Episode 75: How To Become a Millionaire Through Your Business - Essential Growth Steps, with Jaime Masters

“What you’re trying to do is find the gaps in your team, so that you can have somebody that complements you, because if you don’t have that you’re literally just going to be gritting your teeth trying to do stuff that you don’t like to do anyway. Scaling is very difficult when you hate half of the time that you’re working.” – Jaime Masters

Would you like to know how to make a million dollars doing the heartfelt work that you love? Today’s Finding Brave guest helps entrepreneurs scale from 6- to 7-figures and higher, and she’s here to share the biggest differentiator between business owners who struggle to scale and never get there, from those who achieve net worth millionaire status and love their work.

Jaime Masters has been featured on Yahoo’s homepage 6 times, and in Inc, Entrepreneur and Business Insider. She’s been a top business coach for over 10 years and has helped hundreds of 6- & 7-figure entrepreneurs and business owners optimize every area of their business.

She’s also the host of the online show Eventual Millionaire where she’s interviewed over 400 self-made millionaires.

She’s a tech geek, has two children (and even has a sword wall in her house!) plus she loves creating automated systems and talking business growth.

Jaime tells the truth in a way that makes people excited to be and do more, and the big message she shares is to love yourself on your entrepreneurial journey. Everyone, including millionaires, are going through some sort of trauma or challenge in their lives, and the key is to get into the arena, and just know that by being there, you are enough.

Highlights from this Episode:

  • Why there’s so much terrible advice from online “gurus” available today, and the truths that Jaime has learned from interviewing so many self-made millionaires [3:24]
  • Why you’ll want to keep doing the tasks in your business that you love, and outsource the rest to the people you trust [9:46]
  • What really separates eventual millionaires from those who won’t reach that level [13:17]
  • What 100% commitment really is – and isn’t [15:52]
  • A “Board of Mentors” and other strategies to protect and guide you on your journey [20:09]
  • What can get in the way in having a healthy relationship with money [21:56]
  • Things to watch for when scaling from 6- to 7-figures of revenue [24:31]
  • The ways that Jaime and her team work with clients to help scale their businesses [30:36]
  • What’s really going on in business that entrepreneurs don’t want to tell you about [35:14]

For More Information:

http://eventualmillionaire.com/

https://www.instagram.com/eventualmillion/

https://www.linkedin.com/in/jaimekmasters/

https://www.facebook.com/eventualmillionaire/

https://twitter.com/eventualmillion

Resources Mentioned:

Jaime’s Time Audit, Book and Other Resources

Her Podcast

Kathy’s Forbes Blog with Jaime, How To Become A Millionaire Through Your Business – Essential Growth Steps To Take

Kathy’s Forbes Blog, The 5 Biggest Mistakes Career Changers Make

Kathy’s The Amazing Career Project Course

The Millionaire Master Plan: Your Personalized Path to Financial Success (with Assessment) by Robert James Hamilton

Money, A Love Story: Untangling Your Finances, Creating the Life You Really Want, and Living Your Purpose by Kate Northrup

Leverage

Loom

QUOTES:

“One of the reasons why I started interviewing millionaires is because I wanted to get the information from people that were actually in the business, and not just the people writing the books about the business.” [3:32]

“I didn’t really understand what I was best at until I actually got into my own business, which is sad. I wish we were taught this stuff in schools.” [12:35]

“It’s about the commitment to that path (to be a millionaire), and it’s going to be hard. It’s not necessarily going to be the easiest thing in your life, but anything that’s really worthwhile has challenges, no matter what it is. Millionaires have challenges. We are humans, and humans have challenges.” [17:52]

“Not being motivated and not being inspired sucks, but it can be hard and we can still be inspired.” [18:31]

“You don’t want to be taking advice from anybody that doesn’t have your best interest at heart.” [20:13]

“Don’t let your money control you. You have to control your money.” [23:41]

“Getting outside of your comfort zone over and over and over again, I know it sounds cliché, but that’s what millionaires do.” [27:29]

Sponsor Highlight!  

I’m thrilled to share that Audible.com is a sponsor of Finding Brave! Take advantage of their great special offer of one FREE book of your choice with a 30-day FREE membership trial! And feel free to keep the book even if you cancel the membership. Click here to sign up for your free book! http://www.audibletrial.com/FindingBrave

Watch the video of this episode!
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Episode 74: Lean Out: The Real Truth About Women, Power, and the Workplace, with Marissa Orr

Instead of dismissing women’s unique needs and wants as a product of cultural oppression, I really think we need to adjust the corporate structure to better meet the needs of women.” – Marissa Orr

With female-dominant strengths such as empathy and consensus-building being recognized as the future of business, the headlines forecast that women will dominate the future generations of corporate leaders. However, today’s Finding Brave guest recognizes that the current system is broken, because there are actually fewer women leading corporations now. She reveals how the corporate structure is damaging women, institutions and organizations, and highlights what we can all start doing today to make an impact.

Our guest is Facebook and Google veteran Marissa Orr, who will release her debut book Lean Out: The Truth About Women, Power, and the Workplace on June 11, 2019 via HarperCollins Leadership.

Marissa began her Google career over 15 years ago as a founding member of Google’s Sales Operations & Strategy team, after which she worked as Vertical Marketing Manager at Facebook. She has conducted talks and workshops for thousands of people at diverse organizations across the globe.  As an author and speaker, she now covers the systemic dysfunction at the heart of today’s corporations and how their pursuit to close the gender gap has come at the expense of female well-being.

