Connect & Convert: The Sales Accelerator Podcast (Sales RX and Wizard of Ads Employee Optimization)

Three experts discuss the critical role leadership plays in accelerating small business growth, including the blindspots most leaders face, the benefits of good leadership, and practical solutions using psychometric assessments.

Dennis discusses research by Dr. Adam Grant showing that focusing salespeople on their purpose and how they help others significantly increased performance. Dennis proposes starting each day by reflecting on why you and your company exist, who you've helped recently, and the impact made to get salespeople focused on purpose and boost results.

Introduction:

In this enlightening episode of Connect and Convert, hosts Dennis Collins and Leah Bumphrey dive deep into the crucial differences between leaders, managers, and coaches. Discover how understanding these distinct roles can revolutionize your hiring process and propel your small business to new heights.

Key Takeaways:

• Learn to identify whether your business needs a visionary leader, an efficient manager, or an empowering coach
• Understand the importance of self-assessment in leadership and how to recognize your own strengths
• Discover strategies for uncovering a candidate's true potential during the hiring process
• Explore the value of versatility in leadership roles and how to adapt as your business grows

Relevant Resources:

• "The One Minute Manager" by Ken Blanchard
• Brené Brown's TED Talks on leadership and vulnerability
• Social Style Assessment tools for leadership potential

Timestamps:

00:45 - Dennis's personal hiring mistake and lessons learned

03:20 - Defining leadership qualities and examples (e.g., Jeff Bezos)

05:15 - Characteristics of effective managers (e.g., Tim Cook)

07:30 - The coaching approach to leadership

10:00 - Finding the right balance for your business

Connect with the Hosts:

Dennis Collins: https://wizardofads.org/partner/dennis-collins/

Leah Bumphrey: https://wizardofads.org/partner/leah-bumphrey/

Guest Information:

This episode features insights from hosts Dennis Collins and Leah Bumphrey, drawing on their extensive experience in business leadership and sales acceleration.

Related Episodes:

• "Building a High-Performance Sales Team"
• "The Art of Effective Communication in Leadership"
• "Navigating Growth: When to Hire and How to Scale"

Dennis and Leah explore the power of priming in sales communications. They discuss how exposing people to specific words, images, or psychological states can unconsciously influence their receptivity and decision-making. Through examples like sales call agendas, discovery questions, price positioning, and social proof, they illustrate how strategically priming prospects can enhance their openness to your message and product without manipulation. Priming lays the foundation for authentic, persuasive sales interactions.

Every salesperson knows that connecting with customers is essential. But taking rapport too far by forcing unwanted bonding can hurt your credibility and cost you sales. Host Dennis Collins and co-host Leah Bumphrey offer insider tips for small business owners, helping them walk the delicate line between developing authentic connections and coming across as fake or overly aggressive, resulting in awkward interactions that undermine trust and turn off customers. Learn how active listening and strategy-based rapport can accelerate sales success.

In this episode of Connect and Convert, Dave Salter and Dennis Collins tackle the common issue of sales training going in one ear and out the other. They share that most training material is forgotten within a week, wasting time and money. To help explain why this happens, they reference the Ebbinghaus Forgetting Curve. But don't worry - they have a solution! Invest in sales training that is customized and relevant to your business and focused on spaced repetition. Dennis Collins emphasizes the importance of installation or follow-up to ensure the training sticks. He suggests setting up a team with a dedicated manager who can provide sales personnel with consistent feedback, practice, and correction. After all, owners can't always be sales managers too.

In this episode, we explore the power of focusing on process over goals when training high achievers. Through the story of Jay, a highly motivated individual with no prior sales experience, we learn how a well-designed deliberate practice regimen can transform a "blank slate" into a top performer. By prioritizing the mastery of skills and processes, rather than just setting lofty targets, we can unlock the potential of driven individuals and cultivate long-term success in any industry.

Introduction:

Unlock the secrets of peak creativity in this fascinating episode of Connect and Convert. Hosts Dennis Collins and Leah Bumphrey explore the science behind creative thinking, revealing how understanding the hypnagogic state can revolutionize your business strategies and boost innovation.

Key Takeaways:

• The "bookend" times (early morning and late night) are often most conducive to creativity
• The hypnagogic state, occurring between wakefulness and sleep, can unlock powerful creative ideas
• Role-playing is crucial for effective sales training, despite initial resistance from team members
• Continuous practice and improvement are essential, even for experts in their field

Timestamps:

00:00:00 - Introduction and special offer

00:01:15 - Best times for creativity

00:03:30 - The hypnagogic state explained

00:05:45 - Thomas Edison's creative process

00:07:20 - Salvador Dali's technique

00:09:00 - Role-playing in sales training

Connect with the Hosts:

• Dennis Collins: https://wizardofads.org/partner/dennis-collins/
• Leah Bumphrey: https://wizardofads.org/partner/leah-bumphrey/
• Email: Dennis Collins at WizardOfAds.com
• Email: Leah Bumphrey at WizardOfAds.com

About the Hosts:

Dennis Collins and Leah Bumphrey are experienced sales and marketing strategists. Dennis brings a wealth of knowledge from his background in managing radio stations, while Leah is known for her creative writing and marketing expertise. Together, they offer unique insights into business growth and sales acceleration.

WILL AI TAKE YOUR SALES JOB? THE TRUTH ABOUT AI IN SALES

Introduction:

Is artificial intelligence coming for your sales job? In this eye-opening episode of Connect and Convert, hosts Dennis Collins and Leah Bumphrey, joined by AI implementation specialist Paul Boomer, explore the transformative impact of AI on sales. From Walmart's groundbreaking AI negotiation system to the future of human-AI collaboration, discover what every business owner needs to know about this revolutionary technology.

Key Takeaways:

• AI negotiators are already outperforming humans in B2B sales, with Walmart Canada's AI system achieving 3% better deals and preferred by 75% of vendors
• The "90-10 split" theory suggests AI will handle 90% of routine sales tasks while humans retain control of the crucial 10% involving relationship building
• Small businesses should view AI as an enhancement tool rather than a replacement, particularly for data processing, follow-ups, and administrative tasks
• Maintaining investment in human sales training remains crucial even as AI technology advances

Resources Mentioned:

• AI Sales Assistant "Cleo" - Real-time coaching and client analysis system
• Book: "The AI Edge in Sales" by Jeff Blount
• Free 60-minute discovery call with our sales experts

Timestamps:

00:00:00 - Introduction and snow talk

00:03:15 - Walmart's AI Negotiation Experiment

00:07:45 - B2B vs B2C AI Implementation Discussion

00:12:30 - The Future of AI Sales Assistants

00:18:20 - Training Budgets and Resources

00:22:45 - Closing Thoughts

Connect with Our Hosts:

• Dennis Collins: https://wizardofads.org/partner/dennis-collins/
• Leah Bumphrey: https://wizardofads.org/partner/leah-bumphrey

Introduction:

Are you struggling to balance profit goals with making a meaningful impact? In this eye-opening episode, Dennis Collins and Leah Bumphrey, joined by producer Paul Boomer, explore why businesses that prioritize purpose over profit often achieve greater success in both areas. Drawing insights from Lisa Earl McLeod's "Selling with Noble Purpose," they reveal how this approach transforms sales performance and company culture.

Key Takeaways:

• Salespeople focused on making a difference in customers' lives consistently outperform those solely focused on hitting sales targets
• Purpose-driven organizations experience better employee engagement, easier recruitment, and stronger customer relationships
• Implementing a purpose-driven approach requires leadership commitment and organizational alignment
• The shift from profit-first to purpose-first thinking can lead to sustainable business growth

Timestamps:

00:00:00 - Introduction and episode overview

00:02:15 - The concept of noble purpose in business

00:05:30 - Research findings on purpose-driven sales

00:08:45 - Real-world examples and case studies

00:12:30 - Implementation strategies

00:15:45 - Leadership's role in purpose-driven organizations

00:18:20 - Measuring impact and results

Connect with Our Hosts:

Dennis Collins: https://wizardofads.org/partner/dennis-collins/

Leah Bumphrey: https://wizardofads.org/partner/leah-bumphrey/

About Our Producer:

Paul Boomer brings extensive experience in business growth strategies and has helped numerous organizations implement purpose-driven approaches, achieving remarkable results including a case study of 32% year-over-year growth over six years through purpose-driven leadership.

Introduction:

In this episode of Connect & Convert: The Sales Accelerator podcast, hosts Dennis Collins and Leah Bumphrey dive into the fascinating world of measuring the financial impact of business culture. Using Pixar's remarkable success as a case study, they explore how small businesses can apply similar principles to drive growth and improve organizational effectiveness.

Key Takeaways:

• Pixar's culture of autonomy, candid feedback, and diverse teams has led to impressive financial success
• Implementing brain trust meetings and fostering psychological safety can significantly improve workplace culture
• Continuous learning and improvement initiatives are crucial for maintaining a strong organizational culture
• Leadership plays a vital role in upholding cultural standards and driving business success

Resources and Links:

• Harvard Business Review case studies subscription

• Pixar's official website: https://www.pixar.com/

• Book a free 60-minute discovery call with our hosts

Timestamps:

00:03:45 - Understanding the importance of autonomy in creative businesses

00:07:20 - Implementing diverse teams and brain trust meetings

00:11:30 - Creating psychological safety in the workplace

00:15:00 - The power of continuous improvement and learning organizations

Connect with the Hosts:

• Dennis Collins: https://wizardofads.org/partner/dennis-collins/

• Leah Bumphrey: https://wizardofads.org/partner/leah-bumphrey/

About the Hosts:

Dennis Collins and Leah Bumphrey are experienced business consultants and podcast hosts of Connect & Convert: The Sales Accelerator. With their combined expertise in sales, marketing, and organizational culture, they provide valuable insights for small business owners looking to accelerate growth and improve their operations.

Building ROI 360 Plus: How Gary Sarner Revolutionized Law Firm Marketing Part 2

Introduction:

In this powerful second part of our interview, Gary Sarner reveals how he transformed an unexpected career shift into a thriving law firm marketing enterprise. Through candid discussion and lightning-round questions, Gary shares invaluable insights about team building, business ownership, and the profound importance of putting people first in business relationships.

