We all know that trust is a critical element in turning prospects into customers and customers into advocates. Establishing trust, however, has many building blocks including empathy, consistency, credibility to name but a few. To help you on your trust-building journey, we have assembled a panel of trust experts who will offer practical advice on how to build a robust trust-based approach to selling that will provide you with a competitive edge and raving fans as customers!

This live YouTube event features trust experts:

Paul Smith (3 Time Amazon Best Selling Author on Story Telling in Business)

Robin Dreeke (Creator of the “Code of Trust”)

Gregg Ward (2 time Author on Building Trust in Organizations)

Randy Conley (Vice President of Client Services & Trust Practice Leader for The Ken Blanchard Companies)

Moderated by Nikolaus Kimla & John Golden

The discussion includes:

• How do Salespeople build trust?
• How do you build trust in your brand?
• What does trust mean to a customer?
• The psychology of trust

How to drive up your business profits ten times quicker? In this Expert Insight Interview, Aimee Laliberte discusses why entrepreneurs need to understand their personal money story before setting any business revenue goals. Aimee Laliberte is an Owner at My Virtual CFO, providing bookkeeping, CFO, and profit-first services to business owners.

The interview discusses:

• Personal money story
• Cost management
• Slowing down to move faster
• Getting professional help

Personal Money Story

It is crucial to be aware that how you handle money in your personal life directly affects your business life. There are a lot of different ways to manage money. For instance, people often think of debt as bad, but it depends on whether you let it be your liability or leverage. Also, around 82 percent of businesses operate from invoice to invoice. For a company like that, only one lack of payment could be damaging. By intentionally understanding the management of the money, we better understand how money goes in and out and can make better decisions to scale our business.

Cost Management

Ignoring or not paying attention to a cash position can end up in not being able to make a payroll. Also, people often want to make a lot of money by doing more than they should. Managing costs is crucial for building an enduring business. Moreover, many people have a mentality of a cash flow when it comes to paying taxes. They think that if they drive up their expenses, they can lower their net profit, which means lower taxes. But taxes are not an indicator of profitability.

Slow Down to Move Faster

Contrary to today’s believes, if we slow down, we can scale so much faster. The majority of people do not want to do their bookkeeping because it is something that has passed. But what they do not realize is that they can use it as a lesson for the future. A cash flow summary is fundamental too because it connects the income statement and balance sheet. Money matters in the world that we live in, and it is necessary to know at least basic financial principles.

Professional Help

It is up to you, to be honest with yourself on whether you need professional help or not. Reaching out to a professional is mature, and it builds up business confidence. You will understand what is happening with your money and get clarity on how to grow your business. Plus, these days, it is easy to get fractional support from all over the world due to online work. That means that you can get the exact result you want from an expert you need.

Our Host

John is the Amazon bestselling author of Winning the Battle for Sales: Lessons on Closing Every Deal from the World’s Greatest Military Victories and Social Upheaval: How to Win at Social Selling. A globally acknowledged Sales & Marketing thought leader, speaker, and strategist, he has conducted over 1500 video interviews of thought leaders for Sales POP! online sales magazine & YouTube Channel and for audio podcast channels where Sales POP! is rated in the top 2% of most popular shows out of 3,320,580 podcasts globally, ranked by Listen Score. He is CSMO at Pipeliner CRM. In his spare time, John is an avid Martial Artist.

Have you ever felt like you want to be an entrepreneur but not know what you should do to serve and help people the best? In this Expert Insight Interview, Gain Carlo discusses how to become a successful entrepreneur. Gian Carlo is an entrepreneur at Immunotec and an advocate for Imunnocal complementary medicine.

The interview discusses:

• Having the right mindset
• Promoting your product
• Knowing your purpose

The Mindset

Many people are very eager to become entrepreneurs, but they lack coachability. Wanting to become an entrepreneur is great, but you have to be open to learning and coaching. Entrepreneurs who have already been in your situation have knowledge, experience, and ideas to share with you regarding communication with clients and other things essential for success. Accept mentorship on how to speak, think, and act as an entrepreneur.

