The Next 100 Days Podcast (Kevin Appleby & Graham Arrowsmith)

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	Date	Titre	Durée
	14 Mar 2025	#466 - Pankaj Singh - Ascendency Action	00:50:10
Pankaj Singh, also known as "Sing", has created a framework called the Ascendency Action System. It's designed to help leaders unlock their full potential. Pankaj was an insightful and engaging guest on The Next 100 Days podcast and shared insights across leadership, personal development and workplace culture. Summary of the Podcast Introductions and background Pankaj Singh, Kevin Appleby, and Graham Arrowsmith introduce themselves and discuss Pankaj's background, including growing up in India and now living in Jacksonville, Florida. They also discuss Pankaj's work as a business and management coach focused on mindfulness and leadership. Mindfulness and presence Pankaj explains his approach to teaching mindfulness, emphasizing the importance of being present in the moment rather than getting caught up in preconceived notions or attachment to outcomes. He shares practical exercises like the "STOP" technique to help people become more mindful throughout their day. Ascendency Action System Pankaj discusses some of the frameworks and models he uses in his work, including the "Ascendency Action System" and the "Mindful Universal Compass" which focuses on presence, emotional agility, cognitive clarity, and compassionate action. He explains how these tools help people apply mindfulness principles in practical ways. Outcomes and impact Pankaj shares examples of how his work has positively impacted clients, helping them save their marriages, get their careers back on track, and generally reclaim their "human life" through mindfulness practices. He emphasises that his goal is to empower people to make changes themselves, rather than relying on him. The Next 100 Days Podcast Co-Hosts Graham Arrowsmith Graham founded Finely Fettled ten years ago to help business owners and marketers market to affluent and high-net-worth customers. Graham founder of MicroYES, a Partner for MeclabsAI, which combines the world's biggest source of 10,000 marketing experiments with AI. Find Graham on LinkedIn. Kevin Appleby Kevin specialises in finance transformation and implementing business change. He's the COO of GrowCFO, which provides both community and CPD-accredited training designed to grow the next generation of finance leaders. You can find Kevin on LinkedIn and at kevinappleby.com
	24 Jan 2025	#459 John Hannum - Fractional CFOs	00:46:10
John Hannum provides an overview of his fractional CFOs business. His company takes experienced CFOs and "fractionalises" them to serve multiple clients. Summary of the Podcast Fractional CFO services overview John Hannum provides an overview of his fractional CFO services, explaining that his company takes experienced CFOs and "fractionalizes" them to serve multiple clients. The key benefits are access to high-level financial expertise without the cost of a full-time CFO, as well as the ability to leverage a CFO's industry-specific knowledge. Hiring and managing fractional CFOs John discusses the process of hiring and managing fractional CFOs, emphasizing the importance of finding the right personality fit and industry expertise. He also outlines how he structures the client engagement, with a focus on regular touchpoints and clear communication boundaries to ensure the CFO's time is used efficiently. The role of AI in finance The group explores the impact of AI on the finance function, acknowledging that AI will automate many repetitive tasks but arguing that the strategic, advisory role of the CFO will remain valuable. They discuss how AI can enhance financial analysis and decision-making, but emphasize the continued need for human leadership and judgment. The fractional CFO market opportunity John provides data on the size of the fractional CFO market, noting that there are currently only around 11,000 fractional CFOs serving 33 million small and medium-sized businesses in the US. He sees this as a significant growth opportunity, especially as more companies recognize the value of accessing high-level financial expertise on a part-time basis. Recap and next steps The group concludes the discussion, summarising the key insights around the evolving role of the CFO, the potential impact of AI, and the sizable market opportunity for fractional CFO services. The Next 100 Days Podcast Co-Hosts Graham Arrowsmith Graham founded Finely Fettled ten years ago to help business owners and marketers market to affluent and high-net-worth customers. Graham founder of MicroYES, a Partner for MeclabsAI, which combines the world's biggest source of 10,000 marketing experiments with AI. Find Graham on LinkedIn. Kevin Appleby Kevin specialises in finance transformation and implementing business change. He's the COO of GrowCFO, which provides both community and CPD-accredited training designed to grow the next generation of finance leaders. You can find Kevin on LinkedIn and at kevinappleby.com
	14 Feb 2025	#462 Christy Pretzinger - Content Marketing	00:50:48
For more than twenty years, WG Content and Christy Pretzinger have delivered strategy, content marketing, writing, and project management expertise to B2B and B2C audiences. Currently, she concentrates on healthcare. Summary of the Podcast Introductions and small talk The participants introduce themselves and engage in casual conversation, discussing their locations in the UK and US and their political views. Graham would love Donald Trump to replace the feckless idiots currently running our country. Christy's content marketing agency background Christy explains how her content marketing agency, originally called "Writer Girl", evolved over the years to serve the healthcare industry, focusing on content strategy and creation for hospital systems and related companies. She discusses the rationale behind their recent rebrand to "WG Content". Unique challenges of healthcare content Christy outlines the specific challenges of creating content for the healthcare industry, such as the need to write at an appropriate reading level, the importance of subject matter expertise, and the requirement to avoid overly promotional or marketing-driven content. The role of AI and technology The group discusses the use of AI and technology tools in Christy's content creation process, including internal systems, plagiarism checks, and the potential future use of generative AI - while emphasizing the importance of maintaining a human touch and oversight. Christy's purpose and leadership approach Christy shares her personal mission of creating environments where people can thrive, and how she has built her business on principles of kindness and relationship-building, rather than pure profit motives. She discusses the challenges of maintaining this approach in the face of industry pressures and trends. The Next 100 Days Podcast Co-Hosts Graham Arrowsmith Graham founded Finely Fettled ten years ago to help business owners and marketers market to affluent and high-net-worth customers. Graham founder of MicroYES, a Partner for MeclabsAI, which combines the world's biggest source of 10,000 marketing experiments with AI. Find Graham on LinkedIn. Kevin Appleby Kevin specialises in finance transformation and implementing business change. He's the COO of GrowCFO, which provides both community and CPD-accredited training designed to grow the next generation of finance leaders. You can find Kevin on LinkedIn and at kevinappleby.com
	28 Feb 2025	#464 - Toby Burns - The Silent Disco Company	00:47:28
Toby Burns is the director of The Silent Disco Company. He has been immersed in the events industry since the age of 16. And, guess what, he's been a DJ for Google and Virgin. He launched The Silent Disco Company more than 10 years ago. Since, he's gained extensive experience organising world-class events globally. Summary of the Podcast Introduction to The Silent Disco Company The discussion begins with an introduction to the silent disco company, where attendees wear wireless headphones and can choose between different music channels. This allows for a unique and interactive experience, where people can dance to different songs simultaneously. The hosts, Graham and Kevin, explore the history and appeal of silent disco. Versatility of Silent Disco The Silent Disco Company representative, Toby, explains how silent disco provides choice and flexibility for attendees, allowing them to switch between music channels. He also highlights the versatility of the technology, noting its use in a variety of settings like conferences, weddings, and even care homes for dementia patients. Innovation and Competitive Landscape Toby discusses the importance of continuous innovation in the silent disco industry, as competitors often quickly copy successful ideas. He views this as a compliment, and focuses on staying ahead of the curve through new product development and improving the customer experience. Scaling the Silent Disco Business Toby discusses the scale of the Silent Disco Company's operations, noting they hire out equipment for over 1,500 events per year. He explains the challenges of managing growth, balancing inventory, and maintaining quality customer service. Toby also shares his perspective on running a lifestyle business versus a high-growth enterprise. The Next 100 Days Podcast Co-Hosts Graham Arrowsmith Graham founded Finely Fettled ten years ago to help business owners and marketers market to affluent and high-net-worth customers. Graham founder of MicroYES, a Partner for MeclabsAI, which combines the world's biggest source of 10,000 marketing experiments with AI. Find Graham on LinkedIn. Kevin Appleby Kevin specialises in finance transformation and implementing business change. He's the COO of GrowCFO, which provides both community and CPD-accredited training designed to grow the next generation of finance leaders. You can find Kevin on LinkedIn and at kevinappleby.com
	07 Mar 2025	#465 - Rohit Maini - Accountancy	00:45:52
Rohit Maini took over his father's accountancy firm after his father's sudden passing. He had to transition the business from a traditional paper-based practice to a more modern, digitised operation. Rohit brought in a new team and updated processes to better serve the firm's long-standing clients. Summary of the Podcast Balancing compliance and advisory services Rohit discussed the importance of compliance work, but also emphasized the need to provide more strategic advisory services to clients. He aims to be a trusted business partner, helping clients make better financial decisions to grow their companies. Rohit sees technology as an enabler, allowing his team to be more efficient on compliance while focusing more on advisory. Expanding services beyond accountancy In addition to accounting and tax services, Rohit's firm has acquired a consulting practice that provides marketing, HR, and other business advisory services. This allows Rohit to offer a more comprehensive suite of support to help clients succeed. Rohit's podcast and entrepreneurship focus Rohit hosts a podcast called "Everyday Empires" which aims to make entrepreneurship more relatable and accessible. He wants to not only inspire potential entrepreneurs, but also provide practical guidance and resources to help them take the leap and start their own businesses. Exploring AI and technology integration Towards the end of the meeting, Rohit and the hosts discussed the potential for integrating AI and other technologies into Rohit's accounting and consulting practice. They see opportunities to enhance compliance work and provide more valuable insights to clients. The Next 100 Days Podcast Co-Hosts Graham Arrowsmith Graham founded Finely Fettled ten years ago to help business owners and marketers market to affluent and high-net-worth customers. Graham founder of MicroYES, a Partner for MeclabsAI, which combines the world's biggest source of 10,000 marketing experiments with AI. Find Graham on LinkedIn. Kevin Appleby Kevin specialises in finance transformation and implementing business change. He's the COO of GrowCFO, which provides both community and CPD-accredited training designed to grow the next generation of finance leaders. You can find Kevin on LinkedIn and at kevinappleby.com
	21 Feb 2025	#463 - Stevie Ward - Truth Speaker	00:38:35
If you visit Stevie Ward's website, its current headline is Captain, Winner, Truth Speaker. Stevie is a former professional rugby player and part of the golden generation at the Leeds Rhinos, one of the most successful teams in Super League history. He became the youngest grand final winner ever, winning two more Grand Finals and 2 Challenge Cups, and was named captain at just 26. Amongst the highs, Stevie endured ten operations and several mental health struggles. This adversity inspired Stevie to launch Mantality in 2016 to promote mental health for men through counselling, life-coaching services, and a stigma-breaking podcast. Summary of the Podcast Introductions and casual conversation The participants, Kevin Appleby, Stevie Ward, and Graham Arrowsmith, engage in casual conversation and banter, discussing topics like Stevie's background in rugby league, the participants' accents and regional origins, and some technical issues with Stevie's video background. Stevie Ward's rugby and personal journey Stevie shares details about his early experiences playing rugby, including transitioning from union to league as a child and the intensity and physicality he brought to the sport. He discusses being one of the youngest captains in Leeds Rhinos history, winning a Grand Final at age 18, and the highs and lows of his professional rugby career, including injuries and a brain injury that led to his retirement at age 26. Stevie's work as a speaker and coach Stevie explains how his experiences in rugby, including the challenges he faced, have shaped his work as a speaker and coach. He describes his approach of using stories and metaphors to help leaders and teams explore concepts like vulnerability, psychological safety, and authenticity. Stevie shares how he aims to create transformative experiences for his clients by inviting them to inquire into their own thoughts and feelings. Reflections on the Conversation The hosts, Graham and Kevin, express their appreciation for Stevie's honesty and vulnerability in sharing his personal journey. They acknowledge the unique perspective and insights Stevie brings and suggest that his experiences and approach could be valuable for a wide range of organizations and leaders. The Next 100 Days Podcast Co-Hosts Graham Arrowsmith Graham founded Finely Fettled ten years ago to help business owners and marketers market to affluent and high-net-worth customers. Graham founder of MicroYES, a Partner for MeclabsAI, which combines the world's biggest source of 10,000 marketing experiments with AI. Find Graham on LinkedIn. Kevin Appleby Kevin specialises in finance transformation and implementing business change. He's the COO of GrowCFO, which provides both community and CPD-accredited training designed to grow the next generation of finance leaders. You can find Kevin on LinkedIn and at kevinappleby.com
	20 Dec 2024	#456 Confidence is Overrated with Susana Serrano Davey	00:44:05
Confidence is overrated, so says returning guest Susana Serrano Davey. This lovely Spanish lady has written a book entitle Confidence is Overrated which comes out March 2025. Summary of Podcast Introductions and book announcement Graham and Kevin welcome back returning guest Susana Serrano-Davey, who has written a new book called "Confidence is Overrated" that will be released in March. Susana explains that the book challenges the traditional view of confidence and explores how to feel more at ease with oneself even without constant self-confidence. Defining confidence and imposter syndrome Susana delves deeper into her perspective on confidence, distinguishing it from self-esteem and imposter syndrome. She shares her own journey of not always feeling confident, and how she has learned to be more at peace with herself even in moments of self-doubt. Challenging beliefs and finding courage The example of Malala Yousafzai was used to illustrate how challenging one's cultural and personal beliefs can lead to finding the courage to do things previously thought impossible. The importance of being open to new possibilities beyond one's career and preconceptions. Enjoying the journey and finding inner peace Susana explains that her goal is for readers to enjoy the book, connect with her personal stories, and be inspired to reflect on their own lives and values. Her ultimate aim is to help people find a sense of inner peace and contentment, rather than constantly chasing confidence or external markers of success. Reflecting on the podcast journey In the closing discussion, Graham and Kevin reflect on their own journey of starting the podcast 450 episodes ago, when they had little confidence but took the leap anyway. They discuss how the podcast has evolved and the value of continuing to do it, even if it means letting go of reaching a specific milestone. The Next 100 Days Podcast Co-Hosts Graham Arrowsmith Graham founded Finely Fettled ten years ago to help business owners and marketers market to affluent and high-net-worth customers. Graham founder of MicroYES, a Partner for MeclabsAI, which combines the world's biggest source of 10,000 marketing experiments with AI. Find Graham on LinkedIn. Kevin Appleby Kevin specializes in finance transformation and implementing business change. He's the COO of GrowCFO, providing community and CPD-accredited training designed to grow the next generation of finance leaders. You can find Kevin on LinkedIn and at kevinappleby.com
	06 Dec 2024	#454 India & Customer Facing Devices	00:45:28
Graham Arrowsmith visited India with his wife, Dawn, in November 2024. This podcast recollects the experience and discusses MeclabsAI's Customer-Facing Devices. Summary of Podcast This podcast discusses Graham's trip to India and explores applications of MeclabsAI, particularly Customer-Facing Devices (CFDs). Key Takeaways Graham visited India, observing stark contrasts in urban development, pollution, and economic growth. Through CFDs, MeclabsAI offers powerful marketing, data analysis, and customer interaction capabilities. The technology has potential applications in finance, due diligence, and enhancing customer experiences. Security and data privacy are prioritised in MeclabsAI's approach, addressing concerns about data usage. India Trip Observations Delhi: Estimated 35 million population, severe smog issues impacting health Chandigarh: Planned city by Le Corbusier, more organised than other Indian cities Traffic: Chaotic, with various vehicles weaving through lanes. Economic contrast: Educated professionals alongside significant poverty in slums. Growth: India is recognised as one of the fastest-growing economies globally. MeclabsAI Capabilities Customer Facing Devices (CFDs): Advanced AI agents that can replace traditional chatbots. Data analysis: Can process financial reports, identify trends, and provide insights. Content creation: Ability to generate podcasts, articles, and marketing materials. Personalisation: Can create tailored experiences for customers, e.g., in jewellery shopping Integration: Potential to replace or enhance existing website functionalities. Business Applications Due diligence: Analysing pitch decks and financial data for investors. Finance presentations: Improving how financial data is communicated to non-finance audiences. Marketing optimisation: Leveraging 30 years of marketing research to enhance conversions. Lead generation: Creating engaging user journeys that capture customer information effectively. Technical Aspects Security: Emphasis on data privacy and secure handling of uploaded information. Customisation: It is easy to add proprietary information to create tailored AI libraries. Ongoing development: Regular updates and improvements to the system's capabilities The Next 100 Days Podcast Co-Hosts Graham Arrowsmith Graham founded Finely Fettled ten years ago to help business owners and marketers market to affluent and high-net-worth customers. MicroMailings is his new low-risk, done-for-you marketing solution for companies seeking high-net-worth leads. He is also the founder of MicroYES, a Partner for MeclabsAI, which combines the world's biggest source of 10,000 marketing experiments with AI. Find Graham on LinkedIn. Kevin Appleby Kevin specialises in finance transformation and implementing business change. He's the COO of GrowCFO, providing community and CPD-accredited training designed to grow the next generation of finance leaders. You can find Kevin on LinkedIn and at
	04 Apr 2025	#469 - Dr Joan Palmiter Bajorek - Your AI Roadmap	00:58:18
Joan focuses on Voice Tech, but her work is a dual fusion of technical innovation and systemic change. Summary of the Podcast Casual conversation and introductions The meeting begins with casual conversation between the three participants - Kevin, Graham, and Joan. They joke about mispronouncing each other's names and discuss Graham's podcast attire. Kevin and Graham welcome Joan to the podcast. Discussing AI bias and inclusivity Graham asks Joan about her work highlighting biases in speech recognition systems, and how organizations can address these issues. Joan explains how datasets used to train AI often lack diversity, leading to systems that perform poorly for women and non-white individuals. She emphasizes the importance of having a range of perspectives represented in the development of AI. Democratising AI development Joan discusses how the democratisation of AI tools and platforms has made it easier for more people to build AI applications, but notes that this also means the data and models may not be representative of the full population. She advocates for greater inclusion in the AI development process. Protecting against AI-driven job disruption The conversation shifts to the risks of AI-driven job displacement. Joan shares insights from her book "Your AI Roadmap", which provides guidance on future-proofing careers and building diverse income streams to mitigate the impact of AI-related job losses. Opportunities in vertical farming and data infrastructure Joan describes her work with an agricultural technology company, Agria, where she is building data infrastructure and digital twins to help the company leverage data to improve crop yields and sustainability. She emphasizes the potential for data and AI to transform industries like agriculture. Recap and closing The participants provide a brief recap of the discussion and thank Joan for her time. Graham and Kevin express interest in Joan's book and the potential for future collaboration. The Next 100 Days Podcast Co-Hosts Graham Arrowsmith Graham founded Finely Fettled ten years ago to help business owners and marketers market to affluent and high-net-worth customers. Graham founder of MicroYES, a Partner for MeclabsAI, which combines the world's biggest source of 10,000 marketing experiments with AI. Find Graham on LinkedIn. Kevin Appleby Kevin specialises in finance transformation and implementing business change. He's the COO of GrowCFO, which provides both community and CPD-accredited training designed to grow the next generation of finance leaders. You can find Kevin on LinkedIn and at kevinappleby.com
	13 Dec 2024	#455 Umesh Gangadhar - OPDSure	00:48:01
OPDSure OPDSure (Outpatient Department) is India's first OPD benefits plan for employees and families. Graham met Umesh, the founder of OPDSure, in November 2024 in New Delhi, India. Summary of Podcast Key Takeaways OPDSure offers affordable outpatient healthcare coverage to Indian companies for their employees, focusing on preventive care. The Indian healthcare market is underserved, with long wait times at public hospitals and expensive private care. OPDSure initially targets small to mid-size companies, charging 3000 rupees (£30) per employee annually. The company is seeking $500k in initial funding to scale operations and plans to raise $5-10M from VCs later. OPD Sure Business Model Provides outpatient department (OPD) coverage not typically included in insurance. Targets corporate clients, offering as employee benefit. Flexible payment models: employer-paid, 50/50 split, or voluntary employee-paid. Annual cost 3000 rupees (£30) per employee. It allows visits to any doctor/clinic, not a restricted network. Includes alternative medicine (Ayurveda, homeopathy). Indian Healthcare Landscape 1.4 billion population with an overburdened public system. Long wait times at free government hospitals. Private care is unaffordable for many (£10+ per consultation). Average life expectancy is 60-65 years vs. 80+ in the UK. Lack of preventive care culture, especially among young people. Market Opportunity The OPD market is estimated at $22 billion, growing to $40 billion by 2029. Initially targeting Delhi/NCR region, plans to expand nationwide. Focus on the 20-35 age group (70-80% of the corporate workforce). There are some competitors, but the market is large enough for multiple players. Funding Plans Seeking $500k initial investment for team expansion and marketing. A later round of $5-10M is planned for nationwide scaling. Founder has an MBA from Sheffield Hallam University. The Next 100 Days Podcast Co-Hosts Graham Arrowsmith Graham founded Finely Fettled ten years ago to help business owners and marketers market to affluent and high-net-worth customers. MicroMailings is his new low-risk, done-for-you marketing solution for companies seeking high-net-worth leads. He is also the founder of MicroYES, a Partner for MeclabsAI, which combines the world's biggest source of 10,000 marketing experiments with AI. Find Graham on LinkedIn. Kevin Appleby Kevin specialises in finance transformation and implementing business change. He's the COO of GrowCFO, which provides both community and CPD-accredited training designed to grow the next generation of finance leaders. You can find Kevin on LinkedIn and at kevinappleby.com
