Ep: 195 Mike 'C-Roc' Ciorrocco

Brian Will is a seasoned entrepreneur, bestselling author, and sales expert with over 35 years of experience. He’s created seven highly successful companies worth over half a billion dollars at their peak. Today, Brian owns thriving ventures in restaurants, insurance, technology, and real estate.

What business problem do you solve?

In this episode, Gary and Brian discuss the significance of active listening and connective response in sales, along with the importance of explaining product benefits to overcome objections.

Small Business Answer Man Shownotes:

• Gary emphasizes the importance of setting clear goals for your business and reverse engineering them to create a path to success. 
• Brian highlights the need for entrepreneurs to understand why customers should buy their products and why they should buy from them. 
• Brian shares insights from his book, “The Dropout Millionaire,” focusing on the psychological aspects of building and running a business. 
• Gary stresses the value of understanding your weaknesses as a business owner and bringing in people who can complement those weaknesses. 
• Brian talks about the importance of having a board of directors or a personal coach, even for successful entrepreneurs like Tim Cook of Apple. 
• Gary emphasizes the need for entrepreneurs to have a clear plan for their business.
• Brian discusses the importance of delegation in scaling a business and the role of soft skills in entrepreneurship. 
• Gary and Brian talk about the common mistakes entrepreneurs make in sales and how to overcome them. 
• Brian explains his coaching assessment process, which helps entrepreneurs understand their business’s current state and plan for future growth.

Brian Will’s Small Business Tip:

Understand why customers should buy your product and why they should buy from you. Use active listening and connective responses in sales to overcome objections. Delegate tasks according to your weaknesses to scale your business effectively. 

Connect with Brian Will:

Website: www.brianwillmedia.com

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Bocar Dia is a Partner at Forum Ventures sitting at the intersection of investing and working 1:1 with portfolio founders through the early stages of building, including go-to-market, founder-led sales, and fundraising.

What business problem do you solve?

In this episode, Bocar Dia discusses the challenges entrepreneurs face in the early stages of building their businesses, particularly the transition from the zero to one phase. He emphasizes the need for validating market pain points, understanding customer needs, and developing scalable business models for success. 

Small Business Answer Man’s Shownotes:

• At the start, Gary introduces Bocar Dia, a partner at Forum Ventures, who discussed the challenges entrepreneurs face in the early stages of building their businesses, particularly the transition from the zero to one phase. 
• Bocar emphasized the need for entrepreneurs to adapt their approach to sales based on the stage of their business. 
• He shared insights from his experience at Hootsuite and as a founder, highlighting the significance of focusing on customer validation and building a scalable business model. 
• He further discusses the essential skills entrepreneurs need to develop for effective go-to-market strategies, including prospecting, discovery, presentation, and customer success. 
• Bocar emphasized the importance of creating a systematic approach to sales and customer satisfaction to drive business growth and success. 
• Gary underscored the significance of implementing these strategies across different industries, emphasizing their universal applicability for entrepreneurs. 

Bocar Dia’s Small Business Tip:

Focus on validating market pain points and understanding customer needs before developing and selling a product. Implement a systematic approach to sales and customer satisfaction to drive business growth and success.

Connect with Bocar Dia:

LinkedIn

Twitter

Company‘s LinkedIn

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Kayvon, CEO of The Sales Connection and a foremost sales authority has transformed sales strategies globally. Excelling in teaching professionals to connect authentically with prospects, he’s guided the creation of multimillion-dollar businesses and trained over 21,000 sales reps across 100 countries. With over $300 million in sales, Kayvon is a celebrated international speaker and an expert in advancing sales techniques and business growth.

What business problem do you solve?

In today’s episode, Kayvon shares insights on the overlooked element of self-connection in sales, providing strategies to enhance authenticity and drive sales success. 

