Topics covered include:
00:00 – Can real estate really reduce taxes to zero?
01:33 – Why real estate is tax-efficient (depreciation explained)
02:36 – How cost segregation accelerates tax savings
04:43 – Why paper losses don’t automatically reduce your taxes
05:41 – Real Estate Professional Status (REPS) explained
07:38 – The catch: why this strategy is hard to qualify for
08:45 – Audit protection: documentation that matters
10:05 – Who this strategy actually works for
11:13 – Why strategy matters more than the investment itself

This episode is perfect for high-income earners, real estate investors, and business owners looking for legitimate ways to reduce their taxes.

📌 Want help strategizing your real estate for maximum tax savings?
Visit us at 👉 www.straighttalkcpas.com

It’s because they don’t fully understand that there are two completely different methods for deducting a car, and the choice between them has long-term financial consequences.

In this episode of Straight Talk CPAs, Salim Omar and Sabir break down how car deductions actually work, where most mistakes happen, and how to choose the method that makes sense for your situation.

They walk through:
• The difference between the standard mileage method and actual expense method
• Why the mileage method is simpler but not always optimal
• How the actual expense method can significantly increase deductions for certain vehicles
• A real example comparing a $60,000 vehicle under both methods
• Why your first-year decision is critical and impacts future deductions
• Common mistakes that can trigger IRS scrutiny (like no mileage logs or claiming 100% business use)
• High mileage vs low mileage scenarios and how they affect your outcome

One of the biggest takeaways:
There is no universal “best” method — the right choice depends entirely on your usage, vehicle cost, and long-term plan.

The wrong decision doesn’t just affect one year — it compounds over time.

The hosts break down the difference between profitability and stability, showing how predictability, cash awareness, and visibility are key to operating calmly and confidently. They share practical tools for business owners, including:

• 13-week cash projections to identify gaps between cash inflows and outflows
• Forward-looking scorecards and customized KPIs to guide decisions
• Weekly financial check-ins that provide clarity beyond traditional reports

Abhi and Salim also share real examples of cash management challenges in small businesses, like managing owner distributions, capital equipment purchases, and debt repayments. 

They explain how lack of visibility can create stress and frustration, even in profitable companies, and how business owners can use simple clarity tools to turn guesswork into predictable financial stability.

For more insights and guidance on financial clarity for your business, visit Straight Talk CPAs: www.straighttalkcpas.com

• Most business owners only take action near deadlines
• Compliance-first mindset: bookkeeping → filing → payment
• Lack of proactive strategy windows or mid-year review
• No forward-looking tax forecasting

Examples & Lessons:

• Missed IRA, HSA, and Solo 401(k) contributions due to timing issues
• Capital loss harvesting to free up cash without paying extra taxes
• Purchasing equipment or vehicles solely for tax deductions — when planning matters
• Avoiding underpayment or overpayment of estimated taxes

Strategic Planning:

• Review your tax position at least twice per year (mid-year and year-end)
• Shift from reactive to proactive to reduce stress and optimize cash flow

Tweetable Quotes:

"Enter the marketing conversation already happening in your prospects' heads." - James Brown
"Manage your business by data, not emotion." - James Brown
"Don't let anyone else drive your car when it comes to your business." - James Brown

Tweetable Quotes:

"Embrace the growth mindset for entrepreneurial success." - Clay Staires
"Your business should serve you, not the other way around." - Clay Staires
"Overcome limiting beliefs to manifest your business potential." - Clay Staires

Tweetable Quotes:

"We're all surrounded by relationships, especially in business." - Brad Englert
"Start with one relationship and build from there." - Brad Englert
"You don't have to be born with the ability to build relationships, you can learn it." - Brad Englert

Tweetable Quotes:

"Think about your listeners and your people that are talking. Do they know why they do what they do?" - Scott Jarred
"You deserve to be rich. You deserve to be wealthy. You deserve to live the life that you want. You deserve it. Let yourself out." - Scott Jarred

Tweetable Quotes:

"Knowledge transfer is the golden key for autonomous teams." - Alyson Caffrey
"Release the reins and watch your business flourish." - Alyson Caffrey

Tweetable Quotes:

"Knowing your audience is the cornerstone of growth." - Mary Anne Pruitt
"A media partner invests in your strategy, not just your spending." - Mary Anne Pruitt
"Marketing is a bridge supported by sales as one of its pillars." - Mary Anne Pruitt
 

Tweetable Quotes:

"Value is not about saving $100,000; it's about what we can replace." - Jody Grunder
"You don't just lose clients over price; it's about the value provided." - Jody Grinder

Tweetable Quotes:

"If you don't have anything nice to say, don't say anything at all. - Andy Buyting"
"Marketing should connect with an audience's fears and desires. - Andy Buyting"
"Build your sales process like an assembly line for efficiency. - Andy Buyting"
"Print's credibility trumps digital's fleeting nature. - Andy Buyting"

Tweetable Quotes:

"Positive psychology is the science of why some people thrive and why some people don't." - Aaron Marcum
"Your guiding truths create greater financial freedom." - Aaron Marcum

**Key Strategies to Uncover Hidden Business Opportunities**

- Chad Jenkins is a lifelong entrepreneur with methods that redefine business growth
- Entrepreneurs often miss hidden opportunities that could be game changers
- Conventional wisdom vs. authentic resource expression
- Differentiating between surface-level and authentic solutions

**The Just Add Zero Philosophy for Business Growth**

- The psychological impact of adding a zero to your income goals
- Creating larger goals can lead to unconventional solutions and exponential growth

**Embracing Collaboration for Exponential Growth**

- Collaboration can break resource limitations
- Seeking best-in-class partners can create advantageous growth strategies
- Future money partnership creates incentive for higher performance

**Removing Friction with SeedSpark Growth Academy**

- The 'Remove the Film' method stands for Friction, Identification, and Leveraging the Market
- Listening effectively reveals existing frictions, which can be transformed into competitive advantages

**Concluding Thoughts on Growth and Potential**

- Chad Jenkins discusses the importance of curiosity and efficiency
- Better is infinite: the mindset of continuous improvement and curiosity as a secret to success

Tweetable Quotes:

"Unconventional thinking leads to unconventional results." - Chad Jenkins

"By adding a zero, your brain works backwards to make it reality." - Chad Jenkins

"Future money partnership motivates higher performance." - Chad Jenkins

Tweetable Quote:

"Treat lawyers like primary care, not emergency rooms." - Scott Reid

"Your small business is the best avenue to achieve your dreams." - Scott Reib

"Build your business - and its legal foundation - as strong as bedrock." - Scott Reib

Tweetable Quotes:

"Leverage OPP for instant audience reach." - Tom Schwab
"Podcasts convert conversations into customers." - Tom Schwab
"Systemization is the backbone of business efficiency." - Tom Schwab

Tweetable Quotes:

"Building a tribe and standout company culture are the cornerstones of exponential growth." - Matt Davis
"Measuring metrics turns a good business into a great one." - Matt Davis
"Delegation is an art; don't just hand over tasks, provide strategy and feedback." - Matt Davis

Tweetable Quotes:

"Most people that have left corporate America never thought they'd have to sell." - Donnie Boivin
"Once you become human, it becomes a conversation versus a sales call." - Donnie Boivin
"Your business should be like a farm, do the work until the work's done." - Donnie Boivin

Tweetable Quotes:

"Time is more valuable than money for premium buyers." - Fabi Paolini
"It's about the victor's language, not the victim's." - Fabi Paolini
"Money is an exchange of value. Put value out, get value back." - Fabi Paolini

Tweetable Quotes:

"Branding is not just a service; it's empowering and teaching." - Rich Kozak
"Speak the 'care abouts' to truly resonate with your audience." - Rich Kozak

Tweetable Quotes:

"Life and business success are deeply entwined with energy and emotions." - Bill Heinrich
"Embrace the present moment for impactful decision-making." - Bill Heinrich
"Discovering your energetic DNA can reshape your business journey." - Bill Heinrich

• From law school and fundraising and employing high-level strategies with a small team

• Gaining inspiration from community leaders who stepped up to lead nonprofits and volunteerism

• Small businesses are impactful and great for innovation, agility, and building something that lasts



[07:18 - 23:08] Managing Chaos in Small Business: Identifying the Culprits

• The four symptoms of chaos are cash flow, wearing too many hats, team issues, and inability to scale

• Have an honest conversation; create your life plan and how the business fits into it

• Make a life plan, articulate the vision of the business, revisit the life plan, and make small shifts in the business

• Spend more time working on the business instead of in the business

[23:09 - 29:48] Creating a Life Plan and Business That Fits

• Became a rallying call for the team not to drop the ball

• Business owners should audit their businesses and set realistic goals

• Reach out to Kerry-Ann!

