Patrick: Welcome to the Business Spotlight. I’m your host, Patrick Dougher. You’re going to love today’s show because it will really hit home. You see, today my guest is Carl Kunhardt. He’s one of the principals with Quest Capital Management, Inc. He’s one of the advisors and partners in that organization. I know you’re going to enjoy what he has to say.
Carl, thanks so much for being on the show.
Carl: Patrick, thank you for having me today.
Patrick: I really want to get into your story. You guys have done so much. I know your background and where you’ve come from and what you’re doing all blends so well. So tell me story. How did you get started in this?
Carl: Okay. Well, like a lot of people, I’m in my second career. After 26 years in the Marine Corps, it was time to move on to something else. I found out that I wasn’t prepared for retirement, neither financially nor emotionally. Luckily, I had retained the services of a financial planner at the time, primarily for education planning with my first child, and it seemed like the perfect thing to go talk to a planner about. What do you do now that you have supposedly grown up?
Mentor to Millions… What a great man. I am so thankful for his input in my life. I was able to attend his memorial the other day. Great leaders, great people. Tom Ziglar’s talk about his Father was so touching and real. Thank you Tom for giving all of you and your love for your great Dad. You are an inspiration and a great man like your Father.
Patrick: Welcome to the Business Spotlight. I’m your host, Patrick Dougher. We have a fabulous show today. My guest today almost has more alphabet soup in his name than you could believe, but it’s a little bit more than that.
Odell Stunkard has created a number of businesses. He spent a great deal of time as a CAO, which is chief administrative officer, for a company that had more moving parts than the watch that you wear to moving through to being a CFO, and now as a CEO of over six businesses – one international. With that, I want to get right to Odell. Thanks for being on the show.
Odell: Hello, Patrick. Thanks for having me.
Patrick: I really want to get into your story because when we’ve talked in the past, you have shown me that you could keep track of more pieces in the puzzle than most of us would ever want to try to keep track of and administrate those and bring those together. We jokingly call it a high driver on steroids turned loose on a company. But that has given you gifts and talents to be that breakthrough person, that person that brings the hammer to the glass ceiling above other leaders and helps them break through. What’s your story?
Odell: A little more than we have time here for today, but the high points are that 15 years ago I didn’t do what I do now. Fifteen years ago I was following the usual climb the corporate ladder, “let’s work on that” life, but the further along I went the less they made sense. A turning point came where I was like, “If I’m going to do what I was created to do, then some changes are going to have to be made.”
So I moved into making a decision about what my life was going to be and then made myself align all of my actions and all of my subsequent decisions and everything I did to be in alignment with that target. As you go, you apply those same principles onto any business in any industry, you make a decision, and you do it. You keep doing it until you have another decision that you’ve made and then you switch to that and you keep going, always looking with the end in mind.
That’s been the story of my life. It’s always looking for what is the end and then let’s back up to where we are and let’s put everything in line to have that be in place. Just like in any part of any business, there’s a system. There’s a system to everything you do including how you breathe air. There’s a system to your life. There’s a system to your business. There’s a system to multiplying your business. There’s a system to multiplying how many businesses you can do and it’s just a question of putting the right pieces in the right place so that you can scale everything to what you want it to be. The real secret is scalability. It’s all through the foundational principles that you put in place and the decisions that you make in line with the belief that you have about where it is that you intend for this vehicle to go.
Patrick: What are some of the foundation stones that you use? You’ve told me right there that you’re not just an expert marksman in being able to hit your target each time. You actually had systems in place that can show other people how to hit their target every time. Is that what you’re saying?
Odell: Pretty much. Sometimes you have to pivot to a different target, but once you’re in that place then you can move forward because you have this baseline system.
Someone you’ll be talking to later, Bob Bare, taught me that there are three basic legs to any business. There are processes in all of them and you unify them into one system. One of the big mindset shifts that people have to make if they’re really going to succeed in business is that you only have one system. You don’t have a thousand systems. You have one. You have only one thing that you’re focusing on. There may be a thousand moving parts under it, but you have one.
For me, the foundational pieces have been to identify where I want to go and then to put the team in place that can support me being there, and then become the person who is there and then be there. The pieces that move into that are knowing what you need to track to know if you’re on target for this particular place – let’s say in sales.
I don’t like using sales. Number one, because it only gives you one third of the picture. But when you’re tracking, you want to track each piece of your business and make sure that it’s on track and that you have the right people in the right place. You’ve done your market analysis, you’ve done your business plan, and you’re in gear. You’re beginning to move. Now you need to know if the execution steps that you’ve set can be achieved using the methodology that you currently have in place. If they can’t, then you tweak the execution. You leave the plan alone.
Those are some of the foundational pieces. It’s to make sure you have a good plan, align the plan to the activities, check the activities, and come back and correct the execution. Then make sure that you’re staying on track with the plan.
Patrick: It sounds like you’ve done that a number of times in your life. You did that when you were running these big development projects but then, in creating the six different companies plus the international company that you’re now CEO of, you’re doing that over and over again, is what I hear.
Odell: It is. One of the methodologies that I use is rubber stamp. The way I put together a hierarchy is rubber stamped. The pieces that are in them will vary according to the culture that needs to be established, the people who are playing on the team, who is the target customer that we’re going after – but how we set that up is rubber stamped.
First, we identify where we’re going. Second, we identify who we have and who we need. Third, we put together the plan of getting there and then we do it. We just keep repeating the cycle.
Patrick: That’s great. We’re coming up here on a break and I want to say that you’re going to enjoy the show. Odell has some real keys and tools that can help you get farther down the road in your own business and even some breakthrough. We’ll be right back. This is Business Spotlight.
Patrick: Welcome back to the Business Spotlight. I’m your host, Patrick Dougher. My guest is Odell Stunkard. Odell has a real system for helping you create the breakthrough in your business. Thank you, Odell. It’s great to have you on the air.
Odell: Again, thanks.
Patrick: I want to get into what you’re doing to create the success you’re having because you have created systems that create success. Let’s talk about what you’re doing.
Odell: We can go back to the beginning. We can go back to the first business that I came into. It was already structured. I didn’t create it. I didn’t create it at all. But I came in at a place where it was rapidly moving towards growing, growing, gone. Meaning that the sales were just going through the roof, and with it so were the expenses to maintain it. The time that I came in, sales were on a record climb and so were expenses. So the net income was in a negative.
When we started looking at all of that, then we realized that we did not know where our threshold points were for what it took to produce a product and get it to a customer. We had to begin examining that. We began setting up a war room with metric boards where we were tracking the different pieces of the organization that drive things so that when we got ready to make a change, we could calibrate a specific dial instead of just setting a goal and saying, “Go do it.”
We also put in implementation strategies with database management and with accounting practices to make sure that the financial and the customer service pieces could flow smoothly through the human aspect that was running this conveyor belt. Through that we were able to reduce the staff by over half. Flat line sales for one year. The following year, it was on a 25% growth curve with 15% on the bottom line. Now it averages 25% straight profit.
Patrick: That sounds like a real gutsy move because normally a growth organization wants more sales. They’re like, “Hotdog, we got money!” But you had to step in and make some real strategic, disciplined, and even probably painful [09:31 inaudible].
Odell: Yeah. It’s not easy.
Patrick: Is that something that you help a lot of other businesses with? Is that what you’re doing now?
Odell: Yes. Whatever business you’re in should be the business you’re planning on being in the rest of your life. Meaning that you may have a number of vehicles that you employ, but your “why” should always be driving. Whatever car you’re in, your “why” should be driving.
Oftentimes when I come into businesses what I recognize is that they’ve created a vision for the company without any respect to vision for their lives. So they’re off on this course and they’re still completely unfulfilled, not enjoying what they’re doing, things are problematic, and they’re constantly having issues.
Patrick: Is this the executive team or is this the whole team?
Odell: Yes. Because what starts at the top flows down.
Patrick: Right. I believe that management reproduces itself.
Odell: Management reproduces itself. Management sets the tone for the environment. Management determines the attitude of the players. Management controls whether or not things are on track or askew. Management has all of that authority.
Patrick: How do you get a bit on an executive when they’re usually wild stallions anyway? Does that make sense? It sounds like that’s what has to happen. You have to get them to get a grip on what’s really going on in their business.
Odell: That’s the hardest thing of all because most business people, including myself, consider ourselves to be successful. Remaining teachable and coachable is not always an easy thing, especially when the dial spins around and the mirror is pointing at you. That’s the hard thing because it’s always easy to say, “I need a better system. I need a better piece of software. I need better marketing. I need a better team.”
But more often than not, that’s not what needs to happen. What needs to happen is a change in here, between your ears. Once you get that clear, then everything else can be built on it and it will stay in alignment.