Right now we are on the precipice of change, and with her new book, Marissa hopes to provide a fresh voice for a new generation of thinkers. Her inspiring story proves that when you own (and don’t suppress) your truth, you become very powerful and will lead others by example.

Highlights from this Episode:

  • Why “success” may not be what you think it is [5:50]
  • How ambition is defined differently for women than it is for men in the workplace and why this is still happening [8:01]
  • Why Marissa says she is grateful for her time spent working at Google and Facebook, and how these experiences shaped the writing of her book [10:25]
  • The reasons that she believes corporate power structures are becoming a place where “truth goes to die” [16:22]
  • What biases exist against introverts in corporate cultures and how it affects their opportunities for advancement in the organizations [18:10]
  • What we need to start doing now as women to change the way things work in the corporate world [21:38]
  • Why we should always be looking back to the messages we got when we were younger and how they can be applied to our professional lives today [30:11]
  • Marissa’s direct message to the leaders of the corporate world [33:35]
  • The importance of both men and women in becoming aware of the biases that exist [35:00]

For More Information:

https://www.marissaorr.com/

https://www.linkedin.com/in/marissaorr/

https://twitter.com/marissabethorr

https://www.instagram.com/marissabethorr/

Resources Mentioned:

Marissa’s Book, Lean Out: The Truth About Women, Power, and the Workplace

Her Medium Post, Why Working at Facebook Inspired me to write Lean Out

Lean In: Women, Work and the Will to Lead by Sheryl Sandberg

Kathy’s Blog Posts, 6 Toxic Behaviors That Push People Away: How To Recognize Them In Yourself and Change Them & 7 Crippling Parenting Behaviors That Keep Children From Growing Into Leaders

Kathy’s Book, Breakdown, Breakthrough

QUOTES:

“The leaders of modern feminism have been from a small but elite group of powerful women, meaning that so many working women don’t get their voices, challenges or concerns reflected in the natural conversation.” [2:57]

“If you get the corner office, but you sit there sad and alone, can you really call that success? [5:50]

“(Working at Facebook) kind of broke me in a way. I was sort of forced into this dark place where I questioned my identity.” [11:10]

“Writing this book was really a way to take the power and control back in my life and put it in my own hands, because I felt really powerless in my day job.” [12:53]

“When you work for a corporation, your manager really has total and absolute power over you and your livelihood. So it’s really hard to defend your truth and be authentic in yourself, because the power structure requires that you obey.” [16:45]

“If you can create conditions in your organization, like conditions of trust and put systems in place that really take care of your employees well-being, your business has nowhere to go but up.” [33:55]

Sponsor Highlight!  

I’m thrilled to share that Audible.com is a sponsor of Finding Brave! Take advantage of their great special offer of one FREE book of your choice with a 30-day FREE membership trial! And feel free to keep the book even if you cancel the membership. Click here to sign up for your free book! http://www.audibletrial.com/FindingBrave

Watch the video of this episode!
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Episode 73: The Real Reasons Women Aren't Getting Funded And How To Change That, with Nisa Amoils

“I really want these women to get funding, so they can build businesses that are building the future and that we can break the cycle of what we’ve seen in technology and finance. Through these new technologies, we have that opportunity to break the cycle.” – Nisa Amoils

Despite some progress being made, there’s no denying that today we do not have a level playing field in terms of access to funding and growth opportunities for female vs. male entrepreneurs. Today’s guest takes a brave stance on this problem, and discusses it openly and candidly, in no uncertain terms. She is committed to leveling the playing field, and in this episode she explores the systemic issues around why women are not receiving the funding they need, and how we can take steps to change this.

Nisa Amoils was named one of Business Insider’s 30 Women in Venture Capital to Watch in 2018, and Top 100 women in Fintech in 2019 by LATTICE80. She is a tech investor and has been a venture capitalist at Scout Ventures, an active Board Member and former entrepreneur. Her investment focus has largely been on frontier tech, i.e. AR/VR, robotics, drones, AI, autonomous mobility, cybersecurity, blockchain and other disruptive technologies, topics she covers regularly for Forbes.com.

Nisa reveals how female entrepreneurs and founders are not alone, regardless of where they are located, and shares how to gain powerful support as well as practical steps to follow to greatly improve their chances of receiving the funding they need.

Highlights from this Episode:

  • The reasons Nisa wrote her new book and a key experience that played a big part in the decision to do it [2:36]
  • The surprising things she discovered while researching and writing the book [6:18]
  • What is blockchain and bitcoin, and why they can be great tools for women founders [8:52]
  • The real reasons Nisa feels that women aren’t getting funded [13:46]
  • What women can do to break into new fields and get the funding to develop their companies and ideas [17:50]
  • The ultimate goal Nisa has for the work that she is doing [20:30]
  • What support systems are available for women founders [21:57]
  • Things that today’s entrepreneurs are doing know, or aren’t doing, that could help further their cause [23:45]
  • What today’s venture capitalists are really looking for [25:00]

For More Information:

https://nisaamoils.com/

https://www.linkedin.com/in/nisaamoils

https://twitter.com/AmoilsNisa

Resources Mentioned:

