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BRX Pro Tip: Effectiveness is Better Than Productivity

January 1, 2026 by angishields

BRX Pro Tips

BRX Pro Tip: Effectiveness is Better Than Productivity

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BRX Pro Tip: Effectiveness is Better Than Productivity

Stone Payton: And we are back with Business RadioX Pro Tips. Lee Kantor, Stone Payton here with you. Lee, take a moment, if you will, and talk a little bit about effectiveness and productivity.

Lee Kantor: Sure. I was reading Jason Fried’s blog and he mentioned this, that effectiveness in his view is way better than productivity. Jason Fried, for those who don’t know, is the CEO of 37signals, the founder of the app Basecamp, author of the book Rework. He’s been doing this for a long time, and he’s created a great remote-based business that probably all of us have used at one point or another.

Lee Kantor: But his premise is that productivity is geared more towards machines and not really humans. And when humans try to be more productive, they tend to just create more busy work, and then they tend to do more just tasks for the sake of doing the tasks and they’re not really measuring the right thing. They’re measuring the output of their productivity, but they’re not measuring how effective that is to begin with.

Lee Kantor: And in his view, he says to think more about how you can become more effective rather than how you can become more productive. And if you focus on the outcome of your effectiveness, you will realize you’re getting – like you have to focus on how to get more done with less work rather than just more work done. Because a machine is good at getting more work done relentlessly 24/7, whereas a human should be thinking about more, about how to get more done with less work. So that means focus more on your to-don’ts rather than your to-do’s.

BRX Pro Tip: Communicate Results

December 31, 2025 by angishields

BRX Pro Tips

BRX Pro Tip: Communicate Results

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BRX Pro Tip: Communicate Results

Stone Payton : Welcome back to Business RadioX Pro Tips. Stone Payton, Lee Kantor here with you. Lee, what are some best practices you think on – I don’t know – the care and feeding of your clients, really nurturing those client relationships over time?

Lee Kantor: I think it’s so important that you invest some time in communicating results and reminding your client of the results that you’re delivering because sometimes your client forgets or they don’t remember. Or even when it comes to the why they hired you, that you’ve been doing so much work for them, they don’t understand, you know, what are the metrics that matter.

Lee Kantor: So to periodically have conversations with your clients and have them understand the value you’re delivering is super important. Most professional service providers forget about this. And like at Business RadioX, our clients hire us because they want to keep the clients they have or the members they have, and they want to get new ones. So if I showed them download numbers or social media engagement, that’s nice. But that’s not really the metric that matters to them because they’re trying to measure new clients and client and member retention and growth.

Lee Kantor: So if I’m just showing them download numbers, yay! Lots of people downloaded it. But does that mean we have more members? Does that mean we have more clients? Is our – are our members staying longer? Is our client staying longer? That’s the stuff that matters. So that’s the information that I have to deliver to them.

Lee Kantor: So you have to connect the dots between the service and the organization. And you have to do this on behalf of the client because sometimes they don’t know how to count the metrics properly or they don’t really understand or remember that, oh, you know, that big client, you got them because they came on a show here. That’s why you met them. That’s how you were able to build the relationship because sometimes they forget.

Lee Kantor: So if you’re not kind of advocating for yourself, it’s going to be very easy to forget that you were really the instrumental in the growth of their company. So you have to spend some time reminding those, your clients of the value you’re delivering, and then you really have to focus on the results that are the must-haves and not the nice-to-haves. And don’t confuse the two.

BRX Pro Tip: 30 Day Lead Test

December 30, 2025 by angishields

BRX Pro Tips

BRX Pro Tip: 30 Day Lead Test

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BRX Pro Tip: 30 Day Lead Test

Stone Payton: Welcome back to Business RadioX Pro Tips. Stone Payton and Lee Kantor here with you. Lee, describe this 30-day lead test idea.

