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Search Results for: marketing matters

Jake Kelfer with Big Idea to Bestseller

December 6, 2022 by angishields

Jake-Kelfer-headshot
High Velocity Radio
Jake Kelfer with Big Idea to Bestseller
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Jake-Kelfer-headshotJake Kelfer is a lifestyle entrepreneur, life elevator, and coach to ambitious entrepreneurs and freedom seekers helping people write and launch bestselling books.

He is a 3x bestselling author, a high-energy motivational speaker, investor, and the founder of the Professional Basketball Combine which has helped 70+ NBA draft prospects turn their dreams of playing pro basketball into their reality.

He and his work have been featured on Forbes, Sports Illustrated, ESPN, and many other major media outlets.

Connect with Jake on LinkedIn and Instagram.

What You’ll Learn in This Episode

  • Project Bestseller – Jake’s current challenge where he is attempting to write and launch a book in 90 days or less
  • Jake’s upcoming book, Big Idea To Bestseller
  • Why a book is the best marketing and networking tool
  • Why a book is the best way to build authority
  • Why 99% of people should self-publish

This transcript is machine transcribed by Sonix

TRANSCRIPT

Intro: Broadcasting live from the Business RadioX studios in Atlanta, Georgia. It’s time for High Velocity Radio.

Stone Payton: Welcome to the high velocity radio show where we celebrate top performers producing better results in less time. Stone Payton here with you. Please join me in welcoming to the broadcast with Big idea to bestseller. Mr. Jake Kelfer. How are you, man?

Jake-Kelfer: It’s Don. It’s great to be here. Pretty fired up for this conversation.

Stone Payton: Well, we are so delighted to have you on the show. I have really been looking forward to having this conversation. I got a ton of questions. I know we’re not going to get to them all, but I. I think a great place to start would be if you could share with me and our listeners mission purpose. What are you really out there trying to do for folks? Man.

Jake-Kelfer: Man, what a great question to start this thing off. And since I know we got a lot to get to, I’ll keep this one short, but the mission has always been the same, and that’s to elevate people to achieve their own personal definition of success and to live the life they’ve always dreamed of. That’s always been the mission, the vehicle of which we’ve helped people achieve. That mission has changed as my journey has evolved. It started with me being a corporate partnerships assistant with the Lakers. Then it went to me becoming an author, then to me being a motivational speaker, then to me helping NBA players sign their first draft deal. So it’s become something. And now it’s by helping entrepreneurs, executives and people share their message through a book. So the mission has always been the same. We want to elevate people to achieve their own personal definition of success.

Stone Payton: What a fantastic way to serve and what a marvelous way to invest your time and energy and talent and resources. What are you finding the most rewarding about the work, man? What’s the most fun for you?

Jake-Kelfer: I mean, truthfully, I love what I do and I’m very blessed to to do what I do. But the thing that’s bringing me the most joy right now is helping people who have always thought about writing a book. We know that over 80% of people have dreams of writing a book, but very few people actually end up writing it, and even fewer people end up actually publishing it and launching it. And so what’s really rewarding right now is helping people tell their story in a way that can give them credibility, legitimize themselves, create an impact, leave a legacy, start a business, grow their business. And that’s really what’s bringing me a ton of joy and a ton of excitement is is helping people share their story, get their message heard, and help them achieve that that dream of writing a book.

Stone Payton: So what do you think the block is? And maybe it’s more than one thing. What keeps people from from getting it all the way to the goal line, man, what stops them?

Jake-Kelfer: And there’s a few things, you know, and I and I talk about this in my upcoming book called Big Idea, the bestseller How to Write and Launch a Nonfiction Book to Grow Your Business and Make an Impact. But there are a few things that I think are the biggest limiting beliefs, and one of them is I don’t have time, right? Because in our society we’re all busy, We all got things going on. We have families to raise, we have businesses to run, we have life to experience. And so one of the biggest things that we hear is I don’t have time. And then the other big thing that that we hear is, well, I just don’t know what to do. I have a ton of ideas in my head. So many people have told me I should write a book and share my stories, but I don’t know where to begin. And so we literally have found a way for from me writing for books and from helping countless others do the same. We found a way to help people write a book in about an hour a day so they can still be with their family, live the life they want, run their business. And also we found a way to really simplify the process to help anybody take the ideas in their head and turn that into something that can become a book that can impact people well beyond their close circle of friends and family.

Stone Payton: And you’re living into this whole idea yourself. You’ve given yourself a challenge. You’re attempting to write a and launch a book in like 90 days or less right now. Is that accurate?

Jake-Kelfer: Yeah. It’s always funny when I hear somebody asked me that question because, you know, 74 days ago at the time that we’re recording, the 74 days ago, I started on this on this journey. And I decided, you know what? I don’t want to be one of those people that just talks about things but doesn’t actually do it right. I don’t want to be one of those entrepreneurs who just talks a big game but doesn’t back it up. And so I said, You know what? I’m going to prove it. And so I ended up taking on a challenge to write and launch a nonfiction book in 90 days or less. And I’m excited to say that we’re going to officially launch the book on day 87. And a couple of quick statistics that that I think will be really important for for the listeners to understand is I wrote my rough draft in 17 days. All right? I just followed the process that we teach the people that we help. But I wrote my rough draft in 17 days, and as of today, on day 74, I have spent on average 45.5 minutes a day working on this book to get it completely done, edited, designed, formatted and ready for the official launch. So it can be. Owen. You just have to know where to go, what to look for, and have some guidance along the way.

Stone Payton: So two of my favorite questions in the world in a lot of different areas are who and why. So who should be writing a book in your opinion, and maybe even more importantly, why?

Jake-Kelfer: All right. Big, big, big answers and great questions here. So in terms of who should be writing a book, you know, there’s there’s a variety of different people that should be writing a book. But essentially, anybody who has a story to tell can write a book. Does that mean everybody should write a book? No, not necessarily. But if you have a story to tell and we’re going to talk about the why in just a second, but if you have a story to tell and you want to be remembered, this could be a great avenue for you if you want to impact people without actually being present in real time. A book is a great way to carry on a legacy and create an impact. Now, when it comes to why should people write a book? We specialize in helping people write nonfiction books. So some of the big reasons why people might want to write a book and why I truly believe it’s it’s the ultimate differentiator in your business is because it can help you sign new clients. It can help you sell products. It can help you start a coaching business. It can help you get speaking engagements. It can help you raise your rates. It is a way to make an impact. You build credibility.

Jake-Kelfer: You become the go to expert. You can create months of social content from this. So by doing the work one time, you now have a tangible asset in the form of a book which could be sold and given away to clients prospects, or it could just be sold and you collect passive income. You put in the work one time and then you reap all of these other benefits that you can use to really grow your business and make an impact. So who can do it? Pretty much anybody who wants to who should do it. People that have a core purpose and a core intention and then why you should do it is for some of the reasons that I just listed below, and that kind of gets people excited, gets people started, gets people thinking about books and a little bit different of a light then maybe, Oh, I just need to spend all this time lock myself in a cabin in the woods for two years, go dark and then come back. Because in reality you don’t need to do that. You can do this and do it while you’re present with the people that matter most to you in your life and still being able to operate at a high level in your career.

Stone Payton: So in writing your own books, did you find, in addition to all of those marvelous benefits that you just shared, did you find that it also equipped you maybe like helped you crystallize your own thinking and equip you to articulate your ideas and communicate even even that much more effectively in your client work as a result of of committing your ideas to paper like that?

Jake-Kelfer: Oh, 100%. I’ll give you a quick little story here. So I was working for the Lakers during Kobe Bryant’s final NBA season, and I ended up writing my first book in between traffic jams because I’m in L.A. and there’s always traffic on the freeway. So I’d leave super early and I would just kind of be waiting before the workday started at the Lakers office. And so I actually wrote my first book, and I was 23 years old when I launched this book. Kobe retired, I retired, I launched this book. And the crazy thing about it was I was just a kid that had a message to help people who were a year younger than me figure out how to get the dream internship or their dream job. What ended up happening was that led to me speaking at colleges and high schools all over the country. It led to my book being used in college programs as required reading for their classes. So when you say, Does it impact my message beyond. Absolutely. The book was the vehicle that gave me permission to express the message, and then the reception of the book allowed me to further enhance the message and develop the process and the teaching behind it. And so I kind of use that to kick start my whole book career. And now as I released my fourth book, Big Idea to bestseller writing, this book has just allowed me to fine tune my process, fine tune my program, make adjustments as I actually go through it. And it is just helped me build out so much more clarity in depth, improve my communication, made me a better leader within my team and so many other benefits. But to answer your question, absolutely. Writing a book has helped me and helped so many others improve upon their message and their clarity around the bigger vision.

Stone Payton: So as your practice has evolved, have you had the benefit of of one or more mentors to sort of help you shrink the timeline, remove some of the friction and navigate the new terrain along the way?

Jake-Kelfer: I wouldn’t be on this call with you right now if I didn’t have mentors along the way. Now, some of these mentors have been people that I’ve invested a lot of money to learn from and get access from. And some of these mentors have been from people that I’ve just developed friendships. One of my first mentors who encouraged me to write my my first book at 22, 23 years old, he was a professor at UCLA and he was the dad of a kid. I went to high school with. Another one of my mentors was someone who I did an internship under in college and we stayed very, very close. And he’s a digital marketing expert. Other mentors, I’ve paid for specific skill sets or paid for specific things because it’s all about, you know, who do you know and how can you really help them. And the truth is, no one would be where we are today without the help of somebody else. And so I always try to remember that. And in any situation, you might have the opportunity to step up and be a mentor or to be mentored by somebody. If your mind is open to it and you’re willing to receive feedback and be coachable.

Stone Payton: Well, you know, you’ve mentioned Kobe a couple of times, and it’s my understanding that even people who reached Kobe’s level, even they got help, right? They had coaches, they had specialists that helped them on different aspects of the game. That’s true, right?

Jake-Kelfer: Oh, of course. Of course. I mean, let’s look at a baseline level of of LeBron James, who’s playing right now. And there’s people that have said all types of things, but you have your basic, basic coaches, right? You have your head coach, you have your assistant coach, you have your skills coaches. Those are the coaches that are on the floor that are constantly helping you become a better player. But in LeBron’s case, he spends somewhere around $1,000,000 a year on other coaches, on other people to help him stay and optimize his gameplay. Tom Brady has done something very similar as well, so everybody at the highest level of their game is hiring coaches to optimize specific skill sets and specific opportunities. And so when you look at it from an entrepreneurial standpoint, when you look at it from a business person’s standpoint, when you look at it from a fitness standpoint, if you want to get to the next level, the fastest way to do that is to work with somebody who has been there, who has an experience in a specific area that you’re looking to improve and work with them in that capacity. And that’s why, you know, Kobe did certain things when he was recovering from his injury with his Achilles heel. Right. Like there were a few things that we look at when we look at these greats and we recognize the thing that all of them have in common is their ability to be coached and their willingness to learn from people who have access to information that they want.

Stone Payton: Now, the folks that you’re working with, for the most part, are you counseling them to get the book to A to the point where it can be? I don’t know what the right verb is shopped to publishers or are you counseling most of them to self publish or speak to that a little bit.

Jake-Kelfer: The majority of people that we work with, we encourage them to self publish and there’s nothing wrong with going the traditional route, but it often takes a lot more time and it’s a lot more challenging for a lot of people. So what we try to do is help people write the highest quality book in the shortest amount of time while still retaining 100% ownership rights and royalty. And so the people that we often work with, we help them go from what we say big idea all the way to bestseller, where their book is being sold on Amazon worldwide. And that is kind of the bread and butter of what we do. We coach you through the process. We help you find the right editors, the right for matters. We give you the roadmap, the steps to follow and the coaching that you need to be able to produce an amazing, amazing book in about 4 to 6 months.

Stone Payton: I mean, I just find this idea fascinating that it can be done so quickly and it’s so in line with the with the whole theme of this particular radio show. Right. The high.

Jake-Kelfer: Velocity.

Stone Payton: Radio show. I think that’s fantastic. To do that, I got to believe that you have to break through, break down, reeducate, destroy, if that’s the right word, some myths or preconceptions or preconceived notions or assumptions that people have coming into this process. There must be some some of those kinds of myths surrounding this big hairy thing for some of us of writing a book.

Jake-Kelfer: Yeah, no, it’s a great point. And one of the things that I always kind of compare this to is you’re not going to go run a marathon tomorrow just because you have the goal of running a marathon. Now, if you do all the power to you, right? But for most people, we need to break that crazy goal of running a marathon into smaller, actionable items. And so for some people, when it when it comes to a marathon, it’s like, what do I need to do first? And maybe they never run before. It’s I need to commit to it. I need to buy a pair of running shoes. I need to put my clothes out the night before I wake up so that I’m more likely to get into workout clothes. Maybe it’s take that first step outdoors. Maybe it’s walk your first mile, maybe it’s run your first five K, right? And you build up and up and up. And so that’s exactly what we’ve done with the book writing process, because truthfully, it is a daunting task and it is a lot of work. And so what we wanted to do is how do we simplify the process so that almost anybody can do it as long as they’re willing to put in the work and follow the roadmap. And so we’ve really, really gotten clear on, okay, here’s step one, here’s step two, here’s step three and here’s how long it can take you on average.

Jake-Kelfer: And the biggest thing I’ll say here when it comes to writing a book that’s maybe different from running a marathon or some of these other things is when it comes to writing a book, the first thing you should do is not to just start writing. All right? This is where a lot a lot of people go wrong is they say, I want to write a book. Let me just start writing it and hope that I can write the whole thing. And what happens is people start writing it, they get stuck. Maybe they start to revise, maybe they start to edit their book and they’re like, Gosh, this is going to take me forever. I’m a month in and I’m not even a chapter deep. This is going to take me years. And that discourages people and essentially stops them in their track before they even have had a chance to succeed. And so what we believe in is doing the prep work, is doing the prep work and showing up. So we actually have every person that we work with do what we call the five must do’s before writing, and I’m happy to share them with you if we have some time. But we essentially have everyone do the prep work before actually writing, and by doing that, the chances of completion increase exponentially.

Stone Payton: Well, we’re absolutely going to make the time because I personally want to hear about these five must dos. So. Yes, please.

Jake-Kelfer: All right. There we go. So so let’s break this down here. Right. And there’s a quote that I really love that is preparing to fail or excuse me, failing to prepare is preparing to fail. And this is the exact concept that we kind of take with is I want you to be set up for success. Right. Writing a book is already a big commitment for a lot of people. So that’s exactly where we start. So the first must do that anybody should do before writing a book is create a commitment. Now we literally have people sign their own commitment contract and frame it up on their wall so that they can honor that commitment with themselves. Because if you aren’t committed, you won’t do it right. And that’s that coaching me, that hard truth in me that coming out is like, if you want committed to the process, you won’t finish your book, period. So we really encourage people to get committed from the get go and ensure that this is a priority at this point of their life. The second must do is set your intentions all right. And there are typically three questions that we have people ask. The first one is what is your internal intention for writing this book? And this often falls in alignment with legacy impact service giving to others, inspiring others, sharing your story, something that you’ve always wanted to do.

Jake-Kelfer: That’s the internal intention. Then we ask people, What is your external intention? This is why the heck do you actually want to write the book? Speaking gigs, coaching clients, credibility, lead generation, raise your rates, whatever it is. And then the final question we have people ask in this in this phase is what is your definition of book success? How would you determine your book to be successful? And when you answer those things and you set your intention, you will have a much stronger purpose and drive to keep on going when things get difficult. And this is what we find happens a lot. So that’s the second must do. The third must do is you have to pick your book niche, your book audience. If you are writing a nonfiction book and you try to write it for everybody, it’s going to be really difficult to thin out the messaging, get clear on who you’re actually trying to to communicate with, and it’s much harder to write to everybody than it is to a specific group of people, especially people that, you know, you can help them solve a problem. And an example of this would be, you know, people are like, oh, I want to help people in real estate.

Jake-Kelfer: Amazing. But then we say, well, what really type of real estate do you want to help? And they go, Airbnb. I’m like, okay, that’s a little bit better. And then they go, I want to show people how to make their first six figures with Airbnb, with no money down, with little to no money down. That is a much easier book to write because it’s very, very specific for a specific person. So your book niche will really enhance your ability to communicate your messaging clear throughout the book. The fourth thing here is don’t I’ll wrap it up. Here is to add what we call book time to your calendar, because we know if it ain’t on the calendar, it ain’t getting done right. So you got to put it on the calendar, because what we found is if you don’t put on the calendar and you’re like, Oh, I’ll do it this morning as something came up, I’ll do it this afternoon. A book becomes one of the first things to go down because people in their mind, if it’s not on the calendar, it’s not as big of a priority as the sales call they’re doing today as the meet and greet as the lunch meeting.

Jake-Kelfer: And so what we really encourage people to do is to put book time on the calendar and create the habit of showing up that will really, really, really help people when they write their book to be consistent, do the little action repeatedly over time and eventually, boom, you’re going to have your book. And the fifth and final must do is to find an accountability partner. And you know, I love my mom. She’s one of my heroes, but she’s not the person that’s going to be my accountability partner because she’s just going to tell me what I want to hear. Right. And I love that. And so I encourage her to be a supporter of mine and to actually be my mom. Right. But a great accountability partner is someone who’s going to push you, someone who you’re going to show up for and someone who, you know will make sure you get your stuff done in a timely manner. And so those are the five must dos that when you do those before getting into the actual book, you set yourself up for a higher chance of success. And it is a magical thing. What a little preparation can do for you if you want to take on the task of writing a great book.

Stone Payton: Jake I think we have captured more practical content in the last three and a half minutes than we do in most entire interviews. I am so glad that you were willing to willing to share those five must do’s before we wrap, Let’s let’s paint the the endgame a little bit. The last mile and maybe you are a great specific use case example. You’ll have this fourth book out in a little while. Then what? So you’ve got you’ve got the books. So. So now what?

Jake-Kelfer: Well, that’s the question that everybody wants to know. Right? But look, here’s the thing for me in where I’m at at this point of my my career is, you know, my book comes out in a couple of weeks, and the goal is to get it in as many hands as possible. And I want to show people that writing a book is not only possible, but it’s possible to do faster than you ever thought imaginable. Right? And so for me, it’s really leveraging this book and using this book to impact people, get more books out in the world. And then on a personal note, it’s to be able to get more speaking engagements. I travel a lot for speaking, and so I want to continue to do that in the new year and then, of course, to continue to grow our business. And that’s what this book is designed to do. And it’s been a so much fun writing it this quickly. And we’ve already helped a lot of people as I’ve been documenting this entire process. But I’m really excited for for what to come next from there. And this book is just the vehicle to all of my wildest dreams.

Stone Payton: What a breath of fresh air. This this conversation has been inspiring, informative, chock full of practical, actionable ideas. I want to make sure that our listeners can easily connect with you or someone on your team. Begin to tap into your work. So let’s leave them with those coordinates, whatever you think is appropriate website LinkedIn. But let’s make it easy for them to to connect with you. Man.