	10 Jan 2025	#457 - Kevin Appleby & Graham Arrowsmith - 2025 Plans	00:35:39
Embracing AI and automation in 2025 Kevin discusses his plans to implement a new productivity system called "Pillars, Pipelines, and Vaults" (PPV) He discovered PPV from a YouTuber named August Bradley. The system aims to help him better manage his planning, to-do lists, contacts, and knowledge base. Graham shares his excitement about the potential of AI and automation to transform businesses and industries in 2025. Balancing work and personal priorities Kevin and Graham discuss the importance of balancing work and personal priorities as they get older. They agree that they don't want to fall behind on technology and want to continue learning and growing, but also recognise the value of having a fulfilling life outside of work. Upcoming projects and initiatives Kevin shares his plans for Grow CFO, a company he is involved with, to produce a technology innovation report focused on finance-related topics. He explains how AI and data analysis can help organisations optimise their spend management and procurement processes. Graham also discusses his plans to leverage MeclabsAI and automation to develop personalised solutions for a specific market sector. Closing thoughts and future of the podcast As the meeting comes to a close, Kevin and Graham reflect on the longevity of their podcast, which is approaching its 10th year. They discuss the possibility of continuing the podcast, potentially with the involvement of listeners, and how it provides them with the "freedom of association" that they value. The Next 100 Days Podcast Co-Hosts Graham Arrowsmith Graham founded Finely Fettled ten years ago to help business owners and marketers market to affluent and high-net-worth customers. Graham founder of MicroYES, a Partner for MeclabsAI, which combines the world's biggest source of 10,000 marketing experiments with AI. Find Graham on LinkedIn. Kevin Appleby Kevin specialises in finance transformation and implementing business change. He's the COO of GrowCFO, which provides both community and CPD-accredited training designed to grow the next generation of finance leaders. You can find Kevin on LinkedIn and at kevinappleby.com Do you want to be a guest on The Next 100 Days Podcast? Apply here
	07 Feb 2025	#461 - TJ Slattery - Crowsnest Consulting	00:49:27
TJ Slattery is the owner and founder of Crowsnest Consulting. A lifetime entrepreneur and strategic advisor, TJ harnesses his decades of experience to create clarity and stability for business owners immersed in the day-to-day on an entrepreneurial island. Armed with honest, relatable candor (and a stylish neckerchief), TJ leverages his business acumen, experience and relentless curiosity, and enables his clients in the finance space to connect the dots between the business they have and the vision they want to achieve–it’s time to stop treading water and get up into the crowsnest where they belong. TJ can offer invaluable insight into the following topics: Shiny Red Balls: identifying what’s important vs. what’s a distraction. Underpants Gnome Syndrome: understanding ‘step 2’ of the business plan. Tree in the Forest: why the onboarding experience is key for retention. Effective clear direction and training are more important than ever. Onboarding is the magic moment to keep employees engaged. Indiana Jones Moment: scary step into the business void after you’ve done all the prep - there’s no better feeling when you hit the ground. Summary of the Podcast Introductions and background TJ Slattery introduces himself as a corporate consultant and strategic advisor who helps small business owners take a "crow's nest" view of their business. He explains his background in entrepreneurship and the concept of "underpants gnome syndrome" - when business owners have a grand vision but lack a clear plan to get there. Identifying and addressing business gaps TJ discusses how he works with clients to create a detailed 12-month performance plan, looking at all aspects of the business (financials, marketing, sales, operations, etc.) to identify gaps and ensure the growth plan is realistic and sustainable. He uses exercises like the "pipe burst" test to uncover the business's weakest points. Ideal client profile and engagement model TJ explains that his ideal clients are service-based businesses with 3-5 years of experience, revenue of $500K-$1M, and a desire to scale. He typically works with them for 6-month engagements, meeting bi-weekly to implement a roadmap and track progress. The role of AI and technology TJ discusses how AI and technology may impact his business, noting that the personal touch and strategic advisory role he provides would be difficult to fully automate. However, he sees opportunities to leverage AI tools to enhance his offerings and support his clients. The Next 100 Days Podcast Co-Hosts Graham Arrowsmith Graham founded Finely Fettled ten years ago to help business owners and marketers market to affluent and high-net-worth customers. Graham founder of MicroYES, a Partner for MeclabsAI, which combines the world's biggest source of 10,000 marketing experiments with AI. Find Graham on LinkedIn. Kevin Appleby Kevin specialises in finance transformation and implementing business change. He's the COO of GrowCFO, which provides both community and CPD-accredited training designed to grow the next generation of finance leaders. You can find Kevin on
	31 Jan 2025	#460 - Lane Kawaoka - Investing in Real Estate	00:44:30
Today, Lane Kawaoka is investing in real estate syndications, which invest in Class C & B Multi-Family apartments, RV Parks, mobile homes, and assisted living facilities because of the USA’s demand for affordable housing – not rich-people Class-A assets. His mission is to help regular people make good deals that were once only accessible to the rich. The passive income from investing in stabilized rental properties made it possible for me to move back home to Hawaii , where the cost of paradise is 10%+ the cost of living and 30% less than the pay for comparable jobs in the US mainland. There, I was able to live a lifestyle where I could bike to work. It did not take me long, however, to finally quit my day job and ditch the e-bike for a Mercedes. Summary of the Podcast Introductions and background Graham and Kevin introduce their guest Lane Kawaoka, CEO of The Wealth Elevator, who is joining them from Hawaii, which is a day behind their current time. They discuss Lane's background in real estate investing, starting with single-family rental properties and then transitioning to larger commercial real estate deals and syndications. The 1% rental rule Lane explains the "1% rule" for evaluating rental properties - the monthly rent should be at least 1% of the property's purchase price. He discusses how this is easier to achieve in secondary and tertiary markets compared to high-cost primary markets like California. He also highlights the benefits of focusing on cash flow over pure appreciation. Scaling up to commercial real estate As Lane's portfolio grew, he found the hassle of managing numerous single-family rentals became too much. He pivoted to investing in larger commercial real estate deals through syndications, which provide more institutional-quality assets and economies of scale. This allowed him to focus more on value-add strategies and force appreciation. The Wealth Elevator serves different investor profiles Lane discusses his book "The Wealth Elevator" and how it aims to guide investors at different net worth levels on appropriate investment strategies. He is passionate about empowering the "first generation" of wealth creators, providing free educational content, and building a community of like-minded investors. Future plans and diversification While real estate remains Lane's core focus, he is also exploring opportunities in other asset classes like micro private equity and digital marketing agency acquisitions. He emphasizes the importance of having a clear financial track record and P&L when evaluating new investments, rather than "flying blind". The Next 100 Days Podcast Co-Hosts Graham Arrowsmith Graham founded Finely Fettled ten years ago to help business owners and marketers market to affluent and high-net-worth customers. Graham founder of MicroYES, a Partner for MeclabsAI, which combines the world's biggest source of 10,000 marketing experiments with AI. Find Graham on LinkedIn. Kevin Appleby Kevin specialises in finance transformation and implementing business change. He's the COO of
	28 Mar 2025	#468 - Laurier Mandin - Launching Products	00:53:46
Laurier Mandin is a product marketing strategist and launching products expert who has guided hundreds of innovative products to market success. As founder and CEO of Graphos Product, he brings over three decades of expertise in helping product makers identify and penetrate resistant markets through visionary positioning and strategy. Summary of the Podcast Introductions and casual conversation The meeting begins with casual conversation between the participants - Graham, Kevin, and Laurier. They discuss topics like the French, Canadians, and a dog barking in the background. Graham then introduces the podcast and the guests. Laurier's book and launching products advice Laurier discusses his book "I Need That" and provides advice on launching compelling products. He explains the importance of balancing radical innovation with familiarity to appeal to both the "dog brain" and the rational mind. Laurier uses examples like the Tesla to illustrate this principle. Hypothetical scenario: Convincing Canada to become the 51st US state Graham presents Laurier with a hypothetical scenario where he must convince Canadians that becoming the 51st US state would be beneficial. Laurier thoughtfully considers the potential pros and cons, highlighting cultural similarities between the two countries as well as differences in areas like healthcare and gun laws. Ethical considerations in product marketing The group discusses the ethical balance between addressing customer pain points and preserving consumer well-being, especially when aggressive marketing tactics risk alienating those with deeply held beliefs. Laurier provides examples of both ethical and exploitative practices, emphasizing the need to consider potential harms to vulnerable consumers. Recap and next steps The participants wrap up the discussion, with Graham and Kevin expressing interest in exploring Laurier's expertise further, potentially through a beta testing program for Graham's AI-powered product analysis tool. The Next 100 Days Podcast Co-Hosts Graham Arrowsmith Graham founded Finely Fettled ten years ago to help business owners and marketers market to affluent and high-net-worth customers. Graham founder of MicroYES, a Partner for MeclabsAI, which combines the world's biggest source of 10,000 marketing experiments with AI. Find Graham on LinkedIn. Kevin Appleby Kevin specialises in finance transformation and implementing business change. He's the COO of GrowCFO, which provides both community and CPD-accredited training designed to grow the next generation of finance leaders. You can find Kevin on LinkedIn and at kevinappleby.com
	21 Mar 2025	#467 - Dr Rana Al-Falaki - Health & Performance	00:40:44
Dr Rana Al-Falaki is all about Health and performance. Having perfected how to reach a state of flow where everything happens—laser focus, high productivity, financial wealth, powerful leadership, loving relationships, high energy, motivation, feeling at ease, in peace, joyful, and present—she works with professionals and teams to do the same, be that through coaching, speaking, or training. Summary of the Podcast Dr. Al-Falaki transitioned from dentistry to coaching, developing the "NAIL IT" system for personal development and leadership She emphasizes the power of mindset, emotional intelligence, and reframing stress for better health and success The podcast hosts, Kevin & Graham, were impressed by Dr. Al-Falaki's positive energy and insights on personal growth and overcoming challenges Dr. Al-Falaki's Background and Transition Originally a dentist with multiple qualifications and specializations Experienced personal trauma and health issues that led to a transformative journey Transitioned to coaching and personal development, particularly for healthcare professionals Developed the "NAIL IT" system (Needs, Attitude, Integrity, Limitlessness, Intuition, Tangibility) Stress Management and Mindset Emphasizes reframing stress and changing one's perspective on challenging situations Discusses the impact of mindset on physical health and success Advocates for emotional intelligence and understanding one's core values Personal Development Insights Recommends authors/speakers like Joe Dispenza, Robin Sharma for personal growth Emphasizes the importance of authenticity and vulnerability in leadership Discusses the concept of "midlife crisis" as a transition in purpose and identity Future Plans and Projects New book "Nail It Leadership" scheduled for release in summer 2025 Focuses on raising consciousness and helping individuals respond rather than react Aims to leave a legacy of positive impact and personal transformation Dr. Al-Falaki's website: https://ralfalaki.com/ The Next 100 Days Podcast Co-Hosts Graham Arrowsmith Graham founded Finely Fettled ten years ago to help business owners and marketers market to affluent and high-net-worth customers. Graham founder of MicroYES, a Partner for MeclabsAI, which combines the world's biggest source of 10,000 marketing experiments with AI. Find Graham on LinkedIn. Kevin Appleby Kevin specialises in finance transformation and implementing business change. He's the COO of GrowCFO, which provides both community and CPD-accredited training designed to grow the next generation of finance leaders. You can find Kevin on LinkedIn and at kevinappleby.com
	17 Jan 2025	#458 Kristi Linebaugh - Canary Island Garlic & Herb Olive Oil	00:41:04
Canary Island Garlic & Herb Olive Oil is the name given to Kristi's business partner's great grandmother's special recipe. Pour it over fish and it's like eating a Michelin star meal. It was a secret sauce that captivated the people who came into contact with it. These people included some very famous marketers including Dean Jackson and John Carlton. Kristi and Graham both are members of Flint McGlaughlin's MeclabsAI Guild. Kristi has been around since God was a lad, and Graham a more recent joiner. Kristi's Bio I grew up the child of entrepreneurs. My parents owned grocery stores,a beauty shop, hobby shop and rental properties. My parents taught me at a young age to do what you love... and you'll never have a dull moment... my parents became cosmologists because there was a beauty salon for sale! My dad then got a gig doing hair for the local funeral home customers... he never did get a complaint.😉 North Caroline State University Fast forward I went to school at North Carolina State University and double majored in Communication and Social Work... then with one class left to graduate with two degrees... I chucked it all behind, moved to Florida and opened a coffee house. We were the first coffee house in the area (this was 1994) and people didn't know what Cafe Latte's were and would often call them Cafe Ladies... one person who didn't turn out to be a customer funnily enough.... said... "You really think you'll sell hot coffee... It's Florida! I said... We have frozen coffee too! How to Cook Eventually people caught on and loved our little Cafe Latte shop and wanted to eat there and began asking for lunch... which was a huge problem... because I didn't know how to cook! So I said to my business partner, "All these people want to eat here but I don't know how to cook, what do we do?" She said, "Well I'll make my great grandmother's secret recipe and you just Splash it on everything and people will think you know how to cook!" Well it worked, we ended up winning 13 People's Choice Awards, and I would tell our customers... You don't have to know how to cook when you can Splash! Our customers went wild over our secret sauce and harangued Miriam to please bottle her sauces to which she replied, "I've already got two businesses. I don't have time to start a seasoned olive oil company as well." Soooo.... customers started bringing in empty jars on their own birthdays and really big jars on Christmas and requesting "fill-er-up" gifts of our secret sauce.. gifts for themselves... from us! After seven years they finally talked my business partner into bottling her secret sauce and we officially named it the Canary Island Garlic and Herb Olive Oil in honor of her great grandmother's heritage. And began doing live events. We ended up going on tour every year for 2 months and would close our restaurant for the summer and go up north to do shows with our hand-blended seasoned olive oils. In 2016 we returned to a yucky surprise when we came back to find our restaurant had been destroyed by a flood (from our neighbor) the insurance refused to rebuild and eventually we ended up selling our gutted restaurant building and going on the road full time... But... not all is lost ... I like to say, "We had over 20 years in the restaurant business... we just went out with a Splash instead of a bang! And went into the "secret recipe" business. Canary Island Garlic Herb Olive Oil Our Canary Island Garlic Herb Olive Oil has been sold in Whole Foods Markets, gourmet shops, specialty food shops and online as well as in our restaurant. We've been featured in multiple magazines, t.v and even did a guest appearance on NPR (National Public Radio) We've co-authored 3 books and done over 800 live events, probably more like 1000 by now... I...
	09 Jun 2017	#73 Net Promoter Score with Dominic Monkhouse	00:52:57
Is your business model based around great customer service? If so, do you measure how good your service is, and whether it is improving? If not, then Net Promoter Score might be the tool that makes all the difference to your business. We chat with Dominic Monkhouse, who has used net promoter score to transform service delivery in a number of different organisations. Net Promoter Score Dominic lives near Salisbury and works with a company called Shirlaws Group, helps companies between £2 and £12m growth fund or exit. His background is IT services. He is a sales and marketer. His secret sauce in his career was staff engagement and customer experience, he has experience in: Hiring the best people; How do you keep the best people? How do you engage them? Then, how does that manifest itself to produce great customer experience? Then, how do they buy more stuff off you and tell everybody about you. Net Promoter Score with Dominic Monkhouse So what is Net Promoter Score or NPS? We should note that NPS now stands for NET PROMOTER SYSTEM – it’s not all about the score. Net promoter score originates with a Fred Reichheld article in Harvard Business Review. https://hbr.org/2003/12/the-one-number-you-need-to-grow Net promoter score gives a very simple measure of customer satisfaction. ONE QUESTION: Would you recommend The Next 100 Days Podcast to a friend or colleague? This question is scored on a 1 -10 scale 9-10: are satisfied enough to recommend you. - these are promoters 7-8: are neutral, they won’t act, they won’t hurt you, but they won’t recommend you. 6 and below are detractors, they are likely to get away from you, and potentially are customer terrorists and may well tell everybody that you are rubbish. Add up the number of people who give you a 9 or 10, then take away those who gave you 6 and below. 7-8 are neutral. That gives you the NET PROMOTER SCORE NET PROMOTER SCORE = # Promoters - # Detractors Ideally you are looking for a positive score. Most organisations will have a single digit net promoter score. A world class net promoter score will be is in the 80s. Ask a supplementary question: Why did you give that score? Once your customers have provided their score, you would follow them up and ask them WHY they gave that score today. This gives free text thinking help to understand how customers are thinking about your business. You can measure across touchpoints in an organisation. Finance team sending bills etc. CEO could have a relationship score. Its not just about the external customer, many teams serve internal customers so its a great way of measuring performance of e.g. an IT help desk. There is often a 10-20% difference between a transaction and relationship score. Is this an easy thing for someone to set up? At one level, it is simple. Send an email. Get replies. But Dom advises you to build a system around this. SAAS platforms are available. https://www.livechatinc.com/blog/what-is-net-promoter-score/ Transaction score of 4, you’d want to call and say that’s terrible how can we alter what we do in future to get you to a 9? Tips and tricks. Make the first communication about NPS from you as the CEO. This is important to me. If at any time you have a problem, this is my email address, this is my telephone number – give me a call. (in 20 years, Dom has done that, and only 5 people called him out of hours). It’s not a department thing. It’s a company thing. After the results come in, send them feedback and tell them what you have done. So many surveys don’t let people know the results of the survey. Net promoter score and driving more referrals Dom’s experience is that 9s and 10s SPEND MORE MONEY. A 9 and 10, they ring them up and say who have you referred us to? I haven’t, they’ll give you a name or two and you have business development ammunition.
	16 Jun 2017	100 days to cloud accounting with Meryl Johnston	00:55:23
Meryl Johnston runs Bean Ninjas, a bookkeeping service primarily for online businesses. She’s based in Australia. In this episode of The Next 100 Days Podcast she advises us about cloud accounting and how you can move to the cloud and sort your book keeping problems easily in the next 100 days. Meryl's background Meryl had a traditional path – university and worked at a mid-tier firm where she became a chartered accountant. She questioned why she was working in a Melbourne firm and moved to a Gold Coast. To another firm. She repeated the same long nights etc, so decided to start her consultancy business. Having thought about the frustrations of working a consultancy business, she started Bean Ninjas in July 2015 with a business partner. She wanted recurring revenue. Fixed cash flow that she could predict each month. Making it easier to hire a team. Concentrating on one defined task, to make it easier to systematise the business. Bean Ninjas now have a team of 10 and 100 clients. Meryl Johnston - Bean Ninjas and cloud accounting in the next 100 days Who are Bean Ninjas? Bean Ninjas offer a bookkeeping service. Requires a lower skill set. Make sure all information in accounting software is accurate. Day to day transactions, sales, expenses and payroll are all entered accurately. Her clients include ex-accountants – it’s a task they realise they ought not to do, so they free time to grow their business. Some business owners are in a mess. Once the business gets to $100k they ought to be focusing on other areas rather than accounting. Meryl has taken a service business – consultancy and created a systematised product business. She learnt quickly to identify her market. A market that has a particular set of clients. She has 3 fixed pricing tiers, fixed service products suited to different clients. Once she realised which clients saw value in the different aspects of her product, and where her unique skills were, she evolved her prices into the 3 pricing tiers. She worked out there is a gap in the bookkeeping industry in understanding online businesses. They might be selling overseas They might have customers throughout the world Their business works online They might have a remote team They might pay their staff in different currencies The business might be selling on Shopify or Amazon To do the bookkeeping for those types of business requires knowledge that traditional bookkeeping services don’t possess. Bean Ninjas now specialise in this area. They didn’t start with that niche, but their business evolved there. What cloud accounting service do Bean Ninjas use? Meryl's team uses Xero as her accounting service and Shoeboxed for receipt processing She also uses Skype and Slack as tools to communicate as her clients are remote. Bean Ninjas are not the right fit for someone who wants a book keeper to visit their premises, Most of bookkeeping happens online now anyway. Xero takes bank feeds. Xero has 500 add-ons. Bean Ninjas makes sure everything is setup correctly. Less about entering information but more about ensuring the system is setup correctly. Kevin has experience of this too. He bought Shoeboxed, a plug in for Xero, taking photos of receipts and automatically enters the information. He admitted the image capture was a little wrong – it meant he had to correct the currency back to £ from $ on occasional receipts, but even with this issue the time saving is enormous. ReceiptBank is similar but excellent too. Kevin also has T Sheets, to record consultancy time. T Sheets works with Xero to link timesheet and client billing. We featured another Xero add in in episode 72. Floatapp. Kevin also uses Floatapp with Xero to forecast and manage cashflow. There are lots of plug-ins for all kinds of business. Think about what industry you are in to prevent yourself from getting overwhelmed. What influenced the Bean Ninjas mindset?
