The Speaking Show with David Newman

Episode 91: Rod Santomassimo

Empire Builder Lessons with Rod Santomassimo

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Best-Selling Author. Consultant. Coach. Speaker. Innovator.
 
By combining his own experience with the development of groundbreaking tools, Rod N. Santomassimo has become the pre-eminent educator in commercial real estate -- his clients’ and readers’ results are a testament to his pioneering and effective coaching system and broad knowledge of how to succeed in an ever-changing industry.

Rod takes us back to how he built the empire he has today through his investments in coaching, including David’s High Fee Mastery classes, membership integrations, and structuring his business to save on taxes!
 

In This Episode, You'll Learn...

  • Becoming the guru of commercial real estate success
  • Customer personas/avatars
  • Why Rod prefers self-paying clients
  • Rod’s coaching programs
  • How David’s High Fee Mastery classes helped Rod in his business
  • Building his website
  • Integrating membership, ALWAYS
  • Live sessions and events for peer and mastermind groups
  • Spending a day with Gary Vaynerchuk
  • Rod’s evolution as a leader
  • Structuring your business to minimize taxes

 

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Links and Resources 

 

 

Episode 90: Kayvon Kay

High Ticket Selling with Kayvon Kay

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A master of Sales and Closing, Expert Keynote Speaker, and creator of the One-Call Closer™ Methodology, Kayvon is a titan of the industry. From being Canada’s #1 pharmaceutical sales representative to creating a multimillion-dollar coaching program, Kayvon has a vast range of skills centered within the art of sales. His ambition, drive, and confidence has led to his domination in the industry and his world-renowned abilities.

This episode moves fast so get your notes ready! Kayvon Kay and David jump right into effective selling techniques, the strategy calls, and breaks down his ‘One-Call Closer’ methodology!
 

In This Episode, You'll Learn...

  • The importance of integrity in your business
  • Kayvon’s professional journey
  • Finding your genius
  • You are going to struggle no matter what path you take
  • Laying out strategy calls
  • What a ‘pattern interrupt’ is
  • You are not your own prospect
  • Conviction over confidence
  • How do you define value?
  • Asking ‘re-direct questions’
  • Different levels of customer pain

 

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Episode 89: Laura Posey

Simple Success Plans with Laura Posey

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Laura Posey is an internationally recognized speaker, author and consultant. She is known as The One-Page, One-Hour Breakthrough Specialist for her unique ability to simply and easily laser focus her clients to get dramatic results.

Her Simple Strategic Plan is used by over 2500 companies from startups to Fortune 100. She is the author of "How to Plan Your Entire Year On One Sheet Of Paper", and co-author with Jack Canfield of "Mastering The Art Of Success". Laura is a graduate of SUNY at Buffalo and holds an MBA from Virginia Commonwealth University. When not on stage or with a client, you can find her traveling the world, playing golf, practicing the fiddle or snuggling with her rescue mutt, George, at home in Richmond, VA.

Laura Posey, Chief Instigator of Simple Success Plans, does a breakdown of the simplicity and versatility of the planning process with David and where many have it all wrong!
 

In This Episode, You'll Learn...

  • Where speakers, consultants, and entrepreneurs screw up with planning
  • About Laura’s professional journey
  • How to transition from a one-on-one to a scalable business model
  • How to know when you have a planning problem
  • Applying outsourcing in your planning
  • Find your bullseye market
  • Never plan to go into debt
  • Avoiding blind investments
  • Viable recurring revenue models
  • Mimicking strategies
  • What’s next for Laura

 

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Episode 88: Michael Zipursky

Consulting Success with Michael Zipursky

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Michael Zipursky is the CEO of Consulting Success® and Coach to Consultants. He has advised organizations like Financial Times, Dow Jones, RBC, Omron, Sumitomo and helped Panasonic launch new products into global markets, but more importantly, he’s helped over 300 consultants from around the world in over 50 industries add six and seven figures to their annual revenues. Over 34,000 consultants read his weekly consulting newsletter. Michael is also the author of the Amazon Best Sellers "The Elite Consulting Mind" and Consulting Success®, the book.

Michael and David talk about what it takes to run a successful consulting business and go into detail on how he handles some of the aspects involving that. From seeking clients to delegating and scaling, avoiding perfectionism and more!
 

In This Episode, You'll Learn...

  • How Michael got the consultingsuccess.com domain
  • Getting into consulting
  • Mistakes up and coming consultants make
  • Be clear on who you can serve best
  • Getting consultants to initiate targeted outreach
  • Offering or searching for career changing advice
  • Go before you are ready
  • Learning experiences over failures
  • The downfalls of perfectionism
  • Inside Michael’s business

 

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Episode 87: Stephan Spencer

The Art of SEO with Stephan Spencer

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SEO guru, Stephan Spencer gives a crash course on better SEO practices and where it should be applied! Stephan also shares with us how he structured his business and service offerings to tailor towards clients of different sizes, budgets, and needs!
 

In This Episode, You'll Learn...