Patrick: Very good. One of the things that I hear and I know of your history is that you help people that are bouncing against a glass ceiling realize that it takes a mind that that’s past the ceiling to really make the difference. Wouldn’t you agree? How do you get them into that mind?
Odell: The way I put it is that the provision for your vision is in the place of your vision. Your job is to get your butt where your face is. We begin to look at, what is it that you believe to be true that’s created the success that you’re at? Whether it’s, “Hard work has its own rewards,” or whatever that mindset is. Instead, let’s start looking at how people think who are already doing what you want to do.
Now let’s make the adjustments and begin to prove the evidence out that the way they’re thinking is qualified, it’s justified, it works, and it’s appropriate for you. But sometimes how that occurs is by (1) let’s come face to face with what you really want, (2) let’s come face to face with where you are, (3) let’s come face to face with what is the guff in between the two, and (4) let’s come face to face with how committed you are to being there.
Patrick: If you were to sit there and you’re talking to a leader with 30 seconds, what would you tell him right now?
Odell: You can do whatever you have decided to do as long as you decide to change who you are to be the person who does it.
Patrick: Okay. The next segment is really about who you would call your ideal client, who you’re looking for. I know we just spoke to a C-level type and I encourage you that if you’re in business and if you’re not getting the money that you want, then you should be talking to Odell anyways.
This is the Business Spotlight where you get to tell your story to your marketplace. We’ll be right back.
Patrick: Welcome back to the Business Spotlight. I’m Patrick Dougher. My guest today is Odell Stunkard. I want to call him a breakthrough coach – but even beyond that (I hate the word “coach”), a breakthrough guy that is training and helping leaders get into the field that they really want to be in, and I mean the field of income that they want to be in – breaking through that glass ceiling. A bit of a glass breaker, a breakthrough expert.
Who are you trying to help? Who is this message for?
Odell: Although this message could be for anyone, the people that I enjoy working with, the ones who receive the greatest benefit, are the influencers who already have success and have already come to the place where they recognize that to get from here to there requires a leap just as it did to get from where they started to where they are. They don’t mind being taken to task for what they say they’re going to do and who they say they’re going to become. I’m a high D and a high I, so it’s all about what are you putting on the road.
Patrick: So you’re a high driver and high influencer, and that really makes sense to the drivers and the influencers who don’t want to be coddled and don’t need a big explanation. You just charge in and say, “Look. Pull your head out. Let’s move on.”
Odell: It’s not quite so rough, but I am direct. We’ve agreed to be here. You’re spending money to be here. You’re spending money trying to figure out how to get to the money level you want to be at. So I don’t want to sit here and charge you so you can sit here and tell me your family woes. I want to sit here and talk about what’s wrong in your business and what dials you want to turn. Then let’s get a plan in place and I will drive you to implement your plan so that you can see the success that you have decided to have.
Patrick: The cool part about that is that it really does attract then right people when you are direct enough to say, “Okay, let’s move.”
Odell: “That’s really, really nice but can we get on to something else?”
Patrick: Right. The other thing is that bringing that vision of this other place – that other mind, so to speak. How do you begin to get that process into people?
Odell: Although I am direct, the basis behind all of that is love. From that place, we can take the time to find out who you are. We can take the time to find out what it is that has stopped you from getting through the glass ceiling that you’re bumping up against. Over time you might discover this for yourself, but my job is to shortcut that so that you can do it quickly and as painlessly as possible (there’s always pain, but as painless as possible).
Once we discover what it is that’s holding you back, then we simply come up with a plan for what is more powerful than what is holding you back. When you step into implementing that, then this fear or this old belief loses power.
Patrick: Can you give me a story of somebody that you’ve been able to do that for?
Odell: Sure. Let’s talk about my business partner. One of the things that was causing him the most angst before he brought me on board was that he had a confusion between what was team and what were employees, which is a common thread across all businesses.
Patrick: They care for their people. A lot of times everybody becomes family once you start writing them a check.
Odell: Right. Everybody becomes family but all roads lead back. They’re not a team. A team means that they are empowered to act on your behalf and run the organization for you, which is where you gain freedom and the ability to work on your businesses instead of in it.
Patrick: You get past the technician and into the business owner.
Odell: Doing that allowed the size of the business to double in twelve months because you had six people working with your mindset towards your targets. Meanwhile, you were free to begin working on the next one.
That’s how we’ve gone to this as we employ that strategy. He comes in with the vision, I come in and building the structure, and then the team takes over and runs it for us while I go onto the next one and he goes onto the next. We just follow each other in the loop.
Patrick: You’re teaching this on a large scale basis on a national platform, aren’t you?
Odell: National and international.
Patrick: You’re literally getting people from whatever level they’re at. Preferably I know that you tend to work with the extreme leaders, people that are earning their income in their businesses between $6 million and $50 million or more. Would that be about right?
Odell: Yes. That’s my favorite target. That works great.
Patrick: Any other short story of somebody? Where did they start and where are they at now?
Odell: There’s a woman I know who began as a non-profit organizer. She moved from non-profit organizer to administrative assistant and now she is director of operations for a multi-location, multi-million dollar business in 36 months.
Patrick: The one thing about that is that I hear that you saw her real potential and gave her a glimpse of that and made the difference.
This is the Business Spotlight. I’m Pat Dougher. Odell Stunkard is my guest today and he is creating tremendous breakthrough for his clients around the country and around the world. We’ll be right back. Thanks.
Patrick: Welcome back to the Business Spotlight. I’m your host, Patrick Dougher. My guest today is Odell Stunkard. Odell is a master at helping you get the breakthrough that you really want in your business, most specifically. As he stands right now, he’s the CEO of over six businesses. One of them is international in scope. Multi-million dollar companies. Odell, thanks for being here.
Odell: Thank you, sir.
Patrick: I want to get into how someone can connect to you if they see themselves as that success. They know they’re not where they want to be. They’re not where they’re designed to be and they can afford to hire you. I know you’re not cheap but you really do attract the best people. How do they do that? What’s the process?
Odell: My website address is www.OdellStunkard.com. My phone number, (972) 600-2300, will take you directly to our receptionist at the offices here in Las Colinas. You can contact me through that and we can schedule a session to get to know each other. Usually that’s about 30-45 minutes. I ask questions 20% of the time. You speak 80% of the time.
It’s all about finding out whether or not we’re a fit, if you’re at a place where I can help you, if you’re above me, if you’re coming up to me. There are only a certain number of people that I can work with at any given time and they need to be a fit. I don’t want to waste your time and I don’t want you to waste my time. So we get together and we make sure that we mesh. From there, we’ll put a plan of action together based on the answers to questions I ask you in the initial interview.
Patrick: It sounds like if they do get into the process, if they do engage with you, then they’ve got someone that is going to hold them accountable to the vision that they create.
Odell: Right. It’s not about what I want. It’s what you want. Then my job is to support you in what you want, but not support as in hold your hand. Support as in, “Okay. You want to do this, so let’s go do this. You’re not alone. I’m here. I’ll help you. But let’s go do this. Let’s get it done. Let’s move you onto the next mark.”
Patrick: In that process, once they’ve gotten past the initial plan, how often do you usually meet with people? What does that process usually look like?
Odell: I vary it on occasion depending on where they are and what needs to be done, what are the critical pieces and how many of them there are. But as a general rule, it’s one hour once a month and two 30-minute sessions spread out through the same month. I require that people sign on for no less than 90 days. Usually I won’t take a client unless they’re willing to commit to six months or more.
Patrick: I would expect that to really help somebody, you ought to work with him for a couple of years to get them not just in the mindset, but in the place that they envision. Usually the place they envision is not 90 days away. It’s a couple of years out.
Odell: The thing about vision, Patrick, is that it’s like looking through a doorway. When you’re across the room from the doorway, you have a very limited view, but you think you see what’s there. The closer you get to that doorway then the more you can see, but it’s not until you’re through it that the real expense of what you’re about begins to take shape.
Going through the cycle for at least six months will begin to give you that glimpse. Then that’s where the real work begins and as you move through that 12-month cycle then it’s becoming more expensive because by then you’re at that that threshold and you’re looking through that door and there’s much more than you thought.
Patrick: I would imagine that some clients get a little bit apprehensive about the changes.
Patrick: Most people are bit afraid of their own success.
Odell: Well, because one of the things that you’re going to recognize is that as you begin moving into alignment, there will be people among you (assuming that you’re already established and have a team) that are there in false service. Wonderful people, but they’re not going to align with the alignment that you choose.
Those people will deselect or you will have to say goodbye for the health of your entire organization, for your ability to grow, for your own sanity. Those are never popular things because you chose these people. They’re a part of your family. You’ve made long-term relationships with them and now it’s going to be time to say goodbye.
