created this really nice website, put the website up and I'm so excited about it! I put the website up, and it's got this great content for consultants and people like me who I know how to help. The day the website went up, I went, "Oh, my God! I have just created a wonderful website and not a person in the whole world knows it exists except me." Jill K: 09:28 I devoted six months entirely to creating the website and writing content and putting stuff up. I mean, literally shut down my business to do the website. At that point, I went, "Well, I better figure out how to become known because this is a website to help these people and they don't know, so I have to become more visible." That was the other impetus to become visible out there in the world. One thing led to another and, I guess, once I dumped everything out of my brain in my first book, a few later, new ideas started creeping in. Jill K: 09:59 Because I saw another problem that wasn't being solved out there, I had to tackle that problem because it was challenging to me, and I like messes. It's messy, so I had to tackle that problem. Once I figured out what would work, then I thought, "Well, I have to write a second book," so I wrote SNAP Selling, which is all about how do you sell to busy buyers who are too busy to talk to you on the phone or talk to you about going ahead with the project, and then they never get back to you because everything else is going on in their company. Then, I thought I'd said everything I needed to say. Jill K: 10:35 After I wrote SNAP Selling, that book, people said to me, "Jill, this is really good. It's really helping me get in to see these people. It's helping me keeping the conversation going, and now we're closing deals, more projects." Then, they'd go, "But," and it was like this 'but' was a huge 'but'. It was, "But, I'm crazy busy, too. What do you have for me?" I looked at them in horror, and I'd say, " Oh, I haven't a clue! I'm going nuts just like you are!" Jill K: 11:05 You know, you keep hearing that long enough, and then that might create a brain starts working in the background, so I think, "I know one thing that can help with this. I know one thing. I know how to do rapid learning. I know how to get into a sales job and get up to speed fast because that was what I did with all my consulting work, quick emersion, pick out the salient points, and how to align them so you can figure out what to do," so I wrote a book on that called Agile Selling, which is how to get up to speed fast in a new sales position. I thought I was done, that I'd said everything I needed to say. Then, I was still crazy busy myself and miserable. Jill K: 11:44 Finally, one day I woke up and said, "Well, this is no way to live." Maybe I should study that and how I can change my life so I'm not going nuts all the time. I studied that and, of course, every time I figured something out, I'd feel this compelling need to share it with the world, so that's what I did. Rochelle M: 12:05 Are you working on number five? Jill K: 12:07 I am not right now, no. Rochelle M: 12:10 I can't wait to hear what it's going to wind up being. Jill K: 12:13 I have no idea. I have to wait for the problem to emerge. I don't have a problem screaming at me right now. The biggest problem and challenge I have right now is I'm selling my house and downsizing, and I have three weeks to get out. Rochelle M: 12:28 Cool. Jill K: 12:33 That's all I'm thinking about right now. Rochelle M: 12:34 That's huge. Thank you for making the time to talk to us in between. Jonathan S: 12:39 Your story, sort of the way you punctuated there at the end with you're waiting for the problem to reveal itself, that really speaks to sort of dogfooding your own material. I'm a huge fan of the Selling to Big Companies book. I recommend it to students all the time, and it's all about that. It's starting with what's the benefit, what's the value proposition, what is the ... Don't talk about your competitors and how you're different from your competitors. Talk about the status quo and how you're different from that. Give it to them in tangible terms that define business outcomes if you're selling to businesses. Jonathan S: 13:21 It's one of those sort of slap yourself in the forehead types of things when you read it. It's like, "Well, obviously!" I believe that it stems from that, like what's the problem? Hopefully, it's an expensive problem. People have this big expensive problem, the kind of thing they're losing sleep over, and then when you stumble ... Obviously, your radar is finely attuned looking for that kind of thing, so I think a lot of people just sort of zoom right by them and don't pick up the signal. Rochelle M: 13:57 I'm not sure. Yes, my radar's really tuned because I've been in the sales field a long time but, what I think is really going on for a lot of people who are in the consulting business is they think about sales the wrong way. I mean, they fundamentally think about sales the wrong way, which is the used car. I got to talk about myself and tell them about how unique I am and my wonderful services, and then they feel like frauds because they don't feel unique, and they don't think that their services are really all that different, and they hate blathering on and on about how wonderful they are, so they don't feel good about that. Then, they don't want to sell. They'd just as soon just keep doing projects, but the reality of it is, if you don't learn, and sales is a skill, if you don't learn and tackle it as a skill, you cannot create a sustainable career. You have to look at it directly and say, "It's a skill. I can learn it. Other idiots are learning it, too, and they're no better than me. They just figured out how to get work and, if I can focus on that, I'll do fine." Rochelle M: 14:58 You have to realize that it's not pushy. The best salespeople are consultants. I mean, they're consultative in their nature, and they've learned how to take a consultative process that they use with their clients and move it into a sales methodology about understanding the business issue. Anybody's who's doing consulting is working on an issue. That's why they're there, so the challenge is to stop talking about, "Oh, we have this really unique methodology that we just love" or, "We're so creative." Rochelle M: 15:28 It's really talking about the issue and what they can't do, what they want to do, and what they're going to have trouble doing because of how they're currently set up as an organization, the methodologies that they use, everything that you could look at that could be a problem. If somebody would realize that selling is really consulting and get off that, "I hate selling! I hate selling" bandwagon and just say, "Look, I am really good at this, and I want to be able to do this with my life. I want to have a sustainable income. I need to learn the skill, and