Key Takeaways:

• The power of specialization: Focus on mastering one niche rather than trying to serve everyone
• True success comes from prioritizing the end user's experience over immediate client satisfaction
• Building a strong team requires hiring for character and potential rather than just experience
• Business relationships should be partnerships built on transparency, not traditional client-vendor dynamics

Time Stamps:

00:00 - Lightning Round Questions Begin

02:15 - The Birth of ROI 360 Plus

05:30 - Team Building Philosophy

12:45 - The Power of Partnership Approach

18:20 - Marketing Philosophy

22:30 - Future Growth Vision

Guest Bio:

Gary Sarner is the founder and CEO of ROI 360 Plus, bringing over 35 years of radio industry expertise to revolutionize law firm marketing. After serving in key roles at major radio corporations, Gary transformed his deep understanding of media and advertising into a unique business model that has helped law firms expand across multiple states. His approach emphasizes transparency, genuine partnership, and a deep commitment to both client and end-user success.

Connect With The Hosts:

• Dennis Collins: https://wizardofads.org/partner/dennis-collins/

• Leah Bumphrey: https://wizardofads.org/partner/leah-bumphrey/

Recommended Episodes:

• "Part 1: Gary Sarner's Radio Industry Journey"

Connect with Gary Sarner:

ROI 360 Plus website: https://roi360plus.com

Connect with Gary Sarner on LinkedIn https://www.linkedin.com/in/garysarner/

In this episode of Connect and Convert, we have the pleasure of interviewing Jack Heald, a Wizard of Ads partner known for his iconic top hat and creative genius. Join us as we dive into Jack's fascinating journey from corporate misfit to talented jingle writer and uncover the secrets behind his unconventional success.

Key Takeaways:

• Embrace your unique personality and infuse it into your business to create genuine connections with your audience.
• Failure is a part of the journey; learn from it and keep pursuing your passions.
• Face-to-face interactions and building authentic relationships are irreplaceable, even in the digital age.
• Challenging conventional wisdom can lead to groundbreaking discoveries, as seen in Jack's podcast, "Stay Off My Operating Table."

Resources and Links:

• Jack Heald's Wizard of Ads Partner Profile: https://wizardofads.org/partner/jack-heald/
• "Stay Off My Operating Table" Podcast: https://podcasts.apple.com/us/podcast/stay-off-my-operating-table/id1587212660
• Dr. Philip Ovadia's Website: https://ovadiahearthealth.com/

Timestamps:

00:00:00 - Introduction and Jack's iconic top hat story

00:07:43 - Jack's unconventional career journey

00:14:16 - The importance of personality in business

00:17:02 - The impact of digitalization on human connections

00:21:18 - Jack's podcast, "Stay Off My Operating Table"

Connect with Jack Heald:

• Wizard of Ads Partner Profile: https://wizardofads.org/partner/jack-heald/
• LinkedIn: https://www.linkedin.com/in/jackheald/
• X / Twitter: https://twitter.com/JackHeald5

Guest Bio:

Jack Heald is a Wizard of Ads partner, creative jingle writer, and co-host of the "Stay Off My Operating Table" podcast. With a background in software engineering and a passion for music, Jack has navigated an unconventional career path, ultimately finding his niche in the world of advertising. His unique perspective and infectious enthusiasm make him a sought-after expert in the field.

In this thought-provoking episode of Connect and Convert, hosts Dennis Collins and Leah Bumphrey dive into the age-old debate of substance versus style in sales. Discover how presentation style can often overshadow content in various contexts, from TV shows to presidential debates, and learn how to strike the perfect balance in your sales approach.

Key Takeaways:

• First impressions matter: Even something as seemingly trivial as shoe choice can impact client decisions

• Successful salespeople create emotional connections while delivering valuable content

• Balancing substance and style is crucial for effective sales presentations

• Deliberate practice is key to improving sales skills

Timestamps:

00:00:00 - Introduction

00:02:15 - The shoe story: Style's impact on client decisions

00:05:30 - TV shows and movies: Style over substance examples

00:08:45 - Kennedy vs Nixon debate: The power of visual presentation

00:12:30 - Customer service and emotional connections in sales

00:15:20 - Balancing style and substance in professional selling

Connect with the Hosts:

Dennis Collins: https://wizardofads.org/partner/dennis-collins/

Leah Bumphrey: https://wizardofads.org/partner/leah-bumphrey/

About the Hosts:

Dennis Collins and Leah Bumphrey are experienced sales and marketing consultants affiliated with the Wizard of Ads partners. They specialize in sales training and helping small businesses improve their marketing and communication strategies.

Dennis Collins, sales trainer and founder of Wizard of Ads, discusses using Dr. Robert Cialdini's principles of influence to ethically improve sales skills. He covers how to apply each principle - reciprocity, scarcity, authority, consistency, liking, social proof, and unity - during different stages of the sales process. Dennis provides examples of using the principles and stresses using them ethically. He also introduces Dr. Gregory Neidert's Core Motives Model for knowing when to apply each principle.

Hosts Dennis Collins and Leah Bumphrey unveil the power of first principles in sales conversations. Discover how understanding customer-centric strategies can transform your business approach and create lasting value for your clients.

KEY POINTS

• Don't impose your perspective on customers; instead, focus on understanding their unique needs
• Customers seek transformation, not just products or services
• Value resides in the customer's mind, not in monetary terms or product features
• Building trust through honesty, transparency, and authenticity is crucial in sales

RESOURCES

• Monday Morning Memo by Roy H. Williams

• 60-second discovery call with Dennis and Leah

• Free analysis of your recorded sales conversation

TIMESTAMPS

00:00:00 - Introduction and overview

00:02:15 - First principle: Don't impose your perspective

00:04:30 - Second principle: Customers seek transformation

00:07:45 - Action steps for effective sales conversations

00:10:20 - The true nature of value

00:12:35 - Building trust and authenticity

LINKS

• Dennis Collins: https://wizardofads.org/partner/dennis-collins/
• Leah Bumphrey: https://wizardofads.org/partner/leah-bumphrey/

Introduction:

Discover unexpected sales wisdom from an unlikely source in this eye-opening episode of Connect and Convert! Hosts Dennis Collins and Leah Bumphrey reveal how Gino, a charismatic bartender, teaches invaluable sales techniques through his exceptional customer service. Get ready to transform your approach to sales and customer connections!

Key Takeaways:

• Learn how to create unforgettable customer experiences that drive sales

• Discover the power of remembering personal details to build lasting connections

• Understand Jeb Blunt's 5 silent questions every customer asks and how to address them

• Find out how to spot sales lessons in everyday life situations

Resources and Links:

• Jeb Blunt's "5 Silent Questions Every Customer Asks"

• Free 60-minute Connect and Convert discovery call

• Wizard Academy: https://wizardacademy.org/

Timestamps:

00:00:00 - Introduction and new discovery call feature

00:02:15 - Leah's unexpected sales lesson from her son

00:04:30 - Dennis introduces Gino the bartender

00:07:45 - Breakdown of Gino's sales techniques

00:10:30 - Jeb Blunt's 5 silent customer questions

Connect with the Hosts:

• Dennis Collins: https://wizardofads.org/partner/dennis-collins/

• Leah Bumphrey: https://wizardofads.org/partner/leah-bumphrey/

• Email: dennis.collins@wizardofads.com, leah.bumphrey@wizardofads.com

Recommended Episodes:

• "The Art of Storytelling in Sales: Captivate Your Audience"

• "Building Trust: The Foundation of Successful Sales Relationships"

• "Unconventional Sales Strategies That Actually Work"

In this episode, we explore the concept of emotional contagion and its impact on sales. Just as we learned about physical contagion during the COVID pandemic, salespeople and customers unconsciously mirror each other's emotions. Negative emotions can hinder sales, while confidence and positivity are more likely to lead to success. We discuss strategies for salespeople to convey confident language and emotions, and how sales managers can monitor and support their teams in this area.

Dive into Warren Buffett's unconventional wisdom as hosts Dennis Collins and Leah Bumphrey explore why the Oracle of Omaha actively studies business failures. Discover how complacency becomes the silent killer of successful businesses and learn practical strategies to keep your company growing in an ever-changing marketplace.

Key Takeaways:

• Complacency is the number one reason businesses fail - even successful companies must constantly evolve or risk decline
• "Toxic positivity" in business can mask critical warning signs that need attention
• Creating a network of honest advisors who meet monthly to discuss potential market changes is crucial for long-term success
• There's no such thing as maintaining the status quo - you're either growing or declining

Episode Timestamps:

00:00 - Welcome and Introduction

02:15 - Warren Buffett's Philosophy on Studying Failure

04:30 - Understanding Toxic Positivity in Business

07:45 - Real-World Examples: Sears and Blockbuster

12:30 - Creating Early Warning Systems

15:45 - Essential Questions for Business Growth

18:00 - Closing Thoughts

Connect With Us:

• Dennis Collins: https://wizardofads.org/partner/dennis-collins/
• Leah Bumphrey: https://wizardofads.org/partner/leah-bumphrey/
• Email Dennis: denniscollins@wizardofads.com
• Email Leah: leahbumfrey@wizardofads.com

Featured Guest:

Paul Boomer (Producer Paul) - Marketing strategist and business consultant who specializes in helping companies identify and adapt to market changes. Paul shares valuable insights about creating networks of honest advisors and preparing for rapid market shifts.

Join us for a fascinating conversation with Jack Heald, founder of Cult Your Brand, as he shares his insights on the power of cult branding and the psychology behind customer loyalty. Discover the five key techniques cults use to create unshakable devotion and how you can ethically apply these principles to build a strong following for your business.