Jake-Kelfer: Here’s the easiest way, and I appreciate you. You’ve given me the platform today. I really appreciate it. And I hope all the listeners got something out of it that they can implement right after this conversation. So the best place to connect with me is on Instagram at Jake Helfer. That is the the best place. I’m also on all social media at Jake Fromm and Jake Helfer in the world that I know of. So you can just find me anywhere. But Instagram is the place that I hang out with the most. And if you want to write a book, hit me up and we’ll we’ll get you a copy of my new book. We’ll get you an advanced copy. We’ll get you we’ll get you a live copy, depending on when you listen to this. And we’ll just we’ll get that relationship going and have some fun.

Stone Payton: What an absolute delight to have you join us on the program and a fantastic way to invest a Wednesday afternoon. Jake, you’re doing such important work, man. Keep up the good work. Don’t be a stranger. Let us know as your work continues to to evolve, I, I look forward to maybe subsequent conversations. This has been fantastic, man. Thanks for joining us.

Jake-Kelfer: Yeah, I appreciate you. Thanks so much.

Stone Payton: My pleasure. All right. Until next time, this is Stone Payton for our guest today, Jake Colfer with Big idea to best seller and everyone here at the business Radio X family saying we’ll see you in the fast lane.

 

Tagged With: Big Idea to Bestseller

Tamela Blalock With NCBA CLUSA

November 30, 2022 by Jacob Lapera

Tamela Blalock
Association Leadership Radio
Tamela Blalock With NCBA CLUSA
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NCBA CLUSATamela BlalockTamela Blalock serves as the VP, of Cooperative Relations with the National Cooperative Business Association CLUSA International, where she enhances engagement and impact with the trade association among the cooperative leadership community.

She has served several Washington institutions including the Central Intelligence Agency, Washington D.C. NFL Football Team, The Washington Post, and George Washington University. Prior to joining NCBA CLUSA, Tamela most recently served as the Executive Director of the Academy of Pelvic Health Physical Therapy, and the Senior Director, Membership Services for the National Association of Wholesalers-Distributors.

She has served on the PCMA Board of Directors and is an alumnus of the ASAE 2016-2018 class of DELP Scholars. She has a B.S. in Marketing from Georgetown University and an M.B.A. from The George Washington University.

Connect with Tamela on LinkedIn.

What You’ll Learn In This Episode

  • Sponsorship vs. Mentorship
  • Intentional careers in trade associations
  • Bandwith management, staff burnout, EI & team motivation
  • Being a change agent while serving on the SLT/ELT

This transcript is machine transcribed by Sonix

TRANSCRIPT

Intro: Broadcasting live from the Business RadioX studios in Atlanta, Georgia. It’s time for Association Leadership Radio. Now here’s your host.

Lee Kantor: Lee Kantor here another episode of Association Leadership Radio and this is going to be a good one. Today on the show we have Tamela Blalock with the National Cooperative Business Association. Welcome.

Tamela Blalock: Oh, my gosh. Thank you so much for welcoming me.

Lee Kantor: I am so excited to learn what you’re up to. Tell us about NCBA. How are you serving folks?

Tamela Blalock: Okay, so NCBA, we are the National Cooperative Business Association. We are the Apex Trade Association for all cooperatives. Cooperatives are organizations that are owned and governed for their users, which are their members, and good examples that everybody is aware of cooperatives and that every credit union is a cooperative. So that’s an example of cooperatives. There are a lot of famous ones that people don’t realize. Our cooperatives, like the Associated Press, Land O’Lakes, RTI, Organic Valley, Blue Diamond, etc. So there are a lot of wonderful cooperatives out there. Most of the ones that people encounter would probably be grocery cooperatives.

Lee Kantor: Now, what is the thinking behind an organization structuring themselves as a cooperative as opposed to a more traditional, you know, whatever the normal corporate structure would be an LLC or a subchapter S or C?

Tamela Blalock: It’s a great question. I’d say what’s happened in business education is that cooperatives are just no longer taught or shared in that. What makes cooperatives unique is that nearly every co-op that existed didn’t start as a way to become wealthy or become rich or secure. The bag cooperatives were created to solve a need to fix a problem in the community. Having financial resources that can fund new ventures or even small ventures are why a lot of credit unions were created. If you live in a rural or exurban area. Your utilities are usually serviced by a rural electric cooperative. You may not even think of it that way. For example, Mutual. If it’s a mutual insurance company, then it is also a cooperative and is there for disaster recovery and support for entities that did not have access to that. A lot of cooperatives are at least 50 plus, in some cases over 100 years old. My organization is like 106 years old, so that’s why coppers are created. The real question is why are they not as superfluous as they should be when you consider particularly their value ties to millennials and Gen Z? And that’s because it’s no longer taught and it’s not promulgated as a solution to leverage the economy, to create inclusive economies that are owned by the members.

Lee Kantor: Now, for something that’s been around for so long, like you said, it’s not being taught, but there are some organizations like B Corp have kind of bubbled up recently that have this kind of mission associated with it. Is that something that is I don’t want to say in competition, but has kind of taken some of the attention away from cooperatives as this new type of way to do? Well, by doing good, by being a B Corp?

Tamela Blalock: A, B, B Corp benefits from having an excellent marketing branding campaign. I, you know, I and with cooperatives, that’s something that has been a concern and a challenge. And I look at it as an opportunity for know how better to tell the message and what can happen with organizations particularly that are so values based like cooperatives, is that there’s a desire to fully evangelize and get like a full heart commitment and to the organization and to the cooperative community, you know, rather than focusing on conversion awareness right in that space. So let’s say a focus that we have for the next five years is to look more at. At making it very accessible for people to come to enter into cooperative communities, either as an entrepreneur or entrepreneur or in membership, or also to be able to shop cooperatives more intentionally. And whether it’s casual, like the same way that I started to go to Trader Joe’s, because I heard about it and not necessarily because I knew exactly what all entailed. A trader Joe. Same thing can happen with cooperatives. You might start going to a grocery cooperative that is near you for a host of reasons, and then that learned that the dollar recycles 10 to 15 times within a community. When you do it within a cooperative, that if you were to, for example, go to a Trader Joe’s, where it might recycle at most five types within a community.

Lee Kantor: Now, in your work with the CBA, are you how do you go about serving the membership? Is it more to give them tools to become just more efficient and better at at being a cooperative? Or is it to spend some investment into educating the outside world about why this might be something for them to consider?

Tamela Blalock: That is a great question. We are a 506 trade association where Apex Trade Association. So just like the National Restaurant Association and National Association Manufacturing, our mission is the same as to develop a brand to protect the cooperative enterprise. Our vision statement is to build a better world and a more inclusive economy that empowers people to contribute, to share prosperity and well-being for themselves and future generations. Like most of the trade associations in our country, a lot of it was started around government, government relations and advocacy. It’s having a regulatory and legislative system that protects, defends and advances cooperatives so that GI advocacy is our primary focus within that. For membership support, a key opportunity when you are apex association is collaboration with partners and not competitors. There are seven cooperative principle. The six cooperative principle is cooperation among cooperatives.

Lee Kantor: It’s like Russian Russian nesting dolls.

Tamela Blalock: And that, I would say, is a chief focus there because cooperatives, of course, want to work most with each other. But the number one opportunity to do so is to know where the other cooperatives are in your state or in your region, or that is in the vertical that is related to what they’re doing. And that is, I would say, a chief area of focus and interest for our current members and new members is to meet each other and also find activations that they can work with each other to further create inclusive economies and to solve for their needs in their communities by working with each other.

Lee Kantor: I’m sorry to get in the weeds with this is just I’m fascinated by it. I’ve run across, obviously as I interview lots and lots of business people. I’ve run across some people who are part of cooperatives, but it’s such the minority. And each time I’m talking with that person, it’s very interesting. And I always wonder like, how is this just not more of this out there when it’s such a it seems very congruent with the values of today.

Tamela Blalock: We’ve done research on like an ABCs of cooperatives, and about one out of 12 Americans is probably more so now you are involved with the. They may not realize it. For example, I’ve only been for credit unions my entire life. A lot of that has to do with the fact that my family is multigenerational military. But. There are if you are involved, if you’re a member of a credit union, if you’ve gotten a home or car loan from credit union, you are engage in a cooperative. If you’re with Nationwide Insurance, you know you are part of a cooperative. If you have organic valley in your fridge, if you’ve ever been to a Piggly Wiggly, you can engage. But the cooperatives may not be aware of it. If you read the Associated Press or follow them on social media, you like, you’re connecting and engage with the cooperative. It just may not be in your face.

Lee Kantor: Right. But you’re not. As I mean, let me reframe my situation is that I talked to business people that have started business entrepreneurs, all kinds of business people every day. That’s what I do. And I don’t hear a lot of talk of, hey, I’m structuring my business as a cooperative that’s not on their radar, even though they might have a business that would be appropriate and might thrive and might benefit from structuring in that manner.

Tamela Blalock: But the way I see that that is a focus that we are having there, and that’s really through co-op conversions. And that’s like transitioning a business into a cooperative. An example is Ace Hardware, which is a cooperative. So the individual stores, maybe owned by a few people or a family. And what the retirement, you know, it can convert into like a major big chain or the workers can purchase it through a conversion and start a workers cooperative. There also are different types of cooperatives that. Would include the vision that current entrepreneurs have now, a great example of that are purchasing cooperatives. So Ace Hardware, I said, is a cooperative. It’s also a purchasing cooperative. And actually Yum Foods that does like KFC and Taco Bell, they do their purchasing for their purchasing cooperative. And that’s where. Independent businesses, they don’t have to be cooperatives. Usually they are not. Create a cooperative to purchase share. Good and often are able within that to create other services for their members. From health care to admin training. It expands now depending on the industry and they’re all over in others. One for VC, they are those for boats, you know, for veterinary clinics. So. My personal belief and bias is that probably purchasing cooperatives. Which used to be one of the more covert cooperatives might be the most accessible type of cooperative to create for the current entrepreneurial spirit that exists right now.

Lee Kantor: So let’s talk a little bit about your backstory. How did you get involved in association work?

Tamela Blalock: Like so many of us, it’s never I never knew. That’s what I always wanted to do was to be an association executive. A lot of it started actually. I had Dan Snyder, of all people, to thank for entering the association world while I was in grad school getting my graduate business degree. You know, I had the goal that I was going to be the first woman and first black person to be general manager of an NFL team. And at that time I was with I guess they’re now the Washington commanders while I was in grad school and. Well, I mean, people have read the news on that. The environment is, as it’s been written about in major publications. And in looking at that, there are only 32 NFL teams and it’s like, why would I limit my career to 32 teams, of which six of them had relatively healthy environments. At that same time, Destination DC had lunch or breakfast for people who were in my program and I went and I actually ended up in a CVB job right after that. But while working in CVB Convention Visitors Bureau, I realized I was more in love with what my clients were doing than what I was doing. And then that’s how I transitioned into trade associations and have been there ever since. I would say my favorite is anything in supply chain for sure, but where businesses or organizations are members. I just love that space because it’s about advancing an industry. It’s about innovation within an industry and the impact it has not only to the employees but the communities that those organizations serve is just so vast and just so impactful that I just I love what I do.

Lee Kantor: Yeah, I think it’s a wonderful career path. And like you said, a lot of people kind of accidentally kind of stumble onto it rather than plan a career to be in it. Any advice for the young person out there that’s listening or might be at a point of deciding what career path to go on? Can you kind of maybe evangelize to that person about the value of going into association work? Because I think it is so important for young people to at least consider that as a path for them, because I think it’ll be rewarding and the impact is real and you can really accelerate your career by going into this direction.

Tamela Blalock: Yes. Before I evangelize that group, I want to evangelize to my fellow association leaders and that we need to continue to do very good jobs recruiting and visiting our colleges and high schools and trade schools. Talk to our military veterans if if that’s the case, what have you, and create more interesting demand for talent, for amazing talent, for what we do and the impact that you can have, and that there are a very strong and healthy income range that’s in our space. So I encourage us to be more open to create internships and externship and those type of opportunities to actively recruit.

Lee Kantor: So you say you think that the association leadership might not be framing the opportunity, right? Or they’re not looking as broadly as they could be. They’re kind of going to the same old places to get the same old results.

Tamela Blalock: I don’t I have not seen, like, sustained continual effort. You know, that there are some independent associations that are doing it on their own. And I don’t in terms of future planning, I don’t see a sustained effort to really educate on what it is that we do. Like, I always have this really governance nerd thing that I do when I always speak up about nonprofit industry because 500 1c3 is doing an amazing job, you know, recruiting. You know, people may think nonprofit, they exclusively think 5c3 is a lot of us are C, C sixes, but they’re also like C fours and C sevens and C eights out there. Like credit unions are viable. Want a lot of them are C ones, you know, and even like that bit of education helps them understand like what their possibilities are in a nonprofit world and and that it’s not only C three, C three some amazing work and you know that they’re even within C six. We have the professional societies and the trade associations know so there’s so much wealth and nuance there. And similar to cooperatives like you are aware of associations like you just don’t think about it. Like if you brush your teeth with toothpaste, like the ADA, you know, on the back of the label. So you’re aware of associations, like you’re aware that lawyers are there, certification for American Bar Association, you’re aware that doctors are licensed, and that’s usually through the AMA, like you’re aware of it. Is it that you haven’t thought about it as a career and job opportunity? So I would love for us to do that and for usually the message I use when I go to my alma mater, Georgetown Hoyas, is that it’s a mission driven organization where you can have an amazing impact and you also can have be able to have a healthy enough income to have a good life. So it’s like there’s not any area of passion, desire in your life or the sacrifice that you get to focus on a mission and create a good life for your members, their community, their industry, and also your family.

Lee Kantor: Now, do you find that associations as part of their mission is to help their members obviously become more successful? Is this an area where they can be helping educate their members on how to leverage the association better, like how to include, you know, maybe members of their of their team at all levels rather than maybe just the executives, but to just use the association as kind of that lever to immerse their employees into the industry, into the mission, into the kind of the bigger picture, and give that employee the opportunity to show leadership by volunteering and to get involved deeper and and then by extension, would become more active in that association.

Tamela Blalock: Oh, yes, absolutely. That is one of the things I’m focusing on with our members and that we definitely need engagement from. Senior level executives, because for us, the whole organization needs to join, which means it’s usually a decision. Between the CEO and the CFO in most cases. Uh, so if you definitely need their buy in, however, you also need stickiness. The. Metaphor that I use is like holding a pit in your hand. Like if you’re only connections with one employee, that’s like trying to hold on to the pin with the finger. If you lose that connection, then it drops as many fingers You can wrap around that pin. It’s the stickiness that you have with your members, and that is getting them engaged not only on a senior leadership level, but also as far into the organization as you can reasonably consistently support. So if that many staff members of that organization are engaged in your Association for Professional Development, I think volunteer leadership is be. Um. Best ROI that we have and that so many of us learn governance. So many of us learn leadership. So many of us have the opportunity to practice and develop their skill sets through those roles. And it’s also contributing to the health of the industry in doing that. That is the best ROI that we have and also for what we’re doing, the work we’re doing within the association. Having that volunteer bandwidth allows us to give a bigger return to not only our members but to the industry as well.

Lee Kantor: Right. To me, it’s that righteous circle of winning, winning and winning all the way around. Everybody benefits the the volunteer benefits by showing off leadership to people that they may not have been and might not have known. And they get practice and they get skills. And the the association benefits obviously by having more warm bodies out there helping and getting the word out and helping accomplish whatever it is mission that they’re working on at the moment. And then the business wins by having a more successful, robust association and more skilled employees. Like it’s just everybody wins at every turn.

Tamela Blalock: Absolutely. I could not be more evangelical about that. And also it helps to destigmatize board service and the stigma being that it’s very hard to do. Only a few people can do that. It’s a very accessible and necessary leadership organization. And I think more people should be enthusiastic about looking for volunteer leadership positions, but also board service, because we do need a plethora of different experiences on board.

Lee Kantor: Right. And that’s also from the association standpoint, it’s important to, you know, cast a wider net and to not have the same people doing the same thing. And a lot of the times it’s because they’re the only ones who raise their hand to help and you need more people to raise their hand.

Tamela Blalock: Right? I don’t remember which organization I really want to say it was AC, but I could be wrong. Now that found that like over 70% of volunteers, the number one reason why they did it is because someone asked them to. I’m one of those folks that but it’s effective. So like recruiting it’s I think so many people who. It’s not that they haven’t consider it. I think they are intimidated that they won’t be accepted. But when you’re invited to apply or when you’re invited to a position like it has a whole different disposition. We are creating more volunteer opportunities in my organization and the response to inviting people to become a co-chair. It’s like, you think I’ve given them a Grammy, you know. So but it’s also amazing to me on the other side of that, you know, part and what great leadership will come from emanate from those people in their network because we’re doing that. So.

Lee Kantor: Yeah, it’s funny that it’s the framing matters a lot, you know, where it’s like if it’s just an email that goes, Hey, we’re looking for help. You know, people might ignore it, but if you go, Bill, we need your help. Bill will probably say, okay.

Tamela Blalock: Right. It becomes very different, you know, and also what we’re doing for co-chairs because it’s a new council, is that nearly every council has four co-chairs, which seems like a lot. But when you think about what people are managing, if it’s two co-chairs and they’re both really busy at the same time, you have no co-chairs, right? It’s unlikely that four people are at the same level of busy at the same time. So that ensures that you should have at least two co-chairs who are operating there. And then within themselves they create like a tight sibling group. I’ve noticed watching them bond so that it’s really great. And it has another benefit, which wasn’t even my intention when we designed it as such, which is that it spans how many leaders that we have already for creating these councils.

Lee Kantor: Right. And and for those people who get the opportunity to lead for the first time, that could be helping the acceleration of their career.

Tamela Blalock: Exactly.

Lee Kantor: Now, can you share a little bit? I know this is an area of passion for you. Explain the difference between sponsorship and mentorship. A lot of people use those words maybe interchangeably and they’re really, really different.

Tamela Blalock: Yeah. I thank you for asking, actually. I was writing a small group of people where I send out what used to be daily affirmations. Now I did it on Monday, Wednesday and Friday, and today I really happen to be writing about that in context of the recent passing of Irene Cara. A lot of people may recognize a name from a theme song to Flashdance. What a feeling. And also from the soundtrack to the movie fame. And when people pass away, you know, pretty much like every interview they ever did comes to light. And from hers, it was essentially how the music industry, which is heavily deregulated, made it really difficult for her and that she essentially kind of blacklisted out for a long period of time. And she came up during a time where there wasn’t SoundCloud, other ways to get your music published and to develop a relationship with that audience and I like that is a perfect example of what would have happened or what could have been different if she were sponsored and not just mentored and mentoring. It’s not that it doesn’t have value, it’s just that. We are in a place where we need a lot of impact and mentoring. The only requirement of it is information, given. It’s very passive, so it’s words only and no action.

Tamela Blalock: Sponsorship is action driven. If you get any advice through sponsorship, that’s an additional benefit. But sponsor sponsorship is using your leveraging your privilege, your access, your network to achieve a result for someone. It’s not telling them about an organization, it is leveraging what we can to see if we can get them the first interview or if you know someone who’s a port has to appoint a board member. It’s putting their name in there. It’s getting them in to an opportunity or. At least. Negotiating that they can get as quick, as close to an opportunity as possible through actions and not only giving that person individual advice. Because I long for the day that started with the United States that we actually have a true meritocracy. But the reality is that it’s really structured. Like oligarchy, where there’s a central group that has most of the access to privilege and power. And it’s. Finding your way to be connected to that that we have. That we get access ourselves. So the more people that we can put into that oligarchy, the more we actually start. We’ll start to see a meritocracy. And the most impactful way and lasting way that happens is through sponsorship, which is leading through action. And not only just giving people advice.