Connect with Kerry-Ann through her website https://www.trafalgarstrategies.co/ and check out her free ebook at https://www.nobusinesschaos.com/! 

Resources Mentioned

Good to Great by Jim Collins

BE 2.0 (Beyond Entrepreneurship 2.0) by Jim Collins and William Lazier

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Tweetable Quotes



“The idea [for a business] is not the only thing that really matters. You have a way to serve the world, a way to provide a product or a service or some sort of benefit… You provide opportunities for other people; you are supporting the community.” - Kerry-Ann Powell

“What's your life plan? Do you have a vision of how you want your life to be? The vision of the business should fit into your life plan.” - Kerry-Ann Powell

• Hitting the ceiling in corporate America, then choosing to follow his passion
• Paul on creating a consulting company growing into seven figures by helping clients
• Accept where you're at, create automation, set up a savings account, and put money in regularly
• Passive income can be created through investments in the stock market – seek long-term



[06:42 - 14:38] Buffett's Investment Strategy and Teaching Family About Money

• Be patient - developing wealth can be slow and boring most of the time
• Stay disciplined and consistent when investing in the stock market
• Don't get caught up in the hype of investments - compound interest is key 
• Teach kids about money (investment, savings, stocks, etc.) from an early age

[14:39 - 21:01] Communication and Transparency: Keys to Successful Relationships

• Openly discuss financial goals with your spouse
• Enjoy the journey, have fun, and be grateful along the way
• Reach out to Paul Halme!

Connect with Paul through his website https://paulhalme.com/ and Instagram @paul.halme

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Tweetable Quotes

 “You have to have discipline and a system that you're following and listening to and not getting caught up in the hype. You got to weigh the risk to reward.” - Paul Halme

“We're constantly looking forward and striving… then we lose the road, the journey to that destination. It requires a certain level of mindfulness and just stopping and saying, we've got so much and being mindful to count our blessings.” - Salim Omar

• Atiba Souza on getting started in the “search game” from way back in 1996

• Being at the top of Google search is the target; utilize video marketing

• Create videos that answer customer questions and optimize them

• Positioning of your video is more important than the number of views

[11:25 - 22:54] How to Position Your Videos for Maximum Results

• Know your ideal customer and their questions before creating a content strategy

• Atiba introduces a step-by-step approach to publishing organic video content

• Authenticity is key - people want to connect with real thought leaders in their industry

[22:55 - 25:52] Uncover the Secrets to YouTube Success

• Google loves consistency, so post videos as often as possible

• Commit to producing content with a consistent schedule

• Reach out to Atiba Souza!

Connect with Atiba through LinkedIn https://www.linkedin.com/in/atibadesouza. 

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Tweetable Quotes

 “Organic video marketing is centered around the concept of you understanding exactly what questions are that your customer is asking, and then creating videos that answer them.” - Atiba Souza

“We want authenticity as human beings. We're coming out of an age of fake news, overproducing things… Recreate that friendly vibe to let people know that you're real, to let people know that you're authentic.” - Atiba Souza

• Mark Savant on starting a podcast production agency and being a podcast host

• How podcasting is not like running ads, building trust and relationships with listeners

• Why you should take advantage of the premium space of podcasting

• Consider sponsorships, advertising, or using podcasts as a direct sales tool to monetize

[08:12 - 14:37] Mark’s 4 Years of Podcasting and Lessons Learned

• Realize the learning curve to podcasting and the time and money to build up listenership

• Finding a trusted group, advisor, or framework can help expedite the process

• The key is being as clear as possible to whom you are speaking to for more impact

• Repurpose content from podcasts into other forms (social media posts, blog posts, etc.)

[14:38 - 20:13] Mark Savant's Advice on Small Business Success

• Starting a business requires time and money - be sure it's worth it before investing

• When starting a business, it is important to consider why nobody else is doing it

• Find a proven system that people are making money in and put your own spin on it

• Do due diligence and do not take things at face value

[20:14 - 24:04] Closing Segment

• Reach out to Mark Savant!

Connect with Mark through his website https://marksavantmedia.com/listen/. You can also reach him through LinkedIn https://www.linkedin.com/in/mark-savant/.

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Tweetable Quotes

"Everyone needs to understand that there is a learning curve [in podcasting]...  find a system, find a framework, find someone that can kind of lead you through the process." - Mark Savant

“Be as clear as possible on who you speak to, who is listening to you. The more clear we are as soon as possible on who we speak to, the problem that we solve, how we solve it, and what success looks like, the more impactful our show will be." - Mark Savant

• Jeff Kikel on his backstory in the financial industry and his entrepreneurial journey
• Defining what it means to achieve Freedom Day for a business owner
• Why business owners should pay themselves and not just their staff
• Have a vision of having other streams of income within your business

[11:36 - 18:48] Jeff Kikel's Tips for Small Business Success

• Extracting oneself from the business is tough, but necessary.
• Having clear KPIs is essential to success 
• Jeff shares his entrepreneurial challenge: Not watching financials closely enough

[18:49 - 22:54] A Step-by-Step Guide to Freedom Day

• Sit down and write out a budget to understand what you spend
• Lay out your debt and find ways to improve your financial situation
• Unsubscribe from unnecessary subscriptions using https://www.rocketmoney.com/
• Generate additional income and apply to debt and savings

[22:55 - 24:10] Closing Segment

• Reach out to Jeff Kikel!

Connect with Jeff through his email jeff@jeffkikel.com. You can also reach him through LinkedIn https://www.linkedin.com/in/jeffkikel/. 

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Tweetable Quotes
 

 “Freedom Day is looking at not only creating a business, but also looking at other ways that you can create income streams within that business.” - Jeff Kikel

“You have got to be able to extract yourself from the business. It's always tough as an entrepreneur to do that. You have to be able to step back and say, okay, there are people that can run this business better than I do.” - Jeff Kikel

• Glenn Poulos' backstory from a civil servant to a successful founder and sales leader

• The key skill and separating factor to creating two multimillion-dollar companies

• Understanding the difference between marketing and sales for small business owners

• Never Sit in the Lobby is a book about 57 techniques for building a business and growing a career in selling

[10:52 - 19:41] Unlocking the Secrets of Engaging Customers and Growing Your Business

• A common mistake salespeople make is implied familiarity also breeds contempt

• A sales principle to keep in mind: The customer is the one closing, not the salesperson

• Salespeople often try to close customers too quickly without engaging them properly

[19:42 - 24:03] The Separating Factor Between Excellent Leaders and Everyone Else

• The job of the boss is to make decisions and be a leader, not do everything

• The book Never Sit in the Lobby contains 30 years of experience in creating successful multimillion-dollar organizations

• Reach out to Glenn Poulos!

Interested in crafting the perfect pitch and closing deals? Connect with Glenn through his website Glenn Poulos. Also, check out his book Never Sit in the Lobby.

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Tweetable Quotes

 “The separating factor from a series of successes and nonsuccess is taking action in the face of fear, danger, uncertainty, or any other misgiving that you might have.” - Glenn Poulos

“The real people that make a difference are the ones that take action. They put their money where their mouth is. They take a step forward when other people are hesitating. And these little differences make all the difference.” - Glenn Poulos

• Blaine Oelkers is the Chief Results Officer and helps people take control of their lives by taking control of themselves
• He shares his story of how he became a work from home dad 27 years ago
• He talks about the concept of the "30 minute hour" - getting an hour's worth of stuff done in just 30 minutes

[07:00 - 14:01] Get 3-10x More Done

• Take 30 minute hours to do things for yourself, like power naps or listening to a podcast
• Use the 80/20 rule to focus on 20% of tasks that produce 80% of results
• Delegate tasks to others when possible

[14:02 - 21:02] Releasing Your Inner Perfectionist to Achieve 30 Minute Hours

• Positive procrastination to open up time for more important stuff
• Multitasking can be done with high quality
• Release inner perfectionist - done is better than perfect

[21:03 - 26:04] Closing Segment

• Reach out to Blaine Oelkers!