Key Takeaways:

• People are loyal to people, not abstract concepts or products

• Visuals, especially faces, have a significant impact on our brains and emotional connections

• Cults use five specific techniques to create fanatical loyalty, which can be ethically applied in business

• Embracing intuition and creativity can be transformative for personal and professional growth

Relevant Resources:

• "The True Believer" by Eric Hoffer - the book that sparked Jack's interest in influence and persuasion

• "Influence: The Psychology of Persuasion" by Robert Cialdini - a classic book on the principles of influence

• Jack Heald's podcast "Stay Off My Operating Table" - https://ovadia.buzzsprout.com/

Timestamps:

00:00 - Introduction

01:35 - Jack's story: Losing friends to a cult

03:42 - The 5 techniques cults use to create loyalty

07:04 - The power of faces in visual marketing

14:05 - Ethical vs. unethical uses of influence

19:23 - Developing intuition and embracing creativity

Connect with the Host and Guest:

• Dennis Collins - Wizard of Ads Partner, Sales Acceleration Strategist: https://wizardofads.org/partner/dennis-collins/

• Leah Bumphrey - Wizard of Ads Partner, Marketing Alchemist: https://wizardofads.org/partner/leah-bumphrey/

• Jack Heald - Founder of Cult Your Brand: https://cultyourbrand.com

Guest Bio:

Jack Heald is the founder of Cult Your Brand, a company dedicated to helping businesses create fanatical customer loyalty. After losing two close friends to a cult, Jack became fascinated with the psychology of influence and persuasion. He has spent years studying why people make the decisions they do and how these principles can be applied ethically in marketing and branding.

In this episode of Connect & Convert, hosts Dennis Collins and Leah Bumphrey sit down with Ray Seggern and Monica Ballard, co-authors of "No Place Like Home Services," to uncover the secrets behind explosive growth in the home services industry. Join us as we dive into the Holy Trinity of business growth and learn how to dominate your market.

Key Takeaways:

• Discover the power of story, culture, and experience in driving business growth
• Learn how to develop a compelling message that resonates with your target audience
• Understand the importance of recruiting and retaining top talent in the home services industry
• Gain insights on allocating marketing resources for maximum impact

Resources and Links:

• Get a copy of "No Place Like Home Services" on Amazon

Timestamps:

00:00:00 - Introduction and guest introductions

00:03:26 - The inspiration behind "No Place Like Home Services"

00:09:10 - The transformation readers can expect from the book

00:14:19 - Applying the book's concepts to businesses outside the home services industry

00:21:15 - The heart and passion behind the book's creation

Guest Bios:

Ray Seggern is a Wizard of Ads partner and head of the Brand Guys. With over 20 years of experience in the advertising industry, Ray specializes in helping business owners quickly identify their growth issues and prescribe effective solutions.

Monica Ballard is a Wizard of Ads partner, author, and consummate storyteller. With a passion for words, Monica has authored books, written plays, and helped countless businesses craft compelling messages that resonate with their target audience.

Connect with the Hosts:

• Dennis Collins: Wizard of Ads Partner Page
• Leah Bumphrey: Wizard of Ads Partner Page

Join us for an eye-opening episode of Connect & Convert, where hosts Dennis Collins and Leah Bumphrey reveal the secret to boosting your sales influence through the power of unconditional gifts. Discover how mastering the law of reciprocity and giving meaningful, personal gifts can transform your business relationships and convert prospects into loyal customers.

Key Takeaways:

• Understand the three essential elements of an effective gift: meaningful, unexpected, and personal
• Learn how to apply the law of reciprocity correctly, without any strings attached
• Explore practical examples of unconditional gifts that don't require a significant financial investment
• Discover the art of claiming your gift without sounding arrogant or egotistical

Resources and Links:

• "Sales EQ" by Jeb Blount - https://www.amazon.com/Sales-EQ-Personal-Emotional-Intelligence/dp/1119280648

Timestamps:

00:00:00 - Introduction

00:01:06 - The Law of Reciprocity

00:02:14 - Three elements of an appropriate gift

00:04:15 - The power of unexpected, meaningful gifts

00:06:27 - The importance of personalized gifts

00:08:59 - Real vs. fake compliments

00:10:58 - The gift of saving time

00:12:36 - The gift of cheerfulness

00:17:37 - Book recommendation for sales managers

00:19:30 - Seven-day smiling challenge

00:21:39 - Conclusion

Connect with the Hosts:

• Dennis Collins: https://wizardofads.org/partner/dennis-collins/
• Leah Bumphrey: https://wizardofads.org/partner/leah-bumphrey/

In this revealing episode of Connect and Convert, co-host Leah Bumphrey shares her personal journey from warehouse worker to successful sales professional. Through candid storytelling, she illustrates how determination and intuition can overcome traditional career barriers, offering invaluable insights for sales professionals and business owners alike.

Key Takeaways:

• Traditional barriers like lack of formal education shouldn't stop you from pursuing your career goals
• Success comes from balancing emotional drive with logical decision-making
• Continuous learning through reading and self-education is crucial for professional growth
• Trust your intuition while maintaining a strategic approach to career decisions

Timestamps:

00:00:00 - Introduction and Canadian Thanksgiving

00:04:15 - Early Career Challenges

00:08:30 - Breaking Into Sales at Pitney Bowes

00:12:45 - Lessons in Determination

00:18:20 - The Power of Intuition

00:22:40 - Reading and Professional Growth

00:25:30 - Final Thoughts and Contact Information

Connect with Our Hosts:

Dennis Collins - https://wizardofads.org/partner/dennis-collins/

Leah Bumphrey - https://wizardofads.org/partner/leah-bumphrey/

Email:

• Leah.Bumphrey@wizardofads.com
• Dennis.Collins@wizardofads.com

About Leah Bumphrey:

Leah Bumphrey is a seasoned sales professional with extensive experience in radio sales and business development. Starting her career in a computer parts warehouse, she overcame traditional barriers to build a successful career in sales. Her journey exemplifies the power of determination, continuous learning, and trusting one's intuition in professional development.

In this episode, discover the power of nanotools - quick, effective techniques based on brain science that can be learned in just 15 minutes. Explore how these bite-sized lessons from Wharton professors can boost your confidence, communication skills, and productivity. Learn practical tips you can apply immediately to enhance your success in business and beyond.

Discover the secrets to getting that 'YES' faster than ever! Join Dennis Collins on Connect & Convert as he unravels the mysteries of persuasion and influence. Learn how your brain's System 1 and powerful principles like social proof and unity can make a world of difference in your personal and professional life. Tune in now for quick insights that lead to quicker YESes!

Get ready to learn the secrets behind building loyal, profitable customer relationships. In this insightful interview, Craig Arthur draws on decades of marketing experience to break down the difference between transactional and relational customers. Discover tactics for transitioning your more fickle transactional customer base into reliable, high-value relational buyers who will stick with you for the long haul. You’ll also learn why clearly defining your business’s guiding values and purpose is crucial for appealing to relational customers on a deeper level. Craig shares real life stories and examples that bring these concepts to life in an engaging way. Whether you’re looking to find your business’s North Star or hoping to form stronger connections with your existing customers, this episode will give you eye-opening ideas to transform your approach to customer relationships from superficial to loyal for life. Tune in now to begin building the foundation for highly profitable, mutually trustworthy and committed bonds with your customers.

Join sales training expert Dennis Collins, who has over 153 years of experience in the field, and Dave Salter, an experienced reporter and author of "Final Four Leadership," in Connect & Convert: Insider Strategies for Small Business Sales Success as they share insights and strategies to improve your sales process and increase conversion rates. With Dennis's extensive experience as Senior Vice President and General Manager for Lincoln Financial Media in Miami and Dave's expertise in team building, they'll guide you on building fruitful relationships and achieving consistent success in your sales efforts.

In this sales and marketing podcast, hosts Dennis Collins and Leah Bumphrey discuss the psychology behind the principle of liking and how it can be used to influence customers. They explore research on the halo effect, similarity bias, physical attractiveness bias, and the power of compliments, explaining how these psychological principles can be ethically leveraged in business to build rapport, trust, and relationships with potential customers. Practical tips are provided for implementing liking strategies into marketing campaigns.

Experienced sales trainers Dennis Collins and Leah Bumphrey discuss the power of curiosity in sales conversations. They explain why curiosity leads to better questions, more engagement from prospects, and ultimately more closed deals. Through an example sales dialogue, they demonstrate curiosity in action and provide real-world advice for implementing curiosity-based questioning.

Dennis and Leah discussing the common tendency for salespeople to make assumptions about what potential customers are thinking during the sales process. They cover research showing people are generally poor at accurately determining others' thoughts, even with close friends and family. The hosts advise salespeople against guessing what customers are thinking and instead recommend asking direct questions to uncover true needs and perspectives. They explain cognitive biases like false consensus and confirmation bias that lead salespeople astray. Dennis argues curiosity is the most important sales trait for deeply understanding customer situations. They urge letting go of assumptions and certainty to have more effective sales conversations.

In this episode, we delve into the concept of the "I knew it all along" bias, also known as hindsight bias. This cognitive bias leads people to believe that past events were more predictable than they actually were at the time. We explore how this bias can affect decision-making in business, causing companies to resist change and overlook past mistakes. By recognizing and challenging this bias, businesses can take control of their outcomes and make better decisions for the future.

Leah Bumphrey and Dennis Collins host Paul Boomer for an engaging discussion on storytelling, whiskey tasting, and marketing insights. Paul shares personal stories, including a remarkable Corvette giveaway and his journey in whiskey sommelier training at the Wizard Academy. This episode highlights how to beautifully merge storytelling with business marketing, making for a captivating listen.

00:00 Welcome to Connect and Convert

00:58 Introducing Producer Paul

02:05 The Whiskey Sommelier Journey

03:53 Whiskey Marketing School Insights

06:42 A Personal Story with Whiskey

09:56 The Corvette Giveaway Adventure

17:43 The Power of Storytelling

18:34 The Power of Sensory Marketing

18:53 Nostalgic Memories and Smells

20:30 The Science Behind Smell and Memory

21:57 Guess the Price of Whiskey

24:31 The Influence of Presentation

26:24 The Storytelling Experiment

34:05 The Value of Storytelling in Marketing

36:17 Final Thoughts and Farewell

This podcast episode provides small business owners expert guidance on hiring a sales manager. It outlines key qualities to look for in potential candidates as well as common mistakes to avoid during the recruitment process. With insightful recommendations on interview tactics, must-have competencies, and the benefits of finding the ideal fit for this crucial leadership role, the hosts offer actionable tips for owners seeking to grow their sales team’s performance.

