Grow A Small Business Podcast

In this episode, I interview Rene Zamora, the Founder of Sales Manager Now based in Auburn, California, United States. Rene, a sales manager expert, has been assisting small business owners in managing their sales for almost two decades. From working in a corporate job as a consultant, Rene has decided to establish his own company to offer sales management consulting services. Sales Manager Now was founded in 2006 and has been running for over 16 years. Growing with over 4 consultants and has already managed 31 clients with an average tenure of 32.32 months. Rene mentioned being clear as the key to marketing a fast-growing business. So he added, "Take some time, step back, and don't just jump on the first person that comes along telling you what to do." This Cast Covers: Managing small business sales teams on a month-to-month basis. The great advantage of choosing to have a part-time sales manager rather than full-time. Successfully managed 31 clients already. Set up his own company, Sales Manager Now at the age of 47. First started with the high-performance team and leadership training. Jumped from a corporate job to start his first-ever business. The struggles he faced as a consultant. The importance of perseverance and patience in getting through the business. Growing his consultants into 4 including himself that manage 3 to 7 clients each. Learning to become clear and aware of their business growth. Links: Rene's Linkedin Additional Resources: Sales Manager Now Traction by Gino Whitman Quotes: "Every business is a little different out there." —Rene Zamora "Don't fire your clients too early because sometimes it's not about them." —Rene Zamora "There are times when someone just needs to make a decision with or without collaboration to find the right balance that keeps people." —Rene Zamora "If you think you're doing something good, and it's worthy, and there's a market for it, don't give up." —Rene Zamora "Don't skimp on your electronics, so if you know to get the right computer, you need to get the right apps you need. " —Rene Zamora Music from https://filmmusic.io "Cold Funk" by Kevin MacLeod https://incompetech.com. License: CC by http://creativecommons.org/licenses/by/4.0

In this week's Quick Fire Friday episode, Rob interviews Jason K Williamson. Jason's an e-commerce expert, he has generated north of 130 million USD for brands all over the world. He's based in Greater Adelaide Area, Australia. Jason believes that his job is to help collect more interested people. Marketing will be collecting the leads, sales will be selling to them. It's the yin and yang in e-commerce. Jason has developed principles and concepts that helped him to be the expert he is now. Such as the Trojan Horse Method, the Mafia Offer, and Recency and Frequency. Through hard work and patience in collecting data, frequently sending appealing emails and offers, Jason has mastered taking somebody who doesn't know who they are, then enticing them with the products and services that they offer. For he believes that his job is to help collect more interested people. This Cast Covers: Who is Jason K Williamson? Marketing in Email, and SMS. Jason's history and success in email, and SMS marketing. Different types of work Jason did outside of e-commerce. Key questions in e-commerce. Marketing will be collecting leads and sales is selling to them. 3 principles Jason uses in e-commerce. Concepts such as the Trojan Horse Method and the Mafia Offer. Things business owners should take away from the podcast. Links: Jason's LinkedIn Jason's Instagram Jason's Website Additional Resources: The Personal MBA: Master the Art of Business by Josh Kaufman Quotes: "Marketing will be collecting the leads, and the sales will be like, selling to them." — Jason K Williamson. "My biggest goal is how can I take somebody who doesn't know who we are? Entice them with something." — Jason K Williamson. "Identify where exactly are you capturing leads." — Jason K Williamson. "Start collecting doesn't matter where you are or what you do, just start collecting more leads." — Jason K Williamson. "I always offer the best stuff up front.." — Jason K Williamson. Music from https://filmmusic.io "Cold Funk" by Kevin MacLeod https://incompetech.com License: CC by http://creativecommons.org/licenses/by/4.0

In this episode, I interview Dan Lancaster, owner of Dana Eating House based in Hobart, Australia. Dan together with his brother as co-owner has set up their own business to offer good food, booze and company. With over 12 years of experience working in different job positions in the same business industry, Dan decided to establish his own restaurant which he's been manifesting for a long time ago. Dana Eating House was established in 2020 and has been running for 2 years and counting. Growing his business with over $2.3 million mark in revenue and 11 FTEs. Dan has mentioned that communication and honesty are the habits that small businesses need to maintain. To further explain this, he added, "If you can't be honest with yourself and your team around you, and have difficult conversations and communicate effectively. To be honest, I think you'd have been in a bit of trouble making hard decisions." This Cast Covers: Dana itself is Sanskrit which means the act of cultivating generosity. Started his business during COVID-19 pandemic lockdown. A kind of high-capacity restaurant that provides food, booze, and company. Dana Eating House was his first owned business. Was able to fund their business through borrowing from his family members and a loan from the government. Dropped down the full-time equivalents to give an opportunity for staff to shine. Earned $2.3 million in revenue over their first year in business. Left school when he was 17 years old and jumped into hospitality. Manifesting restaurant ever since he was 18 years old. A good bookkeeper is vital to see the business grow. Links: Dan's Instagram Additional Resources: Dana Eating House E-Myth by Michael Gerber Quotes: "Surround yourself with people that are like-minded." —Dan Lancaster "Don't hire friends or people that are too close because it could create certain difficult areas in managing things." —Dan Lancaster "It's going to be hard but you're going to have probably the best time of your life." —Dan Lancaster "You got to spend money to make money." —Dan Lancaster "There are a lot of amazing things you can do in this industry." —Dan Lancaster Music from https://filmmusic.io "Cold Funk" by Kevin MacLeod https://incompetech.com. License: CC by http://creativecommons.org/licenses/by/4.0