Small Business Answer Man Shownotes:

• This episode revolves around discussing essential qualities for success in sales. 
• Kayvon emphasizes the importance of self-connection, resilience, and authenticity in driving sales. 
• He stresses that genuine self-connection far surpasses mere tactics and strategies. 
• The conversation delves into the distinction between selling and closing, highlighting the significance of building trust and maintaining genuine human connections. 
• Kayvon underscores the distinction between selling and closing, elucidating why both are indispensable in the sales process. 
• Kayvon addresses the role of AI in sales, asserting its value while underscoring the irreplaceable human element. 
• He further discusses how The Sales Connection website, has multiple resources available for business owners and sales professionals.

Kavyon Kay’s Small Business Tip:

Foster genuine connections, listen attentively, and prioritize authenticity in sales interactions to drive success. 

Connect with Kavyon Kay:

Website: http://thesalesconnection.com/

Facebook

Instagram

LinkedIn

TikTok

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Aaron Marcum holds a Master’s in Positive Psychology from UPenn under Dr. Martin Seligman. With two decades of business scaling experience, he’s an award-winning leader and speaker empowering entrepreneurs. Aaron has just recently launched his book, “EntreThrive,” today. I can’t believe we were able to get him on the podcast but we are excited he made time for us.

What problem do you solve?

In today’s episode, Aaron Markham shares insights into the importance of positive psychology for entrepreneurs, highlighting its proactive approach to helping individuals thrive amidst uncertainties.

Small Business Answer Man Shownotes:

• Gary mentions Aaron’s recent book launch, “Entra Thrive Today,” underscoring its relevance to the discussion. 
• Aaron delves into the concept of positive psychology and its significance for entrepreneurs. 
• Aaron explains positive psychology as the science of well-being, emphasizing its proactive approach to helping individuals.  
• He discussed the six entrepreneurship aspects discussed his book: 

1. EntreClarity 

2. EntreGrit 

3. EntreConnections 

4. EntreFaith 

5. EntreHabits 

6. EntreVigor 

• He further discusses the concept of “EntreClarity,” indicating his keenness to explore this foundational aspect of his book. 
• Aaron elaborates on the importance of establishing guiding truths and gaining self-awareness. 
• According to Aaron, acceptance to achieve clarity in personal and professional life aligns with understanding practical strategies for personal and professional growth. 
• Find Aaron’s book at Amazon or entrethrive.com
• Get your EntreThrive EntreClarity Guide Guide at https://www.entrethrive.com/smallbusinessanswerman

Aaron Marcum’s Small Business Tip:

Aaron advises taking gradual steps toward success. He says that, by starting with small actions and building momentum, entrepreneurs can avoid feeling overwhelmed and steadily progress toward their goals.

Connect with Aaron Marcum:

Website: http://www.entrethrive.com

Aaron’s LinkedIn

LinkedIn

Instagram

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Chris Mannina, CPA and CFO, works primarily with mid-market businesses in a variety of industries, including professional services, technology, government contracting, and non-profits. His areas of expertise include reporting, compliance, strategic planning, FP&A, monitoring, and internal controls.

What business problem do you solve?

In today’s episode, Chris Mannina addresses the critical financial challenges businesses face, emphasizing the shift from traditional accounting to strategic financial planning. 

Small Business Answer Man Shownotes:

• The podcast starts with Gary introducing Chris Meninian, a seasoned CPA and CFO, to delve into the crucial role of financials in business success. 
• Key discussion points include strategic accounting focus, essential financial insights for CEOs, and navigating cash flow challenges. 
• The conversation further explores the impact of technology and automation in accounting, highlighting high ROI wins and the benefits of outsourcing finance departments. 
• Chris offers a free rapid finance assessment through KWC Advisors, providing valuable insights into enhancing your business’s financial health. 
• Gary discusses common cash flow challenges faced by small and medium-sized businesses. 
• Chris addresses the seasonal variations in cash flow and provides insights on managing cash flow struggles effectively. 
• Gary and Chris discuss the benefits of outsourcing finance departments for small to medium-sized businesses. 
• Chris emphasizes the scalability and access to diverse skill sets offered by outsourcing. 
• In the end, Chris discusses the assessment process, providing a brief overview and offering a 30-minute call to assess the financial health of your business.