Lee Kantor: Yeah. You know, I’m a big fan of running experiments, and a 30-day lead test is one of those experiments that I think are worth running from time-to-time. This is something where you run a 30-day lead test in order to boost qualified leads. And then, the key here is to focus in, lean into this idea of experimentation. And you want to set kind of measurable goals. And you want to use this as an opportunity to really learn about kind of your sales process and where there’s opportunities.

Lee Kantor: So number one, if you want to run a 30-day lead test, define whatever it is the metric that matters. Once you determine what that metric that matters is, choose only one variable to test. And one of those variables might be the channel. So like say, you’re going to lean into LinkedIn. I’m going to focus in on LinkedIn. I’m going to run a 30-day test. And I’m going to see if I can get more leads via LinkedIn. Then, you have to identify clearly who is going to count as a lead, you got to be clear. And then, once you’ve identified that target, you have to create a targeted message with a clear call to action.

Lee Kantor: So you’ve got the channel, you’ve got the who, and you’ve got the message. And then, you just kind of simply launch it and track it daily. Just look at, you know, what is the activity you have to do and then just count. And you analyze and optimize every week. And as you’re optimizing, if you’re not getting any response, you maybe change the messaging. You stick with the channel, change the messaging every week until you get some sort of result.

Lee Kantor: At the end of the 30 days, analyze the overall lead quality, analyze the volume, and analyze what was the messaging that moved the needle the most in the process. And then you decide, hey, is this something that we can scale and do more of? Is this something that we should abandon? Is it something that we should maybe tweak or pivot a little bit? And then, you assess to see if this was an effort that’s worth repeating.

Lee Kantor: And if you do these kind of focused 30-day tests, and you include this type of tight measurement, and you include some sort of tweaking and iteration, you’re going to be able to build a repeatable engine for attracting qualified leads more predictably over time. So, embrace experimentation, and one of the things to experiment with is this kind of 30-day lead test.

BRX Pro Tip: 3 Tips from Coach Tim Grover

December 29, 2025 by angishields

BRX Pro Tips

BRX Pro Tip: 3 Tips from Coach Tim Grover

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BRX Pro Tip: 3 Tips from Coach Tim Grover

Stone Payton: And we’re back with Business RadioX Pro Tips. Lee Kantor and Stone Payton here with you. Lee, we’ve been working with a lot of coaches recently, we’ve gotten to know several. You’ve been doing a great deal of reading and following the work of several coaches. And you’ve got a few tips from Coach Tim Grover.

Lee Kantor: Yeah, Tim Grover is another guy that I’ve been following recently that is doing some interesting things. And these are three tips from him. Kind of the the macro view of his work is about delivering results consistently, using that to build the brand by delivering those results. And then, he also warns against confusing attention with results because he believes popularity is kind of temporary. But tangible outcomes are what’s going to create that lasting respect and trust that you want over time.

Lee Kantor: So number one, he says, obsess over the results, not the applause, which I think is great advice. A lot of times people are addicted to the likes and the followers and the connections, and they are not doubling down on and obsessing over the results.

Lee Kantor: So, if you start becoming addicted to the results you’re delivering and really try your hardest to prioritize your performance over kind of your social media popularity, that’s going to pay off more in the long run, because that’s about doing the hard work when no one’s watching, and you’re pushing beyond your comfort zones. And you’re not just kind of trying to build the biggest audience possible, you’re just focusing on what’s most important, and that is delivering the results and delivering the promises that you’re making to your clients.

Lee Kantor: And then number two, he says, focus is more important than time. Managing your focus lets you achieve more in less time. And it’s not how many hours you’re putting in, but how intensely you’re working on what moves the needle in your business during the time that you are working on what you need to be working on.

Lee Kantor: And number three, he says, excellence is always more important than exposure. When you’re delivering consistently, trust and credibility will follow naturally. People are going to remember what you accomplish, not how loud you shout about it.

Lee Kantor: So, I thought those were some really good insights from Coach Tim Grover.