Ready to transform the sales experience and close more deals? Connect with Blaine and join their program at blainetedx.com

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Tweetable Quotes

“Done is better than perfect and bring some of that back into your regular day. It doesn't need to be perfect. Someone else can do it.” - Blaine Oelkers

“Every time you listen to a podcast, you're pouring in the positive and the solution to pollution is dilution.” - Blaine Oelkers

• Fitz is a prominent and compelling fitness expert and race announcer in America
• She is passionate about guiding others to live better and longer through her company Fit Fitness
• Her strategy is to be honest and tell the truth about fitness

[07:50 - 15:35] Take Control of Your Life

• Be passionate about what you do
• Don't be afraid to market yourself and don't be afraid of rejection
• Make decisions for yourself and go hunt down something that fills you with joy and money

[15:36 - 23:15] Overcoming Adversity: How Fitz Kohler Tripled Her Business Despite Cancer Diagnosis

• She decided to not miss any special moments with her kids and pursue her career no matter what
• People connected with her more when they saw her still doing what she do while bald, gray and scrawny

[23:16 - 30:33] Fitz's Noisy Cancer Comeback

• She became more authentic and real to the audience
• She encourage taking care of oneself mentally and physically
• She recommends surrounding oneself with passions and people one cares about

[30:34 - 31:35] Closing Segment

• Reach out to Fitz Koehler!

Ready to transform the sales experience and close more deals? Connect with Fitz and join their program at fitzness.com

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Tweetable Quotes

 “Staying home was not the answer for someone like me going out, hugging thousands of sweaty germy strangers to build me up with the good stuff.” - Fitz Koehler

“Choose a career that you are willing to do with a potentially terminal illness.” - Fitz Koehler

• No shows are a common problem for appointment-based businesses
• Jonathan Zacks is the co-founder of Go Reminders, a program that helps reduce no shows
• Jonathan's background is in technology consulting and he focuses on making technology easy for his clients

[06:05 - 11:39] Lessons on Decision-Making and the Pitfalls of Ignoring No-Shows in Business

• Making decisions quickly can improve decision-making skills
• No-shows can lead to long-term revenue loss
• Solving no-shows can improve bottom line and save time

[11:40 - 17:11] How to Tackle No-Shows in Business: Tips and Strategies for Long-Term Relief

• Focusing on why people don't show up can be counterproductive
• Reminders are key to reducing no-shows
• Don't call people for reminders, save phone calls for emergencies

[17:12 - 22:11] Closing Segment

• Reach out to Jonathan Zacks!

Ready to transform the sales experience and close more deals? Connect with Jonathan and join their program at goreminders.com

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Tweetable Quotes

 “Make sure you communicate value.” - Jonathan Zacks

“The faster that I make decisions, the better I get at making the decisions also.” - Jonathan Zacks

• Planning for compensation and perks is a common issue for business owners
• The stage of the business life cycle (starting, growth, mature, transferring/exit) affects strategies

[06:20 - 12:35] Equitable Ownership Structures for Multigenerational Businesses

• Active members can gradually accumulate more stock thanks to the ownership structure
• Collaboration and flexibility in shareholder agreements are essential for multigenerational businesses
• Without a solution, shareholder conflicts and hostility may develop

[12:36 - 18:34] Enhancing Business Value and Retaining Talent

• Planning ahead raises the worth of a firm
• Employees can cooperate toward a single goal by sharing the company's vision
• Team Building exercises promote culture and foster a sense of belonging

[18:35 - 21:34] Closing Segment

• Reach out to Matthew DelPriore!

Ready to transform the sales experience and close more deals? Connect with Matthew and join their program at fortislux.com

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Tweetable Quotes

 “It's always good to carve out some time during your week or month, to look at the business.” - Matthew DelPriore

“The more systems, processes that are in place, the more things that I know can run smoothly.” - Matthew DelPriore

• Kevin Palmeiri's story of leaving a high-paying job for podcasting and entrepreneurship
• The importance of consistency in achieving success in business and personal growth
• Struggle as an inevitable part of achieving big goals and growth

[07:58 - 15:21] Self-Awareness and Consistency for Building Confidence in Entrepreneurs

• The importance of seeking advice that focuses on numbers and keeping things together
• How confidence is essential for taking action and setting bigger goals
• Why living within our comfort zone keeps us small and how we need to find our learning zone

[15:22 - 22:49] Unlocking Confidence, Purpose, and Vulnerability

• Stepping outside of your comfort zone is crucial for personal growth
• How vulnerability allows for deeper connections in relationships
• The significance of treating your life like you do your business to achieve overall success

[22:50 - 23:49] Closing Segment

• Reach out to Kevin Palmeiri!

Ready to transform the sales experience and close more deals? Connect with Kevin and join their program at instagram.com/neverquitkid and nextleveluniverse.com.

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Tweetable Quotes

 “I believe that the level of your goals dictates the level of your struggle.” - Kevin Palmeiri

“I would say the biggest thing that I have learned is every single person walking the planet has some type of adversity.” - Kevin Palmeiri

• Introduction of Jason Hopcus, a motivator and catalyst for cultural change
• Mental health is something everyone has, with varying degrees of good or poor mental health
• Stress and anxiety are common challenges for business owners and entrepreneurs



[06:02 - 11:42] Tips for Overcoming Mental Health Struggles as an Entrepreneur

• Everyone struggles in some way, and it's important to recognize this
• Commitment and consistency are important for long-term results
• Releasing blocks and limitations starts with a willingness to look at them

[11:43 - 17:39] Seeking Help and Support in Overcoming Life's Obstacles

• Willingness to look at and recognize problems is key
• Finding resources and asking for help is important
• Underserved communities in mental health include responders, teens/youth, and those with high rates of anxiety/depression/suicidal ideation/substance abuse

[17:40 - 23:04] Closing Segment

• Reach out to Jason Hopcus!

Ready to transform the sales experience and close more deals? Connect with Jason and join their program at realpeoplereallife.org and namiadco.org.

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Tweetable Quotes

 “It is okay to ask for help. It is okay to recognize that you are struggling or you don't have the answer to something, to reach out and find somebody that can help you.” - Jason Hopcus

“I think if you show up recognizing that the things that are in your life are there for a reason. Good or bad, you will learn something about yourself.” - Jason Hopcus

• Welcoming Patrick Kagan to the show
• Differentiation occurs in the customer's mind long before it occurs in the salesperson or business owner's world in reality
• The Jiminy Cricket Effect changes that where your customer, when they stay awake at night, they're thinking about you
• Differentiation will create top line growth, bottom line growth and customer satisfaction
• Business owners should understand the concept of differentiation and attempt to differentiate themselves when they are in front of their clients or perspective clients

[06:24 - 12:58] Unlocking the Power of Differentiation: 4 Disciplines to Help Small Business Owners Stand Out

• Locally owned business with 25 years of experience and nationwide distribution
• Utilizing recycled products to differentiate from competitors
• Need to identify distinguishable factors that make the business unique
• 4 disciplines of differentiation: hate current situation, inspect what is expected, practice on a daily basis, and practice patience
• Differentiation includes benefit selling but is not the same as benefit selling
• Mindset is key to differentiation - focus on identifying the customer's problem and looking for bigger problems than what they describe

[12:59 - 19:16] Uncovering the Secrets to Growing Your Business 

• Open dialogue with customers/prospects to understand their ideal salesperson
• Know your business and what makes it work, measure the right thing
• Sales numbers may not be indicative of actual success
• Tactics can help achieve strategy, but must be used correctly
• Take better care of yourself than your smartphone for business success
• Book provides roadmap to build abundance in business and life

[19:17 - 21:52] Closing Segment

• Reach out to Patrick Kagan!

Ready to transform the sales experience and close more deals? Connect with Patrick and join their program at pksolutionsgroup.com.

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Tweetable Quotes

 “So think of sales like getting a college.” - Patrick Kagan

“Fix the greater problem.” - Patrick Kagan

• Welcoming Tommy Breedlove to the show
• Tommy experienced a transformational moment inspiring him to walk away from the corporate world
• Legendary means leaving the world better than you found it and living a life of significance
• Key learnings as a business owner: knowing yourself, being confident, optimistic, authentic, and consistent; understanding that success is not only about money but also about relationships; and being willing to do the hard work

[07:38 - 14:44] 3 Lessons Learned from an Entrepreneur: Quality Over Quantity, Lead Yourself, and Don't Do It Alone

• Stay in your lane, take action, never give up and never compare yourself to others
• Lead yourself by doing the hard work every day to be stronger mentally, emotionally, spiritually, and physically
• Cannot do it alone - need a tribe of people around you to help and hold you accountable
• Quality over quantity - be present when with family/friends and focus on business when working
• Look in the mirror and get a trusted advisor to help with the next phase of life

[14:45 - 22:05] Participate in Your Own Rescue: No Magic Pill, No One Owes You Anything

• Accountability starts with ourselves
• Having a trusted peer, a mastermind group, a coach, and your significant other is vital in life
• Culture is key when it comes to finding employees
• People want to follow a company that is doing something with great culture, leadership, and cares about them as people

[22:06 - 23:23] Closing Segment

• Reach out to Tommy Breedlove!