Patrick: One of the things, though, that I know about you from my time of exposure in the last few months is that you have an ability to inject strength and courage because you know they could do it. You’re standing there in that vision with them saying, “You’re here. Stop thinking from the old brain. You’re here.”
Odell: And I have walked where they are. There is a knowing, there is a strength – but there’s also a passion. My passion is that you achieve what you were put here to do, so let’s just go do that. Yes, there is a confidence in that because I’ve already been there.
Patrick: With the next minute or so, tell some executive out there what he needs to hear to connect to you.
Odell: You can reach me at www.OdellStunkard.com. My phone number is (972) 600-2300 and I will return the call if I’m not there to take it myself. I guarantee you that we won’t work together unless the fit is right, and that if we work together we will achieve the targets that we decide on together. I look forward to seeing you. Thanks.
Patrick: Awesome. Folks, this show is really about a business leader being able to tell a story and get his message into the marketplace. It’s selectively placed on a bunch of different websites more than anything else – YouTube and so many other places – that you have the opportunity to hear an invitation to connect to Odell. I hope that you have the guts to do so. I would encourage you to do it because most of the time we hold ourselves back, and I don’t want you to do that.
This is the Business Spotlight. We’ll talk to you all next time. Thanks.
Patrick: Welcome to the Business Spotlight. I’m your host, Patrick Dougher. My guest today is Bob Bare. Bob is a serial entrepreneur who has had more success than most people deserve in their life. I say that because he’s the chairman of six different companies, one international.
He’s a published author and he has a tool to help people who want to get their message out, especially in book form – to get you not only out there, but to create hundreds of thousands of dollars in income from the systems that he’s got in place. Bob, thanks so much for being on the show.
Bob: Thanks for having me, Patrick.
Patrick: I want to get into your story because you’ve been very successful in business. Then you became an author and now you’ve created a system to help others create massive success. How did you create this?
Bob: I’ve always been an entrepreneur since I was a teenager. I guess I learned through failure. You learn through the school of hard knocks, and I’ve gone through all of the mistakes that you read about by people like Michael Gerber in “The E-Myth.” I’ve created businesses where the whole business was created around me and if I tried to go to lunch, I would get calls during lunch because it couldn’t operate with me gone.
Now I see people who are doing that with their business and it makes me feel for them. People start their businesses because they want freedom, at least in my case. I’m the creative type of person. I’m the guy who sees the shiny objects. I had a friend give me a card one time that said, “Stay focused. Let the shiny objects float on by.”
I see opportunities all the time. We have a potluck after church and one day I was sitting around a table with several guys. We were talking about business and I came up with a new business idea. My wife happened to be walking by and one of the guys said, “Hey, Jan. Bob just came up with a new idea for a business.” She just kind of rolled her eyes and kept walking and said, “Not another one.”
I had to learn the hard way what it takes, after you have that creative idea and after you create a business that really works, to get out of it. How to build a team that can make the business run smoothly like a watch so that you can look for your next idea and you can move on and do something else. What’s exciting to me are opportunities, seeing opportunities, creating something that answers a need in the marketplace. But once I’ve done it, once I’ve created it, I hate the administrative part.
I discovered, like a Realtor might say, that each of us has what I call our highest and best use. It’s important for people to find out what they’re passionate about and what they’re good at. If you’re listening to this – whether you’re in a job or whether you’re in your own business – and if you drag in to work every day not wanting to be there and reluctantly, you’re probably not in your highest and best use.
I tell people that your highest and best use is when you’re doing the thing that you would almost do for free. You would get up in the morning and want to go there whether you’re getting paid for it or not. I love to see people when they find that sweet spot that they’re excited about because then they’re so much more productive. Then they can help other people.
I’m 58 now and as I get, I’ll call it more mature, it’s more and more important to me to be doing something with my life that’s making an impact someplace. I want to leave a legacy behind. I feel like a lot of people do also. I’m long past the days where I just want to create a business and make a lot of money. No, I want to do something that has a positive effect, a positive impact on the world.
You can only do that when you’re doing something that you’re having fun with, that you’re enjoying. What I’ve discovered is what I really enjoy now is I love finding the sweet spot for other people. I love helping other people find what they’re best and highest use is, what they’re good at, what they’re an expert about, what their passion is, and then helping them create an impact in the world.
Patrick: The businesses that you’re doing right now. Briefly tell me what they basically do.
Bob: I have some audiology clinics in Texas. We send teams out to long term care facilities and we help people hear better. That’s basically now a business that is absentee ownership. I drop by and say hi and visit the people every couple of months.
Patrick: You don’t mind cashing the checks though.
Bob: No, I don’t mind that.
Patrick: I know it’s a very successful business and you’re kind of downplaying. You’ve built a really cool thing.
Bob: I have really built and gathered a great team. The people are great and that’s why it runs so well by itself. It’s a team of people who care about what they’re doing. They care about helping other people. They care about serving people. I can just let it go because they care so much about being effective and being good.
I eventually found someone who was great at administration and who was great at running the company for me. You’ve interviewed him. You know Odell. That’s what freed me up to go on to my next shiny object.
Patrick: That’s good.
This the Business Spotlight. I’m Pat Dougher with Bob Bare.
Patrick: Welcome back to the business spotlight. I’m your host, Patrick Dougher. My guest today is Bob Bare. He’s a published author and has a system for creating massive success for the people he works with. Bob, thanks for being on the show.
Bob: I’m enjoying it.
Patrick: I want to get into, really, what you’re doing to create the success you’re having. I know that it probably starts with setting this up and then the companies that you’ve built beyond your book, “More Power.” I encourage you guys to get a copy. They can get it at your website www.BobBare.com?
Bob: You can get it there or Amazon.
Patrick: Amazon is a good place. Roughly a billion people use it – big shop. Tell me more. I want to know your story.
Bob: Funny thing, I get a lot of my ideas in the shower. I don’t know why. I guess maybe I turn off my mind for a few minutes. But one day I was thinking about all the things I’ve learned in the past 40 years of being in business and creating business. I thought about all of the struggles that I went through unnecessarily.
So many people – sometimes they’re sales people and sometimes they’re technicians, but they get this idea, “Hey. I’m going to start a business. This is a great idea.” I’m sorry, but sometimes they have no idea what they’re getting into. You can be a number one sales person or you can be a great technician, but running a business is a whole new learning curve. It’s totally different.
So they start a business and they discover that this is not what they expected. There are so many things they didn’t know. So I decided at this point in time, when I had my brilliant idea in the shower, “Hey, I should put together a list of steps that it takes to create a successful business.”
That’s when I came up with the idea of writing “More Power.” It’s kind of a mentorship in a book taking you step by step with the basics. This is what you need to do not only to create a business but to make it successful and to carry it through to where it becomes a legacy for you and your children or whatever you want to do with it.
Patrick: And repeatable. That’s the other part about it. You’ve repeated this process and now you’re mentoring others around the country and around the world to create that.
What does your book really mean for you as a speaker and a mentor and a leader and a business owner?
Bob: What I discovered in the process of writing it and getting it published is that a book is not an end in itself. So many people think that, “Oh, I’m going to write this book and it’ll go up in the bookstores and people will buy it and I can just sit back and watch things happen.” Writing a book and then getting the book published is really the easy part.
The good thing is once you’ve become an author, once you’ve taken your specialized knowledge and put it into a book for other people, then it becomes a tool that you can use not only to assist other people in what the message of your book is, but it becomes a tool to let people see that you are an expert. It’s a demonstration of who you are and what you know. It opens so many doors.
Since I’ve published the book I’ve discovered that people like to hear people speak who are authors. I’m a Rotarian. I love rotary but I’ve ended up not only going to my own rotary club, I go up speaking to other ones. I usually speak on how to become a published author and I give people, in as much time as I have, some ideas and tips on how to get a book out of you.
I really enjoy helping people with that. I would say that maybe two out of three people feel like, or have the thought, or have someone tell them, “You ought to write a book,” but people don’t know where to start. I like to help people gather their thoughts. I like to help them discover if it would even be worthwhile for them to write that book, if what they’re thinking about writing is the right one for them, and then when they find what they really would love writing, giving them some steps and some suggestions and coaching them into getting themselves to the place where it turns into something that they can use to spread their message.
There are all kinds of different books: nonfiction, children’s books, fiction. Whatever the type, I like to help people who have a book that will make some form of a positive impact on the world. Typically that ends up being something in the self-help field or entrepreneurship, helping other entrepreneurs, or something that will help people.
We have an author that we’ve published a couple of books for who is the mother of one of the youngest firefighters who died in 9/11. She had written two children’s books – one called, “My Son Christopher” and another called, “The Day the Towers Fell” – and she basically took what was in her heart.