	23 Jun 2017	#75 Our 5 top lessons learned from the next 100 days	00:59:00
The next 100 days podcast is 75 episodes young. We've learned a lot in 75 episodes, but there are some episodes that stand out more than others. In this weeks episode we look back on our 5 top lessons learned from the next 100 days favourite guests and replay extracts from those 5 stand out episodes. The show features previous guests Rosemary Smith; Hayley Chiba; Mark Taylor; Dave Dee and Steve Shoulder. There were lots of other great interviews. When we first recorded the episode we had a list of 7, but if I'd included them all the show would have been 90 minutes long! What are our 5 top lessons learned from the next 100 Days? Rosemary Smith - GDPR Episode 29 Rosemary Smith General Data Protection Regulation In episode 29, Rosemary Smith told us all about the new data protection rules coming out of the EU. These will affect anyone holding personal data for marketing - Names; Addresses; emails; phone numbers. Rosemary gave us some very easy to understand explanations of some very complex changes. Hayley Chiba - Managing Cash Flow Episode 11 - Managing Cashflow with Hayley Chiba Most people short of cash are desperate to generate more sales. This takes time, and isn't always the right way to tackle the problem. In episode 11 Hayley Chiba gave us 10 ways to improve cash management. These 10 things go straight to the top of our list of lessons learned for the next 100 days. In the show we mention Hayley’s e-book “Short Term Cashflow Tactics” which goes into much more detail. You can download the ebook here Mark Taylor - Local SEO Episode 60 - Local Search with Mark Taylor Mark Taylor's company eSalesHub specialises in putting local businesses on page one of Google. In episode 60 Mark Taylor gave us some great tips on some of the things you can do to get your business on page 1. And without spending any money! Dave Dee - Psychic Selling Episode 50 - Sell more in a day than you sell in a year with Dave Dee Dave Dee delivers online sales events. He does anything from hour long webinars to half day presentations. His strap line is "Sell more in a day than you sell in a year". In episode 50 we chatted to Dave Dee for 45 minutes about online selling in general, then he opened up the pure gold content and told us the secrets of "Psychic Selling". This was a true masterclass in using NLP in business. These secrets are right at the top of our list of lessons learned from the next 100 days podcast. Steve Shoulder - 90 Days to Profits Episode 62 - Steve Shoulder - 90 Days to Profits In episode 62 Steve Shoulder reinforced our belief that its possible to completely transform your business in the next 100 days. He gave us some real life stories from businesses that have gone through massive transformation and told us all about his new book 90 Days to Profit. The Next 100 Days Podcast is brought to you by Graham Arrowsmith and Kevin Appleby
	11 Jan 2016	#01 Introducing the next 100 days podcast	00:40:14
Kevin and Graham introduce themselves and the new show, the next 100 days podcast. Listen in to find why focussing on one thing for the next 100 days will give you the key to transforming your business and making the changes that will help you drive your business forward.
	01 Jul 2017	#76 Caresourcer with Andrew McGinley	00:56:25
Launched a year ago, Andrew McGinley has seen rapid growth, traction, engagement with the NHS for his care matching service, Caresourcer. In this week's podcast Andrew talks to us about the challenges of running a venture capital funded fast growth tech startup What is Caresourcer? It is the first comparison and matching service for care seekers. Andrew used his experience as a care at home provider in Edinburgh. Sometimes people can call up to 20+ providers to find provision. Andrew recognised this was very inefficient and created Caresourcer as a solution. Andrew McGinley CEO of Caresourcer When care-seekers search, it is normally a point of crisis. They need something soon. They may be the sandwich generation – looking after their own kids and well as their parents. Caresourcer determine what really matters, quality of care, location, available time they have to visit your house, price. Caresourcer provide consistent metrics for these. Care is a late adopter of operation and delivery of care technology. Caresourcer is a dating site. The timing is now right. The market factors are: delayed discharge pressures on the NHS, more people wanting care, ageing population, pinching budgets from local authorities putting pressure on providers. It is both care at home and care home provision. Care needs fluctuate and grow. The advantage of Caresourcer is both provisions are offered. Additionally, they are starting to offer advice on how financially to approach care provision. Understandably for many, there is a fear that assets will degrade very substantially to pay for care. A typical care-seeker – what is their customer journey like? A very interesting journey Waves of the same emotions coming through Realisation stage – parent doesn’t make the bed anymore. Simple things are noticed. Research mode – start asking people they know what they experienced. Also, more regular visits to the GP. They go on Google to search out information. People go to Local Auths, hospital admissions. The typical age of a seeker and client – Care Seeker 50-60 years, Female; Service User/Client +25 years older or so. Caresourcer has concluded investment. So, they are raising their presence throughout the UK. The English market has more focus on self-funded care seekers. They have agreements with St Marys, London and NHS Gloucestershire. This is providing both an urban and rural settings. There is a lot of similarities where the pinch points are. These trusts are acute hospital trusts, their priority is to empty beds (in an appropriate care setting). There is a physical cost of staying longer in NHS beds. Not being as mobile. A Startup Story June 2016 they launched! Within a few weeks, BUPA signed up their homes. They have a very good relationship with BUPA. It helps that both directors Andrews – McGinley and Parfery, had experience in care. McGinley approached Parfery in December 2015, and presented a proof of concept. Parfery sold his business to the largest care home business in the UK. They make a good team. McGinley is creative and Parfery is the commercial head. They are both Celtic supporters. The UK care market The UK care market is £22bn. They are more focused in the self-funded sector. 40% of the market. About 600,000 annually fall into that bracket. Scotland offers free personal care in Scotland. Only for Care at Home. It is not just an old person product. Disability sufferers are also catered for. How do clients search for care? There is a natural search for Care Homes initially. Meals on Wheels, Nursing Home comes up. What they have found is these searchers NEED TO SPEAK to someone. By 2020 every school leaver must become care providers. Andrew says we need to embrace other ways to perform care. It has been a time and task solution hitherto. Medication dispensers, alarms, wearable technology etc. Social care is under-funded, Andrew says. Care homes do not make fortunes.
	07 Jul 2017	#77 Releasing trapped value with Thomas McGrath	01:04:03
In this week's podcast Thomas McGrath, CEO of Cognition, chats to Graham and Kevin about how big data can unlock operational trapped value in your business Who is Thomas McGrath? He is Chief Executive at Cognition, a company specialising in the industrial Internet of things and big data strategy solutions. The aim is to reduce costs to improve efficiency and minimise wastage. Thomas resides in Dublin, Ireland and worked for several consulting companies before launching Cognition. He suggests his accent has part Cockney because of 15 years living in London. Thomas McGrath CEO of Cognition What question does Cognition answer? Cognition captures data from your organisation, gets it out of the organisation, puts it into the Cloud, and generates a level of intelligence to make more management interventions. All this as opposed to businesses fumbling around in the dark. It exploits cloud and database processing power, previously not available. What sort of information? Thomas works with asset intensive organisations. For example regulated business, collecting data from assets, anything from pumps to buildings. Performance information. Energy, management control systems. Anything with 1s and 0s. This populates the jigsaw of the organisation. Large organisation struggle to tap into this sort of information. There is a natural evolution of data capture. Oracle, provides legitimacy to the FD. Others on the C-suite, have accountability, but haven’t had assistance to make the right interventions. Cognition makes the algorithms based on this data. The data arises from monitors, sucking out the information. A typical client will say they are drowning in reports, some say they don’t measure the right things and some nothing. Applying Intelligence to the data The intelligence often just sits inside their heads. They don’t have the sophisticated data evaluation in place. It’s about better performance. Systematise routines in a business. Put metrics in systems which you don’t have. Monitors and control systems in silos. Cognition takes all the information to understand CAUSE and EFFECT. You start to make interventions that are intelligent. Management hate NOT making decisions without information. Businesses do have rich data in their business, so Cognition help companies get at it. Big Data allows you to look at issues you haven’t measured previously. The unknown unknowns. Donald Rumsfeld. The reports you have now are the things you know about. To really get into operational improvement, data science can help you uncover stuff that can seriously help business. This is primarily an operational data science interface. Cognition focuses on big data analytics to inform users to be more informed before they make that decision. It is resource usage and resource allocation. Energy is a variable cost. There are things you can do to get usage down. Big Data has been used very successfully. If you want to reduce energy. How and when do you use energy. There will be lots of areas that are NOT looked at in this holistic fashion. Without exposure to the real breakdown of costs will help organisations price their products better, because the usage will be recognised. Monitor and track a lot more activity in the organisation, which means the FD will be able to have much more informed perspective. Releasing Trapped Value Trapped wind can be terribly painful. Anything that releases that trapped value. Cognition provides the right tablet to release the trapped value. Cognition advises how to understand how to avoid trapped value BEFORE it happens. There are levers that drive cause and effect. If they pull a lever, what is the quantifiable effect. Resource or asset utilisation. How much water should you use, for example. If you can, attach £signs next to each intervention. Ultimately, it is a long Regression Formula. Lots of variables and possible outcomes. Who is making progress?
	14 Jul 2017	#78 Venture Capital with Iain Nairn	01:00:17
Does your business need external finance. We chat to investment fund manager Iain Nairn about the different sources of funding. In particular look at the business models that are suited to attracting venture capital investment and what you need to do to secure those funds. About Iain Nairn Iain Nairn hails from Chester-le-Street in the North East of England. He works as an investment manager for Northstar Ventures who provide venture capital to businesses in North East England. Iain has spent a career as an insolvency practitioner. He has run his own small business. He helps small businesses get on the growth path. Iain is a captain of an English cricket team.......Iain had his leg amputated at 16. He pursued his passion for cricket. Iain has captained the England Physically Disabled Team for 2 years or more. He won the inaugural multinational cricket tournament for people with disabilities. Iain is also a frustrated Sunderland AFC supporter and golf player. Venture Capital with Iain Nairn When is Venture Capital right for your business? Traditional routes of funding have taken a knock since the financial crisis in 2008, and other ways of funding are becoming more common. If you are starting to look for money from a venture capital providing business, Iain starts by asking what you are looking to do with your business and the sector you are in. Check the other options before heading down the venture capital route. Look for those websites that direct you at start-up loans, especially for a lifestyle loans - £25k per director. A source of comfort. A lot of these are personal loans, so do you have the confidence and can you repay that loan over 4 or 5 years? Depending on the fund you are looking for a venture capital business tends to look at businesses less than 7 years of age. Grant funding For start-up businesses, particularly in the first 2 years there may be funding available. So, look for those grants, but also get the right advisors to help you. Don’t miss out on opportunities. Where are you setting up? Look for grants and investments specifically aimed at your locale. Grants – enabling grants. They don’t necessarily need to be paid back. Grant is a broad term. It might be a capital contribution. Advice – find the right people to help you in your area. Crowdfunding Crowdfunding is a new and exciting opportunity. The kick-starter for B2C. The funds can help you start-up. These seem less successful for B2B. Investors are not on those platforms looking to buy things. Look out for SEIS and EIS schemes for High Net Worth individuals willing to offset investments for what otherwise be taxation. Is crowdfunding a good way to find finance? It can be. Everything comes down to the risk appetite with those risking their money. People have a varying risk appetite. Often that will be about trust in the individual. In B2C, a new product Kick-starter is a good idea. You can see whether people like and will buy your product. The Funding Circle letters. Kevin and Graham regularly get pre-approved offers by mail. They are a venture capital provider backed by a Govt underwritten insurance scheme. They are source of funding. What do Venture Capitalists look for? High Net Worth (HNW) individuals are not getting returns from banks, so they invest against their otherwise tax bill. If you are an SME, and they are looking for venture capital, what are the questions they ask you? They want an understanding of your business. Who is your team. They rarely invest in sole founder businesses. They are looking at the strength of all skill sets within or around the business to get growth. What traction do you have? Existing customers, a good pipeline, who knows about you? Helps the Venture Capital company to have confidence in you. Your marketplace – sell directly, through a channel, distributors etc. All have different levels of challenge. Don’t fall into the trying to perfect your...
	21 Jul 2017	#79 Save lighting costs with David Emslie	01:00:52
Do you want to save lighting costs? David Emslie shows us how easy it is when you apply the latest technology business lighting solutions. But, even with a proposition that is a "no brainer" for the client David still finds marketing the solution one of his biggest challenges. David talks us through both his solution to save lighting costs and his answer to the marketing challenge. David Emslie provides lighting solutions. He started Novalux LED four years ago. He noted the lighting industry was ripe for massive change. New technology was 5 or 6 times more efficient than existing products. The opportunity to help businesses save lighting costs is huge. Nova = new Lux = light. Very clever! Save lighting costs with David Emslie from Novalux LED Ltd. LED lighting is still relatively new. White light is now available in new products of commercial lights. Everything from offices to football stadiums. There is a lot of businesses who simply have not realised the benefits. In 2015, the UK market penetration of commercial buildings was 7%, with forecasts of demand rising to 75% by 2020. That is an awful lot of lights. There is an enormous opportunity to build a significant business. The life of bulbs is far longer. LEDs often have a 5-year warranty, with a 50,000-hour lifetime (20 years). Compare fluorescent tubes burning out every year or so. So, they are vastly better value and energy saving. David works out the PAYBACK point. Normally for solar it is within 10 years. LEDs are no longer than 3 years. David discussed a client making a payback in 11 months. The potential to save lighting costs is huge. So why aren’t people clamouring to install LED lights into their businesses? People aren’t aware. People are only starting to add this domestically. Old lights produce way too much heat! LEDs operate at a much lower temperature. The filament and halogens and floodlights operate on a heat basis. David says they are NOT lights they are heaters. The energy they generate comes out as heat. Halogens operate at 240 centigrade – 2.5x boiling point. So, old technology are heaters with a side-effect of light. LEDs have electronic components deliberately designed to create light. It is a light source with a small amount of heat as a side-effect. Massively more energy efficient. Too many lights on in summer, it gets fantastically hot and stuffy. So, you need air conditioning. Which means you are using more energy to take away the heat generated by old fashioned lighting. What’s a typical lighting scenario for a small business? Say, an office with 50 people and a small warehouse or retail unit at the front. Maybe their electricity bill is £30,000 a year. By fitting LEDs, you could reduce this by £12,000. To complete the install, it would probably cost around £25,000. So yes, there is a capital outlay. From an investment point of view, the business would realise a saving of around £12k for 15 years = £180k for and investment of £25k or an ROI above 7 at least. Isn’t there a compelling case to save lighting costs? Of course, but businesses still need to find the capital. David has 6 different finance companies who are queuing up to lend to businesses looking for this investment. Example, lease on job £600 versus an immediate saving of £1,000 per month. So even with financing, businesses can immediately realise a saving. No deposit, no capital, make the change and start saving money. No brainer? - Yes, But there are some common issues Not heard of it Is this a scam? (Of course not!) Too good to be true. Existing lights are not broken so I don’t need to change them. There is a significant marketing challenge. The proposition is really appealing. So, what does David need to do to create momentum with his audience? People don’t call him to say they are ready to invest. When he approaches them, they are taken with the argument that they save money, energy and carbon.
	28 Jul 2017	#80 Your finance problems Divided by Five	00:24:17
Are you in control of your business finances? Do you understand the changes that are taking place with cloud accounting? Solutions like Xero are game changers that can bring automation to your book keeping. Many of us don't understand whats possible, or how to go about making the change. Kevin Appleby is launching a new service to help with this: Divided by five. Finances are always difficult to manage. Especially when you are growing a business. The new service will take your finance problems and divide them by five. Break things down into five key steps; five key numbers; or five key reports. Your finance problems Divided by Five with Kevin Appleby Divided By Five on YouTube Divided by Five will launch as a YouTube channel on 1 August 2017 with a live broadcast at 4pm UK time. The channel will build into a set of resources that will help you understand cloud accounting, allow you to see the changes that are possible in your business and give you guidance on how to implement them. There are lots of areas we plan to explore. These will include how to: automate your book keeping always have up to date financial information set up your new cloud accounting software integrate your accounting with the rest of your business use financial reporting to get new insights into your business Future products Beyond YouTube, Divided by Five will provide other services. Most business owners start by doing everything themselves. As the business grows low value tasks need to be delegated or outsourced. Book keeping is one of those tasks. While the tasks might be low value, the information they lead to can be very high value. Having these tasks done in a precise and timely fashion is important. At Divided by Five we want to help, and point you towards the right solution for your business. Plan ahead when it comes to construction financing mississauga because choosing the best is crucial for your business. We've evaluated all the cloud accounting solutions available, and reduced this to three that we would recommend. We only want to work with one of those cloud solutions and provide deep expertise in making it a great fit to your business need. We feel that the right choice for us is Xero. If you want help either to set up Xero, or help to keep your book keeping up to date once you make the switch then get in touch and lets talk. How to contact Divided by Five email us: info@dividedbyfive.com Sign up at the website: dividedbyfive.com Subscribe on Youtube: Divided by Five The Next 100 Days Podcast is brought to you by Graham Arrowsmith and Kevin Appleby
	04 Aug 2017	#81 CAMPR With Jonathan Slobom	00:39:47
Jonathan Slobom becomes the first returning guest in this episode of The Next 100 Days Podcast. He returns to talk about his new product, CAMPR. Jonathan detailed his INSPIRE marketing strategy framework in his first podcast. That was episode 61 and this is 81. Any Tottenham Hotspur fan will recognise those numbers! Jonathan Slobom reveals the CAMPR methodology on The Next 100 Days Podcast INSPIRE has gone from strength to strength, but some clients cannot justify the spend on this level of marketing strategy advice. Their real reason is often that the entrepreneur running the business sees the several thousand pounds’ investment as making it with ‘their’ own money not the businesses, and because Jonathan sees these people as his natural customers, they are showing interest but tripping over the INSPIRE cost, he has adapted the INSPIRE process into a more rapid or express format. We liked the idea and felt it would be a valuable process for our listeners to follow. Introducing, CAMPR. It is aimed at budget conscious businesses, or businesses that like to dip their tow in and at a later stage become more involved with Jonathan’s marketing solutions. C = Customers Define your ideal customer. Your customer is NOT everyone. Who are those people who place a higher value on what you do? When they do engage, they’ll be more enthusiastic, they’ll pay on time they’ll make repeat purchases. They’ll also speak nicely about you on social media sites. Don’t just use surrogates. Like ABC1 Women who live in the South of England. Talk about these people as real people with needs. The T Shirt example Jonathan spoke of could mean you define your audience as wanting fitted T shirts or something to go clubbing, or they want to protect themselves from the sun. Who are these real people? At this stage, once you go through this process the MDs, once they find and establish their ideal customer invariably say: “SO WHAT?”. If you know who they are, you can set about attracting them. A = Attraction Invariably, again, Jonathan says the MD’s next retort is “SO WHAT? Then you need to maintain the engagement to build a relationship. M = Maintain There are many reasons why we need to maintain this relationship. Jonathan has looked at current and previous clients. Of all the people, you are trying to attract, 50% will NEVER become your customers. 1% will become customer shortly after they receive your communication, which leaves 49% that could become your customers. These people will take anything up to 18 months to 2 years to buy in your category, but not necessarily from you. They’ll buy when they are ready. It will also take between 5 and 25 contact points. You need to maintain the engagement positively to increase the likelihood of these people becoming customers. When they are ready to make a purchase, you are top of mind. P = Purchase You achieve that through educate them, by demonstrating you understand their requirements and needs. You explain how your service better meets their needs better than other alternatives. This is where you need COMMUNITY. Collect email addresses. Offer something of value to collect their email addresses. R = Retention It’s cheaper to retain customers than simply replacing them through acquisition. CAMPR. Jonathan says this is a good process to de-risk marketing tactics. If your business implements this system it becomes a system. This allows you to put new tactics into this framework and test whether it delivers results through this process. Don’t bet your marketing budget on one tactic. Test and review. In May 2018, GDPR will affect your opportunity for outbound marketing activity, in terms of cold calls, emails and even direct mail. If you have not got a system, next year’s changes will place your business thinks through a new process. CAMPR is a thinking style. You can quickly plug into new technologies into this process.
	11 Aug 2017	#82 Improving Your LinkedIn Profile With Hannah Martin	00:46:46
Are you getting the most out of your LinkedIn profile? Hannah Martin returns to The Next 100 Days Podcast to tell us how to maximise the potential of LinkedIn for both yourself and your business. Hannah Martin We welcome back the multi-talented Hannah Martin from the Talented Ladies Club. Last time, Hannah taught us all how to write copy. On this podcast, Hannah discusses her new LinkedIn course. Hannah noticed that a lot of women were struggling with the LinkedIn platform. Women seemed to lag men on the platform. So, she wrote a course to help them build an ideal profile and to show them what to do with it. Optimising your linkedIn profile with Hannah Martin How should you use LinkedIn? You cannot be passive on Linkedln. Hannah was surprised when she had her first cohort go through her course. When she had testimonials back and she spoke to them, they had all used it for business. Hannah had imagined her Talented Ladies Club readers - www.talentedladiesclub.com - would use it largely as a return to work thing following maternity or wanted to change role. Not so. Hannah has now written a module to help both talented ladies and talented men in small businesses, where you are not sure what to do with LinkedIn. As the business owner, you need a profile on LinkedIn. And you need to get it right. How to use LinkedIn Company Pages and how to use LinkedIn Spotlight pages. Your brand and reputation on LinkedIn LinkedIn Spamming is such a short-term strategy. Don’t do it. Your brand and reputation are so important. In the business module, Hannah shares the 6 questions you need to ask to build a proper LinkedIn strategy and 5 sales strategies that work and how you can leverage LinkedIn properly in the relationships you’ve got. Hannah advises an organic use of LinkedIn. A little bit, often. Measure and track what you are doing. There are lots of different ways you can approach connecting with people on LinkedIn. Finding the right people, the right businesses with the right job titles. The 6 questions reveal finding the right people on LinkedIn that are going to help you. It’s about identifying the most likely people who are going to help you deliver on your aims. How you work out who these people are, where they are. They are fundamental questions. Anything you do in business, you should have a strategy for it. You shouldn’t be on LinkedIn or at least devoting time to it unless you can track back that time to some core business goal. Corporate versus business owner LinkedIn profile? Graham’s LinkedIn profile looks like a CV and he doesn’t want it to look that way anymore. Kevin said his is much the same. What’s the difference between a corporate LinkedIn profile and a business owner LinkedIn profile? Hannah answers by stressing the summary section. Write it properly. Add files, videos, images to the summary. It’s a multi-media experience. And that’s as far as many people will travel down your profile. Also as people search on LinkedIn, it is important to think about your keywords. Hannah says there isn’t much difference between a corporate and business owner profile. The key thing is in your summary decide WHO DO YOU WANT TO READ THIS. What do you want them to think, feel, know and act upon? Write YOUR SUMMARY as a letter to that person who you are addressing your summary towards: I want this type of person reading my LinkedIn profile I think they are looking for this These are the things they want to know about me This is what I want them to do. Keep all this front of mind and make sure you write your summary appropriately. A LinkedIn profile is more powerful than a CV, in that more people can find it. A CV is part of a job application process. Your LinkedIn profile sometimes can be the opening door. Hannah reminds us that 94% of journalists are on LinkedIn. They use LinkedIn to find people for stories. Search is useful for location, job type search.
