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PROFITABLE CONNECTIONS
October 2022
THE NEXT LEVEL Why Successful Business Leaders Use Coaches
For better or worse, almost everyone who participated in youth sports remembers their coaches. Those with coaches who inspired them to be their best selves might be inclined to reminisce and give thanks on Oct. 6, which is National Coaches Day, while those whose coaches belittled and ruled through fear might shudder at the idea. But both sides likely agree they left coaches behind with the football cleats and baseball bats. Where did we get the idea that athletes need coaches to maximize performance and hold them accountable, but the rest of us don’t? Business coaching is more popular than ever, but many still perceive the entire enterprise to be hokey — or worse, for business leaders who don’t know how to lead. We don’t look down on LeBron James for having a coach but might wrinkle our noses if we heard the same about Mark Zuckerberg. In truth, using a coach isn’t a sign of weakness in athletes or business leaders. Some of the most successful business people have used them, including Richard Branson, Oprah Winfrey, and former Google CEO Eric Schmidt. Few would venture to call these three billionaires ineffective. But while their coaches aren’t entirely to thank for their successes, each leader sought one out because they felt there was room for improvement.
provide advice, but it will usually be about how to make a difficult decision instead of what the decision should be. A coach helps provide the tools you need to thrive. Professional coach Mary Balistreri believes coaching is the most successful improvement tactic for businesses and individuals. In her view, the purpose of coaching is crafting solutions, enforcing accountability, and inspiring action. Coaching helps you break through analysis paralysis, think about the impact of your choices, and make decisions that align with your vision. When we interviewed football player turned business coach Bennie Fowler for our podcast, he told us that some of the most important relationships in his life are with people who hold him accountable. “My brother’s not afraid to call me out,” he explained, just like many people he met during his NFL career. “They challenged me to be the best version of myself … if no one can hold you accountable, then you’ll never grow.” Olympic gold medalist BJ Bedford echoed the sentiment during an interview on the “Inspired Insider Podcast.” She shared that when she was training as a teenager, her coach “had this thing called group insurance.” She remembers sneaking out of her dorm room and watching her team endure the punishment for it. “You had to stand there and watch while everyone else did the punishment and stared at you, shot daggers at you, and made you want to die.” She noted it was an effective deterrent and reminded her of how her behavior affected others. At its finest, good coaching reminds even the most talented and influential people that they still answer to someone. It also helps them form a vision and methodically achieve it through concrete action. If you want to take your business to the next level, there is no shame in securing an outside perspective. A coach may be exactly what you need.
But what exactly does a coach do? As John discovered when he worked with one, business coaches don’t exist to give you the answers. Instead, they help you clarify your goals, understand
your values, and envision
how to achieve the future you want. They may
–Dr. Jeremy Weisz & John Corcoran
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GIVE THEM SOMETHING TO SMILE ABOUT Improving Employee Happiness
It can be incredibly difficult to attract and retain talented employees if they’re unhappy
work environments. Once you find the root of your business’s problem, whether it’s one of these reasons or something else you identify, it’s time to make the necessary adjustments. If your employees’ biggest concern is a lack of compensation, benefits, and/or flexibility, figure out where you can add some. You might not have the extra money to give everyone a raise, but if you aren’t offering paid time off, start there. Additionally, you could offer additional performance-based incentives — such as extra vacation days or gift cards — but your main goal should be to increase your employees’ pay annually, even if it’s by a small percentage. You can also add flexibility to employees’ schedules by allowing remote work a few days a week or having a window of time for employees to clock in and out. Nobody wants to work in a toxic environment, and if word gets out that your employees aren’t happy due to company culture, you will find it difficult to attract talented employees. If your employees cite toxicity in the workplace as their biggest concern, then let positive change start with you. Treat your employees with the same respect you’d give a business partner; likewise, your management team should be trained on how to speak meaningfully to employees and provide constructive feedback rather than tearing them down. Always recognize employees for their hard work and offer rewards for a job well done. When you listen to your employees’ concerns, you can make the workplace a better environment for everyone involved. If employees are happy, your entire business gets a boost in productivity.