Discover the game-changing concept of "feeding the ducks" in sales with hosts Leah Bumphrey and Dennis Collins. In this eye-opening episode of Connect and Convert, they explore how strategic downtime can boost your productivity, improve work-life balance, and lead to long-term success in the fast-paced world of sales and business ownership.

Key Takeaways:

• Learn how to balance flexibility with responsibility in your sales career or business

• Discover the importance of honest self-assessment in time management

• Gain practical strategies for maintaining productivity while allowing for necessary breaks

• Understand the benefits of strategic downtime for long-term success in sales

Relevant Resources:

• "The Power of One" book (mentioned by Leah Bumphrey)

• Wizard Academy courses: https://wizardofads.com/courses/

Timestamps:

00:00:00 - Introduction and concept explanation

00:03:15 - The importance of flexibility in sales

00:06:30 - Challenges of the 24-hour work cycle

00:09:45 - Strategies for effective time management

00:13:20 - The power of honest self-assessment

00:17:00 - Recommended resources for personal growth

Connect with the Hosts:

• Leah Bumphrey: https://wizardofads.org/partner/leah-bumphrey/

• Dennis Collins: https://wizardofads.org/partner/dennis-collins/

Host Bios:

Leah Bumphrey and Dennis Collins are experienced sales professionals and business coaches. They bring years of hands-on experience in sales, management, and entrepreneurship to help listeners navigate the complexities of modern business and achieve sustainable success.

In this podcast episode, hosts Dave Salter and Dennis Collins engage in a dynamic discussion centered around the concept of "strategy rapport." Drawing from Dennis's extensive sales experience, they explore how establishing strategy rapport can be a game-changer in sales interactions. They delve into the idea of connecting with customers' purchase strategies, highlighting the importance of understanding needs and offering value. Throughout the conversation, they underscore the role of likability while showcasing how strategy rapport can elevate the sales process. Join them for an insightful conversation on leveraging strategy rapport for successful sales outcomes.

In this plainspoken episode, Dave and Dennis discuss why salespeople talk too much instead of listening. Dennis shares research showing humans get a dopamine rush from talking about themselves, which explains why sales folks ramble on. He emphasizes that active listening helps salespeople feel less afraid of questions. Dave describes how preparing just a few good questions as a journalist allowed him to listen better and ask better follow-ups. Dennis introduces his "chain of questions" technique for listening effectively. They agree that controlling the conversation less while listening more leads to sales success. Tune in for their down-to-earth tips on improving your sales skills by being a better listener and letting the customer talk.

Join us for an enlightening conversation with Mark Flaman as he shares the remarkable story of how his family's business evolved through innovative marketing, strong customer relationships, and dedicated employee development. In this episode, Mark reveals the three pillars that have guided their success and shares entertaining stories about their memorable marketing campaigns, including exploding water tanks and pet-friendly treadmill commercials.

Key Takeaways:

• The Flaman Group's three pillars - customer responsibility, achieving goals, and making things better - form the foundation of their business success
• Their unique hiring practices, including creative interview questions, help identify candidates who align with company culture
• Leadership by example, from the CEO picking up trash to promoting from within, creates a strong company culture
• Creative marketing approaches, like filming exploding water tanks and dogs on treadmills, set them apart from competitors

Featured Links & Resources:

• Flaman Group Website: https://www.flaman.com
• Flaman Group on LinkedIn: https://www.linkedin.com/company/flaman-group-of-companies/
• Connect with Dennis Collins: https://wizardofads.org/partner/dennis-collins/
• Connect with Leah Bumphrey: https://wizardofads.org/partner/leah-bumphrey/

Timestamps:

00:00:00 - Introduction

00:00:26 - The Three Pillars of Success

00:01:36 - Customer Responsibility Philosophy

00:02:32 - Goal Setting and Employee Development

00:04:12 - Making Things Better Initiative

00:10:03 - The Famous Treadmill Story

00:15:08 - Creative Marketing Campaigns

00:17:33 - The Spy Equipment Story

About Our Guest:

Mark Flaman represents the next generation of leadership at the Flaman Group of Companies, a family-owned business that has grown from agricultural roots to encompass fitness equipment, security systems, and more. His insights into maintaining family business values while driving innovation make him a valuable voice in the family business community.

When is a gift not a gift? This episode explores the intricacies of the law of reciprocity and how it applies to sales and marketing. Learn the key elements that differentiate a true gift from a conditional offer and how to effectively use genuine gifts to build relationships and influence others. Discover the power of unexpected, meaningful, and personal gestures in your sales strategy.

In this sales training video, Dennis Colins discusses how the sales process has evolved over the years from a focus on slick presentations and coercive closing techniques to a more consultative approach based on asking questions, listening, and genuinely helping customers. Dennis explains the differences between the traditional sales mindset of "I want to sell you something" and the more modern, customer-focused mindset of "I want to help you." He offers tips on how salespeople today can balance meeting sales objectives with building authentic relationships, creating value, and earning trust. This is an insightful look at how the most successful salespeople adapt their mindsets and methods to meet the changing needs of today's customers.

In this thought-provoking episode of Connect and Convert, hosts Dennis Collins and Leah Bumphrey dive into the Project Management Triangle and its impact on business decisions. Discover why you can't have it all when it comes to quality, speed, and cost, and learn how to confidently communicate your value proposition to customers.

Key Takeaways:

• Understand the Project Management Triangle: You can only choose two out of three - good, fast, or cheap.
• Value resides in the mind of the buyer; tailor your approach to individual customer preferences.
• Confident pricing and language are crucial when selling high-quality products or services.
• Embracing your market position and communicating your value proposition clearly is key to success.

Resources and Links:

• John Ruskin's quote on false economy (mentioned at 08:20)

• Project Management Triangle concept (originated in the 1950s)

Timestamps:

00:00:00 - Introduction and concept overview

00:02:15 - The Project Management Triangle explained

00:04:30 - Value perception in business

00:06:45 - The importance of confident pricing

00:08:20 - John Ruskin's quote on false economy

00:11:00 - Embracing your product's position in the market

Connect with the Hosts:

• Dennis Collins: https://wizardofads.org/partner/dennis-collins/

• Leah Bumphrey: https://wizardofads.org/partner/leah-bumphrey/

Host Bios:

Dennis Collins and Leah Bumphrey are experienced sales and marketing professionals who host the Connect and Convert podcast. They share valuable insights on business strategies, sales techniques, and marketing approaches to help small business owners accelerate their growth.

In this episode of Connect & Convert, host Dennis Collins explores the remarkable power of belief in the world of sales, drawing inspiration from the legendary Phil Knight, founder of Nike. Discover how Phil's unwavering belief transformed his approach to sales, making it truly irresistible. Learn why the first sale is to yourself, shaping your mindset for successful sales conversations. Gain insights into conveying confidence, storytelling, and instilling belief in your product or service. Tune in to supercharge your small business sales success with the secrets unveiled in this episode of Connect & Convert.

Introduction:

Join hosts Dennis Collins and Leah Bumphry as they explore the fascinating role of empathy in sales. In this episode, they discuss how finding the perfect balance between empathy and confidence can significantly impact a salesperson's success. Producer Paul Boomer also shares valuable insights from a sales manager's perspective.

Key Takeaways:

- Hyper empathy can hinder a salesperson's ability to close deals, despite excelling at building rapport.

- Balancing empathy with assertiveness and confidence is crucial for navigating sales conversations effectively.

- Empathetic managers can positively influence company culture and employee retention.

- Curiosity is an essential inborn trait for salespeople, driving them to ask questions, gather information, and solve problems.

Resources and Links:

- Mark Davis' Interpersonal Reactivity Index (IRI): https://fetzer.org/sites/default/files/images/stories/pdf/selfmeasures/EMPATHY-InterpersonalReactivityIndex.pdf

- "The Empathy Effect: Seven Neuroscience-Based Keys for Transforming the Way We Live, Love, Work, and Connect Across Differences" by Helen Riess MD: https://www.amazon.com/Empathy-Effect-Neuroscience-Based-Transforming-Differences/dp/1683640292

Timestamps:

00:00:00 - Introduction

00:01:35 - The problem with hyper empathy in sales

00:05:20 - Empathy vs. sympathy in sales

00:07:45 - The importance of confidence for empathetic salespeople

00:11:20 - Top traits to look for when building a sales team

00:14:30 - The power of curiosity in sales

00:16:45 - Breakout challenge: Assessing your empathy level

Connect with the Hosts:

- Dennis Collins: <a href="https://wizardofads.org/partner/dennis-collins/">Wizard of Ads Partner Page</a>

- Leah Bumphry: <a href="https://wizardofads.org/partner/leah-bumphrey/">Wizard of Ads Partner Page</a>

Guest Bio:

Paul Boomer, the producer of Connect and Convert, brings a wealth of experience in sales management to the discussion. With his unique perspective, he provides valuable insights into the role of empathy and confidence in sales teams and how managers can effectively guide and support their team members.

Related Episodes:

- "The Art of Active Listening in Sales": https://www.yourpodcast.com/episodes/active-listening-in-sales

- "Building Trust and Credibility with Clients": https://www.yourpodcast.com/episodes/building-trust-with-clients

In this episode of Connect & Convert, hosts Dave Salter and Dennis Collins discuss the lessons small businesses can learn from Top Gun training for salespeople. Collins explains how Top Gun pilots use "deliberate practice" to rapidly improve specific flight maneuvers. This involves breaking skills into chunks, intensive repetition on weaknesses, constant feedback, and pushing past comfort zones.

The hosts outline how business owners can implement a "Top Gun training" approach with their sales teams. This includes identifying skill gaps, focused practice sessions, measurement of progress, and coaching. Examples are provided of how elite athletes use purposeful practice, such as Joe DiMaggio's baseball training rituals.