She had the desire to teach people how to tell their children about 9/11 and how to give them a positive message that this was, yes, an act of hate, but how you can turn it around and how you need to learn to love and share. It’s so rewarding to help people with a message like that get their message out to the world.
Patrick: One of the things that I really want to get into as we go into this next segment is that it’s nice to have a book, but it’s selling the book. It’s getting it into the hands of people who want to buy it. There has always been that elusive, don’t-know-how-to-get-there kind of thing. When we come back, we are going to talk to Bob about how to really get this authority into the marketplace, into a place that can change not only your life, but the lives of those that you serve.
This is Pat Dougher. This is Business Spotlight. We’ll be right back.
Patrick: Welcome back to Business Spotlight. I’m Pat Dougher. My guest today is Bob Bare from www.BobBare.com. Bob is a published author and has what I call “the secret sauce” for having you become the authority that you want to be in your marketplace. Bob, thanks.
Bob: I’m enjoying being here today, Patrick.
Patrick: I want to get into who you serve. It’s somebody that has a vision, has a message, has something to say, and wants to create a legacy. But there’s more to the book publishing in there than just get it written and get some publisher to buy it.
Bob: There’s a lot more. To me, the power of becoming an author and the power of writing a book is in expressing your expertise, expressing your authority, expressing that you have a message. Just the fact that you’ve put your story together in a coherent package and you’ve gone through the difficult steps, oftentimes the learning curve of how to start with an idea in your mind and put it together in book form and then get it actually published – that’s a big accomplishment.
People respect that accomplishment. The fact of having authored a book is a statement. It says that you are a person of substance, that you have determination, that you have the willingness to put this message out there. And even when people don’t read your book, just the fact that you have a book or just the fact that you can give someone a book carries a powerful message and it gives so much credibility.
There are a lot of fields and a lot of people who talk about the expert industry and the expert field. That’s important, but I like the word “authority.” I feel like experts are people who have enough knowledge that they help educate other people in that field. Experts educate. What better way to educate than writing a book about it, especially a book where you’ve completed the whole book?
I know there are opportunities to get a chapter in a book and I’m in a couple of those, too, and that’s okay. But it really is powerful to have your own book with your own message. Once you have that book, that’s just the gate that opens all kinds of opportunities. Then you can go from there and use your book as an introduction to the marketplace.
Typically people who become an author have a book published, if they want to and if they have someone strategize with them, they can then use that book to open up the door to a speaking career if that’s what they want, open up a door to coaching or counseling if that’s what they want. Or maybe they have a brick and mortar business and they want more people to come to it.
Imagine someone in the medical profession, for example someone who does hormone replacement therapy. If they write a book specific about their field and someone calls their office to inquire about their knowledge or their expertise or if someone comes in to ask, rather than sending them a brochure or an advertisement, if that person had their own book that they wrote about hormone therapy, they could give them their book. They’re the author of that. In people’s eyes, whether they read it or not (hopefully they will read it), they think, “This person knows what he’s talking about. He’s written a book about it.”
Patrick: That’s the thing that’s so important. Just the ether of someone holding your book going, “Wow, Bob must have a clue.”
Bob: “I should listen to what he says this.”
Patrick: As crazy as that sounds, people think like that all the time. How powerful it is when you have the book and it’s in your arsenal. You’ve got that mantle of authority that when you walk into a room, you’re not having to prove that you’re an authority. You are an authority.
Bob: And it opens new doors. I have a second book I’m working on now that I’ve been asked to co-author with an author who sold 22 million of one of his books. He liked what I had to say. He read my book and liked it and endorsed it and he said, “You know, I’d like to co-write something with you.” I would have never gotten that opportunity if I hadn’t written one already.
Patrick: What is that going to mean for you when that book comes out? What doors do you think that will open for you?
Bob: Obviously it makes me feel good, and we all want to feel good about ourselves. But it also just adds another level of credibility. People will be able to say, “Wow, he co-authored a book with this person who is so well-known. He must know what he’s talking about.”
Patrick: Well even beyond that, his circle of influence becomes your circle of influence. And if he has co-authored a book with 22 million copies sold, your authority in the marketplace just shot up.
Bob: There’s a story I heard once and I don’t know if it’s about Rockefeller or one of the rich people of the past. A young man came up to him and said, “Would you lend me money?” He was a wise person. He said, “Well, no I won’t do that, but I’ll tell you what I will do.”
They were at the New York Stock Exchange and he said, “Take my arm and walk with me across the floor of the New York Stock Exchange and we’ll talk to each other and turn around and come back. By the time we get back to the other side, people will have seen you talking with me and you can borrow or get all the investors you need.”
Patrick: That’s influence and that’s what we’re really talking about, folks. Bob has a system to create massive influence and I’m convinced that if you raise someone’s influence, their affluence has to rise as well.
We’ll be right back. This is Pat Dougher. Thanks again.
Patrick: Welcome back. This is the Business Spotlight. I’m Pat Dougher. Bob Bare is my guest today and if you’ve been watching, you have gained so many pearls of great price in my opinion. I like to call them nine pound pearls because he paid a high price to get them and they have got to be worth it.
I’ll tell you that if you listen to him, if you engage with him, if you go to www.BobBare.com, you’re going to find that he has a key to helping you become as successful as you want to be. Bob, thanks for being on the show.
Bob: Thank you.
Patrick: If someone wants to connect to you, www.BobBare.com. What is it that they get when they do?
Bob: First of all, they start learning. Like I told you, experts educate and so I try to educate. If they want more information on entrepreneurship from my book, I have a series of videos. They can opt-in to my list, give me their first name and email address, and get access to 20 videos that teach them about entrepreneurship.
If they are an author who is working on a book or has a book published and they’re looking for ideas or strategies on how to take what they’ve done and turn it into a business or turn it into extra income – like I said, I’m the shiny object guy. I like coming up with ideas. I like creating strategy. I like creating business models.
One of the most difficult things for authors after they get their book written or when it’s practically finished, one of the very difficult things is finding a publisher. There are a lot of information. There is a lot on the Internet to read about out there and I encourage people to do that. But basically, it comes down to a couple of choices. Am I going to self-publish my book or am I going to look for a traditional publisher or are there other options? The answer is not the same for all people.
I like to talk to people on the phone. If people set up and appointment with me, I can probably spend at least half an hour finding out what their ideas are and maybe giving them some suggestions and then seeing if there was anything that we could do together that might help.
In the self-published realm, there are a lot of great books that are self-published and I’m so glad that people are able to do that because there’s so much information available that we would never be able to get if everyone had to find a traditional publisher that would agree to publish their book for them.
Self-published books are great but there are some things to learn about that. There are some tricks of the trade. For example, if you want to self-publish a book without putting up stop signs and roadblocks for getting a publisher later on, there are some things that you should know and some things that you can do for your first self-published books that will prevent getting you on that bad guy list. If you want to find a traditional publisher, there are things you need to know about that – or if you want to go someplace in the middle.
One of the things I enjoy doing is helping people through the process. If they want to get their book published through a traditional publisher but still have the option of being able to purchase books themselves for their own use at a price that’s close to printing, there’s even an option for that. You don’t have to have it one way or the other. There are some answers that solve both problems at the same time that are really great.
So many things are individual for each person. It depends sometimes on the type of book they’re writing – whether it’s fiction, children’s, self-help, entrepreneurial. There are different choices along the way.
One of my favorite words is “innovation.” I don’t like to always create something that’s the same for every person. When I hear someone who says, “This is the answer for everybody,” it makes me kind of scratch my head and hesitate a little bit. I like to come up with new ideas, fresh ideas, or take a combination of things – like creating a recipe – and then finding success.
Patrick: I know that you guys have systems that will take somebody from the beginning of, “I’ve got an idea,” all the way through to being published on a national scale. You have systems and marketing and part of your business services actually taking somebody through that.
I also know that you have mastermind groups and things of that nature that are coming. I also know that there are even monthly groups in the DFW area and probably throughout the nation in the not too distant future. Do you want to say anything about those?
Bob: Sure. Some people have more time than money and other people have plenty of money but no time, and those are two different problems. We can help people coach people along if they’re taking their time and they’re looking for a way that they can afford.
There are other people – professionals, experts, people in the healthcare industry – who have a great idea for a book but they just don’t have much time. I like to help those people strategize, come up with what the book is about, get as much information from them as possible and then take that information, transcribe it, and get them assistance in putting it into a book form. For people who need a done-for-you model, we can help them out with that too and that’s fun.
Patrick: That’s great. And then these expert groups, what are they?
Bob: In the Dallas, Texas, area on the second Monday of each month we have a get together at our office called Dallas Experts Network.
