A Path to Rural Recovery: Destination Tourism

Vision, Execution, Culture, and Numbers = Success

Every industry has been impacted Covid. Trucking and transport is no exception. But imagine operating a business through a global pandemic while navigating the boom and bust—the speedbumps and oil slicks—of the oil patch.  

Looking to build your grit, determination, and resilience? #FinanciallyFierceFounders, Jason and Harley Newman (The Newman Bros) pave the path. From battling a shop fire, making a stand on improved safety standards, and facing down escalating labour and leasehold expenses, these guys will teach you how to lean into, learn from and leverage the lessons of the entrepreneurial journey. 

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Episode Timeline // 

[00:00] Introduction of the episode.

[01:40] Their journey of building their business.

[03:59] Working on the business, analyzing it, and making sound decisions.

[08:06] Their individual roles within the business.

[09:01] Importance of budgeting, knowing your numbers, and building company culture.

[16:40] Dealing with stress in business.

[19:20] Numbers becoming intuitive.

[21:43] Leadership at the time of crisis.     

[25:21] 4 things that can help you to get through a crisis in business.

[27:23] When are layoffs necessary?

[30:33] How to hire a right fit for your company.

[34:53] Strategy to buy new equipment. 

[41:26] Seeking advice from different experts. 

[44:45] We all struggle one way or another

[47:05] Golden piece of the episode. 

Founder’s Take //

Constantly analyzing business and making sound decisions  

Working on the business is not about being involved in day to day stuff of business. It’s about analyzing business - focusing on the bigger picture, seeing what’s going on within the business, seeing the holes and addressing them, and also allowing others to grow within the business - and making it better. It's about taking one portion of the business, improving it, and then moving on to the next portion. It’s the game of constantly analyzing business and making sound decisions based on analysis.

Being proactive in business instead of being reactive

Knowing your numbers tells you where you are going in business- whether you are losing or gaining- and based on that budgeting and making right decisions help you to be prepared and be proactive for any situation.

Sacrificing business for the sake of employees

A lot of people sacrifice the business for the sake of keeping employees and not offending or hurting their feelings, but if you won’t save the business first and make sure that the business survives, then at the end of the day nothing will survive, not even the employees. 

Having an advisory board

Every business owner should have a group of advisors so that they could turn to them to discuss their business and make sound decisions. When you have different experts to discuss your numbers and solve a particular problem then the results that come are astonishing. 

Mic Drop Moments //  

BOOM! There it is! I promised you intel to blow your mind and build your bottom line. 

Here are a few of my favorite mic drop moment's compliments of our

#FinanciallyFierceFounders 

There are 2 advantages of knowing your numbers in business. First, numbers move you where you need to go to avoid any sudden stress. Second, numbers allow you to be a better leader and have a better vision.

Right leadership, at the time of crisis, is all about dealing with the fears and emotions of your employees, providing them stability, and steering them in the right direction. By providing the right leadership you can get rid of any problem.

Building company culture is all about building rapport with your employees to avoid friction with them.  But a great company culture does not happen by magic; it starts with playing a strong leadership role.

When crises hit you, the formula to go to is {Vision + Execution + Culture + Number}. Know your numbers, have a vision, set a productive company culture, and make rational decisions based on your analysis and finally execute that decision.

Those were some of my favs. Drop me a comment below and let me know what landed with you!

The Bottom Line //

In the business world, little things matter a lot. Little things like ‘knowing your numbers’ have a huge impact on your business. Having that information is the most powerful way to take your business in the right direction. No matter what your business is, knowing your numbers means knowing your business.

Feeling Financially Fatigued? We've got your wake-up call!

Today, we're reaching out to you directly, Founders at all stages of business, to experience what it feels like to become Financially Fierce. To stop hiding from the numbers and instead… choose to OWN them!

We want to show you, based on YOUR numbers--not OURS, not only what’s possible when it comes to building your business, but what’s necessary; including how to pay back the Covid benefits your business received.