Another crucial thing is to set the right mindset. By having the scarcity mindset and thinking how there is not enough money, people to buy your products, or how everyone can do things right except you – you are doing a disadvantage to yourself. Instead, embrace the abundant mindset and attract new opportunities. That way, you will stop chasing clients and start building relationships with them for mutual growth.

The Promotion

Mind and body healthcare is a booming industry, which means there is a lot of competition. Thus, you have to find a way to differentiate your product. As human beings, we are emotional, and we need success stories to prove it. However, educating customers with a lot of medical and scientific information is the key to build trust. Furthermore, in selling complementary medicine, it is beneficial to emphasize that complementary medicine does not replace conventional medicine. Instead, complementary medicine supports medical treatments to work better.

Of course, nowadays, it is easy to find so much information about anything on the Internet, including negative reviews. Thus, educating your prospects well is critical. The more information they have about the product to form their own opinion about it, the less impact will the negative review have on their purchasing decision. Also, word of mouth is still a powerful marketing tool because people will always believe their friend’s recommendation more than some stranger’s negative review.

The Purpose

And lastly, being an entrepreneur is a real emotional ride sometimes. There will be rejections, things that go differently than how you have anticipated, unachieved goals, etc. Thus, working on managing your emotions, staying consistent, and getting to know yourself and the purpose of why you are doing what you do is beneficial to help you go through the days when entrepreneurship becomes challenging.

Our Host

John is the Amazon bestselling author of Winning the Battle for Sales: Lessons on Closing Every Deal from the World’s Greatest Military Victories and Social Upheaval: How to Win at Social Selling. A globally acknowledged Sales & Marketing thought leader, speaker, and strategist, he has conducted over 1500 video interviews of thought leaders for Sales POP! online sales magazine & YouTube Channel and for audio podcast channels where Sales POP! is rated in the top 2% of most popular shows out of 3,320,580 podcasts globally, ranked by Listen Score. He is CSMO at Pipeliner CRM. In his spare time, John is an avid Martial Artist.

How to become a leader in the world of followers? In this Expert Insight Interview, Andrew Ryder discusses how we can embrace the leader in ourselves. Andrew Ryder trains entrepreneurs to lead and guides them on a captivating journey to find fulfillment in the art of serving clients.

The interview discusses:

• Being courageous to be authentic
• Good communication
• Finding success through failure
• Separating time to think

Authenticity

Many people run their businesses nowadays by trying to get as many people on the board. We are obsessed with numbers, and we want to get the highest number of people to our new launch, funnel, etc. But in that race with numbers, we miss on the most significant aspect of leadership – leading people to that place that we envisioned.

Taking a different approach and making a commitment to be yourself takes courage. However, once you find your core values and purpose, you have to be courageous to be authentic and stand up for yourself. Before you can lead others, you have to learn how to be accountable for yourself. Thus, being self-aware and self-accountable is a necessity for every leader.

Thinking that as a leader, you have to impress everyone is a wrong perspective on leadership. Instead, being who you are will enable you to do the right things for your people consistently. And that is an example that they will want to follow as well.

Communication

Being able to communicate differently and tailor the communication to other peoples’ needs is a big part of leadership. The key is to adjust the message so that your audience can receive and understand it the best. People understand the same message differently because they interpret it based on their past experiences.

Success through Failure

People tend to look at failures the wrong way. Some of our values are direct consequences of bad experiences that we had in life. But by reflecting and working on those failures instead of trying to forget them, we can make improvements and achieve success through failures. Some of the worst things that happened to us might be our best teachers for the future because we learn through our mistakes.

Time to Reflect

Moreover, when you start reflecting on your mistakes, you notice that they usually have the same pattern. We are programmed to follow instructions our whole life like having good grades in school or hustling to earn more money, and if not, we think we failed. Thus, changing the mindset helps you find success. You can reorient your life towards things that make you happy. Having some time alone without any distractions, provocation, and negativity from the world helps to get back in touch with your mind and ideas.