working for your business. While it might seem impossible to make every single employee happy, there are things you can do to boost overall morale. But first, you need to assess their current morale and figure out where you’re coming up short. The easiest way to start measuring employee happiness and morale is with surveys. Companies such as 15Five, Officevibe, and Culture Amp have online surveys you can give to your employees and gather their opinions on what can be changed and improved upon in your business. Once you know how your employees feel, you can begin implementing different tactics to help improve their happiness. According to CareerPlug, the most common reasons that employees leave their jobs are lack of compensation, benefits, or flexibility; health and safety concerns; and toxic
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Rise25: Helping B2B Businesses Build Profitable Connections
This Month’s Featured ‘Smart Business Revolution’ Podcasts
Combining a Passion for Sports With Creative Marketing Strategies
Flying Private Jets, Palm Beach Billionaires, and Scaling Up a Charter Plane Company
Jeff Goldscher is the principal and outsourced chief marketing officer at JK Squared. Jeff was a state finalist for Ernst and Young’s Entrepreneur of the Year award and has been helping other business owners do the same by supplying fractional CMO services through JK Squared. He currently works with clients from different
Leonard Goldberg is a commercial pilot, flight instructor, and the owner and president of Gold Aviation Services. He is an aeronautical entrepreneur who owns an aircraft charter management, maintenance, sales, and acquisition company. He also appears in various videos and
programs about selling jets and has several YouTube appearances on Flying Doodles and Sailing Doodles for Bahamian hurricane relief. In this episode of the “Smart Business Revolution Podcast,” John Corcoran is joined by Leonard Goldberg to talk about growing a business in the airline charter industry. Leonard also discusses the challenges he has faced building the business, how he uses employee training to retain top talent, and changes in charter bookings over the years. Special Shoutouts: A few notable people on Leonard’s journey include Keith Drake and Oscar DiVeroli.
industries including home improvement, financial services, real estate, and hospitality. In this episode of the “Smart Business Revolution Podcast,” John Corcoran is joined by Jeff Goldscher to talk about sports and coming up with creative marketing strategies. They also talk about the benefits of hiring a fractional CMO, Jeff’s background in sports journalism, and the benefits of building a diversified business. Special Shoutouts: A notable person on Jeff’s journey is Harley Magden. Scan the QR code or visit the link to listen to the full episode.
Scan the QR code or visit the link to listen to the full episode. SmartBusinessRevolution.com/ leonard-goldberg
SmartBusinessRevolution.com/jeff- goldscher
How a Business Grew to $100 Million Using Direct Mail With Kevin Donlin, Founder of Client Cloning Systems This Month’s Featured ‘Inspired Insider’ Podcasts
[EO Chicago] What Does Office Space Have to do With Company Culture? With Peter Billmeyer, Co-Founder of Bespoke Commercial Real Estate
Kevin Donlin is the founder of Client Cloning Systems, a company that helps executives leverage the power of direct mail, email, and warm calls. Kevin has been involved in marketing since 1994 and sold one of the first ebooks online, which was the beginning of his e-commerce journey. Since 1998, Kevin has been a
Peter Billmeyer, SIOR, is a co-founder and managing principal at Bespoke Commercial Real Estate, a company that finds,
negotiates, finalizes, and extends custom real estate solutions for privately-held businesses and nonprofit organizations. In his role, Peter prides himself on business development and creative problem-solving to drive value for clients continually. Listen to this episode of the “Inspired Insider Podcast” with Dr. Jeremy Weisz featuring Peter Billmeyer. They discuss Peter’s entrepreneurial journey, the nature of commercial real estate right now, and the struggles and opportunities of building business partnerships, culture, and workspaces.
copywriter and marketing advisor, delivering sales gains of more than $1 million on multiple occasions through direct mail and online marketing. He’s a co-author and author of five marketing books. Listen to this episode of the “Inspired Insider Podcast” with Dr. Jeremy Weisz featuring Kevin Donlin. They discuss what the Client Cloning Kit is, why the value of paper mail outweighs the cost, how to write copy that pushes people’s emotional buttons to take action, and generating millions in revenue through direct mail. Special Shoutouts: A few notable people on Kevin’s journey include Craig Simpson and Steve Adams.
Special Shoutouts: A notable person on Peter’s journey is Victor Sanmiguel. Scan the QR code or visit the link to listen to the full episode.