You have a 15-month runway to build a plan and get your debt paid.

LET'S DO THIS! 

About the Founders // Jason and Harley Newman, T Bar1 

#FinanciallyFierceFounder, Kendal Netmaker, is one of our country's leading entrepreneurs from Sweetgrass First Nation.  Founder of Neechie Gear and author of Driven to Succeed, Kendal's been named one of Canada's future business leaders by Canadian Business and Future 40 by CBC Saskatchewan, among others.

Despite numerous accolades, Kendal's success wasn't handed to him—he had to fight for it.  Growing up on the reserve, surrounded by poverty, his childhood wasn't an easy one.  Raised by a fierce, hard-working, single mother Kendal learned to make every penny count. However, reverberating throughout his home and community was the message, "life is difficult for people like us—we'll be struggling for a lifetime". This was the belief he grew up with until one exacting moment. changed his life forever. 

Kendal's genius is his ability to change the narrative and transform his trajectory.  If you're plagued by a story or a belief that's sabotaging your success, this is one story you'll want to listen to and learn from. 

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Episode Timeline // 

[00:00] Introduction of the episode

[01:40] Introduction of #FinanciallyFierceFounder, Kendal Netmaker

[05:37] Kendal’s early life and influence on his financials

[08:55] Mindset challenges and conditioning

[14:59] Learning about money management

[16:48] How Kendal changed his mindset

[20:45] Impact of Covid on Kendal’s business

[22:11] Importance of investing in education and how to choose where to invest 

[26:15] Kendal’s retail business and launching his speaking career

[26:58] Kendal's rationale for choosing 'speaking' as a vocation 

[28:43] Kendal’s monthly finances

[29:42] Retaining clients versus looking for new ones

[31:57] Automating and systemizing  business processes 

[33:03] Contact details 

[33:43] What  #FinanciallyFierce means to Kendal? 

Founder’s Take //

Mindset Challenges + Conditioning

What’s brilliant about Kendal is his ability to “see” the pattern. The pattern that sabotaged his success and stunted his financial growth. Behind this pattern was a destructive mindset of struggle and scarcity, unintentionally bequeathed by his loving and self-sacrificing mother. Kendal chose to break free, and launch a new trajectory, not just for himself but for his people. 

He shares an important message with us today which is this—regardless of where you come from and whatever challenges you face, you have the power to enact change.

Learning How to Manage Money

Kendal’s upbringing, though challenging,  proved a huge advantage for him in terms of learning strong money management skills. While growing up, he observed his mother budgeting a welfare check with pen and paper; a fierce financial habit that taught Kendal the meaning of fiscal stewardship and responsibility.   He became a master of leveraging available resources, budgeting, and utilizing money intelligently. 

Kendal, who now coaches others, shares with us the approach he takes with his clients: "Before you spend or run to the bank for a loan, first think of what resources you have, use them to their full potential, and then use a cash injection."

Investing in Your Education

Making an investment in education requires you to first identify what the goal is. Once you've decided the purpose, then comes the question, from where (or whom) should I learn?'

Kendal elaborates on his strategy in this episode, but at the heart of it are these words of wisdom: 

Success and Scale in a Service-based Business

If you want to grow and be successful in any service-based business, endeavour to work with people you've worked with before. Retain your clients instead of looking for new prospects every time. Serving them well and exceeding their expectations, creates long-term win-win situations—rather than frantically hustling from one to another. 

Mic Drop Moments //  

BOOM! There it is! I promised you intel to blow your mind and build your bottom line. 

Here are a few of my favorite mic drop moment's compliments of 

#FinanciallyFierceFounder, Kendal Netmaker.

There’s no way out from under a 46% interest rate. Companies like Payday Loans, Cashco, Money Mart offer loans with exorbitant interest rates attached. In fact lenders in Canada can charge up to 60% interest, according to the Criminal Code of Canada. Their target clientele: roughly nine million Canadians with lower credit ratings who can't secure loans from traditional banking institutions.