	18 Aug 2017	#83 Agile Marketing with Shane Redding	00:53:11
Do you need a fresh approach to marketing that will really make a difference in the next 100 days? Yes? then agile marketing might be the right answer for you. Shane Redding joins us to talk about agile marketing and using data to drive your marketing success, and she gives us some really practical tips on what to do in the next 100 days. About Shane Redding Shane Redding is a consultant, trainer and non-executive director. Shane has been in the industry over 30 years. She joined as a graduate at IBIS Information Services, an innovative data business. Shane had ideas about what she might enjoy, a company car, working in New York too! She entered the interest in direct marketing. Agile marketing expert Shane Redding IBIS had a very large database. Shane started to learn about data targeting very early in her career. This early training forged an important approach she takes today - a data-led perspective. MarTech Tracker - Shane's latest non-exec role MarTech Tracker, http://www.martechtracker.com based in Nottingham, is her latest Non-Exec Director role. A very exciting business, founded by Jordan Adams. It combines the best of traditional direct marketing approaches, including outbound to qualify leads. They use new tech to understand what tech a prospect uses. They use machine learning to gather publicly available data. There is so much data they can use legitimately. MarTech has patents on their processes. Shane helps businesses where they come from. They understood good lead generation for events. Jordan saw how difficult it was to get I touch with people. He found out when someone would want to talk to you. Best time to contact (alternative) – contact Graham at Finely Fettled. The trick is to understand WHEN it is right to use the phone. Shane advises that companies should spend more time closing deals rather than wasting huge amounts of their time hunting down new prospects on the telephone. This joins up with marketing automation work Shane has been doing, so the sales leads are handed off to sales at a much later stage in the engagement process. MarTech Tracker fits in the space that some organisations are calling “an inside sales function”. If you don’t have that, what do you do? Without a human touch, your conversion rate is not as string. Marketing qualified leads, has come to mean something definite in the sales funnel. Shane mentioned – Sirius Decisions - https://www.siriusdecisions.com taking someone from being a cold prospect to a sale. Most purchases nowadays start with Google, the enquire, they become identifiable or not. You can use IP tracking to identify companies. If you fill out a lead form, that is score 1 on the qualification of lead process. Corpographic - our new favourite word Shane mentioned “Corpographic” – when we classify businesses this is a great phrase! It’s like demographic. Shane’s experience has been in B2B. She helped Royal Mail to launch Business Movers, to track when a business moves address. By date, by geography and postcode. She’s worked with ITV on new lead generation processes. She works for Gumtree for Business. This is an innovative platform for businesses the ‘Gig’ economy. What if you want to target specific non-traditional businesses, like Uber drivers – which is where many of them are hired. Business Movers – Royal Mail’s people were really interesting and innovative, Shane recalls. She was impressed that they moved quickly. Surprising for a large business. Agile Marketing Marketers are starting to talk about Agile Marketing – Test, Learn, Do, Review. Do you still time-box in Marketing? You can. It takes the principles and applying them. There are differences as marketing needs to work cross-functionally. With a new product. Shane works with Sika https://www.sika.com a world leader in their field, she used an agile approach to bring in marketing automation, to test whether they could get a ROI.
	25 Aug 2017	#84 Social Enterprise with Karol Thornton	00:51:12
On this weeks show we look at the lessons learned in the third sector mentoring and coaching young people can be transferred directly into the workplace. Karol Thornton from Yorkshire Mentoring and Youth In Mind tells us all about it.
	01 Sep 2017	#85 Transform your customer billing in the next 100 days	00:33:33
Fed up of chasing clients for payment? In this episode we look at ways you can automate customer billing and get paid in advance of doing the work. We examine two tools that Kevin is using in his business to do this. Acuity Schedule and MemberPress. So, listen in and find out how you can transform your customer billing in the next 100 days. Why transform your customer billing? In the traditional B2B business model you do the work, then bill the client expecting the client to pay in anything between 7 and 30 days.30 days go by. Some clients haven't paid. You waste your valuable time chasing unpaid bills. How about reverse engineering that model. You bill the client right at the start and get paid immediately, then do the work. If its an ongoing service how about repeating that process automatically every month? If the client wants credit, then fine, but let him use his credit card and not your business bank account as his credit facility. Transform your customer billing in the next 100 days - Getting paid in advance using wordpress Kevin has been looking at ways of billing for the services he is planning to offer as part of his new business, Divided by Five, and has discovered some very powerful tools that allow you to bill your clients upfront, automatically re-bill them every period, and create client self service to update billing details. How do you transform your customer billing? Its easier than you might think. Here's our step by step approach for the next 100 days. Step 1 - Don't bill for time and materials The key to the whole process is billing a standard amount of money. A standard amount of money requires a standard service, so if you currently bill by the hour or the day think instead about the things you do for your client not the time you spend working on them. Sell products not services. If you do the same things for your client every month think about a standard fee based on the average time you spend each month. Step 2 - Think about levels of service So, not all clients are equal, some require more effort than others. You might need more than one product to handle this. Kevin's business model has identified groups of clients needing different levels of service. To deal with this he has 3 products, a bronze, silver, and gold service. Maybe you do occasional one off tasks for clients? you can sell these as additional products with a single up front payment as and when needed. Step 3 - Enable a payment service Before you can accept online payments you need a payment processor. There are lots of services to choose from. We suggest you start with Paypal for Business, which is very easy to set up. If you are in B2B, then its more likely that the client will want to pay directly by debit or credit card. Stripe is a very popular and easy to use system that integrates with lots of online apps. Step 4 - Use a membership plugin to handle the billing Kevin has added MemberPress.to his Wordpress website. Memberpress is a Wordpress membership plugin that will handle taking payments for productised services. Membership plugins were designed originally to protect digital content. The plugin allows your customer to sign up, make a payment, and create a login. Your customer becomes a "member". Memberships can be single payment or recurring payment. You can have free or reduced cost trial periods. You can set up groups of products. Kevin has grouped his bronze, silver and gold products together. A member can upgrade or downgrade between products in a group. There are many membership plugins available, with a range of prices. Just because MemberPress was right for Kevin it might not be right for you. Do some research, and think about your requirements: Do I need to integrate to a particular email or CRM system Can I link to more than just Paypal or Stripe What content do I need to make member only on my website? Do I need to "drip feed" this content
	08 Sep 2017	#86 Becoming a Non Executive Director with Anne Watson	00:57:00
Have you ever considered becoming a non executive director? Not sure what it involves, or how to make it happen? On this week's show we talk to Anne Watson. Anne is one of the UK’s leading experts on becoming a Non Executive Director, and she gives us a great insight into the do's and dont's of becoming a non executive director. Anne’s career to date. Anne claims to have lived a long time! Her first tip for having a successful career is longevity! Her starting point was as a head-hunter for 30 years. She was highly motivated to join the head hunting profession, because her husband and Anne had just bought a house and the mortgage rate rocketed, if you recall, in 1981. There is nothing quite like a rocketing mortgage rate to make you feel like you want to be a working mother! Anne ran a business and sold it to a PLC in 1998. This was very liberating. The sale meant she had made a lot of money, which allowed Anne to do lots of exciting things. Anne wrote a few books, she lived in Belgium for a while, she developed a few women’s networks. Her clients also kept coming back saying do a bit more work for them too. One of these clients offered her a role. She became this clients’ Global HR Director. Anne cunningly and instantly hired a qualified HR Manager. “to save her from running the business off a cliff and causing problems”. She had the most wonderful time. It was a global organisation, with factories in China, Mexico, Hungary and East Kilbride, along with design centres all over the world. She developed an e-learning platform for them so that people were connected. The business was sold, as it was private equity backed. During that time, Anne learned as much about how people manage at board level as she did about how to motivate, develop and manage a workforce of 2,000 people of 14 different nationalities. For Anne, the most intriguing bit was watching what happened at Board level. This segued to her current role at In Touch Networks. How to become a Non Executive Director with Anne Watson Head-hunting What should we all be mindful of when selecting people? It has got a lot more difficult. The internet. Now, when candidates are in front of Anne they are significantly more polished than they used to be. They have a lot more knowledge about how to answer difficult questions, how to present yourself properly. But, that isn’t what you want as a recruiter, because the candidate has a lot of qualifications, lots of success, ticks against the right attributes etc. What you REALLY want to know is how are you going to behave when you are inside my business. Therefore, it is all about behaviour. Anne’s best tip for anyone recruiting somebody is yes, to go through all the competency based questions, but then have a cunning array of questions that will indicate to you: How do people respond under pressure? Are they ready to share and help? How collaborative are they? What are they like in terms of their decision making? These questions will help you figure out whether they are likely to succeed for you and whether they will be liked. Anne likes to have a scenario. She’ll say… ’Picture this, and then lay out a scenario…’ What do you do? What steps do you take? Watch out for those who are calm under pressure. Emotion tends to step into the way of logical thinking. So how do you quickly respond? Give them a question where the candidate feels a bit of the pressure. It’s slightly artificial, but it is better than saying tell me how you respond to pressure. The Operational Assessor training designed for interviewing new people joining The Post Office mirrored Anne’s scenario approach by looking for Intellectual Application – the breadth of thinking through the scenario Imagination – the degree to which they founded new ideas to resolve the scenario and Practical Judgment – the way a candidate chooses between two alternatives. Often, people in recruiting are lazy.
	15 Sep 2017	How to secure high ticket clients with Des Vadgama	01:08:37
Do you want to work less and earn more? Des Vadgama tells us how to secure high ticket clients. Clients who are prepared to pay 5 figures for your services. Des Vadgama is of Indian heritage. His name is thought to come from the Portuguese explorer Vasco da Gama!. https://en.wikipedia.org/wiki/Vasco_da_Gama In this episode, Des discusses how you secure high ticket clients. Des Vadgama – How he got to where he is now Des started working with entrepreneurs and small business owners in 1987, when he came out of employment. He had previously trained as an Accountant. In 1987, Des started working for himself. He linked up with a man called Ron Holland. He is an author, consultant and mentor. http://www.ronhollanddirect.com In 1987, they connected and started consulting with small business owners and entrepreneurs. They would rack up the best part of 1,000 miles per week seeing businesses around the country. Looking back, it was crazy. A lot of time travelling with a few hundred pounds per session. A lot of effort for a small return. From there Des started to refine the model in terms of what it takes to qualify, filter and position better some of the influence process prior to the meeting. This change was crucial. Sometimes Des spent 12 hours a day travelling to just one or two clients or even prospects. You learn quickly! His accountancy training made him consider how he was going to get a better reward by streamlining some of these processes. How to secure high ticket clients with Des Vadgama When did it all change? He tried a number of different business models selling, with different price points. The change came in 1994. That’s when he started promoting Tony Robbins speaking events. He became one of the main promoters of Tony Robbins (https://www.tonyrobbins.com) from his base in Central London. He promoted the seminars almost exclusively by phone. These seminars were priced between £400 all the way up to £8,000. One of the biggest discoveries he made was that there was no need to travel. That was one of Des’ biggest leverage points in terms of reaching out to prospects and individuals who were a warm target market. One of the reasons Des became one of the most productive sellers of Tony Robbins events is not because he was a great salesperson, but simply because he was passionate about the events. What was the thing that made Des so successful when he was selling out Tony Robbins events? Tony’s Unleash the Power Within – there is an upsell. He was the only sales guy to have attended the product. He invested serious time and energy immersing himself in the events and courses. This enabled him to speak with conviction and enthusiasm. QUESTIONING TECHNIQUE One of the techniques Des used was taking a real interest in the individual. Jay Abraham, https://www.abraham.com talks about falling in love with the client. Being passionate about where they are headed. He asked not just three questions, but 10-20. Where they wanted to be physically, financially etc. This allowed Des to get more clarity to where his prospects were going. Then he connected the seminar to the client’s future. Don’t swamp the prospect with dozens of reasons to attend. Often it was only ONE or TWO compelling reasons to attend. Not over-selling, but making it relevant to the individual. You don’t want to interrogate. Just have a dialogue. Two individuals having a 2-way conversation. Gain more clarity on where they want to be. You have to be able to relate everything. Des makes detailed notes about each individual. Tony Robbins talks about compelling reasons to get from A to B. In a conversational way, Des tries to understand this about his prospects. He is a trusted adviser. Concept Sell Nowadays he is less passionate product sales-person and more focused on a concept sell. This could be training based, consulting, or a mastermind group. Or it could be a business opportunity that helps someone generate a...
	22 Sep 2017	100 days to using video in your business with Mark Orr	01:01:32
Have you thought about using video in your business? Its much easer and costs much less than you might first think. This week's guest on the next 100 days podcast, Mark Orr, shows us how you can begin to use video in your business. And all you need is the smartphone already in your pocket.......... About Mark Orr Mark Orr runs PocketVideoSchool.com, a production and training business based in the North East of England. He works with businesses that want to create their own video content for their websites and social media channels. Mark Orr follows rugby and is a passionate Newcastle Falcons fan, despite being a Yorkshireman at birth he has spent 40+ years in the North East. Back in the mid-80s, Mark was learning his trade in TV production. He went to college to learn how to use the big cameras, along with the audio and editing equipment. Mark produced TV quality broadcasts and videos. He spent time working on the nationally popular ‘The Tube’ from Tyne Tees Television. This experience plus working in the video team for the local constabulary provided Mark a real grounding in video. Pocket Video School Mark Orr found himself as an employee within the print industry. He took 23 years to extricate himself from that industry and then did marketing and sales roles. When his son was in 6th form, and some friends made him a video and his son was hooked. Chris, his son and Mark, decided to take video to the world. They set up a video production company. They won good contracts. Chris, then decided to go freelance and left Mark at the beginning of 2017, he started Pocket Video School. He spotted a gap in the market. Most businesses love the idea of video, but the huge prices levied by production companies alienated much of the market. He plugs this gap, by teaching how to teach video, filmography and teaching people how to do this properly. Video in your business can be a reality. Perception of Video Costs The perception is that video is expensive. The main platform has been TV. In the past, production was £20k per minute. Now with technology, the platforms are free. Even with the knowledge of the market being easier and free, there is still a perception isn’t there that professional corporate videos need to be expensive. There is an element of that. For Mark, it is about education. He’s a renegade. We’ve been spoon-fed that if you want video then this is the track you have got to take. However, the more knowledge people have the easier it is for people to emulate good video. There is an expectation in corporate that you wouldn’t use a MOBILE PHONE. This is about ignorance. You don’t have to pay a fortune. In small businesses, we just don’t choose to pay large production fees for videos. Mark is demystifying this sector. Mark says a one-man band can compete with a larger brand, as effectively as a larger brand. Video in your business - its the way forward by 2020 85% of all internet traffic will be video driven. Don't get left behind Video in your business in the next 100 days? Understand your phone. It is whatever you have got. If you have a fairly-new smartphone it will have a camera capable of recording good footage. The down-side is that the smartphone manufacturers regulate these phones with AUTOMATIC settings.Because everything is on auto, the camera has a mind of its own. Light changes, focus changes, because the camera is constantly searching for you.TIP: find and educate yourself on the apps that are available that unlock all these features and give you manual control. This means you can improve the quality of your footage. Look at the accessories that you need to enhance your phone. Look at external microphones. The ONE THING that people will not forgive is poor audio. On YouTube, the expectation isn’t that the video will be 100% polished, but if they can’t hear your message, then they’ll switch off and go elsewhere. Once you have got a video,
	02 Oct 2017	#89 GDPR Update with Rosemary Smith	00:56:12
Are you ready for the changes to data protection law. We thought it was high time for a GDPR update. Rosemary Smith, from Opt-4 joined us around a year ago, and her podcast on GDPR, or the General Data Protection Regulations, really engaged our listeners. She’s still our top download. It’s a very hot topic (you can listen again here). Time for a GDPR update So, we thought it would be great to have Rosemary back to give us a GDPR update and to motivate those business owners who have yet to get going. For more GDPR information and guidance visit Delphix. Rosemary is a leading expert on GDPR. Rosemary Smith gives us a GDPR update There has been a major uptick in activity with GDPR. Since we last spoke, the UK Government has confirmed, despite Brexit, that GDPR will be coming in on 25 May 2018. On Christmas Day this year, it will be exactly 6 months till GDPR! Rosemary has been involved with the Information Commissioner’s Office, as there is as yet NO official guidance as to how we should be interpreting some of the key aspects of GDPR. We did have some draft guidance from the ICO on consent. https://ico.org.uk/about-the-ico/consultations/gdpr-consent-guidance/ This is causing consternation as the barrier for consent is MUCH HIGHER than it currently is under the DP Act. The draft guidance had no surprises. Consent needed to be unambiguous and confirmed by a statement or clear affirmative action. In essence, is affirms opt-in consent. No pre-ticked boxes. Some fairly tough words around 3rd parties use of data. So, that is not the data collecting business itself but any other organisation to which you might want to pass data. The guidance is very clear in that you need to NAME all of those 3rd parties at the point at which you collect the information. Is this punitive compared to how things are now? Industry sectors like insurance, financial services, etc is typical now. But that looks unlikely to be part of the new regime. They have dismissed ‘defined sectors’. But they haven’t published final guidance, and they won’t be doing so until the ICO has final guidance from Europe on consent. Article 29 Working Party – all the regulators around EU getting together and agreeing a position. https://edps.europa.eu/press-publications/press-news/blog/crucial-moment-communications-privacy_en It is likely to be December 2017 before we get final guidance. If the outcome is purely opt-in, then the eco-system around prospecting to individuals in the UK via direct mail, for example, would be affected by the reduction in the availability of permission based lists. That is one of the reasons that Royal Mail and others, including Rosemary Smith, engaged with the ICO to discuss the alternative to consent. Balance of Interest or Legitimate Interest This is in the current law, but will have more emphasis in GDPR. It is where an organisation asserts that it has a legitimate interest to process the individual’s data. That it is necessary to process it. And crucially, that they can process that data without harming the rights of the individual. It is a balancing test. To date there has been no guidance from the ICO on this. So, Rosemary’s Data Protection Network https://www.dpnetwork.org.uk an online community that advises and helps people to unpick this legislation. Their Governance Board decided it would be a good idea to get industry representatives together, supported by the Direct Marketing Association, and the Incorporated Society of British Advertisers. They unpicked where it could and could not be used. They sent that draft to the ICO and provided comment. It was published in July. https://www.dpnetwork.org.uk/dpn-legitimate-interests-guidance/ What are the situations where Legitimate Interests are going to be relied upon? i.e. Employees. Consent has to be freely given. In a firm, the staff really have no choice other than for their data to be processed by their employer.
	06 Oct 2017	#90 Marketing for Accountants with Patrick McGloughlin	00:55:30
What does your ideal client look like? Patrick McGloughlin helps accountancy practices answer that exact question. He has been helping accountancy practices attract their ideal clients for 19 years. His business is Accounting for Growth is based in Loughborough in Leicestershire. He specialises in marketing for accountants in public practice. What he has to share with us is relevant not just to accountants but any professional services firm. There's a customer persona help sheet to go with todays show, you can download it at http://thenext100days.org/90download Why marketing for accountants? As Kevin describes, accountants don’t have a marketing bone in their body! They used to be restricted in their advertising. They were allowed a brass plaque outside their office. 20 years ago, the rules for professional practices were changing. Patrick had just taken on a new client, an accountancy firm. The opportunities were enormous. Over 6 months he stopped working with media clients and concentrated on accountants. Marketing for accountants quickly became Patrick's entire business Patrick McGloughlin from Accounting For Growth What was their main problem? Differentiation. The basic sales and presentational skills. Large proposal, burying the fee deep into the report! It used to be that the client had to comply with the accountant’s structure. Now, it is the accountants that are focusing on clients. How to start working with accountants? The first question is “Who is your ideal client?”. If you are going to take on a new client, they may as well be a good one. Even today, when Patrick coaches, the accountants, when asked to list their unique strengths, what is special about them, it tends to be the same list of attributes: We are proactive We are client focused Especially emphasise that we really care about the client We work with big and small businesses They are generalising RATHER than focusing in on the clients they can help. The first thing is to work out WHO gets best value from working with you? Who’s lives have you changed? Tell us about the work you are most proud of. Patrick tries to get them passionate! They are, but the day to day work takes over and we can lose touch with those special moments! Should they be talking about their expertise in specific sectors? Yes. If you understand clients in my industry, the conversation is more advanced. You can evidence it. Then you can bring up excellent case studies. Next, you can show me the difference you can make. That can be a key area. Niches. The outcomes that accountants bring about for their clients For example, a client who helped a business owner who was struggling to get a VAT rebate. They were in danger of closing before they had even opened up. The difference the accountant made, getting the rebate back in a week, then he graded each customers and the product base and ensured the client marketed the higher value products. The market is changing Work is commoditising. Accountants need to remain relevant. They must play a role in improving profitability and improving cash flow. By ultimately improving the lives of business owners. As opposed to just keeping them compliant. So, accountant should move from compliance – that’s a given, to knowing what keeps their clients awake at night. Have accountants become marketers? Patrick thinks so. Traditionally, an accountant slams down a set of accounts, hands you the bill and you see him in 12 months’ time. There is no real value. It’s a necessary evil. The more focused the analysis is from accountants, the more you can highlight opportunities. Accountants must help not just with the data, but with the interpretation of that data. They’ll help you make better decisions. Which is going to increase your margins. And you’ll have a better business. For many business owners, the figures in the accounts mean so little to them.