In this episode, I interview Nicole Baldinu, an entrepreneur and Co-Founder of WebinarNinja & The $100 MBA. She's based in Sydney, Australia. Nicole was an ESL teacher for 12 years, went to film school, and then pursued a career in entrepreneurship. After working as an ESL teacher, Nicole decided to co-develop an idea, which is The $100 MBA that was launched in 2013; later on, WebinarNinja, which was established in 2014, earned 1 million ARR in USD in 2021. According to Nicole, the approach that small-medium business owners should develop and maintain is having an optimal state of mind because that's where your productivity depends. She said, "So the ability to call yourself out, when you recognize you're actually not in an optimal state of mind… realizing that hang on and making an emotional decision." This Cast Covers: How Troy found Nicole Baldinu. Webinars and Podcasts. Nicole's journey before heading out as an entrepreneur. Alpha and Beta stages of The $100 MBA and WebinarNinja. What is The $100 MBA? What is WebinarNinja? How both companies are funded. Having a healthy peer system, mentors, and coaches. Keeping an optimal state of mind. The importance of resiliency. Links: Nicole's LinkedIn Nicole's Twitter Nicole's Website Additional Resources: The Lean Startup: How Today's Entrepreneurs Use Continuous Innovation to Create Radically Successful Businesses by Eric Ries Think and Grow Rich by Napoleon Hill How to Win Friends and Influence People by Dale Carnegie Free Time by Jenny Blake Deploy Empathy by Michele Hansen Quotes: "Never to promise an exact date. Those early second estimates, then you double it." —Nicole Baldinu "You're part of this creation of something that didn't exist until you decide to make it happen. And then you see other people using that thing. That's an incredible feeling." —Nicole Baldinu "When leading a team; you have certain standards, you have certain beliefs in the way that you want things to be in the way you think they should be." —Nicole Baldinu "It's the creative process; nothing in business is fixed or permanent. You're constantly in flux, you're constantly in change. And that's exciting." —Nicole Baldinu "Focus on the work." —Nicole Baldinu Music from https://filmmusic.io "Cold Funk" by Kevin MacLeod https://incompetech.com. License: CC by http://creativecommons.org/licenses/by/4.0

For this week's Quick-Fire Friday episode, Rob interviews Karen Laos, who's based in San Francisco, California, United States. Karen's a Communication Expert, for almost three decades she's been coaching women in communication and she's also an International Best-Selling Author of Trust Your Own Voice. In the corporate world: communication, confidence, and negotiation are keys for a small-medium business owner to succeed; whether closing a sale with a customer or negotiating with an investor. Karen has mastered if not close to learning those three fields. She has developed effective techniques and strategies that business owners can use to improve their communication and boost their confidence, which will then lead to a fruitful negotiation. A lot of people think that what happens in a negotiation, is that one person wins and the other one loses. However, Karen believes that if it's like that, it's not a very productive path to go. "So, the number one thing is to think about it as a relationship. I am building a relationship here.", Karen said. This Cast Covers: The definition of communication. Knowing what matters to your audience. The definition of confidence. The correct mindset about the act of negotiation. Common thoughts of small-medium business owners at negotiating. Gaining confidence to get things started. Small-medium business owners own their worth. Preparing ahead for tough negotiations. Planting your foot at negotiation but still open for it. Minimizing rambling when communicating/negotiating. Links: Karen's Linkedin Karen's Facebook Karen's Website Additional Resources: Never Split the Difference: Negotiating As If Your Life Depended On It by Chris Voss Free PDF: 9 Words to Avoid & What to Say Instead Quotes: "You can negotiate. You don't have to just pay what's right there at face value." — Karen Laos. "If we're not understanding each other communication hasn't taken place." — Karen Laos. "The number one thing is always to know your audience." — Karen Laos. "Yeah, well, a lot of people look at negotiation, as if it's one person wins, and one person loses." — Karen Laos. "Yes, I'm going to go with how to stop rambling and get to the points. The number one thing in communication, particularly in a negotiation that I've noticed is people start talking too much, tripping over their words, or saying too many words." — Karen Laos. Music from https://filmmusic.io "Cold Funk" by Kevin MacLeod https://incompetech.com. License: CC by http://creativecommons.org/licenses/by/4.0