I need to approach it as a disciplina- ..." Jill K: 16:00 I need to learn the skill and I need to approach it as a discipline that just is part of running a business. Rochelle M: 16:06 Yeah, I think a lot of consultants get kinda tossed around with this idea of their process, because as a soloist you typically have to have some expertise and you have to have a process on some level that you follow, and so the typical consultant things, "Well, I've gotta tell the client about my process and there's 17 steps and it looks like this." Jill K: 16:24 Oh God, let's complicate things, 17 steps and a busy buyer will go, "OH my God, 17 steps." You know, and then they'll be intimidated and bored. Rochelle M: 16:36 Exactly. It's focusing on outcomes and Jonathan and I both, you know we preach that to the heavens. It really is as simple as that, when you think every consultant and I grew up in a big consulting firm, so I learned the selling piece, consultative selling in relationships early, and once it becomes a natural part of who you are, you can't turn it off. Jill K: 17:03 You can't, right. Rochelle M: 17:04 And that's a good thing. Jill K: 17:05 Yes, it is a good thing, because being consultative it's a wonderful skill to be able to ask questions and figure out where the issues are and then to be able to step back and think, "How can I help it?" You know, that's what sales is too, and if you can take and just reapply those same skills that you have that make you a good consultant, you can get business, but you gotta get over yourself, you know and that you hate it. Rochelle M: 17:30 Yes, and the 17 step process. Jill K: 17:33 Oh, God no, nobody wants your 17 steps. All you need to talk about is how do you get started. Let me suggest this as the starting point, you know, we have other things we can go on, but here's basic starting point what we have to do to get going on this project. Rochelle M: 17:46 I hear you. So what I'm wondering is, could we talk about your business model for a minute, Jill? Jill K: 17:52 Yes, we could. I mean I have an evolving business model, cause my business has changed dramatically over the years. Rochelle M: 18:00 Oh, I'd be amazed if it hadn't. I mean, one of the things we talk a lot about on this show is different, creating digital products and books and obviously books are a key part of your business strategy, I mean you've got four best selling books in 12 years, so we all know that's a huge investment in time. I'm wondering if you can walk us through the role that books play in your business model. So just as an example, some people think of books as really a standalone revenue stream and they look at books as, you know I need to make money from this book and this is my plan and it's a revenue stream, and others say, "Listen, the book is really more about feeding my speaking business or my consulting business, it's a calling card. And I don't worry so much about the revenue from the books, what I look at is how it supports the other things that I do." Jill K: 18:56 Yes, so that's what you wanna know about my books, how I look at my books mostly? Rochelle M: 19:00 How do you think about them, I'm curious? Jill K: 19:04 Okay, how I think about it is different from both ways that you described it. Rochelle M: 19:08 Good. Jonathan S: 19:08 Perfect. Jill K: 19:09 So we have plan C over here and plan C is, I like puzzles and problems, and I like to figure them out. And every time I figure them out I have a compulsive need to share the answers with people, so I write books. Because what good does it do if I know the answers and have ideas that can make a difference to a whole lot of people, so to me it's a mission driven thing to write the books, I'm compelled to write the books. However, let me say the big however. However, I am very well aware that they are the lifeblood of my business. But I don't write them for the money and I don't write them exactly for getting the business, I write them because they need to be written. Jill K: 19:55 Because I have tackled an issue that people are facing and that I know that they're facing and that they can help people. So that's why I write them, but because I'm a salesperson at heart, you know, I truly do understand that there will be great payback, but it's not my driving force. I mean, I've written some books that ... I mean I actually wrote a book in 2008 for people on how to use selling skills to get jobs when the stock market crashed, or not stock market, but the whole economy crashed, I put a book out there for free. Why? Because people needed to know that you couldn't just go onto Monster.com, you know and put your resume out. They needed to know that they could target companies they wanted to work for and go after them and create job opportunities on their own. Jill K: 20:40 So I wrote a book and just gave it away. Jonathan S: 20:43 Yeah and that's sort of a good segue into the absolute wealth of information and variety of formats that you have organized on your website. I mean it's almost overwhelming, you have it organized very nicely so it's not overwhelming but it's just a massive amount of information. Jill K: 21:02 Yes, okay so here's some of the things that you need to know. I have said before that I'm on a mission type thing, and I feel compelled to do this, you know write the selling to big companies book, put stuff out there. 10 years ago, 15 years ago, I can't remember exactly in the time frame, I said to myself, "How can I give my expertise away for free and make good money doing it?" Which is an interesting question to pose. Cause it's doesn't sound like there's an answer. How can I give stuff away for free and make good money doing that? Jill K: 21:40 And at that point I didn't know the answer, but one of the things I've always done is I've posed the question to myself, you know, like I said, how can I help these small businesses who don't know how to sell and don't have any money, how can I serve them? And you know, my brain works on it for three to four months and suddenly one day the answer miraculously appears. So anyway, I did I posed the question, How can I give away my expertise for free and make good money doing it? And a few months later a company contacted me about writing an e-book and they said, "We will market it to the VP of sales." Which is my target demographic and I knew that their technology, you know, it was good for them to bless my work and for me to create an e-book for them. Jill K: 22:29 SO I wrote an e-book for them, put it out there and three months later D and B called, Dun and Bradstreet called and said, "We saw this book that you wrote for this company and we would really like you to write an e-book for us and we'll share it with our readers." And you know, for Dun and Bradstreet to say that it was pretty cool, right? I mean, again, they had a division that was going