	13 Oct 2017	#91 How to run a membership business with Mike Morrison	00:48:08
Are you interested in creating a membership business model? Its a great way of building a strong relationship with your customers and securing a recurring revenue stream. Many think of a membership business as a great route to passive income. Our Guest Mike Morrison is an expert on the membership business model and tells us it can be very rewarding, but to do it well there's very little thats passive about it. There's a download to go with today's show. You can get yours here Introducing Mike Morrison Mike Morrison and his partner Callie Willow run The Membership Guys. They are fast becoming the de facto standard in all things how to plan, create and grow amazing membership websites. Mike originally ran a digital marketing agency 10 years ago. Past the formative years, he started to only take on clients with projects that he enjoyed. He found himself drawn towards e-learning and online community. By the time Callie joined Mike and they went into business they started to laser focus on this section of the market. This focus proved to them one thing at least. They were the type of projects where they were getting their clients the best results. He moved away from the slightly repetitive vanilla website for solicitors, all having the same look, to membership sites. Mike Morrison - One half of The Membership Guys Why did they adopt a membership business model? They reached a point where they had more buyers for their services than they could realistically provide, given they preferred not to build a huge team. But, they wanted to expand their reach and how many people they could help. They started blogging more, they started a podcast, a Facebook group and opened their own membership site. 100% of their business serves the members of their membership group. No projects. Mike and Callie had a passion and interest in communities and membership. They created the place to hang out. They kept being asked for guides and courses on membership. There wasn’t a place to send people to, so they become ‘those guys’. Their Facebook group contains members who advocate for them. They don’t need to sell themselves, their members do it for them. Why do I need a membership site? Is it obvious? These are the circumstances. The starting point is about taking a step back. You are not an online marketer, solicitor, Mike says you are simply a problem solver. What is keeping people awake at night. What are people struggling with? are there gaps in their knowledge? For some people, you might just sit down face to face. It might not be a membership site. Most membership sites are about getting people from point A to point B. There are all sorts of milestones around getting people along their journey. The membership site provides help at each stage along the journey. It’s about a journey towards a transformation. Some people need support, accountability, someone to ask questions of, people in the same business, it is a resource, a community to tap into. Online business, entrepreneurship. These are constantly changing and people need to research new things. A membership site collates this information and delivers a setting, a community to consume it from within. Quite often there is a coaching element aspect. You can teach others, how to grow their business. Look for opportunities for one to many solutions. Not one to one. Aren’t people acting as individuals on Membership sites? The community aspect is probably more than it has ever been. It is just any site where you login to an account where otherwise the information would not be available to you. E-learning. Yes, you are there to row their own boat, but if they are on a similar journey, so people share their journey, ask questions and help each group. Within any community you get power users, they are the most active users. They take it upon themselves to help and advise other members. Clusters of helpers. A lot of connections emerge from within membership...
	20 Oct 2017	#92 The Entrepreneur’s Yoda with Lonnie Sciambi	00:51:13
Has your business growth stalled? Can't work out why? The Entrepreneur's Yoda specialises in helping you find out why and then getting you back on track. About Lonnie Sciambi Lonnie L. Sciambi, “The Entrepreneur’s Yoda,” is Managing Director and CEO of Small Business Force, LLC and author of the best-selling book, “Secrets to Entrepreneurial Success.” Lonnie hails from New Jersey. Lonnie has had a long and chequered career! He started his career with IBM and stayed in and around technology. He started and a subsidiary of a conglomerate (he was an intra-preneur) making him the 5th youngest professional in the company. “I got to run the company on somebody-else’s dime!” Lonnie learned a great deal. He spent the next 20 years in and around ATMs, point of sale in the banking sector. He put networks in around the world. For the last 30 years he has worked for himself. He has been involved in company turnarounds, been an investor and has seen small business and entrepreneurship from every conceivable angle. Lonnie now focuses on writing, speaking and selectively advising businesses. He does a blog post and a newsletter. He loves manufacturing – he describes it as the purest form of business. Lonnie says he cannot keep a job! He can walk into a company and within an hour he can tell you the culture. What does an ideal client look like to you? Typically, they are beating the head against a hard thing and have hit a certain point in growth and have stalled, but don’t know why. They have been around the same revenue number for a few years and cannot get through it. Otherwise, operationally, a firm might be going sideways. And they don’t understand how they did it. Because they have been growing like crazy. AND THAT’S THE VERY REASON! “Growth is a two-edged sword” Most people don’t think about growth, that you need to plan for. It doesn’t just come about, if it does, you end up sideways. He searches out interesting problems. He stays away from industries he has no experience. Like life sciences. The FDA forces people in that sector to sit around for five years and watch! FOCUS What Lonnie has learned, if you want to grow you have to change. If you don’t you wont grow. What got you here, wont get you there. The environment changes and the market changes. Change is something that not everybody embraces easily. You cannot just do the same stuff and expect something better. NO. You’ll be lucky to stand still. If you want to grow, you can grow modestly. Out of cash flow. It will be modest. START with Why – why should you grow based on what you are trying to do. This is critical. You want to double every year? Why? Everything around you will have the grow. Your management team, employees etc. Often, without a plan, growth for growth’s sake. What are we trying to accomplish? What’s a good why? We penetrated a market, now we want to own it. The objective is to protect and grow. Everybody will have a different why. With outside investors, you have an entirely different animal. They’ll expect better results. They are looking for a return on investment and that’s not happening with 5% growth per annum. If it’s your business, you get to decide how fast you want grow. You decide: WHETHER > HOW MUCH > HOW. Lonnie Sciamba's iterative process Growth is only one aspect of business. Lonnie takes companies through an iterative process. He sees it as almost sacrilegious when he says this: (especially to young companies) Grow top line first! Yeah, keep your eye on gross profit, but don’t worry about it. As long as you are getting by and you are throwing something off, good. Concentrate on top-level growth. And then, move down the income statement… Start to work on cost of goods sold, gross profit and make yourself more profitable. Once you’ve made yourself more profitable, then go back to the top line again. And start working on growing top line.
	27 Oct 2017	#93 Big Ideas for Small Businesses with John Lamerton	00:53:22
John Lamerton is a best-selling author; entrepreneur; and mentor to small businesses. He hails from Devon and is a passionate Plymouth Argyle fan. John has just published a new book Big Ideas for Small Businesses and joins the podcast to tell us about the personal journey that inspires the book. John Lamerton started off as a civil servant and became a self-taught marketer. It was the early 2000s and he read a lot about the dot com millionaires. He registered domain names and waited for the phone to ring. But it didn’t. He started the business with £100. He learnt how to monetise the traffic he attracted to his sites. All this before to leave the day job at the council. It took him 9 months to earn his first cheque - £13.09! 3 months past time he went part time and 3 months later he started working for himself. His first development book Internet Marketing for Dummies. Didn’t really help him. He learnt more from hours in forums, asking and understanding questions. John Lamerton - Big Ideas for Small Businesses At the time, the press was all over the dot com millionaires. He was 22 at the time. His heroes at the time were only burning VC money. He recognised this and reflects he should have been worshipping at the feet of his first mentor, Clarke. Ask Ask Ask for advice from a mentor He was 2 years ahead of John on the journey. John contacted him and said, “Hi Clarke, I’d like to do exactly what you are doing please! Could you tell me how you are doing it?” Clarke’s answer? “Yes, of course I will”. The first tip: Find someone who has been there. Book, YouTube videos. PICK THEIR BRAINS. Clarke got the good feeling from seeing a protégé doing what he was doing. The mentor relationship has blossomed into a life-long friendship. Now their respective son’s ae helping each other on YouTube! John had a remarkable run and was soon earning £300k a year from the internet. He thought he was God’s Gift to the internet. Branson and Sugar were his idols. His first hire was 2003 and by 2004 he had 15 staff in 2 offices. He became a full-time HR officer, and he hated it. John left the business in 2005, it was not the business he wanted. He was in full control and he’d created a monster! What did he learn? His learnings from that period came down to who he was hanging around with. His contemporaries all wanted to be super-successful internet millionaires. Was he thinking big enough? A potential business partner expected he should be earning £100k per month just from the deal with him. Again, was he thinking big enough? Therefore, he needed to scale, he needed staff, offices etc – WITHOUT THINKING DOES HE REALLY WANT THIS? He is a now a big proponent of LIFESTYLE businesses. With his meteoric rise in the early stages of his business, John started to forecast what he could earn in the next 10 years. Tens, Hundreds of Millions. The thing is he realised that those businesses are entirely different from the business HE WANTED TO RUN. Now, he realises, business is about the lifestyle you want, whatever that means to you. He recalls from Alan Sugar’s book. One line leapt out at him “I never really saw my kids when they were growing up”. He had a 3 months old baby. He realised he was running the wrong business. Branson’s book also had the same absent father comment. Instead of working 100 hours a week, he decided to change. Lifestyle. It’s something a lot of male business owners don’t appreciate. His book: BIG IDEAS for small businesses – John Lamerton https://www.amazon.co.uk/Big-Ideas-Small-Businesses-Practical-ebook/dp/B073SJ74MR John’s book talks about how you can have that work life balance. It’s a fine balance, but it can be achievable. Be there on sports days, assemblies. Share the joys of parenthood, without losing in business. Work Life Balance It involves: Working smarter Working fewer hours Doing the right things You can achieve a hell of a lot without doing a...
	03 Nov 2017	#94 The Coaching Habit with Michael Bungay Stanier	00:47:13
Do you coach people? Do you have staff you need to develop? If you just answered "yes" then this episode is for you. Michael Bungay Stanier joins us to talk about his book "The Coaching Habit: Say Less; Ask More and Change the Way You Lead Forever" . Michael has an English father and Scottish Grandmother. Yet, despite this, he lives in Toronto and he’s Australian! Michael’s book: The Coaching Habit The Coaching Habit https://www.amazon.co.uk/Coaching-Habit-Less-Change-Forever-ebook/dp/B01BUIBBZI Yes, "The Coaching Habit" is for business people, but if you interact with other people, this book will help you Michael Bungay Stanier - The Coaching Habit What’s coaching all about? What drove Michael to get engaged with this whole area of coaching was a frustration that it always shows up with baggage attached – life coaching (a weird Californian thing full of touchy feely hugging) or business executives that have to be hard driving executives or sports coaching, which is about ordering people to run around a field. What are we even talking about. So, for Michael the starting point was to figure out what do we mean by coaching. Or being more coach-like. “How do you stay curious a little bit longer?” “How do you rush to advice giving just a little bit more slowly?” Human beings are advice giving maniacs. We love to tell people what to do. Yet, we don’t even know what the problem is most of the time. But we are so trained to be the person with the answer. We are so trained to “add value” in the conversations that we have, that we LEAP to telling people what to do. There is something very powerful about SLOWING DOWN the conversation, just a little bit, with a few good questions. Because you get to your outcome more quickly, more effectively, more elegantly. Michael starts his book "The Coaching Habit" with a chapter on habits. How do you build new habits? Nobody needs any more information about how to show up as a better man, a better woman, Dad, parent, Mentor or leader. We know this stuff. “It’s not a knowing problem, it’s a doing problem.” How do we shift our behaviour? Habits are the building blocks of behaviour change. So, if you want to do things differently, or elevate the way you SHOW UP IN YOUR LIFE, like building a healthier, fitter, more compassionate life, what you need to know if you want to accelerate this is HOW DO I BUILD STRONG HABITS. Michael took the work of people like: Charles Duhigg – The Power of Habit https://www.amazon.co.uk/Power-Habit-Why-What-Change/dp/1847946240/ref=sr_1_1?s=books&ie=UTF8&qid=1509648522&sr=1-1&keywords=charles+duhigg BJ Fogg www.tinyhabits.com Leo Babauta www.zenhabits.net The habit formula When this happens – that’s when you define the moment, the trigger or situation where you are looking to change your behaviour. Instead of – doing the thing you want to change I will – define your new habit that will take 60 seconds of less to complete. This is the platform Michael uses to lead people into the coaching questions. The seven questions that form the coaching habit 1 Kickstart question = What’s on your mind The problem it solves, is nobody feels like they have time for coaching, your in-box is way too big…I’m just really busy. Fact, you are, but Michael’s belief is that if you cannot coach in 10 minutes of less, you just don’t have time for coaching. So, get into the conversation FAST. What’s on your mind is an open question. It says to the other person in the conversation, YOU TELL ME WHAT WE SHOULD BE TALKING ABOUT. Not everything, just what’s on your mind. The thing you are excited by, or anxious about, or worried by or nervous by. That thing that’s waking you at 4am in the morning, or the thing that’s making you eat a slice of cheesecake at mid-night. What’s that which is on your mind? This conversation will go to a place that’s juicier more quickly. Have context for the conversation opener what’s on your mind.
	10 Nov 2017	#95 How To Create A Marketing Offer	00:47:59
Do you need to create a marketing offer? Graham gives us a masterclass in how to do it. A Marketing Offer Gets Motion. Your marketing offer needs to be compelling enough to get your customer or prospect to take action. In particular, your offer needs to get prospects into motion in two directions. You want your best prospects moving towards you and those who are unsuited moving away from you. A good marketing offer both attracts and repels. How will your marketing offer be valuable to your customers and prospects? Are you: trying to educate your prospects? [a free report, seminar or webinar] trying to move your customers or prospects closer to a purchasing decision? [a free trial] do you want to re-activate a lapsed customer? [a free gift] To be valuable, your offer should address the problems, needs, interests and desires of your prospects and customers. Offers raise response rates to your mailings. Simply by including a free report, or invitation to a seminar or webinar, you can often double your response rate, when compared to a similar mailing without such an offer. The free trial removes the risk for your prospect. And if they are taking too long to make up their minds, then a free trial offer can help remove their procrastination. The same can be said for the money-back guarantee. This might be the final piece of the jigsaw that the prospect needs to reassure themselves that they are making the right decision to buy from you. Free gifts have the benefit that they are perceived as more valuable than the equivalent cash amount. A gift is more tangible and with a little thought can elicit an emotional connection with your prospect or customer. Your Step by Step Guide to Creating a Marketing Offer I’m indebted to GKIC (https://gkic.com) for the Offer Generator formula. STEP 1 - Create your marketing offer’s name Your offer wants to be short, powerful and compelling. The right way to get this done is using this name formula: Example: I offer a complimentary review of prospect’s and client’s previous mailing packs. Using the marketing offer naming formula, this offer could become: The Ultimate “What Happened to My Mailing” Assessment The Ultimate (Adjective) “What Happened to My Mailing” (Problem/Solution) Assessment (Noun) The adjective should describe how awesome your offer is. It may be new, free, easy, advanced, money-saving or step-by-step! The next bit is the key problem (the problem you know your potential audience has, like an under-performing investment portfolio) or solution (what your company does to eleviate or rid the problem for the customer or prospect). Another client of mine helps people to sell their home quickly for full market value or they’ll guarantee to buy the property. The noun could be assessment, sale, package, gift, toolkit, or formula. There are lots of nouns so there are plenty of options that will make your marketing offer’s name truly unique and memorable. STEP 2 Identify Your Prospect’s or Customer’s BIG WIN So imagine you were to accept my Ultimate “What Happened to My Mailing” Assessment. What would be the prospect’s big win? If I had to write down the transformation the prospect would go through once they had received the Assessment, that description would be how they’d be transformed as a result of the knowledge offered. The prospect might have been bemused with the results of their previous mailing. The mailing might have been expected to perform at a much higher level. So, what went wrong? The transformation after an assessment, which is qualitative, provides real evaluation, would point out the wood from the trees. The transformation is therefore insight. It’s free research that can help the prospect make better decisions. Of course, from the assessment provider’s point of view, the exercise is an excellent way to demonstrate marketing consultancy, or lead generation mastery, or direct mail consultancy knowledge.
	17 Nov 2017	#96 Woobamboo with Christopher Fous	00:58:59
Do you want to learn how one of the fastest growing eco friendly businesses in the USA inspires it's customers? We find out from Christopher Fous of Woobamboo Christopher Fous, pronounced like you’d say most, but with an “f” and no “t”! Or close. Christopher runs Woobamboo in Cape Coral, south west Florida, USA. We spoke to him at 9am his time and it was a balmy 23oc/74 of. Not too shabby for November. Woobamboo and the inspiration business with Christopher Fous Why oral care? Woobamboo – the way Christopher explains it is Woobamboo is in the oral care industry, but its’ not an oral care company. He considers himself to be in the inspiration business. Oral care is his vehicle. Everything they do is about inspiring people to be more “eco-friendly”. With the decisions they make and the products they use. The products they offer are bamboo toothbrushes. A bio-degradable floss. A natural toothpaste. They chose oral care because it is so fiercely ritualistic and universal. If you’ve late, you might skip a shower, but you’re never not going to brush your teeth! No matter who you are, everyone believes in having a nice smile. That’s why they chose oral care. The business was formed 5 years ago, when 2 of Christopher’s best friends decided to start a company where every day they felt fulfilled. Woobamboo is them every day, trying to make a difference, having fun and trying to be part of the solution not the problem. How big is Woobamboo is the US? Woobamboo just reached their 10,000th store worldwide, in 23 countries. They have succeeded in replacing over 1 million plastic toothbrushes with bamboo ones. Woobamboo have been listed in big chains in the US. They are visiting the UK in April. Visit: woobamboo.com Want to try one out? They are just a click away on Amazon http://amzn.to/2jxexqr There are styles for adults, kids and pets. The toothbrush is organically grown. It is not 100% organic however, as the bristles are plastic, but they are pushed into the bamboo, rather than being glued. They use 90% LESS PLASTIC. Which is a tremendous achievement. Where do these plastic brushes often end up? In the sea. We must do something about that. What kind of difference can you make? Christopher told us that every toothbrush that you ever used, since you were little, still exists somewhere. If it doesn’t it has been incinerated. Woobamboo knows they are not going to save the world with their products, but every morning when they use it, they are going to think, I’m doing something good for the environment. This was easy (using the bamboo toothbrush) – I can do more, what else can I do? It makes you feel good about yourself. You care about the products. I makes you FEEL. Christopher says: “We don’t own this world, we are borrowing it from our kids.” We are going to have to give it back to them one day. Christopher wants it to be cleaner because of what he did. The thing is the market is getting smarter and they are paying attention to products that they can STAND BEHIND. Find a cause that you can stand behind. It’s about doing good. We all want to make a difference. Is this a lifestyle business? An interesting combination. Steve, his partner and him started the business as a side-line. They didn’t think they’d be competing with Colgate! But they are now. They like the idea of being able to travel together, where they have a hell of a time! Causing chaos!! Making money has never been the number one goal. Making a profit is something that happens if you are doing everything right. Profits enable you to move the machine forward. They wanted to have fun and make a difference. If they make money in the process that is fantastic. Do you inspire by walking about? They go to as many shows as possible. Boots on the ground. They travel all the time. They drink their own Kool-Aid. Sometimes you need to get out there to be reminded that people are ‘digging’ what you are doing.
	24 Nov 2017	How to Create a Powerful Marketing Message	00:57:48
What Should You Focus on in Your Marketing Message? What’s our marketing message going to be? It’s a question faced by every marketer when they contemplate how they’ll attract custom. The first step is to recognise the tools at your disposal: your knowledge of your target audience’s hopes, dreams, desires and emotions; and your knowledge of your product. Your marketing message connects the two. Here’s a 3 step process to follow to get to your marketing message. STEP 1: Identify what the most powerful desire is that can be applied to your product. Every product appeals to two or three of these ‘desire types’: Desire type 1 example: arthritis pains versus a hangover head-ache. urgency intensity demand that needs satisfying Desire type 2 example: real discomfort from hunger versus a craving for gourmet foods. staying power degree of repetition inability to become satiated Desire type 3 example: spending £50 to add a gizmo that saves petrol consumption versus spending the same amount on one that merely prevents future repair bills. scope Every product appeals to two, three or four of these desire types, but ONLY ONE can predominate. You can fit only one in your headline. Only one will generate the best results for your campaign from your marketing message when it runs. Your choice among these desire types is the most important step you will take when crafting your marketing message. Choose the desire that will give you the most power across the three desire types. What is your product’s single most overwhelming desire that will reach right into the hearts and minds of your target audience? After all, these people are actively seeking to satisfy this desire at this very moment and so your duty is to focus on delivering it. STEP 2: Acknowledge that desire, re-inforce it and (potentially) solve it in a single statement within the headline of your marketing message. The headline is the bridge between your prospect and your product. If your prospect is aware of your product AND realises it can satisfy his desire, start your headline with the product. If he is not aware of your product, but only of the desire itself, start your headline with the desire. or, If he isn’t aware of what he really seeks, but is concerned only with a general problem, start the headline with that problem and crystallise it into a specific need. Your headline doesn’t actually have to mention your product, it just needs to create that connection to the desire, justifying and intensifying it. STEP 3: Take the series of performances built into your product and show how these product performances inevitably satisfy that desire. Every product has a physical element and a functional element. The former is how it is made, put together, shaped. The latter is the product in action, the benefits that a customer gets from consuming your product. The physical product does NOT sell. It has value only because it does things for people. So the important part of your product is WHAT IT DOES. Yes, the physical composition can help you justify or reinforce the primary performance that you promise your prospect: by justifying price – higher quality materials, higher price. documenting quality – a strong shell of a car, makes your safety claims more credible. assuring performance will continue – quality LED lights will last for 10+ years without change. sharpening the prospects mental picture of performance – with the new Apple X you’re getting a larger screen in a smaller package. giving your product a fresh new basis of believability – like Biki, the drone that swims under water with a 4k camera! However, it is the performance of your product and how it satisfies the desire of your target market that counts. Study your product. List the number of different performance it contains and group these against the desire types that they satisfy.