Chris Mannina’s Small Business Tip:

Chris suggested unlocking the power of proactive financial planning, understanding your cash flow, leveraging technology, and embracing strategic accounting to elevate your business profits. 

Connect with Chris Mannina:

Website: http://kwcadvisors.com/

KWC CPAs’ LinkedIn

KWC CPAs’ Facebook

Chris’s LinkedIn

The Expert Bookers: www.expertbookers.com

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JoDee is a CSP and a SHRM-SCP; she owns Purple Ink, an HR consulting firm serving clients throughout the Midwest.  JoDee has written 5 books in the JoyPowered® Series; her most recent one, an Amazon #1 best seller, is JoyPowered® Networking; in addition to running her firm for the past 14 years, she is a speaker and trainer on many leadership and/or HR topics.

What problem do you solve?

In this episode, Gary Wilbers and JoDee Curtis crack the challenges hindering joy and success in the business world, offering practical solutions and insights for a thriving workplace. 

Small Business Answer Man Shownotes:

• Gary introduces the six P business owner formula: People, Productivity, Pricing, Promotion, Process, and Profits. 
• Insights into the evolving workplace dynamics in 2024 and the impact on small business owners were discussed. 
• JoDee shares her goal of helping individuals overcome the fear of networking. 
• JoDee Acknowledges the vital role of networking in driving business success. 
• Highlights from JoDee Curtis’s book, “Joypired Networking,” emphasize practical networking tips. 
• The significance of joy in the workplace and its contribution to employee engagement and loyalty. 
• Reflecting on the generational shift in work values and the need for finding passion in work. 
• Exploring the reciprocal nature of networking and practical strategies for creating lasting connections. 
• Find Jodee’s book at https://getjoypowered.com/ and use coupon code: ANSWER

JoDee Curtis’s Small Business Tip:

JoDee suggests to make joy a priority in your workplace. She says, happy employees lead to engaged teams, increased productivity, and long-term success. You should always find ways to infuse joy into your company culture. 

Connect with JoDee Curtis:

Purple Ink LinkedIn

JoDee’s LinkedIn

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Heidi Schalk is a business strategy and leadership coach, author, speaker, and host of the Be S.H.E. Podcast (Be Seen. Be Heard. Be Empowered.). She has been featured on FOX, ABC, NBC, CBS, and The Daily Herald. Heidi spent the past 5 years helping entrepreneurs achieve their goals and build 6 figure businesses they love through her M.O.N.E.Y Mastery System.

What business problem do you solve?

In this episode, Heidi Schlack, business strategy and leadership coach, shares her journey and expertise in helping entrepreneurs overcome challenges and achieve success. 

Small Business Answer Man Shownotes:

• The podcast starts off by introducing Heidi Schlack as a business strategy and leadership coach, author, speaker, and host of the Be She podcast. 
• Heidi's expertise in helping entrepreneurs achieve their goals and build successful businesses. 
• Heidi's journey started six years ago during a challenging period. 
• She navigated a divorce and the need for financial security. 
• Despite starting with health and wellness, she shifted her focus to coaching women in leadership. 
• Heidi emphasizes on the significance of human connection, live interactions, and the collaborative power of networks. 
• She also talks about the necessity of asking for help, reaching out for support, and building a collaborative community. 
• Furthermore, she emphasizes on the importance of finding the right fit when selecting a coach. 
• She also highlighted the significance of a compatible partnership. 
• In the end, Heidi addressed challenges related to email and time management. 
• She encourages entrepreneurs to set boundaries, prioritize tasks, and create dedicated time for self-care. 

Heidi Schalk's Best Small Business Tip:

Heidi Schlack emphasizes the importance of embracing vulnerability and seeking support. Small business owners can benefit by acknowledging that they don't have to navigate the entrepreneurial journey alone. 