Patrick: So we’re going to come to the DEN?
Bob: You’re going to come to the DEN and have fun learning and listening and networking with people and creating an environment of networking and fun.
Patrick: Very good. Folks, this has been the Business Spotlight and my guest today, Bob Bare, has a system to take you from an idea to creating a profitable legacy that can change your life forever – and those around you. This show is about giving you the opportunity to tell your story.
I’m Pat Dougher. We’ll talk to you all next time. Thanks.
Patrick: Welcome to the Business Spotlight. I’m your host, Patrick Dougher. My guest today, you’re going to like her because she is someone that has a real flair for teaching and serving her audience with the aspects of health and nutrition that takes on the whole person. Elizabeth Naylor with www.EbenezerWellness.com has a real system and, in my opinion, as educated as she is, she has so much information for you today. You’re going to love her. Thanks so much, Elizabeth.
Elizabeth: Thank you.
Patrick: I would like to start with your story. I know the “why” of what you do is huge. What’s your story? Why do you do what you do?
Elizabeth: Well, Patrick, when I was in my early 30s, I had three small children and found myself really exhausted, which is not uncommon for a young mom, but exhausted, suffering from migraines, weight gain that actually happened after my pregnancy – so it wasn’t like that was because of the pregnancies – and just really a foggy head, inability to focus on anything, and it really wasn’t who I had always been.
I looked for answers with my team of medical doctors. I was always surrounded by a great team of doctors and really got the same answers over and over again, which typically involved antidepressants or just excuses of, “Well, you’re just getting older.” I think I was 32 when I thought this is really going to be bad if this is what the rest of my life is going to look like.
I was not always a person who believed in nutrition and that it even mattered. I like to tell people I’m a convert to natural health because I didn’t always have that philosophy. As I started to explore if could that possibly have an impact on my health, I realized that, wow, I was suffering from some things called adrenal fatigue and toxicity and some other problems that as I got into it and began to resolve those with my diet and my lifestyle, things started to turn around for me.
Patrick: It looks like you went really deep into it. Not only do you have a chemistry degree, your bachelor’s; the next thing you have is your Masters in Business Administration and then you went on to get more education and more education. You’re almost completed with your doctorate program in nutrition.
Elizabeth: In holistic nutrition.
Patrick: You really dove into this area. When you think about where you’re at now, how did it form into a coaching program and a mentoring program like you’ve got and a speaking program that you do?
Elizabeth: All of the things with me personally started to happen around 2004. Within about 18 months, I decided to go for a certification and applied clinical nutrition through a local chiropractic college here. That really gave me a tremendous amount of practical experience with whole food nutrition. As you say, very shortly after that I started the doctoral program. I have been through a season with raising three children, so it’s been a slow doctoral program but I’m getting to the end of that with my coursework.
Around 2009 I realized the thing that was really missing from my practice was an interaction with supporting my clients and finding their best thinking. What we like to say in our coaching class is that a strategy is great as long as people will do it.
Patrick: Implementation is everything – doers not hearers.
Elizabeth: That’s right. What I find in the world of nutrition, and really the world of medicine in general, is that we’re told quite often if you’ll just do these ten things you’ll get better, or iif you’ll just follow this exercise program or this diet program or take this pill.” What really people need is really to understand how to find their own best thinking, not just when they’re working with a coach but moment by moment in their everyday lives.
Patrick: Awesome. Once you begin to work on their thinking, what are some of the next steps that people need to focus on?
Elizabeth: What I do is really weave in education around natural health and nutrition. I weave that in with this idea of finding your best thinking in this coaching program, because what I find is people need both.
As a society, we’ve really lost the ability to even think clearly. We don’t really see ourselves as thinking people. We’re very reflexive, and we view quick decisions as the best decisions. So there’s the thinking, but then there’s also the nutrition. The truth is, we’ve lost a great deal of traditional food education because we no longer pay attention to that. We’re two or three generations away from it, really.
Patrick: I know that there had been some real losses in even the nutrition that we try to ea. We don’t have the right foundation anymore like we used to.
Patrick: Wow. As we’re coming up to this next segment, we’re going to look into the processes that Elizabeth teaches. Because I know that with proper information, you can create proper implementation of what you really want to create, so you can create what you want in your life. I know as we move to this next segment, you’ll want to be here for that. This is Pat Dougher, Business Spotlight. We’ll be right back.
Patrick: Welcome to the Business Spotlight. This is Patrick Dougher. My guest today is Elizabeth Naylor. Elizabeth is a health and nutrition expert with alphabet soup after her name. She has so much education that literally, in my opinion, gives so much value to all of her clients. We talked about how you become a master in this area, in my opinion. You now are serving so many people. What are you doing to create the success you’re having?
Elizabeth: When I first started, Patrick, in 2006, I started with a philosophy and an understanding that really almost all disease stands from toxicity, malnutrition, and stress. The three of those things really incorporate all that needs to be done when we think about healthcare. When we think about authentic healthcare where we’re working for people to stay healthy to be healthy and not necessarily considering curing disease, thinking about avoiding disease, then we’re talking about toxicity, malnutrition, and stress.
I’ll give you a few examples. Just recently actually, I had a client and she brought me her blood work. She was having a multitude of problems but she brought me her blood work because was diagnosed with hypothyroid. We took a look at it and this is an example about malnutrition you think. In the United States, we are quite overfed. We have more calories and more caloric intake as a population – almost one and a half times of what we need. But we are very much undernourished.
I looked at her blood work and I said, “Really your problem is that you’re not converting this hormone and it requires selenium. It just means you’re not getting that in your diet.” We talked about Brazil nuts. Did you know that if you eat one Brazil nut a day, it’s like a selenium supplement? And in a lot of cases, it just completely fixed people’s thyroid problems.
There are other places you can get it if you don’t in food, if you don’t particularly like Brazil nuts, but really that’s a Vitamin E, garlic nutrient that’s found in those foods. You can also take whole food supplements. Taking selenium by itself is not my favorite choice. I really prefer to work with food.
Patrick: I’ve heard that selenium is also good for things like memory and some of the other things that have to do with your brain. But I didn’t know that about thyroid. Since I take some thyroid stuff that’s probably good enough.
Elizabeth: Yeah, it’s great. It’s just an example of how when we’re missing minerals. Minerals are activators of hormones in our body.
Patrick: I didn’t know that.
Elizabeth: In fact, some scientists feel like they’re so close to hormones, it’s hard to tell the difference. But they are activators of hormones in our body. The hormones that we have don’t work correctly if we’re malnourished.
Patrick: Very good.
Elizabeth: Another client just two weeks ago came in with terrible arthritic symptoms and we were talking. She’s a young woman. She had been to several specialists and did not really want to take those medications. Some of them she tried and they hadn’t helped. But it was really a lifestyle issue of she’s young, she wants to have children, and they’re not really safe to take.
So we talked through several things and decided a great place to start is the 21-Day Purification Program. She started that program. She called me on day five and said, “I woke up this morning with no pain in my hands.”
I don’t always get those kinds of results, but I was just thrilled to hear that and I said, “That’s fabulous. Let’s see how you do.” Day 21, still no pain.
In her case, a lot of it could be toxicity, things we don’t even necessarily know. But when you feed your body the right things for your liver to function better, all of a sudden you take care of a lot of problems.
Patrick: Well, I’ve heard that so much of health can be taken back to things that have to do with clean blood, oxygen-rich system. I’ve heard the statement that sickness thrives in an oxygen-poor environment. So, raise your oxygen and you’ll actually raise a level of your health. Is that fairly accurate?
Elizabeth: It’s certainly accurate that if you’re anemic, you’ll have a very difficult time being healthy – or even borderline anemic. A lot of people do suffer with that.
Patrick: That’s awesome. When you begin the process with people, is there a starting point for people that you would recommend?
Elizabeth: A starting point for most people is just to have a conversation with me. A call of 10-15 minutes conversation about where are you, what are you, what are your issues. And then from that point usually we can determine what program would be the best place for them to start.
For people who want to know more about me, go to my website, www.EbenezerWellness.com and sign up for the newsletter. That’s really the key to getting into understanding more about my practice, understanding more about what we’re doing and how we might be able to support your health goals.
Patrick: You’re a prolific writer. There are a lot of articles already out there on www.EbenezerWellness.com where they can just click on and begin to search for information that might help them in the beginning. Would you agree?
Patrick: I recommend that you guys do that. Get with www.EbenezerWellness.com, check out the newsletter and sign up for it. It’s free, so just do it. The fact is that we’re in a time period where health and nutrition are rare commodities and Elizabeth has some real solutions for you. Go to www.EbenezerWellness.com and sign up.