Ready to transform the sales experience and close more deals? Connect with Tommy and join their program at tommybreedlove.com.

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Tweetable Quotes

 “You've got to find your tribe.” - Tommy Breedlove

“If you are having trouble finding people, it means you don't know who you are and your why.” - Tommy Breedlove

In this episode, we delve into the intersection of entrepreneurship and service. Listen as we talk about the importance of escaping your comfort zone and owning your value as an entrepreneur.

[00:01 - 07:30] Entrepreneurship and Service: Why Caring is Key

• As an Iranian Christian immigrant to Canada, Nicky discusses the importance of freedom and entrepreneurship as an expression of it.
• Many entrepreneurs struggle to show their caring nature for fear of appearing salesy, but reframing sales as a service can make all the difference.
• A clear and compelling message that speaks to people's pain and the solutions you offer is key to gaining trust and winning business.

[07:31 - 14:31] How Entrepreneurs Can Escape Their Comfort Zone and Own Their Value

• The key to serving others is to focus your attention on them and their needs and away from yourself
• Understand your "why" and use it as a driving force to create momentum in your entrepreneurial journey
• Own your value and charge based on the solution you provide, not just what the market trends dictate
• The consequences of undercharging – If you don't get what you should get, you won't give what you should give

[14:32 - 22:55] The Difference Between an Expert and a Thought Leader: Why Small Business Owners Should Pay Attention

• Nicky pinpoints two reasons why entrepreneurs undercharge and how they can come back to their value 
• To determine the value of a service, consider the cost to the client of not solving the problem
• How to create a compelling personal brand through thought leadership: The difference between a ‘thought leader’ and an ‘expert’
  • Thought leaders are authorities in their space and attract people to seek them out

Connect with Nicky Billou by visiting his websites:

https://ecircleacademy.com

https://www.thethoughtleaderrevolution.com  

You can also find him on LinkedIn, Instagram, and Facebook

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Tweetable Quotes

“When people are paying, they value it. Now, obviously, you gotta have something that's worth it… But if you do have something that's valuable if you do have something that solves a problem and you charge properly, they will show up ready to work and that means they get results.”  – Nicky Billou

“You should be getting paid, not based on what the market is doing, but based on the value of the solution you provide to people.” – Nicky Billou 

“People are afraid of being seen as salesy. Reframe that from ‘salesy’ to ‘service.’ No one wants to be sold, but everybody wants a caring person to serve them.”  – Nicky Billou

• Welcoming Andrew Allemann to the show
• Andrew has been podcasting since 2005 and started podcastguests.com in 2016
• Andrew and his wife are both podcasters and understand the challenges of hosting a show

[04:13 - 08:08] Benefits for Guests and Podcasters Alike

• Benefits of appearing as a guest on a podcast include growing your audience and brand, potentially gaining new customers, and educating the audience
• Benefits for the podcaster include having guests that bring their own audience to the show, entertaining and educating the audience, and creating relationships
• Content marketing is an effective way to start conversations with potential clients and build quality clients
• Podcasting is one popular medium but other forms of content such as writing books, special reports, blog content, etc. should also be part of the mix

[08:09 - 11:58] Crafting the Perfect Pitch for Podcast Guests: Focus on Fit Over Size

• Create a one sheet to pitch yourself as a guest on podcasts
• List topics you can talk about that are related
• Include what you will do to help promote the show afterward
• Customize the pitch to the show and explain why you are a fit for the audience
• Focus on fit over size when starting out 
• Think of it as practice and face every question possible

[11:59 - 15:43] Tips for Selecting the Perfect Podcast Guest

• Companies selling alarm services can be guests on podcasts
• Look for niche podcasts related to safety, security, and technology
• Screen potential guests to ensure they are not pitching a product or service
• Consider smaller players in the space who will work to promote the show after appearing

[15:44 - 19:04] Closing Segment

• Reach out to Andrew Allemann!

Ready to transform the sales experience and close more deals? Connect with Andrew and join their program at podcastguests.com.

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Tweetable Quotes

 “So when you actually craft a pitch to a show, you wanna definitely customize it to the show.” - Andrew Allemann

“When given the choice, go after those podcasts that are a good fit for you as opposed to the size of the shows.” - Andrew Allemann

• Welcoming John Chisum to the show
• From victim to a six-figure business
• John's story is one of transformation and overcoming resistance

[07:23 - 14:33] From Hopelessness to Creative Living: A 58-Year-Old's Journey of Self-Discovery

• Lost creativity due to downsizing
• Could easily spot limitations and blind spots in others, but not in self
• Fell into a dark pit of hopelessness and apathy
• Immersed self in motivational materials to regain sense of creativity
• Learned to be creative in business, marketing, content, and social media
• Realized need to be a good human and make contribution to the world
• Found creativity even in finances and tax laws

[14:34 - 21:43] Creatively Serving Your Clientele: How to Connect with Your Audience and Meet Their Needs

• Every artist wants to be seen, loved, acknowledged, and appreciated
• When John first started his business, he realized that less than 1% of aspiring songwriters have songs that are commercial enough to make it out there
• Creativity in marketing is speaking their language 
• Small businesses need to speak in terms of their customers' interests in order to get them interested
• John had to learn to turn his website away from being all about him and make his audience the hero
• Businesses need to take ownership and learn how to creatively connect into the needs of their clients

[21:44 - 27:12] Unlocking Success Through Service: John Chisholm Shares His Favorite Entrepreneurial Resources

• Making it about them is a necessary reminder to always do that because we get the best results and make the biggest impact
• Every person on the planet is tuned to the same radio frequency WIFM (What's In It For Me)
• We have to filter out all the ads that don't enhance our lives
• As business owners, it's easy to get focused on ourselves and think of our own needs instead of how many more people can we serve
• It's just human tendency even for us as business owners to get into a fearfulness and scarcity mindset  

[27:13 - 29:41] Closing Segment

• Reach out to John Chisum!

Ready to transform the sales experience and close more deals? Connect with John and join their program at johnchisum.com.

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Tweetable Quotes

 “You're responsible for how you present yourself and your products to the world.” - John Chisum

“Every artist wants to be seen, loved, acknowledged, appreciated.” - John Chisum

• Welcoming Brittany Gregorio to the show
• Unlocking the Secrets of Small Business Success 
• Leverage personal stories, why the business was built, testimonials, etc. to create awareness

[06:54 - 13:07] Unlock Your Differentiating Factors and Create Authentic Content to Grow Your Business

• Content should include origin story, differentiating factors, and personal stories 
• Content should be innovative, fresh, and stand out from competitors
• Business owners should look inwards to find their unique story 
• Content should be consistent and frequent to connect with the audience 
• Content should address the likes, dislikes, wants, and needs of the ideal client

[13:08 - 19:35] Overcoming Challenges to Become an Authentic Brand: How One Entrepreneur Found Success in Content Marketing

• Exceptional content always translates to conversions
• Create super fans by converting cold leads with amazing content 
• Market to message match is key for relevance 
• Ask questions to get into the minds of ideal customers and current clients 
• Content marketing accelerates growth by reaching more people than one-on-one conversations 
• Biggest challenge was being authentic with self and brand 
• Avoiding toxic people and programs led to burning out quickly

[19:36 - 23:58] Closing Segment

• Reach out to Brittany Gregorio!

Ready to transform the sales experience and close more deals? Connect with Brittany and join their program at craftedcontentagency.com.

LinkedIn: https://www.linkedin.com/in/brittanygregorio

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Tweetable Quotes

 “The best thing that you can do is ask questions.” - Brittany Gregorio

“You need to incorporate a piece of your story into your content.” - Brittany Gregorio

• Welcoming La'Quita Monley to the show
• Why her and her husband’s first real estate deal failed miserably, leaving them homeless
• How they learned money management

[06:29 - 13:00] Overcoming Adversity: How to Develop a Growth Mindset and Utilize Your Power Team to Push Forward

• How she saved up enough money to buy a real estate program 
• How she purchased an investment property without due diligence and became homeless
• How she learned the importance of mindset and association in overcoming adversity
• A need to look for opportunity in adverse situations and have a power team to help

[13:01 - 19:45] Rekindling Your Passion: How to Re-Train Your Mindset and Find Fulfillment in Your Business

• Why it is important to have people connected to you that can help strengthen your mindset
• Why our brains are amazing muscles that can be trained and retrained to have a different mindset
• Advice for business owners who have lost their spark

[19:46 - 26:42] Navigating the Interesting Dynamic of Business Partnerships with Your Spouse

• Need to be open and flexible to change 
• Need to understand each other's personality types and communication styles 
• When hiring, need to consider personality type for each position

[26:42 - 28:16] Closing Segment

• Reach out to La'Quita!