Lee Kantor: Right. And it’s risking political capital for someone else.

Tamela Blalock: Absolutely. Absolutely. So sponsors definitely choose their responses to dishes judiciously. However, when you see major things happen, like particularly when you see people who are able to achieve things that are young, like a big faux pas, something that I think is just a bad form, you know, when people have success stories and their success stories only involve them achieving everything by themselves, like it’s it’s it’s a lot easier to pull yourself off higher bootstraps. So all of us have achieved success through help, especially if we’ve been able to do it at a younger age, wherever that help came from. So I encourage us to name our help and to identify that, because it’s also people who. Decided to leverage their political power or what have you to achieve our success. And that’s the way things happen. That preparation is met with opportunity and a sponsor who made that sure that opportunity was successful.

Lee Kantor: But also the sponsor has kind of taken in action and demonstrated value to make that sponsor a lot more confident, to sponsor them to whatever the position that they want. So it’s not something that I think that people can just wait for and hope happens. They can be taking actions like volunteering, they can be getting involved and doing things that make other people aware of how talented and and valuable they are. So they would be willing to risk that political capital on their behalf.

Tamela Blalock: Absolutely. But I will say sponsorship is also a lot like volunteerism. Very few potential sponsors will have the idea on their own to become a sponsor. All my sponsors and all the sponsor relations I’ve seen have started with the sponsor asking the sponsor. And sometimes it’s like selling Girl Scout cookies. You know, they’ll be you’ll find everyone who wants Thin Mints, or you just have to find that one person who wants to smoke. So you have to. You know, be strategic and ask, but it may take a while before you find sponsors. And sponsors have the same thought about sponsors the way we have about mentors. You don’t have just one. You have several that you have. Right. Similar to what you’re saying is that you also have to realize that it is a mutual beneficial relationship. So also look at ways where you also can support your sponsor as well.

Lee Kantor: Yeah, but I think that that is the it’s like the old saying it’s not what you know, it’s who you know, the who, you know, part is extremely important in the process. And the more people, you know, you’re increasing your odds of that building that right relationship with the sponsor, that’ll help get you to a next level faster.

Tamela Blalock: Yes. Another thing I have to say about sponsorship is a mistake. Some people make are looking for sponsors that have obvious, I would say, visual cues to who you are, like someone who looks just like you or someone whose story is just like yours. A lot of my sponsor relationships, you know, we may have something in common. Like, for example, I’m from Ohio, I am in the Ohio State Band and yes, I am very much in mourning today after the events of this past weekend. I definitely look for people who seem that they are different than you, because I’ve noticed in sponsoring, you know, there is an interest in they’re looking at their legacy and, you know, to have helped a wealth of people and not necessarily people who are the carbon copies of themselves. And another way that you’ll stand out is that if a lot of people around them are carbon copies of themselves, I mean, you will stand out that way. But I will encourage in looking for sponsors, don’t look for a carbon copy of yourself. Look for people who seem like they may be different than you are, because also that’s different networks, different circles, no different focuses in there. So when you look for sponsors, like diversify that list as much as you can.

Lee Kantor: Right? And don’t be afraid to make the first move and take action.

Tamela Blalock: Absolutely. And when you do request for a meeting like 15 minutes, what they want, I think about myself now, like if you want to meet me for half an hour, like I already cringe at the thought, let’s have a 15 minute chat. Right.

Lee Kantor: And you better be organized. You better have some agenda. Kind of worked out already.

Tamela Blalock: Yes, absolutely.

Lee Kantor: Well, if somebody wants to connect with you, I’ll learn more about NCBA. What’s the website? What’s the best way to have a conversation with you or somebody on your team?

Tamela Blalock: Oh, I love that. So our website is n, c, b, a, Clutha, c USA Co op co-op, and then I am t Blaylock t b as in boy le LOC k at NCBA co op.

Lee Kantor: Well, thank you so much for sharing your story today. You’re doing such important work and we appreciate you.

Tamela Blalock: Well, thank you for the opportunity to be able to talk associations and call us at the same time. All right.

Lee Kantor: Well, this is Lee Kantor. We’ll see you all next time on Association Leadership Radio.

Tagged With: NCBA CLUSA, Tamela Blalock

Peter Webster and Scott Ward, ITRA Global Atlanta

November 29, 2022 by John Ray

ITRA Global Atlanta
North Fulton Business Radio
Peter Webster and Scott Ward, ITRA Global Atlanta
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ITRA Global Atlanta

Peter Webster and Scott Ward, ITRA Global Atlanta (North Fulton Business Radio, Episode 582)

Peter Webster and Scott Ward of ITRA Global Atlanta joined host John Ray to discuss corporate real estate tenant and buyer advisement. Peter and Scott talked about the trusted network of ITRA Global professionals around the world that serve as corporate real estate advisors, mistakes business owners make with their office space needs, advising during negotiations, the current state of office space in the metro Atlanta area, and much more.

North Fulton Business Radio is produced and broadcast by the North Fulton studio of Business RadioX® inside Renasant Bank in Alpharetta.

ITRA Global Atlanta

ITRA Global is an organization of Real Estate Professionals specializing in representing tenants and buyers in the leasing, acquisition, and disposition of office, industrial and retail real estate. ITRA Global is one of the largest organizations in the world dedicated to representing corporate tenants and occupiers of commercial real estate in major markets across the globe.

Corporate Real Estate Advisors is a privately owned real estate firm that provides tenant representation and site selection expertise exclusively for tenants and buyers of office, industrial and retail space. Chosen by the prestigious ITRA Global (International Tenant Representative Alliance) as the regional representative for Atlanta, they offer corporate clients principal-level expertise in Atlanta and worldwide.

With each Principal’s 30+ years of experience, Corporate Real Estate Advisors provides intelligent strategies and creative solutions for companies, whether large or small, in their real estate matters. They are committed not only to achieving our client’s goals but also to exceeding their expectations by maximizing the value of their lease terms, resulting in long-term relationships reaching far beyond the initial transactional stage.

Website | LinkedIn

Peter Webster, Principal, ITRA Global Atlanta

Peter Webster, Principal, ITRA Global Atlanta

Peter Webster has been an active member of the Atlanta Commercial Real Estate Community for over three decades.  During that time, he has developed a deep and abiding knowledge of the market and has worked with clients both locally and nationally on assignments including multi-market account management, international representation, build-to-suit, and tenant advocacy.  All of this experience has given Webster a unique perspective on the industry and driven the formation of a work ethic and style whose hallmarks are a dedication to the client’s goals and objectives coupled with a keen sensitivity to delivering value tied to the clients’ business strategies.

Peter has been a top producer for both local and national real estate companies.  Notably, nine years with CB Richard Ellis where he received the Distinguished Achievement Award for being “Rookie of the Year” and was promoted to the level of Vice President.  Peter left that position to join The Staubach Company where he was responsible for managing the marketing efforts for the Atlanta region.  More recently, Peter founded a successful commercial real estate brokerage, Davidson Webster Associates and Advocate Commercial Real Estate.

During his career in Atlanta, Peter has been recognized six times for completing a Top Twenty-Five Office Deal of the Year by the Atlanta Business Chronicle.  In addition, he has received the President’s Award and is a Phoenix Award and a Lifetime Member of the Atlanta Commercial Board of Realtors Million Dollar Club.

Peter has served as a Director for the Atlanta Commercial Board of Realtors and the Chairman of the Forms Committee.  He is also presently serving on the Governors Board of the Georgia Institute of Real Estate.  In addition, Peter currently serves on the ITRA Global Locations Committee.

Peter is a graduate of The University of Georgia’s Business School where he majored in real estate.  Peter lives in Roswell, Georgia with his wife and children.  He is active with the city of Roswell and has served as the President of the HOA for his community.  Peter is an avid golfer, has a passion for music, and is enjoying raising his family.

LinkedIn

Scott Ward, Vice President, ITRA Global Atlanta

Scott Ward, Vice President, ITRA Global Atlanta

Scott Ward is a veteran of over 25 years of owning businesses. Successfully representing and consulting other business owners in lease negotiations in the technology, creative media, retail, and manufacturing industries, Scott’s unique perspective keeps in mind the owner/tenant’s long-term cash flow needs as a catalyst for the future health of his client’s company.

Examples of Scott’s work include a young tech company expanding for the first time and helping to enable its current growth to include private and government clients worldwide. An industrial cabinet manufacturer successfully expanding to handle over 40 percent growth. Media agencies that need flexibility in their space to address the demands of sudden surges or shrinkage in client needs. And retail/franchise situations that come with issues of territory, visibility, and access.  Scott has mentored five former employees to own their own businesses and applies these techniques in formulating winning space solutions for his clients.

Scott’s contacts and involvement in citywide groups give him an innovative perspective on trends in traffic, population, education, and economics. He is part of enabling organizations throughout metro Atlanta in realizing their missions by serving on boards or as an officer in Rotary International (Treasurer/International Director), The Chattahoochee Nature Center Board, The North Fulton Chamber of Commerce, Scouts BSA (adult training), Toastmasters International, The Georgia Production Partnership (membership, industry relations, and governmental relations) and Atlanta Theatre to Go Board. He is also a member of the Atlanta Commercial Board of Realtors.

Scott is a graduate of the University of Florida. Scott is also a public speaker and presentation coach. He loves fly fishing, and sailing and has been known to swing a golf club or two! His family’s accomplishments overwhelm him with pride. If you would like to share a coffee please reach out!

LinkedIn

Questions and Topics in this Interview

  • About ITRA Global Atlanta
  • Mistakes business owners make in real estate
  • Sublease space
  • Adjusting to post-Covid conditions
  • Success stories
North Fulton Business Radio is hosted by John Ray and broadcast and produced from the North Fulton studio of Business RadioX® inside Renasant Bank in Alpharetta. You can find the full archive of shows by following this link. The show is available on all the major podcast apps, including Apple Podcasts, Spotify, Google, Amazon, iHeart Radio, Stitcher, TuneIn, and others.

RenasantBank

 

Renasant Bank has humble roots, starting in 1904 as a $100,000 bank in a Lee County, Mississippi, bakery. Since then, Renasant has grown to become one of the Southeast’s strongest financial institutions with over $13 billion in assets and more than 190 banking, lending, wealth management and financial services offices in Mississippi, Alabama, Tennessee, Georgia, and Florida. All of Renasant’s success stems from each of their banker’s commitment to investing in their communities as a way of better understanding the people they serve. At Renasant Bank, they understand you because they work and live alongside you every day.

Since 2000, Office Angels® has been restoring joy to the life of small business owners, enabling them to focus on what they do best. At the same time, we honor and support at-home experts who wish to continue working on an as-needed basis. Not a temp firm or a placement service, Office Angels matches a business owner’s support needs with Angels who have the talent and experience necessary to handle work that is essential to creating and maintaining a successful small business. Need help with administrative tasks, bookkeeping, marketing, presentations, workshops, speaking engagements, and more? Visit us at https://officeangels.us/.

Tagged With: corporate office tenant representation, corporate real estate, CREA, ITRA Global, North Fulton Business Radio, Office Angels, office space, Peter Webster, renasant bank, Scott Ward, tenant representation

Sarabeth Stine, TriNet HR Corporation

November 29, 2022 by John Ray

Sarabeth Stine, TriNet HR Corporation
North Fulton Business Radio
Sarabeth Stine, TriNet HR Corporation
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Sarabeth Stine, TriNet HR Corporation

Sarabeth Stine, TriNet HR Corporation (North Fulton Business Radio, Episode 581)

Sarabeth Stine, Executive Director of Sales at TriNet HR Corporation, joined host John Ray and discussed women in business, the importance of lifting one another up and helping them find their voice, retaining talent, why a PEO, and much more.

North Fulton Business Radio is produced and broadcast by the North Fulton studio of Business RadioX® inside Renasant Bank in Alpharetta.

TriNet HR Corporation

TriNet is a professional employer organization, or PEO, which provides small and medium-sized businesses (SMBs) with full-service HR solutions tailored by industry. To free SMBs from HR complexities, TriNet offers access to human capital expertise, benefits, risk mitigation and compliance, payroll, and real-time technology.

From Main Street to Wall Street, TriNet empowers SMBs to focus on what matters most—growing their business.

Website | LinkedIn | Facebook | Instagram | Twitter

Sarabeth Stine, Executive Director, Sales, TriNet HR Corporation

Sarabeth Stine, Executive Director, Sales, TriNet HR Corporation

Sarabeth has been in business sales for close to 18 years having spent the last 9 years in sales leadership. She leads the Mid-Atlantic sales organization at TriNet where she focuses on the strategic and tactical initiatives to grow business in her 3 key markets which include Atlanta, Pennsylvania, and the DC, Virginia, and Maryland area.

Sarabeth sits on the Board of Directors at the Greater North Fulton Chamber of Commerce as well as at Feel Beautiful Today, a Roswell-based non-profit. She’s highly involved at Buckhead Church and resides in West Midtown Atlanta with her husband Rich and 6-year-old son, Steele.
LinkedIn

 

Questions and Topics in this Interview

  • Women in business, the importance of lifting one another up, helping them find their voices.
  • Retaining and attracting talent
  • Why a PEO
North Fulton Business Radio is hosted by John Ray and broadcast and produced from the North Fulton studio of Business RadioX® inside Renasant Bank in Alpharetta. You can find the full archive of shows by following this link. The show is available on all the major podcast apps, including Apple Podcasts, Spotify, Google, Amazon, iHeart Radio, Stitcher, TuneIn, and others.

RenasantBank

 

Renasant Bank has humble roots, starting in 1904 as a $100,000 bank in a Lee County, Mississippi, bakery. Since then, Renasant has grown to become one of the Southeast’s strongest financial institutions with over $13 billion in assets and more than 190 banking, lending, wealth management and financial services offices in Mississippi, Alabama, Tennessee, Georgia and Florida. All of Renasant’s success stems from each of their banker’s commitment to investing in their communities as a way of better understanding the people they serve. At Renasant Bank, they understand you because they work and live alongside you every day.

Since 2000, Office Angels® has been restoring joy to the life of small business owners, enabling them to focus on what they do best. At the same time, we honor and support at-home experts who wish to continue working on an as-needed basis. Not a temp firm or a placement service, Office Angels matches a business owner’s support needs with Angels who have the talent and experience necessary to handle work that is essential to creating and maintaining a successful small business. Need help with administrative tasks, bookkeeping, marketing, presentations, workshops, speaking engagements, and more? Visit us at https://officeangels.us/.

Tagged With: Benefits, HR Solutions, Office Angels, payroll, peo, renasant bank, risk mitigation, Sarabeth Stine, Trinet, TriNet HR Corporation

Successfully Doing Business with the Public Sector E32

November 21, 2022 by Karen

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AZ TechCast
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Successfully Doing Business with the Public Sector E32

If you’ve ever considered doing business with state or federal government entities, you know that the procurement and government sales process can feel like a maze of rules and regulations. So, how can your company stand out from competitors when pursuing business opportunities with the public sector?

The November 2022 episode of the Arizona Technology Council’s AZTechCast podcast featured experts including Ed Jimenez, director, State Procurement Office, State of Arizona; Paul Robles, sales executive, State and Local Government, Google Cloud; and Jennifer Woods, president, Traversant Group. These leaders joined Karen Nowicki, president and owner of Phoenix Business RadioX, and Steve Zylstra, president and CEO of the Arizona Technology Council, in discussing the complex nuances of the public sector’s primary motivations and operating models when it comes to procurement.

Throughout this hour-long episode, the panel of three experts convened in person at the Phoenix Business RadioX studio to discuss the ins and outs of why the private sector should consider doing business with the public sector, the primary barriers that prevent private companies from contracting with federal and state government entities and the advice that the panel would give smaller companies that are exploring becoming first-time contractors for the public sector. 

Logo-GoogleCloud

Google helps our government transform how they serve their constituents. Google guides them through the challenges they face caused by outside pressures and massive demands on their systems.

Google helps them adopt new technologies and adapt to new ways of doing business quickly, efficiently, securely, and intelligently. By using Google Cloud, government systems are smarter, more efficient, and more responsive.

Paul-Robles-AZ-TechCastPaul Robles is an experienced leader with 25 years of sales, planning, and management experience in globally recognized entities including Hewlett Packard Enterprise, IBM, and American Airlines (formerly America West Airlines).

With a progressive career supporting various industries including the public sector, healthcare, financial services and travel, Paul focuses on driving business outcomes for his clients and team members.

Follow Google Cloud on LinkedIn, Facebook, Twitter, Instagram.

The mission of the Arizona Department of Administration’s State Procurement Office is to help accelerate agency performance through value added services and offering agencies world class best practices in procurement.

Their vision is to be the #1 State Procurement office in the Nation, where adding value is the norm and customer service is second to none.

Ed-Jimenez-AZ-TechCastEd Jimenez serves as the Director of the State Procurement Office for the Arizona Department of Administration. Ed is the State’s central procurement authority and is responsible for the authorization, oversight and management of the contracting and purchasing activities of the State.

Prior to his appointment, Ed served as the Executive Director in different capacities for The Boeing Company as well as the President and CEO for Supply Chain Whisperer, a supply chain consulting LLC.

Ed has been a provider of supply chain logistics and purchasing to aerospace and airline industries, including but not limited to: lean initiatives, procedures refresh/rewrites, supply base rationalization, subcontract strategies, commodity strategies, market analysis, warehouse optimization, strategic outsourcing, root cause analysis, balanced scorecards, employee development, negotiation strategies, project management, RFP development, and KPIs.

Follow the State of Arizona on LinkedIn, Facebook and Twitter.

traversant-group-logo

Traversant Group is the proven strategic and tactical business guide for organizations who wish to accelerate their success in the government market and achieve extraordinary outcomes.

Jennifer-Woods-AZ-TechCastJennifer Woods has 20 years of experience in government relations, strategic planning, procurement, and public policy. Prior to starting Traversant Group in 2013, Jennifer served as the Arizona Deputy State Procurement Administrator to help lead the state’s procurement reform effort.

Previously, she was a Principal at one of Arizona’s largest public affairs firm where she was instrumental in creating the first government marketing and procurement business line in the Arizona lobbying community. Jennifer is also an attorney and has worked as a
commercial litigator at two national law firms.

Jennifer’s practice focuses on advising a broad range of clients from large corporations to small start-ups and non-profits on matters involving marketing strategies and government contracts at the local, state and federal level.

She develops and executes public sector sales and branding strategies, advises clients on government procurement and contract issues, and has lobbied on legislative matters.

Follow Traversant Group on LinkedIn and Twitter.

About AZ TechCastAZTECHCASTLOGOBRX-4-23-2020

AZ TechCast is dedicated to covering innovation and technology in Arizona and beyond.

Through the art of connected conversation, AZ TechCast’s guests will share their expertise, success stories, news and analysis about the region’s leading startups, companies and emerging technologies, as well as the latest industry trends and critical issues propelling the state’s growing technology ecosystem.

About Your Hosts

Steven-ZylstraSteve Zylstra serves as president and CEO of the Arizona Technology Council, a role he assumed in 2007. He is responsible for strategy, operations, finance and policy development. Zylstra is a vocal spokesman for the value technology can provide in raising social and economic standards in Arizona.