Stick around because we’ve got more to come with helping you get healthier with Ebenezer Wellness on the Business Spotlight. We’ll be right back.
Welcome back to the Business Spotlight. Patrick Dougher here. My guest today, Elizabeth Naylor of www.EbenezerWellness.com.
Elizabeth, I want to get into who you’re trying to reach. Who are you trying to reach?
Elizabeth: My ideal client is someone who is really interested in thinking about their health differently. They’re very interested in feeling empowered and confident about their health and moving really from a place of fear to a place of empowerment. People who want to live their lives fully, not really looking for the next disease diagnosis, but really looking for health and not even for that to even be an issue in their lives.
The bulk of my clients are between 35 and 55 when they start with me, although I work with people of all ages who are ready to have a change in their life.
Patrick: They’re ready to implement.
Patrick: How much does stress count or affect a person’s health?
Elizabeth: As I mentioned in our last segment, toxicity, malnutrition, and stress really are the drivers for disease. Studies have shown the hereditary functions really account for less than 5% of our disease state, but it’s really more about those environmental factors.
Stress is huge. I have a client who’s been with me really since the beginning and she deals with a significant autoimmune disease and it exasperates the problem for all of us, but particularly autoimmune disease. One of the things that’s a stressor on your body is being malnourished and toxic themselves. I use a tool called the Hair Mineral Analysis. We can see your adrenal strength, we can see your blood sugar balance, and we can see your thyroid function at a really high level – at a level long before they would become a disease state.
As I’ve worked with clients like her, I work with them and we support their adrenals, we support the areas where they’re weak. In her case she was dealing with a tremendous amount of stress. We support that with maybe some herbal supplements or certainly with diet changes. Then that really gives the client the room to then have some emotional space, really is what it is because it just takes the edge off the stress and gives them some emotional space to then focus on themselves a little bit.
That’s what I find with a lot of both men and women in their mid-30s and 40s. We have so many responsibilities that on the list of things that we have to take care of we’re not even on the list. We completely forget that we need to focus on ourselves a little bit and take care of ourselves.
When a person’s ready to do that then they’re really ready to make some changes. That’s really where the assessment tool for the coaching comes in. I help people understand the thinking behind their choices so that they begin to understand. I may reflexively reach for that cookie or that extra glass of wine or that stress response, those negative emotions. I may reflexively do that, but I don’t have to continue to do that the rest of my life.
Patrick: That’s really good. You do a fair amount of keynote speaking and addressing medical practices and things of that nature. You talk a lot about these different things, correct?
Patrick: Also I know you’ve got some different webinars that you do too and some training that you’re doing on an ongoing basis. Do you have any programs that are coming or even out there that you’re doing? I know you’re doing one webinar, but isn’t that to promote something greater than that?
Elizabeth: Yeah. We’re pretty regularly doing complimentary webinars to introduce people to the topic of avoiding the big four – disease prevention, holistic prevention for cancer, diabetes, heart disease and dementia/Alzheimer’s – which all have some underlying nutrition-stress drivers.
The overview is complimentary and it really highlights the fact that that’s an eight-week series that I’ve delivered in a corporate environment to groups, that I’ve delivered on webinars to people who signed up to be a part of those monthly coaching groups.
Patrick: That’s excellent because I know that that’s such a huge value. Eight weeks and they’re learning the real keys to avoid – you said the big four and they are again?
Elizabeth: I call them the big four: cancer, heart disease, diabetes, and dementia/Alzheimer’s.
Patrick: Wow! That kills in America millions. That’s like 90% of the reasons people die.
Elizabeth: Right, exactly. People don’t tend to die from diabetes, but it’s a lifestyle changer. It’s a huge lifestyle changer. Anyone who’s ever lived with a family member who has any of these diseases recognizes that it really diminishes your life.
Patrick: Yeah. I’ve heard that from a number of people that when that happens, when they’re diagnosed, it’s a life-altering experience. I know that some people have found ways that using health and nutrition can actually begin to maybe even curb some of that. Correct? Would you agree?
Elizabeth: Absolutely. You can do a tremendous amount with nutrition to control blood sugar and that is a big key to preventing a many of these diseases.
Patrick: That is awesome. Folks, I encourage you to get Elizabeth’s newsletter at www.EbenezerWellness.com. Sign up for it. It’s free. I’ve read through them and I was blown away at the volume of the information and the quality of the information that she has there. As we go into this next segment you’re going to learn even more about ways to connect with Elizabeth.
This is the Business Spotlight, I’m Pat Dougher. We’ll be right back.
Patrick: Welcome back to the Business Spotlight, I’m your host, Patrick Dougher. My guest today of www.EbenezerWellness.com is Elizabeth Naylor. Elizabeth, thanks so much again for being here.
Elizabeth: Thank you.
Patrick: I want to ask you about how people can connect with you. We talked about the newsletter, send them there. What are some other steps that they can take to connect?
Elizabeth: We have, as I was mentioning, complimentary webinars – hour-long webinars. We are doing in a variety of series and you’d find that on my website or through the newsletter.
Beyond that we’ve began monthly webinar groups that people can subscribe to and go even deeper. They’re going to highlight nutrition education, they’re going to highlight coaching and they’re going to highlight other practitioners who are involved in holistic health who are in an area not what I’m doing particularly with nutrition and coaching, but in other areas that might be supportive. We’re going to begin that soon.
We will also be conducting 90-day intensive webinars. So for people who are really ready to make a change and want to do some of this testing I’ve been talking about, they want to take the coaching assessment or look at their hair analysis or start to understand what their symptoms mean, the 90-day intensive is really the best way to get started.
Patrick: That’s really great. The one thing that I know about you is a lot of the information that you’ve had to spend years assembling they’re able to get it in what I call nine-pound pearls. You’re rolling these things out there as high value, high impact. Would you agree with that?
Elizabeth: Yes. I’ve spent a tremendous amount of time. One of the drivers for me when I first started was I literally spent three years going from quite a variety of doctors and specialists and alternative practitioners, really all over the place trying to find answers. I had this intuitive feeling that what was going on with me was not a pharmaceutical deficiency, that what was going on with me was something that would require me to make some changes in my life that was fixable, that it was something that I could start to manage my own stress. I could start to live my life differently.
One of the things that I’ve been doing from the very beginning is recognizing that people are not parts and they’re not things, and they’re not to be fixed. They really are to be supported. If we give people the right information and support their best thinking, I really believe that they’re capable of finding their own solutions. That’s the partnership that I work in with clients.
I think that that conversion – that attitude – is really what supports people in deciding what they want to do. In a group of 20 people, you may have 20 different solutions, but if it works for that person then that’s great.
Patrick: Once you’ve found somebody that is willing to implement – we’ve talked about that that’s crucial – if you’re not willing to change, in a sense, don’t sign up.
Patrick: Information is great. Information without implementation is useless.
Elizabeth: I think we have an information overload, honestly. I have some clients who come to me and they visited every health website that’s out there. There’s a ton of information. A lot of it is conflicting and it becomes confusing to them.
It took me two or three years to decipher what made sense to me as well and really took me a couple of years to figure out I really believe in holistic nutrition and it’s the foundation that I’m going to build everything on, because if we eat real food, if we eat whole food, then we’re going to be healthier. Not everyone who’s not even a nutritionist starts there.
Patrick: I would imagine. Even the test that you go through when you’re talking about – you said there’s a hair.
Elizabeth: I do quite a few Hair Mineral Analyses which show your mineral content. Before, we were talking about selenium being important for your thyroid. Chromium is important for sugar handling. The calcium and magnesium balance is important for blood sugar handling as well. You’ll find that there’s a value in looking at mineral content.
This is a test that’s been done since the 1950s, so it’s very reliable. It also shows toxicity of metals, which can be very important. It’s not a typical thing that I find that people are highly toxic, but occasionally that is the case. That’s not work I particularly do but I have resources where I get support for them. So yes, I do the hair analysis.
Occasionally we’ll do saliva testing, which gives you your hormone balance – the actual hormone levels – and that can be very valuable depending on what your situation is. I also do the coaching assessment.
Patrick: That is really awesome. I’ve seen the kind of work that you put out there, and the presentations that you’ve been given have really impacted the listener. If they’ll take some action, they’ll change their life. Won’t they?
Elizabeth: Yes. They sure will. My vision for Ebenezer Wellness is to empower vitality in current and future generations. That’s really what we’re all about. We’re not just about selling supplements. We’re not just about diet changes. We’re not about one diet fits everyone, because that’s certainly not true. But what we are about is supporting people in living a life that’s fully alive and vital.
Patrick: Very good. I know that they need to connect with you at your website.
Elizabeth: Connect with my on my website, www.EbenezerWellness.com.