Nisa’s Book, WTF Is Happening: Women Tech Founders on the Rise

Her Forbes Blog

60: How to Crack The Funding Code for Your Startup, with Judy Robinett

QUOTES:

“There were plenty of women in law school, so it’s not really when we’re entering these fields that we see the discrepancy. It’s more as we move up.” [5:18]

“Let’s say you’re a female founder. You can go to a crowdfunding platform and you have the ability to reach many more people, tell your story to them and they can invest in you.” [13:21]

“Most of the capital is controlled by sovereign wealth funds, endowments, pensions and other institutional investors. So if you really want to move the needle, you really need a macro reallocation of capital from those sources.” [15:07]

“There are the grassroots initiatives, like the angel investors and other funding sources to get women started. Then there’s the top-down approach, and hopefully we meet somewhere in the middle.” [18:26]

“Those female founders who received funding, they exit and they create a new ecosystem. They just return the capital and keep funding other women, so I think the more that happens, that’s better for everybody.” [19:31]

Sponsor Highlight!  

I’m thrilled to share that Audible.com is a sponsor of Finding Brave! Take advantage of their great special offer of one FREE book of your choice with a 30-day FREE membership trial! And feel free to keep the book even if you cancel the membership. Click here to sign up for your free book! http://www.audibletrial.com/FindingBrave

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Episode 72: How Expanding Your Curiosity Increases Your Engagement, Innovation and Success, with Diane Hamilton

 

“You really do have to understand that if you look around and everybody looks and acts just like you, and nobody is asking any questions, you’ve got a problem with curiosity.” – Diane Hamilton

Curiosity can change absolutely every aspect of what we do, and today’s Finding Brave guest reveals just how important curiosity is to improving engagement, innovation, productivity and more.

Dr. Diane Hamilton is the Founder and CEO of Tonerra, and a nationally syndicated radio host, keynote speaker, and the former MBA Program Chair at the Forbes School of Business. She is the author of multiple books including Cracking the Curiosity Code: The Key to Unlocking Human Potential and the creator of the Curiosity Code Index® assessment. Her groundbreaking work in the area of curiosity is required reading in universities around the world and has been endorsed by some of the biggest names in leadership including Steve Forbes, Keith Krach, and Ken Fisher. She has shared the stage with top speakers including Marshall Goldsmith, Martha Stewart, and Jeffrey Hayzlett, and has been featured on Forbes, ABC, NBC, CBS, and Fox.

To be more curious, it takes being brave, but it’s not enough to just think differently. Insight doesn’t necessarily change us–it’s taking brave, bold action that generates change and growth, so tap into your curiosity now. The younger you start to explore and utilize your curiosity, the more it can help advance your personal and professional development.

Highlights from this Episode:

  • How Diane got interested in curiosity and what drew her to learning more about it [2:47]
  • The way she defines curiosity and what she’s learned about people who have it, and those who don’t [5:07]
  • The four factors that hold us back from being more curious [8:12]
  • An example of when fear held Diane back and why this was such a powerful learning experience [10:45]
  • What role our assumptions, or the little voices in our heads, play in our lives [14:16]
  • Why many people are avoiding technology, and how our environment will directly affect how curious we are [16:03]
  • The reasons Diane created her certification program, Curiosity Code Index® [20:55]
  • The ways curiosity can be used to build someone’s personal brand [25:45]
  • How curiosity builds empathy and what we can be done to overcome a lack of it in order to be successful [31:37]

For More Information:

https://drdianehamilton.com/

http://curiositycode.com  

https://www.linkedin.com/in/drdianehamilton/

https://www.facebook.com/drdianehamilton/

https://twitter.com/drdianehamilton

https://www.instagram.com/drdianehamilton/

Resources Mentioned:

Diane’s Latest Book, Cracking the Curiosity Code: The Key to Unlocking Human Potential & Other Works

Her Curiosity Code Index®

Diane’s Radio Show, Take The Lead

Kathy’s Book, Breakdown, Breakthrough

Quiet: The Power of Introverts in a World That Can’t Stop Talking by Susan Cain

iWoz: Computer Geek to Cult Icon by Steve Wozniak

QUOTES:

“I really learned so much from every industry of how everybody thinks, and it just started to come together that I wanted to figure out why people weren’t more curious.” [3:36]

“What I was trying to do was to look at curiosity from the standpoint that no one else has looked at it from, which is what keeps us from being curious.” [5:28]

“If you don’t solve the main problem of your workers being curious, and how they can explore that development, then you’re not going to reach all these other goals of engagement, innovation and more.” [21:21]

“It’s hard to get a really accurate assessment of your emotional intelligence unless you get it from someone else.” [30:44]

“By just adding little tiny things, baby steps in curiosity throughout your day to see what it feels like, it’s kind of fun.” [34:09]

Sponsor Highlight!  

I’m thrilled to share that Audible.com is a sponsor of Finding Brave! Take advantage of their great special offer of one FREE book of your choice with a 30-day FREE membership trial! And feel free to keep the book even if you cancel the membership. Click here to sign up for your free book! http://www.audibletrial.com/FindingBrave

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Episode 71: Developing Your Bossed-Up Identity and Losing the Martyrdom, with Emilie Aries

 

“By taking that first leadership step–that boss move– the door then opened to identity expansion, to see myself as actually capable of garnering support and capable of commanding respect.” – Emilie Aries

I’ve found in working with and training thousands of professional women around the world, that there can be what I call a “perfectionistic overfunctioning” tendency that exhausts and demoralizes us, and even a “martyrdom mindset” (as my Finding Brave guest today calls it) that women experience frequently. You may not think there is a way to avoid it, but thankfully, there is a way to overcome it. Today’s guest has made it her mission to help women keep martyrdom and burnout at bay, and doing so starts by developing a “bossed up” identity.