Zylstra serves on numerous councils, committees and boards, was named “Leader of the Year, Technology,” by the Arizona Capitol Times, and “Most Admired Leader” by the Phoenix Business Journal. In addition, he was awarded an honorary doctorate of science in technology from the University of Advancing Technology in Tempe, Ariz.

Zylstra earned a bachelor’s degree in automotive engineering technology from Western Michigan University.

KarenNowickiv2Karen Nowicki is a successful author, speaker and the creator of Deep Impact Leadership™ and SoulMarks Coaching™. She is a two-time recipient of the prestigious national Choice Award® for her book and personal development retreat. Karen was crowned the first-ever “Mompreneur of the Year” Award in 2010 for the southwestern states. She was recognized for her leadership, business acumen, and work-life balance.

Karen has been an expert guest on regional TV and radio shows, including Fox Phoenix Morning Show, Sonoran Living, Good Morning Arizona, The Chat Room, and Mid-Day Arizona. She has been a regular contributor to many print and online magazines – publishing articles and blogs for business and education.

In addition to working with private coaching clients, Karen is also the Owner & President of Phoenix Business RadioX. The Business RadioX Network amplifies the voice of business – serving the Fortune 500,000, not just the Fortune 500. Phoenix Business RadioX helps local businesses and professional associations get the word out about the important work they’re doing to serve their market, profession, and community.

Of all the experiences Karen has had the privilege of participating in over her vast career, she shares that Phoenix Business RadioX is a pinnacle adventure!

Connect with Karen on LinkedIn and follow Phoenix Business RadioX on Facebook and Instagram.

bianca-buliga-aztechcastBorn in Phoenix, Arizona, Bianca Buliga is a trilingual first-generation American of Romanian ethnicity. A marketing professional with experience in both the nonprofit and for-profit sectors, Bianca currently works as Director, Marketing & Communications for the Arizona Technology Council.

Previously, Bianca worked as Marketing Communications Lead at Proctorio, a learning integrity platform that offers remote proctoring software ensuring exam integrity for learners around the world.

Bianca also worked as Senior Marketing Manager at SEED SPOT, a social impact incubator that educates, accelerates, and invests in impact-driven entrepreneurs creating market-based solutions to social problems. In January of 2020, Bianca was selected as an awardee of the Mandela Washington Reciprocal Exchange Program and traveled to the African island of Mauritius to run entrepreneurship programming for 15 impact-driven ecopreneurs on behalf of the U.S. State Department’s Bureau of Educational and Cultural Affairs.

Bianca has also completed comprehensive consulting projects for IBM, ESAN Business School, and the Peruvian government, and interned at the Arizona House of Representatives and U.S. Embassy in Bucharest, Romania.

Bianca earned her Bachelor’s degree in International Affairs from Northern Arizona University in 2014 and her Master’s degree in Global Affairs and Management from the Thunderbird School of Global Management in 2017. She is an avid reader, yogi, and world traveler always planning her next trip.

Connect with Bianca on LinkedIn.

About Our Sponsor

The Arizona Technology Council, Arizona’s only statewide organization serving the technology sector, fosters a climate of innovation to enhance technology in Arizona.

A trusted resource in strengthening Arizona’s technology industry, the Council proactively eliminates impediments that companies face, accelerates the entrepreneurial mindset in the state’s expanding innovation ecosystem, and works to create a destination for companies to be, thrive and stay.

Follow Arizona Technology Council on LinkedIn, Facebook, and Instagram.

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Tagged With: google, Google Cloud, government contract, government relations, procurement, public sector, State of Arizona, strategic sales

Workplace MVP: Victoria Hepburn, Hepburn Coaching

November 17, 2022 by John Ray

Minneapolis St. Paul Studio
Minneapolis St. Paul Studio
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Victoria Hepburn

Workplace MVP: Victoria Hepburn, Hepburn Coaching

Bestselling author, coach, and speaker Victoria Hepburn of Hepburn Coaching joined host Jamie Gassmann to discuss stress and burnout, particularly for leaders. After experiencing her own burnout, Victoria took proactive steps to get healthy and happy without leaving her corporate career. She and Jamie talk about that journey, Victoria’s book, Pressure Makes Diamonds: Simple Habits for Busy Professionals to Break the Burnout Cycle, how leaders can identify and approach their own stress, how a coach can help, and much more.

Workplace MVP is underwritten and presented by R3 Continuum and produced by the Minneapolis-St.Paul Studio of Business RadioX®.

Victoria Hepburn, PCC, Author, Speaker, and Remote Work Strategist, Hepburn Coaching

Victoria Hepburn, PCC, Author, Speaker, and Remote Work Strategist, Hepburn Coaching

Remote Work Strategist Victoria Hepburn, PCC, is an author, speaker, and certified business transitions coach specializing in remote work productivity and career development. Victoria teaches professionals how to create efficiencies in their life and business to stay visible and valued while working remotely, on virtual teams, or in hybrid offices. She has nearly twenty years of award-winning experience in Fortune 500 engineering and sales roles that were on remote, hybrid, and global virtual teams.

Her mission is to share the proven tools for building a rewarding career journey without sacrificing your home life and health. Her programs are designed to help talented, hard-working professionals navigate the world of remote and hybrid work, including building trusted relationships, preventing burnout, and finding new career opportunities. Her Amazon New Release #1 bestselling book, Pressure Makes Diamonds: Simple Habits for Busy Professionals to Break the Burnout Cycle gives clear and simple actions to boost productivity and resilience without quitting.

Prior to becoming a bestselling author, coach, and speaker, she enjoyed over a decade-long award-winning engineering and sales career at Merck, GE Healthcare, and BD. Victoria earned a Bachelor of Science in Chemistry from New York University and a Bachelor of Chemical Engineering from Stevens Institute of Technology through a dual degree program. She is an IPEC-certified professional coach,  a certified Heartmath Coach and was awarded a Professional Certified Coach (PCC) accreditation by the International Coaching Federation in 2021. Victoria’s a busy wife and mother who enjoys walks with the family’s large rescue dog, who refuses to play fetch.  

Victoria’s most popular talk titles are “Building Remote Relationships: How to Use the Pressure You’re Under to Shine In Your Career” and “Build Your Career Board of Directors to Maximize Growth and Opportunity”. Her upcoming book series, “The Future is Now” will be available on Amazon on November 30, 2022.

Website | LinkedIn | Facebook

About Workplace MVP

Every day, around the world, organizations of all sizes face disruptive events and situations. Within those workplaces are everyday heroes in human resources, risk management, security, business continuity, and the C-suite. They don’t call themselves heroes though. On the contrary, they simply show up every day, laboring for the well-being of employees in their care, readying the workplace for and planning responses to disruption. This show, Workplace MVP, confers on these heroes the designation they deserve, Workplace MVP (Most Valuable Professionals), and gives them the forum to tell their story. As you hear their experiences, you will learn first-hand, real-life approaches to readying the workplace, responses to crisis situations, and overcoming challenges of disruption. Visit our show archive here.

Workplace MVP Host Jamie Gassmann

Jamie Gassmann, Host, “Workplace MVP”

In addition to serving as the host to the Workplace MVP podcast, Jamie Gassmann is the Director of Marketing at R3 Continuum (R3c). Collectively, she has more than fourteen years of marketing experience. Across her tenure, she has experience working in and with various industries including banking, real estate, retail, crisis management, insurance, business continuity, and more. She holds a Bachelor of Science Degree in Mass Communications with special interest in Advertising and Public Relations and a Master of Business Administration from Paseka School of Business, Minnesota State University.

R3 Continuum

R3 Continuum is a global leader in workplace behavioral health and security solutions. R3c helps ensure the psychological and physical safety of organizations and their people in today’s ever-changing and often unpredictable world. Through their continuum of tailored solutions, including evaluations, crisis response, executive optimization, protective services, and more, they help organizations maintain and cultivate a workplace of wellbeing so that their people can thrive. Learn more about R3c at www.r3c.com.

Company website | LinkedIn | Facebook | Twitter

TRANSCRIPT

Intro: [00:00:02] Broadcasting from the studios of Business RadioX, it’s time for Workplace MVP. Brought to you by R3 Continuum, a global leader in helping workplaces thrive during disruptive times. Now, here’s your host, Jamie Gasmann.

Jamie Gassmann: [00:00:20] Hi, everyone. Your host, Jamie Gassmann here, and welcome to this episode of Workplace MVP. Stress, burnout, resignations are common terms we’re hearing all across various industries, particularly of concern at the executive and senior leadership levels. The navigating of continuous disruption within work environments, the shifting economic situation, and other professional and personal challenges that present themselves is taking a toll on key leadership.

Jamie Gassmann: [00:00:49] While they spend a good amount of time focusing on ensuring their people’s wellbeing is taken care of, they are forgetting that their own wellbeing is just as important in ensuring organizational success. But how do you strike that balance between work success, home life, and your own wellbeing?

Jamie Gassmann: [00:01:05] Well, joining us today, we have a special guest, bestselling author, keynote speaker, and Workplace MVP Victoria Hepburn, who’s going to share her perspective on how leaders can tackle and benefit from the challenges of stress and burnout. So, let’s get this conversation going. Welcome to the show, Victoria.

Victoria Hepburn: [00:01:23] Thank you so much, Jamie. It’s a pleasure to be here.

Jamie Gassmann: [00:01:26] I’m really excited to have you on the show after talking with you at the GSC-SHRM Conference. I think we had such a great dialogue around how leaders, you know, can combat this. They can get after that stress and burnout that they’re facing. So, before we dive into the content of the conversation, let’s start with hearing about how you came to be an author and a speaker on stress and burnout. And what does your career journey look like? Because I recall from our conversation, you had your own kind of personal experiences that kind of drove you to where you’re at today. So, why don’t I have you share that story with us?

Victoria Hepburn: [00:02:02] Oh, well, thank you. What really brought me to it is I needed to solve my own burnout journey, as I’ve grown to call it. But at the time when I was in the weeds – just to step back, I have spent more than 18 years in corporate America in engineering and sales roles, Fortune 500. And I was working at the point where I said I have to do something about my burnout.

Victoria Hepburn: [00:02:27] I was working internationally and I would have to be, like, on calls at 3:00 a.m. with my European counterparts and then stay up and connected enough to meet with Japanese project teams. So, that was being stretched in a million directions. And it’s a uniquely American problem, I learned, because my colleagues in Asia and in Europe had assistance to do all the logistical stuff I didn’t have. I had to, like, schedule my travel, send out quotes. So, I was just pulled in so many directions. And I also had to drive forward project teams at the same time.

Victoria Hepburn: [00:03:05] So, I couldn’t quit because I loved my work. We were doing amazing things, but I needed to stop feeling the sense of cynicism, the exhaustion, and just generally not loving my life and saying no to all the people that I loved and who loved me all the time. It was miserable. So, that’s really when I had my epiphany where I have to do something. I have to find time, space, and attention for me because my health was also failing. I was starting to gain weight. I thought I had a heart condition, but it was really like an anxiety and panic attack kind of situation. And I just had that moment where, no, I have to do something.

Victoria Hepburn: [00:03:45] So, my first step was to get back into exercise and meditation, because those are things that I knew worked for me. And then, in my quest to find a meditation that worked, it was insight meditation. Then, I found HeartMath, which is a stress relieving technique that you can do with your eyes open. So, in meetings I could calm myself down and focus because, really, it was about focusing on what mattered the most to me and creating a new goal.

Victoria Hepburn: [00:04:14] All my goals were professional at that point in my life, and that was the first time where I created a triple bottom line, where it was my professional goals but also my social goals, who did I want to be around. And my health, I had to start making my health a priority. And this is in my 30s. This isn’t like it took a long time. This is my early 30s that I was making these decisions.

Victoria Hepburn: [00:04:35] And what changed for me was so profound that other people I worked with took notice. Because I didn’t quit to fix myself and to fix my issues, but it required me to do three things differently than how we’re taught to be as professionals. The first thing was actually holding time for me and that exercise, you know, that’s an appointment as if it was a customer meeting or a senior leadership meeting. Making time every single morning, even if I was running late or whatever, for my insight meditation to practice bringing my focus back to what matters.

Victoria Hepburn: [00:05:13] And then, finally, making time for people in my life, which was crazy making. I’m not going to lie and say I eased into it effortlessly. I put it in my book, Pressure Makes Diamonds, because it is not easy to shift your mindset to say you actually have that time. But I started by just taking one night off a week. One night off a week, where I would do something for me with another human, and that’s it. That was the level that I had to get through. It’s really challenging to create that time.

Victoria Hepburn: [00:05:48] And then, fast forward, I was able to keep winning awards. I take pride in having a whole wall of glass over here from all my different corporate sales roles and engineering roles. And keep making a difference for our customers, but I also had quality of life. And this is coming from someone who cancelled vacations and missed family holidays and things like that. So, I believe that it’s a necessary thing in order to preserve your life force. At this point, in this moment, a lot more people are thrust into that life that I had with remote work and interdisciplinary work. Teams are much leaner than they ever have been. And we have to start acknowledging our humanity.

Jamie Gassmann: [00:06:30] And you really become a better performer at the end of it, it sounds like. You know, you kind of personally experienced that, that creating that balance in your life to be able to take care of yourself from a health and wellbeing perspective allows you to perform even better because you probably had more of a clear mind. You know, what were some of the feeling that you felt when you had that differentiation, when you started really taking care of yourself and making that time to take care of yourself?

Victoria Hepburn: [00:07:00] Initially terror, because I felt like I was going against the grain. I’m doing things. They’re going to fire me because I’m saying no. Like, I had all the feelings around it. If you’re listening to this, you can’t see me, I’m a woman and I’m a person of color. I’m Black. So, I stand out. If I say no to a meeting, people are like, “Where’s Victoria?” Like, specifically looking for me because I stand out. And it’s happened, that’s the only reason why I say that. So, I felt that I would be forfeiting opportunity. I felt that I was putting a lot at risk, like all that I had worked for would be at risk. But I figured if not now, when? Because if I fall apart, it’s all at risk too. So, it was that level of terror.

Victoria Hepburn: [00:07:45] But then, after you get some positive reinforcement, setting small goals towards today it’s just about getting my workout in at the end of the day. That’s the goal. Keep it small and attainable. And keep reflecting each week. Reflect what was I able to do, what got in my way. And I developed a practice over time of just looking, what do I need to do, what do I want to do, and what am I ready to let go of.

Victoria Hepburn: [00:08:15] Because it’s a process. You can’t just say, “Oh, I’m starting a whole new life,” like New Year’s resolution style. It doesn’t work like that. People are used to you showing up a certain way. Like, if you’re always available at 9:00 at night, people feel some kind of way when all of a sudden you’re not available at 9:00 at night. Like, “What’s this?” Especially if your colleagues are in another time zone and they rely on that.

Victoria Hepburn: [00:08:37] So, you have to train people. Having conversations and telling people I’m going to start disconnecting. Putting it on your Slack that I won’t be available from these hours. And sometimes for me it was like an auto message that went out to people saying, “I’ll get back to you in a few hours” or something, I tried to use that sparingly. It was really about communicating directly to my team members and saying, “Listen, I’m going to be disconnecting every Wednesday at 6:00 because I have a commitment.” You don’t have to go crazy on what that commitment was, but just being practical and saying, you know, I respect and appreciate what we’re working on, but I need this time. And most people were gracious.

Jamie Gassmann: [00:09:18] You create boundaries for yourself, right? You’re kind of structuring out for people, like, this is what I’m available to do and not do. That’s great. And I think that’s – go ahead.

Victoria Hepburn: [00:09:26] The blessing of working with Europeans is they totally said, “Okay, fine.” You would see their –

Jamie Gassmann: [00:09:33] They’re probably like, “I’m glad to hear about that.” No. I mean, from your perspective, these are such great tips. And looking at the challenging and complex environment that we currently have, both professionally and personally, coming off of three years of fast and rapid and dramatic change that people are experiencing, in the work that you do with coaching leaders, what are you seeing as a common theme within leadership today?

Victoria Hepburn: [00:10:04] The speed of everything is coming at everyone so fast, particularly leaders. Because right now, if you’re running any kind of organization, you’re standing in charge of a major transformation that no one asked for. We have the great reshuffle, plus the pandemic after effects or ongoing pandemic, depending on who you talk to, plus a changing workforce dynamic with the different generations at work, and the needs of people have changed. So, the speed of transformation is going like never before.

Jamie Gassmann: [00:10:42] And then, now you’ve got the economic shift, too, that’s on the mind of a lot of leaders as well that they’re trying to navigate. And sometimes making some really tough decisions, as we’ve seen kind of with some of the tech industry recently. So, definitely a challenging time and complex time for leaders. So, this is a very timely conversation.

Victoria Hepburn: [00:11:03] Yes. And there’s so much they can do that aren’t commonly taught. Like, I didn’t learn any of this in my business or academic education. You know, my degrees are in chemistry and chemical engineering and I took a lot of business classes as an engineer. But nothing they talked about with regards to team dynamics prepares you for this. And then, I talk to my friends who have great MBAs and they’re like, “Yeah. There’s no class that tells you how to make these tough choices or to work at the pace of disruption that we’re seeing.”

Jamie Gassmann: [00:11:34] Yeah. No, there’s not. And the other thing, too, is, I think when you get to a certain point in leadership when you’re in what they consider that senior leadership and above, there’s almost this expectation that you know how to manage yourself and you know how to navigate those challenges and complexities that are coming at you. Though I think there is some truth to that, because you’ve gotten where you’re at for a reason, there’s also sometimes, to your point that you made, there’s things that you feel are expectations upon you.

Jamie Gassmann: [00:12:08] So, you’re almost carrying the weight of the world. You don’t want to make anything different that goes against that because you’re in your position for a reason. So, there’s some kind of barriers almost that you have to kind of overcome, I think, sometimes within your own mindset of what you should be doing during that time frame.

Victoria Hepburn: [00:12:28] Yes.

Jamie Gassmann: [00:12:28] So, in looking at your book, Pressure Makes Diamonds, you talk about how you felt that burnout was something that you had to put up with. So, kind of getting after what I was just kind of talking about, and particularly some of that is, you know, you seeing others dealing with it and having those high stress days and kind of witnessing that rundown. And, you know, I know myself as a leader, I would say, “Yep. Onward and upward, I’m still breathing. We got this.”

Jamie Gassmann: [00:12:55] But I imagine a lot of leaders across various different industries are looking at that and going, “Yeah, I see that, too.” How can they look at that differently? How can they look at what we see as what we think of status quo is it’s normal to be high stressed and burned out all the time. How can they be looking at that from a different lens to take better care of themselves?

Victoria Hepburn: [00:13:19] I always say, just because it’s normal doesn’t make it right for me. And just permission, give yourself permission to say what I need matters. And it’s not disruptive to save yourself, that’s the thing. It’s disruptive if you try to force it on other people. But when you are trying to save yourself, that’s not disruptive.

Victoria Hepburn: [00:13:44] Also, there’s a lot of data in the business process about unlearning old mindsets, old habits. And right now we’re in the process of unlearning this industrial revolution style work ethic, which says we have to keep working endlessly and be the expert and give all the directions. That’s just false in the knowledge economy.

Victoria Hepburn: [00:14:07] We have more information at our fingertips than we ever have in human history, so the answers don’t have to come from a leader. They need to come from the team more so because now you have a team of experts. Even as stressed out as our teams are, we can get more done together. And there’s a lot of opportunity for delegation, but it requires a leader to unlearn that old top down approach and to say openly to your team, “What is it that we are not doing that we should be doing?”