	01 Dec 2017	#98 Create More Flow with Camille Preston	00:51:23
Do you want to increase your productivity by 50%. Camille Preston shows us how to create more flow, and tells us that, once in a state of flow we are 7 times more productive than normal. So do you want to create more flow in your life? How to Create More Flow As Camille says the world needs flow now more than ever before. Flow allows you to organise your life around practices of intrinsic value: habits and ways of being that we have decided are important, fulfilling, and have the capacity to change the world for good. That’s what you’ll find in her new book: Create More Flow. http://aimleadership.com/cmf/ About Camille Preston We spoke to Camille Preston, the most engaging of people, from her home in Boston, Massachusetts, USA. She grew up in New Hampshire. She has lived in London too. Before we got started, we noticed Camille drinking something like coloured water. It turns out it was Ultima – which replaces electrolytes and hydrates in a healthy way. It is certified vegan, paleo friendly and gluten free. Take a look at Camille’s photo, it’s probably a smart move to try some!! How to Create More Flow with Camille Preston http://www.ultimareplenisher.com Camille earned her PhD in Psychology from the University of Virginia in 2000. The doctorate was really looking at systems. How organisations work together. Graham reminded us of the Fawlty Towers episode where a Psychiatrist stays at Basil’s hotel. Very funny episode! Here’s a short clip: https://www.youtube.com/watch?v=RnaHybw6CBI Camille often describes herself as the woman psychiatrist on “Billions”, Dr Wendy Rhoades. Here’s a scene from the first episode. She uses industrial language, which we didn’t get a hint of from Camille throughout our interview! https://www.youtube.com/watch?v=KBpeYD1gneY After earning her doctorate, she did a spell on Capitol Hill. She left there to work with a non-profit, with police executives. Her first day on the job was 9/11. The police chiefs asked her what they should do, she didn’t really know, so it propelled her into leadership development. She helped the police chiefs navigate this transition to support their communities post 9/11. Leadership development was about helping people who were TECHNICALLY good at what they do, to figure out a new chapter. How they should respond to uncertainty. And perform. How to respond to uncertainty The whole crux of leadership development is that you cannot really prepare for the unknown, but using the gym metaphor, you can build the muscles and skills and get to know yourself. Then you have more agility and adaptability when uncertainty arrives. That is the subject of Camille’s book “Create More Flow” so we know how to position ourselves to be our best regardless of what happens around us. How do you develop leadership skills when they’ve not been taught to you before? People who are great individual contributors are promoted, not necessarily because the want leadership, but there is this informal hierarchy which says wealth is better. Rarely are people given the skills of leadership. They are just thrown into the new position and it can take them away from the joy, the reason they got the role in the first place. The most important skill as they move into a leadership role, is to know: Themselves (SELF AWARENESS); What positions them for success; Where their weaknesses are; What their developmental opportunities are; Then build their capacity to STEP BACK and get perspective. We live in this always on, connected, over-wired world. So rarely do we give ourselves the time to just EXHALE. Tips and thoughts – how do we get that perspective. Camille’s first book was re-wired, all about getting perspective. https://www.amazon.co.uk/Rewired-Smarter-Purposefully-Productive-Overwired-ebook/dp/B006NYFFN4 Get resources from http://aimleadership.com/insights/resources/ Help yourself understand how to move from OVER-WIRED,
	08 Dec 2017	#99 How to Master Public Relations with Krystal Covington	00:57:16
Do you want to get better at public relations? Perhaps grab some media opportunities? In this episode, Krystal Covington shares some great PR tips for small businesses. About Krystal Covington Krystal Covington helps businesses by developing strategic marketing and PR plans to reach new audiences. She currently lives in Denver, Colorado with her husband. We got to know Krystal through Christopher Fous, from Woobamboo, a recent podcast guest. Krystal made it all happen and as we learn – incredibly – that was Christopher’s first podcast – if you are still to listen to it, do, he is inspirational. We were so impressed with Krystal, we wanted her to join us as a guest too. How to master public relations with Krystal Covington Krystal is a Networking Guru too Krystal is an off the charts introvert! She never believed she would do networking because of it. She has those moments when she asks herself “am I really doing this?”. Krystal founded Women of Denver. Women teach workshops and present different programmes for other members. Krystal rarely does the speaking, but she does greet everyone when they arrive. She battles her natural shyness to talk to strangers. Every week. The big issue Krystal has had with traditional networking is that she doesn’t have a place there. She would walk in, without anything to say, except ‘hey, what do you do?’. Running her own group, she has natural authority, and members want to talk to her naturally because she founded the group. That makes it easier for Krystal to start a conversation. It gives her talking points. Are you extrovert or introvert? Go to https://www.16personalities.com It’s a fun site and the shock truth about Graham is that he is seen by them as: DEBATER (ENTP-A) “Follow the path of the unsafe, independent thinker. Expose your ideas to the dangers of controversy. Speak your mind and fear less the label of ’crack-pot’ than the stigma of conformity. And on issues that seem important to you, stand up and be counted at any cost.” Mind = 76% Extraverted Energy = 67% Intuitive Nature = 57% Thinking Tactics = 53% Prospecting Identity = 71% Assertive Both Kevin and Krystal are INT-J – an ARCHITECT – imaginative and strategic thinkers, with a plan for everything! Women of Denver Krystal lives in the city of Denver. It’s 70 degrees in November! Krystal founded Women of Denver to create professional women friends. She was too awkward at other’s event – prompted by her husband, she created a ‘deep topic’ group – all about limiting beliefs. That was comfortable for Krystal. There were 5 people at the first event. The most Krystal ever had with the close-knit groups was 10. Now Women in Denver has 1,000 members! A core group of 200 or so that consistently meet. That really is a success. They were featured in their local business journal. Krystal’s image was next to Donald Trump’s on the journal. Krystal’s was smaller, but hey. Ted Talks, a step into Public Relations On her Ted Talk, she couldn’t even see the crowd. She it for yourself… https://www.youtube.com/watch?v=fAqStwFF6ZE Krystal shared a story in the Ted Talk, about how her body reacted to being in a stressful situation, like networking. She found herself breaking out in “stinky stress sweat”! The sweat would pour down! Public Relations Krystal fell into public relations. Someone challenged her to get local TV coverage for an event. She was working for a small 200 employee company. Someone said, we have this party tomorrow and as the marketer, I would have thought you’d have the TV people covering the event! Krystal, said, oh, but I didn’t think that was an expectation. Her colleague said, yes, but it doesn’t look like you have that capability! Red rag, right? So, Krystal looked up Google search “how do you get news to come out?” and it said just tell the news about your event! She filled in the contact form on the TV news website.
	15 Dec 2017	#100 Lifestyle Design with Jeremy Frandsen	00:58:23
Does your business stop you having the life you want? Jeremy Frandsen tells us all about lifestyle design and how to make your business fit your lifestyle and not the other way round. About Jeremy Frandsen Jeremy Frandsen is our special guest to celebrate our 100th episode of The Next 100 Days. We’re delighted that Jeremy joins us all the way from Salt Lake City, Utah. Our podcast arose as a result of both of us signing up for a spin-off course and associated Facebook group from the long running show – Internet Business Mastery. Back in 2003, Jeremy was working in a cubicle office, with an hour commute either way. He was unhappy. He didn’t understand that he could start a business. A colleague presented him with a book that stimulated him to go start a business. Later, he met up with Jason Van Orden, they went onto create a podcast, to talk about the things that were working for them. That was 2004. Their First Product They were asked about providing a course based on their podcast. They decided to offer one at $2,000. To prove that no-one would want their product! They had their own businesses, and they weren’t thinking of the podcast as their own business. And as they were so busy already, they thought let’s do the course at an insane price. They put out 35 slots, and it sold out in about 5 minutes! Then they made the course. The podcast helped them to a multi-million-dollar business. They have been all over the world speaking. They have been in business for 13 years. Lifestyle Design 18 months ago, Jason and Jeremy started to discuss how they could pursue their own new paths. They still have Internet Business Mastery… https://www.internetbusinessmastery.com …but they wanted to pursue their own interests. Jason was always more the technical guy and Jeremy the mindset guy. Jason wanted to take his skills to the next level and work with people who already had businesses as opposed to IBM which is all about the beginner, helping them get started and create a freedom business. Jeremy decided his next business would be more about personal development. So, these changes meant that Jason and Jeremy had to figure out how to change the IBM business to suit their desired lifestyles. In effect, the new projects that Jason and Jeremy are following is in effect developing the original lifestyle business, that was Internet Business Mastery. They met Tim Ferris, author of “The 4 Hour Workweek”. https://fourhourworkweek.com Jeremy wanted to stay home and make enough money to stay home. His first business sort of did that, but it took a massive toll on Jeremy. In order to grow it on top of the 12 hour days and 7 day work weeks, he would have to work more. Sound familiar? So, Jeremy DIDN’T have a lifestyle business. So, when Jason and Jeremy got to the point of realising that IBM was a business, they decide it had to be a lifestyle business: That they’d enjoy it. And they could still have their lives – Jason has been a traveller – France, Argentina, Portland, New York. They designed a business around a lifestyle they wanted. Designing a Lifestyle Business A lot of listeners may relate to Jeremy in the cubicle. What are the steps to get out of that position? Design it ahead of time. Their online course helps you design the business ahead of time Around a life that will keep you happy for years? How do you make your business so you are not unhappy in 10 years. Jeremy hated his first business. What made Jeremy dislike his business? He was doing everything. Jeremy was afraid to hire someone. He didn’t want a person in his home. He had to make, ship and sell the physical products. But he was sacrificing his life that he was unhappy about. He was lucky the business worked, but was unhappy with it. Given businesses fail regularly, he was pleased he survived. How did they design the IBM lifestyle business? With IBM, they wrote out all the jobs that needed doing.
	22 Dec 2017	#101 Venture Capital Investing with Kealan Doyle	01:00:32
Have you ever considered how to make more of your investment portfolio? Or perhaps you have a business with big potential that needs investors? Kealan Doyle tells us all about venture capital investing and how a venture capital fund operates. About Kealan Doyle Kealan Doyle from Symvan Capital, an award-winning EIS/SEIS technology venture capital fund manager, joins The Next 100 Days Podcast to explain the potential to deliver exceptional investment returns from identifying start-up and scale-up high growth technology companies. His father was from Dublin and his mother was born in England, he was born in England and grew up in Canada and has lived in London for the last 25 years. His career started in investment banks and performed roles as an economist and running a global equity derivatives team. Alongside his business partner of 13 years Nic Nicolaides, he runs Symvan Capital. They focus on investing in growth companies. In particular, investing in technology companies. How to invest in technology business - Kealan Doyle Where does the word SYMVAN come from? Symvan Capital was started as a corporate finance advisory company for technology businesses. In the last few years, it has morphed into an asset management company. In 2008, at a different company where Kealan and Nic worked, before the collapse of Lehman Brothers, oil was at a very high price and it was causing a lot of the budget airlines to have a real problem, because they hadn’t hedged their exposure. A lot of them were loss making. There was a move to consolidate them all, which ended up not working, but they had to come up with a product, a bond that turned into an equity if an event happens. To cut a long story short, they were looking for a name for the product. They asked a Greek colleague how he would describe it. He used the word ‘symvan’. Almost like catalyst. It is something that causes something else to happen. When they went to name their business, Kealan and Nic, felt Symvan had good connotations for them, and so named the firm Symvan Capital. They also wanted a name that wasn’t offensive in another language! Venture Capital Investing in Technology Businesses – why it’s important to the UK? This podcast is not offering investment advice, but what is interesting is understanding the processes and benefits of investing in technology businesses as part of a balanced investment portfolio. Historically, at the time of the industrial revolution, Britain was the first country to move to the next stage of human economic development. It’s still true today. The UK, is a very innovative economy, always has been and probably always will be. Example, from the FT’s research of the Top 1000 high growth firms in Europe, 24% of them are British. https://ig.ft.com/ft-1000/ 19% were from Italy and 14% were from France. This is not a new phenomenon. But, according to Kealan, there is a lot of inventiveness in the UK without the necessary financial backing. So, on the one hand, you have the City of London, dominant in global finance. And then you have all these innovators, coming from places like Cambridge, Nottingham, Bath etc. The environment has changed a lot, because technology has changed dramatically, but also it is a very global thing. So, there may be an English person working with French and Italian people to come up with something. The UK creates a great backdrop for them. It is much more business friendly than France and Italy etc. It is a really fertile environment. The Chancellor’s recent budget contained something called the Patient Capital Review https://www.gov.uk/government/publications/patient-capital-review which was profoundly positive for tax efficient investing. Patient Capital Review “Patient” in the sense that you don’t want to make an investment and cash-out in 6 months. For most people that is most people. Like your house. Kealan has been living in his home for over 20 years. Graham too.
	29 Dec 2017	#102 This Pampered Life with Minoti Parikh	00:39:20
Do you take time out to celebrate your successes? Do you make sure your team gets the recognition it deserves? Are you confident the people around you feel appreciated? Minoti Parikh from this pampered life shows us how to celebrate success. About Minoti Parikh Minoti Parikh, the Founder of This Pampered Life has facilitated more than 1500 corporate events across 20 countries over the last 12 years. Minoti lives in Leeds, but was a TV star from India. She moved to Leeds for love! (She says it is the love of her life, her husband, I suspect it is Leeds United!). After a couple of years of having long distance relationship, parents prompted them with a ‘where are you heading?’ question. Marriage followed and Minoti moved to the UK. Minoti found fame in India as a TV presenter and as an incredibly successful Master of Ceremonies. Since being in the UK, she has founded a business called This Pampered Life. Minoti Parikh - This Pampered Life This Pampered Life All of us are always so busy, all the time. You have birthdays, anniversaries and special occasions, where you celebrate with loved ones. There are actually very few times when you actually switch off from our daily routine and just celebrate who we are what we’ve done. This Pampered Life is all about creating a personalised memory for your clients. But, Minoti calls clients “Stars”. They treat them like a star, like a VIP. Minoti reverses the chase for people looking for experiences. She just makes it happen. She makes her stars really special and celebrated. We have all got interesting stories, a set of achievements, realising how amazing we are. What’s on your bucket list? Going up in a hot-air balloon? Sky-diving? This Pampered Life will help you tick it off. This Pampered Life is about living in the present, soaking in what you are, who you are. For Minoti, she’d like to see Bucket Lists with just experiences in them. Not about acquiring things, like houses, cars etc. It should be a lot more about memories. Creating memories. When you look back at life, it is really those memories that make the difference! What would you like to be remembered by? Giving, enjoying. One of the reasons why Minoti is well placed to deliver these sorts of experiences is her background in India. Minoti the TV Star She has been a Master of Ceremonies and TV Presenter for about 12 years in India. Minoti has presented more than 1,500 live events. Across 25 countries. She had her own TV show for 7 years, which was a sports-based show on a national TV channel. She has been fortunate enough to work alongside the Indian Prime Minister, also the President of India. The biggest names in terms of sports personalities. Movie stars. Industrialists. Minoti has had the opportunity to work for the biggest companies. The biggest MNCs (multi-national companies) in the world – Apple, Samsung, Volkswagen, General Motors. When she was an MC, it was really about creating special experiences. Typically, their events are a bigger scale, with larger audiences. From hundreds to 20,000 people. Her MC role was about creating special moments through the event. The games played Interaction at the event Team building Motivational talks It has always been about recognising others. Making them feel special. The medium has been slightly different to This Pampered Life, but the message has been pretty much the same. Here are some YouTube Links to see Minoti in action as an Master of Ceremonies. TV Showreel: https://www.youtube.com/watch?v=zSFM09ahJXo Presenting the CNBC Retail Awards 2012: https://www.youtube.com/watch?v=W_E-Lt4foSU Hyundai Eon Launch: https://www.youtube.com/watch?v=tZF6BJg4-KQ Back in India, Minoti lead a very busy life. One quick tip: have 4 suitcases ready! She was often literally in and out of the City of Mumbai. So, having a suitcase, fully equipped for the next event, was a secret to success!
	05 Jan 2018	#103 Networking for Introverts with Maria Granovsky	00:50:01
If you don't like making smalltalk and you struggle with networking then Maria Granovsky has some great news for you. Introverts can have great networks too. So whats networking for introverts all about? About Maria Granovsky Maria Granovsky helps professional women who hate face to face networking build successful careers through network via social media. This subject is near and dear to Maria. In the past, she found herself driving to a networking event, not getting out of the car and driving right back home. It was social anxiety. She had always been able to create relationships via writing, via LinkedIn or Twitter or email. After a while, Maria realised that she had found the way to network that was really comfortable for her. Which made her consider all the other people, who for one reason or another are not networking. There are a lot of people, with a lot to contribute, who are not in a conversation. Maria’s aim is to bring those people into the conversation. Networking for introverts. Maria Granovsky - Social Media Networking for Professional Women What is networking and why is it important to us? Networking is the building of relationships. Getting to know other people. Building connections. Networking has got a bad wrap, because of the idea that, you go to networking events, you exchange cards and everyone is in it to see if they can sell you. But, in reality networking is about the people you know. Especially in todays’ economy, where so many of us are in flux, jobs are insecure, it is really important to know a wide variety of people. Every job Maria has had, came with the help of someone she knew. Be it directly, handing her resume (CV) to the person in charge, or recommending a really good head-hunter. Even more broadly than that, unless your goals in life are to be a hermit, and to subsist on rainwater and berries, you are going to need the buy in from other people. So, if you want to: Publish a book Change careers Get a promotion Get a seat on the board of a non-profit. The worst thing you can do is to put yourself into a position of HAVING to know someone to achieve your goals. “Who are you again?”. If you want a referral, a recommendation, the referee needs to be able to know you in advance. If we are no-good at networking, what’s the first thing we should do? Maria advises that we should EXPLODE the first myth. That you are not-good at networking. There are very few people who are congenitally incapable of networking. If you survive family holidays, if you have friends, if you have wooed a romantic partner, YOU CAN NETWORK. We ascribe a very different meaning to business relationships but realistically they are not that different. It’s all about: Give and take. Thinking what the other person may need or want. Being agreeable as a person. The rest of it is technicalities. Technology has made it very easy to meet with other people. Just as we are doing on Skype right now. We have never met before. And prior to the conversation, we had a back and forth via email and Maria got a slight sense of Graham’s personality. Enough to get on a call and not be quite so shy. The original connection was made by our friend Marina Darlow. Maria met Marina on LinkedIn and eventually they spoke on Zoom. Here’s Marina’s profile: http://vision-framework.com/about/ Do you help men too? Maria tends to work with women, they tend to have a few issues with the way they communicate. They have been socialised to avoid being aggressive. If you get an email from a woman and it starts “I think maybe…” – Maria suggests it is NOT that she’s unsure, but she’s often been socialised to think that if she started with the FACT, then it would come across as aggressive. These are the linguistic quirks that give many women a disadvantage. As they are not seen as the experts that they are. They are not seen as being absolutely certain of what they are saying.
	12 Jan 2018	The Direct Mail Solution – With Direct Mail Expert Craig Simpson	01:00:02
The Direct Mail Solution Craig Simpson is the co-author of The Direct Mail Solution and a bone fide direct mail solution expert. The Direct Mail Solution is a book written to help business owners build a lead-generating, sales-driving, money-making direct mail campaign. His co-author is Dan Kennedy. The Direct Mail Solution: https://www.amazon.co.uk/Direct-Mail-Solution-Lead-Generating-Sales-Driving/dp/1599185180 The Direct Mail Solution - Craig Simpson & Dan Kennedy Craig is the real thing. A direct mail solution expert. His firm, Simpson Direct, based in Oregon, USA has mailed more than 300 million sales pieces, used thousands of mailing lists and sold hundreds of thousands of products, courses, services and newsletters. Additionally, Craig is co-author of The Advertising Solution, a book that captures lessons from 6 of the greats of advertising – Robert Collier, Claude Hopkins, John Caples, David Ogilvy, Gary Halbert and Eugene Schwartz. The Advertising Solution: https://www.amazon.co.uk/Advertising-Solution-Influence-Prospects-Multiply/dp/1599185962 The Eugene Schwartz Copywriting Focus Method Craig started the podcast discussion with an explanation of how Eugene Schwartz focused on writing copy. "It works phenomenal" Craig said about this method he uses himself, not just for writing, but for all areas of business. The technique is great for difficult projects. So how does the technique work? Every time you have a very difficult project, that you really don't want to do or it's more than you want to accomplish, Craig puts this method into practise. When Gene Schwartz, possibly one of the road's best ever copywriters, he would have all these ideas in his mind. Too many to easily just put them down on paper. Or maybe he would have no ideas at all. The Focus Technique Gene would never just sit down to write a sales letter from A to Z. Instead, he would sit down and set a timer. For 33 minutes and 33 seconds. Just an odd number, but about the length of time you can actively focus for. For that 33 minutes and 33 seconds, he would only work on this ONE project. No going to make coffee, or take a break, he'd just do this one thing for 33 minutes 33 seconds. First, he would just organising his thoughts and his research. Read something, and if he found something he liked he would write it down and put it in a little folder. As the project progressed, he would just organise his thoughts. But he would only work for 33 minutes and 33 seconds at a time. When the buzzer went off, at the end of that time slot, he would get up, EVEN if it was mid-sentence. He would stop right then and there. At that point, he's going to do whatever he wants to do. He'd take the dog for a walk, grab a snack, whatever it was he could do whatever he wanted. Then, he'd jump back in and set the timer again. He'd re-organise his thoughts and move things around. Gene always said, it was like the copy wrote itself. Because, you weren't sitting down to write it, you were only organising your thoughts for 33 minutes at a time. He write phenomenal pieces that generated $100millions for clients, because of this ONE method. He would repeat this 4 or 5 or 6 times a day and that's how he created his mail pieces. Was the Pomodoro Technique a straight copy of Eugene's? Kevin mentioned the Pomodoro technique, developed by Francesco Cirillo in the late 1980s. https://en.wikipedia.org/wiki/Pomodoro_Technique Interestingly, some time after Gene Schwartz had been using the same method... The Pomodoro Technique Ask yourself, what is the one thing you can get done in the next 33 minutes 33 seconds? It is a really attainable tie-frame to work in. It's not like you are going to be overwhelmed with a huge long day. Simpson Direct - a business that has shipped more than 300 Million Direct Mail pieces Craig is a direct mail consultant and coach, so he sends out 250-300 different mail campaigns every year.