after VP's of sales, my target readers. And so we talked and kinda focused on what the e-book would be like and I'm talking an e-book probably of two to three thousand words, just for context for people. And they would do the design of the e-book and I would simply do the words. Jill K: 23:05 So we got done talking, had honed in on the topic and then the lady from D and B said to me, "How much do you charge for this?" And now I thought I was doing an e-book from a pure marketing perspective and when she said that I stopped and I said to myself, "Oh my God, people pay for this kinda stuff." And so I said, "3,000 dollars." And she said, "Oh, we can afford that." Okay, that's interesting. Jill K: 23:41 So I wrote a nice e-book sharing my expertise, Dun and Bradstreet gave it away for free and I made 3,000 dollars. And it was a one week project, not bad. Cause that's also becoming a marketing piece for me out there, do you know what I'm saying? Jonathan S: 23:57 Sure. Jill K: 23:58 Now I'm giving away my expertise for free to people who need it and I'm getting paid for it. So then the first company that asked me to write the e-book called back said, "That e-book was the best thing we've ever had, we've had more downloads from a lead generation standpoint, it has been tremendous, we would like you to write another one." And I said, "I would love to do that, but you know I'm really busy right now, and I'm gonna have to charge you to do it, cause it would take away from my work time." And they said, "Oh, how much?" And I said, "4,000 dollars." And they said, "Yeah, we can afford that." Jill K: 24:36 So I took another week and wrote another e-book, you know didn't write the whole time but just kinda thought about it, gave it some structure and then filled in the meat. Again, two to three thousand words, and then I realized that my expertise was a revenue source, and it didn't hit me til that point. So what most consultants don't understand is that there are companies, first of all they serve a certain demographic, like I serve and am an expert for sales people and somebody else might be an expert in pricing, somebody else might be an HR consultant on laws of some sort. There are people out there who sell things to the people we're trying to do work with, you know, like there's a whole bunch of technology people that sell things to my clients, you know, the kinda people I work with, the kinda people I write for. Jill K: 25:27 And so I literally created a business model where I did a couple things, number one I created content and I still do, I create content for companies who are trying to reach salespeople, and I get paid really good money to create e-books. My daughter when she was out of college, in her 20's went to work for a company that was an agency and she actually wrote articles and blog posts for Linkedin and e-books for Linkedin and her agency was paid 20,000 dollars to write an e-book, so now I raised my fee. Rochelle M: 26:02 Yeah. Jill K: 26:04 And get paid 20,000 dollars to write an e-book. Because kids that were right out of college were writing these e-books from agencies and they were getting expert opinions and putting it together where I who am the expert can sit down, you know and write e-books and then they have the authority of my expertise as opposed to just Linkedin e-books. So they can market it better. So lead generation is crucial for a lot of companies today, they're desperately searching for content, content can be delivered in multiple formats, I have written e-books, now I'm doing interviews with people as part of my content, I've done video segments from a content perspective. I've done podcasts, you know, I do webinars, I get paid to do webinars, which they use, "Oh we're having a webinar with Jill Konrath and you know sign up, it's free." Jill K: 26:53 But it's free for the people who sign up, but it's not free, I'm not giving away my time, I'm being paid to do it cause I'm an expert in this field. And so I have an entire business model that is set on giving away stuff for free and making good money doing it. Rochelle M: 27:08 Wow. I love that explanation, Jonathan I'm picturing our listeners going, "really? I can do that?" Jill K: 27:16 Oh my God, you guys there's so much money in lead generation, people are paying 10 or 20 thousand dollars to have an e-book and you don't even have to be an expert, you know like a well known expert, you could easily charge like I said, I started at 4,000 dollars to have an e-book that was marketed to my target market. So other companies are blessing me by saying, "here's an expert" they're putting me in front of my targeted client who's getting free advice and I'm making good money. And word comes from that, that's what you've gotta realize, it does come back to me in a different way. Jill K: 27:52 The other thing I've found and a lot of people don't realize this too is the importance of having a good database as a consultant, a database, a newsletter list. Because and here's what I can tell you I discovered, again I reach a certain demographic and a few years back after I asked that question, "How can I give away my expertise for free and make good money doing that?" You know, I write this newsletter and somebody approached me and said we have a client who would like to know if you would write about this e-book in your newsletter, or if you'd promote this e-book in your newsletter. And I said, "I don't promote other people's stuff in my newsletter, you know, I just write my stuff." Jill K: 28:35 And they said, "Could we pay you to do that?" And I said, "Why don't you send me the e-book and I'll take a look at it?" And they sent me this e-book that was written and it was perfect for my audience, I mean they would love it, it was well written, it wasn't promotional at all, it was really excellent content and they paid me 4,000 dollars to do that, you know it's like, oh my God, all I had to do was send a newsletter to my database, all I had to do, "Here's a really good e-book on this. When you read it you'll discover ..." And I had three bullet points and then at the bottom I'd write complements of my vendor, and I'd have a link, you know. Jill K: 29:15 And I'd be paid to do that. So once I discovered that my database was an asset, I started building my database so I could charge more. I know, but it allows me to give away good stuff for free and to get paid doing it, which allows me to stop and create more new content. It's the creation stuff that's fun for me, so how can I constantly be in a creation mode and give my stuff away for free so I can create new stuff. Rochelle M: 29:43 Well and this sense of mission that you have just kind of bleeds into everything which I love, I feel like that's your fuel. Jill K: 29:51 Yeah, it is my fuel, I mean you know money used to be my fuel and since I discovered, I mean when I got