Victoria Hepburn: [00:14:41] And it’s the cardinal rule of business, I was taught, was, never ask questions you don’t know the answer to. And now we’re in a moment where if you don’t ask questions you don’t know the answer to, you won’t know where the problems are, where the low hanging fruit is. And that will relieve a lot of the stress and the worry from the uncertainty is having certainty with your team.

Jamie Gassmann: [00:15:05] Yeah, I love that. I love that unlearn the bad habits in a way of what we’ve been taught or how we’ve been kind of groomed to be as leaders.

Jamie Gassmann: [00:15:14] So, what are some of the personal contributors to a leader’s own stress and burnout? So, you know, I know there’s always some things that kind of in the work environment just come by the nature of the work. But what are some of the kind of personal things that could be kind of exasperating some of the things from work.

Jamie Gassmann: [00:15:33] I know in your book you talk a little bit about perfectionism. You know, that not wanting to fail. You kind of mentioned I don’t want it to seem obvious I’m not there. You know, working in the need to always be on, if you will, culture or that perceived culture. What are ways that they can kind of get around those? Or how are those impacting that overall stress and burnout?

Victoria Hepburn: [00:16:00] Well, always on culture was definitely a contributor to my burnout. So, I definitely can speak to that. It really comes down to getting at the heart of what is urgent and what is important. And we don’t have those conversations enough. Collaboration was the key source for me, for my burnout. And I think the biggest thing is the longer you’re in your role, the more your scope and your expertise grows. The more people ask you for those shoulder tap kind of conversations, virtually or in real life. And that’s what consumed me and created the most fatigue.

Victoria Hepburn: [00:16:39] And because I’m a bit of a nerd, I researched it. And I, as a coach, learned from an expert 40 years of studying high level leadership, Dr. Rob Cross. And he basically wrote a book outlining collaboration fatigue as one of the largest contributors. And what happens is, as your scope of work grows, you never drop things off your list. You never delegate them. So, you have to do more and more and more just to be okay. And that is something that most of us are unaware of that we’re doing it until we hit burnout, until we can’t physically do all the things.

Victoria Hepburn: [00:17:21] So, one of the things that is most helpful, and this something I point out in my book, is creating time to reflect. Putting in on the calendar each day what your actual goals are, and also time for you to work on those things. Just blocking it out and having that precious time for you, it’s not selfish. It’s survival.

Jamie Gassmann: [00:17:44] Yeah. And I think just speaking from my own personal experience, when I have a day where there’s no meetings, it’s like, “Wow. Where do I begin with what I can work on?” And holy cow, the ideas that can come out when you’re not moving meeting to meeting to meeting, and you have that time to really clear head and think through a project or a task. You kind of learn from it. In my mind, it’s like I learned from that. It’s like, so it’s okay to block out time and say I’m going to be working today, but I’m not available for meetings or conversations. I’m just in my world.

Jamie Gassmann: [00:18:19] So, carving out time for yourself, especially if your perfectionism can get in the way of that, too. Like, I want it to be perfect. I want it to look great. But you’ve got to have that time to be able to do that. And sometimes you need that time alone to create that. And, again, I think it’s getting after those boundaries and creating that sense of, like, carve out that time, take that time to go for the run.

Jamie Gassmann: [00:18:44] I was actually just talking to my own boss about how I take lunchbreak runs. I go for a, you know, three mile run on my lunchbreak. And at first I felt really guilty about it. You know, as an executive myself, I was like, “Oh.” I felt kind of bad because I’m trained the 8:00 to 5:00 grind. You’re at your computer, you’re fully accessible, anybody can contact you if they need to. And so, that was a shift for me.

Jamie Gassmann: [00:19:13] But what I found is I’m still actually technically working when I’m running because I’m thinking about things. And I’m strategizing as I’m on that run, things are running through my mind. And because it’s a different environment, I sometimes get some really good ideas or really good thoughts that get kind of pulled out of that. Have you experienced some of that, too, when you allowed yourself some of that free time?

Victoria Hepburn: [00:19:35] One hundred percent. Part of what I talk about in the book, one of the parts of my method, the T in BOOST is take time for yourself. And I tell the story about how I adopted my rescue dog and he fundamentally drove me out into the world and got me off my laptop – similar to what you said – all these ideas, this energy. So, the sound of my laptop closing was like his excitement moment because we’re going out.

Victoria Hepburn: [00:20:06] And it was so beneficial for me because I got, not just the walk, but my community. Like running, you’re in the zone. But I didn’t realize, I got to know my neighbors. I had this expansion of my circle and my support network. So, now I have a neighbor if an emergency happens and I need to leave my dog with someone, I just go around the corner. That’s a gift. That’s like a mental load lifted. And professionally, it gave me a fresh set of eyes just taking that 15 minute walk. Yeah, I have to come back for my evening calls with the West Coast in Asia, but it clears the slate.

Victoria Hepburn: [00:20:44] Now, I’m not telling anyone to adopt a rescue dog as a strategy for fitness. That’s a huge undertaking. But I do think that we don’t see how taking time for ourselves helps other people. But it’s that old very much used cliche of put your oxygen mask on first before you can help other people.

Jamie Gassmann: [00:21:03] Oh, absolutely. And I love that. I have a rescue dog as well, and it never fails. As soon as she sees that it’s the end of my workday, it’s like, “All right. it’s time to go for a walk. Let’s go.”

Victoria Hepburn: [00:21:12] It doesn’t matter the weather either.

Jamie Gassmann: [00:21:14] Oh, no. Especially in Minnesota, it does not. So, you also discussed how leaders get into a cycle of feeling overwhelmed and get stuck feeling professional exhaustion or burnout. Can you tell us a little bit about how one might identify that they’re in that cycle?

Victoria Hepburn: [00:21:32] I think the simplest way is you don’t feel like you anymore. And for everybody that’s different. So, for me, it was about getting headaches halfway through my workday. And it wasn’t just eyestrain. You know, you check your eyes, you check everything else, there’s nothing there. And then, also my attitude towards my work shifted. Whereas, I was still showing up. I was still working hard. But I was much more cynical.

Victoria Hepburn: [00:21:56] I’m normally a pretty upbeat person. And I didn’t notice it as much as the people in your life notice it. And they may or may not tell you, so it might be a friend, a spouse, a trusted ally at work. That’s who’s going to tell you. Your team will never tell you. Your team will just think you’re on one today or every day. They’re never going to tell you because they like to live. So, those are the best thing.

Victoria Hepburn: [00:22:20] Sometimes that Mel Robbins approach of sending the text to someone who cares about you saying what could I do to be a better person or better friend to you or a better loved one to you. And what you get back will help you understand it. Because when you’re in it, you just feel like you’re in it and you’re trapped and you’re stuck in it. And that stuck feeling is very limiting. We can’t see possibilities. We can’t see much of anything.

Victoria Hepburn: [00:22:48] And that’s why the tagline of my book is helping busy professionals to break the burnout cycle, because, for me, I would get out of it, I would get back into it. I would get out of it, I’d be like, “Oh, I’m fixed. I don’t have to do those healthy things anymore,” and then I fall back into it. You know, kind of like yo-yo dieting but with stress.

Jamie Gassmann: [00:23:07] Yeah. Oh, my gosh. I had a friend one time that said I always started my diets on a Monday. She’s like, “Oh, you have your Monday diet again.” I’m like, “Oh, I didn’t realize I did that, but I do.”

Jamie Gassmann: [00:23:20] I was just reading something and I don’t know if it was in your book or if it was in an article somewhere I was reading that you feel like you’re underwater trying to run. And I was like, “That is such a great analogy to that feeling.” And when you’re talking about that stuck feeling and how you feel like you’re trying to keep going, it’s like you’re almost like you’re not getting anywhere, but things are moving around you, it made me think of that verse in something that I was reading. Kind of that feeling, and I’m like you can totally feel that when you’re like I’m just trying to get moving forward and I just can’t get there.

Jamie Gassmann: [00:23:57] So, when a leader is stuck in this cycle and they’re showing up to work stressed, they’re showing up burned out, probably even exhausted, obviously it’s got an impact on them physically and probably mentally. But what is the impact on their people and their projects and their performance? What starts to happen to them in that professional world when they’re starting to feel that stuck feeling?

Victoria Hepburn: [00:24:20] Well, most of us, and myself included, try to hide it. The problem is we try to say everything’s okay. We default to toxic positivity because everyone’s counting on us. And the challenge with that is none of us are the Academy Award winning actor we think we are. You know, I’m not channeling my inner Helen Mirren or Dame Judi Dench or Denzel Washington. We’re not as good at covering as we think and so our teams feel tension. Then, as humans, their brain starts spinning because we’re not telling them why we’re tense.

Victoria Hepburn: [00:24:57] It could be about an acute issue, like an upcoming challenge point for the business, but most likely it’s not. It’s just because we’re stressed out, we’re juggling the most, and we don’t have the resources we need to help ourselves or others in that moment. But how are teams interpreted a lot of times is very disruptive because people just get the vibe that you’re not as jolly as you used to be. You’re not sharing information like you used to be. You’re working all the time and you’re not doing the things we know you love to do. What’s wrong with the business that you have to do that?

Victoria Hepburn: [00:25:31] And then, your best people are going to be dusting off their resumes. They’re not going to say anything to you. And that’s the insidious cost of this, because your best people have options. And in this economy, more than ever, that is a terrifying thought as a leader.

Victoria Hepburn: [00:25:48] So, the best thing you can do is to get the support. For some people, it’s about actually healing trauma that they’ve experienced and seeking those mental health services. I know when I had a difficult experience at work, I went to therapy. I needed to talk it through. I needed to make sure I had systems in place to help me move forward. And I also knew I needed to have structure. So, I joined a mindfulness-based stress reduction course, which they fully admit in the first two weeks it’s really mindfulness-based stress creation, trying to fit all those exercises into your life and trying to do all those things.

Victoria Hepburn: [00:26:27] But whatever you do, you have to fix it. You have to. Because those people who are counting on you need you healthy and they need your attention shifted back. But more importantly, you need it. The people who love you want you to be healthy. And the people who care about you and know what you’re capable of when you’re healthy, they need you too. So, I think that’s what it comes down to.

Victoria Hepburn: [00:26:54] And being corporate, you have the blessing of resources, the resources both to get the support you need. It’s really about taking the time. For some people, it’s just about having accountability partnership. I mean, as a coach, that’s what I do a lot of times is remind people of their goal, and help them take the the steps through the messy middle from when you declared everything is going to change to where you’ve achieved the change. That middle part is uncertain. And we humans crave certainty, so it’s hard. And having that accountability partner along the way is super helpful.

Jamie Gassmann: [00:27:29] Yeah. No, absolutely. Even in all wellbeing kind of avenues too. I always tell people I’ll be your accountability workout partner, just let me know. So, that’s great. We’re going to just take a moment to hear from our show sponsor.

Jamie Gassmann: [00:27:44] So, Workplace MVP is sponsored by R3 Continuum. R3 Continuum is a leading expert in providing behavioral health support to people and organizations facing workplace disruption, workplace violence, critical incidents, and extreme stress. They help leaders navigate the complexity and challenges disruption can have on a work environment, guiding them and their organization on the journey to recovery. To learn how they can help your workplace make tomorrow better than today by helping your people thrive, visit r3c.com today.

Jamie Gassmann: [00:28:16] So, diving in, you built a program and I know you talk about it in your book, Pressure Makes Diamonds. You built a program called BOOST. Can you talk us through that program?

Victoria Hepburn: [00:28:28] Yes. So, the BOOST Method I created because I realized I needed to hold myself accountable for what was working for both me and my clients. So, people come to me at that level of, “I can’t take it anymore. I never thought I’d downshift my career, but I have to because this is just too much.”

Victoria Hepburn: [00:28:49] And the BOOST Method is an acronym. So, first is Be specific. You know, consciously understand your why, why you need to change, why this matters, both what you’re working on at work, at home, creating that triple bottom line. That’s the first step is to get clear on what you want. And it has to be appealing enough that you want to commit to working towards it.

Victoria Hepburn: [00:29:15] The next thing is the first O is organize your priorities. Listen to others, ask specific questions to make sure what you’re spending your time on serves your specific goals and the team’s goals.

Victoria Hepburn: [00:29:28] Three is operate like a leader. Because fast movers and organizations, they are adept at disagreeing with people without being disagreeable. So, think about ways where you can show your leadership in a new way that supports your goal and supports the company’s goal. So, a lot of times what that can mean is just not being a supervisor, not caring about what people are working on, but what outcomes are they achieving. Just that shift alone frees up a lot more time and attention.

Victoria Hepburn: [00:30:03] Four is sharing responsibility of others. So, really taking that forward, not just what can you delegate, but encouraging people to actively bring solutions to you in a lot more avenues than you already are doing. And people are super busy, but sometimes these solutions can come from what they’re already working on.

Victoria Hepburn: [00:30:22] And then, finally, as I mentioned before, is, take time for yourself. The guilt and the shame we all have around taking time for our fitness, our families, and our health, and wellbeing has got to stop. As humans we’re not born alone. We’re social creatures. If we don’t nurture that side of ourselves, we are not going to appreciate the business wins. We’re not going to be our best and most creative. The curiosity and the drive that made us successful to this point, if that’s not there, we can’t get to the next level. So, just really taking time to understand what concessions need to be made in order for you to have that time. So, that’s basically the BOOST Method. It is a lot because you need a holistic solution.

Jamie Gassmann: [00:31:12] Yeah, absolutely. And that take time for yourself is just one of my favorites, because I’ve learned myself as a leader how much value is there. So, I love that that’s a key part of your overall program.

Jamie Gassmann: [00:31:26] And looking at the work that you are doing with leaders, and I know you work with a number of them, when they’re kind of going through their day-to-day, and, yes, they might be feeling stressed out, maybe they’re feeling exhausted, there are some that maybe aren’t as in-tune to know that that’s their red flags or the signs that they need to do something.

Jamie Gassmann: [00:31:49] Or how do they give themselves permission to get that support and help from a program like BOOST? What are some of the things that they can watch for where they might need to give themselves that permission to engage in a program? You know, is there a way to kind of help them to kind of be more alert or self-aware of some of the things that could be going on that are impacting their overall wellbeing?

Victoria Hepburn: [00:32:13] I think the biggest thing is asking the question, Who in my life can I talk about this stuff with? Because talking about it is a lot of what heals us. And if the answer is no one, you need to have someone.

Victoria Hepburn: [00:32:29] Now, as a coach, I hold the same kind of confidentiality I did in my corporate career. I was working on super secret drug development programs. So, I have had really good experience toeing the line and holding space for people, and that’s what my clients appreciate. Some coaches are like splash everything. No, no, no. I want to help the person. So, I don’t care how big you are. That’s a problem, the higher you go in anything, fewer and fewer people, one, understand your struggles, and, two, you can’t share your honest perspective because it will shift your relationships sometimes.

Victoria Hepburn: [00:33:06] So, having a disinterested third party, any kind of executive coach or even if it’s past trauma and you know it’s rooted, like you haven’t been able to get over something bad, getting a quality therapist on your team, the answer is always “I don’t have someone to talk to,” then you need to hire, period. That’s the number one thing that I’ve seen is the most effective thing. Because, otherwise, you can join a Facebook Group or a LinkedIn Group and find someone you get along with. People in your industry who you can trade stories with or who will help you along and give you that support, that mentorship, or alliance.

Victoria Hepburn: [00:33:46] But if you don’t have that or you can’t seek that out, the shortcut is hiring a coach, like me, who is skilled in the transition. Change is the hardest thing for us humans. I’m a transition coach because I’ve struggled with it so much. I feel like I’ve learned so much and I’ve done so much research. I could write many, many, many books on that alone.

Victoria Hepburn: [00:34:09] I also stay current on what’s working now in business. Because that’s the other thing, you’re busy doing your thing. You don’t have time to read all the literature. You don’t have an organizational management and development. You don’t read half the HBR articles you probably flagged. That’s most of us. But coaches, therapists, if that’s your job, that’s what we do.

Victoria Hepburn: [00:34:31] And coaching and therapy are different. I always like to point that out. You seek out a therapist to heal your past. You seek out a coach to solve today and look forward because coaches are not clinical professionals. So, I just want to throw that in there as well.

Jamie Gassmann: [00:34:48] Just makes a little bit of a difference in the type of conversations that you might be having. And you hit on something that was really interesting in that response around having somebody that you can talk to that understands what you’re going through. There’s a common theme where it’s lonely at the top. Even though you have other executives that you’re working with, depending on the organization and the culture and that structure, sometimes you don’t want to talk to somebody else or have them know that you might be struggling with something. You don’t want your team to know you might be struggling with something. You don’t want that perception that you’re weak or you’re vulnerable.

Jamie Gassmann: [00:35:24] Sometimes even though everything you read today about how a leader should be showing up in the workforce of today, that’s different than the workforce of yesterday as they want to see that vulnerability. But giving yourself that permission and having that confidence to be able to show that is really tough, because as a leader you’re kind of taught not to. So, there is definitely some personal things that we have to change and some adaptation to the modern workforce and modern world. So, lots going on there. But I think I like the point that you made where it’s okay to seek that help and give yourself that permission to go and find it, if you know you can’t talk to somebody who understands. That’s great.

Victoria Hepburn: [00:36:08] Yeah. Because I grew up with a grandmother who was a therapist, a mental health professional. And that’s one thing that she would always say, is that, a lot of her clients come to her just because there’s no one else who they can talk to. And she had a private practice for 30 years. No advertising or anything. Just because of the whisper network. So, there’s been a need for centuries for this level of support, to your point, we’re just at the point where we can talk about it publicly and not get laughed at.

Victoria Hepburn: [00:36:37] And I totally understand people because I always used to joke with a friend whenever people said, “Oh, I want authenticity on our team and I want people to be how they would be at a backyard barbecue.” And I’m like, “That flies in the face of everything I’ve ever been taught about business.” It took me a long time to realize, no, they just want stories from my life. I don’t need to look perfect all the time. You’re like, “Oh, man. Did I do that? I’m so sorry. I messed up.” Like, it’s little moments of humanity.

Victoria Hepburn: [00:37:07] I hate the word authenticity. I feel like it’s moments of humanity. If you phrase it like that, it sounds more doable for people like me who are like, “No, no, no, no. I want to be professional.”

Jamie Gassmann: [00:37:15] Yeah, I like the term true self. Like, can you bring your true self to work? I’ve heard that in some of our other shows that we’ve done, and I kind of ponder on that sometimes like, “Do I bring my true self to work?” I mean, I’m told I wear all my emotions on my face in meetings. But does my team really get to see the true me? And so, as a leader, I do try to let them see by sharing stories and other personal things that you typically don’t, like you wouldn’t have in years past.

Jamie Gassmann: [00:37:47] But what I have found as a leader is how much more you learn about your people that way. It becomes more of that work family, because you really do know each other at a different level. And when people feel that way, I don’t think they leave as often because they feel comfortable. They know they can come to work and they can be honest about their feelings and people are listening and hearing them.

