Commanding Business

Hiring a business coach may seem expensive and time-consuming for your organization but an outsider's perspective may be exactly what your team needs. Leaders may be in need of self-awareness coaching and managers probably need to learn more effective communication skills. A coach will help to identify core values and translate those into a 3 to 5-year strategic plan. Leadership skills are often self-taught practices which could use a little polishing.   Key Takeaways: [1:23] Communication breakdowns led Gary from judge to private sector [2:52] I help organizations develop strategies with 3-5 year plans [5:15] Content and process conversations [7:36] Telling someone one time doesn’t always get you the desired outcome [9:19] Senior leaders need a strategic plan [11:04] A one page plan helps flush out company goals for this month, this quarter & this year [13:27] Identifying core values [15:19] Figuring out the puzzle in a small timeframe, what’s it look like done [19:04] Get out of your business to start w

Many small businesses accept every client solely on the monetary aspect. The key to turning your business into a seven figure business is learning to say no in order to attract the right customers to you. If you find your True North, which will only come from keeping your patience through chaotic times, you will lead with direction and purpose. Believe that your business can feed your soul if you are focusing on the difference you wish to make in the world and doing something you love to do. Learn to be present, honest and authentic while following your strategic plan but keep yourself open to a different path if the universe suggests it.   Key Takeaways: [1:41] I grew up poor in Florida knowing I wanted to be a millionaire [4:30] Something was missing so I read everything thing in the personal development realm [6:30] Conscious Millionaire revealed itself to me [8:22] I grew my Father’s business, it wasn’t the same as having my own company [10:15] A business can actually feed your soul [11:20] I gave up my l

From recruitment to retirement the Birkman assessment tool creates awareness in your organization. Understanding yourself is your first step to becoming a great individual. Understanding the personal styles of your team members will make you a great leader. Jim Blanchard explains how to break down the 11 dimensions of this tool and how it offers objective language for subjective conversations. From incentivizing employees to be the best they can be to dealing with emotions in the workplace, this scientifically proven program covers it all.   Key Takeaways: [1:06] What led Jim to the Birkman tool [2:30] Describing the assessment tool through motivators and behaviors [5:20] Expanding your life while being more productive [6:28] Analyzing the 11 piece parts of a personality profile [13:05] The big discovery of you can measure how you expect other people to treat you [17:08] Are you asking me to do something or telling me to do it [17:45] Becoming aware of perceptions of yourself and others [18:08] Idealistic ver

Becoming self aware and recognizing your strengths and your weaknesses as a leader can ultimately make or break your business. Delegating tasks, sharing your vision and investing in your employees will give you more time to do what you are good at and will empower your employees to be productive on their own. Continually tearing down systems and processes with the goal of never doing useless items again will catapult you to reaching your well defined, one desired metric.       Key Takeaways: [1:05] Andy wanted a business with residual income and found it with pagers [3:45] I wanted to build a lifestyle business which took care of itself [4:45] Andy had difficulty delegating and was a dictator in business [6:52] Issue’s with a singular power hungry vision [8:20] DIY implementation of the Rockefeller Habits [9:40] The process is more than a checklist, it takes time and due diligence [11:00] Translating a 50 page ardent document into a one page goal sheet [13:42] Giving people the proper credit and helping to de

Key decision makers appreciate compelling and powerful messages from your salespeople. An intuitive opener is able to deliver the message and discover what truly matters to your prospects. A proficient closer should move the process along to close the sale using a refined sales language. If you have blind spots in your business don’t chuck your existing structure, find out what processes can be amended to overcome objections and dramatically change your close ratio.   Key Takeaways: [1:13] Business are missing the blind spots when developing their business [2:05] Don’t throw away your existing development efforts just change a few things [4:02] What is the missing link to creating new income [6:15] Realistic sales cycles and defining the message [8:03] Sales messages are compelling dialogue paths [10:22] The Rock Star Checklist for sellers [13:33] Customize your message for your business and your clients [15:28] Refine and narrow your target [17:04] What truly matters to your prospects, 3 times exercise [20:3

You are currently living in a construct. You have created mental models, good and bad, to promote your own self interests. Each day you use these models as paths to guide you through life. You then apply labels to these things so you know how to react to situations. Becoming aware that you are the architect of this construction allows you the freedom to not be swept away by your inner monologue. As an entrepreneur, you will find this difficult as you prefer to be in control. Take the challenge of allowing your purpose to find you by becoming consciously aware. .   Key Takeaways: [1:06] The feeling of joy has left us there’s an undercurrent of stress [2:41] I used the work of the great spiritual masters and applied it to post industrial society [3:45] Reach out and claim your birthright of joy [4:27] Use your internal monologue to guide you, the voice of judgement [5:47] We live our lives according to our mental models [7:46] Awareness is a foundation block [8:00] You are the observer, or the witness, and not