Start by identifying what those beliefs are.  Is money easy to come by, or hard? Does it slip out of your hands? Is money the root of all evil?  The number of Founders who cringe at the idea of making a profit, or hide their success from others in fear of being judged, is staggering. 

Money loves speed and decisiveness. Know what you're looking to build, seize the opportunities that align with those goals, and do so quickly. 

Those were some of my favs. Drop me a comment below and let me know what landed with you!

The Bottom Line //

Kendal on becoming financially fierce... 

BOOM! 

Are you ready for this!? We’re back with Season 2 of The Gab Lab, bringing you more insights and more intel that will blow your mind and build your bottom line. 

And we’re kicking things off with the incomparable,  the one and only, Ms. Candyce Fiessel. Founder of Sheer Escape, Director of Operations of The Style Academy,  creator of My Life Planner, and freshly launched… Life School! 

If you’re feeling like you’re working too hard and not getting anywhere,  I want you to download this episode, step away from your desk, and listen in as Candayce walks us through how she’s able to build four wildly successful businesses simultaneously.  

Never miss an episode!

[Join the League of Financially Fierce Founders]

Founder’s Take //

I personally took away three core pillars, that I share with you here,  that seems to have shaped her financial and entrepreneurial  reality:

Work smarter not harder: Candyce, with such grace and vulnerability shares with us the trauma that reinvented her relationship with money and her approach to doing business. There is no doubt Candyce has worked for every penny, every client, and every success she’s earned. It didn't come from working herself into a state of overwhelm and fatigue, it came from getting smart with her time, her money, and her strategies. Working smarter not harder requires you to get uncomfortable and choose to do things differently. Tune in to learn how Candyce chose a different path and where it’s taken her. 

Surround yourself with amazing people: From the first day of working with Canydyce, I knew building tribes was one of her many gifts. If you’ve been struggling to build a team, or with the art of delegation, turn this episode up! Candayce doesn’t manage her people, she helps to develop them. Seriously, there is so much value in better understanding Candyce leadership style and philosophy, you’ll want to circle back, hit pause, and take notes. 

Think Like an Investor: Very early in her entrepreneurial journey, Candyce chose to invest in personal and professional development. It’s a decision that changed the trajectory that has shaped her approach to doing business, and her life trajectory. Candace chose to see many of her choices as an investment: investment in education, investment in her team, financial investments in her business. But as is true with every smart inventor, Candayce always takes calculated risks. Listen in as she shares with us the process she used to evaluate business, teams, and finance. 

Mic Drop Moments //  5-7

BOOM! There it is! We promised you intel to blow your mind and build your bottom line. Here’s a few of our favourite mic-drop moments.

• 
  Flow forward 
• Develop people, don’t manage them. 
• It's not about how much you consume. It’s about how much you produce. 
• Trust the process and feel life’s gifts.
• Bring people together for a shared purpose and a shared vision rather than just thinking about building a business.

CTA: What mic-drop moments landed with you?

The Bottom Line //

Being a successful entrepreneur is not just about working 24 hours a day, 7 days a week. It's about having a crystal clear vision of where you exactly want to be before pushing yourself into exhaustion. Because at the end of the day, YOU'RE STILL A PERSON. A person having a personal life outside your business that you need to feed, nurture, and fuel. Stop wasting your time on consuming irrelevant things and start producing outputs that will establish a powerful foundation in the long run. Trust the process, enjoy life’s gifts, conquer your fears, find your ultimate purpose, and have the willpower to stand up and DO IT!

We hope that the tips in this episode with Candayce have inspired you to build your wildly successful businesses simultaneously.  

“Don’t face your fear and walk into it. Face the fear and take a step back.”

Boom! Brilliant, bold, and beautiful, just like our Financially Fierce Founder, Brady Johnson.

Ditch the clichés. Tune in to learn how stepping back from financial fear catapulted Brady, and her business, Encompass Fitness Studio, to new heights. 