BRX Pro Tip: 6 Questions Coaches Should Ask

December 26, 2025 by angishields

BRX Pro Tips

BRX Pro Tip: 6 Questions Coaches Should Ask

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BRX Pro Tip: 6 Questions Coaches Should Ask

Stone Payton: Welcome back to Business RadioX Pro Tips. Lee Kantor and Stone Payton here with you. Lee, what are some key questions in your experience that you feel like coaches should be prepared to ask?

Lee Kantor: Yeah, you know, we’ve been doing this kind of deep dive on business coaches. We’ve been interviewing a ton of business coaches. We’ve been working with a ton of business coaches. So, I’ve been reading a lot about business coaches, different types of methodology, different types of best practices. And something I stumbled upon during all of this are these kind of six questions that business coaches should ask their clients in order to improve recommendation acceptance in sales conversations. So, this is some of the questions that a business coach should ask their clients.

Lee Kantor: Number one, how well do you understand the prospect’s core challenges and goals before making a recommendation? That’s so important. That’s really foundational. You have to understand what the challenges and the goals are before you can even make any type of recommendation. Number two, are you tailoring your solution to address their specific pain points? Like, it has to be really specific and it has to be tailored to whatever it is their specific pain points are. It can’t just be general kind of broad solutions.

Lee Kantor: And then number three, how clearly are you communicating the benefits and the ROI of your recommendation? Again, specificity is way better than just being general. Number four, do you highlight how your solution solves their problem better than other alternatives? Because everybody has tried different things, and you have to be clear on how your solution is different and better than whatever they’ve been trying previously.

Lee Kantor: And number five, how do you handle the objections? How are you handling when they push back? Are you listening actively? Are you responding confidently? And number six, are you confirming the next steps and securing agreement on those steps as you go? You have to kind of earn the next step by getting your prospect or client to agree to do the next step so that you can hold them accountable to that next step.

Lee Kantor: So, if you’re using these questions in helping your sales reps reflect on their approach and fine tune how they present solutions, you’re going to increase buy-in and you’re going to increase acceptance.

BRX Pro Tip: Knowledge vs Experience

December 25, 2025 by angishields

BRX Pro Tips

BRX Pro Tip: Knowledge vs Experience

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BRX Pro Tip: Knowledge vs Experience

Stone Payton: And we’re back with Business RadioX Pro Tips. Stone Payton and Lee Kantor here with you. Lee, let’s explore for a moment the distinction between knowledge and experience.

Lee Kantor: Yeah. This is something that comes into play a lot, especially with new people to an industry versus somebody who has really a long time in that industry. So, knowledge of a subject and experience with that same subject are not the same thing, obviously. Knowledge, a lot of times, is a theoretical understanding about the subject. That’s what you would learn from a book, a course, or just, you know, even your personal observation. But an experience is the practical application. This is what you gain by doing, by facing challenges, by navigating real world complexities.

Lee Kantor: And this is important for the customer, really, to discern between who has knowledge of a subject and who has experience with that same subject. And it matters in a couple of ways. Knowledge is going to provide some sort of a foundation, but experience is what builds that kind of skill, the intuition, and the confidence to actually deliver results in a variety of circumstances.

Lee Kantor: Number two, experience often reveals the nuances and the unforeseen obstacles that pure knowledge just can’t prepare you for. You know, what sounds good in a book, or a webinar, or some type of learning that is kind of superficial is not going to help you when things are really happening in a chaotic, high pressure situation. That’s where experience really pays dividends.

Lee Kantor: And the best professionals, the ones who really are the ones that customers should hire, they’re the ones that can blend both. They have the learning. They have the foundational learning. They also are keeping up to date with new learnings. But they also have that hands on practice that is going to take that learning, the hypothetical and theoretical learning, and they’ve actually implemented in real life situations.

Lee Kantor: So, they’re going to kind of be the best of both worlds. They’re the ones you want to really count on. They’re the ones that really can serve their clients at a deeper level. And they’re the ones that are going to deliver the results that their clients want. Because they’re going to have that base knowledge. They’re going to be that lifelong learner. They’re going to keep up to date with what the industry needs and is doing. Plus, they will be the ones that are actually delivering results in real time with real customers today.