hooked on helping small businesses, which ultimately I did this selling to big companies stuff, suddenly everything changed and my business kind of exploded on me when I was really trying to be more generous with the world, does that make sense? And so something and it really did explode on me and everything changed and I became the internationally recognized person, but that was never ever my goal. But I became that. Rochelle M: 30:27 Wow. Jonathan S: 30:29 How do speaking engagements figure into the mix? Jill K: 30:32 Well I don't do consulting anymore, okay, I literally had to make a choice a few years ago, probably seven years ago now. Much as I love doing consulting work, what I discovered was that doing consulting work was ... my whole brain got wrapped up in my client, you know what I mean? You get so immersed in the work and every creative thought I had was, "Oh God how am I gonna solve that? Or what am I gonna do? How do I fix that?" And it took up all my creative energy and I had made a decision then that I could either serve one client really well or I could serve a variety of people out there. And so I made a choice to serve a variety of people and to serve the world as opposed to my one client, which meant I had to walk away from consulting entirely and move into speaking, which is not something I'd done too much of, you know. Jill K: 31:27 So then I had to become a speaker, which is something I never wanted to do, but I became one because I wanted to share what I learned. I feel like I'm a real oddball here talking, but it's like if you're sort of on this mission and you've learned this stuff about you know how to sell to these companies, or how to be more successful or how to, you know how to get your life back in order, those are important things. I want people to know then so they don't have to go through the same learning curve that I had to go through. Jill K: 32:01 So how does speaking fit in? Speaking fits Jill K: 32:00 ... curve that I had to go through. How does speaking feed in? Speaking feeds in because I get paid well to do it and it gives me a chance to be in front of more people, and to have a broader impact. But it pays really, really well. Rochelle M: 32:16 You've got an international footprint, yes? Jill K: 32:18 Yes. Last month I was in Milan, Italy. Wrapped a nice vacation around it so it was a lot of fun. Jonathan S: 32:27 Nice. Rochelle M: 32:28 That sounds perfect. Jill K: 32:29 It was perfect. Jonathan S: 32:36 It feels like each of these different sorts of packaging of your expertise, each of these different offerings if you will even if they're free, blogposts and e-books and worksheets and videos and speeches and books. They all ... sort of like what people refer to as a flywheel effect where you've got this very, very clear focus at the hub, in the center. And everything just revolves around it. It's adding a little bit. And once it's going, adding more energy to that motion just keeps it in motion, keeps it accelerating. Jill K: 33:15 Yeah. It does. Jonathan S: 33:16 I'm curious if there were any spikes or anything in particular that you noticed really noticed upped the ante for you? Was very successful for you and got you to a new level? I don't know, one of the books perhaps being super successful. Or was it ... Was there anything in particular that you could share with the listeners that you look back and say, "That ..." Maybe you didn't know it at the time but, "Man. That was smart. That really worked out for me." Jill K: 33:45 Oh man. A lot of things have worked out for me. Jonathan S: 33:53 It seems that way. And that was a perfectly good answer. I'm kind of hoping you say, "No," because- Jill K: 33:58 There's no magic here. Jonathan S: 33:59 Right. Jill K: 33:59 I mean like I said, this wasn't my goal. My goal was to do the work and to get paid a living wage. Have a good enough income that I felt decent about the work that I was doing. Jill K: 34:09 I have passed up a significant number of revenue opportunities that have come my way. And I have chosen not to do certain things because of lifestyle choices. You know, I do speak but man, I'm not promoting myself as somebody who's on the road 250 days a year. That's like crazy for me. I don't want to do that. Speaking 20 times a year is sufficient. You can tell I'm not totally driven by money but I'm making really good money, you know? I have been approached numerous times to do online training courses and I have not done them. I've not done them. Jonathan S: 34:46 What's the thinking there? Jill K: 34:48 Well because I have seen a lot of people do them and I am very aware that it's not about the training program. A lot of people have created really good training programs. They've invested a ton of money in these things. And then in order to be profitable, they have to go into marketing mode and they have to have a large enough footprint out there from a database perspective or they have to be constantly marketing. And I don't want to do that. I want to give away my stuff for free and make good money doing it. Jill K: 35:21 It's more fun for me to give it away. So I found another way so I don't have to keep selling programs. I just keep giving away stuff. And I go to companies and say, "I have an idea for something on how I can help you," and I pitch my ideas to companies about how I can create content. How I can create content that they can leverage. And what people don't realize is the lead generation machines of companies are desperate for content. If you have a niche and an expertise in a certain area, there are somebody who's trying to reach the person that you work with. I don't care if it's auditors or warehouse foremen. Somebody's trying to reach them. Jill K: 36:08 And who are these companies who are selling to these people and how can you create some good content that they can give away for free to attract these people into their database because they need to talk to them. They want something that is good. We're experts and we don't value our content. But they're paying kids out of college big bucks to write articles or to write e-books or to do things that we, who are experts, could do and do it so much better than. Jill K: 36:39 I mean to me that's an opportunity that virtually every consultant is totally blind to. I went to speak at National Speakers Association at one of their events a few years back. And I was explaining this to people. And again, most people look at me like, "I couldn't do that. That's really weird." But one guy came up to me afterwards. He said, "I am an expert in aging population and how to take care of aging parents." That's his expertise. And he said, "I have a 30000 word document right now that I was thinking of putting out as a book." He said, "What you've done is you've given me an idea." And he went to New York Life Insurance company with his idea