Our Host

John is the Amazon bestselling author of Winning the Battle for Sales: Lessons on Closing Every Deal from the World’s Greatest Military Victories and Social Upheaval: How to Win at Social Selling. A globally acknowledged Sales & Marketing thought leader, speaker, and strategist, he has conducted over 1500 video interviews of thought leaders for Sales POP! online sales magazine & YouTube Channel and for audio podcast channels where Sales POP! is rated in the top 2% of most popular shows out of 3,320,580 podcasts globally, ranked by Listen Score. He is CSMO at Pipeliner CRM. In his spare time, John is an avid Martial Artist.

Have you ever thought about running more than one business? In this Expert Insight Interview, Ryan Kugler discusses the concept of a layered company. Ryan Kugler is the President of three companies – A5 Events, Ideal Content marketing company, and The Plan B wholesale business.

The interview discusses:

• Having three companies
• Managing three companies
• Employees
• The Trifecta effect

Three Companies

Having three businesses might be time-consuming and challenging at times, but it also means that you have three sources of revenue. If one company is down with sales at the moment, there are other two that work well. Companies can be in different industries and have different names. For instance, an event company that organizes non-profit races, a marketing company that makes high-end marketing material, and a wholesale company that buys old inventory.

How to Manage Three Companies?

Even though you are managing three different companies, the process is the same for all. You invest in them and make sure that they do well. In the morning, you read emails for all three companies. When it comes to meetings and business calls, you learn to shift your mind to the specific one. A lot has to do with prioritizing things. For example, if the event company has some big event on Saturday night, the focus on Friday will be on getting everything done for the event. What brings the most revenue is the primary concern at that moment.

Employees

In a layered business structure, the same employees work for all companies. For instance, a person who deals with logistics will do the same job no matter whether he or she ships water bottles, luggage, or brochures. But still, working for three different companies allows for a change in what would usually be routine work.

When looking for a job in a layered company, people usually make the mistake of saying that they like to focus on only one thing. People who are good with numbers will be good at calculating any cost. What is needed instead are organizational skills and the ability to handle the high traffic volume.

The Trifecta Effect

Scoring the trifecta, in this case, refers to when all three companies work with the same client. Thus, doing an event, selling marketing material, and buying old inventory from the same client is an excellent way to maximize the reach and the revenues.

However, sometimes all companies require work to be done at the same time. The key, in that case, is making quick decisions and delegating. Making any decision, even one that later shows up as a bad one is still better than making no decision. And lastly, having a support team that you can trust to get things done is extremely valuable as well.

Our Host

John is the Amazon bestselling author of Winning the Battle for Sales: Lessons on Closing Every Deal from the World’s Greatest Military Victories and Social Upheaval: How to Win at Social Selling. A globally acknowledged Sales & Marketing thought leader, speaker, and strategist, he has conducted over 1500 video interviews of thought leaders for Sales POP! online sales magazine & YouTube Channel and for audio podcast channels where Sales POP! is rated in the top 2% of most popular shows out of 3,320,580 podcasts globally, ranked by Listen Score. He is CSMO at Pipeliner CRM. In his spare time, John is an avid Martial Artist.

Many people had to make a quick transition from doing business in-person to virtual. Thus, in this Expert Insight Interview, Allison Shapira discusses adjusting public speaking, presenting, and selling skills to a virtual environment. Allison Shapira is a Founder and CEO of Global Public Speaking, leadership communication speaker, coach, and author.

The interview discusses:

• Making a shift
• Common challenges
• The fundamentals of speaking

The Shift

Many people found themselves in a situation of not knowing where their confidence from years of experience disappeared once they found themselves in front of the camera. Communication and relationship building with clients requires one set of skills in person and a different set of skills in a virtual environment. Trying to learn and implement a new set of skills quickly is exhausting. But once it gets done, the impact becomes noticeable immediately.