InspiredInsider.com/peter-billmeyer- interview
Scan the QR code or visit the link to listen to the full episode. InspiredInsider.com/kevin-donlin- interview
IS REMOTE WORK THE FUTURE? ‘The Nowhere Office’ Explores This Idea
WHY DID OLD MOVIE ACTORS TALK LIKE THAT? Understanding the Trans-Atlantic Accent If your business has switched over to a remote or hybrid environment and you’re still trying to figure out how to successfully manage your team, “The Nowhere Office” will help you develop a plan. Hobsbawm also tackles the idea of how much employees should be working. She informs business owners that it’s okay to have employees work less, as it can lead to more productivity. She states that “work can and should be not only a source of raw income but also a purposeful life itself.” While your employees need to earn a livable wage, they should also find passion in their work, or they will quickly burn out and feel resentment toward their job. productivity, and writes that remote or hybrid workplaces can be more flexible for employers and employees alike while still allowing work to be completed on time. But if remote work is the future, what will happen to the workplaces owned by businesses? Are they unnecessary? Not exactly, explains Hobsbawm. She believes that businesses still need physical workspaces, but how they are used will change. They will no longer be a place where employees spend their entire days. Instead, they will be designated for networking, training, and development.
Think about your current work environment for a second. Is it the same as it was three years ago? Likely not, as the traditional workplace was overhauled due to the COVID-19 pandemic, and now, many employees across various industries are working remotely. But can work return to the offices full time? Should it? Julia Hobsbawm answers these questions and more in her book “The Nowhere Office: Reinventing Work and the Workplace of the Future.” Now that pandemic lockdowns have been lifted, many business owners have attempted to push employees to return to the office full time. Hobsbawm believes that’s the wrong approach, as forcing employees back into an office could kill
Rise25 Podcast Spotlight
If you’ve ever watched an old movie from the ‘30s or ‘40s, you’ve likely noticed actors like Cary
"Quiet Light Podcast" Joe Valley Featuring: Leading M&A, e-commerce, SaaS, marketing, and content experts
"Systems Simplified" Adi Klevit
Grant and Katherine Hepburn speaking with an unusual accent. It sounds very deliberate and almost, but not quite, British. This “trans-Atlantic accent” wasn’t the norm: It was a silver screen phenomenon. So where did it come from?
Featuring: Inspiring people sharing stories on how to successfully systematize a business
"15 Minutes" Adam Draper and Michael Renfro
"Access to Anyone" Michael Roderick Featuring: Innovators
At the time actors were not used to speaking on camera, and some
Featuring: Community leaders sharing what we should know — but likely don’t
exploring how you can get to know anyone in business and life "Watching Paint Dry" Greg Owens Featuring: Top facility managers, property managers, and property owners
struggled with it. Realizing they needed help, many turned to elocution lessons to build their confidence and screen presence. Hollywood loved the accent because it was neutral and crossed class lines, allowing both rich and poor viewers to relate to the characters. The trans-Atlantic accent eventually became a part of film language, but audiences then — unlike now — understood it was an act.
"From Persona to Personal" Roger Hurni
Featuring: Trailblazers in travel and tourism, food and beverage, and more
If you want to experience the speaking style, turn to classic movies like “Bringing Up Baby” and “Holiday.”
Go subscribe on iTunes!
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Inside This Edition
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How Coaches Inspire, Ignite, and Improve Us How to Measure and Improve Employee Morale
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Become an Expert on Remote Work
Why Old Hollywood Actors Talked Funny
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Here’s a situation you’re probably familiar with: You’ve got a prospective client, and it seems like they’re interested in your product, but no matter what you or your top salespeople say or do, they just won’t commit to the sale. If this sounds like your business, don’t panic! There are ways you can improve your closing skills that you can start doing right now! One of the most tried-and-true methods is the assumptive close. In this tactic, the salesperson proceeds under the assumption that the prospect already wants to buy. They won’t say things like, “Are you ready to buy?” Instead, they focus on saying, “How many of our products would you like to purchase?” Another often successful method is the “puppy dog close.” This is a common tactic that involves offering a free trial or sample of your product to the prospective client in hopes they will fall in love with it and continue with the actual purchase. However, improving your closing skills means nothing if you don’t put legwork into the actual sales process beforehand. When you try to sell to someone with whom you aren’t familiar, even just talking with them can be difficult. So, you need to make an effort to know each customer and their potential Proven Methods to Become a Better Closer PERFECT YOUR ABILITY TO CLOSE SALES
objections. Take some time to figure out who they are and why they’re coming to your business for your products or services. This will help you figure out what objections they may have so that you can develop a plan to combat their doubts. Lastly, know when to give up on a sale. You aren’t going to be able to close with every customer who walks through your door, and that’s okay. When prospects fail to show interest in closing after multiple meetings, it’s time to focus your efforts elsewhere. If you get too caught up in one unlikely prospect, you may miss out on more promising opportunities. If you take the time to learn and train your team on different selling techniques, you will begin to notice an increase in sales before long.
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