Fear holds so many of us back. Professionally, physically, and financially. With a shared fascination in behavioral finance (beliefs that form our financial condition), Brady doesn’t hold back as she recounts her early environment and the impact it had on her relationship with money, and on building the business.

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[Join the League of Financially Fierce Founders]

Founder’s Take //

Brady’s a remarkable woman, whose sheer grit and determination match that of an Olympian. If you’re looking to find your financial footing or face down a fear that’s been holding you and your business back this is the episode for you. In this episode of #TheGabLab, Brady offers up her insights on:

- Transcending fear and limiting beliefs
- Choosing to see Covid as a catalyst, not a crutch
- The gift of owning your value and getting paid
- The correlation between fitness and finance
- How giving back bolstered her bottom line

The Bottom Line //

Listen, was Brady a fan of numbers? No, she says it herself. But what makes Brady truly fierce, and what we can look to emulate is:

Her ability to recognize fear was holding her back,
Her discipline to first step back, and then to observe, feel, and understand it.

The foresight to surround herself with people and resources to help her walk through the fear and take ownership of her numbers, top line, bottom line, and everything in between.

Mic Drop Moments // 

BOOM! There it is! We promised you intel to blow your mind and build your bottom line. Here’s some of our fav mic-drop moments, offered up by #FinanicallyFierceFounder, Brady Johnson: 

Make Friends with your fear. 
You can’t be a charity case if you’re looking to give to charity! 
Know your worth. Own your value. 

Drop us a comment below and let us know what landed with you!

About the Founder // Brady Johnson
 

After not fitting in as a child, Brady turned to fitness as a coping mechanism. Realizing just how Intimidating most gyms were, she vowed to one day to change that. She dreamed of creating an environment that was inclusive, supportive, and welcoming; a place where everyone could achieve their personal fitness dreams, whether it was weight loss or completing a Spartan race.

With discipline and determination, Brady went to work to make her dream a reality. In 2014 her dream became reality with the opening of Encompass Fitness Studio, helping over 400 people lose over 2000 pounds, and forever changing their lives for the better.

Here’s what I see most Founders doing… abdicating not delegating their finances. What’s the distinction? 

Abdicating is when we hand our numbers to the experts, but then fail to take responsibility for the results. 

The bookkeeper's role is to enter in data. The accountant's role is to mitigate our taxes. Our role is to crunch the numbers and make good decisions based on what those numbers are telling us. This is what financial delegation is all about – and unless you have a CFO – this job falls on you. You’re the owner after all… you pay the price or reap the rewards of the financial decisions you make. 

Got what it takes?

So here’s my ask of you today, take five minutes and come up with a list of questions you need to ask your bookkeeper or accountant. Maybe it’s: 
Mitigate taxes? 

What would it take to better understand my cost of goods per product? 
What would it take to better understand my true and total cost for merchant fees and transaction costs? 

And now you my friend, are becoming #FinanicallyFierce. 
This, my Founder friends, is what it takes to become #FinanciallyFierce!
___

My name is Taunya, Founder of Nail The Numbers. Our Crew is on a mission to financially embolden 50,000 Founders this year. Empowering business owners, like you, to face down your finances and build up your business—one that pays you a healthy salary, generates a healthy profit, and takes pride in its purpose and impact.

If you’ve got what it takes, we’ve got you! 

Join the League of Financially Fierce Founders!

Crutches are the subconscious, or conscious, excuses we make to avoid doing the real work that needs to get done. 

There’s a reason you’re not digging in taking ownership of your numbers, it’s a four letter word that starts with F. But instead of confronting the fear, our brain likes to make excuses to avoid it. What I call, crutches. 

• A life partner is making enough money to keep us comfortable 
• A job or another gig is keeping you comfortable 
• You’re financially flush, financial reserve – so no need to push forward 

Usually Founders don’t take action unless they’re forced to. When it comes to finances that typically means 1 of three things: 

1. A health scare 
2. The threat of an audit or bankruptcy 
3. A divorce 

Don’t wait until you’re backed into a corner… take action, take ownership. 