Common Challenges

Many people are not used to constant and ongoing self-awareness because now they can see and hear themselves. Another challenge is to figure out where to look because it feels so unnatural to look into the camera lenses instead of peoples’ eyes. But surprisingly, the more you look into the camera, the more authentic and trustworthy you show up. Also, the ability to read the room and feel the energy during the meetings is lower online. When meeting virtually, people get distracted so easily. Thus, you have to be confident in taking control of the environment and engaging others. Encourage intentional moments of interaction during your speech by asking someone an open-ended question. That way, you serve as a facilitator by inviting that person to answer and preventing an awkward situation where no one or everyone speaks at once. Ultimately, record, listen, and practice your speaking or selling virtually to improve your performance.

Back to Basics

The better we become in our work, the more we forget about the fundamentals that brought us there. The foremost fundamental thing to do is to remember your purpose of why you do what you do. When we become too automatic in our work, we tend to lose authenticity, sound overly confident, too prepared and have trouble connecting with others. Even when you do your 100th sales pitch, it still has to be as persuasive and conversational as the first one. Thus, by remembering your purpose, you allow yourself to get back to enjoying what you do. And when enjoying it, you sound more authentic, your eyes and body fill with energy, and you look more confident. Your audience will notice it and will be more willing to listen and receive your message. And lastly, before any interaction, always take a moment for yourself and breathe. That way, you bring your best self into interaction.

Our Host

John is the Amazon bestselling author of Winning the Battle for Sales: Lessons on Closing Every Deal from the World’s Greatest Military Victories and Social Upheaval: How to Win at Social Selling. A globally acknowledged Sales & Marketing thought leader, speaker, and strategist, he has conducted over 1500 video interviews of thought leaders for Sales POP! online sales magazine & YouTube Channel and for audio podcast channels where Sales POP! is rated in the top 2% of most popular shows out of 3,320,580 podcasts globally, ranked by Listen Score. He is CSMO at Pipeliner CRM. In his spare time, John is an avid Martial Artist.

How do you cyber secure your small business? In this Expert Insight Interview, Scott Schober discusses how to keep a small business safe from cyber-crime. Scott Schober is a CEO of a wireless threat detection company, cybersecurity and wireless technology expert, speaker, and the author.

The interview discusses:

Multi-factor authentication
Basic prevention measures
Social engineering
The newest threats

Multi-factor Authentication

When the pandemic started, people rushed to adapt their businesses for remote work. However, when many people work remotely, they sometimes use personal devices to access the company’s computer network. Thus, the security game has to level up, and the best solution is multi-factor authentication. People usually avoid multi-factor authentication because it takes one extra step to do it, but it offers an extra layer of security. Many cyber breaches happened in recent years because people accessed a company’s computer network from an unsecured third party.

Basic Prevention Measures

A small business can do some basic things to protect its sensitive data. For example, shredding documents with a micro cross-cut shredder guarantees the total destruction of that document. Another thing is protecting your passwords by using a hybrid model. Write down in a notebook the most significant passwords and store that notebook in a safe. For other passwords, you can use an open source password manager like Psono. You can store your passwords and credentials with an open-source password manager without having to worry about hacker access. And lastly, think about the free email accounts that you are using. Since there is no such thing as free lunch, you should be aware of a trade.

Social Engineering

Social engineering is when people get tricked into giving confidential information in a spare of the moment. Hackers usually call a business office and ask for a wifi password in order to send an email to someone from the office. They are convincing, quick-talking, and professionals in their manipulation. Once they get a wifi password, they can access and collect information from the whole computer network. Thus, it is essential for all employees, from a janitor to the CEO, to be educated, trained, and aware of protecting confidential information.