In this episode, I interview Alec Balcombe, the Co-Chief of Dodge based in Hobart, Australia. Alec together with his business partner, set up their business to provide Dodge, an all-natural, non-alcoholic, hangover preventative drink to the Australian and global market. From working as a furniture designer, Alec decided to enter various business industries until he found his current company in the industry of Food and Beverage Services. Dodge was established in 2021 and has been running for over a year now. Growing his business with over 5 FTEs. Alec mentioned that one habit a small business owner should maintain and develop is cleanliness because a clear space is a clear mind. So to fully achieve this, he encouraged business owners to have an absolute cleanliness site. He also added, "Everything's in the cloud, whichever cloud it is that you store your sheet in, keep it clean." This Cast Covers: Running an all-natural, non-alcoholic, hangover-preventative drink. Developed with Monash University over the past 18 months. Growing into 2 million dollars in revenue. Started his first business at the age of 21. From being a furniture designer to now more of a business person. Hustling and grinding to meet the standards of new opportunities. Jumped into a software business and developed a CRM. Providing a solid contribution to the success of a public headphone company. Mentors are significant to the productive and effective growth of any small business. Links: Alec's Linkedin Alec's Facebook Additional Resources: Dodge Contagious by Jonah Berger Quotes: "Surround yourself with people who are good at the things you don't know." —Alec Balcombe "It's so important to have the right capital up front." —Alec Balcombe "Do your homework, do your due diligence, and take your time." —Alec Balcombe "Hire people that can contribute to the success of the business and are motivated and have the skill to go." —Alec Balcombe "Surround yourself with smarter people." —Alec Balcombe Music from https://filmmusic.io "Cold Funk" by Kevin MacLeod https://incompetech.com. License: CC by http://creativecommons.org/licenses/by/4.0

In this episode, I interview Ian McCarthy the Founder, and CEO of Blue Claw Group based in Cape Cod, United States. Ian has set up his own business to provide landscape construction and maintenance services and assist contractors in their similar journeys. With over 20 years of experience working in different industries, Ian has decided to build his own contracting and consulting firm through his experience and the encouragement of his former and loyal employees. Blue Claw Associates was established in 2021 and has been running for over a year. Growing his business with over 10 million mark in revenue and 60 FTEs. Ian has said that growing a small business requires developing consistency in treating your employees right and making them feel not above you. So he says, "You keep a similar schedule so that you're available and your employees see you." This Cast Covers: Managing a business as a landscape and masonry contractor. Former accountant on Nantucket Island in the mid-90s. Started his business through his experience of handling clients with different kinds of businesses. Helping a lot of business owners around their country through his business workshops. Managed a sports business back in 2006. Dealing with a captive audience that needs them and appreciates the finer things in life. Learning how to build confidence in public speaking and engaging with people. Importance of showing good treatment and taking care of your employees. Went to numerous landscape conventions and trade shows. Getting the real value of the business by planning to sell it. Links: Ian's Linkedin Ian's Facebook Ian's Instagram Additional Resources: Blue Claw Group The E-Myth Revisited by Michael E. Gerber Quotes: "You have to be profitable to be sustainable, and then make clients happy." —Ian McCarthy "You're going after your prey and whatever you can do to get well known." —Ian McCarthy "You have to do what you have to do to make it right even if you did something wrong." —Ian McCarthy "Just be bold and be sociable, don't be afraid to ask for business." —Ian McCarthy "The key thing is to run a business while you own it as if you're planning on selling it." —Ian McCarthy Music from https://filmmusic.io "Cold Funk" by Kevin MacLeod https://incompetech.com. License: CC by http://creativecommons.org/licenses/by/4.0