Building your sales force from scratch has its advantages as long as you are clear on which behaviors, you as the sales manager expect from your new hires. The first people on your team will likely help you to figure out your go to market strategy and must be willing to experiment and share. For this reason, they should be curious, industrious and organized. If an interviewee has these 3 elements it will shorten the length of the onboarding process. Using a backwards planning training strategy your new employees will reach baseline viability faster to become an asset to your organization instead of a cost.   Key Takeaways: [1:19] Training and development for sales onboarding [2:10] Hubspot helps businesses to capitalize through inbound marketing [3:06] How should behaviors be scaled and executed consistently [4:59] Sales is not mimicry [5:50] Fundamentals of inbound marketing, the product and sales acumen [8:00] The right salespeople are industrious, curious and organized [10:22] How the interviewee’s prepare

: Are daily tasks bogging you down and keeping you from moving your business forward? If so, gather your executives and hit the pause button every 90 days. Step back and gaze into your industry looking for bottlenecks or problems which need to be solved. Craft the essential question based on creating solutions to those bottlenecks. Be aware of unintended consequences which may lead to additional revenue generation. A successful business is a resilient business and faith in life creates resiliency.   Key Takeaways: [1:11] What is the X Factor [1:30] Industry bottlenecks need create solutions [4:37] How to change our cost per sale was our essential question [6:17] We serviced our customers faster than our competitors by answering the essential question [10:45] Industry bottlenecks versus individual business bottlenecks [14:06] 5 different points of view or diagnostic levers lead you to 25 bottlenecks [21:37] Unintended consequences or by products of your business used to generate revenue [23:38] Tom’s is a grea

Prolonged fear and stressors have negative health effects on teams therefore depleting them of their effectiveness. Why not make some changes to your corporate culture to alleviate burnout and increase loyalty? Customers will sense when your team is functioning at optimum levels and when your people believe in what they are doing. Clients then aspire to be closer to your tribe through partnerships. It’s a chemical response they can not resist. Build a circle of trust to ensure your work community looks out for the organization as a whole, not just themselves.   Key Takeaways: [1:18] Acknowledging the patterns to understand the “why” behind our actions [3:56] Burnout led to Simon’s purpose - to inspire [6:57] The checklist of success was complete but I needed a shift in perspective [10:56] The chemicals that lead to the good health of animals [15:33] Prolonged fear and stress cause negative health effects [17:07] Allow a social trigger to lead you to the process of understanding your origin story [19:52] Your

How do you get your customers from their current reality of riddled with problems to the future reality of alleviating the pain or removing the problem completely? You need to get the idea out of your head and into a format people will pay attention to. Crafting the proper unique value proposition is key. This single element relays your ability to get your customer to their desired outcome without being bogged down by the solution. If they believe your unique value proposition they will ask you about your solution which leads to invaluable feedback from which to base your pricing.   Key Takeaways: [1:00] So what’s up with the Spark 59 name [2:01] Failing to find the right customers and markets [3:18] A repeatable meta-process [5:38] The Lean Canvas tool [7:54] 9 Lego blocks to create a business model [10:12] Running off the rails at the artist stage [12:18] Innovation + Business Applications = Cash Flow Positive [12:53] A love of products that make a longer term impact [15:16] We hire a particular service to

Salespeople are made not born. If you have the right people in your organization the best thing for your company is to support and develop existing talent. Sales managers should work together with their team members to identify what characteristics are needed to be a professional salesperson. And emphasize how important sales is to your company empowering them to have authentic conversations with clients as peers. As often younger salespeople will attempt to befriend the client instead of having an equal conversation out of a need to be liked.   Key Takeaways: [1:53] Sandler addresses skill gaps in companies large and small [3:35] Structures and strategies [5:30] Negative perceptions of sales starts early i.e. Head trash [8:47] Who is really in the position of power? [10:34] Authentic conversations with your peers [13:29] People buy emotionally, they make decisions intellectually [17:25] The ideal salesperson has these characteristics [22:00] Salespeople are made not born [23:39] Understanding existing issues

If your company is not solving your customers hair on fire issue your competitor is. Your brand promise should be dictated by the clients needs and not a vague conglomeration of popular buzzwords. Inspiring employees to embrace a go with the market flow culture can help you to achieve operational excellence. And empowering those individuals to provide service beyond compare will help your company to obtain and transcend the necessary customer intimacy discipline.    Key Takeaways: [1:51] Rob’s extensive background [2:46] The genius book of great thought leaders [4:50] Strategy in terms of revenue growth [5:36] You business strategy in a single phrase [6:39] The brand promise - solving your clients issue differently [9:48] The hair on fire issue [12:18] An example of a small company that hit it big - Rackspace [17:30] The customer intimacy strategy [18:50] Obsessing over the metrics pays off [23:18] 3 steps to grow your company [24:38] The 20 year overnight success [26:47] Create an inspirational culture [28:0