Lee Kantor: So one, knowledge kind of teaches you what to do, and experience shows you how to do it well, and you want to hire people that can deliver on both.

BRX Pro Tip: Make Your Own Rules

December 24, 2025 by angishields

BRX Pro Tips

BRX Pro Tip: Make Your Own Rules

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BRX Pro Tip: Make Your Own Rules

Stone Payton: Welcome back to Business RadioX Pro Tips. Lee Kantor and Stone Payton here with you. Lee, let’s talk about the rules.

Lee Kantor: Yeah. This is important to both you and I. This is one of our kind of – I don’t want to say pet peeve, but it’s definitely one of the hot button issues for both of us. People are taught to follow rules, but they’re rarely taught how to create their own rules, that is going to help you get what you want. And true growth and achievement comes from defining your own standards, boundaries, and methods that are tailored to achieving your goals and values.

Lee Kantor: I think it’s so important when you make your own rules, you’re taking control of your path instead of being limited by what other people’s expectations are or whatever rules that they’ve set forth. You’re allowed to make your own rules. You’re allowed to do this, so you don’t have to kind of follow the path that’s in front of you or do what everybody else is doing. You can come up with your own way of achieving whatever it is you’re trying to achieve. So, when you customize rules, this is allowing you to break free from conventional thinking. You’re opening doors to new possibilities, new strategies, new solutions.

Lee Kantor: Number three, self-made rules align with your daily actions, and your unique vision, and how you see the world. This is going to kind of really make you more motivated, and it’s going to make you more disciplined because you’re the ones deciding the rules. And remember, you can adjust your rules as you learn and you grow. It doesn’t have to be a fixed system. And that’s where I think it holds a lot of people back. They think the system is fixed, and you can’t change or learn or grow, but the opposite is true. You should always be changing and learning and growing.

Lee Kantor: A lot of times these fixed systems are obstacles that you just think that, “Oh, well, that’s the way it is.” Well, it doesn’t have to be that way. So, start by identifying what truly matters to you. Then, design simple rules that guide your decisions and actions towards success on your own terms, rather than just, “Oh, well, that’s the way it’s always been.” It doesn’t have to be that way. You’re allowed to make your own rules.

BRX Pro Tip: Nurturing All the Way to the Sale

December 23, 2025 by angishields

BRX Pro Tip: Positive Psychology

December 22, 2025 by angishields

BRX Pro Tips

BRX Pro Tip: Positive Psychology

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BRX Pro Tip: Positive Psychology

Stone Payton: And we’re back with Business RadioX Pro Tips. Lee Kantor and Stone Payton here with you. Lee, today’s topic, positive psychology.

Lee Kantor: Yeah. I read a lot, and I’ve been reading a lot about positive psychology lately. And some of the stuff that I was reading reminded me of what I didn’t know about it. A lot of people think positive psychology is, “Oh, just think positive and think happy thoughts,” and that’s really not what it is, and that’s really not what it’s about. Positive psychology kind of focuses on building up your real strengths and focus on building resilience. And it does that through cultivating positive emotions and meaningful relationships and really purposeful activities. If you do those things, that’s really at the heart of positive psychology.

Lee Kantor: And some of the things that maybe you didn’t know about, it talks about actively using your top strengths. And those top strengths could be creativity, or it could be kindness. And if you do that, if you’re actively using your kind of superpowers, that’s going to increase your mood and your motivation more than trying to fix some of your shortcomings or your weaknesses. And a lot of people focus in on fixing and building up your weaknesses, and positive psychology believes that you’re better served by really doubling down on your strengths.

Lee Kantor: And another thing that people maybe don’t realize about positive psychology is that it’s not about ignoring those weaknesses or those hardships, but it’s about equipping you with the tools like mindfulness and giving yourself grace that help you grow through those challenges. And I find that if you can incorporate small positive psychology practices daily, that can really make a big impact and really transform how you feel, your mood, your stress levels. It can transform how you perform and how you connect with people in your personal life, as well as your professional life.