Jamie Gassmann: [00:38:10] So, looking at it like that and creating a culture, you know, that culture of vulnerability, that ability to come to work as your true self, even at that senior leadership level, what can a workplace do to help support their leaders while being more? How can a workplace create opportunities for leaders to be able to seek that help, whether they want to do it very confidentially or be able to do that where they’re showing a little bit more vulnerability. What, in your opinion, can a workplace do more of?

Victoria Hepburn: [00:38:42] I think a lot of workplaces are now looking for solutions. That’s how I met you at the SHRM Conference. When I was speaking, I noticed how open people are to new providers and solutions more than they ever have been in the past to deal with the soft skills part of leadership. Because everybody has always called them soft skills. I think now they’re called power skills because that’s the difference maker. How you connect with people is a skill that can be learned. And as you said, it opens your team up and it makes it so much more possible. It makes better retention possible.

Victoria Hepburn: [00:39:20] But I think bringing in those resources and also holding space for people to be human, whatever that is, for your industry. It’s about not just saying in the policy it’s okay to take time off, but to actually allow that time off. That seems so basic, but I’ve never worked at an organization where that axiom was 100 percent. Like, “Yeah. Time off.” And some organizations have unlimited time off. And I personally know for a fact people who’ve never taken time off from those organizations.

Victoria Hepburn: [00:39:54] So, just making sure that people feel okay to use the resources that you already have, making sure that a leader has the space to share what is going on, making sure that leaders have their one-on ones. I think that’s the biggest issue since 2020 is I’ve never known so many managers and higher level leaders not be able to speak with their next level on a regular basis. And that is, to me, cutting off all positive resources and engagement.

Victoria Hepburn: [00:40:37] Because your front line and higher, the more empowered they are, the more uplifted they are. And I know Gallup’s research says that, that the secret to employee engagement is those first line managers. And just holding the space to have those rhythm meetings with them. If you’re in the C-suite, you need to be meeting with your people and de-risking their struggles to the greatest extent possible by having just the conversation. You don’t actually have to do things sometimes. They just need to make you aware or get your buy-in on something.

Victoria Hepburn: [00:41:09] But how are they otherwise going to have the time? There’s just so many conversations that you don’t feel right doing a shoulder tap because you feel like I don’t want to burnout all my goodwill and opportunities. And they just need that 20, 30 minutes every other week, but they’re not getting it. So, I think those are the two biggest things that I would say, allow people to use the resources that we have on paper. And the second part is normalize checking in with each other, especially if you work remotely, because then your managers, your leaders feel like they’re out in the ether. They feel relegated to being managers and not leaders when they’re out on an island on their own.

Jamie Gassmann: [00:41:52] Yeah, that’s great. So, if you had one piece of advice, and I’m sure you do like a key piece of advice, you want to leave our listeners with who are in a leadership role and navigating stress and burnout, maybe they might after listening this go, “Gosh, I think I’m in that cycle she’s talking about,” what would that advice be as it relates to ensuring they’re keeping themselves out of the cycle or get themselves out of the cycle for now and then even into the future. They don’t kind of repeat some of those bad habits. What would be a piece of advice you would want to leave them with?

Victoria Hepburn: [00:42:26] I think the one piece of advice I would say is, what’s the one thing you’re ready to let go of? Because as perfectionists, as high achievers, we’re always adding. But it’s the letting go that gives us more power in burnout and these scenarios.

Victoria Hepburn: [00:42:43] So, I’m not talking about quitting, because as a high achiever, that doesn’t feel good. But it’s really about an expectation for me. It’s expecting that I do everything on my list. Like, once I let go of that expectation, I’m about 15 years into letting go of that expectation. And what changed for me was I’m able to see the big picture more often. And I do tasks that align with my smart goals more often. So, just what are you willing to let go of? And I know that’s what I put in the book, it’s like what do you want to let go of right now? Like, for most of us, it’s like top of mind. We can just blurt.

Jamie Gassmann: [00:43:24] Yeah. Yeah. That’s a great piece of advice. Because, really, what you let go of is what creates you to have that opportunity in time to do other things that help to take care of yourself. So, it’s a great piece of advice.

Jamie Gassmann: [00:43:38] So, this has been an awesome conversation. And I know our listeners, if they want to get a hold of you or if they want to get your book, you know, how can they get more information from you or kind of purchase that book? If they had questions on that, how would they do that?

Victoria Hepburn: [00:43:54] Okay. Well, they can go to my website, victoriahepburn.com. And if you go to victoriahepburn.com/giveaway, I’m giving away an unpublished copy of my next book only to my email subscribers for this month. Again, that’s victoriahepburn.com/giveaway. And I will provide a link and everything for your show notes as well.

Jamie Gassmann: [00:44:16] Wonderful. Awesome. Thank you so much, Victoria, for being on the show. It’s been so great to have the opportunity to talk with you again on what I think is actually a really important topic, and I’m really glad we were able to cover it here. So, thank you so much. It’s been truly a pleasure to have you on the show.

Victoria Hepburn: [00:44:32] Same here. Thank you so much, Jamie. It’s great to continue our conversation from the conference.

Jamie Gassmann: [00:44:37] Yes. So, also, we want to thank our show sponsor, R3 Continuum, for supporting the Workplace MVP podcast. And to our listeners, thank you for tuning in. And if you’ve not already done so, make sure to subscribe so you get our most recent episodes and other resources. You can also follow our show on LinkedIn, Facebook, and Twitter at Workplace MVP. If you are a Workplace MVP or you know someone who is, we want to hear from you, so email us at info@workplace-mvp.com. Thank you all for joining us and have a great rest of your day.

Outro: [00:45:17] Thank you for joining us on Workplace MVP. R3 Continuum is a proud sponsor of this show and is delighted to celebrate most valuable professionals who work diligently to secure safe workplaces where employees can thrive.

 

 

Tagged With: burnout, executive burnout, Exercise, Hepburn Coaching, Jamie Gassmann, Pressure Makes Diamonds, R3 Continuum, stress, Victoria Hepburn, wellness, Workplace MVP

High Performance Coach Eva Medilek

November 14, 2022 by angishields

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High Velocity Radio
High Performance Coach Eva Medilek
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Eva-Medilek-headshotEva Medilek specializes in helping busy professionals have more money, time, and success without sacrificing health, well-being and relationships in the process.

As a keynote speaker, Eva shows you how to generate the energy needed to reverse the burnout we experience from trying to do it all.

Most recently, Eva is a radio talk show host on Voice America’s Influencer Channel. Her show, What’s Important Now; Making Time for What Matters Most brings to light hot topics and guests that focus on important matters facing us today.

She uses her personal experiences along with her leadership, relationship, and high-performance training to teach you how to have it all without sacrificing it all.

Connect with Eva on LinkedIn, Facebook, Twitter and Instagram.

This transcript is machine transcribed by Sonix 

TRANSCRIPT

Intro: Broadcasting live from the Business RadioX studios in Atlanta, Georgia. It’s time for High Velocity Radio.

Stone Payton: Welcome to the High Velocity Radio show, where we celebrate top performers producing better results in less time. Stone Payton here with you this afternoon. Please join me in welcoming to the broadcast Certified High Performance Coach, International speaker, bestselling author and cultural inclusivity Trainer. Ms.. Eva Medilek. How are you?

Eva Medilek: Oh, I’m doing fantastic. Stone How are you?

Stone Payton: I am doing well and really been looking forward to this conversation right there in the intro. We talk about being a high performance coach. Maybe a good place to start would be to get your perspective on what it really means to to be a high performer.

Eva Medilek: Oh, yeah, I get that all the time because most people think that because you’re a high achiever, you are a high performer, and that’s not necessarily true. So when you are a high performer, you are able to advance your career without sacrificing some other things that are important to you, like your health, your well being and your relationships in order to be successful and have it all. And most high achievers get the achieving part right, but they don’t get that special type of unique balance to where it’s not costing them and some other important areas of their lives. So it really is, you know, performing at your best and on your A-game without it costing you and some other important areas of your life.

Stone Payton: So my observation has been and I think I want to make sure I’m using the right term here, but the people that we would would say are high achievers. I mean, sometimes they just they wear themselves out, don’t they? They get exhausted.

Eva Medilek: Yeah, exactly. You know, if you’re a high achiever, most likely you’re white knuckling through burnout and exhaustion because you don’t want to quit. You don’t want to stop. There are too many things that you want to do and achieve right now. So it’s not the time to slow down right now and it’s really is costing them and how their relationships are affected, how their their mood is affected, how their health is affected. And it really it’s not attractive a lot of times, if you will, to be a high achiever if you’re not showing up in a good I like to say, in a good mood. If you’re a little Mr. and Mrs. Cranky Pants, then maybe you should look at what high performance coaching can do for you.

Stone Payton: So I got to know the back story. How in the world did you get into this line of work? What was the path?

Eva Medilek: The path was being a high achiever. I have to tell you, when I was preparing for my 50th birthday, which was about 12 years ago, I got downsized from my job as a dental hygienist. And it was that spark that prompted me to become an entrepreneur. So I started a real estate investing company, and at the time I had gotten more employment as a hygienist and I was working hard to just work full time. I was doing my business, but I was also doing all of the cooking, all of the shopping, the laundry, like all of it. I was Superwoman and some people listening might remember this commercial from the I guess it was 1980s or so where it depicted this this successful, super successful woman and she comes out singing, I can bring home the bacon, fry it up in a pan and never let you forget your man because I’m a woman. Well, that was me. And so basically the tagline for that was Angele, the eight hour perfume for the 24 hour Woman So basically you could work yourself to death 24 hours a day, but at least she’ll smell good in the process.

Eva Medilek: But, you know, in all honesty, I was really working myself into the ground and my health was affected my well being. You know, I was just always a tired and complaining about being tired. And then eventually my relationship with my husband became affected. We were cranky with each other and snapping at each other. And I don’t know if you ever had as as soon as disease, but I always thought as a as a busy person, as soon as the business gets to a certain level, as soon as we make a certain amount of money, as soon as I own a certain amount of units, then we can take the time to work on our relationship. And as soon as it came for me, when I discovered my husband was having an affair and that was the wake up call that I needed to realize that my current habits were contributing to my stress and breakdown in my health and my relationship. And high performance living actually resonated with me because I knew I needed to take responsibility for who I was being as I was building.

Stone Payton: So let’s talk about habits a little bit. Are there habits that we can engage in that can kind of help us navigate this this gap between busy and effective? I mean.

Eva Medilek: You know, I call them, if you will, pit stops. You know, we’ve all seen NASCAR race, right, or the Indy 500. And those cars are racing really fast, dangerously high speeds, trying to make it to the the finish line and hopefully win the race without crashing and burning. And I remember I used to think when I saw the lead car get off and stop for a pit stop, I would think that was stupid. Right? Aren’t they going to fall behind and lose the race? Aren’t other people going to pass them up? And so those drivers realize that taking pit stop is necessary to continue to race at peak or high performance without breaking down. And most of us are running our lives and business at high speeds. We’re racing around the track because we’re afraid if we slow down, we’re going to fall behind and lose. And so when you look at high performance habits, those are strategic pit stops throughout the day so that you have that energy that you need to finish the day as strong as you started it without breaking down. And so, for example, most of us eat when we get hungry. Right. If you were a high performer, you would eat to fuel yourself for performance. Just like that car at the pit stop gets gas before it’s on empty.

Stone Payton: What a great analogy. What a great frame to to view that from. So you’ve been at this a while. I can tell that you find the work incredibly rewarding. What are you enjoying the most at this point in your career? At this point in your practice? What’s the most fun?

Eva Medilek: The most fun for me is when my clients have their breakthroughs about how they are, about what they can do to show up better for themselves, their own happiness. They’re all getting clear on what they want and what makes them happy and prioritizing what’s important to them so that they can set boundaries that actually support their values and priorities and what’s important to them and when they realize that. You know, most of us are talking about how we’re working this hard and hustling and grinding for our spouse, our kids, our families and our future. But yet we’re spending very little time with the people that we claim to be working so hard for. When they get that realization that what’s important to them is not really what they’re spending their time on. That’s really fun for me.

Stone Payton: So you’re out there coaching, but you’re also a speaker. What is that world like and what is it like to get in front of a bunch of people and try to share some of these ideas?

Eva Medilek: I actually love it. I mean, because we are connecting in person and and most people can really relate to what it feels like to be hustling and grinding to get ahead and create success in your life and business. And just really seeing some of these realizations and how high performance habits can help you generate the energy that you need so that you’re not burnt out, exhausted and overwhelmed. Is is fantastic. And I just love connecting with people in person because most people on Zoom can multitask or tune out. But when you’ve at least got them in a room with you, they’re kind of a captive audience. And there’s an exercise that I do with audiences. When I do have the time to speak where I have them take out three blank sheets of paper. And I learned this from one of my coaches, Larry Winget, who calls himself the pitbull of personal development. So I want to give credit where credit is due here. But on the first piece of paper for you to write down the State of the Union of your life, how everything is in your life and your business, and on the second sheet of paper to write down how you want it to be in your life, in business and your relationships. So you’ve got the current state of affairs and the dream life, and then on the third blank sheet, write down what you’re willing to give up. To get from the first sheet of paper to the second sheet of paper, because most of us think that we need to keep adding more and more and more. And it’s not about adding more. It’s about getting rid of things like you don’t get fit and healthy. You give up. What’s keeping you from getting fit and healthy, right? You don’t get skinny. You give up what’s making you fat, You don’t get healthy, you give up what’s making you unhealthy. Right? And so most of us think that we have to add more things as high achievers, right? But the magic is learning what to let go of.

Stone Payton: How does the whole sales and marketing thing work for a person like you, a practice like yours? Are you at a point where it just sort of comes in over the transom, or do you find yourself needing to engage in some sort of structured sales and marketing process to get the speaking gigs, to get the opportunities to coach people?

Eva Medilek: Yes. Yes, I do. I do. I need to put myself out there and be seen. And and I usually invite people to a a session with me so that they can see the value of high performance coaching and explain that in more detail. And for them to really see the cost, if you will, of not being a high performer and just being a high achiever. I know what it nearly cost me. So I am speaking from experience. I nearly lost everything and just to to not leave the audience hanging. My husband and I are still together. That infidelity actually saved our marriage because it was the punch in the gut that I needed or the two by four to the head or whatever you want to call it. That made me realize who I was. Being as I was building was actually pushing the people I cared the most about away. And so, yes, I still mark it. I still speak I still out there on social media sharing and always inviting people to connect with me.

Stone Payton: And you’ve committed some ideas to paper. You’ve written a bestselling book. Tell us about being an author. Tell us what that experience is like.

Eva Medilek: I’ve actually it was in a compilation book with Les Brown. Some of you may have heard of Les Brown, who is a motivational speaker as well. I was in a compilation book with him and Dr. Cheryl Wood, and that made it to the bestseller list. And I also wrote a solo book to highlight some of the the diversity, equity and inclusion work that I started doing as a result of the the racial events of 2020. And that book was called The Intimacy of Race How to Move from Subconscious Racism to Active Allyship for People of Privilege. And that’s really a simple, a simple book to get you started on how to how to communicate and how to be aware of some certain things to help you be better allies for underserved communities. And what we can do as mere individuals to make a difference for people.

Stone Payton: When you were writing the book, did you find that some chapter, some parts of it came together fairly easily and others were were a real struggle for you? What was that like?

Eva Medilek: Well, what happened? It was a struggle for me to get started because I just didn’t feel worthy. But once I started, I did get an accountability partner to help me keep going. But this book was based on a live event that I produced called the Allyship Awareness Forum, and I basically took everything that was discussed in that forum. We had six amazing, powerful women of color in the leadership position. We all got together and I produced this event. I think there was 700 people on it. And we we each had a section where we talked about some myths about racism, how to communicate, what bypassing was, all of these different things. And I really took that and compiled it into a book called The Intimacy of Race. So it was pretty much lined out for me, just really getting it from kind of a listen and learn event to something on as a paper resource for people was challenging, to say the least, but just to be motivated to think that I could do it. For me, it was that personal part of, you know, I’m not a trained and I expert, although I do coach in that space for some corporations. And it was just something I felt I needed to do to to contribute and make a difference during that very difficult period in America’s history so that I could make a difference.

Stone Payton: Well, I’m asking some of these questions because I know many of our listeners are entrepreneurs. Some are coaches, consultants. You know, they have a book in them. And I think sometimes maybe they could use a little bit of inspiration or a little bit of a nudge to get going and get started on it. But again, on this book, when you got it together, was it a little bit scary to sort of put it out in the world and then like, wait and see how it was received?

Eva Medilek: You know, I actually got really excited once I finished it because it was such a huge accomplishment to get me out of procrastination because of the fear. And once I finished it and got the book cover design and everything, I was real excited actually to get it out in the world and have people have it as a as a resource that they could always refer to. But yeah, all of the feelings were there of fear. It was just something I felt out of my own satisfaction that I, I accomplished it and, and I got help. Here’s the kicker. I got help to be able to accomplish it. And I think a lot of entrepreneurs try to do so many things on their own. And success is really, really lonely. And we work a lot in isolation. And when that happens, a lot of times it really slows us down. And I had to get someone to really hold me accountable to to the milestones and the benchmarks that I set for myself to get the book written. And once I did that, I actually came in ahead of my deadline. So it was pretty cool.

Stone Payton: Oh, so on these topics, diversity, equity, inclusion, I came across a term in your write up as I was preparing to to have this conversation inclusive intelligence. Can you speak to that a little bit?

Eva Medilek: You know, I can because it really is a level of awareness and intelligence on how to be inclusive. And what I mean by that is it’s a skill. It’s a skill. It’s something that’s learned. It’s something that doesn’t come naturally to us in how to formulate conversations, if you will, that creates safety and inclusivity. There’s a certain level of intelligence. We have emotional intelligence, right? We’ve got personal intelligence. We hear all of the X and peaks, but how do we create a level of intelligence that gives that supports inclusivity? How I want to say that it supports people of different backgrounds, different upbringings, different education to feel included. In the space to feel seen, heard and acknowledged in the space. And that’s the level of intelligence.

Stone Payton: So as if you didn’t already have enough irons in the fire, as my daddy would say. You also host your own radio show. Talk about that a little bit. Tell us about the format of the show and what you’re trying to accomplish with that.

Eva Medilek: You know, my show is called What’s Important Now? Making Time for what matters most and the intention of the show is to really support people in getting clear on what really matters to them, what the priorities in our lives are. Because when we’re chasing so many shiny objects, if you will, which leads to burnout and overwhelm, we actually lose sight of what’s really important to us. So I bring on guests and experts, a lot of authors who help us prioritize our health, prioritize our mental health, our emotional health, our physical health, prioritize some of the dreams and goals that we have. Prioritize and get clear on what matters most to us in all areas of our lives. And this show is on the Voice of America Influencers channel right now. It airs live Tuesdays at 1 p.m. Pacific Time, and it’s been really fun speaking to people from all walks of life and leadership and who have been through some challenges on their own and really share how they’ve overcome those challenges and hopefully will help some of the listeners get clear on what matters most to them.

Stone Payton: Well, I’ll tell you, my experience has been as a ton of fun and I feel like I learned so much and have built, I mean, lifelong relationships that have sort of launched from having a conversation with someone on air. I got to tell you again, if you if you enjoy building relationships with people and you’re a life learner, get yourself a radio show. Don’t you agree? Oh, man, it is so much fun. Before we wrap, I’d love to circle back to this this idea, this topic of of burnout. And maybe if you could share, I don’t know, maybe a handful of pro tips things that we can be thinking about, reading, doing, not doing, just to make a little bit of headway against this, this thing called burnout.