Patrick: Sign for your newsletter, read some of the old copies of newsletters that you’ve got out there, and really engage with you to get the information with implementation change your life.
As we’re wrapping up today, I want to say thank you so very much, Elizabeth.
Elizabeth: Thank you.
Patrick: Folks, I hope you go to her website right away, www.EbenezerWellness.com. I encourage you to learn how to change your life. This is the Business Spotlight. I’m Patrick Dougher. We’ll catch you next time. Thanks.
See the whole video HERE
Patrick: Welcome to the Business Spotlight. I’m your host, Patrick Dougher. We have a fabulous show today. We’re going to be talking about a subject that for business owners, in my opinion, may be one of the best tools that you’ve ever heard on this show, and that is how to attract lucrative clients in a referral based method.
My guest today is an expert at that. She’s been doing it for more than a few years. Over 20 years she has created over $230 million worth of business in her networking groups, the CEO Network Partners in the Dallas and Houston area. I have to tell you, I’ve been so thrilled to have her on the show and for her to be sharing through the show tips, tools, and techniques that you could implement in your business right now to create what looks to me like an endless supply of referrals for your business. Genie, thank you so much for being on the show.
Genie: Well, thank you for inviting me, Pat. I just love being here.
Patrick: Thank you. I want to get into your story. I always like to start with that. Tell us how you got to where you’re at and. Where did this whole networking thing begin?
Genie: I was a certified financial planner here in Dallas and I wanted to generate more business for my financial planning practice. I was not allowed to join a network group so I decided to start my own. Over a ten-year period I actually started six different network groups because I would start one and then build a culture and I’d get an idea to make it more productive. Finally in February of 1988, I did it as a business and it’s called CEO Network Partners.
It has spread nationally in 1992 because a financial advisor with one of the leading national wire houses joined my group and within three years from starting she was where someone should’ve been in five years. So that firm sent a camera crew to Dallas to do a training on how you use a network group for a financial advisor, financial planner. I was launched national. I had a national organization for a while.
Patrick: That is awesome. You have actually developed a system for maximizing the networking experience. In the Dallas, Fort Worth area especially – and I know it’s everywhere else – but here a lot of times the people that join networking groups don’t have enough business to keep themselves busy. But you created networking groups that were high impact, high influence. You were attracting the best people, so to speak. How did you do that? What were the principles that you created this thing with?
Genie: Before I get to the principles, this financial advisor came to me and her clients had to have half a million of investible assets. So we looked at who served that community and we invited those professions to join us. We looked to get the top ones in the city to do that, and that’s what we’re doing in Houston as well.
We have four basic principles and the first three a lot of network groups use, but I think the fourth one is the kicker. I’ll give you the first three first.
The first one is the rule of 250. Everybody has approximately 250 in their sphere of influence.
The second one I call the rule of specific targeting and it’s very counter-intuitive, but the more specific you are, the better it is to get a referral right now.
The third one is what I call the rule of equal exchange. By putting something out, you motivate someone, you inspire someone, to give something back to you. Most network groups – the successful ones – use those. But I think the kicker is the rule of emotional impact. When you can get your message out so they get it emotionally and they’re turned on, they kind of feel vicariously like a client felt. Then they go on automatic for you. It’s dynamite.
Patrick: That is really excellent. So the four principles again. One is?
Genie: The rule of 250. Know that people have a sphere of influence.
Genie: The rule of specific targeting. Be very specific in who you want to meet.
Genie: The rule of equal exchange. Do something for the other person. It could be give a referral. It could be help them in any way so they are motivated to give back to you.
Patrick: And the fourth one is?
Genie: The rule of emotional impact. Tell your story with a lot of emotion so they get it.
Patrick: This is actually something you even train groups on and whole organizations where you’ll go in and work with their leaders, mid-level and up management typically, and train them to teach their frontline guys and gals to really create something that it attracts an endless supply of referrals.
We’ll talk about it as we go into the next segment. We’re going to talk about how valuable the referral is in comparison to the dialing for dollars, cold call, un-funness that most of us have to deal with. As we’re coming to the end of this segment, next time what we will be taking about is what to do what you do to create the success you’re having. We’ll be right back.
Patrick: Welcome back to the Business Spotlight, Patrick Dougher here. We’ve got Genie Fuller in the room today and we are talking about ways to create an endless supply of referrals for you and your business. Genie, thanks again for being here.
Genie: Thank you.
Patrick: I want to get into more about what you’re doing to create the success that you’re having because I know you’re doing a great deal of training, speaking and presenting around the country to organizations that have a sales force – typically a fairly significant sales force –that they need to know how to get out of the old, in a sense, dialing for dollars, “Oh my God, please stop this. This is a rat race that’s just isn’t fun.” You said you had one client that within three years was able to do what most people couldn’t do in five.
Genie: That’s correct.
Genie: I’d like to tell you a story, Pat. I was training in one of the financial investment firms in Rochester, New York. This gentleman who walked in who was very tall, had hair the color of mine. He had been around a while.
Patrick: He must have been around a while.
Genie: Yeah, I know! He said, “I hope this is going to be different.” And I’m going, “Oh my gosh.” So I’m up there putting all the energy – and I like gestures anyway. When I got through I found out from the regional VP that he had been in the firm for 33 years and he ranked number five out of 14,000 people.
Genie: Well, in a couple of weeks he gave me a call and he said, “Genie, this stuff works. It really works!” I’m going, “Good, because I’m staking my life on it.”
His first client that morning had been Steve and he used my principles. The first thing when Steve came in he said, “Steve, before we get into today’s work, I just want to know what’s going on. What’s going on at the plant? What’s happening for you?”
He found a need, a problem that Steve was facing and stop the interview and called the other advisor and got that all set up. Then he highlighted what he had done for Steve over ten years. Then he made a few suggestions. Steve took his suggestions.
As Steve is leaving, he walked him to the door, he turned around and he said, “Well, I really appreciate you taking those few moments when I first came in and calling that other advisor. I’m going to call him when I get back to the plant. Is there anything at all I could do for you?”
Lyle says, “Well, as a matter of fact, there is. Even though I’ve been very successful, I’m still looking for more clients.” He said, “I’m looking for somebody about 52, 53 years old, probably lives on the north side of town, kids are in college, may own a manufacturing plant, and I really like to deal with macho kind of guys. It’s the kind of guy who would drive a Jeep Grand Cherokee, he’s probably a hunter and he’s got a golden retriever in the backseat.”
The guy came up with three referrals right then, and this was a guy using all the training his firm had given him for ten years and never came up with anyone. When Lyle walked him to the elevator and we he got on held out the door and said, “Listen, Lyle, as soon as we get you those three, I’ll take you to my trade association. There are 28 more guys over there. They all have more assets than I do and I’ll help you get those as well.” 31 referrals.
Patrick: Sweet. Very nice.
Genie: There are three elements and that’s what I teach. The first one I say is inspire. He inspired Steve to give him a referral by doing something for him.
The second thing is he taught him how to recognize a prospect with 52 years old, golden retriever, Jeep Grand Cherokee, very specific.
The third one, he really gave him the message. He taught him how to recommend by going over the highlights of what they’ve accomplished in ten years.
It’s inspire, recognize, and recommend. They all pull together to give you control over getting referrals.
Patrick: With that system, they finally got it and they were able to open the doors. It sounds like one of the things that’s really significant is that you’re training people to send referrals the right way with their influence brought to their not just, “Oh, call Bob. He’s a good guy.”
Genie: No. No names and phone numbers. It’s person to person. Some of my people, I take to lunch. Or they might give them a phone call or they’re just talking with them and something comes up and they say, “Have you had Pat Dougher? Let me tell you about Pat.” That’ where that emotional impact thing comes in. It’s really cool.
Patrick: I’ve been really excited. I’m a member of the Dallas CEO Partners group and I’ve loved it. Great people, they really get it, they understand exactly how to give a referral and it’s never just, “Hey, so and so.” It’s, “Oh, just a second. Let me get one on the line. Hey, Bob. This is ____. Okay, you need to meet my friend. Here, let me give you the phone and they’ll make the introduction right then.”
It’s an excellent concept. It’s a great training. When we get into this next segment, we’re going to talk about who the ideal client is for you. I want our audience to know how to find the right people for you to talk to and for you to share this message with.
You want to be back with us, so stay tuned. We’ll be right back. It’s the Business Spotlight.
Patrick: Welcome back to the Business Spotlight. I’m Patrick Dougher. My guest today is Genie Fuller. Genie is a master at helping you, if you’re a business owner, understand how to attract an endless stream of referrals. I don’t know about you, but if you had your friends selling for you to their friends, does anybody go, “Oh my God, that’s the perfect answer to a business solution?” Yeah. Genie, thank you.