	19 Jan 2018	#105 How People Make Choices with Daniel Burstein	00:54:24
How people make choices. Daniel Burstein from MECLABS Institute, based in Jacksonville, Florida, explains some of the insight drawn from over 20,000 marketing experiments into understanding how people make choices, particularly on the live laboratory of the internet. Lessons that no marketing professional should miss out upon.
	26 Jan 2018	#106 Writing Bids – How to Create a Winning Bid with Kevin Appleby	00:36:47
Does your business model require you to bid for work? Is your success rate as good as you might like? This podcast is all about writing bids. We pose the question - how do you create a winning bid? Writing Bids: How to Create a Winning Bid This podcast is all about writing bids. The Next 100 Days Podcast often covers generating leads and closing sales. For many businesses, generating leads isn't what they do. Instead they are responding by writing bids to opportunities that have been published somewhere. So how do can you be compelling and win more often when you are writings bids? Kevin Appleby explains. Are you looking for contracts? Where the process for getting that sale is writing bids. Lead generation doesn't really come into it. It is more important how you create a winning bid. First, Get On Frameworks Kevin's experience is largely based on consulting within the public sector. The way you get in is by being part of various 'frameworks'. Normally you find yourself writing bids to get onto those frameworks. A framework is part of the public sector procurement rules. If you are doing a full tender in the public sector, you have to follow a process called OJEU. That's all about the European Journal for Opportunities. (Read more on this link) https://www.ojeu.eu/whatistheojeu.aspx A public sector contract should be advertised in OJEU. Advertised to the world and anyone can apply. But, beware, it is a horrendously long process. A public body would have gone to OJEU and put a framework out, saying over the next 5 years, we are going to let £20m of work of this nature - finance, IT contracts etc. Various people will bid to be 'on the framework'. You qualify by showing that generally you are capable of doing a lot of things. There might be 10 or 20 or 30 suppliers on a framework. So when the proper opportunity comes out, maybe valued £50,000, the public body can then contract MUCH QUICKER. By issuing an opportunity to the framework and asking people to respond. Then rather than being a 6 month process, that most OJEUs end up in, it can become a 3 to 6 week process. Contracts Finder Also in the UK, there is something called Contracts Finder. https://www.gov.uk/contracts-finder These are for lower value contracts that are advertised and anybody can go into the Contracts Finder website, browse through the opportunities that are on there and can if they wish submit a bid. Managing a Bid Team Earlier in Kevin Appleby's career, he managed a bid team. Writing bids for some of these contracts can expensive. Kevin recalls bidding for contracts valued between £10,000 and £5-10m. The bigger the opportunity the more effort goes into it. You are investing more time in this process. His consultancy found that while they were winning enough bids to keep going, they were writing bids for a huge number of tenders. Their win rate wasn't fantastic! They were winning between 1 in 6 or 1 in 7 bids. Obviously, they were bearing the cost of the 6 that they didn't win. Their business decided to do something about moving the bid rate from 1 in 7 to nearer 1 in 3. Kevin was asked to sort that problem out. They did two things: More careful about which tenders they bid for. Evolved a process for writing bids that meant they presented compelling and winning bids. Free Bid Proposal Template Kevin designed a BID PROPOSAL TEMPLATE. This is what you can get your hands on right here! It is Free. It is very similar to the original. If you are writing bids this template will help you. It allows you to think through: The story you are telling. The problems the potential client has got. What is special about your solution? What will you emphasise as your unique selling point? Who are your competitors and what will they say. What are your strengths and what are your competitors weaknesses? How will you structure your bid. DOWNLOAD HERE: http://www.thenext100days.
	02 Feb 2018	#107 Which Systems Do You Need To Fix First?	00:50:42
Which Systems Do You Need To Fix First? If you are in a complete and utter mess, putting a system in place makes things manageable and doable. Marina Darlow, an expert in systems, joins The Next 100 Days Podcast for the second time and discusses how emotions and systems interweave. Marina has launched a new course and set up her own podcast. Better at Business. Listen to Marina here: https://betteratbusiness.podbean.com ADHD - Attention Deficit Hyperactivity Disorder Marina works with visionaries who she often finds are somewhere on the ADHD spectrum! Most of her clients have diagnosed or undiagnosed ADHD. They are all creative, active and visionary. Enough to start a business and make something of it. Yet, on the other hand, they are often the people who struggle with systems and linear processes. As Marina is expert in systems and linear processes, they are attracted to her. She loves them. They are the most fun, inspiring and unpredictable people you can think of. Mentoring Graham mentioned mentoring a young man who is very likely to be on the ADHD spectrum. As part of the volunteering, the authorities offered training in Mindfulness. Fascinating experience, provided by a lovely lady called Barbara - who sat the volunteers down. Sitting down the volunteers were walked through a technique. Close to hypnosis, completely calmed and centred. It was like that moment when you drop off to sleep. An unburdening exercise. Would a young person react to this training environment. Marina thinks mindfulness is catching up from elementary schools to prisoners (Graham scurrilously said he's a mixture of those!). She cautions to be clear about who you'd associate with in this space as there is a 'ton of woo' stuff. This was a technique to clear your mind. One where you focus on a specific or even nothing at all. These kinds of techniques, can be effective on multiple levels. Marina cautions that these techniques may have their audiences - corporate CEOs? Maybe, maybe not. Tree-huggers - probably. Graham is neither. Allow yourself to be open to the techniques. Don't be too scientific. They are worth pursuing. Systems and Emotions Marina puts systems in place for people. Which means, she tells them how to track their money, and she goes into the depths of their cash flow. She creates a systems plan with them and reviews their accomplishments over time. So then, she will look into their CRM and see if it is working. And finally, Marina discovers if their data is organised. You'd think it's a regimented, boring, linear job. When confronted with our own mess, we react emotionally. Example Cash-flow. Marina will look at their income streams and expenses. Then clients realise they aren't making enough money. They also might be spending too much money. People don't react well to the fact that they are NOT solvent! Example Her client had two businesses and wanted more time to be devoted to painting. Marina helped her organise her time. To deliver her services so that she hit her financial goals. It only left 2 hours to paint! Marina's client went into a tail-spin. It was like a 3 year old's tantrum! "I'm not going to let go of my painting. I need it for my sanity." (Sound familiar?). Marina's task was to persuade her client that she needed to forgo things in her life. They discussed how the client could meet her financial goals in fewer hours per week. They raised her prices. It's THAT moment. When you realise how hard it is going to be. Monitoring Systems You need to check in with your systems on a regular basis. It's the only way to keep things in check. Checking allows you to catch things when they are small. Marina often finds that her clients have no systems. At least, they have no good systems. A good system puts everything in view. It gives you a true picture. When people see the true picture, tantrums happen. Steps Put the system in. Look at what that's revealed.
	10 Feb 2018	#108 Managing Cash Flow with Perry Burns	00:52:00
Is managing cash flow one of your biggest challenges? Do you have sleepless nights over meeting all your outgoings? Perry Burns joins us to show you how to release cash tied up in invoices and get money owed by debtors into your business faster. Managing Cash Flow Managing cash flow is how Perry Burns helps the world. He is the Managing Director of Working Capital Partners in London. He works with small businesses where they are under pressure with cash flow. They are able to help them to release cash tied up in invoices, help them to pay suppliers on time and get them to a situation where they aren't worrying about paying the next bill or how they are going to grow their business. Businesses dont go bust because they are not making profit. The main reason why businesses go bust is that they run out of cash. How Working Capital Partners Helps with Cash Flow The two most common ways are: How much are you owed by your debtors? WCP look at their debtors ledger, checking the credit rating of those debtors, then effectively buying that ledger from them. As much or as little as they need. This gives them immediate cash. If there isn't a debtors ledger or the debtors ledger is poor, that's where they focus on paying suppliers. This relieves the need for cash to pay suppliers.This is particularly helpful with younger businesses where suppliers are reluctant to grant credit terms. This intervention helps cycle their business quicker than they would otherwise be able. What's the Cost of Factoring a Supplier's or Creditor's Invoice? That's probably the most common question WCP get asked. (Well done Kevin!) There isn't a simple answer. It depends on what percentage of invoice that is financed and how long the debt is outstanding. But most clients pay between 2 and 5% of the invoice value. This is not the cheapest form of finance. However, it is one of the most convenient. And certainly one of the quickest to set up. If your business is working on a reasonable gross margin, the fee can be built into the deal. Most of WCP's clients will discount immediate payment of 2-3%, or alternatively you can have your credit terms at 30-45 days whatever, and the price will be whatever it will be. Covering the WCP fee and they still get paid straightaway because they tae the invoice directly to WCP. How do People React to 2 Tier Pricing Like This? According to UK Finance https://www.ukfinance.org.uk something like £64 billion of UK debt is factored every year. Most debtors are very used to the idea that there will be a Factor involved and who will be intermediating the finance. It is a very common way of financing deals. Especially for larger companies. In some countries in Europe, 90% of deals are factored. Spain, Italy, nearly all deals are factored. How Does Factoring Work? When the invoice is raised, there is an Assignment notice put on the invoice. This can be done through Sage or Quickbooks or whatever. The assignment notice says this debt has been assigned, to Working Capital Partners Limited, and please pay this bank account. It's a simple as that. WCP call the customer's accounts payable department to make sure they have got that assignment, they then pay into WCP's trust account. Once settled, WCP deduct their fee and send the money on to their client. Are Assignment Invoices Paid More Quickly? Do they just behave normally...stretching credit terms, or do they behave differently? When customers know that a Factor is involved, they TEND to pay WCP quicker than they would pay the client directly. The reason is they know that WCP know what they are doing. And they will be more aggressive in collecting that debt than a normal supplier. They also know that WCP credit insure the debt. If they start paying late WCP will report it to there credit insurers and that will affect their credit insurance profile. There is a kind of hidden advantage. You get paid quicker and that means you pay...
	16 Feb 2018	#109 LinkedIn Leads with Lee Betts	00:50:44
Have you considered using LinkedIn for lead generation. Lee Betts tells us how to get 10-20 LinkedIn leads a week for only £99 Get 10-20 LinkedIn Leads Per Week for £99 Lee Betts has cracked the code of generating LinkedIn Leads with his LinkedHacker.com website. By using exactly the same process for his own business as he does for clients, Lee has found that 40% of the leads convert to sale. Now, that's pretty good! Lee is used to failure. As an entrepreneur, Lee failed time and time again. Until he realised the importance of scaling. He has aced that class with LinkedHacker.com. Speaking to us from Townsville Australia, Lee explained he identified a magical growth hack that he implements as part of the process. Getting LinkedIn Leads is a process that starts with you upgrading to LinkedIn's Sales Navigator. This will set you back around £65 per week. But you can get a 30 day free trial. Target Your Ideal Client with LinkedIn Leads The first step is to identify your ideal client. Here is what to look for: What keywords does your ideal client get found with? Where do they live? What kind of company are they? What's their industry? What are their Job functions and Job titles? Imagine your ideal client is worth £1,000 profit to you over the course of the next year. With 10 leads per week and a conversion rate of 1 in 20, over the next month you'd have a 4.3 to 1 ROI. How Does This LinkedIn Lead System Work? Your existing links are not used. Lee focuses on attracting new people to you. They get access to your LinkedIn account. They are not too salesy. It's about starting a conversation. It works better for some businesses than others. You can have a 2 week minimum trial. And you can exit the agreement anytime you like. LinkedHacker.com have built a process that works. A member of staff is equal to 50 clients. For Lee, 50 clients equals £5k per week. What is a lead? Someone responds to your message and they show an interest. It is not a qualified lead though. Over a month you'll get 40-80 expressions of interest. Out of them come 20 qualified leads per month. They generate leads but they don't get involved thereafter. Advice from Lee the Entrepreneur Lee recommends reading Mark Manson's "The Subtle Art of Not Giving a F***" https://www.amazon.co.uk/Subtle-Art-Not-Giving-Counterintuitive/dp/0062457713 "It's not what you want in life but what you are willing to suffer. Answer that question first before you go all in. How important it is to know every area of the business. Have a good understanding of all parts of the business. Read. Research. Test and learn. Also, focus on something that is SCALABLE. How to Contact Lee Betts https://www.linkedhacker.com The Next 100 Days Podcast is brought to you by Graham Arrowsmith and Kevin Appleby
	23 Feb 2018	#110 Pete Williams – The 7 Levers to Double Your Business Profits in 7 Weeks	00:50:56
Do you want to double your profits in the next 7 weeks? Pete Williams reveals the 7 levers you need to use in this week's podcast. The 7 Levers of Business to DOUBLE Your Business Profits in 7 Weeks! Pete Williams explains the 7 Levers of Business in this podcast. Pete Williams is the award-winning author and entreprenuer behind the 7 Levers system. Pete runs a number of highly successful businesses you might also want to be seeking information on selling your small business. They include Simplyheadsets.com.au, Infinititelecommunications, Springcom, and earHeroSports. Pete lives in Melbourne, Australia. Melbourne is known as the sporting capital of the world. Excepting that beacon of sporting excellence at Elland Road, Leeds of course. The 7 Levers of Business The 7 levers of business or how to double your profits. Every business is about profit. His thinking was, if we are here to make a profit, WHAT actually drives that profit? Any business. Telco, Ecommerce, Online SAAS, Bricks and Mortar, etc. The 7 Levers is a really good blueprint of what you should do. Doing the right stuff. This graphic explains the 7 Levers. The 7 Levers Explained. The SUSPECTS Lever This is how many people are aware of your business. If you are a footwear retail store, this is how many people walk into your store. The PROSPECTS Lever How do they become prospects? Back to the footwear store. This is how many people try on a pair of shoes. These people are interested. The learning here is that many businesses put EVERYBODY into one bucket, called Prospects. Some are actually Suspects and some are Prospects. Suspects are visitors to your website. Prospects put their hand up and say "I'm worth your time". Such as, opting-in for your free report. The conversations are very different. Someone walking into a store - most retail assistants say 'hi, can I help you?'. Versus a conversation with someone slipping on a pair of shoes in your store, the conversation is all about the product, and getting them to loosen their wallets. A free consultation - your web-page is about selling suspects on the consult. When you conduct the consultation, you are tailoring your services to the prospect. The CONVERSIONS Lever How many of the prospects, download the free report? take a trial? or order? The AVERAGE ITEM PRICE Lever What's the average price of the stuff you sell? i.e. Shoes, shoe cleaners and socks. Be really clear on what is your average item price. Work out all the different stuff you sold last year. Then divide by the number of items sold. The AVERAGE ITEMS PER SALE Lever Here the sale would be a replacement inner sole. Buy the running shoe plus an additional item. Such as, an inner sole. This will give you more longevity with the shoe. With Graham's firm, Finely Fettled https://www.finelyfettled.co.uk you would count postage and print as part of a singular product. An additional item is copywriting. The TRANSACTIONS PER CUSTOMER Lever This is about getting customers to buy from you again. The easiest customer to sell to is a previous customer. The MARGINS Lever What are your margins? How do you keep the most cash in your business? This lever is about tweaking your margins by negotiating contracts, lowering costs. HOW do I DOUBLE my business? Don't overwhelm yourself. By getting 7 10% wins, you'll double your business. Look at each of the 7 areas and get a small 10% increase. All the little changes compound and magnify your results. AND DOUBLE YOUR PROFITS. EXAMPLE - give yourself 4 to 6 hours per week per lever. SUSPECTS. You currently have 100 people walking into your shoe store per day. What could you do to get that to 110? For a local business, spend a couple of hours and do an Adwords campaign. Do a Google Local Listing. Stick an A Frame sign outside your front door. PROSPECTS. Test the calls to action, your headline and your free report offer.
	03 Mar 2018	#111 Graham Arrowsmith & Kevin Appleby – Make More Money	00:50:42
Have you joined our challenge to double your business? Here are some strategies that might help you get more leads and make more money. Marketing Strategies to get More Leads and Make More Money This week's podcast follows up the 7 levers business model from last week's show with some top marketing strategies that you can implement to improve each lever. We're using a document provided by GKIC (Glazer Kennedy Inner Circle) that was a bonus when I purchased their famous Magnetic Marketing programme. It's 47 Top Strategies - How GKIC Members Used Our Powerful and Straightforwards Marketing Strategies to Get More Leads and Make More Money. Marketing Strategy #1: Send a Newsletter to Your Customers 5 secrets Tell them what else you do. Tell them what's new. It's not about YOU. Recognise the best parts of your newsletter. Frequency trumps everything. This links to the 6th Lever to increase the number of transactions from your customers. Marketing Strategy #2: Send a "Shock and Awe" Package This is a strategy to convert prospects. Your 5-Star Prospects. This is where you are sending a 'salesman in a box". Depending on what you put in the box, you might be looking at £100. So, this is a conversion technique and it should be worth EVERY penny. This is a conversions lever. This can be used prior to a face to face meeting. Use it with your high value prospects. Marketing Strategy #3: Choose Your Target Market Section off a part of the market you can serve well. This is your SUSPECT strategy. Be clear about what you are selling and who you are selling to. If you are considering that you sell to EVERYBODY. You really need to check yourself. Consider taking one small niche at a time and apply your marketing strategies to them. You can think about each segment as different avatars. Marketing Strategy #4: Follow Up With Your Prospects This is the prospect lever. How often do you forget to follow up? Achieve "top of mind" status with your prospects. You also find out more about prospects. When you follow up, it provides another opportunity to get to the nub of their requirements. That way you can tailor your propositions. Use the coaching question - "What's on your mind?" Use a good technique for listening. I recommend using "Thinking Pairs". Between you and another person, you allow the other person to answer a question. For 3 minutes. WITHOUT jumping in with solutions. Just listen. Marketing Strategy #5: Raise Your Prices Don't be tempted to beat your competitor's price. That is a marketing strategy that will defeat you eventually. It means you have less money to grow. Attract affluent individuals. If you want advice and help to do this, contact Graham. Some of this depends on what you sell. Do you want to choose clients who want to focus on price. Discuss the layers of value that you offer. That way, your price becomes less important. This is an average item price marketing strategy. Marketing Strategy #6: Use "Unusual" Communications and Dimensional Mail Dimensional mail. Imagine putting a little gift inside your letter, linked to your message and makes your letter stand out. Charities use pens in their letters to allow you to respond quickly to their offers. Lumpy mail also gets to the top of the A Pile (the B Pile is the less important pile). Unusual communications - imagine seeing something related to model railways (for Kevin). Sending that across to your customer helps you build a closer relationship with them. It shows you care about them, not just their business with you. Arguably, this is a strategy that fits with transactions per customer, with conversions too. Marketing Strategy #7: Find Related Products to Sell to Existing Clients This overlaps average items per sale and transactions levers. This is where you sell complementary services to broaden your appeal and the loyalty of existing customers. Would you like fries with that?