Eva Medilek: Well, you know, I actually have a PDF called Five Ways to Reverse Burnout that if anybody’s, you know, even metallic dot com forward slash reverse burnout. But basically it really is being proactive to set yourself up to win and to create the energy that you need so that you don’t burn out. And so I would say the number one thing is to establish routines and especially a morning routine. A morning routine has been proven to wipe out 20% of stress and brings you preparedness for the day and again, reset like a pit stop. Don’t work on any one task, if you will, for more than an hour before you get up and take a break, move, have water, have an energy generating snack or whatever. But just give yourself that that break that those little breaks, strategic breaks in the day. I never schedule my meetings back to back. I always give a 15 minute buffer so that I can reset and recharge myself. And I think one of the number one things to preventing burnout or creating energy is to really make sure you get at least 7 to 8 hours of sleep to optimize your performance per night. So those are three things you can start to do right now to just start generating more energy for your performance during the day.

Stone Payton: I am so glad that I asked. That sounds like marvelous counsel and I think the number one pro tip for those of you out there listening is reach out, have a conversation with Eva or someone on her team. Tap into this radio show of hers. Read the book. Attend to attend a class. Let’s make it easy for our listeners to connect with you and tap into your work. I want them to have access to this book. I want them to be able to get to the show. So whatever you feel like is appropriate website, LinkedIn, email. But let’s leave them with a with a way to connect with you.

Eva Medilek: Eva Oh, absolutely. My website is Eva Metallica, and you can actually download a free gift on there. You can read about the book and the form that I put on and you can have a link to listen to some of the past episodes of the radio show on there as well.

Stone Payton: Well, Eva, it has been an absolute delight having you on the program this afternoon. Thank you for sharing your insight, your perspective, your energy. This has been an inspiring, informative conversation and the work you’re doing is so important and it has such tremendous impact. I’m sure not only with the individuals and the teams you’re working with, but then in turn the people that they are leading with and and through. Thank you so much.

Eva Medilek: Well, I appreciate the opportunity to be on your show. Thank you for having me.

Stone Payton: My pleasure. All right. Until next time, this is Stone Payton for our guest today, Eva Metalik and everyone here at the Business Radio X family saying we’ll see you in the fast lane.

 

Tagged With: Eva Medilek

Steve Kahan With Insight Partners

November 9, 2022 by Jacob Lapera

High Velocity Radio
High Velocity Radio
Steve Kahan With Insight Partners
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Insight PartnersSteve Kahan-CopySteve Kahan, Marketing Expert at Insight Partners.

He has successfully helped grow seven startup companies from the early stage to going public or being sold, resulting in $5 billion in shareholder value. Steven is the author of Amazon’s best-seller, Be a Startup Superstar. Steven’s newest book is called High-Velocity Digital Marketing.

Connect with Steve on LinkedIn.

What You’ll Learn In This Episode

  • Anatomy of a $1 Billion Exit
  • The situation was on day 1 at Thycotic – where revenue was flat
  • The big bets the company made
  • The modern digital marketing strategies the company put in place – that any company can replicate
  • Easy-to-implement strategies for getting found online, providing the most critical information, and getting buyers to purchase—fast.

This transcript is machine transcribed by Sonix

TRANSCRIPT

Intro: [00:00:05] Broadcasting live from the Business RadioX studios in Atlanta, Georgia. It’s time for high velocity radio.

Lee Kantor: [00:00:15] Lee Kantor here, another episode of High Velocity Radio. And this is going to be a good one. Today on the show, we have Steve Kahan with INSIGHT Partners. Welcome, Steve.

Steve Kahan: [00:00:26] Thank you for having me, Lee.

Lee Kantor: [00:00:27] I am so excited to learn what you’re up to. Tell us a little bit about Insight Partners. How are you serving folks?

Steve Kahan: [00:00:33] Yeah, So Insight Partners is one of the world’s largest venture capital companies. And I advise a number of portfolio companies on their digital marketing.

Lee Kantor: [00:00:45] And what’s your backstory? How did you get into this line of work?

Steve Kahan: [00:00:49] So I really am a 30 year veteran of startups in particular, focused in on marketing. And and really, if you if you look at my background, I’ve been blessed to have work with seven startups, all of which have successfully sold or have gone public, generating a little over 5 billion in shareholder value.

Lee Kantor: [00:01:14] So did you start out just within one startup and then that grew and then you got kind of the bug and you jump from, you know, one site exited, then you jump to another one.

Steve Kahan: [00:01:24] Yeah, that’s pretty much the story. But, you know, for me, I did not take the traditional path. And I remember when I was growing up, my father used to tell me so many times just, Hey, get your degree. Go to work for a large corporation. You work hard, they’ll take care of you and you’ll have a great career. And I remember about a year and a half in, and I was staring at this pile of claims that I was supposed to process that that day. And then looking at my bank account and wondering, how on earth will I ever get ahead? And the student loans would eat my paychecks before they ever even got a chance to hit my bank account. And so I asked an important question to myself at that point, which was, how could I earn a great living loving what I do? And so for me, I quickly realized I needed to kind of get out of working for a large corporation and get in to the startup world where there’d be very much like minded entrepreneurs. And and as you say, I got the bug and have never left.

Lee Kantor: [00:02:34] Now, when you’re working at a venture firm like you are, how do you kind of view the entrepreneur? How do you view that startup founder? Are you seeing them like, I know you’ve kind of gone through the path multiple times, but has that perception shifted when you’re looking at kind of the other side of the ledger?

Steve Kahan: [00:02:56] Yeah. So for me, it’s it’s a it’s a great question because although I now sort of work with the venture capital company, when you have 30 years of being in the trenches, of having to do the work that a lot of the entrepreneurs that I’m advising are doing, What they’re not getting, for example, is advice from a super smart, young sort of person who’s got a background in in banking or financials who who really has all the book smarts in the world but has never really done it right. And so for me, I have a great empathy with respect to what the entrepreneurs are going through. And what I try to do is, is try to utilize a lot of the experience that I have, in particular with what works and then focus in on providing advice that helps them to accelerate revenue at reasonable cost.

Lee Kantor: [00:04:01] Now, anyone, any entrepreneur that’s going the venture route, isn’t it the expectation when you go that route, it’s like a home run or a grand slam or an out, like you’re not interested in manufacturing runs and and being okay with singles as a result?

Steve Kahan: [00:04:22] Well, in terms of the investment philosophy, the organization is always looking for home runs, but they’re singles, there’s doubles and there’s triples. And I, for example, have have have hit the singles, doubles, triples and home runs as well. And so, you know, you always a every single deal that you invest in always looks like it’s going to be that home run, at least in Excel. Right. And then the real world sort of gets in the way, if you will. Right. And so so you you certainly are looking for those home runs and you try to counsel and provide great guidance. That would enable the entrepreneur to achieve that. But realistically, that’s not the case all the time, even though you’re shooting for it for sure.

Lee Kantor: [00:05:15] Now, with your lens as a marketer, do you see companies differently? Like are you able to advise folks maybe that have an idea that is are generating singles and you can, with your marketing skill, move them up to a double, triple home run?

Steve Kahan: [00:05:33] Yeah, 100%. I mean, what I find is that there was an interesting study that I recently read where 83% of the CEOs expect their marketing to drive most of their companies growth. And yet the Harvard Business Review said roughly 80% of CEOs are dissatisfied with their marketing results. And and so what you find is, is that there’s a lot of sales and marketing leaders who feel a little bit overwhelmed by revenue expectations they can’t meet. And part of at least the advice that I give is that the way people buy now has totally changed. Right. And so there’s a lot of organizations that interestingly hasn’t kept up with that. And a great example is if you think about it, just think about it in your own life, right? If you’re going to go buy a car, you probably are not looking forward to going to ten different dealerships and working with sales reps at those ten dealerships. Again, nothing, nothing against those those reps. But what you’re doing is you’re going to be searching online. You’re going to go do some Google searches. You’re going to understand the various options that you have. You might build your own car, you’re going to read reviews. You’ll probably even know what the pricing is and what it should be. Right. And that’s the way people are buying now. And so when you think of that, that a lot of organizations haven’t adopted an approach that enables them to grow revenue, given the fact that their buyers are now relying on digital content to make their purchase decisions.

Lee Kantor: [00:07:27] And that’s a major shift because historically the salesperson was kind of the gatekeeper of the information and now the consumer has the information at their fingertips and then the salesperson has to really just be the Sherpa that’s guiding them through the the buying decision that makes sense for them.

Steve Kahan: [00:07:49] That’s right. And what it means in in just very specific terms is that there’s a new level of information parity during the buying process that has totally changed how marketers have to interact with potential buyers to influence them towards their product and services. And so the bottom line is, is you’ve got to be great online, right? And if you want to consistently grow revenue, you have to be able to do it by delivering great content in an environment where people are going to scan quickly to quickly, then make a decision whether or not they’re going to read on. Right. And so you’ve got seconds, right? And so being great in that environment is is is not easy. But but but I’ve been able to do it. I’ve been able to crack that code. And and that’s a lot of the advice that I also try to provide the organizations that I work with.

Lee Kantor: [00:08:54] But isn’t it I mean, that tactic of being brief but high quality information, enticing, compelling that works, I would think, for the person maybe at the beginning of their journey. But when they’re ready to make that actual buying decision, don’t they want to go deep and really validate their instinct?

Steve Kahan: [00:09:16] Yes. And Right. And so so what that means in in practical terms is that you’ve got to be able to understand and deliver content across the full spectrum of the buyer’s journey. Right. So when they’re educating themselves at the top, when they’re considering different solutions, when they might actually go just refine their search forward and start to look at a specific solution or a specific couple of vendors to to evaluate all the way through the purchase. And you’ve got to be able to connect with them across all of those stages. And if you don’t have great content across the full spectrum of the buyer’s journey, that will zap the. Velocity out of any high velocity digital marketing strategy.

Lee Kantor: [00:10:10] Now, how important is it in this journey, like especially in startups where you don’t have buyers yet? Maybe you have an idea. How do you kind of get actionable information when you don’t have kind of a baked solution yet?

Steve Kahan: [00:10:27] Well, the way that I would advise people to to look at that is that they’ve got to really understand the status quo. Right? And so the status quo represents the current situation, how the buyer is serving their their needs now. And and this really matters in the scenario that you outlined, because you often don’t lose business to a competitor, you lose it to the status quo. Right. And so oftentimes you’ll hear someone say, gee, we’re just not interested or I’m not interested because what I’ve got is good enough, Right? And so so you’ve got to ask potential buyers about the status quo, have them to describe, for example, their current process for for what they’re doing today, what their operations are, how they and their team stay on top of the challenge, how they don’t get overwhelmed by it. What are some of the tools and products that they use today? What are they like about them? What don’t they like? Right. And so by understanding that status quo and communicating very specifically against it, it enables you to tackle that problem head on.

Lee Kantor: [00:11:52] Now, I think that you brought up a very important point here in terms of learning how to position your product or service, how to speak the language of your prospective customer. You have to really have conversations, human to human conversations, and understand the language they’re using, the search terms, they’re using the the outcomes they’re desiring. You have to really get to know them. And a lot of founders, at least the ones I’ve spoke to, they have an ego maybe, or a point of view that they understand and they really can develop personas, but they don’t really have the data to validate those personas that makes sense in their head. And then you can’t not have conversations with people who are buyers and or potential buyers. That’s where the rubber hits the road. That’s where you’re going to get that edge to create that high velocity result you’re talking about.

Steve Kahan: [00:12:57] Yeah, you’re absolutely right. I mean, what you’ve got to be able to do is you’ve got to understand the entire context of the buyer’s world and and you’ve got to regularly talk with customers and then beyond. Just that is that if you look at a lot of the organizations that actually do talk with customers is that they they ask them questions that just so happens to align with the solution that they sell. So they’re almost leading them towards the solution because that that’s what they want to hear. And so you’ve got to ask certain questions in which you don’t do that, and then you’ve got to pay very close attention to the specific language that those potential customers use. Because then in your content, in your ads, you want to reflect that language back at them. Because one of the major marketing fallacies is that like, gee, if we could just be super creative, that that’s going to really help us to to stand out and win. And the truth is, is that the buyers don’t care how clever your marketing department is. They want to work with people who understand and empathize with them, and speaking their language proves that you do exactly that.

Lee Kantor: [00:14:22] Yeah, I remember when I was in school, one of the lessons they taught I have a degree in advertising was it’s not creative unless it sells and a lot of marketers get hung up with the creative part and not the selling part.

Steve Kahan: [00:14:36] Yeah, absolutely right. And then when you’re asking those questions, then you’re starting to get a better sense of also what people are Googling for. Now, you can get a lot of the stats of what the what the search numbers are on specific terms, but really understanding that, I mean, you’ve got to be great on Google, right? And so that’s whenever someone’s going to buy something today there, they’re there oftentimes. Going to Google, Right. And and and being great on Google is a key in this environment in order to sustain growth.

Lee Kantor: [00:15:14] Now let’s share some advice, maybe for a couple of different people. Let’s start out with the the new startup founder. Maybe there that person that had a corporate job and is thinking, you know what, I’m going to take this plunge and I’m going to pursue startups as maybe a pivot in my career. Any advice for that person that’s going from a corporate background into the startup world? What are some do’s and don’ts for that individual?

Steve Kahan: [00:15:40] Yeah, so the way that first of all, I, I think of startups, right? So I never founded my own company. I always went to companies at least had some sort of revenue that were taxed to them. Right. And so what I look for and what I try to always find is that a lot of the entrepreneurs out there, they have good stories, right? But what you’re looking for is a situation in which there’s both a good story as well as a good chance for success. So what I look for first and foremost are quality people that share my values, right? And so if you can’t respect, trust and admire the people involved, move on and look for others, that that sort of rock your world have complementary skill sets. I look for a concept that fills a big market need in which that market need is a must solve problem. Right? And so it’s why I’ve sort of gravitated mostly towards cybersecurity. And I don’t worry if there is competition, I worry if there’s not competition. I look for a great product that I believe in, one in which that I would want to purchase or recommend myself. Right? And that I could go to work every day for with a passion for what that company creates and my role in creating it. And then I also look for that the startup is is funded well enough, right? You don’t want to choose a startup that doesn’t have a long enough runway to get off the ground, right? So you want to check to see that the company is properly funded and capitalize. You have the best chance for growth and stability. I found that if you look at those core attributes when you’re evaluating companies, odds are that you’ll be selecting a company that has the potential to win big.

Lee Kantor: [00:17:41] Now, I know a lot of your background and work is in the startup world. Does your in your latest book, High Velocity Digital Marketing, does any of that pertain to maybe that individual that’s in professional services that they’re that they themselves are marketers or they themselves are an accountant or a doctor? Do do those same strategies work in like kind of a B to B consultant world?

Steve Kahan: [00:18:09] Absolutely right. And so, you know, like if you look at even just understanding your ideal target buyer, right, in in great ways, I mean, when I started at the last company I was at where we went from 5 million to 145 million in five years and exited for 1.4 billion. When I joined on day one, I asked the founders and the management who the customer was, and they said it was it was cybersecurity company, right? And they said that our our, our, our customers are the chief information security officers. Right. And so they were like, Steve, you should know that this is we’re we’re cybersecurity company And I started to interview the the customers. And what I found was it wasn’t the the people responsible for i.t security at all. It was actually i.t admins. It was the techies in the trenches. Right. And so in many ways those are the folks who are never going to read an analyst report. They want stuff fast. Easy, right? They they aware in many hats. They’re going to read reviews. They’re going to hang out online in certain places where the the i.t. Security people who are creating policy or worried about regulatory compliance are are not right. And so when you think of companies of all sizes, no matter what your role, there are very fundamental things in this case. This established company didn’t even know who its ideal buyer was right and so that that lesson of of focusing on your ideal target buyer for example, is is something that a lot of people in organizations across different roles oftentimes take for granted. And as a result, when their marketing digitally their marketing in the wrong places and they wonder why they’re not getting the return that they expected.

Lee Kantor: [00:20:14] But in your example, not only were they looking in the wrong places, they were dismissing your question like they were. So they were so confident that they knew it didn’t even occur to them to look somewhere else.

Steve Kahan: [00:20:30] Yeah, absolutely. I mean, and then it plays out, right? And so, like, if you think about it, we wanted to launch a podcast. And so the last thing I wanted to do was to launch a podcast that, like, nobody’s listening to. So knowing that our target customer were these IT admins, I went to partner with an organization that was the leading provider of training to I.T admins and they did some podcast. I offered up a partnership with a cybersecurity podcast and because we tapped into that huge customer base that they had literally within weeks we had one of the largest cybersecurity podcasts around the globe. Right? But that all emanated from knowing who we were going after and then being, I guess, sort of entrepreneurial enough to say, Gee, who can we partner with where at very little cost, we could have a huge podcast and do it at Lightspeed.

Lee Kantor: [00:21:36] Yeah. So I mean, it’s a great lesson for people out there. And again, it’s you’ve got to get out of your office and talk to the real buyers, not just assume you know, because even if what you thought was true when you started may not be true today.

Steve Kahan: [00:21:53] Yeah, for sure. I mean, and those needs change, right? Markets evolve, competitors evolve. I remember we were taking a position around simplicity, ease of use, right? Because it aligned with what our buyers wanted and it really started to work. And so our £800 gorilla competitor that actually had a complex product started messaging all around simplicity. So I got online and I started Googling for their documentation, their products documentation, and ours was about 30 pages. And I found that their product documentation was over 1500 pages long, and I compared their documentation to the fifth largest novel ever written in human history and trained our sales and partners on that. And, and literally their attempt at matching our messaging ended and, and it never recovered for them.

Lee Kantor: [00:22:59] Good stuff. Well, for you, what? Could we be doing more for you? What do you need more of? How can we help you?

Steve Kahan: [00:23:07] Well, really, I’m more about helping others. Right. And so what would help me is, is that I just wrote a new book called High Velocity Digital Marketing. It’s really focused on the digital marketing strategies that we’re talking a little bit about here. And it’s very much a how to, by the way, where people could implement what they learn literally that same day. And so I guess if it provides value, what would help me is that I get gratification at at least at this point in my career is is just hearing back from others that they tried some things that that that worked or any feedback that they might have that that would be most helpful for me would be just helping others succeed.

Lee Kantor: [00:23:56] Now, in this book, it’s very tactical. And is is this something that you have to have a big budget in order to leverage digital marketing? Or are there ways, like you mentioned, partnering and doing things with others that may be you can do it in a more affordable rate?

Steve Kahan: [00:24:12] Yeah, I mean, that’s what it’s all about, right? I mean, I mean, another example is, is that which I, I go into detail, but like we talked just a little bit about being great on Google and you could pay super expensive SEO consultants or read 500 page books and your head will be spinning. Right? And so what we did is we identified our coveted keywords, right? These were the ones that people were searching on whenever we created content, whether it was web content or or other types of content, we would have our SEO expert meet with that content creator, make sure we were covering the appropriate keywords. They would meet again at the end of the project to make sure that they were incorporated, and then we would expose the content so that Google could scan it right? And just simply that process, as well as creating content that our partners love, which gave us a lot of backlinks, enable us to punch far above our weight. And so that just implementing a process like that and I go into other things as well, can really help any listener and their company to become great on Google.