Got what it takes?

My ask of you today is to take five minutes, and get honest about the crutches you’re using to avoid taking ownership of your numbers. 

This is what it takes to become #FinanciallyFierce!

___

My name is Taunya, Founder of Nail The Numbers. Our Crew is on a mission to financially embolden 50,000 Founders this year. Empowering business owners, like you, to face down your finances and build up your business—one that pays you a healthy salary, generates a healthy profit, and takes pride in its purpose and impact.

If you’ve got what it takes, we’ve got you! 

Join the League of Financially Fierce Founders!

Having known Ryley since 2012, and watching his journey unfold has been truly inspirational. I’m excited he’s agreed to share his story with us in #TheGabLab because I know there’s a lot more to it than meets the eye.  

In only six short years, #FinanciallyFierce co-Founders Ryley Iverson and Davie Lee were able to take their startup from ideation to exit. And although that’s a feat in and of itself, Ryley accomplished this after receiving a Stage 3, Non-Hodgkin’s Lymphoma diagnosis in the early days of his startup.

Needless to say, Ryley epitomizes what it means to be fierce—physically, emotionally, and yes, financially. We’re fortunate to be able to benefit not only from his tenacity and resilience but just as importantly, from his humility and authenticity. If you’re looking for inspiration and a path forward through fear, doubt, and uncertainty, you won’t want to miss this episode. 

Never miss an episode!

[Join the League of Financially Fierce Founders] 

// Founder's Take

Ryley offers up valuable insights from the vantage point of taking a startup from ideation to acquisition:

• The cost of taking his health for granted, and how a cancer diagnosis realigned his goals and priorities.
• Why bootstrapping the business made sense in the early days, and why it paid off in the end.
• Unit Economics—the importance of knowing the real costs of customer acquisition and retention.
• Starting with the end in mind. How having a clear vision of where you’re headed (in life and business) makes all the difference to a healthy outcome. 
• Acting on the advice of others. When to tune in and when to tune out. 

// The Good. The Bad. And the Ugly.

As with every Founder’s entrepreneurial venture, there’s a lot to be learned. Here's the good, the bad ,and the ugly of Ryley's lessons learned along the way:

The Good //  Tune in to learn how Ryley and his co-Founder were able to take a business from ideation to exit and how an office manager was pivotal to their progress.

The Bad //  Founders' salaries, or as Ryley puts is, "financial fasting".  What's considered fair, what's considered right, and what's considered necessary!  [I'd love for you to weigh in below. How much do you think Founders should get paid, and why?] 

The Ugly //  How cancer impacted not one, not two, but seven out of ten team members. And how it continued to shape and shift the priorities of the Founders. 

Don’t miss out on the valuable insight and experience shared by Ryley. 

Better yet, take his experience and learn from it!

// Mic Drops 

Boom! There it is! We promised you intel to blow your mind and build your bottom line. Here’s our favourite mic-drop moments from #FinanicallyFierceFounder, Ryley Iverson:  

1. Be patient. You can't build a business overnight. It takes time.
2. If you're planning on launching a rocket ship, best to know where you intend to land.
3. Know your motivations. Are you being pulled by a vision or pushed by fear?
4. The cost of customer acquisition and retention was one of the most important financial lessons we learned along the way. 
5. Look beyond the bank account balance. Know your financial levers, and look at them constantly. 

Drop us a comment below and let us know what landed with you!

About the Founder // Ryley Iverson 

Ryley is currently a recovering tech founder charging up for his next mission. He most recently co-founded a GovTech startup which he led from idea to acquisition over a six-year journey. 

He has consulted and advised 100's of companies over the years and been involved in startups ranging from light bulbs to energy futures to microloans. When he's not building companies he likes to explore cities, nature, and consciousness.