Ready to transform the sales experience and close more deals? Connect with La'Quita and join their program at laquitamonley.com/.

LinkedIn: https://www.linkedin.com/in/laquitamonley/

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Tweetable Quotes

 “I firmly believe that as we grow what we have defined as success, it should grow and change as we grow and change.” - La'Quita Monley

“What I've learned is that my mindset matters.” - La'Quita Monley

• Welcoming Mark Havenner to the show
• Why small businesses are struggling with marketing
• Why there are other strategies that better align with their goals, instead of dumping of big amounts of money

[04:10 - 13:46] Aligning Market Strategies with Goals

• Why marketing is supposed to have goals and objectives
• Why effective marketing is really about a specific goal
• Why the best strategy is to really think about your purpose
• Things a business owner needs to get back to purpose
• If you understand what the customer wants and why and how you're fixing their problem, you're going to succeed
• Creating a value proposition
• Coming back to your purpose and vision

[13:47 - 21:38] A Matter of Burnout

• Why founders become their own bottlenecks
• Why trusting your people can get you out of burnout
• Understanding why you exist and aligning your marketing around that

[21:39 - 23:51] Closing Segment

• Reach out to Mark!

Ready to transform the sales experience and close more deals? Connect with Mark and join their program at havenner.com.

LinkedIn: https://www.linkedin.com/in/havenner

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Tweetable Quotes

 “Just allow people to succeed and fail because their failure isn't gonna destroy your business, but you working yourself to the bone will.” - Mark Havenner

“Once you've defined your purpose and you understand why you exist, what you're trying to do for the world, the industry, the community, the people. Then all of your marketing and communications and PR needs to align around that.” - Mark Havenner

• Welcoming Peter Mohr to the show
•  How to run several businesses:
• Aligning everything using the 5 Ps framework

[05:26 - 19:32] Unpacking the 5 Ps

Peter shares about the 5 Ps:

• It all starts with the right promise and the promise to the client
• Understanding your promise
• Understanding what the problem that they have:
• What problem are you solving
• How are you uniquely are you solving the problem than anybody else
• The product or service
• Just because you've offered a product or service for a very long period doesn't mean you have to keep doing it, and it doesn't imply that your customers still value it
• Process in the business
• Why we really need to dig back all the processes
• What is the process to those things? 
• How does it lay out?
• Is everybody following them?
• Decisions should be made always at the lowest possible level of every organization
• 3 different categories of people
• Your ideal client
• Your ideal teammate
• The outsource suppliers that help deliver your promise to your clients
• Profit giving us freedom
• Honing your profit
• How the business owner's freedom comes from profit, which is more than just money

[19:33 - 27:08] What Entrepreneurs Need to Know

• Why entrepreneurs and business owners need to provide clarity to everyone within their sphere of influence
• Having a benchmark to work with
• Why repetition is the mother of skill 
• Why communication is important
• A meeting framework on a regular basis:
• Meeting once a month as a management team for a half day
• Meeting weekly for an hour
• Using a voice app called Voxer on a daily basis to vox each other the 3 priorities for the day 

[27:09 - 29:10] Closing Segment

• Reach out to Peter!

Ready to transform the sales experience and close more deals? Connect with Peter and join their program at https://simplifyingentrepreneurship.com/.

LinkedIn: https://ca.linkedin.com/in/petermohr

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Tweetable Quotes

 “I think the big thing that happens here is entrepreneurs, business owners need to provide clarity to everybody within their sphere of influence.” - Peter Mohr

“The idea around if it's only in your head and it's not communicated throughout, everybody that needs to know, then that's a problem.” - Peter Mohr

• Welcoming Lynn Whitbeck
• Lynn’s experience with sales and closing multimillion-dollar deals all over the world
• Her core value is to be of service and that means having a passion in terms of helping others

[04:12 - 23:58] What Is the Secret to Effective and Effortless Revenue Growth?

Lynn shares three very solid sales strategies and these are:

• Client Thinking 
  • It’s putting yourself in your client’s shoes and understanding what they want, need, or lack
  • How do you think like a client? What’s the process?
    • It entails lots of questioning and listening in order to identify their need and for you to determine how to connect effectively 
    • It’s about understanding clients’ whys and why it matters to them and what’s in it for them
    • They work with your business so they can what
• Client Journey
  • It’s looking for the right information and asking the right questions for you to guide your client effectively in their journey until you get those referrals as a reward
  • How does creating a delightful client journey affect sales?
    • By identifying areas where there are gaps and friction, and where you excel, you are developing a more predictable, repeatable process that will operationally boost your revenue and permit you to expand. 
    • Simply put as you will speak out for yourself. If you did well, you will get those referrals and so your revenue will grow 
• Planned Follow-Up 
  • How does planned follow-up affect sales?
    • Lynn shared that 50% of the sales take place after the 5th follow up whereas most salespeople give up after the 4th follow-up. 
    • Doing follow-up not only speeds up the process but also displays your value and what it's like to work with you. It establishes your credibility, capability, and trustworthiness to your client
  • How can you follow up without annoying your clients or driving them away? 
    • Lynn recommends a follow-up strategy called “Triumphant Triangle” 
      • It’s all about asking the right questions to create a client profile for you to come up with the best strategy that will work 
      • Creatively plan strategies on how you can send follow up through different platforms or channels 
      • Create different versions of the same content but deliver it in different ways. The response rate for follow-up made through different channels is better compared to the same information done repeatedly using the same channel

[23:22 - 24:26] Closing Segment

• Connect with Lynn Whitbeck for more sales strategy

Ready to transform the sales experience and close more deals? Connect with Lynn by visiting her website at https://petite2queen.com/ or connect with her through LinkedIn https://www.linkedin.com/in/lynnwhitbeck/

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Tweetable Quotes

“It's an easy thing to step into selling when you can know that you're truly helping and serving someone else. It doesn't have to be world peace, right? We're talking about taking something off their plate so that they don't have to think about it again because you're taking care of it. And to me, that's a gift.” - Lynn Whitbeck

“As a salesperson, you should always be listening more than you're talking. ” -Lynn Whitbeck

“So the first thing is to go through an exercise and really try to position yourself as the client and think about what they want, need, or lack. Answer those questions and how it relates to your product or service.” - Lynn Whitbeck

• Welcoming Nadine Keller to the show
•  Feel like you are not a natural salesperson? Here’s what Nadine has to say:
  • A salesperson is someone that has a natural desire to help people and is inquisitive to understand someone’s situation
  • You don’t need to think about it as traditional selling but as helping people

[04:53 - 08:17]  The Biggest Mistakes Entrepreneurs Make When It Comes to Selling

• Making assumptions about what the needs of their clients are
• Jumping too quickly without thoroughly understanding what their needs are and how you can help
• There are questions that get you data and questions that get you insight into the situation that goes beyond the data
• Using proper questioning could help position the solutions in a way that would resonate with the person you are talking to
• Determining the unstated business needs and the personal needs is the best combination for a compelling solution 

[08:18 - 20:03] What You Need to Know About Sales

• Take control of the meeting and let the clients do the talking for about 80% of the time
• Establishing your credibility leads to building trust and influencing their thinking
  • Competence and character
  • Make it all about them
• The difference between selling to women vs. men
  • The sales process in America today is developed by men
  • Women favor consensus decision-making and enjoy discussing issues and contributing to solutions
  • Men focus on the facts and make faster decisions
• Know and assess who you are talking to
• Tips to get people’s attention and make them engaged:
  • The email subject line is powerful, avoid the common email tag and be creative
  • Use snail mail, postcards, or lumpy mail
• On price negotiation and structuring fees: there must always be a concession made during the price negotiation

[20:04 - 23:34] Closing Segment

• Nadine’s advice: Think of sales as something you do for someone
• Reach out to Nadine!

Ready to transform the sales experience and close more deals? Connect with Nadine and join their program at www.precisionsalescoaching.com or call them at 8604310345.

