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The Hardy Realty Show – Grant Magness with Mission ISPossible Foundation
Systems Over Goals
Are You Selling to a Person or a Business?
Rome Floyd Chamber Small Business Spotlight – Taylor Ritchie with United Way of Rome, Doug Walker with the City of Rome, and Will and Harold Pollard with Complete Cycle
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BRX Pro Tip: Consistent Prospecting
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BRX Pro Tip: Consistent Prospecting
Stone Payton: [00:00:00] Welcome back to Business RadioX Pro Tips. Lee Kantor and Stone Payton here with you this afternoon. Lee, there are definitely some key disciplines to running an effective business, particularly in the professional services arena, I believe. But one of those disciplines, and we have to have systems in place that support this effort, we have to be consistently prospecting.
Lee Kantor: [00:00:26] Yeah. Prospecting is something that you have to do every week. This isn’t something that you do once and then you’re done. Because it’s one of those things that if you don’t do it, you’re not going to notice that things are bad until, you know, two or three months down the road after you stop prospecting.
Lee Kantor: [00:00:42] But then, guess what’s going to happen? You’re going to notice them in a big way. And once you have this kind of flywheel going and you have kind of a flow of prospects, even if you’re busy delivering services, just start a wait list. Just do something to not stop prospecting. Because when you stop prospecting, you have to restart this flywheel again. It’s a lot harder than it is to just keep prospecting on a flywheel that’s moving. So, just keep doing the work.
Lee Kantor: [00:01:11] And if you don’t have the time to deliver the service, then just start a wait list of people and go, “Okay. We’re not going to start that cohort until next month or in three months or whatever.” But at least get people excited to sign up and then just put them somewhere to hold them for a while until you’re ready for them, rather than just ignoring them and not having anybody. And then, when you need a client, then you’ve got to start from scratch and then build up the entire pipeline again.
Lee Kantor: [00:01:36] Just keep the pipeline going. Keep the sales funnel producing. And then, move them onto a wait list rather than just starting from scratch. Starting from scratch is hard and it’s frustrating. And it’s a lot easier just to keep the funnel flowing rather than it is to restart it.
BRX Pro Tip: Don’t Forget About Your Alumni
BRX Pro Tip: Experimenting
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BRX Pro Tip: Experimenting
Stone Payton: [00:00:00] And we are back with BRX Pro Tips. Lee Kantor and Stone Payton here with you. Lee, it’s something we do an awful lot here at the Business RadioX network, we feel on the corporate side of our operation it’s important that we do this, and it may sound a little chaotic, a little unstructured, but, really, there are some key disciplines that should be exercised when we begin to experiment. Let’s talk about experimenting.
Lee Kantor: [00:00:27] Yeah. And I think this is one of the important values that we add as kind of corporate Business RadioX, is, we’re out here playing around and experimenting with different services, different softwares, and different resources out there in order to find what’s working, what’s not, and always stay on top of the industry and what’s happening in the industry.
Lee Kantor: [00:00:49] So, I think that’s just a critical part of the value we provide all of our studio partners is that we’re doing this kind of work. And I think it’s fun also, for me, to keep things fresh and interesting. And anybody who likes that kind of staying on top of things, this is a good kind of discipline when it comes to looking at things rather than we’re trying this thing. Everything is framed as an experiment. So, it’s nothing personal. Experiments, you don’t expect every experiment to work. So, it’s okay for them to fail. It’s okay to try things that don’t work because there’s still learning that happens from that.
Lee Kantor: [00:01:25] But when you are experimenting, you have a higher probability of success after have done lots of these experiments. An experiment will perform well if it’s performing well right at the beginning. If you’re having to really kind of keep tweaking it and trying different ways to make it work, it’s probably not going to end well. So, I would definitely look at an experiment and pay attention to what’s happening early. If it’s hard, or it’s cumbersome, or you’re not getting a good vibe, or you’re not feeling great about it early, that’s probably foreshadowing for what’s going to happen down the road.
Lee Kantor: [00:01:59] So, if you are getting some success, I would recommend doubling down on the experiments that are performing well early and start pruning experiments that start off poorly. If you do this persistently and relentlessly, you will stumble onto success a lot faster. So, everything kind of sounds good at the beginning, but the things that perform well at the beginning tend to be the ones that kind of work for the long haul. So, the bottom line is, experiment, lean into your winners, and cut your losses as soon as possible.