Newer Threats

During the pandemic, healthcare institutions became targets for a lot of cybercriminals. They attack hospitals or municipalities and ask for high ransom – up to the millions of dollars in bitcoin equivalency. However, the public does not hear a lot about this because insurance companies step in right away. In case a cyber attack happens, professionals will take a look to see if they already have a description key from a previous hack to unlock the system. If they do not have it, they will negotiate a smaller amount to give to hackers since they have bitcoins already stored for these purposes.

Our Host

John is the Amazon bestselling author of Winning the Battle for Sales: Lessons on Closing Every Deal from the World’s Greatest Military Victories and Social Upheaval: How to Win at Social Selling. A globally acknowledged Sales & Marketing thought leader, speaker, and strategist, he has conducted over 1500 video interviews of thought leaders for Sales POP! online sales magazine & YouTube Channel and for audio podcast channels where Sales POP! is rated in the top 2% of most popular shows out of 3,320,580 podcasts globally, ranked by Listen Score. He is CSMO at Pipeliner CRM. In his spare time, John is an avid Martial Artist.

We all heard stories of bullying at the workplace. Thus, in this Expert Insight Interview, Dr. Phyllis Quinlan discusses her new book Bringing Shadow Behavior Into the Light of Day: Understanding and Effectively Managing Bullying and Incivility in Healthcare. Dr. Phyllis Quinlan is a Founder and President of an MFW Consulting firm, RN executive coach, and personal development coach.

The interview discusses:

• Narcissism with a license
• Inclusive Leadership
• Emotional Intelligence
• Removing bullying from the organization

A Narcissist with a License

There is always some senior leader described as “not the easiest person to deal with, but you can learn a lot from him/her.” We usually have such a high level of respect for senior health professionals that we tend to excuse their disruptive behavior. Thus, we mentally prepare to be abused, and we justify it with learning. But in reality, they are just narcissists with a license. Around 10 to 15 percent of the staff members in healthcare indulge in chronic uncivil behavior, and about three to five percent engage in narcissistic bullying.

Inclusive Leadership

The staff today is, if not experimentally than at least academically, equally prepared as leadership. Thus, leaders should be more inclusive, engaged, and focused on creating new leaders and not followers. The perception that leaders know it all is not sustainable anymore. The job market is becoming so specialized that every occupation requires a team of people with different skills and expertise. We need to build relationships and appreciate everyone’s impact on the team, regardless of their license or job title. In order to achieve this level of teamwork, the workplace has to have a healthy work environment.

Emotional Intelligence

The secret to creating a safe and engaging system for patients and caregivers is in developing emotional intelligence. Firstly, caregivers will be able to connect more authentically with their patients. And secondly, emotional intelligence represents the foundation for building resilience and lowering the risk of caregiver burnouts.

Regarding patient care, there are patent satisfaction scores in which patients comment on whether they are satisfied with the service. These patient scores reflect not only one particular caregiver but the whole team. People nowadays have a lot of choices. Thus, both patients and employees have the opportunity to go somewhere else if they feel disrespected.

Find out more about the pros and cons of Medicare Advantage plans vs Original Medicare.

Bullying Gotta Go

People who engage in bullying at the workplace are usually highly skilled, and the organization relies on their expertise. Thus, they feel free to push the limits with their disruptive behavior, but no one has the right to undermine other team members and contribute to an unhealthy work atmosphere. However, a leader should always collaborate with HR and administrative teams and never confront a bully alone. The organization should take the necessary actions to make a bully exit the organization.

Our Host

John is the Amazon bestselling author of Winning the Battle for Sales: Lessons on Closing Every Deal from the World’s Greatest Military Victories and Social Upheaval: How to Win at Social Selling. A globally acknowledged Sales & Marketing thought leader, speaker, and strategist, he has conducted over 1500 video interviews of thought leaders for Sales POP! online sales magazine & YouTube Channel and for audio podcast channels where Sales POP! is rated in the top 2% of most popular shows out of 3,320,580 podcasts globally, ranked by Listen Score. He is CSMO at Pipeliner CRM. In his spare time, John is an avid Martial Artist.