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Tweetable Quotes

 “The more questions the salesperson asks, the more successful they will be.” - Nadine Keller

“Before we can develop trust, we have to have credibility. Only when you have credibility are you able to build trust. And only when you have the trust are you able to influence their thinking.”  - Nadine Keller

“It's about intention and to think about sales, not as something that you do to someone, but something that you do for someone, that you're really in service of clients.” - Nadine Keller

• Welcoming Tim Fitzpatrick to the show
• Tim  talks about his background working in a family-owned business, getting into real estate, and finally marketing

[02:32 - 08:23]  The Marketing Principles for Small Business

• People rush into marketing because of the different channels available to them that they forget the fundamentals
• Marketing Strategy Trilogy
  • Target market - who are you going to serve within a given market
  • Message - what message are you going to communicate to attract and engage those people
  • Plan - what is the plan to get that message in front of those people
• Really knowing your ideal clients is better than being broad as you cannot serve everyone
  • Be specific even knowing their demographics, psychographics income, revenue, number of employees, etc.
• Focus on 20% of clients that bring 80% of the profits
  • Start with your existing clients that you love working with
  • Who are the most profitable clients
  • Who do we get great results for
• Only by deeply knowing your clients can you create a message

[08:24 - 15:28] Get Your Message To Your Target Audience

• The two biggest mistakes entrepreneurs make when creating their message
  • They talk about themselves
  • The message isn’t clear
• A year-long marketing plan isn’t ideal as marketing is changing quickly 
  • Tim shares how he does his 90-day marketing plan
     

[15:29 - 25:18] Lessons Learned as an Entrepreneur

• You can’t do it all and someone’s already done what you’re struggling with. Ask for help.
• Find a support structure that you can rely on
• How Tim gets inspired
• The importance of thinking long term

[25:19 - 26:52] Closing Segment

• Reach out to Tim!

Connect with Tim at www.rialtomarketing.com. Ready to start creating your simple 90-Day marketing plan? Go to growthmarketingplan.com!

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Tweetable Quotes

“Marketing shouldn't be difficult. All you need is the right plan.” - Tim Fitzpatrick
 

“We can't create a plan to get where we want to go until we know where we're starting from.” - Tim Fitzpatrick

“Why reinvent the wheel? You don't need to go into a new marketing channel until you fully optimize what's already working.”  - Tim Fitzpatrick

“Longer-term plans become very complex and complexity gets in the way of getting to results”  - Tim Fitzpatrick

• Welcoming Enelin to the show
• From a freelance digital nomad to starting her agency that generates $4 million a year
• Enelin talks about Influencer and Affiliate Marketing, referral programs, and partnerships

[08:02 - 13:56] The Rise of Influencer and Affiliate Marketing

• Influencer and Affiliate Marketing is a word-of-mouth marketing
• More and more business owners are becoming aware of the importance of these marketing strategies today
• The ideal businesses that a digital business can serve
  • Business to Consumer (B2C)
  • Enelin has also worked with an indoor garden company helping with the systems and influencer marketing
• The same strategy could apply to multiple clients while the team continues to learn from each experience

[13:22 - 19:15] Level Up Your Marketing Strategy

• How long does it take to see results in Influencer and Affiliate Marketing
  • Enelin breaks down the timeline that her agency uses
• Gamification in marketing
  • Applicable to affiliates that have been with you for a while
  • Rewarding affiliates and influencers
  • Uses tools for tracking and point system

[19:16 - 22:21] Closing Segment

• Enelin’s final word of advice: Be patient, results don’t happen overnight
• Reach out to Enelin!
   

Connect with Enelin! Visit her website at https://www.vivianagency.com/ and follow her on LinkedIn, Instagram, and Facebook.

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Tweetable Quotes

“They naturally promote your product to their audience in their own way, which works the best. If you tell them exactly how to do it, it would look fake or like an ad. This is not what we want to do. We want them to be natural and happily using your product.” - Enelin Paas 

“When you start your ads, you do your call to action, you put your designs, you put the money in, and off it goes. It's out there in front of the audience, but with affiliates and influencers, it takes time.” - Enelin Paas 

“Influencer and affiliate marketing require creating deep relationships with the people. They want to know you, you need to talk with them, and you create a relationship. And then you will have it forever.” - Enelin Paas 

• Originally from Kenya, Salim is now a successful CPA and CPA firm owner
• He is passionate about helping entrepreneurs who are in a similar situation as he was before and who want to grow their business

[04:08 - 15:05] Is It Time to Rebrand?

• “Every business needs to rebrand every seven years”
  • The story behind the Straight Talk CPAs rebrand
  • Staying relevant and competitive
• How to come up with ideas for rebranding
  • Based on clients' and team members’ feedback
  • Observing the marketplace
• Salim talks about the new brand: Straight Talk’s Trifecta
  • Streamlining the accounting process through real-time financial data and not just gut feelings
  • Providing clients with forward-looking advice
  • Total client focus by providing an excellent customer experience
• Who’s the ideal client for the Straight Talk CPA rebrand?
• The importance of delivering the best proactive service and supporting business owners despite the economic volatility

[15:06 - 17:52] Closing Segment

• Final words of wisdom from Salim

Connect with Salim at salim@straighttalkcpas.com and visit https://www.straighttalkcpas.com!

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Tweetable Quotes

“Before the marketplace tells us that we are extinct or we are no longer needed, I think the business needs to reflect on itself, look inwards, and say how do we play this game in a bigger way, in a better way?” - Salim Omar, CPA

“The financial data usually tells us a story… something that’s getting in the way of success. So we want to use this data and have a conversation with our clients about what it means and how is it going to affect them going in, in the future.” - Salim Omar, CPA

 “Focus on being proactive, really look ahead and see what problems could come, and solve those problems before they become problems.” - Salim Omar, CPA

• Welcoming Rod back to the show
• What is an LLC?
• Two advantages of an S Corp: tax savings and retirement savings
• An LLC is a pass-through entity
  • It does not pay the tax, everything flows back to the individual
  • How you are taxed on both sides with an LLC

[05:48 - 11:54] Maximize Your Tax Savings and Retirement Savings

• S Corp explained
  • It is not considered self-employment
  • The owner is deemed as an employee and draws a reasonable wage
• How an S Corp could save you dollars: breaking down the math
• There are a lot of retirement vehicles that are not available for a self-employed individual

[11:55 - 16:00] Switching From LLC to S Corp and Vice Versa

• How to convert an LLC to an S Corp
  • Two forms are needed on the federal level: Forms 8832 and 2553
  • Consult a tax professional to avoid costly mistakes
• Filing a revocation of S Corp election
  • Consider carefully because there is a 5 year cooling off period 

[16:01 - 17:11] Closing Segment

• Connect with Rod on the links below

Need an expert’s help with taxes? Connect with Rod on LinkedIn, head over to https://www.straighttalkcpas.com, or email him at rod@straighttalkcpas.com.

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Tweetable Quotes

“The uniqueness of an S Corporation profit is that it is not considered self-employment income by both the IRS and most state so that profit is not taxed that 15.3%.” - Rodney Deloe, CPA

“Do a quick survey, find out what a person doing your job in a regular business would earn, and you can use that as at least an initial baseline for what the IRS would deem as reasonable wages.” - Rodney Deloe, CPA

• Welcoming Mike Kehoe to the show
• Mike talks about his background, learning from failures, and being inspired by other people’s experiences

[05:34 - 12:07] Success Through Systems

• Seeing himself as a visionary and connecting with integrators
  • Recognizing your weaknesses and hiring people that are better than you
• How Mike is utilizing EOS to accelerate business growth
  • See Traction by Gino Wickman
  • Structure and discipline are vital to stay on track
• There is value in getting a mentor or coach

[12:08 - 16:44] Finding the Best Partner and Team

• The key is to surround yourself with people who share the same values and mindset
• Culture fit always matters

[17:45 - 20:38] Closing Segment

• Mike’s advice to listeners on overcoming setbacks
  • There are always lessons to be learned from mistakes and failures
• Books recommended by Mike
  • Rich Dad Poor Dad by Robert T. Kiyosaki
  • A New Earth by Eckhart Tolle
  • Can’t Hurt Me by David Goggins
• Reach out to Mike!

Connect with Mike! Email him at mike@venture-stack.com and follow him on LinkedIn.

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Tweetable Quotes

“I hear inspirational stories from other people and use other's people's experiences to help me push through an experience that I might be in at the moment.” - Mike Kehoe

“Having a vision for yourself and for your company, if you don't have that, where are you going? What are you doing? No one's leading the ship.”  - Mike Kehoe

“​​I do believe that discipline is freedom, and being disciplined to have a system will, in the end, make you so much more successful.” - Mike Kehoe

“If they're not a culture fit,  even if they're really, really good at what they do, it's a no for us.”  - Mike Kehoe

• Welcoming Roy Osing to the show
• The story behind BE DiFFERENT or be dead
• Why breaking away from tradition is key to business survival

[05:34 - 11:33] Finding A Competitive Advantage

• How Roy took a startup to a billion-dollar business
• Knowing what makes us unique with The Only Statement
• What are clap-trap expressions and why should we avoid it
• Marketing needs to focus on customer cravings, not on needs
• The only statement should always be a draft

[11:34 - 17:25] Leading with Audacity

• Roy shares his definition of being audacious
• Throwing away benchmarking and copying
• Start being audacious by having an audacious goal

[17:26 - 21:45] Closing Segment

• Roy’s advice to listeners
  • Now is the time to be different and audacious!
  • Light fires in people to get great results
• Reach out to Roy!