because they had a product on elderly care product. And he sold them, his first time out contacting New York Life, going after the lead generation or demand generation department in their marketing arena and talk with them about creating an e-book on how to take care of your elderly parents or how do you decide on which senior place is the best for your elderly parents. And $30000 you know? On his first time out. And he already had the content. Rochelle M: 37:51 Not bad. Jill K: 37:52 You don't make that much from writing a book usually, you know what I mean? Jonathan S: 37:56 Not your first one. Jill K: 37:56 Not your first one. No. Rochelle M: 37:56 Exactly. Jonathan S: 37:59 I'm having my own light bulb moment here because I've actually been hired to do things like you're describing. And it never occurred to me that they were anything other than random one off edge cases where I've written a bunch of books. The target market is always software developers, specifically web developers, and have been hired by big companies to essentially do exactly to the letter what you're describing here. Jill K: 37:59 And? Jonathan S: 38:26 And it was great. It's great money. It's exactly what you're saying. It's great money. It's great exposure. You get to share ideas for free. You get the third party endorsement of whoever, Nokia or Cisco or whoever else, Intel. Jill K: 38:44 Yeah. Right. Jonathan S: 38:46 But the shoe that never dropped for me, was that you could actually go after that kind of work specifically. It just seemed to me so random and so ... I mean now that you're saying it, it's obvious that it's not. But it never even occurred to me to think like, "Oh. That could be my whole business." It surely could have. Jill K: 39:08 I mean the two things about leveraging my database and sharing information about good webinars that are coming up or good e-books that other companies have written and the combination of doing my own content creation for companies was 50% of my revenue last year. And it was fun work. Jonathan S: 39:25 Right. It is fun. Jill K: 39:26 And you know some of the projects, some of the e-books that I wrote in the last couple years and talking with people, I interview some of their best clients. And I write up like ... One e-book I did was for a company called Velocify that does software for inside sales, inside sales people that call on the phone. And they had me interview five VPs of Sales that are running high performance teams, sales teams. Jill K: 39:55 And I wrote an e-book. It was fast, it was fun to do because I got to talk to all these five people and get inside their brain. And these are, again, people like my customers, you know. I got to interview them and then I got to write up seven things I learned from them in an e-book. The 7 Characteristics of Top Performing Sales Leaders. You know it was like, "Oh that was fun. It gave me more recent connectivity with my base. I got to ask insightful questions. They were delighted to be included in the project. It's like, "Man. This is cool work." Rochelle M: 40:30 Win, win, win. Jill K: 40:31 Win, win, win. Win, win, win. Yeah. Jonathan S: 40:33 So if someone was going to ... I know specific individuals who are more ... I think they would refer to themselves as copywriters or data analysts and they don't see themselves as maybe as big of an expert at their area of expertise than I would consider them to be. Who I imagine will listen to this and not perhaps be skeptical or clueless about what next steps to take if maybe they are interested in experimenting with these ideas. As a sales expert, what would somebody in a situation like that do as a first step? Jill K: 41:12 First. So if you wanted to do this to make money doing? Like what I was just describing? Jonathan S: 41:19 Right. You know you said that companies are desperate for lead generation. Jill K: 41:23 They really are. Jonathan S: 41:23 College kids to do it. I know for sure that there are tons of listeners of this show and also another show that I do that are just ... They say all the time, "People don't value what I do. What I do is a commodity." They're trying to sell themselves by the hour on Upwork. They're competing with people in the Philippines who are charging $3 an hour. They feel like giving up frankly. And this is a very, very interesting approach that has never occurred to me consciously before but I wouldn't know where to recommend that they start. Jill K: 42:01 Right. Most people don't because they don't understand sales. They don't understand lead generation either. They just don't think that people are doing that. But if they understood, first of all, that companies are desperately trying to get people in to their database so that they can initiate conversations with them about potentially buying a product or service. Jill K: 42:25 The first place you have to start is saying, "Well who are the people that I'm continually working with? Is it Purchasing? Is it Marketing? CMOs? Where am I working?" And you have to say then, "Who is trying to sell these people things?" And honestly, if you're working in Marketing and selling with CMOs, you could talk to the CMO and say, "You know, what kind of things do you make decisions about?" And they might say, "Well, we make decisions about technology. There's a lot of marketing technology right now. Or we make decisions about this or that." Jill K: 43:01 Whatever they tell you, then you have to find out what companies are in that business. But if you're selling to the CMO, which technologies are trying to reach the CMO? Or if you're selling to an attorney or law firm, which companies are trying to reach law firms to sell them what? What products and services? And you have to just start thinking about it and start researching the companies. And there's no shortcut to do that. Jill K: 43:26 But once you start researching the companies and you say, "Oh this company sounds like ... It's kind of aligned with what I do. And we're kind of talking the same thing. I'm just helping on the edges of it." Then you have to look and you have to go to LinkedIn and you have to look and google things like demand generation or lead generation and find out who's in their Marketing department. And take a look if they have any -- I go to their website and I'd take a look -- are they offering any e-books? Do they have webinars? Do they have infographics. I've been paid a lot of money for one page cheat sheets too. Little one page cheat sheets. Blah, blah, blah. I can't talk. A little one page cheat sheet that I've written. I got $3000 for writing something that I already knew and that didn't take very long. Jill K: 44:21 But just going to the website and seeing are they doing lead generation on their website. And you can tell they're doing it if you have to fill out your name for something and give them an email address. Then