Emilie Aries is a nationally recognized speaker, writer, podcaster, and the Founder and CEO of Bossed Up, an innovative personal and professional training organization that helps women craft sustainable careers.

Emilie is a political organizer turned award-winning women’s leadership consultant. She has helped hundreds navigate career transition and prevent burnout. Her TED talk, The Power of No, shows how to set healthy boundaries and invest in sustainable long-term achievement. Her forthcoming book, Bossed Up: A Grown Woman’s Guide To Getting Your Sh*t Together helps women step up as the boss of their life and assertively design a sustainable career path.

After co-hosting the HowStuffWorks podcast, Stuff Mom Never Told You in 2017, Emilie launched her own podcast, Bossed Up, to break down listener career conundrums, interview expert guests, and deliver boss tips to listener’s earbuds each week. Emilie also writes as a regular contributor at Forbes and is a sought-after speaker at companies, conferences, and universities across the country.

As Emilie shows by using examples from her own personal life, to beat martyrdom and burnout it’s imperative to develop a community of courage and not just one of support. This is why her message goes so well with what we talk about each week here on Finding Brave.

Highlights from this Episode:

  • What is a “bossed up” identity and why Emilie believes it is so critical to have today [2:48]
  • How to overcome institutional barriers when employing this mindset and identity [5:19]
  • The powerful conversation happening on college campuses right now [7:56]
  • What is the “martyrdom mindset” and where it came from originally [10:00]
  • The ways in which our media’s narratives on gender are changing [16:04]
  • What are the perceived benefits of being a martyr, and how Emilie compares it to burnout [17:28]
  • A mantra that she lives by, and why this message resonates so much with her and other women [24:54]
  • Emilie’s practical 3-step process for cultivating a boss identity and how she helps women accomplish it [25:54]
  • An example of how to take power versus just asking for permission [30:21]
  • How Emilie’s community is helping her to support her mission and the reasons she calls it a “courage community” [32:33]

For More Information:

https://bossedup.org/

https://emiliearies.com/  

https://twitter.com/BossedUpOrg

https://www.instagram.com/bosseduporg/

https://www.facebook.com/bosseduporg

https://www.facebook.com/emiliearies

https://twitter.com/emiliearies

https://www.instagram.com/emiliearies/

https://www.linkedin.com/in/emiliearies/

Resources Mentioned:

Emilie’s Upcoming Book, Bossed Up: A Grown Woman’s Guide to Getting Your Sh*t Together

Her Podcast & Bootcamps

Emilie’s LifeTracker Planner

Brené Brown: The Call to Courage on Netflix

QUOTES:

“When I came out of my own battle with burnout, I truly felt at that time like I was sitting in a passenger seat in my life. I had no control, I had no agency, and I had no ability to impact my outcomes.” [2:51]

“My theory of change these days is that if you give women the tools to advocate for themselves, they are better able to turn around and advocate for others as well.” [7:11]

“Fixating on what power we don’t have, as opposed to focusing on what power we have and how to get more of it and share more of it, can be debilitating.” [8:47]

“When you combine the role overload that so many women are told our entire lives, it leaves us feeling like the only way to be successful, whatever the hell that means, is to martyr ourselves to get there, and to sacrifice our well-being in the pursuit of success.” [11:45]

“By choosing to live differently myself, I have seen profound changes in the people I love and the people I’m surrounded by, including the people whose lifestyle have inspired me to take a different path.” [21:12]

“It’s that deep-seated calm confidence, not in the outcome of being perfect, but in the ability to learn from the process itself.” [29:26]

“We each individually have responsibility for seeking out the kind of support that isn’t just a bunch of ‘Yes’ women.” [33:03]

Sponsor Highlight!  

I’m thrilled to share that Audible.com is a sponsor of Finding Brave! Take advantage of their great special offer of one FREE book of your choice with a 30-day FREE membership trial! And feel free to keep the book even if you cancel the membership. Click here to sign up for your free book! http://www.audibletrial.com/FindingBrave

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Episode 70: Essential Rules for Building Mental Strength - In Yourself and Your Children, with Andrew Wittman

“Listen, kids are resilient, we all know that, but what happened to us when we grew up? We’re a trainwreck and we’re a dumpster fire by the time we become adults. You know we all intrinsically have resilience, but we lose it along the way somewhere.” – Andrew Wittman

Parenting can be extremely difficult, and today’s amazing Finding Brave guest reveals the tools required to master resilience in parenting. Not only does it take mental toughness, critical thinking, and emotional intelligence, but an incredible amount of inner work and true acceptance of oneself is needed in order for someone to be the best parent he or she can be.

Dr. Andrew Wittman is a United States Marine Corps infantry combat veteran, a former Police Officer, and Federal Agent. As a Special Agent for the U.S. Capitol Police, he led the security detail for Nancy Pelosi and has personally protected Hillary Clinton, Tom Delay, Trent Lott, King Abdullah of Jordan, Benjamin Netanyahu of Israel, Sir Elton John, as well as Fortune 20 CEOs. As a security contractor for the State Department, he taught high-threat diplomatic security to former Navy SEALS, Marines, Rangers, and Special Forces.