Connect with Roy! Check out his website, BE DiFFERENT or be dead, where you can find his blog and books, and some thoughtful remarks from people who enjoy his work. Email him at roy.osing@gmail.com! He would love to hear from you!

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Tweetable Quotes

“You need to start with coming up with a competitive claim that is clear and crisp and defines your uniqueness.” - Roy Osing

“You always need to be nimble... Declare what you're special at, get to market with it, and be prepared to revise it on the run. That's the process that works in the real world today.” - Roy Osing

“If you don't insert an audacious growth goal. You don't have any incentive to be creative, right?” - Roy Osing

“ It is time to break away from the common approach that people use to running organizations. It's time to break away from copying. It's time to break away from textbook theoretical approaches to running a business.” - Roy Osing

• Welcoming Tracy Gunn to the show
• Tracy shares her experience with getting turned down for the sale of her company

[03:41 - 11:42] Ready.Fix.Sell.

• How to make your business sellable
  •  Come up with a plan
  •  Focus on fixing before growing
  •  Utilize available resources
• How systematizing her business could attract the right buyer
• Plan your exit

[11:43 - 20:27] Stand Out from The Competition

• How do you know when your business is ready to be sold?
• The goal: Keep your business running without you
• How to prepare for a better exit strategy
• Tips on how to better manage your business when going away
• Check out Richard Koch and Greg Lockwood’s book: Simplify

[20:28 - 22:52] Closing Segment

• Tracy's final word of advice
• Connect with Tracy on the links below

Connect with Tracy on Facebook, Twitter, and YouTube. Visit her website and register for her masterclass. If you book Tracy Gunn, you get a vibrant and passionate entrepreneur, who is deeply knowledgeable about all aspects of small business. She can speak about start-ups, growth, pivoting, scaling, and exiting. She started her business when her life was at an all-time low - and through her dogged determination and trial and error, built a candy empire over the last 16 years. 

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Tweetable Quotes

“There are things that we're doing as the owner that somebody else could do. It just requires a little bit of effort to offload that and delegate… Then magically we gain an hour or two a week back.” - Tracy Gunn

“You are not your business. You are not the success or failure of your business. You are the entrepreneur and there are probably 500 more ideas in you.” - Tracy Gunn

“Don't get so caught up in your identity and ego in the business. Build it to be independent of you and it will reward you.” - Tracy Gunn

• Welcome to the Show! 
• Get to know our guest, Warren Coughlin
• Warren on why he decided to become an entrepreneur and a coach

[03:19 - 11:58] Building A Business That Matters

• Driving positive change and going beyond profitability
• A business is a discipline
  • Check out The E-Myth Revisited by Michael E. Gerber
• What is strategy?
• The role of culture
• How do we get to your goals?
• Accommodating the unknowns

[11:59 - 24:59] Cultivating a High-Performance Culture

• Paying attention to the human element
• Why some people don’t buy into the business culture
• Staying committed to values
• Improving culture is having conversations

[25:00 - 26:44] Closing Segment

Connect with Warren! Visit his website to schedule a discovery call and download their free guide “3 Killer Mistakes That Sentence 7-8 Figure Entrepreneurs to Sleep Stealing Stress & Disheartening Profits.” Follow him on LinkedIn, Twitter, and Facebook, and subscribe to his YouTube channel.

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Tweetable Quotes

“Entrepreneurship, I believe, is one of the most powerful forces for positive social change.” - Warren Coughlin

“Strategy defines what needs to get done. Culture ensures that it gets done.” - Warren Coughlin

“Every business can just have this franchise set of systems. It doesn't pay enough attention to the human element and to the unknowns.” - Warren Coughlin

• Welcome to the Show! 
• Get to know our guest, Jon Ostenson
• Serving those who are desiring business ownership
• Discovering the many avenues of franchising
• What is non-food franchising?

[05:14 - 19:44] Setting Up a Successful Franchise Business

• The pros and cons of franchising 
• How to earn passive or semi-passive income through franchising
• Getting a GM to manage the day-to-day operations
• Why real estate investors are a great fit for franchising
• businesses you don't think of, but there's great cash flow involved in those
• What’s the cost and profitability of franchising
• Franchising is a system and it has been tested
• How Jon and his team are helping clients make the right franchise selection
• The current state of the franchising space and where it’s heading

[19:45 - 21:09] Closing Segment

Connect with Jon through LinkedIn and Facebook! Head over to FranBridgeConsulting.com, sign up for their newsletter, and get a copy of their upcoming book, The Book on Non-Food Franchising by Jon Ostenson.

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Tweetable Quotes

“You have a playbook, day one. You're not questioning product-market fit. It's been proven out and you've just go to go execute. You've got a coach on the sidelines and a franchisor.  The better you do, the better they do, so they're supporting you.” - Jon Ostenson

“You get a lot of really good data inputs to really help set you up for success, making sure that you're making the right decision.” - Jon Ostenson

“There's some degree of hesitancy and nervousness, and I do think a franchise is oftentimes a better fit for them, because, again, you're not all in on your own.” - Jon Ostenson

• Welcome to the Show! 
• Get to know our guest, Doug Utberg
• Doug shares one of the worst experiences of his life: getting laid off from his corporate job
• How he eventually found his passion for helping businesses put together a world-class team
  • Breaking out of the General Electric religion

[08:01 - 17:58] Setting Up Efficient and Cost-Effective Manpower

• Documentation is important, especially when you have offshore teams
  • Check out the American Productivity & Quality Center Process Classification Framework
• Take advantage of geographic arbitrage
• Optimize workflow and automate repetitive tasks
• Know where to press the gas or pump the brakes when it comes to budget allocation on technologies and workforce
  • What is giving the highest ROI?
• Find people who are a good fit for the team
  • Compensation should be competitive
  • Be upfront about the career progression within the company

[17:59 - 25:25] Finding Balance as Entrepreneurs

• Prioritize and know when to draw the line
• What most important one next thing that I should be doing?
  • Read The ONE Thing by Gary Keller and Jay Papasan
• Multitasking ultimately comes down to doing multiple things poorly at once

[25:26 - 26:41] Closing Segment

Connect with Doug through LinkedIn and Facebook! Visit The Terminal Value website and listen to his podcast!

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Tweetable Quotes

“There's a beautiful magic thing that happens when things are documented, especially if they're documented in a way that a fairly low-skilled person can handle it.” - Doug Utberg

“The guiding light that you want to kind of keep in mind anytime we're looking at technology is is this replacing manual labor or is this requiring more manual labor?” - Doug Utberg

“In a lot of small businesses, there's not necessarily a career path for people. The way that I like to approach that is to just be upfront with it.” - Doug Utberg

• Welcome to the Show!
• Get to know our guest, Liz Cortes
• Liz discusses working for an agency and eventually starting her own company with her husband

[03:24 - 14:41] Increasing Brand Awareness

• The first thing you have to know: What’s your most profitable product or service?
• Local SEO strategy
  • Be listed on Google for FREE with a Google Business Profile
• Why creating content is important
• Local SEO or Google ads?

[14:41 - 23:49] Converting Leads to Clients

• Liz explains StoryBranding
• Dialing in your message to get your ideal customers
• The 7 boxes of StoryBrand
  • Check out Building a StoryBrand by Donald Miller
• How Liz started with StoryBranding

[23:50 - 26:00] Closing Segment

Connect with Liz! Visit her website and follow her on Instagram and LinkedIn. Want more local SEO strategies? Head over to the RebelFish Local website for Liz’s mini course!

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Tweetable Quotes

“You can offer everything, just don't put it up online that you do everything because then that's confusing.”  - Liz Cortes

“You stay focused, and you're going get more clients, patients, or customers that are the ideal ones you want to work with. You're going to repel the ones you don't want to work with.” - Liz Cortes

“Get in a community, listen to podcasts like this, reach out to people in your industry or other industries, and try out other marketing strategies. I know you'll grow your business to what you want it to be.” - Liz Cortes

• Welcome to the Show! 
• Get to know our guest, Marco Torres
• Marco on being an internet marketer in the mid-90s
• The work they do at MarketingBoost.com

[04:37 - 10:29] How To Stand Out in a Crowded Space

• Discounting can put you out of business
• Add incentives to your packages
• Studies prove that bonus offers are more attention-grabbing than discounts

[10:30 - 17:24] Revolutionizing the Travel Incentive Business

• How Marketing Boost came to be
• What sets them apart from the competition
  • Affordability and ease of use
• A win-win situation for travel partners, business owners, and customers

[17:25 - 29:46] The Benefits of Having Travel Incentives

• Growing your following and engaging customers
• Solving customer service problems and soliciting reviews
• The impact of COVID and why it’s the best time to offer bonus trips now
• Using incentives for philanthropic efforts
• Who should not use these vacation offers?