Lee Kantor: [00:25:29] Well, if somebody wants to get a hold of the book or connect with you and your team, what is the way to do that?

Steve Kahan: [00:25:35] Well, my book, High Velocity Digital Marketing, is available wherever you would buy books online like Amazon and I could be connected with at Be a Startup Superstar.

Lee Kantor: [00:25:49] All right, Steve, thank you so much for sharing your story today. You’re doing such important work and we appreciate you.

Steve Kahan: [00:25:54] Well, thank you for having me. Lee. It is my pleasure.

Lee Kantor: [00:25:57] All right. This is Lee Kantor. Until next time on high velocity radio.

Tagged With: Insight Partners, Steve Kahan

Growth Coach Warren Coughlin

November 1, 2022 by angishields

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High Velocity Radio
Growth Coach Warren Coughlin
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Warren-Coughlin-headshotWarren Coughlin helps principled entrepreneurs build a Business That Matters. That is one that delivers to you, the owner, attractive profits and a fulfilling lifestyle while also creating positive impacts on customers, team and the larger community. In other words, it is one that helps make the world – or just your corner of it – a better place.

This requires a combination of solid business skills and disciplines guided by deeply held values. Warren has been helping entrepreneurs do this since 2002. They have experienced everything from 8 figure exits, to 7 figure salaries, from rapid expansion to minimized operational work because of the development of great leaders and high performance values-driven cultures.

Warren is also a recovering lawyer, a serial entrepreneur,college professor, actor, theater director and Dad to a wonderful daughter who constantly challenges him to be a better person.

Connect with Warren on LinkedIn and Facebook.

What You’ll Learn in This Episode

  • Why Warren feels entrepreneurship is so important
  • Warren’s take on culture eats strategy.
  • How important culture is in the face of the challenging current labour market

This transcript is machine transcribed by Sonix 

TRANSCRIPT

Intro: [00:00:04] Broadcasting live from the Business RadioX studios in Atlanta, Georgia. It’s time for High Velocity radio.

Stone Payton: [00:00:15] Welcome to the High Velocity Radio show, where we celebrate top performers producing better results in less time. Stone Payton here with you this morning. You guys are in for a real treat. Please join me in welcoming to the broadcast with Jump Start Coaching. Mr. Warren Coughlin. Good morning, sir.

Warren Coughlin: [00:00:34] Good morning, Stone. How are.

Stone Payton: [00:00:35] You? I am doing well. Really been looking forward to this conversation. I’m thinking a great place to start would be if you could articulate for us mission purpose. What are you and your team really out there trying to do for folks? Ma’am?

Warren Coughlin: [00:00:51] That’s a great question. A great place to start. I so I’m a business coach, but with a bit of a bit of a different twist, I guess. I like to work with what I call entrepreneurs to do what I call a business that matters. That’s one that wants to make for the entrepreneur a lot of money, but also makes a positive impact on the world or just some corner of it. And those folks are people I think deserve a little bit of extra help because they’re actually trying to do some good in the world.

Stone Payton: [00:01:16] Well, it sounds like it would be incredibly rewarding work. What’s the what do you enjoy the most about it?

Warren Coughlin: [00:01:23] I love entrepreneurs. I have been an entrepreneur and I’ve worked with entrepreneurs and they’re I say this cheekily, they’re kind of a freak. They’re freaks of nature. They’re a different breed. And because they take a lot of personal responsibility, they’ve actually taken the gamble or the risk to say, I’m going to go out there and carve a niche in the world for myself based on my own vision, my own effort, what I want to contribute to the world. That takes courage, it takes confidence, it takes energy, commitment, compassion, all kinds of great things. And so the challenge, though, is they do that with all those motivations, but most of them don’t have the grounding in business skills. And so they’re out there trying to do good, but without necessarily having all the tools they need to do it. And so that’s kind of why I do what I do. If I can help them accomplish that better than I’m having fun, I’m working with people who I think are fantastic people. And it just it’s ultimately very, very rewarding to see the outcomes. When somebody started from struggling to selling a business for eight figures a few years later, it’s super rewarding.

Stone Payton: [00:02:33] So how did you get into this line of work? Man? What’s the back story?

Warren Coughlin: [00:02:39] Oh, man, I got to I have got a weird long. The Reader’s Digest version of I was supposed to die at birth. I was given zero chance of survival. I was the second person in history to live through a weird congenital defect. And when I found out about that, I wanted to do something with this kind of unexpected gift. So I went through all kinds of iterations. I was a lawyer thinking I go to politics or pursue justice. I was a college professor, I was an actor, a theater director, and then it was really an entrepreneurship that I went, No, this is entrepreneurship matters. It’s entrepreneurs create, they create jobs, opportunities, wealth, innovation, solutions to problems. And there’s a great line in the play rent that says the opposite of war is not peace, it is creation. And so I really felt no entrepreneur. Entrepreneurs are the ones that make the difference. And so that’s where I want to play. So it was this long, circuitous route, but when I landed on it, it was like, okay, this is where I want to play. And then after I exited one business, I was sort of looking for the next thing to do. And a family friend back in 2002 was doing this weird thing called business coaching that I’d never heard of. And I looked into it and thought, Well, that sounds pretty fantastic, and looked into it and jumped into it and never looked back.

Stone Payton: [00:03:50] So you write and speak about and consult toward I think you describe it as three foundations that kind of set businesses up for growth and success. Can you speak to that a little bit?

Warren Coughlin: [00:04:03] Yeah, for sure. There’s there are really three foundations, and I think the best metaphor for it is, is like sports. So you can’t win if you if you don’t know how to keep score, you can’t win if you don’t have a winning team and you can’t win if you don’t have a game plan. So those are the three foundations for success in any sort of competitive endeavor. And so in businesses, how do you how do you know how to keep score? You’ve got to know your numbers. The number of entrepreneurs who don’t know how to read their numbers, all they do is they look at their sales and they look at what’s in a bank account and they think that’s all they need to know. And they’re just missing so much valuable information on how to perform in their business better building a high performance team so that it means creating a culture and having a recruitment, performance management systems, all that kind of thing that builds what I call a high performance culture. No one likes to play on a team with a slacker, so you want to make sure that your team is populated with high performers who care about winning. And then the third is you need it. You need a game plan. And so I actually created a software tool because I’ve been doing this for 20 years.

Warren Coughlin: [00:05:03] I’ve coached people from start up to 150 million, and I can count on one hand the number of people who do strategic planning well. So I’ve actually created a software tool that automates the whole front end of the strategic planning process. So what I do is within the first three months of working with a client, we get each of those foundations in place, make sure you really understand your numbers. I’ve got some software tools that just produce KPIs, financials, projections, all that kind of stuff, so you always know what you’re doing. Then we go through a process to define your culture, build that high performance team. Then we go through the planning exercise and at the end of the three months you walk out with a fully baked 90 day action plan, a system for execution and a series of areas of focus for subsequent plans. So it’s an intense three months, but it really it’s sort of like if you ever see a condo being built, you know, there’s this hole in the ground for three, four or five, six months. You don’t know what’s going on and you walk by a week later and all of a sudden it’s three stories up and it’s because they took the time to build those foundations, right? And then everything gets built on that platform.

Stone Payton: [00:06:06] And you place a great deal of weight on numbers. And I kind of resemble some of your remarks because I’ll confess to you and the listeners, I was just looking at my own QuickBooks before we got on the line here. And, you know, I looked at sales volume for the month, sales volume for the quarter. I looked at the bank account and that was about it. And then I got ready for the for the interview. We won’t ask for the whole intense course here, but what are some of the other things that I that I should be looking at?

Warren Coughlin: [00:06:34] So rather than looking at I won’t tell you particular numbers, I’ll just get your books are a story. Your numbers actually tell a story and we know how to read them. When you know how to tell the story, you can actually understand what’s going on in the business more effectively. So the main thing is you don’t just look at one number or one period of time. You look at it as a trend. You look at your numbers over time. And so you need to see it charted out over a year so you can see what the trends are, because that’s you know, if you can look at, for instance, a number called a quick ratio or which is a measure of liquidity, you can look at the number once and say, oh, it looks good. But if you actually see it went from 5.1 to 4.1 to 3.1, you know, 3 to 1 is a decent number. But if it started at five, you’re heading in the wrong direction. Right. And so you want to intervene before it gets bad. Not once it’s bad. And so if you’re not if you’re not looking at it as a narrative, you know, as this is a book that’s trying to tell me something, then you’re just you’re not really gleaning the information that helps you make smart decisions.

Stone Payton: [00:07:37] I think you and I may have touched on this when we had a chance to chat by phone a few weeks ago. But you might remember in a in an earlier part of my career, I was in the change management world. And I if I heard it once, I heard it a thousand times that, you know, culture eats strategy for breakfast and you’ve got a whole different take on that.

Warren Coughlin: [00:08:02] Yeah, Yeah, I do, because it’s I used to believe that. I used to preach that and now I’ve shifted. I actually think culture and strategy are bedfellows. They’re a perfect marriage because strategy defines what’s to be done and culture makes sure that it gets done. If you have a culture without strategy, you have a really motivated group of people who will wind up getting frustrated because they don’t know what they’re supposed to do or there’s no clear direction. And then like winners want to win, right? So if you get to really just think of it again in a sports analogy, if you have a really, really great player and you put them on a team that doesn’t have a strategy, they’re going to get pissed off. They’re going to get annoyed and frustrated. Right? But if you put that person in another team with a coach who kind of knows this is the direction that we’re going, this is the strategy that we’re going to deploy. Now they’re liberated to really use their skills in a way that’s going to motivate them. And so I think those two things, culture and strategy, when they’re when they’re aligned, man, you’re unstoppable.

Stone Payton: [00:09:00] Then I got to believe it has a tremendous impact and a real influence on your ability to to recruit and develop and retain as well. Yeah.

Warren Coughlin: [00:09:12] Oh, so again, you’re you’re a high performer. You’re being offered for jobs, you know, And that’s that’s the reality right now in the marketplace, right? Somebody who’s a high performer has lots of opportunity. So you look at a place now they’re going to pay me a bunch of money, but man, they’re a they’re a dog’s breakfast, they’re a mess. And then there’s this place over here that they’re paying a little less to start. But man, their path that they’ve laid out for me looks really interesting. And the culture they’ve got is aligned with my values, the people they have or other high performers. And I like to play with high performers, and there’s some way for me to benefit when that strategy pays off. Which of those two jobs are they going to take? You know, you put yourself in the position of the decision maker on the other end. Of course, they’re going to go for that place. That’s got a clear strategy, a high performing culture, opportunity for growth. And so if you if you build your business that way, you’re going to wind up attracting the high performers. And then the result of that is you’re going to attract better customers as well.

Stone Payton: [00:10:08] Yeah. And and keep them both.

Warren Coughlin: [00:10:11] Which is exactly which is how you build long term sustainable growth.

Stone Payton: [00:10:15] So how does the whole sales and marketing thing work for a guy like you, a practice like yours? Do you do you have to have some sort of rigor and discipline to a sales and marketing process? Are you or are you at a point now in your career where it just sort of comes in over the transom?

Warren Coughlin: [00:10:31] So you’re asking that at an interesting time, because I actually am just starting some new marketing things, but more because I’m trying to build a platform to help some other coaches as well with with these three foundations and some other tools. But historically, yeah, it’s been, you know, I don’t want to pad myself on the back too much, but I’ve had some good fortune that I think in the coaching industry, the average client retention is I know the numbers have changed over the pandemic, but like 6 to 8 months or something like that. Mine, I’ve got an average client retention of between two and a half and three years, so I haven’t had to do a ton of marketing. It’s usually by referral or somebody hears me on a conversation like this and then they reach out. So that’s that’s been my model. But now I am actually trying to be more proactive in marketing because I’m wanting to feed other coaches.

Stone Payton: [00:11:16] So have you had the benefit of one or more mentors, especially in the early years when you made this pivot to this arena of having a mentor or two that have that have helped you kind of navigate this terrain?

Warren Coughlin: [00:11:32] Yes, very much. I was I was with a group of people and there was there were I retained mentors. I went and studied with people. Yeah. I wouldn’t be here if I didn’t have those folks. And I’ll tell you, just I remember when I first started, I did this sales profile that says I have a really high personality match with consultative sales, but I wasn’t selling like my revenue was not where I needed it to be and the organization I was part of, they actually at that point had a sales coach to go out with the coaches and he went out with me on a couple of sales calls and he actually reported back equals warns like the best sales guy you’ve got in the country. And I was so mad at that because it was just patently untrue. There were some things I was good at, but I wasn’t closing. So by definition his analysis was just wrong. And so I actually targeted a couple of people who did have high closing ratios, and I went and followed them. And then I realized it was just like two turns of the tumbler that I was missing. And as soon as I got those in place, my conversion rate started to skyrocket. So like, if it weren’t for those couple of people who let me go along with them, I would have never figured that out. And so, yeah, having someone because you can read like I read the books, I knew the theory of sales sales, right? But it was just contextually there was just this little thing that I was missing. And as soon as I went, Oh, that’s what they’re doing. Then all of a sudden everything fell into place.

Stone Payton: [00:12:56] So there are so many reasons to struggle or even fail on this entrepreneurial journey that so many of us are on. You know, there’s COVID, there’s inflation, there’s potential recession, there’s the challenge in the labor market. Do you think resiliency and working through all of that comes back to what you mentioned earlier in the conversation, the personal accountability, the self-awareness somehow coupled with these these disciplines of strategic planning? What’s the. I mean, is that the magic? Is that is that what helps us get through it all?

Warren Coughlin: [00:13:29] Yeah. I mean, there’s a common approach. I call it the brute force approach, right, that a lot of people use, which is I’m just going to jam my way through it. And I admire people who do that. And there are some people who succeed just through brute force. And so that resilience is one piece of it, but the discipline is also required. And I use the metaphor of poker. Some people think poker is a game of luck, Right. But it’s not. Poker is a game of skill, of which chance is an element. Business is the same way. So when poker, a rookie can beat a pro in a given hand, but a pro will always win the game. And why? Because they have the discipline. They have the skills, right? So you can’t just sit at the poker table and say, I’m going to be resilient and just keep trying when I don’t know what I’m doing. You’re going to continually get your butt kicked. Right. But if you say, I’m going to be resilient and I’m going to study and I’m going to watch those people who are successful and I’m going to try those strategies, then you will wind up being successful. Right. There’s a reason why when you look at the people who are most successful, if you look at their history, they’ve had failures, but they don’t just keep failing. Each one of those failures, they reflect and they learn from, right? So it isn’t just resilience that I’m just going to keep pushing against a brick wall doing the same thing. It’s resilience to say, I just need to figure out a different way of doing it. I’m going to have faith in my ability. I’m going to have faith in my dream and vision, but I’m not going to have faith that just the way I do things or the way I want to do things is the right way. Right? So it requires a certain humility that goes along with that resilience to be open to the learning.

Stone Payton: [00:15:03] So if and when you get a little worn down, the batteries run a little bit low, where do you go? And I don’t necessarily mean a physical place, but where do you go for, I don’t know, inspiration to recharge, get refreshed. Where do you what do you do personally?

Warren Coughlin: [00:15:20] I do a few things. So one actually is a physical place. I get on a mountain bike and I go in the woods and I go mountain biking for a couple of hours. That just lifts me like nothing else. I also do something called SDR, which is non sleep depressed, also called yoga. And it’s sort of a form of meditation but a little bit different. There’s a neuroscientist, Andrew Huberman, who really just turned a lot of people on to that. It’s a really, really useful technique. And then do some journaling. And then as well, I have I have some really, really good friends. And, you know, and we’re we’re guys who really support each other. So any time any one of us is a little bit down or struggling or something like that, we just we’re there for each other. So those three things like being in nature, getting physical exercise, doing some meditation and then having a network of supporters is really, I think is the magic combination to for me anyway, to always be ready to.

Stone Payton: [00:16:20] Go Well, and it’s so important for us to build those things in, right. No matter what the mechanism is, that’s it’s important to have that that support system and those those things where we can go and kind of get refreshed and ready for the next thing.

Warren Coughlin: [00:16:35] And yeah, and you know, as a side note, there’s a thing, right, that, you know, men don’t talk about their feelings and all that kind of stuff. So there’s just this part of the conversation is directed specifically at guys. What I found like with this, this group of buddies I’ve got, there’s actually a lot of vulnerability that we share and it’s it’s not anti masculine, you know, it’s it’s not like it’s very strengthening. To have people that you can be open with and we’re going to have your back and we’ll frankly kick you in the ass a little bit. Yeah. You know, like, that’s that’s such a powerful asset. And people who are like, well, I can’t talk about how I’m going to. What I’ve discovered is I think I, me and one other guy sort of let it is that guys actually want to be able to do that if you’re you’re a guy listening alone you know this to be true you want to be able to say what you’re thinking and feeling to somebody, and that means other guys around you do as well. And if you’re willing to take the risk and just share a couple of things, you’ll find that the guys around you who you think are tough, macho guys can have it all together, don’t. And they’re going to be open to having the conversation.

Stone Payton: [00:17:46] All right, let’s. Let’s leave our listeners with a couple of pro tips, if we could. Just a couple of things to be thinking about, reading about, maybe even something we could take a little bit of immediate action on. And my recommendation to you going is the number one pro tip, reach out to Warren, have a conversation with him. But but maybe there’s something you know, just after listening to this that we can start thinking about, reading about doing anything on that front would be great, man.

Warren Coughlin: [00:18:13] So first thing I would learn how to read your financial statements. I mean, as maybe boring or as intimidating as that may sound, even if you’re not good at math, you don’t have to be good at math to do it. Just look at your financials over a six month period and just look at the trends on your sales, on your cost of sales, on your gross profit and your cash flow. Just look at what’s happened to your cash on a month by month basis and see what one thing you could tweak. Like if you could drop your accounts receivable days by ten days, that’s going to boost your cash flow by a whole bunch. So that’s just one real pro tip. The second pro tip is actually think about the next 90 days or we’re in the time of this recording. We’re nearing the end of 2020 to say, Where do I want to be at the end of 2023? And what are the two top changes I can make? Don’t, don’t list 23. So what are the two top things that I could do in my business to make that change? And if you just do that, you just focus on two and then start knocking them off. You’ll be amazed at the momentum that starts. So those two things get get a handle on your numbers and then just start doing some planning with just a couple of key items.

Stone Payton: [00:19:30] All right. So what’s the best way to connect with you? Have a conversation with you. Someone on your team start to tap into your work. Whatever you feel like is appropriate, whether it’s LinkedIn, email, website. I just want to make sure that our folks can connect with you.

Warren Coughlin: [00:19:44] Yeah, sure. So my website, Warren Coughlin. So Warren Coughlin. There’s a way to book an appointment with me there. There’s also a description of what I do, and there’s actually a free resource there that can really help you with some of the things that we’ve just talked about.

Stone Payton: [00:20:01] Fantastic. Well, Warren, it has been an absolute delight having you on the show this morning. Thanks for investing the time in In Energy to share your perspective and your insight with us. You do an important work, man, and we we sure appreciate you. All right. Until next time, this is Stone Payton for our guest today, Warren Coughlin with Jumpstart Coaching and everyone here at the Business Radio X family saying we’ll see you in the fast lane.

 

Tagged With: Growth Coach, Warren Coughlin

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