About the Champ // Community Futures Manitoba

Community Futures Manitoba is an association representing 16 Community Future organizations established throughout rural and northern Manitoba. The Community Futures Manitoba Board of Directors is comprised of one representative from each of these organizations. 

Community Futures operates across rural and Northern Canada as a grassroots-driven program created to strengthen rural economies by enabling entrepreneurship and assisting in community economic development. 

The goal of each Community Futures office is to assist the communities in their region to develop their economic potential.

And by profit, I mean bottom line, NET, profit! 

Let’s get real! We live in a society where there’s a stigma attached to profiting in business. It’s perceived as greedy, opportunistic, and capitalistic. It’s this narrative, this attitude, that perpetuates the problem of businesses–especially small businesses–not generating a healthy bottom line profit.

And by the way, before all the haters come out, I’m not suggesting we profit at the cost of people, planet, or purpose. But here’s the truth, we can’t support anyone or anything, sustainably, without it.

Net Profit is our lifeline in building a healthy and sustainable business. It becomes our retained earnings and forms a safety cushion, an “Emergency Net” if you will.  COVID had the impact it did because over 80% of small businesses were barely breaking even--prior to the lockdowns. 

Hear this! Covid didn’t cause the financial vulnerability, it exposed it. 
Got what it takes?

My ask of you today is to take five minutes and determine what a healthy bottom line would look like for you and your business. What number are you aiming for? And remember, the bottom line is the net profit you make after paying yourself a healthy owner’s salary! 

This is what it takes to become #FinanciallyFierce!
___
My name is Taunya, Founder of Nail The Numbers. Our Crew is on a mission to financially embolden 50,000 Founders this year. Empowering business owners, like you, to face down your finances and build up your business—one that pays you a healthy salary generates a healthy profit and takes pride in its purpose and impact.

If you’ve got what it takes, we’ve got you! 

Join the League of Financially Fierce Founders!

What’s it mean to be a Financially Fierce Founder? 

It means: 

• Taking ownership of your financial situation - the good, the bad and the ugly.
• Getting real about where you're at, where you need to be, and what it's going to take to get there. 
• Confronting the fear, dread and anxiety of looking at your numbers and digging in anyway.

Becoming financially fierce isn't about perfection, it's about ACTION! 

Got what it takes? You're here... so we know you do! 

📣📣📣 This week, I’m calling on you to take five minutes to write down the fears and doubts holding you back from getting real with your numbers and confronting them head on. 

This is what it takes to become #FinanciallyFierce! 

___

My name is Taunya, Founder of Nail The Numbers. Our Crew is on a mission to financially embolden 50,000 Founders this year. Empowering business owners, like you, to face down your finances and build up your business—one that pays you a healthy salary, generates a healthy profit, and takes pride in its purpose and impact.

If you’ve got what it takes, we’ve got you! 

Join the League of Financially Fierce Founders!

Fear is one of the biggest obstacles to business-to-business (B2B) growth .  In fact, the Harvard Business Review recently shared that 53% of sales professionals give up too easily when cold calling and 48% are afraid to even pick up the phone and make the call! What!? And these are the professionals we're talking about!

If your business depends on B2B sales being closed, you can’t afford to miss this episode. Regardless of whether you have a sales team, or if it’s on you (as the Founder) to make the dreaded cold call — the call has to be made. 

In this episode of #TheGabLab, NTN Pro, Alice Wheaton, Topline Turnaround Expert, takes us through the steps required to not only make the call but to land the sale — from confronting the initial fear to following through on the other end. 

Alice shares decades of fist-hand experience on exactly what it takes to become a top-tier salesperson who consistently generates top-line results. You’ll come to learn quickly, Alice doesn’t hold back and she certainly doesn’t mince words. She’s dishing out exactly what we need to hear, even if we may not want to hear it. 

We created this episode for the +80% of Founders out there who are holding back. Tune in, listen up and then make the call.  

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Part 1 // Planning + Preparation 

So where to start? Firstly, Alice calls us out on our fear of discomfort. She helps us to better understand where fear comes from and how to talk it down when it rears its self-sabotaging voice.  