Andrew is founder of the Mental Toughness Training Center, a leadership consultancy specializing in peak performance, team dynamics, resolving conflict in the workplace, and is the author of the books, Ground Zero Leadership: CEO of You (2016) and Seven Secrets of Resilience for Parents” (2018). He holds a Ph.D. in Theological Studies, is a guest lecturer at Clemson University, and co-hosts the radio call-in show “Get Warrior Tough.”

Andrew is an embodiment of mental resilience and strength, but there’s also a vulnerability and accessibility in him that I believe isn’t seen often in other leaders of his stature working in the area that he specializes in. His message is timely and one that is needed today though, because if you can find a way to love and accept yourself, thoroughly, no matter what, you will become a better parent and a better leader and make a positive difference in the world.

Highlights from this Episode:

  • What Andrew says has taught him the most about life from his amazing career and experiences [4:05]
  • Why he wrote his latest book and the key message it holds for parents [7:36]
  • How Andrew created the framework he writes and teaches others about [9:30]
  • What he sees parents doing that could be causing negative, lasting effects in their children [11:33]
  • How to avoid always seeking the need for approval from others [18:10]
  • What it means to be the “CEO of You” and Andrew’s 4-Step “C.R.A.P.” framework that will help you do it [27:23]
  • His advice for always accepting your children for who they are [38:58]
  • The difference between “liking” and “loving” yourself, and why this matters so much [41:57]
  • Whether or not Andrew thinks leadership and parenting are similar [44:55]

For More Information:

https://getwarriortough.com/

https://www.linkedin.com/company/andrew-wittman-phd/

https://www.facebook.com/WarriorToughPhD/

https://twitter.com/WarriorToughPhD

https://www.instagram.com/warriortoughphd/

Resources Mentioned:

His Books, Ground Zero Leadership: CEO of You (2016) & Seven Secrets of Resilience for Parents” (2018)

Inner Armor Perpetual Resilience Training App  

Kathy’s Forbes Blog with Andrew, How Social Media Over-Sharing About Your Child Can Cause Irrevocable Harm

Kathy’s Forbes Bog, Guy Kawasaki Shares His Most Important Career Lessons And Regrets (And His Take On Women In Tech)

Finding Brave Episode 4: Gender, Power and Relationships, and the Crushing Effects of Patriarchy, with Terry Real

The Four Agreements: A Practical Guide to Personal Freedom by Don Miguel Ruiz

QUOTES:

“Getting your body under control is the first level of mental toughness, but getting your emotions under control is something completely different.” [4:40]

“The worst part about social media is that we’re all running a reality television show. We’re playing a role and we’re not playing ourselves.” [20:28]

“For me, my identity statement is ‘I’m a man of excellence who always keeps his word.’ So no matter what, whether I’m a dad, the CEO of my company, I’m coaching little league, or I’m a parent on the sidelines watching my kids play, I’m a man of excellence who always keeps his word. That’s what I am, and it will never run out until I get to my grave.” [32:25]

“Mental or emotional work, or I’ll call it spiritual work, is harder than physical work. So every day, I’m going to reaffirm my acceptance of myself.” [39:22]

“I would defy anybody to say that parenting is not skill in influence, direction, course of action, attitudes, and opinions.” [45:44]

Sponsor Highlight!  

I’m thrilled to share that Audible.com is a sponsor of Finding Brave! Take advantage of their great special offer of one FREE book of your choice with a 30-day FREE membership trial! And feel free to keep the book even if you cancel the membership. Click here to sign up for your free book! http://www.audibletrial.com/FindingBrave

Watch the video of this episode!
Now you can experience each Finding Brave episode in both audio and video formats! Check out new and recent episodes on my Youtube channel at YouTube.com/kathycaprino. And please leave us a comment and a thumbs up if you like the show!


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Episode 69: 7 Ways To Leverage Your Introvert Edge in Sales, with Matthew Pollard

“I think this is the massive thing for introverts. You have to be congruent with what you’re selling, so you can’t just put a price tag out there and be ok with it. You need to have that validated, and there are ways to test that so it feels comfortable for you.” – Matthew Pollard

Introverts often feel that certain barriers exist making sales harder to do than their extroverted counterparts. Today’s Finding Brave expert guest reveals that introverts actually have an advantage in selling, and he shares his 7-step process to discovering what he calls the “introvert’s edge.”

Matthew Pollard is responsible for five multi-million-dollar business success stories in his home country of Australia, all before the age of 30. His humble beginnings, the adversities that he faced, and his epic rise to success are inspirational stories of how anyone, with the right motivation and the right strategies, can achieve anything they set their mind to.

Today, he’s a bestselling author whose book, The Introvert’s Edge, has received endorsements from Harvard, Princeton, Neil Patel, and Marshall Goldsmith, just to name a few. He’s been featured by Fox, NBC, Fortune, Forbes, INC., Entrepreneur, and CEO – and he’s also the founder of Small Business Festival, which INC. has named a Top-3 national conference for small business.

Whether you’re an introvert or not, I’m know this powerhouse interview will help you find brave and close your own power gaps. What Matthew shares here isn’t just about sales–at the core it’s really about how to shine in the world doing what you love, while helping others in the process.