Collins emphasizes that skills require rigorous, intentional development - people are not just "natural" experts. The key is practice at the edge of your current competence. Listen now to learn how to empower your salespeople and boost performance through Top Gun-style training.

EPISODE INTRODUCTION

Can focusing on purpose actually drive better business results than chasing profits? In this eye-opening episode, Dennis Collins and Leah Bumphrey explore the transformative power of purpose-driven business strategies, drawing insights from Lisa Earl McLeod's groundbreaking book "Selling with Noble Purpose." Discover why salespeople who focus on making a difference consistently outperform those focused solely on hitting targets.

KEY TAKEAWAYS

• Purpose-driven salespeople consistently achieve better results than those motivated purely by financial goals
• Organizations need to align their entire team around purpose, starting from top leadership
• Modern workforce, especially younger generations, actively seek purpose-driven companies
• Making a difference in customers' lives leads to sustainable profit growth naturally

RESOURCES MENTIONED

TIMESTAMPS

00:00 - Introduction and episode overview

02:15 - Introduction to noble purpose concept

05:30 - Real-world examples of purpose vs profit

08:45 - Implementation strategies for businesses

12:30 - Leadership's role in purpose-driven organizations

15:45 - Measuring impact beyond financial metrics

CONNECT WITH THE HOSTS

Dennis Collins

• Website: https://wizardofads.org/partner/dennis-collins/
• Email: denniscollins@wizardofads.com

Leah Bumphrey

• Website: https://wizardofads.org/partner/leah-bumphrey/
• Email: leahbumphrey@wizardofads.com

ABOUT OUR PRODUCER

Paul Boomer brings extensive experience in helping businesses transition to purpose-driven models, with a proven track record of achieving significant growth through value-based strategies. His insights on generational shifts and organizational change have helped numerous businesses achieve sustainable growth.

Explore the art of "Value Stacking" in this episode of Connect and Convert with Dennis Collins. Discover how to demystify pricing for products with no clear reference point, especially in the home services industry. Dennis walks you through a proven technique that breaks down the factors influencing HVAC system pricing, empowering customers to make informed choices. Gain insights into equipment quality, installation methods, quality control, dwelling specifics, and ductwork condition, and learn how discussing these elements builds trust and sells effectively.

Join us for a transformative journey from naive rookie to savvy sales professional in this eye-opening episode of Connect and Convert. Host Dennis Collins shares his personal sales journey, revealing how embracing curiosity and effective questioning techniques led to his success in the competitive world of sales.

Key Takeaways:

• Being the "dumbest" person in the room can lead to sales success through curiosity and effective questioning

• Four types of effective questions: basic, clarifying, naive, and elaboration

• Sales is a transference of confidence, rooted in understanding customer needs and psychology

• Continuous learning and genuine care for helping people are crucial for a successful sales career

Timestamps:

00:00:00 - Introduction and 50th episode celebration

00:03:15 - Dennis's early sales career challenges

00:07:30 - The turning point: Learning to ask questions

00:12:45 - Four types of effective sales questions

00:18:20 - The psychology of successful selling

00:24:10 - Advice for aspiring salespeople

Connect with the Hosts:

Dennis Collins: https://wizardofads.org/partner/dennis-collins/

Leah Bumphrey: https://wizardofads.org/partner/leah-bumphrey/

Hosts Dennis Collins and Leah Bumphrey discuss strategies for getting the most out of sales training events. They explain why most sales training is ineffective as a one-time event, and emphasize the importance of continuous learning and reinforcement. Topics covered include evaluating current training methods, implementing a culture of ongoing education, utilizing tools like roleplaying and virtual scenarios, measuring progress, and providing coaching support. Collins and Bumphrey stress the value of looking outside your own industry for new techniques, networking with other professionals, consulting experts, and experimenting with different approaches. They encourage business owners to track results, support their team's growth, and view unsuccessful attempts as learning opportunities rather than failures.

INTRODUCTION

When Dennis Collins was labeled "least likely to succeed" in sales training, it could have ended his career. Instead, it sparked a lifelong journey of learning and excellence that transformed him into a respected sales leader and coach. Join hosts Dennis Collins and Leah Bumphrey as they explore how career setbacks can become the foundation for extraordinary success.

KEY TAKEAWAYS

• A negative assessment doesn't define your potential - your response to it does

• The crucial role of supportive leadership in career development

• The power of becoming a lifelong student in your field

• Why focusing on the "why" rather than just the "what" leads to lasting success

RESOURCES MENTIONED

• How to Win Friends and Influence People by Dale Carnegie

• Seven Habits of Highly Effective People by Stephen Covey

• Books and training materials by Zig Ziglar

• Brian Tracy's sales training programs

• Robert Cialdini's "Influence"

TIMESTAMPS

00:00:00 - Introduction and special offer

00:03:45 - Dennis's early career and New York training experience

00:07:15 - The devastating feedback

00:12:30 - How a supportive manager changed everything

00:15:45 - Becoming a student of sales

00:18:30 - Biggest misconceptions when starting a business

00:21:15 - The importance of purpose and focus

CONNECT WITH THE HOSTS

Dennis Collins - https://wizardofads.org/partner/dennis-collins/

Leah Bumphrey - https://wizardofads.org/partner/leah-bumphrey/

ABOUT THE HOSTS

Dennis Collins is a veteran sales trainer and business coach with decades of experience in broadcast media and sales leadership. His personal journey from being labeled "least likely to succeed" to becoming a respected sales leader has shaped his approach to coaching and training.

Leah Bumphrey brings her expertise in business development and sales strategy to help entrepreneurs and sales professionals reach their full potential.

Unlock the secrets of persuasion with Dennis Collins and Leah Bumphrey as they explore Aristotle's timeless techniques for effective communication in business. Discover how mastering pathos, logos, and ethos can revolutionize your sales strategies and skyrocket your small business success.

KEY POINTS

• Understand the critical balance of pathos (emotion), logos (logic), and ethos (credibility) in persuasive communication
• Learn how to craft compelling stories that incorporate all three elements for maximum impact in sales presentations
• Discover techniques for tailoring your persuasion approach based on your audience's social style
• Explore the benefits of daily check-ins for effective sales team management

TIMESTAMPS

00:00:00 - Introduction to Aristotle's persuasion techniques

00:01:15 - Breakdown of pathos, logos, and ethos

00:03:30 - The importance of balancing all three elements

00:06:45 - Real-world examples of persuasion fails

00:09:20 - How to audit your presentations for effectiveness

00:12:00 - Daily check-ins for sales team management

LINKS

• Dennis Collins: https://wizardofads.org/partner/dennis-collins/

• Leah Bumphrey: https://wizardofads.org/partner/leah-bumphrey/

BIO & BACKGROUND

Dennis Collins and Leah Bumphrey are seasoned business coaches and hosts of the Connect & Convert podcast. With years of experience in sales and marketing, they bring a wealth of knowledge to help small business owners and entrepreneurs enhance their communication skills and drive growth.

In this episode of Connect and Convert, Dave Salter and Dennis Collins, our resident rockstar on sales training, dive deep into the importance of trust in your sales efforts. With almost four decades of experience working with small businesses, Dennis shares his expertise and insider strategies to help you build customer trust.

The episode starts with a relatable story about a contractor who initially gained the host's trust but disappointed them. Dave and Dennis emphasize the impact of trust on business relationships and introduce Michael Maslansky's research on the language of trust. Maslansky says we are now in a post-trust era where traditional marketing techniques no longer work.

But don't worry! Dave and Dennis provide actionable steps to rebuild trust and win over your customers. They discuss the power of clarity, avoiding jargon, and speaking your customers' language. They share examples from renowned companies like Tylenol, Chevron, and Anheuser-Busch, who have built trust by putting the customer's needs first.

BUILDING TRUST IN THE WORKPLACE: A LEADER'S GUIDE TO CREATING SAFE SPACES

Introduction:

Join hosts Dennis Collins and Leah Bumphrey as they explore the crucial elements of building workplace trust through a compelling real-world case study. In this episode, they examine why traditional approaches like "open door policies" often fall short and introduce practical tools for measuring and improving trust within organizations, including the invaluable TORI assessment.

Key Takeaways:

• Simply having an open door policy doesn't create trust - leaders must actively demonstrate they're safe to approach and will support their team
• The TORI assessment (Trust, Openness, Realization, Interdependence) provides a framework for evaluating and improving organizational trust
• Multiple strategies are needed when addressing trust issues, as direct confrontation isn't always possible or safe in certain power dynamics
• Documentation and proper escalation channels are crucial when addressing workplace trust issues

Timestamps:

00:00:00 - Introduction and discussion of discovery calls

00:04:15 - Case study: Trust breakdown in education setting

00:08:30 - TORI Assessment explanation and implementation

00:12:45 - Creating safe spaces at work

00:18:20 - Strategic approaches to building trust

00:22:30 - Closing thoughts and contact information

Connect with Our Hosts:

Dennis Collins

• Website: https://wizardofads.org/partner/dennis-collins/
• Email: denniscollins@wizardofads.com
• 
  

Leah Bumphrey

• Website: https://wizardofads.org/partner/leah-bumphrey/
• Email: leahbumphrey@wizardofads.com

Featured Expert:

Producer Paul brings his expertise in organizational development and assessment tools to the conversation, sharing valuable insights about the TORI assessment and its practical applications in building workplace trust.

Dennis shares his deep knowledge as a certified Cialdini Influence practitioner, explaining overlooked tactics around FOMO, inventorying your skills for leverage, emphasizing losses over gains, controlling access to information, and negotiation tips using scarcity. He stresses using scarcity ethically and not artificially manufacturing it.

Step into the fascinating world of media buying with Gary Sarner, founder of ROI 360 Plus, as he shares his incredible journey from landing his first $10,000 radio sale to revolutionizing client-focused media strategy. In this episode, Gary reveals how his transition from traditional radio sales to comprehensive media buying transformed his approach to advertising and client relationships.