  • Stephan’s professional background
  • Common mistakes people make when trying to optimize their SEO
  • Why you’d be better off posting to your own site rather than an established site
  • Avoid creating unnatural links
  • Other places, aside from websites, that would be good to optimize
  • Stephan’s target market
  • It’s not about the industry, it’s about the depth of experience with SEO
  • Creating online courses
  • Value propositions of the membership and mastermind programs

 

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Episode 86: Wes Schaeffer

The Sale Whisperer with Wes Schaeffer

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Wes Schaeffer, US Air Force veteran turned sales consultant and leader, discusses his transition into corporate sales and becoming The Sales Whisperer. Wes and David debunk the idea of feeling shame when returning to corporate work and go into detail on how Wes developed his scalable offerings and maintaining relevance with clients!
 

In This Episode, You'll Learn...

  • Becoming The Sales Whisperer
  • Going back to corporate
  • Sales training and sales automation
  • Developing his product suite
  • Why longer term training produces better results
  • Getting into more scalable offerings
  • Maintaining client relevance
  • The process of writing ‘The Sales Whisperer Way’
  • Choose who to lose
  • Be observant and adjust your sales accordingly
  • What’s next?

 

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Episode 85: Steve Foran

Gratitude at Work with Steve Foran

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Steve Foran talks about the power of gratitude and how it can greatly affect your business, workplace culture, client relations, and personal life in a positive way! Steve tells us how he applies genuine gratitude towards his referral and follow up strategies as well as prospecting and through the courses and workshops he provides!
 

In This Episode, You'll Learn...

  • What he did when struggling in the early part of his business
  • The Verbal Business Card
  • Ongoing relationship building
  • Identifying prospects
  • Referral and follow up strategies
  • Breaking through the ‘cynical shell’ towards gratitude
  • Working with Steve as a business owner
  • Difference between a gift and a transaction
  • Don’t expect anything in return when offering gratitude
  • The power of gratitude in the workplace
  • Overview of Steve’s courses

 

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Episode 84: Mark Stiving

Pricing Secrets with Mark Stiving

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Mark is a pricing expert. Here's some proof:
Ph.D. in pricing from UC Berkeley
Wrote a book on pricing in 2011
Blogs on pricing ongoing since 2008
Taught pricing since 1997 for Universities and companies
Worked as a pricing executive
Coached hundreds of companies on pricing

Mark sits with David to discuss the topic of pricing yourself out as a speaker! They cover many different practices and situations involved in pricing, including profit vs non-profit clients, the state of the economy, considering logistics, and much more!
 

In This Episode, You'll Learn...

  • What many need to know when pricing
  • Value based pricing
  • How pricing impacts the perception of what is being bought
  • How people easily mess up well proven practices with pricing
  • Your fee is a filter for desired clients
  • Having a value conversation
  • No one argues with their own data
  • Price segmentation
  • When someone says yes, stop negotiating
  • Why you should offer a ‘good’, ‘better’, or ‘best’ offer
  • A ‘Will I’ decision
  • Offering complimentary services
  • Why Mark aims for a premium market
  • Getting paid for ‘free’
  • Price changes based on economic status
  • Using LinkedIn for prospecting
  • Working with Pragamtic Marketing

 

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Episode 83: Theresa Hummel-Krallinger

The Stand Up Trainer with Theresa Hummel-Krallinger

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Theresa Hummel-Krallinger, known for her humorous and interactive presentations, is a seasoned trainer, speaker, coach, culture maven, and professional stand-up comedian. Past-President of Greater Philadelphia ATD and Blue Bell Toastmasters, she currently serves on the non-credit faculty at Temple University, teaching courses in business communications and leadership. She also moderates “Meet the Author” at the Pyramid Club, a monthly program for business book discussions.

Theresa shares with us her experience in building her business, becoming a stand-up comedian, working on a TV show, and coming back into the corporate world after spending some time as an entrepreneur!
 

In This Episode, You'll Learn...

  • Joining ASTD
  • Starting her business
  • Some advice to speakers who want to do more training/trainers who want to do more speaking
  • Know yourself and your expertise
  • Going back to corporate
  • Applying and separating her comedy and business
  • Some traits of a great comedian
  • The Toastmasters training for speakers
  • Future plans
  • Counter Culture TV Show

 

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Episode 82: Andrew Tarvin

Humor That Works with Andrew Tarvin

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Andrew Tarvin is the world’s first Humor Engineer teaching people how to get better results while having more fun. He has worked with 35,000+ people at 250+ organizations, including Microsoft, the FBI, and the International Association of Canine Professionals.

He is a best-selling author, has been featured in The Wall Street Journal, Forbes, and FastCompany, and his TEDx talk has been viewed over 4 million times. He has delivered programs in 50 states, 20 countries, and 1 Planet (Earth). He loves the color orange and is obsessed with chocolate.

Drew talks to David about how he utilizes humor towards his business, what roadblocks he came across, and how it has expanded his clientele as opposed to restricting him in one box!
 

In This Episode, You'll Learn...

  • Initial activities when making the jump to starting his own business
  • Hard skills vs. Soft skills
  • His latest book and how he hopes it will affect his business
  • How blogging and writing articles can clarify thoughts
  • Why people are afraid to use humor in the workplace
  • The five skills you should have as a business
  • The importance of simplicity
  • How Drew finds new prospects
  • How specializing in humor expanded his niche
  • What his TEDx appearance has done for his business
  • Why you should build a sustainable business for your message

 

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