Highlights from this Episode:

  • Some of the early struggles Matthew faced growing up and what he considers to be a turning point for him [4:15]
  • How he first learned to develop his sales skills [8:40]
  • Why introverts benefit more from a proven sales system than extroverts do [11:10]
  • The very first step in the sales process that he recommends someone take [14:40]
  • What Matthew sees to be the biggest problem introverts face in selling and how to use storytelling to overcome it [21:20]
  • How to tell if you’ve done the sales process right [31:10]
  • What to do if you’re struggling with how to present your pricing to potential clients [34:18]
  • The process Matthew uses to screen prospects and determine who is an ideal fit for his products [42:05]

For More Information:

http://www.matthewpollard.com/

https://www.linkedin.com/in/matthewpollardspeaker/

https://twitter.com/matthewpollard_

https://www.instagram.com/matthewpollardspeaker/

https://www.facebook.com/MatthewPollardSpeaker/

Resources Mentioned:

Get The First Chapter of Matthew’s Book, The Introvert’s Edge: How the Quiet and Shy Can Outsell Anyone

His Podcast & YouTube Channel

Matthew’s Rapid Growth Academy & 6-Week Intensive

Small Business Festival & His Other Events

Kathy’s Forbes Blog with Matthew, How An Introverted Australian With A Disability Built Huge Momentum For U.S. Small Businesses

60: How to Crack The Funding Code for Your Startup, with Judy Robinett  

QUOTES:

“I did have a lot of struggles growing up, and I think that the adversities that we have in life seed the success of our future.” [3:58]

“I had to make the decision that sales had to be a systematic process, because if I wasn’t in control, my year was going to be horrible.” [8:59]

“If you’re always trying to create repeatable and improving results over the long-term, you always get much better outcomes.” [14:16]

“If you do everything well, the sales should just become a natural outcome.” [15:08]

“The problem is as an introvert, we end up stuck in our head trying to work out what to say and a lot of times what comes out is this massive education system.” [24:46]

“A story is a wonderful way of educating somebody of what you do, inspiring them that it’s possible for them, while also underlying the fact that you’re the only logical choice [of who] to work with.” [28:11]

“I will always do what I can to help as many people as possible, as long as I can keep it up. The people that do the work, I will be happy to support.” [44:50]

“If we avoid sales and we avoid marketing, we’re really just counting the days until our business is closing.” [49:29]

Sponsor Highlight!  

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Episode 68: How To Rapidly Build A More Efficient Team and Business, with Nick Sonnenberg

“One of the biggest mistakes I made at Leverage was premature scaling. We grew too quickly, and we didn’t have our internal processes and operations well dialed in. We didn’t have our product perfected, so enjoy being small as long as possible and use that time to build a solid foundation.” – Nick Sonnenberg

When it comes to scaling your business, there comes a time when you will need help from outside resources to get to that next level you wish to get to. Today’s Finding Brave guest gives a roadmap for how we can scale our businesses efficiently and effectively, and how we can avoid the “bigger is better” trap that many entrepreneurs fall into along the way.

Nick Sonnenberg is a serial entrepreneur with a passion for creating companies that disrupt the way people live. He is the co-founder of Leverage, founder and CEO of Efficient Frontier Solutions, Inc. as well as being a contributor and the co-author of the book Idea to Execution.

Before making the jump to the startup technology space, Nick spent more than eight years on Wall Street as a high-frequency algorithmic trader. His personal mission is to help busy entrepreneurs and executives optimize their lives in a meaningful way and help them go from idea to execution in as few steps as possible.

Nick is someone who is always looking for a better way to do things, and by using the lessons he’s learned about growing businesses, you can achieve what you define as “success” in the most pain-free and streamlined way possible for you, your team, and your clients.

Highlights from this Episode:

  • The ways that Nick’s company helps the entrepreneurs they work with on a daily basis [4:27]
  • His transition from a career on Wall Street to starting Leverage, and  how he now uses those skills he developed [6:36]
  • Nick’s ultimate dream and what he’s doing to define a new way for how the marketplace operates [13:48]
  • What is holding many entrepreneurs back from scaling, delegating and creating business models that work for both them and their clients [18:45]
  • A massive risk that a lot of companies are taking and how Nick avoided making this mistake in the past [22:56]
  • What’s even more important that your “to-do” list [23:29]
  • His strategies for scaling the right way [23:31]
  • How to know it may be time to change the way you are doing business [28:26]
  • What to focus on instead of just metrics such as revenue or the number of clients you have [31:58]

For More Information:

https://getleverage.com/

https://www.facebook.com/getleverageva/

https://www.linkedin.com/in/nicksonnenberg/

Resources Mentioned:

Nick’s Book, Idea to Execution: How to Optimize, Automate, and Outsource Everything in Your Business

His Leverage Podcast

Email Nick for Information on Upcoming Workshops  

Slack, Process Street, Zapier & AskNicely

66: How To Build Your Thought Leadership and Get Known For Your Ideas, with Robin Farmanfarmaian

Genius Network (Joe Polish)

The E-Myth Revisited: Why Most Small Businesses Don’t Work and What to Do About It by Michael E. Gerber

QUOTES:

“I think that no matter what company you’re building, you always have to make sure you’re passionate about it and that it’s solving a problem.” [6:25]

“At that time I was 30 years old and no kids, no family and had some savings. I decided to throw myself into the deep end to be an entrepreneur.” [12:37]

“When you’re trying to figure out how to do something you don’t know how to do, you just need to know the ‘who.’ To figure out the ‘how,’ that’s kind of another way of thinking about what we try to achieve with Leverage. We try to be your ‘who,’ so you don’t need to figure out how to do it.” [23:54]

“It’s really lonely being an entrepreneur, and it’s so critical to have that support system.” [29:54]

“People like to brag about things like revenue or size of team, and it can be distracting. It was distracting for us, and it ultimately hurt us to celebrate those numbers.” [32:05]

“If the quality is so high that people can’t live without us, and our retention is super-high, the revenue is naturally going to come.”