[29:47 - 31:56] Closing Segment

Connect with Marco and follow him on LinkedIn. Know more about Marketing Boost through their website and their Youtube channel, and join their Facebook group if you want to be involved with their community. Check out Marco’s special offer and get a 30-day trial of Marketing Boost for only $1!

Want to collaborate with Marco? Click here!

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Tweetable Quotes

“The temptation is to always be discounting in a race to the bottom. And that can literally put you out of business before you even realize it.” - Marco Torres

“It's been proven really that people respond better to the bonus offer than they do a discount.” - Marco Torres

“If you have any creativity in your brain at all, you can find some creative ways to add these travel incentives to what you're doing.” - Marco Torres

[00:01 - 03:17] Opening Segment

• Welcome to the Show! 
• Get to know our guest, Rich Levene
• Rich shares his Hollywood story and talks about Dignity Leadership

[03:18 - 12:32] Get Out of Management and Be a Leader

• Manager versus Leader
  • Two Ways to Get People Do Something
• How to Transition from Manager to Leader
• Three Keys to Help Build Trust in Your Team 
• Questions for Entrepreneurs on Leadership
• The Importance of Listening

[12:33 - 18:54] Learn, Grow, Lead

• Words of Wisdom for Leaders
• Leaders make mistakes
• What motivates Rich
• Rich’s Attitude and Gratitude Journal

[18:55 - 20:19] Closing Segment

Connect with Rich through Facebook, Twitter, Instagram, and LinkedIn.  Subscribe to his Youtube channel.  And visit Dignity Leadership and learn how to lead, command respect, and motivate your employees with confidence.

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Resources Mentioned

• The 5 Dysfunctions of a Team

Tweetable Quotes

“You're gonna have to let go of your ego, you're gonna have to be humble and realize that there's no one way to do something, there's more than one way and all these other people are willing to help you if you just allow them to help you.” - Rich Levene

“If you're not willing to lead yourself, you really shouldn't be leading other people.” - Rich Levene

“Leadership is a slow mastery of learning, growing, leading, and it just keeps going through and through and through.” - Rich Levene

Check this episode out!

[00:01 - 03:59] Opening Segment

• Welcome to the Show! 
• Get to know our guest, Eric Musick
• Eric shares his educational background and life as a father 

[04:00 - 12:38] Why You Should Use the Subscription Box Model 

• Subscribing to subscription boxes for the lifetime value
• Not every business will be meant to be a subscription box
• Advertising and marketing in the subscription box
  • Eric talks about BattlBox
  • The role of influencers in marketing subscription boxes

[12:39 - 17:57] How to Start Your Own Subscription Box

• Find a good value prop
• Create your trial box
• Give to family and friends
• Be flexible, find your customer
• Remember: Subscription boxes are not easy!

[17:58 - 20:37] Closing Segment

• Subscription boxes are not e-commerce

Connect with Eric through eric@thesubscriptionboxshow.com, Instagram, Youtube.  Take a seat and listen to The Subscription Box Show and start or grow your subscription box business. Join the community as well!  Are you are a new or expecting mother? Louis and Lea is the one for you! 

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Tweetable Quotes

“A subscription business is all about customer value that you can put in beyond the product.” - Eric Musick

“Start testing with micro-influencers because they do well. But you have to get the right one.” - Eric Musick

“You're not starting a subscription box business, you're starting a shipping business.” - Eric Musick

[00:01 - 01:58] Opening Segment

• Welcome to the Show! 
• Why the right legal structure can make or break your business

[01:59 - 14:54] How to Choose the Right Legal Structure for Your Business

• What is a legal entity?
• The Effect of Legal Entities on a Business Owner
• It’s both for tax and legal protection advantage
• Sole Proprietorship is the Default
  • What other legal entity types are there other than sole proprietorship?
• How to Select the Right Legal Entity Type for You
• How often should you review your legal structure?
• Which is the better option? A corporation or an LLC?

[14:55 - 16:45] Closing Segment

• Final Words

Tweetable Quotes

“Choosing the right legal structure can make or break your business.” - Rodney Deloe, CPA

“Take the time, it’s a short investment of time for a big payback and big peace of mind.” - Rodney Deloe, CPA

_____

Connect with Rodney Deloe, CPA through LinkedIn and Instagram

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[00:01 - 01:58] Opening Segment

• Welcome to the Show! 
• Rodney Deloe, retirement planning master

[01:59 - 15:46] How to Pick the Perfect Retirement Plan for Your Business

• Are retirement plans in businesses essential?
• Unique strategies to building wealth and avoiding taxation
• Know the perfect retirement plan for your business
• Choosing the right retirement plan is a holistic approach
• How to Pitch the Retirement Plan to Your Clients
• Retirement Plan Requirements 
• Efficient and clear communication to the staff is crucial 

[15:47 - 16:23] Closing Segment

• Final Words

Tweetable Quotes

“You don't have to be locked into one plan as your business grows, actually, you almost want to grow into something bigger.” - Rodney Deloe

“Communication to your employee staff is crucial so that they feel involved and are participating in the plan because the benefit grows exponentially as more people are involved in the retirement plan” - Rodney Deloe

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In this episode, we are joined by Yoram Solomon.  Dr. Yoram Solomon is the author of The Book of Trust and host of The Trust Show podcast. He published 14 books, 22 patents, and more than 300 articles on Inc Magazine, Innovation Excellence, and more. He holds a PhD in  Organization and Management, an MBA, a Law Degree, and an engineering degree. He has founded several startup companies and sold one startup company in Silicon Valley. He has held various positions from General Manager of a $100m business unit in a Fortune 200 company to a Vice President of Corporate Strategy and Innovation, and to CEO. 

Yoram is an adjunct professor of entrepreneurship and innovation at Southern Methodist University. In 2015, he was elected to the Plano Independent School District board, where he had served four years as a trustee and a board vice president. He is a professional member at the National Speakers Association and was a TEDx speaker and host.  Yoram brings his experience as a marksman, serving in the IDF 35th Airborne Paratrooper brigade, and as a U.S. Air Force CAP pilot. 

Check this episode out!

[00:01 - 06:09] Opening Segment

• Welcome to the Show! 
• Get to know our guest, Yoram Solomon
• How does an engineer become a trust expert?
  • Not an expert but a researcher!
  • Yoram shares how he started his company
• Defining innovation culture and ending with trust

[06:10 - 15:04] The Importance of Innovation in Small Businesses

• How does innovation create differentiation?
• The Relationship between Trust, Leadership, and Creativity
  • Everybody wants somebody trustworthy
  • Bigger Consequences Demand More Trust

[15:05 - 25:15] How Trust Transcends Innovation, Leadership, and Creativity

• Innovation and Creation without a Goal is Chaos
  • How entrepreneurs become productive with their creativity and innovation
  • Hold a Constructive Disagreement
• Six Components that Bring Trust

[25:16 - 27:19] Closing Segment

• Final Words
• Connect with Yoram
  • See the links below

Tweetable Quotes

“Trust is the foundation for everything.” - Yoram Solomon

“Constructive disagreement is what makes creativity.” - Yoram Solomon

“Trust takes a group of highly creative and productive and turns them into a creative and productive team.  You can't do that without trust. ” - Yoram Solomon

_____

Connect with Yoram through LinkedIn.  Visit TrustHabits.Com and check out The TRUST Show podcast to know more about how to build trust, be trusted, and know who to trust.

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[00:01 - 04:18] Opening Segment

• Welcome to the Show! 
• Get to know us, your hosts, Salim and Rod!
  • Who is Rod Deloe?
  • The story behind Salim’s business
• How Salim provides impact in the business realm

[04:19 - 08:41] What the Show is All About

• Who are the prime clients of this podcast?
• Tackling challenges of entrepreneurs to help them gain the right rewards
• Topics to look out for in the podcast
  • The Best Way to Grow Your Small Business
  • How to Improve Cash Flow
  • How to Cut Your Tax Bill
  • Systems
  • How to Build and Create Wealth in Business
  • And More! 
• Three Types of Shows in One Podcast

[08:42 - 09:54] Closing Segment

• Final Words

Tweetable Quotes

“How hard can it be to start a business? It is hard but there are strategies!” - Salim Omar

“Wisdom is experience.” - Rod Deloe

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Don’t forget to tune in to the next one!