Genie: You’re welcome.
Patrick: You speak to a lot of groups and you are trying to get the message out – look, guys, you don’t have to do it the old fashion way. You also need to realize a personal element because technology is fun and there’s a lot of what I call Gen-Xers or Millennials – and if you’re in that group you know your name. Anybody that’s 45 and below is Gen-X to 35, and below 30ish are the Millenials. The thing is everybody needs the personal touch and the personal introduction. Who are you trying to reach and how would we identify that person for you?
Genie: Most people like to say the whole world, but being very specific targeting, I’ve traditionally worked a lot with financial advisors and financial planners. I really enjoy meeting the branch manager or the regional person. I have video training now that they can use in their meetings and then I go periodically to help with the implementation.
I also trained in law firms and accounting firms. They have to do referrals. Our method is very low key schmooze. Sometimes they ask me what I do. I’d say, “I can help you schmooze your way to business.”
That works really well with me and I like to preferably see the managing partner who wants to increase business. Actually, a managing partner after I did an accounting firm said, “After you’ve been here, marketing doesn’t look like marketing anymore. It’s part of the way we do business.”
Patrick: That’s exactly right.
Genie: That’s the key.
Patrick: A good friend of mine always uses the phrase “Everything is marketing and marketing is everything.” If you can get people to raise their hand and say, “Tell me more,” that’s 90% of the battle. What you’re doing is you’re training your people to introduce each other to their best.
Genie: That’s right.
Patrick: You’re giving them the keys to the kingdom. In fact, I’ve described it earlier when we were talking about this. This is kind of a skeleton key – a master key – that unlocks this endless flood of referrals that with the right people. I remember we’re talking about some research you did on valuable a referral is versus a cold call.
Genie: I was talking with one of my clients and he said that he had taken a list of all of his clients and that he put a list over here of the ones he enjoyed working with and here were the ones he didn’t like working with. Everything was just about the same.
Then he realized that all the ones he enjoyed came from a referral, a real live endorsement, recommendation. And the ones over here that he didn’t like all came from cold prospecting. Isn’t that amazing? They come in with a trust level.
Patrick: That’s such a key. You just hit it. You said one came in with the endorsement and the trust factor of “My good friend, Bob, recommended you. If he says you’re one of the good guys, then you must be one of the good guys because he says there’s only a few of them left.”
In your training, you’re actually giving them those keys. Aren’t you?
Genie: I am.
Patrick: When they’re coming in, they’re finding the ways to really attract the right people to them. Do you want to speak at conventions? The size of the corporation that you typically like to work for is how many sales people normally?
Genie: I like to work with big national ones, but where I really shine I believe is in their branch offices with about 50 people.
Patrick: So 50 at a time, but typically a branch office might have 2,000 or 3,000 sales reps around the country. But you would be able to mentor each of the mid-level management.
Genie: I’ve learned over the years that I just don’t go in and do a seminar. I can’t change behavior. We’ll do the workshop, but it’s got to follow up with implementation. I give them some things they can do in-house and then I come back and do another program to keep the implementation going. I like at least a 90-day commitment. Most of them are about six months.
Patrick: I wouldn’t doubt that because I’ve seen that model over and over in the past. Somebody comes in and they say, “Here’s a training,” and they throw it out there to the group. Only about 15% of what they say actually shows up is implemented.
What that means is, by doing the follow up, you’re able to internalize a big portion of what somebody is as hired or essentially purchased in the way of training. They’ve purchased that training from you, now they’re finally getting it in their people.
As we come back from the break, we’re going to talk about how to connect to Genie, how to get her material and really begin the process of internalizing it in your group. This is the Business Spotlight, I’m Pat Dougher. We’ll be right back.
Patrick: Welcome to the Business Spotlight. This is Pat Dougher. Genie Fuller is my guest today. We’re talking about ways to create more referrals. In fact, I’d even say fire hydrant type – well, maybe not quite the fire hydrant. But what if we’re able to do three, four, five extra referrals a month by training you how to train your people?
Genie, thank you so much. I want to get into how people can connect to you. Where do you want them to go?
Genie: I would love for them to come to my new website where I’m giving away a free e-book. The title of the e-book is “How to Sidestep the 7 Costly Networking Mistakes and Attract Lucrative Prospects.” That website is www.7NetworkingMistakes.com.
Patrick: Very good. It’s on the screen, so they can read it there. They’ve got your phone number. Your phone number is the 713 number?
Patrick: They’re going to get the e-book. That will get them started. That will also give you the opportunity to touch base with them afterwards. It’s a great book. When I looked at that I sit there and all I could see was “lucrative.”
Genie: That’s a good word.
Patrick: Lucrative referrals – I’ll connect those two in my mind. It’s just about lucrative referrals. But it is, isn’t it?
Genie: Yes. It’s establishing influence in order to increase affluence.
Patrick: I’ve heard that before. I don’t know where.
Genie: I think we talked about that before.
Patrick: We did talk about that before. But it is. You increase influence. You’ll increase affluence. It’s a byproduct, isn’t it?
Genie: It is.
Patrick: When people begin to get engaged with you, what are the pieces to that puzzle that you want to make sure that they get? They get your training, they get the book. What else do you want to give them?
Genie: I didn’t mention that I wrote a book several years ago and it’s called “Winning the Referral Game.” Recently when I ran out of books, I reread it thinking I would have to rewrite it to have it printed again and I liked it so much.
Patrick: It was still good.
Genie: I think that’s amazing when it’s been a few years. “Winning the Referral Game” I have available. I’m putting little video modules that people can sign up for and have a subscription so they can use maybe one a week – 37 minutes a week – and do a little lesson and go along. If they order the e-book, then we’ll lead them to the video. I am also putting videos for a branch manager in a company to train new people so that they’ve got a short, little video and materials of what to talk about before the video, worksheets and all of that.
Patrick: The one key that you’re doing that is so important, Genie, is that you’re imparting the information. You’re not just dispensing information.
Genie: My distinction over the years has probably been my biggest goal was to help them get it emotionally, because if they’ve got it – and I don’t know how better to say that – then they implement. If they just understand it, it goes right through.
I had one branch manager who want me to do a 20-minute sales meeting and that was it. I said, “If the goal is to change behavior, forget it.” I think I can do a pretty good job but I can’t do that.
Patrick: But isn’t that like somebody given one vitamin. “Here’s one a day, but you’re going to take one. Period.”
Genie: One what for something.
Patrick: Hello. It’s got to be something that is line upon line. You’re instilling this stuff in the people. What’s cool is that you’re doing it to the leaders first.
Genie: Yes. The other thing that I am just rolling out is I want to help all the network groups that are out there and they’re trying so hard. So I’m preparing video lessons for the leaders in how to run the network group and what makes it successful, and then a series teaching six different skill sets to the members. They can buy the package and get their network group off and maybe they can give me a little challenge on this 230 million in sales.
Patrick: I think that would be awesome. I know that when I look at what you’ve created in Dallas and Houston, and then nationwide, is a really a great piece of training. If you’re not strategic, which you started off with, we picked who we wanted to target.
Patrick: Then you tend to troll, is what it’s called. Right?
Patrick: Let me just review. The four principles again?
Genie: Rule of 250, rule of specific targeting, rule of equal exchange, and the rule of emotional impact.
Patrick: And they can get your e-book at?
Genie: www.7NetworkingMistakes.com. We’ll teach them how to sidestep those networking mistakes.
Patrick: And really turn on the faucet.
Genie: One other little thing is for networking is just a sequence. I think they have to establish intrigue rather than explain what they do. Once the person is intrigued and says, “Tell me more,” then they intensify their value. Now they’re getting more into the explanation, hopefully a story, and then finally the person ends up inspired to meet with them.
Patrick: That is awesome. I will tell you, that is a great tool, Genie. I know that anybody watching this is going to gain a great deal of real understanding on how to create an endless supply of referrals. The Business Spotlight is really about giving business owners the opportunity to tell their story, to let their audience – their prospects – see who they are to know what they can do for them.
Genie, thank you again.
Genie: Thank you.
Patrick: Folks, we’ll be back next time with more of the Business Spotlight. I’m Pat Dougher. We’ll talk to you next time.
See the rest of the show HERE.
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In the final segment of the show, Networking Queen Denai Vaughn and host Patrick Dougher discuss the etiquette of networking groups, and how to present your need for a job in a way that will inspire people to help you get hired. For more tips and tools, visit http://www.hirepresence.com
In the final segment of the show, Networking Queen Denai Vaughn and host Patrick Dougher discuss the etiquette of networking groups, and how to present your need for a job in a way that will inspire people to help you get hired. For more tips and tools, visit http://www.hirepresence.com