Are you an A, B or C level salesperson? From aggressive to agreeable, if you’re into building relationships, guess what? Sales may not be for you! Contrary to what many of us see as a strength, Alice walks us through why she believes building relationships detracts from your top-line, and instead, how a subtle shift in mindset will help you build it. 

Before you pick up the phone and start dialing digits though, listen in to Part 1 as Alice walks us through five key points of preparation so that we can find the courage to make the call, and do so with competence! 

Know your numbers, map out your plan. 

VISIT THE VAULT // DOWNLOAD THE MARKETING MAP WORKSHEET

Part 2 // The Process + Pipeline 

3. 2.1.... it’s GO time. For the Founders out there looking for a script on how to ace the dreaded cold call, look no further. 

From “Hi my name is Alice,” to “What I’d like is an hour of your time,” Alice takes us from the first words out of her mouth to the final ask, and everything in between. 

Seriously, be prepared to have your mind blown. Not one to shy away from debate, Alice challenges many of the typical protocols we’ve been taught to believe when it comes to making the sales call. From whom to speak with, to how to get them on the phone, and even what to say in a voice mail message—you’ll appreciate, if not applaud, Alice’s refreshing approach. 

Perfection is NOT what you’re after when making a cold call. Humility, authenticity and humour is where it’s at — and Alice will show you exactly how to deliver it, in spades.

The Close. Alice teaches us how to reward courageous effort with results. You’ve gone the distance, now you need to make the sale. Alice delivers pure gold when it comes to learning how to lean in, make the ask, and close the deal. For those of you  banking on a proposal to seal the deal, lean in for Part 2 to learn how “clarifying the proposal protocol” will get prospects off the fence and in the books. 

Discover which questions will best serve you and your prospect.

VISIT THE VAULT // DOWNLOAD THE BUSINESS DIAGNOSTIC WORKSHEET

Part 3 // Follow Thru + Follow Up

Lastly, when is the job done? If you’re thinking it’s when the sale's made — think again. Alice does a brilliant job, here in Part 3, of: 

• helping to clarifying the various types of clients we have
• the touchpoints and frequency each client should receive
• and which team member is responsible for initiating contact and following through with the client

Brief, to-the-point,  and powerful. It's on you to go the distance and take in the final segment as Alice teaches us how to turn our B2B clients into top-tier raving fans! 

// Mic Drops

BOOM! We promised you intel to blow your mind and build your bottom line. Here’s our fav mic-drop moments from today’s episode. 

Drop us a comment below and let us know what landed with you! 

1. Calling your prospects, as opposed to emailing them, builds your credibility.
2. Analysis paralysis. Some industry intel — a scan of their website, and a google search of your prospect is all the information you need to make the call. Anything more may overload you and stall your efforts. 
3. Speak with the person who can make the decision. Calling on influencers will likely cost you time and money. 
4. Get over yourself. It’s not about you “making the sale” it about you “solving a problem". 
5. “A-level” salespeople don’t see criticism as failure, but rather, an opportunity to get it right for the client.  
6. You’re not going to deliver any value in a 10-15 minute phone call. Own your power and your process. Ask for an hour of their time with the promise of delivering value during your call. 
7. Don’t show up to throw up. Make your first call short sweet and to the point. Who you are, how you know them, and why you’re calling!  Anything longer signals fear and discomfort. 
8. Asking questions not relevant to the transaction (i.e., How are you today? Are you enjoying the weather?) signal discomfort rather than strength. 
9. Lighten up. Have some fun. Inject some humor into your conversation. Your prospect can hear your smile and puts them at ease.
10. "I hope a salesperson reaches out and calls me today," said no CEO. EVER! Leaders aren’t waiting for your call. In fact, they go out of their way to avoid it. Make it worth their while. Show them you understand their pain, and know how to solve their problems. 

// Download the free tools and templates—compliments of our Champ!