Sponsor Highlight!  

I’m thrilled to share that Audible.com is a sponsor of Finding Brave! Take advantage of their great special offer of one FREE book of your choice with a 30-day FREE membership trial! And feel free to keep the book even if you cancel the membership. Click here to sign up for your free book! http://www.audibletrial.com/FindingBrave

Watch the video of this episode!
Now you can experience each Finding Brave episode in both audio and video formats! Check out new and recent episodes on my Youtube channel at YouTube.com/kathycaprino. And please leave us a comment and a thumbs up if you like the show!


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Episode 67: Why You're Still Hiding on LinkedIn - What You Need to Know and Change, with William Arruda and Ora Shtull

“People are compelling not only because of credentials and accomplishments. They’re compelling because they are likable. What makes you likable? When you talk about what you’re passionate about, when you talk about what you value, and you talk about what your mission on this Earth is.” – William Arruda

“Women, in particular, think self-promotion is a dirty word, but here’s the funny thing. It’s the successful professionals who know that when you stay quiet about your achievements and your accomplishments, and even your leadership or thought expertise, you’re going to be overlooked.” – Ora Shtull

As a professional, you most likely have a LinkedIn profile, but are you taking full advantage of how this platform can help build and advance your career? It’s not just “nice” to be on LinkedIn now, it’s an absolute must to place your digital brand in the forefront, and today’s Finding Brave guests provide their expert LinkedIn strategies that you can use to blast your career upward.

William Arruda and Ora Shtull are the co-founders of CareerBlast.TV, a personal branding plus platform for professionals who want to stand out and succeed.

William has been credited with turning the concept of personal branding into a global industry. He delivers personal and social branding keynotes all over the world. William is the author of Career Distinction, Ditch Dare Do, and the upcoming, Digital You.

Ora is a sought-after executive Coach in New York City. She’s built a stellar reputation over 20 years helping leaders get promoted and land on the “top most powerful” industry lists. She’s the author of The Glass Elevator: A Guide to Leadership Presence for Women on the Rise and the upcoming, Power Up your Personal Brand.

William and Ora are two of the world’s top authorities on personal branding and career advancement, and they offer their amazing resource, Power Up Your LinkedIn Profile, which will start building your personal brand and fast-track your career growth – today!

Highlights from this Episode:

  • Why LinkedIn is so important, how it’s evolved over the years and what mindset you should have when using it [4:08]
  • How using LinkedIn effectively can allow you to do your current job better, and is not just for seeking new opportunities [5:39]
  • What people are ashamed of and the main reasons they are hiding on LinkedIn [12:15]
  • What the “brandscaping” trend is and how you can start doing it today [15:58]
  • Fascinating insights about how women are using LinkedIn versus how men do [24:10]
  • The amazing things that can happen when you understand and embrace who your true target is on LinkedIn [27:40]
  • Why people are so scared to ask for and give written recommendations on LinkedIn [29:38]
  • When you should be asking for recommendations and the right way to do it [31:51]
  • The top 3 things you can do now on LinkedIn to get you moving towards your career goals [37:40]

 

And take advantage of a generous 50% discount savings that William and Ora are kindly offering to my community, on their Power Up Your LinkedIn Profile video training! CLICK HERE to access the training for only $99!

 

For More Information:

https://careerblast.tv/

https://www.linkedin.com/company/careerblast/

https://www.instagram.com/careerblast/

https://www.facebook.com/careerblast/

https://twitter.com/careerblastme

Resources Mentioned:

Power Up Your LinkedIn Profile (with bonuses!)

William’s Books Career Distinction: Stand Out by Building Your Brand & Ditch. Dare. Do! 3D Personal Branding for Executives

Ora’s Book, The Glass Elevator: A Guide to Leadership Presence for Women on the Rise

William’s First Appearance on Finding Brave

Weber Shandwick study & 2014 study of social CEOs

Canva

QUOTES:

“The new mindset for LinkedIn and people haven’t really adopted this year, is that LinkedIn is a place I go to do my job better.” [William, 4:57]

“LinkedIn Groups are professional associations on steroids. You go to a professional associate in your local city and there might be a hundred or two hundred people there. You go to a LinkedIn Group focused on a certain topic, and there could be tens or hundreds of thousands of people you could connect with.” [William, 5:57]

“You’re revving up your personal brand, and your personal brand will only promote the corporate brand. So when you show up with confidence, and when you show up with thought leadership or with expertise, that’s a beautiful reflection on your company.” [Ora, 8:34]

“One of the biggest challenges I experience in working with people is that people are afraid to be different.” [William, 21:34]

“We have to redefine who our target audience is. It’s not the people in the office or cubicle next to you. It’s much broader than that, and if you embrace that, the world of opportunity falls on your lap.” [Ora, 28:00]

“If you believe in what you do, you want to share it broadly.” [Ora, 30:55]

“If you’re not getting it done, kiss procrastination goodbye and get some support.” [Ora, 36:40]

“If you are not creating a profile that’s reflective of who you are in the real world, then you are missing out on huge opportunities. Whatever people see, that is who you are to them.” [William, 38:08]

Sponsor Highlight!  