Kaity and Andrew recently graduated college with marketing and entrepreneurial degrees respectively. The pair had many positive influences in their lives including Kaity’s entrepreneurial father, a volunteer opportunity in Ecuador and Professor Vijay Govindaraja whom they saw speak on his concept of reverse innovation. The concept is the act of bringing technologies, services and innovations  from developing nations for use in the developed world. The goal of this adventure is to learn what it means to be an entrepreneur in South America and bring that information back to share in the United States.   Key Takeaways: [1:22] It all started with a volunteer experience [1:56] The concept of reverse innovation [2:32] 7 countries in 7 months and 100 entrepreneurs [3:19] Marketing and Entrepreneurship courses in college [4:26] Starting the process and finding the opportunities [5:55] Adversity is a leading indicator of success [6:48] We bought the tickets and then decided to [7:20] kaity606@gmail.com   Mentions: Ent

Legacy thinking may be taking over your business. Brainstorming sessions may not be a useful as playing strategic games that build upon constraints. Take a chance and be open to democratic solutions and flexible work environments to jump start a new idea. As long as you have hired like minded people your business will move past the old way of doing things and on to the new. Try looking at your business as if it belonged to somebody else. Use education as a way to gain loyalty with clients and when giving a presentation please be authentic. The audience will know if you are not.   Key Takeaways: [1:32] Innovation doesn’t happen when you start doing something new [2:33] AV is important but presentations are more important [3:48] Solving presentation problems for today’s world [4:46] Fall in love with problems [6:05] There are opportunities in the things that frustrate you [6:44] Constraints produce innovative results [9:25] Make sure your cash cows are not a crutch for your business [11:00] Controlling your bur

As a leader you may have a hard time saying no because you are an abundant thinker. If you learn to say no to the four thieves of productivity you can focus on the most important, most profitable, most necessary part of your business. Saying no can be aspirin for the modern business person. True mastery comes with time, practice and experience. Make a concerted effort to define what it is that you can call your one thing and dedicate yourself to it. Let your heart lead your head to stop living a life of regret. Pick your moment of truth and start making a difference in your life.   Key Takeaways: [1:34] The heart of the One thing book [2:58] Proven methods for implementation [3:20] Gary wrote a powerful essay that started it all [5:16] Mission Statements should be focused on your one thing [6:54] True mastery - 10,000 hour rule [8:25] Entrepreneurs have a hard time saying no [8:49] 4 thieves of productivity [9:44] Who brings the highest contribution? [10:58] I’m prouder of what we said no to. [12:11] Some yes

Knowing who you are are being clear about what you want can be some of life’s biggest challenges. Make an appointment with yourself for a self discovery session. Use basic questions as tools to clean out your subconscious of all the data energy that has been stored for years. Gratitude can help to put life into perspective. Where your awareness goes your energy will go. Give as much value to your energy as you do your money and you will have more of both. Finish what you begin.   Key Takeaways: [1:00] You have to do all the work yourself [2:35] The burden of responsibility [3:38] Monks should never go back [4:31] Practice what you preach [5:41] East meets West [6:55] The start of the path [8:28] If you listen you might learn something [9:41] Special guest teachers [10:45] Get to know yourself for personal growth [12:36] How well do you know the tool? [13:35] Make an appointment with yourself, M-F [16:35]  A process of reflection [18:45] People need to engage with others [19:15] Time to clean out your subconsc

The culture of continual improvement drives companies towards agile management. Squeezing out productivity for the sake of productivity can lead teams to compartmentalize their roles. Knowledge workers should be empowered to deliver value as well as code. Project management software tools give the illusion of time management when in reality there is no level of accuracy when dealing with people. Allowing teams to organize themselves and then supporting that motion with an adjustable management support structure will provide project validation at many stages along the way. This is the fastest way to monetize initiatives.   Key Takeaways: [1:09] Agile is a set of values and principles [2:00] Commonalities with Lean [3:54] Output versus Outcome [4:47] The industrial era management style [5:34] Customer delight as the focus [7:08] Empowering teams [9:19] Predictability and productivity of teams [10:15] A servant leader perspective [11:41] Trust is at the bottom of the pyramid [12:40] Consistency of team [13:37] M

Description: Entrepreneurs and small business struggle daily with how to determine their profitability. Greg shares his proven insight to help you compensate yourself and your employees. Contribution dollars must cover operating expenses. You can’t get profitable enough in changing OPEX to put a dent in your numbers you should be focusing on labor - human productivity, revenue by person and justifying clients based on their LER.  You should build corporate accountability by paying fair market compensation for fair market performance. And before opening up your books in an effort to achieve transparency, be certain that the owner is able to talk numbers and no inconsistencies exist in your schema.    Key Takeaways: [1:25] How Entrepreneurs/Owners should pay themselves  [3:40] The market picks your pay [5:07] Distributions explained  [7:37] The 10% breakeven [9:17] Clearing the distortions of real revenue  [10:01] Gross margin + Direct Labor = Magic  [11:08] What exactly defines direct labor?  [12:33] Growth is