For this week's episode, Rob interviews Kay Miller, based in Greater Seattle Area. Kay has a book called "Uncopyable Sales Secret" and was named salesperson of the year in the automotive muffler industry. A truly well-accomplished woman. Sales are more of an investigative journey, understanding the customer, and finding out what's important to them. From her years in the sales industry, Kay helps small-medium business owners by sharing her experience, lessons, and her book that the ideal sale is helping your customer buy. Kay said, "They have problems, they have scenarios they're working with, and they have outcomes that they want. And so, I think letting them describe that is helpful." This Cast Covers: Marketing and Selling. Experiences of Kay Miller. The definition of the word, marketing. Attracting the best prospects. Helping customers buy. The investigative journey in sales. The importance of discipline in sales. The importance of timely silence in sales. Listening, focusing, and delivering solutions to the customer. Links: Kay Miller Kay's Website Additional Resources: Uncopyable Sales Secrets: How to Create an Unfair Advantage and Outsell Your Competition by Kay Miller Free Ebook: Five Proven Secrets to Get in the Door Quotes: "Your goal with marketing is to attract the people who are going to be your very best prospects." — Kay Miller. "Sales is more of an investigative journey, understanding the customer, and finding out what's important to them before you tell them what you've got because you want to make that the solution to what they need." — Kay Miller. "Listening is I feel like it's a discipline." — Kay Miller. "It's just how you make them feel important when you listen to them." — Kay Miller. "One thing that I think salespeople are afraid of, and it takes some getting used to, is letting silence happen." — Kay Miller. Music from https://filmmusic.io "Cold Funk" by Kevin MacLeod https://incompetech.com. License: CC by http://creativecommons.org/licenses/by/4.0

In this episode, I interview Cairo Marsh the Founder, and CEO of Relativ* based in Tokyo, Japan. Cairo has set up his own business to help clients find solutions that build a profitable and sustainable connection with their customers. With over 6 years of working in agencies, Cairo has decided to leave his former job to build something new and try to put into effect his philosophy. Relativ* was established in 2018 and has been running for 4 years growing to 800% larger with over 31 FTEs. Cairo has said that growing a small business requires being stick-to-itiveness, for lack of a better way. So he says, "Whatever it takes, once you're out of the game, you're out of the game. The rule is to stay in the game." This Cast Covers: Focusing on marketing and advertising. Working with mainly multinational corporations. Understanding ways to connect with consumers. The premise is rooted in the idea of relationships. Helping clients find solutions that build that longer-term connection. From New York, now based in Tokyo for 13 years. Doing advertising for his whole career. Growing 800% larger with over 31 FTEs. Helping people bring great ideas to life. Learning how to become an authentic worker. Links: Cairo's Linkedin Cairo's Facebook Cairo's Twitter Additional Resources: Relativ* The Big Switch by Saul Griffith Tao Te Ching by Lao Tzu Quotes: "Success is doing the right work in the right way." —Cairo Marsh "You have to know what you stand on versus what your customer stands on. —Cairo Marsh "One of the biggest challenge that will make you stand out is staying true to what you believe." —Cairo Marsh "The joy and success in business is bringing great idea to life." —Cairo Marsh "Advertising is a great place to challenge the service model." —Cairo Marsh Music from https://filmmusic.io "Cold Funk" by Kevin MacLeod https://incompetech.com. License: CC by http://creativecommons.org/licenses/by/4.0

In this episode, I interview Steve McCullagh, the CEO of Healthy Business based in Hobart, Australia. Steve has set up his own business to support workplaces and people to improve health, safety, and well-being. With over 10 years of experience working as a sports physio, Steve has decided to change his career and pursue new opportunities related to health. Healthy Business was established in 2002 and has been running for over 20 years. From tracking down during the pandemic, now back into a growth phase for about 65% top-line highs with over 30 FTEs. Steve has said that growing a small business requires setting your own schedule and ensuring that you're not getting carried away by what presents itself. So he says, "I create windows at the front end of my week, in the back end of my week, there is scheduled time to do those types of things at the front end, it's about planning the week and at the back end." This Cast Covers: Running a professional services firm and working across the blue-collar, and white-collar. Providing workplace health, proactive, preventative health, and well-being services. Growing a 20-year-old health business firm fastly in almost 2 years of involvement. Learned about health and well-being from professional sports. Sharing practical tips on how to overcome and handle too much stress. Started as a contractor and did some consulting. Helping entrepreneurs become clear with their intentions to make aligned decisions. Learning how to maintain work-life balance by setting a proper schedule and self-scoring. Learning the importance of having awareness of marketing and power. From working as a sports physio to a CEO of a service firm. Links: Steve's Linkedin Additional Resources: Healthy Business Managing the Professional Service Firm by David Maister Building Story Brand by Donald Miller Quotes: "Success is looking back in life and being proud to have an impact." —Steve McCullagh "One of the most valuable things in business is having clarity." —Steve McCullagh "Understand that stress is normal and good, so interpret the issue and try to remove some emotions." —Steve McCullagh "Put the right people in the right roles and give them the right environment to become effective." —Steve McCullagh "Learn to love the challenges and cope with them in order for you to endure the trials." —Steve McCullagh Music from https://filmmusic.io "Cold Funk" by Kevin MacLeod https://incompetech.com. License: CC by http://creativecommons.org/licenses/by/4.0