I’m thrilled to share that Audible.com is a sponsor of Finding Brave! Take advantage of their great special offer of one FREE book of your choice with a 30-day FREE membership trial! And feel free to keep the book even if you cancel the membership. Click here to sign up for your free book! http://www.audibletrial.com/FindingBrave

Watch the video of this episode!
Now you can experience each Finding Brave episode in both audio and video formats! Check out new and recent episodes on my Youtube channel at YouTube.com/kathycaprino. And please leave us a comment and a thumbs up if you like the show!


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Episode 66: How To Build Your Thought Leadership and Get Known For Your Ideas, with Robin Farmanfarmaian

“My fundamental truth behind The Thought Leader Formula, besides the solution to #MeToo, is that 90% of people have the ability to be a thought leader, we just have to understand how to follow that path.” – Robin Farmanfarmaian

Being a thought leader is building a business, and almost anyone can do it with the right mindset. To become a thought leader though, you need to know and hone your business model, revenue streams, and who your customer is. Today’s Finding Brave guest shows us how we can do this, whether we are an entrepreneur, work in a corporate setting, or have a side gig.

Robin Farmanfarmaian is a professional speaker, entrepreneur, and angel investor driving high-level business development for a wide array of organizations in the medical and biotech fields and beyond.

Empowering professionals, Robin also works with executives, entrepreneurs, consultants and other professionals who want to become thought leaders in order to accelerate their career and business goals. Her 1st book, The Patient as CEO: How Technology Empowers the Healthcare Consumer, is a #1 Best Seller on Amazon. Her 2nd book, The Thought Leader Formula, is out now.

It’s been a journey for Robin to become who she is today, and the very personal story she reveals in this episode can help many of us see that we too can share our ideas in a bigger way than we are currently, and why that’s a gift to the world.

Highlights from this Episode:

  • What compelled Robin to write her latest book and why she says it was a tough decision to write it [2:50]
  • Her two-step solution for issues facing professional women in the #MeToo era [5:31]
  • The first steps to take to get known for your idea [10:18]
  • Robin’s concept of “You, Inc.” and why you should be aware of your personal brand, regardless of what work you do professionally [13:48]
  • What your “fundamental truth” is and why it’s something that you’ll need to identify [16:08]
  • How to launch your first entrepreneurial venture if startup funds are an issue and what level of investment Robin has made in her business to become a thought leader [19:50]
  • What to consider if you are a first time writer and how you should be viewing your book in terms of financial returns from it [24:08]
  • Ways that your book can be “9 products in 1” [26:18]
  • Where to begin if you have an idea, or group of ideas, that you want to turn into your first book [28:26]
  • What readers of Robin’s latest book can expect to get from it [32:17]

For More Information:

https://www.robinff.com/

https://www.linkedin.com/pub/robin-farmanfarmaian/4/401/31

https://twitter.com/Robinff3

https://www.facebook.com/Robinff

Resources Mentioned:

The Thought Leader Formula Online Course (with 50% for the month of April 2019 using code “April50”) & Free Workbook

Robin’s Latest Book, The Thought Leader Formula: Strategically Leverage Your Expertise to Drive Business & Career Goals

Her First Book, The Patient as CEO: How Technology Empowers the Healthcare Consumer

Kathy’s Book, Breakdown, Breakthrough

Start with Why: How Great Leaders Inspire Everyone to Take Action, by Simon Sinek

QUOTES:

“Become known for your ideas and your brain so that people can’t hurt you anymore, and then send the elevator back down for other women.” [5:33]

“(Writing) that book gives you more credibility than an MBA.” [6:47]

“The very first step to becoming a thought leader is to step back and figure out your business model and your revenue stream. Those things are going to then indicate your customer avatar and who you want to reach.” [10:18]

“People do not buy what you do, they buy why you do it. So identify your ‘Why’ as it relates to your business model and revenue stream.” [16:16]

“It is a long-term vision. Becoming a thought leader is not something that’s going to take you just a few months.” [19:51]

“If you think you can become a thought leader for zero dollars, I am going to tell you right now you will fail.” [20:46]

“The vast majority of your clients probably are never going to read your book, but the fact that they know your book exists is what books you for keynote speaking, or can get you a client.” [25:00]

Sponsor Highlight!  

I’m thrilled to share that Audible.com is a sponsor of Finding Brave! Take advantage of their great special offer of one FREE book of your choice with a 30-day FREE membership trial! And feel free to keep the book even if you cancel the membership. Click here to sign up for your free book! http://www.audibletrial.com/FindingBrave

Watch the video of this episode!
Now you can experience each Finding Brave episode in both audio and video formats! Check out new and recent episodes on my Youtube channel at YouTube.com/kathycaprino. And please leave us a comment and a thumbs up if you like the show!


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