you know they're doing lead generation, right? Jonathan S: 44:35 Sure. It's obvious. Jill K: 44:36 It's obvious. So once you know, yes they are leveraging lead generation and you don't want to talk somebody into it because they don't get it. You want to always work somebody who gets it. And see what they have. And see if you can think of an idea to add something else. Jill K: 44:55 Like the one I was talking about before with Velocify. I went to them with an idea because I checked out their website and they didn't have anything on onboarding sales people. Nothing. Nothing. And so I suggested that they might want to consider that and let's talk. You can send out an email to the head of lead gen. By the way not just one because if you look at any of my books, you'll find out it takes eight to ten touches, contacts in order for this person to get back to you. But you initiate contact and you suggest an idea, then you state that you've been on their website, it looks like their doing lead generation. You have some ideas on how to create an e-book or do a webinar, whatever it is that you want to create yourself. And just suggest that you set up a time to talk. It's not pitching them on your writing skills. It's suggesting that you have an idea that might help them generate more leads. Jonathan S: 45:54 And generating more leads, as we all know, is a very desirable business outcome for certain people. Jill K: 45:59 Oh my God. Yes. It's what they want. And if it's in your area of expertise, you know this stuff and you can write an e-book and being paid $10000 or whatever to sit down and write an e-book in one week, that's 2000 to 3000 words. Jonathan S: 46:14 Mm-hmm (affirmative). Right. Jill K: 46:15 That's not a lot of writing. My first two books are 60000 words and my second two are about 40000 to 45000, so. Jonathan S: 46:26 Yeah it's super doable. It's just great. This is great. Rochelle M: 46:29 I just want to point out to our audience that the key is knowing who you're serving. Knowing who your sweet spot is. Being crystal clear is going to help you. You can't start this without knowing that. Jill K: 46:42 You can't. Jonathan S: 46:48 Yeah, it's critical. The whole idea falls apart if you don't have that. Jill K: 46:48 It sort of goes back to ... You talked about selling to big companies at the onset. I mean selling to big companies is about really knowing who your target market is. Who am I going after? Who is this company? Who is the specific buyer? What value do I bring? It's about focusing and creating a conversation with somebody you want to reach. It all goes full circle. Jonathan S: 47:12 Well that's a perfect segue into a wrap-up. Rochelle M: 47:16 That's where I was going. [inaudible 00:47:18] better myself. Perfect. Jonathan S: 47:20 Well thanks so much for joining us Jill. This has been solid gold, just really, really great. Where should people go to find out more about you and your books and all the other wonderful things that you have available? Jill K: 47:31 JillKonrath.com. That's it. JillKonrath.com. Jonathan S: 47:35 Perfect. Jill K: 47:35 Konrath with a K. Jonathan S: 47:37 Yes. We will absolutely link all of this up in the show notes. Jill with a J. Konrath with a K. Jill K: 47:44 Yeah. Jonathan S: 47:47 Alright great. Well thanks again for joining us. Rochelle M: 47:49 Thank you so much. Jonathan S: 47:51 That'll do it for the Business of Authority. Thank you so much for joining us and we'll talk to you again next week. Bye. Rochelle M: 47:57 Bye bye.

On the latest episode of the Millennial Politics podcast, we interview Dr. Michael Ralph, Professor at NYU and creator of the Treasury of Weary Souls. The Treasury of Weary Souls is the world’s most comprehensive database of enslaved Africans who built America. Ralph and his team compiled more than 1,300 records of Life Insurance policies as a way to identify, track, and better understand the mechanics of slavery. The Treasury of Weary Souls highlights the pivotal contributions of skilled slaves to the nation's most lucrative and most dangerous antebellum enterprises, with specific data points on the enslaved human's skill set, occupation, and which corporations were willing to write the policy. Perhaps most striking, the database also contains fascinating points on financial firms who continue to profit from slave insurance policies today. While these corporations are not the same as they existed over 150 years ago, their legal corporation still exists (AIG, Aetna, New York Life Insurance). We had the opportunity to sit down with Dr. Ralph for our first in-studio recording at ACME Hall Studios in Brooklyn.

Gracefully Yours greeting cards presents Life Lessons with Fred Sievert, former President of New York Life Insurance and author of Grace Revealed.

Mac McCurry gives an overview of how to plan for income during your retirement years, as well as a brief history of long-term care and how it has changed. He also covers long term care insurance (LTCI) and why it should be a part of your planning to help maintain your assets and quality of life.

Mac McCurry gives an overview of how to plan for income during your retirement years, as well as a brief history of long-term care and how it has changed. He also covers long term care insurance (LTCI) and why it should be a part of your planning to help maintain your assets and quality of life.

Herb Silverman suffered a stroke at the age of 27. In the first year after stroke, aphasia kept him from using more than 2 words. 27 years has passed. Herb regained his speech, went to school again and retired from a successful career with New York Life Insurance. He has been featured in numerous articles, as well as on radio and TV, including a story on CNN, “Laughter is a Healing Tool”. Presently, as an Advisory Council board member for the National Aphasia Association, Herb promotes public education and support services to assist people with aphasia and their families. Additionally, an alum of the University of Chicago (Go Maroons!), he was selected to serve as the Volunteer Regional Coordinator and President for the greater Atlanta area. He is also a member of the Emory University Goizueta Business School Alumni association. Listen to Herb's remarkable story. Find his blog at https://hwsilverman.wordpress.com 1’00” Herb’s stroke story and aphasia. 3’20’’ How did Herb overcome aphasia and become a public speaker? 6’32’’ How did Herb adjust to having a stroke at the young age? 11’31’’ Learning new skills and even start a new career after stroke. 13’37’’ Excel in reinventing ourselves. 14’33’’ How did Herb explore new career with great success in New York Life Insurance after stroke? 15’55’’ Featured on CNN. 16’30’’ How to find Herb’s blog? 18’09’’ Don’t look backwards. Look forward. 19’30’’ The power of adaptation. 20’38’’ The Silverman family. 22’14’’ Life is great. Wrap up.