BRX Pro Tip: Get an Accountability Partner
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BRX Pro Tip: Get an Accountability Partner
Stone Payton: [00:00:00] And we are back with BRX Pro Tips. Lee Kantor and Stone Payton here with you. Lee, you talked to me about this very early in our relationship, well over 15 years ago. And it’s so important to building a sustainable business and a sustainable practice if you’re a practitioner. The advice is get an accountability partner.
Lee Kantor: [00:00:26] Yeah. I’ve thought about this ever since I was doing Dr. Fitness and the Fat Guy, and accountability partners were part of that program. But, now, I emphasize even more as we do these Coach the Coach shows where all of the coaches, one of the big value propositions for a lot of these coaches, is being an accountability partner.
Lee Kantor: [00:00:45] So, here’s an easy way to become an accountability partner with somebody. It doesn’t have to be a coach. It doesn’t have to be a colleague. It can be anybody, really. But it’s the simple exercise that you can do is just become an accountability partner to somebody else. And then, each of you holding the other accountable for some activity. And it doesn’t have to be in your business. It can be part of the business. It could be your personal life. But whatever the thing is.
Lee Kantor: [00:01:12] An example of doing this is like, say, you wanted to have an accountability partner hold you accountable for inviting five guests on your house show every day. And you tell that accountability partner, “Look, every morning I’m going to send you the names of the five guests I invite on the show the next day. And then, every week we’ll check in to make sure that I do this. And I’ll be your accountability partner for something else.” And they’re like, “Well, I want to lose weight, so I want you to be my accountability partner. I’m going to send you my food journal from the night before.”
Lee Kantor: [00:01:48] So, it’s not like you have to read the food journal. It’s not like they have to kind of check to make sure the guests are right. They’re just kind of making sure you’re doing the work and you’re making sure they do the work. This way you can exchange kind of accountability goals. And then, you’re going to see that just the act of having someone to report to, “I got to send that thing in at 9:00 in the morning to let them know what those five guests were,” then you’re going to do it because you don’t want to break that promise to them.
Lee Kantor: [00:02:15] And that’s something we realized with Dr. Fitness is that people break promises to themselves all the time, but they never miss appointments. They always want to keep their word to somebody else. So, if you can make this just part of your daily routine and you know I got a report in, then you’re going to report in. And then, this person doesn’t have to solve the problem. They don’t have to fix anything. They just have to be there to say, “Hey, where was the thing you promised me that you would send this thing in and why didn’t you send it in?”
Lee Kantor: [00:02:42] And that, for most people, is enough of an accountability partner. That’s all they have to do. And then, they’ll stay compliant and they’ll keep doing the work. And then, you’ll see by doing the work just kind of religiously like this day after day, whatever it is, no matter even if it’s a small thing, if you do it every single day, you’re going to get that compounding effect. You’re going to see you’re going to make extreme strides in whatever you’re trying to accomplish.
Lee Kantor: [00:03:07] So, find an accountability partner, just test it for a week. See if you can do this for a week and you can help them for a week. It doesn’t have to be a business partner. It could be a friend. It could be a cousin, a sister, or brother. It could be anybody. Just each of you hold the other accountable for something important in their life to help them achieve a goal that they’re working towards. And this system will help you accomplish that.
BRX Pro Tip: How and Why to Creation Version 1.0
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BRX Pro Tip: How and Why to Creation Version 1.0
Stone Payton: [00:00:00] And we are back with Business RadioX Pro Tips. Stone Payton and Lee Kantor here with you. Lee, let’s chat for a moment about, not just how, how and why to create version 1.0.
Lee Kantor: [00:00:14] Yeah. I think it’s important to build systems, document processes. That’s how you kind of can take your business to a new level by making it replicable and delegate more effectively. When you’re authoring version 1.0 of any process, to me, the person who should be kind of documenting that is the person who is doing that actual work, not that person’s boss. So, whoever is doing the work should be the one documenting how that process is done today. And how that process is done today is now version 1.0.
Lee Kantor: [00:00:50] So, once we have it down, whatever that process is, and we know the steps that it takes and all of the minutia it takes to execute whatever that process is, now, we can pressure test that process to see if there are ways to make it better, ways to make it more efficient, ways to make it more cost effective.
Lee Kantor: [00:01:07] But you always want to start with the process as it is today, and that it becomes the benchmark. Then, we try to improve it and make it better over time. And there is no one better to document the current process than the person who is actually doing the work today.