Key Takeaways:

• The importance of market ownership: "If you don't own it or own a segment, you've got nothing"
• Why understanding client authenticity is crucial for effective advertising strategies
• How auditing media placements can reveal significant inefficiencies in advertising spend
• The value of patient, strategic media planning over quick sales

Resources Mentioned:

• ROI 360 Plus Services
• Y100 Radio History
• Morgan & Morgan Marketing Case Study

Episode Timestamps:

00:00 - Introduction and welcome

02:15 - Gary's first sale at Y100 Radio

08:30 - Lessons learned from his father's retail success

12:45 - Transition from radio sales to media buying

17:20 - Legal marketing transformation story

22:45 - Modern advertising strategy insights

Connect with Your Hosts:

Dennis Collins: https://wizardofads.org/partner/dennis-collins/

Leah Bumphrey: https://wizardofads.org/partner/leah-bumphrey/

About Our Guest:

Gary Sarner is the founder of ROI 360 Plus, a comprehensive media buying and strategy firm. With over three decades of experience in broadcast media, Gary transformed from a successful radio sales professional to a trusted media buying consultant. His unique approach to client relationships and market ownership has made him a respected figure in the advertising industry, particularly in legal marketing and strategic media placement.

Connect with Our Guest:

Gary Sarner

• LinkedIn: https://www.linkedin.com/in/garysarner/

• Website: ROI 360 Plus

Ready to revolutionize your sales team's performance? Join hosts Dennis Collins and Leah Bumphrey as they welcome Gordon Wilson, a veteran sales leader with over four decades of experience transforming sales teams. In this powerful episode, Gordon shares his proven coaching techniques and reveals why traditional management approaches often fail to deliver results.

KEY POINTS

• Understanding individual motivations is key to sales team success - Gordon shares how getting "into their head" through meaningful one-on-one interactions can transform performance
• Traditional management metrics and processes often hinder rather than help sales performance - learn why trust and autonomy are crucial for sustainable growth
• Recognition and positive reinforcement drive better results than constant criticism - discover how to balance accountability with encouragement
• Technology in sales coaching (like RILA) can be powerful when used correctly, but should never replace personal connection and understanding

TIMESTAMPS

00:00 - Introduction and welcome

04:15 - Understanding team motivation

12:30 - The power of one-on-one coaching

18:45 - Managing upper management

25:10 - Building sustainable growth

32:20 - Technology in sales coaching

38:45 - Closing thoughts and recommendations

LINKS

• Dennis Collins: https://wizardofads.org/partner/dennis-collins/
• Leah Bumphrey: https://wizardofads.org/partner/leah-bumphrey/
• Gordon Wilson: [LinkedIn Profile URL]

BIO & BACKGROUND

Gordon Wilson brings over 40 years of sales and management experience to the conversation. Currently serving as a Sales Coach at Alaskan AC in Phoenix, Gordon has a proven track record of transforming sales teams and driving unprecedented growth. His approach helped increase closing averages from 47% to 55-65% and raise ticket averages from $15,800 to $18,900 in just six months. Gordon's unique perspective comes from working across multiple industries and his commitment to understanding the human side of sales performance.

RELATED EPISODES

• "Building a High-Performance Sales Culture" - Episode 074
• "The Psychology of Sales Success" - Episode 068
• "Leadership Lessons from Top Sales Performers" - Episode 071
• 
  

sales coaching techniques, sales team management, sales leadership development, coaching sales teams effectively, transformational sales leadership

Introduction:

In this eye-opening episode of Connect and Convert, hosts Dennis Collins and Leah Bumphrey uncover the crucial skill that's often overlooked in sales training: resilience. Discover how cultivating a resilient mindset can transform your sales performance and help you bounce back from setbacks with confidence.

Key Takeaways:

• Optimistic salespeople outsell their pessimistic counterparts by a staggering 56%
• Resilience is the ability to adapt, maintain purpose, and thrive in the face of adversity
• Cultivating realistic optimism and finding meaning in struggles are essential for sales success
• Recognizing and overcoming negative thought patterns is crucial for sales performance

Resources:

• "Think and Grow Rich" by Napoleon Hill - A classic book on personal development and success
• Sandler Training - A world-renowned sales training organization

Timestamps:

00:00:00 - Introduction and the importance of sales training

00:03:24 - Scenario: A failed sales conversation

00:10:07 - The missing element in sales training: Resilience

00:14:26 - Realistic optimism and meaning-making

00:19:54 - Closing thoughts and book recommendation

Connect with the Hosts:

• Dennis Collins - Sales Expert and Business Coach
• Leah Bumphrey - Sales Professional and Trainer

This podcast episode delves into the transformative power of relational marketing, emphasizing the crucial role of staff training in fostering profitable customer relationships. Through a compelling conversation with Craig Arthur, listeners gain insights into creating a customer-centric business culture that aligns advertising messages with actual customer experiences, thereby enhancing loyalty and sales.

Step into the remarkable world of family business success as Mark Flaman shares the fascinating journey of how his grandfather transformed a simple grain bin sale into a multi-division agricultural empire. In this first episode of our two-part series, discover how innovative thinking, community investment, and strategic succession planning have kept the Flaman Group of Companies thriving across three generations.

Key Takeaways:

• Family business succession requires separating emotional meaning from business decisions, with external mentorship playing a crucial role in maintaining both family harmony and business success
• Diversification and innovative marketing strategies, like Frank Flaman's airplane sales calls and Mexico bus tours, can create unique business opportunities and customer relationships
• Community investment and giving back through initiatives like the Frank Flaman Foundation (over $25 million in donations) strengthen both business and family legacy

Resources Mentioned:

• "Leaving a Legacy" by David C. Benthal
• Unstoppable Conversations Workshop
• Hoffman Process
• Landmark Group

Timestamps:

00:00:00 - Introduction and special offer

00:02:15 - Frank Flaman's origin story and early business ventures

00:08:30 - Business diversification strategy and expansion

00:15:45 - Frank Flaman Foundation and community impact

00:22:30 - Family business succession planning insights

Connect with Today's Guest:

Mark Flaman represents the third generation of the Flaman Group of Companies, a leading agricultural equipment retail company in Western Canada. With locations across Saskatchewan, Alberta, and Manitoba, the company has grown from its humble beginnings in Southey, Saskatchewan, to become a major player in the agricultural equipment industry.

Connect with Our Hosts:

• Dennis Collins: https://wizardofads.org/partner/dennis-collins/
• Leah Bumphrey: https://wizardofads.org/partner/leah-bumphrey/

In this episode of Connect and Convert, hosts Dennis Collins and Leah Bumphrey share their personal experiences with sales onboarding and discuss the key elements of a successful onboarding program for new sales representatives. Discover the importance of setting clear expectations, providing mentorship, and developing both hard and soft skills to set your new hires up for success.

Key Takeaways:

- Ineffective onboarding can lead to high turnover rates and significant costs for businesses

- A well-structured onboarding program should focus on setting clear expectations, providing mentorship, and developing both technical knowledge and soft skills

- The first few minutes of a sales conversation can determine its outcome, so mastering the art of opening a sale is crucial

Resources and Links:

- [Wizard Academy](https://wizardofads.org/) - Transformative courses for professionals from diverse backgrounds

- [The Importance of Empathy in Sales](https://yourwebsite.com/empathy-in-sales) - Blog post by Dennis Collins

- [Social Styles and Sales Success](https://yourwebsite.com/social-styles-sales-success) - Article by Leah Bumphrey

Timestamps:

00:00:00 - Introduction

00:01:30 - Leah's onboarding experience

00:03:15 - Dennis' onboarding story

00:07:00 - The cost of ineffective onboarding

00:09:30 - Clear expectations and mentorship

00:13:45 - Creating an internal training academy

00:17:00 - Developing soft skills in sales

00:19:30 - The importance of opening a sale effectively

00:23:00 - Challenge for listeners: share your onboarding story

Connect with the Hosts:

- [Dennis Collins](https://wizardofads.org/partner/dennis-collins/)

- [Leah Bumphrey](https://wizardofads.org/partner/leah-bumphrey/)

Related Episodes:

- [Mastering the Art of Sales Questioning](https://yourwebsite.com/mastering-sales-questioning) - Learn how to ask effective questions to uncover your clients' needs and desires

- [The Power of Storytelling in Sales](https://yourwebsite.com/storytelling-in-sales) - Discover how to use storytelling to build rapport and create memorable sales experiences

The host, Dennis Collins, delves into the nature of cognitive biases, illustrating their pervasive influence on human behavior and decision-making. He emphasizes the significance of understanding and mitigating the false consensus bias in the context of sales, highlighting its potential detrimental effects on sales strategies and customer interactions. The following key points are discussed:

Introduction to Cognitive Biases: Dennis explains the automatic and unconscious nature of cognitive biases, underscoring their impact on various aspects of human behavior and decision-making.

Understanding False Consensus Bias: The false consensus bias is defined as the tendency to overestimate the extent to which others share our beliefs, opinions, and behaviors. Dennis outlines the roots of this bias as well as its implications in sales.

Impact on Sales: The false consensus bias leads salespeople to make assumptions about their customers' preferences based on their own beliefs and behaviors. This can result in an overemphasis on price, overlooking other product features or benefits, and an assumption that objections primarily relate to pricing.

Mitigating the Bias: Dennis provides practical strategies to counter the false consensus bias, such as self-awareness checks, challenging assumptions, active listening, and customer-centric sales training. He emphasizes the importance of embracing a growth mindset and being open to feedback to continuously improve sales performance.

Importance of Mindset in Sales: Dennis underscores the significance of mindset in achieving sales success, emphasizing that while having a strong skill set is crucial, maintaining a positive and customer-centric mindset is equally important. He concludes that effective selling involves both honed skills and the ability to understand and overcome cognitive biases.

The episode serves as a valuable guide for sales professionals, emphasizing the need to be aware of and counteract the false consensus bias in order to build stronger customer relationships and enhance sales performance.