Connect with Heidi Schalk:

Instagram

LinkedIn

Facebook

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Dr. James M. Smith is a licensed professional counselor in Jefferson City, MO. He currently works as the outpatient lead therapist at SSM Health St. Mary’s Hospital Behavioral Health. He has been in the mental health field for 18 years and specializes in addiction, severe, persistent mental illness, and trauma. His dissertation explored the lived experiences of men disclosing childhood sexual abuse. Jamie (as most people call him) is married to his amazing wife Lesley and has three supervillain genius-level kids, Jacob, Caitlin, and Nathaniel. He is the proud servant of a Golden Retriever named Trooper. He is an avid St. Louis Cardinals fan.

Scot Drinkard has been an entrepreneur for 30 years, with a portfolio of over 20 companies. Scot has faced many challenges along the way, in business and personal life.

What business problem do you solve?

In this episode, Scot delves into the intricate challenge entrepreneurs often face: the delicate balance between the demanding nature of their work and the imperative of maintaining personal health.

Small Business Answer Man Shownotes:

• Scot discusses the difficulty entrepreneurs have balancing intense work demands with personal health.
• He shares the trajectory of his early entrepreneurial journey, recounting the inevitable growth pains and the burden of an overwhelming workload.
• Scot shares his early entrepreneurship journey, growth pains, and excessive workload.
• He credits joining a mastermind group with providing entrepreneur support.
• Scot shares insights into his leadership philosophy, highlighting the crucial role of promoting open communication and empathetic leadership within his team. 
• He views the importance of treating his team like family and fostering a supportive environment that encourages growth and well-being.
• Scot draws strength from his spirituality and faith in navigating the professional and personal obstacles inherent in entrepreneurship.
• According to Scot, building company culture starts with clear communication, empathy, and treating staff like family.
• His story emphasizes the vital role played by support networks, empathetic leadership, and the grounding impact of spirituality when navigating the intricate challenges involved in establishing and maintaining a thriving business.

Scot Drinkard’s Small Business Tip:

As an entrepreneur, it’s easy to blur the lines between personal and professional life. Scot emphasizes the importance of carving out personal time, nurturing relationships, and avoiding the pitfalls of overworking for sustained mental and emotional well-being.

Joshua Brown has been married for 25 years to Jennifer. He is a father of six, which includes three girls, and three boys. Joshua is the founder of a vocational ministry experience. He opened a side hustle and turned it into a national brand where ministers are invited to enter into the marketplace so they can create jobs, make disciples and serve the city.

What business problem do you solve?

In this episode, Joshua will guide us in cultivating mental resilience, emphasizing the importance of persevering through challenges, staying committed, and ultimately completing our life journey with faith and determination.

Small Business Answer Man Shownotes:

• Joshua starts by expressing the importance of navigating through life’s experiences with faith and perseverance. 
• He further opens up about his early life, marked by adversity and struggles. 
• He stresses the significance of facing challenges head-on and the resilience required to resist the temptation to give up.
• Joshua challenges the conventional perception that ministry is confined to denominational or vocational roles. 
• He goes on by sharing his personal experiences of being labeled a “pressure-washing pastor” even outside traditional ministry settings. 
• He encourages a broader perspective, asserting that pastoral calling is not restricted to traditional roles.  
• Joshua draws parallels with the experiences of John Wesley, underscoring moments of uncertainty in his spiritual journey.
•  He emphasizes that uncertainties in one’s relationship with God are both common and transitory. Joshua advocates for seeking God’s presence through prayer as a means to rejuvenate and strengthen spiritual connections.
• Joshua stresses that entrepreneurs are stewards, not owners, of their businesses. 
• He underscores the importance of surrendering business to God to alleviate the burden of constant worry.
• Lastly, Joshua offers guidance to entrepreneurs, suggesting that they recognize God’s responsibility for their businesses and prioritize the crucial aspect of rest.

Joshua Brown’s Best Small Business Tip:

Joshua recommends that small business owners prioritize self-care, emphasizing that effective leadership serves as the cornerstone for every aspect of business. He encourages them to assess their fitness, finances, faith, and family, identifying areas of strength and weakness. By doing so, entrepreneurs can strategically focus on enhancing their strengths and addressing areas that require improvement.

Connect with Joshua Brown:

Website: https://www.pressurewashingpastor.com/

YouTube

LinkedIn

Instagram

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