Chris and Brian sit down with Leah Hanrion of New York Life Insurance Company. Leah is a Financial Services Professional that offers a variety of products that can help you meet a number of insurance and financial needs, including but not limited to, college funding, retirement, managing costs for extended periods of care and lifetime income strategies. Leah has a passion for empowering women. Inspired by personal events, Leah is constantly aspiring to help women lift each other up and inspire one another. www.thejoneszones.com https://www.linkedin.com/in/leah-hanrion-aa007595/ --- Send in a voice message: https://anchor.fm/undisputedawareness/message Support this podcast: https://anchor.fm/undisputedawareness/support

A graduate of Harvard Business School Ken Kragen’s illustrious career transcends the music and entertainment industries where he has spent many successful years and managed some of the world's most important entertainers, including Kenny Rogers, Lionel Richie, Trisha Yearwood, Olivia Newton John, The Bee Gees, Burt Reynolds, The Smothers Brothers and many others. He was the creator and organizer of the historic humanitarian projects "We Are the World", "Hands Across America", and Cisco System's "NetAid". During the past few years, Kragen has devoted an increasing amount of time to teaching, speaking and writing as well as consulting work for leading corporations and many non-profit organizations, such as Cisco, New York Life Insurance, Eastman Kodak, The Hollywood Reporter and the Country Radio Broadcasters Association. Ken is also the author of the best-selling book "Life is a Contact Sport" which is filled with unique and well-tested career advice.

Michele Guerin is a second generation agent who has been with New York Life Insurance for over 30 years. She has earned numerous credentials such as CLU, ChFC, AEP, CLTC, and industry awards including Lifetime Member of the Million Dollar Round Table and company recognition as Chairman’s Council Member in 2014. She has previously been […]

Michele Guerin is a second generation agent who has been with New York Life Insurance for over 30 years. She has earned numerous credentials such as CLU, ChFC, AEP, CLTC, and industry awards including Lifetime Member of the Million Dollar Round Table and company recognition as Chairman’s Council Member in 2014. She has previously been […]

    Contacto Annia Zavala: LinkedIn   Recursos mencionados: Aplicaciones: Quip Dropbox MeetUp LinkedIn Facebook Libros: “¿Qué tan alto quieres llegar?” por John Maxwell “Lean In” por Sheryl Sandberg “The ONE Thing” por Gary W. Keller   Quotes del invitado: Siempre he trabajado con las ganas de llegar a donde estoy ahora. Me emociona lo que viene después. Cuando amas lo que haces, nunca se siente como trabajo. Toma tiempo cambiar nuestras tradiciones y maneras de hacer las cosas. Siempre hay que estar abiertos a escuchar, entender y analizar las opciones que se nos presentan. Toda industria es buena mientras le pongas todo tu esfuerzo. Lo que está pendiente ocupa espacio en tu mente y después genera estrés. Aprendiendo a perder, se gana. Si eres transparente, es más fácil que los demás encuentren la manera de ayudarte a subir. Sé tú mismo y rodéate de gente buena.   TRANSCRIPCIÓN DE LA ENTREVISTA:   -INTRO- JULIO MUÑIZ (Host): ¡Hola! Bienvenidos a Inconfundiblemente Latino, soy Julio Muñiz. Hoy estoy platicando con Annia Zavala. Annia creció en México antes de mudarse a McAllen, Texas para seguir una licenciatura en marketing en la University of Texan Pan American. Trabajó para la Texas Association of Mexican American Chamber of Commerce como Directora de Relaciones Públicas. En el año 2009, se unió a New York Life Insurance como Senior Marketing Manager en Austin. Fue responsable de la contratación de representantes de servicios financieros, Contribuyó de manera exitosa en el crecimiento del mercado latino, y logró crear un punto entre New York Life Insurance y la comunidad latina en Austin. Actualmente, es Corporate Vice President en New York Life Insurance para el mercado latino. Entre sus responsabilidades está dirigir un equipo de representantes que implementan la estrategia en el mercado latino en más de 33 oficinas, además de trabajar con oficinas locales para incrementar la presencia latina en el mercado latino. Annia, muchas gracias por estar con nosotros en Inconfundiblemente Latino. Cuando te preguntan a qué te dedicas, ¿cómo lo explicas de la manera más sencilla?   ANNIA ZAVALA: Muchas gracias Julio, esto a mí me encanta. Me dedico a educar, es la respuesta más básica. Me dedico a dirigir un equipo de profesionales en 14 estados y a implementar la iniciativa dedicada al mercado latino. Esto consiste en trabajar con gerencias locales para crecer nuestra presencia en la comunidad latina. Nosotros, como oficina, necesitamos poder estar de acuerdo con la población del mercado latino en diferentes localidades.   JM: Estás trabajando en varios proyectos. ¿Cuál es el que más te apasiona y por qué?   AZ: Educación. Siempre he creído que rodearte de gente exitosa, en cualquier aspecto, es importante para crecer como persona. Uno de los proyectos que estoy trabajando ahorita, empezó como un mini proyecto. Es un grupo de mujeres profesionales. Se llamaba Latinista Miami. Empezó en Nueva York. Inició como un grupo de mujeres que pudiera aprender una de la otra. Lo que empezó como una reunión con cuatro amigas, ahora son más de 300 "latinistas" que nos juntamos una vez al mes a discutir diferentes temas. Tengo un comité que me ayuda con este grupo de latinas. Buscamos a ponentes que traigan su experiencia y nos hablen de cualquier tema.   JM: Lo que hacemos en Inconfundiblemente Latino es celebrar las historias de éxito de los latinos en Estados Unidos. Compartimos sus experiencias, consejos y las herramientas que han utilizado para alcanzar el éxito. Queremos impulsar el desarrollo de quien apenas empieza una carrera o que no sabe cómo llevar adelante su negocio. En tu caso, ¿qué fue lo que te motivó a convertirte en una experta en servicios financieros?   AZ: Es de esas cosas que te llegan sin pensarlo. Siempre he trabajado con las ganas de llegar a donde estoy ahora. El haberlo logrado a corta edad, me da gusto....