Discover the game-changing approach to accountability in business with hosts Dennis Collins and Leah Bumphrey. In this eye-opening episode of Connect and Convert, they dive deep into the crucial difference between expectations and agreements, revealing how this simple shift can transform your team's performance and communication.

Key Takeaways:

• Unspoken expectations often lead to misunderstandings and poor performance
• Transforming expectations into clear agreements promotes ownership and accountability
• Regular check-ins and open communication are vital for maintaining effective agreements
• Defining terms and ensuring mutual understanding is crucial for successful agreements

Timestamps:

00:00:00 - Introduction and the problem with expectations

00:05:30 - Real-life examples of expectation failures

00:08:45 - How to create effective agreements

00:12:30 - Implementing agreements in your business

00:15:00 - Q&A and final thoughts

Connect with the Hosts:

• Dennis Collins: https://wizardofads.org/partner/dennis-collins/

• Leah Bumphrey: https://wizardofads.org/partner/leah-bumphrey/

About the Hosts:

Dennis Collins and Leah Bumphrey are seasoned business consultants and sales experts. With years of experience in helping small businesses grow their sales and improve team performance, they bring practical insights and actionable strategies to every episode of Connect and Convert.

In this eye-opening episode of Connect and Convert, hosts Dennis Collins and Leah Bumphrey tackle the crucial topic of handling bad news in business. Discover why embracing negative information is essential for long-term success and learn practical strategies to create a culture of open communication in your company.

Key Takeaways:

• Understanding the "Persian Messenger Syndrome" and its impact on modern business communication
• Warren Buffett's two-instruction approach for new hires and how it transforms organizational culture
• The importance of leadership vulnerability in fostering trust and transparency
• A five-point audit to improve business communication and create a culture that values early warnings

Resources and Links:

• Warren Buffett's Annual Shareholder Letters: https://www.berkshirehathaway.com/letters/letters.html
• Wizard Academy: https://www.wizardacademy.org/

Timestamps:

00:00:00 - Introduction and topic overview

00:02:15 - Explaining the "Persian Messenger Syndrome"

00:05:30 - Warren Buffett's approach to handling bad news

00:08:45 - Creating a culture of open communication

00:12:30 - Five-point audit for improving business communication

00:15:00 - Wizard Academy course hack

Connect with the Hosts:

• Dennis Collins: https://wizardofads.org/partner/dennis-collins/
• Leah Bumphrey: https://wizardofads.org/partner/leah-bumphrey/

About the Hosts:

Dennis Collins and Leah Bumphrey are experienced business consultants and sales accelerators. With decades of combined experience in management and sales, they provide valuable insights and strategies for small business owners looking to grow their sales and improve their organizational culture.

Related Episodes:

• "The Power of Storytelling in Business"
• "Building Trust with Your Team: Leadership Strategies for Success"
• "Effective Communication Techniques for Small Business Owners"

Learn the secrets of effective communication for small business growth. Hosts Dennis Collins and Leah Bumphrey explore the surprising connection between Alan Alda's communication method and business success, offering invaluable insights for salespeople, leaders, and entrepreneurs alike.

KEY POINTS

• Discover Alan Alda's five-step method for effective communication in business
• Learn the importance of asking questions and active listening in sales and leadership
• Understand how to simplify complex ideas for better customer and team interactions
• Master the art of closing the communication loop to ensure understanding

00:00:00 - Introduction and overview

00:02:15 - Alan Alda's Communication Method

00:05:30 - Five Steps to Effective Communication

00:08:45 - The Importance of Asking Questions

00:12:20 - Closing the Communication Loop

00:15:40 - Simplifying Complex Ideas

LINKS

• Dennis Collins: https://wizardofads.org/partner/dennis-collins/

• Leah Bumphrey: https://wizardofads.org/partner/leah-bumphrey/

BIO & BACKGROUND

Dennis Collins and Leah Bumphrey are seasoned business communication experts and hosts of the Connect and Convert podcast. With years of experience in sales, marketing, and small business growth, they offer practical insights and strategies to help entrepreneurs and business leaders improve their communication skills and drive success.

Discover the secrets to crafting compelling elevator pitches in "Connect & Convert" with Dennis Collins, as he shares expert tips for effectively communicating product value without sounding like a sales pitch. Learn how to create captivating and concise elevator speeches that leave a lasting impact and prompt action from your audience.

In this eye-opening episode of Connect and Convert, hosts Dennis Collins and Leah Bumphrey dive deep into the psychology of pricing and the power of anchoring in sales. Discover how understanding cognitive biases can dramatically boost your conversion rates and transform your approach to pricing strategies.

Key Takeaways:

• Anchoring significantly influences customer decision-making, even when the initial information is irrelevant

• Presenting a specific number instead of a price range can lead to more favorable outcomes in sales conversations

• The "decoy effect" in pricing can substantially increase overall sales by influencing customer choices

• Ethical application of anchoring techniques can benefit both businesses and customers

Relevant Resources:

• "Predictably Irrational" by Dan Ariely

• Wizard Academy: wizardacademy.org (mentioned as a sponsor)

Timestamps:

00:00:00 - Introduction and anchoring experiment

00:05:30 - The decoy effect in pricing explained

00:10:45 - Practical applications of anchoring in sales

00:15:20 - Ethical considerations and conclusion

Connect with the Hosts:

• Dennis Collins: https://wizardofads.org/partner/dennis-collins/

• Leah Bumphrey: https://wizardofads.org/partner/leah-bumphrey/

Recommended Episodes:

• "The Psychology of Persuasion in Sales"

• "Before the Sale: Guest Craig Arthur on Profitable Relationships - Part 1"

• "Before the Sale: Guest Craig Arthur on Profitable Relationships - Part 2"

Dennis Collins and Leah Bumphrey kick off the new year by sharing practical strategies for small business owners to improve sales and achieve success in 2024. Topics include the importance of asking questions, listening, and accountability; making agreements instead of having unclear expectations; consistency; and pushing outside one's comfort zone.

Dennis Collins and Leah Bumphrey discuss scientific research on how to speak persuasively and with confidence. They provide practical tips on word choice, admitting mistakes, using emotions and stories effectively, eliminating verbal fillers, and more to help listeners improve their communication skills.

In this eye-opening episode of Connect and Convert, hosts Dennis Collins and Leah Bumphrey challenge the common wisdom of letting top sales performers operate independently. They share invaluable insights on why maintaining engagement with your best talent is crucial for long-term success and retention.

Key Takeaways:

• Completely hands-off management of top performers can lead to disconnection and eventual talent loss
• Effective feedback should be data-driven and presented as a partnership discussion rather than criticism
• Building trust requires understanding individual motivations and creating personalized management approaches
• Team integration and regular engagement are crucial, even for highly independent sales professionals

Timestamps:

00:00:00 - Introduction and topic overview

00:02:15 - The risks of ignoring top performers

00:05:30 - Effective feedback strategies

00:08:45 - Building team connection

00:12:20 - Data-driven management approaches

00:15:45 - Trust-building techniques

00:18:30 - Closing thoughts and contact information

Connect with the Hosts:

Dennis Collins

• Website: https://wizardofads.org/partner/dennis-collins/
• Email: dennis@example.com

Leah Bumphrey

• Website: https://wizardofads.org/partner/leah-bumphrey/
• Email: leah@example.com

About the Hosts:

Dennis Collins brings decades of experience in radio management and sales leadership. His practical approach to sales management is informed by real-world successes and challenges in managing high-performing teams.

Leah Bumphrey is a seasoned sales professional and consultant with extensive experience in media sales. As one of the pioneering female salespeople in her radio group, she brings a unique perspective to sales team dynamics and management.

Business leadership and culture expert Paul Boomer joins Dennis Collins and Leah Bumphry to discuss how to recognize and transform dysfunctional workplace culture into a high-performing environment.

We've got Dave Salter and his rockstar sales trainer, Dennis Collins, joining us on Connect and Convert. They're going to spill the tea on the seven habits of highly ineffective salespeople - yes, you heard that right, they're going to talk about the worst practices out there. Dave and Dennis share some personal stories and anecdotes that will have you in stitches, including one about a car salesman who walked away from a customer who didn't have cash in hand.

But it's not all fun and games, folks. Dave and Dennis also deliver some seriously valuable insights on why empathy, listening, and asking the right questions are key to connecting with customers and making that sale. They also touch on the importance of identifying great prospects and following a sales process. And while they may make it sound easy, they know firsthand that sales is tough but incredibly rewarding. So if you're ready to up your sales game or need to help someone else do so, check out this episode of Connect and Convert.

In this episode of Connect and Convert, host Dave Salter sits down with esteemed sales expert Dennis Collins to delve into the intricacies of successful small business sales. They explore the importance of understanding customer communication styles and the role they play in driving sales success. Dave and Dennis uncover practical strategies for building trust, overcoming tension, and tailoring your approach to different social styles. Get ready to unleash your sales potential as they share invaluable insights and actionable advice.

Key Points:

1. The Power of Communication Styles: Discover how recognizing and adapting to different social styles can enhance your sales effectiveness.
2. Understanding the Analytical, Amiable, Expressive, and Driver Lenses: Gain insights into the unique characteristics and preferences of each social style, and learn how to effectively engage with individuals representing these styles.
3. Overcoming Tension in Sales Interactions: Explore the negative tension that can arise in customer interactions and learn strategies to navigate and alleviate it.
4. Practicing Versatility: Understand the importance of being adaptable and versatile in your communication approach to establish rapport and connect with customers.
5. Mastering Social Styles: Learn how to identify customers' social styles on the fly and adjust your communication to maximize success.

Join Dave Salter and Dennis Collins in this enlightening episode of Connect and Convert as they unlock the secrets to achieving sales success. Whether you're a seasoned sales professional or a small business owner looking to boost your sales strategies, this episode offers valuable insights and practical tips. Tune in to learn how to build lasting connections, overcome communication barriers, and unleash your sales potential. Don't miss out on this opportunity to transform your sales game and drive unprecedented growth.

Remember to subscribe to Connect and Convert for more insider strategies and stories of small business sales success.

Discover the science behind effective employee recognition and how it can dramatically reduce turnover costs. In this episode, Dennis Collins and Leah Bumphrey break down Gallup's latest research, revealing how well-recognized employees are 45% less likely to leave their positions within two years. Learn the five essential pillars that make recognition programs truly effective.

Key Takeaways:

• Employee turnover is extremely costly: 200% of salary for leadership positions, 89% for technical staff, and 40% for frontline employees
• The five pillars of effective recognition are: fulfilling, authentic, personalized, equitable, and embedded in culture
• Recognition must be tailored to different personality types and departments - one size does not fit all
• Well-implemented recognition programs can reduce turnover by 45% over two years
• 
  

Timestamps:

00:00:00 - Introduction and turnover cost discussion

00:02:15 - The true cost of employee turnover

00:05:30 - Breaking down the five pillars of recognition

00:12:45 - Implementation strategies for recognition programs

00:18:20 - Case studies and real-world examples

00:22:30 - Action steps for business owners

Connect with Our Hosts:

Dennis Collins

• Website: https://wizardofads.org/partner/dennis-collins/
• Email: denniscollins@wizardofads.com

Leah Bumphrey

• Website: https://wizardofads.org/partner/leah-bumphrey/
• Email: leahbumfrey@wizardofads.com

About Our Hosts:

Dennis Collins is a business growth strategist with over three decades of experience in media and sales management. His expertise in employee retention and organizational culture has helped numerous businesses achieve sustainable growth.

Leah Bumphrey is a sales performance expert specializing in recognition programs and team development. Her unique perspective combines both management and support role experience, giving her valuable insights into effective recognition strategies.

Ready to transform your business's recognition strategy?

Email denniscollins@wizardofads.com or

leahbumfrey@wizardofads.com

to schedule your complimentary 60-minute discovery call.

Welcome to "Connect and Convert," the podcast that unveils the secrets to small business sales success. In this episode, hosts Dave Salter and Dennis Collins shed light on the challenges faced by small business owners in recognizing sales problems and providing actionable steps to address them effectively.

Drawing from their extensive experience and real-life examples, Dave and Dennis emphasize the importance of early detection and offer practical solutions. They guide business owners through a step-by-step process to conduct a comprehensive sales audit, assess accountability and rewards systems, and seek external feedback through secret shopping and customer conversations.

Furthermore, they highlight the benefits of working with coaches or consultants who bring fresh perspectives and objective insights. By implementing these action steps, business owners can proactively address sales issues before they become critical and position their companies for long-term success.

Join us on "Connect and Convert" as Dave and Dennis equip you with the tools and strategies to navigate the sales landscape and achieve remarkable growth. Tune in and unlock the potential to revolutionize your sales approach and maximize your business's profitability.

Think following your passion is enough for business success? Think again. In this eye-opening episode, marketing experts Dennis Collins and Leah Bumphrey, along with producer Paul Boomer, challenge conventional wisdom about business strategy. Drawing from Seth Godin's latest insights, they reveal why strategy should be your compass, not just a map.

KEY TAKEAWAYS:

• Strategy is a philosophy of becoming - it's about who you'll serve and who you'll become, not just what you'll do
• Good decisions don't always lead to good outcomes (and vice versa) - understanding this difference is crucial for strategic planning
• Effective business strategy requires an "umbrella approach" that aligns multiple aspects of your business, from marketing to team management
• Sharing your strategy with your team is essential for success - most small business owners only share tactics, missing the bigger picture

TIMESTAMPS:

00:00:00 - Introduction and special offer

00:04:15 - Why passion isn't enough for business success

00:08:30 - Understanding strategy vs tactics

00:12:45 - The importance of multiple aligned strategies

00:16:20 - Good decisions vs good outcomes

00:20:00 - Sharing strategy with your team

CONNECT WITH OUR HOSTS:

Dennis Collins

• Website: https://wizardofads.org/partner/dennis-collins/
• Email: Dennis.Collins@wizardofads.com

Leah Bumphrey

• Website: https://wizardofads.org/partner/leah-bumphrey/
• Email: Leah.Bumphrey@wizardofads.com

GUEST BIO:

Paul Boomer serves as the producer for Connect and Convert. With his extensive experience in business strategy and marketing, Paul brings valuable insights to the conversation about strategic planning and implementation. His perspective on leadership and creating future-focused business visions adds depth to the discussion.

In today's episode, Dave Salter and Dennis Collins unravel the mysterious "one call close." It's a high-stakes sales technique that demands charisma, magic, and skill. Dennis spills the beans, revealing that this whirlwind tactic can seal the deal in just seven minutes. That's faster than your morning coffee brews!

But this isn't about cheesy lines. It's about genuine rapport and trust-building. Dennis dives into rapport secrets, emphasizing the power of authentic questions and common ground.

From social media savvy to avoiding "premature presentation," Dave and Dennis dish out actionable insights. Plus, they tease recognizing buying signals--oh, the suspense!

Think of this podcast as your VIP ticket to sales mastery. With charisma, insider tips, and a touch of theater, Connect & Convert is your go-to for conquering the sales world. So, grab your earbuds, tune in, and Connect & Convert like a pro!

In this episode of Connect & Convert, Dennis Collins sits down with Brian Tewes, founder and owner of Tewes Lending in Orlando, Florida. Brian shares his entrepreneurial journey, detailing the challenges he faced while starting his own mortgage company and the strategies he employs to successfully market his business in a competitive landscape. He emphasizes the importance of being hyper-local, focusing on building relationships with real estate agents, and providing exceptional customer experience. Brian also discusses the advantages of working with a smaller, local mortgage company, including faster processing times and lower interest rates. Throughout the conversation, Brian offers valuable insights and advice for aspiring entrepreneurs, stressing the importance of perseverance, adaptability, and continuous learning. Whether you're a small business owner or considering starting your own venture, this episode is packed with practical tips and inspiring stories from Brian's experience in the mortgage industry.

In this episode, we sit down with certified financial planner Todd Bryant to discuss the key factors to consider when choosing a financial advisor for your wealth management and retirement planning needs. As a top 40 under 40 awardee and founding partner of Signature Wealth Partners, Todd shares his insights on building trust, differentiating yourself as a financial professional, and leveraging social media to connect with clients.

Key Takeaways:

• Look for a fiduciary advisor who acts in your best interest and holds key designations like the CFP (Certified Financial Planner)
• Interview multiple advisors to ensure you find the right fit for your financial goals and personal relationship
• Building a long-term relationship with your financial advisor, based on trust and understanding, is crucial for success
• Differentiating yourself as a financial professional involves getting to know clients on a personal level and being there for life's major milestones

Resources:

• Todd Bryant's website
• LinkedIn
• CFP Board

Timestamps:

00:00:00 - Introduction and Todd Bryant's background

00:01:15 - Who needs a financial planner?

00:03:48 - Understanding financial designations

00:07:02 - Building relationships with clients

00:11:23 - Encouraging clients to explore options

00:15:01 - Differentiating yourself as a financial advisor

00:20:14 - The importance of likeability and trust

00:24:18 - Leveraging social media and online presence

00:26:44 - How to connect with Todd Bryant

Connect with the Hosts:

• Dennis Collins
• Leah Bumphrey

Guest Bio:

Todd Bryant is a certified financial planner and the founding partner of Signature Wealth Partners, a financial planning business based in Orlando, Florida. As a top 40 under 40 awardee and recent financial expert on Fox 35 TV, Todd brings his expertise in wealth management and retirement planning to help clients make informed decisions for their financial future. With a strong background in mentoring and public speaking, Todd is passionate about educating others on the importance of financial literacy and working with a trusted advisor.

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The information contained in this podcast does not purport to be a complete description of the securities, markets, or developments referred to in this material. It is not a statement of all available data necessary for making an investment decision, and it does not constitute a recommendation. Any opinions are those of the speakers and not necessarily those of Raymond James. Any case studies mentioned are hypothetical and for illustrative purposes. Investing involves risk and you may incur a profit or loss regardless of strategy selected. Working with a financial professional does not ensure a favorable outcome.

Raymond James is not affiliated with Dennis Collins, Leah Bumphrey, Wizard Academy, or Connect and Convert.

2020 Orlando Business Journal 40 under 40 – Nominations are done by the companies’ accounting firm, public relations firm or self-nomination. The judges whittled the list of candidates to 40 out of over 200 candidates. Candidates had to demonstrate business success, community involvement, leadership ability and influence on the region, public policy or...

In this epsidoe, hosts Dennis Collins and Leah Bumphrey explore the world of effective group decision making and share their experiences with Edward de Bono's game-changing Six Thinking Hats approach. They discuss how this innovative lateral thinking technique can revolutionize meetings and help individuals and teams make higher quality decisions by encouraging diverse perspectives and structured thinking.

The Six Thinking Hats method assigns a specific color to each mode of thinking: white for facts, red for emotions, black for caution, yellow for optimism, green for creativity, and blue for organization. By applying this technique in meetings, everyone is encouraged to contribute, and all viewpoints are considered, fostering a more collaborative and productive decision-making process.

Dennis and Leah share valuable insights from their mentor, Jack Lanham, a master at helping people become more productive, efficient, and effective. They emphasize the importance of incorporating emotion in decision making and how the Six Thinking Hats approach allows for this in a structured manner.

The hosts also discuss their experiences with unproductive meetings, where a few loud voices dominate the decision-making process, and how the Six Thinking Hats method can help overcome this challenge. They highlight the unique challenges faced in the radio industry, where balancing the needs of listeners and advertisers can lead to conflicts between the programming and sales departments.

Whether you're a business owner, team leader, or simply looking to improve your decision-making skills, this vodcast offers valuable insights and practical advice. Discover how to unlock the power of lateral thinking and transform the way you approach problem-solving with the Six Thinking Hats method.

Notable quotes:

"If you don't use emotion, you don't make good decisions." (Dennis Collins)

"By forcing the issue, it's a comfort zone thing too, for everyone to participate." (Leah Bumphrey)

Tune in to learn more about the Six Thinking Hats technique and how it can help you make better decisions in your business and personal life