Listen to The Michael Imhotep Show, Tuesday, Dec. 6th, 2016, 4pm-6pm EST (1pm-3pm PST) with host Michael Imhotep founder of The African History Network.  1) The New York Life Insurance Company and their relationship with Slavery. 2) A National Police Union wants Donald Trump to reverse the ban on “racial profiling”.  Keep in mind, they endorsed him.  #ElectionsHaveConsequences  3) Emergency managers & city officials charged in Flint water crisis. CALL IN WITH Questions/Comments at 1-888-669-2281.  POST YOUR COMMENTS.  WE MAY READ THEM ON AIR.  Listen to The Michael Imhotep Show, Mon.-Fri. 4pm-6pm EST online at http://tunein.com/radio/Empowerment-Radio-Network-s199313/ or by downloading the "TuneIn Radio" app to your smartphone and search for "Empowerment Radio Network" or at www.AfricanHistoryNetwork.com for more info and podcasts and DVDs by Michael Imhotep.

Many of our societal ills that were attacked a decade or two ago have not only re-surfaced but are on the uprise.  Among them is the staggering statistic revealing that 75% of those over the age of 65, living in poverty, are women.  Michelle Dean, a licensed, registered representative with New York Life Insurance, will be our guest on Monday, April 25th.  Michelle has spent most of her lifetime being self-employed in one form or another. She believes money is a tool without a manual.  Unfortunately, she says, "most of us aren’t taught (by someone who knows what they are doing) the proper ways to utilize this tool."  Michelle is also the founder of WHOW (Women Helping Other Women), born to provide an opportunity for women to be inspired and motivated to take some action toward their goals and desires in life.   Join us on the 25th at 3:30 pm, PST to learn what you can do to avoid becoming one of the statistics or to help remove yourself from the current roll. Call in during the show with questions or comments at (646) 716-8344.  Listen to the archive at http://tobtr.com/8699249.   Feel free to contact Michelle at the following:  www.michelledean.nylagents.com www.facebook.com/mdeanNYLagent   mdean@ft.newyorklife.com  or (209) 743-2223.

The rain in Spain stays mainly in the plain! Perhaps. But Audrey Hepburn’s My Fair Lady transformation from a lowly Cockney flower girl to a gentile society lady with impeccable speech is anything but authentic. It’s not that such a speech makeover isn’t possible, it’s just that the fictional professor of phonetics Henry Higgins doesn’t use the correct methodology. Ita M. Olsen, this week’s guest on Monday Morning Radio, has spent more than two decades honing the right methods to correct speech and empower speakers. Ita is one of the world’s leading speech coaches.  Whether you’re addressing an auditorium with thousands of listeners, a bank lending committee, a radio interviewer, or your own employees, how you deliver the message can actually be more important than what you say. Ita and her company, Convey Clearly, have trained executives at American Express, JP Morgan, New York Life Insurance and many other leading global companies on ways to effectively deliver messages so that they have the desired impact. This week Ita shares her top insights – both on how you can speak more clearly, and why you should. Monday Morning Radio is produced and hosted by noted reputation coach Dean Rotbart. Photo: Ita M. Olsen, Convey Clearly, and Audrey Hepburn, My Fair Lady Posted: December 14, 2015 Monday Morning Run Time: 39 minutes 41 seconds Dean Rotbart will next present his popular Reputation Tool Chest Workshop at Wizard Academy on February 16th and 17th. Let Dean teach you to how to build an unparalleled online reputation for you or your business. Registration is limited, so don't delay.

72: Entertainer. Educator. Entrepreneur. These are the three words that sum up the life of Clay Clark, the former United States Small Business Administration Entrepreneur of the Year, the Metro Chamber of Commerce Entrepreneur of the Year, a partner / owner of nine different businesses, a contributing author for Entrepreneur Magazine and the founder / partner of Thrive15.com with David Robinson, an NBA Hall of Fame Basketball player, NBA MVP, NBA Champion, and two-time Gold Medal Winner. Throughout his career, Clay has been the award-winning entertainer, educator, and speaker of choice for America's largest companies including: Hewlett Packard, Southwest Airlines, O'Reilly Auto Parts, Bama Companies, Boeing, Farmers Insurance, New York Life Insurance, Maytag University, Oral Roberts University, Oxi Fresh, QuikTrip, Valspar Paint, and countless other companies and organizations looking to entertain and educate their people. www.thrive15.com/veteran