	11 Mar 2018	#112 Drayton Bird – Direct Marketing	00:58:30
Do you want to learn about direct marketing from the best in the world? listen to Drayton Bird on this week's show Direct Marketing by Drayton Bird “Drayton Bird knows more about direct marketing than anyone in the world.” – David Ogilvy, founder of Ogilvy & Mather One of the world's greatest advertising men, David Ogilvy thought Drayton knew more about direct marketing than anyone in the world. In this podcast, Drayton shares insights about direct marketing, advertising and copywriting. What can you learn from that insight? What are the deadly sins that small businesses are making in their copywriting? The answer is the same as large businesses. Those sins can be summed up in THREE words... Failure to Study Even copywriters are guilty. Drayton shared a story about a group of UK copywriters. How many of them had read what Drayton considers to be the single most important book on copywriting and marketing - Claude Hopkins Scientific Advertising. Just 10% of those copywriters had. http://www.scientificadvertising.com/ScientificAdvertising.pdf Drayton says the overwhelming number of people in marketing know the 'square root of sod all'. Hopkins' book was originally published in 1923. BUY THIS BOOK: https://www.amazon.co.uk/Scientific-Advertising-Claude-Hopkins/dp/1603866361 Everything that Drayton writes now, is based on the principles that Hopkins established in this book. Ogilvy said nobody should have anything to do with advertising until they have read this book at least SEVEN times. Read the book and it will make your marketing better. What makes a good copywriter? Drayton says he was influenced by David Ogilvy, even before he met him. These are important if you want to be a copywriter (according to David Ogilvy)... Obsessive curiosity - be very curious about things. Do you love to learn about new things? Do you get fascinated by new clients' businesses? Skill at the art of nit picking High standards of personal ethics - good copywriters are big people without pettiness. Guts under pressure, resilience in defeat. - sometimes people don't respond, when you get turned down, it is depressing, so be persistent. Brilliant brains, not safe plodders - ordinary people are not good at writing copy. Most good copywriters tend to be a little odd in some way other. A capacity for hard work and midnight oil. Charisma, charm and persuasiveness. Ogilvy had a way of changing the subject without warning. The secret of success in advertising was 'charm'. A streak of unorthodoxy. Look at things from a different angle to other people. The courage to make tough decisions. Inspiring enthusiasts - got to be able to motivate. Inspire people to follow and trust you. A sense of humour. 44% of Britain don't like their jobs! A burning desire to take money off people. Get people to buy stuff. Drayton's book Commonsense Direct Marketing - note the testimonial on the fly - "Read it and re-read it, it contains the knowledge of a lifetime" David Ogilvy It all started because Drayton could not find a simple definition of direct marketing. Drayton has a revised version of his 1980s book "How to Write a Sales Letter that Sells" https://www.amazon.co.uk/Write-Sales-Letters-that-Sell/dp/0749438762 Also see Bob Bly's https://www.amazon.co.uk/Copywriters-Handbook-Step-step-Writing/dp/0805078045/ref=pd_sim_14_1?_encoding=UTF8&psc=1&refRID=M68BDAK67YG890TC70PB Direct Marketing Definition "Any communication that goes out to people directly, or if they respond to directly." Therefore, everything on the internet is all direct marketing. Which 2 Other Books Does Drayton Recommend? John Caples "Tested Advertising Methods" - https://www.amazon.com/Advertising-Methods-Prentice-Business-Classics/dp/0130957011 Caples created systems for testing. He tested everything to find out what did and didn't work. Are you happy to throw money at advertising without knowing...
	23 Mar 2018	#114 Ian Denny – How to Write a LinkedIn Post That Gets You Noticed	00:55:28
Have you got a LinkedIn profile? How many people liked or shared your last LinkedIn Post? Not many, eh? That's why this podcast is for you. How to Write a LinkedIn Post That Gets You Noticed Ian Denny coaches people how to write a LinkedIn Post. He's good at it too. Ian is all about education. He has built LinkedIn communities that are supportive of each other. It's like a networking group. What is LinkedIn? What people want LinkedIn to be, and what it actually is, is different. Ian helps you to understand the rules of LinkedIn. He informs his clients about the LinkedIn algorithms. And more importantly, he coaches people about the LinkedIn Human Algorithm. This comes back to copywriting. Ian helps people to communicate in a way that people understand and keep reading. He coaches posts that engage people and that do something for them. LinkedIn is a newspaper. With LinkedIn its newsfeed is created by our LinkedIn Posts. LinkedIn edits these posts to determine what content we see. They do this using an algorithm. The majority of people on LinkedIn are salespeople. It's hard for these guys to stop being sales people. When they get on LinkedIn, they sell! However, LinkedIn doesn't want to have a newspaper stuffed full of classified ads. It wants news and information. Useful stuff. You would not read such a newspaper, would you? Don't put links inside your posts. Ian advises that LinkedIn wants you to stick on their platform. Therefore they don't like you to click away on the links embedded in your LinkedIn post. If you do have such links, they will penalise the growth of those posts throughout the platform. With links it will only travel as far as first degree connections. What you should do, is put that link into the first comment under your LinkedIn Post. Don't use language in your LinkedIn Post that would throw an email into a junk folder LinkedIn have 3 tests for every LinkedIn post that goes out. Is it: Spam? Low quality? Clear? If it is not sure, it presents the post to a small selection of your first degree connections. This tests whether of not people like, comment or engage with the post. If they do, LinkedIN will show it to more people. These 3 tests protect the content of the LinkedIn feed. It stops LinkedIn from being a wholly classified advertisement based feed. Which would kill it stone dead. The spam test is just like a spam filter on an email application. It looks for junk mail, risky content, sales language. The algorithm looks for keywords associated with sales messages. Low quality is largely an unknown. Elsewhere, it refers to people making short visits to the site. In other words clicking away quickly. Or having popups. Low quality also comes from articles that are broken up and where you click to the next page. The LinkedIn algorithm follows similar rules and restrictions. If the algorithm is not sure, it passes the query to a human. Formatting Your LinkedIn Post If you do have a link to send people to in your LinkedIn Post, use the first comment. It is similar to Facebook in this respect. They are trying to keep you watching and tuned into LinkedIn. A post is like an advertorial. LinkedIn is a publishing platform. They are passively editing your LinkedIn Post. Educate Your Audience First Educate your audience on your areas of expertise. But, not all the time! If you are an accountant, don't talk about spreadsheets every day. You will not get a following that way. Talk about general principles of business. Occasionally, talk about a personal story. Talk about an analogy from your personal life that can apply to business. Sometimes, humour is appropriate. When you scroll up and down your newsfeed, what catches your eye? Which of those subjects would stop you? You are not doing a Ken Dodd routine. Be Yourself Ian advises BE YOURSELF ON SOCIAL MEDIA. Choose the version of yourself that is applicable...
	19 Mar 2018	#113 Mark Taylor – Local Search Perfected	01:03:12
Want More Sales? Local Search Expert Explains How Mark Taylor is the founder of local search experts eSalesHub. What has been the key development his company has made to local search in the past year since we spoke in Episode 60? Local Search Knowledge Boost From CRM Integration eSales Hub are now connecting to CRM systems. Not only can they track what keyword makes the phone ring. They can track which keyword leads to a sale. They are now able to map the complete customer journey from local search. Ever since they have integrated into client's CRM systems, it has given them so much knowledge. This knowledge is revealing what keywords are driving people to make a purchase. And what keywords are not. Just a slight difference in a keyword can make a massive difference to sales. This insight enables them to optimise their key-term. An example: "Estate Agents" The term "Estate Agent" (singular) is used by people who want to BUY a house. But, the key-term "Estate Agents" (plural) drives people who want to SELL a house. So just that difference of an "s" has made a massive difference to their Estate Agent clients. This drags eSales Hub into the semantics of search. Is it that "estate agents" is used because sellers are looking for several agents, for their dog-and-pony shows. For those agents to come along to see the searcher to demonstrate why they are ideal for selling their houses? Mark is rightly cautious about this. He has not held focus groups with clients, or conducted research. He points to the mindset of the customer. Again, take the key-term with "price" in it versus "cost". A search asking what the price of a boiler is, through the terms "boiler price", is indicative of a person scouting around. They are further up the purchase funnel. Further away from making the purchase. It's the opposite with the term "boiler cost". Searchers have already done their research and they are at that point where they want to make a purchase. Profitablility Increased From Understanding Local Search Conversions Previously, eSales Hub could only really tell that they were making the phone ring. Now as they integrate into CRM systems, they have discovered the key to making the client PROFITABLE. By connecting that initial click in Google Adwords right through to sale. This gives you so much intelligence that simply has not existed before. This has meant that some clients are getting fewer leads this year, but those leads are more profitable. With the sales data, you can enhance conversion and average order values. Then you can focus on those keywords that give you a greater return. So, boiler price might drive lots of phone calls. But, they are the wrong type of calls. They are too far away from making a purchase decision. Whereas, boiler cost works a lot better for conversions. The searcher immediately goes to a boiler survey and has a higher propensity to purchase. Is there a general rule here? The price of something and the cost of something? Is it because people are following the advertising AIDA principle? Awareness, Interest, Desire and Action. Do they make decisions at different stages. The answer will be yes to that. The closer they get to a sale though they are thinking about paying for something, soon. So the word cost has more relevance to them in their minds than price. Why Are People Going on the Internet? It is no different from people using Yellow Pages, a decade ago. Think about when you are searching for a service. You have not had a recommendation. There is no-one that you know. So what is the first thing you do? Search for somebody. Your motivation is to go down a list of alternatives and find the FIRST person that meets your requirements. Yellow pages has a plethora of different ads. Big, small and tiny ads. Like above. The difference with Google, other than the ad creative, they do all LOOK the same. Graphically they look similar.
	06 Apr 2018	#115 Gary King – Earn 80% of Your Income by Showing Up Once	00:40:55
A Business Model To Earn 80% of Your Income by Showing Up Once The right business model that creates passive income. Gary King helps businesses create a business model that generates passive income. He offers mentoring to small and medium sized businesses. He is walking the walk. He's delivering exactly this business model for his own mentoring business Tendo UK. They are based in Leeds, West Yorkshire. This is about building the right business. And this is using the right business model. A business model isn't a business plan. A plan gets you from A to B. A business model is something that helps you create and deliver intrinsic value to your customers. In an environment where we are all time-poor. This is about creating a business that allows you to serve your customers WITHOUT trading time for money. Coaching Consulting Mentoring There are a lot of good coaches, consultant and mentor. The average number of clients they typically have is 10 to 12. Some will have fewer clients and will be barely making ends meet. There is a limit to earnings based on how much they can charge per hour or day. And then by how many hours or days they work per week. This time for money business model limits earnings. So how does a coach, consultant and mentor serve their community when they are not working one-to-one with the client? Passive Income is the Holy Grail for Most Businesses It does not not matter what your business is currently. Passive income is a business model that can transform your fortunes. Ask yourself this question. Are you currently paying for a subscription? This might be Xero accounting software or simply paying your accountant on a monthly subscription. You might have signed up to food business Graze. You can buy all kinds of products and services on subscription like shaving kits, contact lenses or adult acne lotions. Why the Holy Grail? This passive income business model is all about earning money when you are not there. When you are asleep. On holiday. Or just with other clients. It is also predictable income. For most small businesses, income can be hand to mouth. A good month, followed by a poor month. Because they have been in delivery mode or because they aren't bringing enough nw projects into their businesses. Showing Up Once Unless you are one of the half a zone gurus in this world, most of our techniques we deliver are from previously though through concepts. It does not matter whether you are on a stage, or one-to-one with a client. You may be doing a podcast or webinar or Facebook Live. Gary advises you create your own intellectual property by interpreting the tools, concepts and techniques for your specific areas of interest. How would you interpret how a particular tool or technique is used for the clients of your business? You create your own intellectual property. Then, you package that IP for your audience when you are not serving them one-to-one. An Online Course For many coaches, consultants and mentors who have targeted their ideal customer correctly, they will be charging a premium for their services. The fact is, this premium will exclude many businesses. They might like the services, but they cannot afford it. Also, they don't know or trust you. The challenge is to help these businesses take a leap of faith with a lower priced entry point. Under £200 with a money back guarantee. It means the business owner can get access to Gary's IP, but at a low price point. Turning up once! The material being used in Gary's new online course was created some time ago. That's the concept of turning up once. This is about taking the tools and techniques that Gary has used with his clients over the years and making them available in his online course. Rather than Gary using flip chart and pens individually with his clients. He is packaging this material together in a two hour course. Condensed and available for people to learn at their own pace.
	12 Apr 2018	#116 Clare Taylor – Marketing to Millennials	00:47:56
The Secrets of Marketing to Millennials Marketing to Millennials is vital to many businesses. Millennials are defined by when they were born. Millennials would have been born between 1984 and 2000. So, currently they are aged between 18 and 35years. For Graham and Kevin, they have children in this age bracket. They are all Millennials. The Arrowsmith Millennials Luke (30), Sophie (27) and Nathan (23) are all Millennials. It's Not Just Marketing to Millennials Clare Taylor makes the point that Marketing to Millennials is not just about Marketing to Millennials. It is about marketing to the generations around them - like their downtrodden parents! There will be things that parents of Millennials will do now, that have been affected by the buying behaviour of Millennials. Our behaviour will have been changed by the different ways that our children behave (i.e. using WhatsApp for one in our family). Although Marketing to Millennials is important, it is also about marketing to all generations that have been changed because of how the Millennials buy. About Clare Taylor She's not a Millennial! Nor did she come down with yesterday's rain! She has been in marketing for over 20 years. Clare started her business life working for Hotpoint. There, she focused on brands and marketing communications. Clare also did a stint at Mamas and Papas, a manufacturer and retailer, heading retail marketing in up to 50 stores. This experience allowed Clare to understand retail marketing. She has worked for ForgetMeNot Children's Hospice, a charity in Yorkshire. Then she joined Gary King (a previous podcast guest) and Mike Hall at Think Smart Marketing. In 2018, she was awarded Fellow of the Chartered Institute of Marketing. A really important moment for Clare. Marketing to Millennials - By 2020 By 2020, Millennials will represent 50% of the workforce. if you want your business to succeed, you need to market to Millennials. Their current market size is £1.2 Trillion. A huge market potential. But they impact all generations. That is why it is important to understand them. Kevin pointed out that many Millennials have left University with large student debts, so is it really true that they have huge spending power? What Matters to Millennials? Millennials grew up during the recession. They have lived through that period And will know something about the restrictions that placed on many families. They do have student loans. The generation just before didn't have university fees. So some Millennials are struggling to get on the housing ladder. Therefore, VALUE is really important to them. They are really careful and considered in their purchases. They buy into brands that deliver them that value they are seeking. That is when recommendations and reviews and trials are all really important before they buy into a brand. Social Matters They are the first generation that truly engaged social media. 62% are really engaged on social media. Its all about talking, engaging and sharing. Sharing views, blogs, thoughts. This is important about buying behaviour. They have to believe what they told. 32% of Millennials are influenced by recommendations, blogs and reviews. Only 3% are influenced by advertising. Advertising to them is not authentic. They are interested in their peer's views. They won't be wooed by TV advertising. Older people weren't able to form these views. We had magazines, but not these websites that enabled you to share. It was magazines that shaped influence. Now there are a plethora of sites that allow reviews. More Things that Matter Only 1% of Millennials click on sponsored links. They'd rather go and seek out your product. They like personal experience. Know their likes and dislikes, to be able to personalise the experience. They like to feel that you value them, their likes and dislikes and personal experiences. Know your data to personalise the experience. ETHICS.
	23 Apr 2018	#117 Podcasting – Kevin Appleby & Graham Arrowsmith	00:50:26
Podcasting Podcasting lessons from regular weekly podcasters Kevin Appleby & Graham Arrowsmith Kevin and Graham know a thing or two about podcasting. This podcast is episode 117. That's roughly 2 years and 4 months worth of podcasting. We've made plenty of cock-ups and occasionally got it bang on first time. We're not selling a course on podcasting, but we think we have something to share about podcasting. Because, you may be just like we were, before we started podcasting. Unsure. Not really aware of the commitment. No, we don't want to scare you off. Let your voice be heard, but expect to put in a decent amount of effort along the way. Below, you'll see the very first video recording of part of the show being recorded on Saturday, 21st April 2018. https://youtu.be/Vlx4Zq6FGAE Podcasting Audio Quality For the first time, Kevin and Graham are recording BOTH audio and video. We have chosen to migrate from SKYPE to ZOOM. https://zoom.us This decision to move to a paid license for Zoom was taken because Kevin was spending time overseas. There the broadband signal was not so good. Therefore, if you are a regular listener, you may have noticed poorer audio quality in recent episodes. This could not be allowed to continue. So an investment was made in Zoom. If you are thinking of podcasting as your next step. Then seriously consider Zoom as a way to record great audio quality. What is even better, is you get the video as well. Zoom records your voice from where you are. So Graham's dulcet tones are recorded from his super-fast broadband in West Yorkshire. Kevin's overseas restriction no longer destroys the audio for him, Graham and guest alike. Kevin can also record his own voice on Audacity - a free, open source audio recording software. https://www.audacityteam.org If Kevin's audio is ruined his end by the local overseas provider, then he can simply dub over his local microphone to computer recording via Audacity. So, thanks for the memories Skype, but we're recording with Zoom from now on. How to Get the Right Podcasting Guests? We decided to source people great at what they do, but not necessarily headline guests on the US circuit. Don't copy what everybody-else is doing. Our advice is be like Bill Glazer suggests in his new book - OUTRAGEOUS Multi-Step Marketing Campaigns That Are Outrageously Successful - http://outrageouscampaigns.com Be different. Have your own thing. We have a fire-side chat. We don't script, we have a few bullet points. When these things come together, you'll get real quality snippets from your podcasts. Talk about your show. Friends recommend people. But, do your research. Some of your best guests will be referred to you. They might be more well known than yourselves. But everybody benefits from a long-lasting podcast, that people can download at any time. Over-talking each other? Don't worry so much. But by splitting audio tracks, you can blank one track to prevent that. Remember it is natural to over-talk. It happens, don't beat yourself up. Editing can be used to cut SOME of the 'ems, 'errs. More About Podcasting Audio Quality We are after BBC audio quality. That is why we've moved to Zoom. Podcasting is all about producing a radio show on the internet. So it has to be clear. A recent guest, Gary King was the first guest we have had to re-record the episode. Gary was very patient and took it in his stride. Even then the re-record was not good. That made us make the decision to find an alternative. Buy a decent microphone. Graham uses a Blue Snowball and Kevin a Blue Yeti Kevin also uses a pop filter that prevents hissing. If you are travelling - try a clip on lapel mics. We both use Rode Lav Mics Hosting your podcast Get you recorded MP3 file out to the world. How? Our show is on iTune, Stitcher and TuneIn Radio. You need to host your audio file. On Libsyn.com Upload your audio to Libsyn and publish it.
	17 Jan 2016	#02 Strengthsfinder, improve the value you add in the next 100 days	00:49:40
In this episode Kevin and Graham discuss Strengthsfinder 2.0 from the Gallup organisation, and how it can be used to give you strategies that will allow you to add more value to your business by making best use of your talents. The time you have to work on your business is precious, and many business owners fall into the trap of trying to do everything themselves. If you really want to move your business forward you must recognise that some things you do add more value than others, and that you need to focus your time on the things you do best. The Strengthsfinder 2.0 test allows you to understand better where your natural talents lie. You take the test by buying the book, and then using the unique code supplied with it to undertake an online self assessment. There are 34 different strengths outlined in the book; the test tells you which ones make up your own personal top 5. The power of Strengthsfinder 2.0 comes from the strategies the book recommends to help you maximise each of the 5 talents. The book is available from Amazon both in hardback and kindle. Avoid buying the book second hand, chances are the online access code to take the test will already have been used, rendering the book useless. The online test asks 177 separate questions, and gives a maximum 20 seconds to answer each, meaning you go with your gut answer and don't have the opportunity to over analyse your response. The questions allow a remarkably accurate assessment of where your talents lie. Find out more at the Gallup website Ask yourself, do you have the opportunity to do what you do best every day? Chances are, you don't. All too often, our natural talents go untapped. From the cradle to the cubicle, we devote more time to fixing our shortcomings than to developing our strengths. We really do believe Strengthsfinder is a way to change this, and focus in on doing more of what you are best at and enjoy most. In the show, Graham and Kevin each outline their own top 5 strengths and how these are used in their own businesses. Listen in and discover how this system might also benefit you. The system isn't new, and has benefited from extensive research. To help people uncover their talents, Gallup introduced the first version of StrengthsFinder back in 2001 in the management book "Now, Discover Your Strengths". The book spent more than five years on the bestseller lists and ignited a global conversation, while StrengthsFinder helped millions to discover their top five talents. In StrengthsFinder 2.0 Gallup unveiled the new and improved version of its popular assessment.
	01 May 2018	#118 David White – How to Redefine Customer Service to Attract & Retain New Clients	01:01:29
David White - A Pioneer of Digital Marketing Joins The Next 100 Days Podcast David White discusses how to redefine customer service to attract and retain new clients. He is the founder and CEO of David White Consulting and focuses on end user experience. David White is also Editor in Chief of Who's Who. One of the stories David told involved the BAT building in Woking - which by complete coincidence was the building Graham started his career from in 1981. (He worked for British American Tobacco). It is called Export House. David blagged himself an office to to a deal with a German firm. The building probably looked nicer in 1984 (the year of David's story). Graham mentioned a hotel he was put up in as he learnt to become a BAT salesman. From memory, it was in fact a house that Charlie Chaplin had owned. The house was in Frimley Green, near Guildford. Weboptimiser David talked about his training at Xerox. There he learned MAN. Money Authority Need. You need all 3 for a sale. The internet was similar to going through databases, which David was familiar with. He noted the connection between a microprocessor was to search engine optimisation. Yes or no. Binary. He got comfortable with database marketing. His first client at Weboptimiser was Bayer Pharmaceuticals. He saw the links between microprocessing and databases and search engine optimisation. David wrote a guide and became a trainer and project manager in this emerging field of SEO. David White managed to get Bayer to the TOP of the rankings. What did he do? Agree with the client what were the keywords they wanted to be listed under. Additionally, he procured a couple of Translation Services Singapore to understand perspicuously if the keywords had the same impact in other languages also. Understand who their target market was, so they could attempt to get listed in a part of the directory that was appropriate for their target market. Then look at that directory to see what we were competing against. Organise the website pages so the content and keywords were delivered in a readable format. It was digging stuff out of their content management system use keywords in Alt Tags place keywords in the title of pages add keywords to the opening sentence also within body content There was no real rocket science to it. Weboptimiser was possibly the FIRST digital marketing agency, certainly in London. They owned that space. Use Customer Service to ATTRACT and RETAIN New Clients Making them number 1, does not guarantee a return on investment. A lot of companies had branding websites. No chance of getting an ROI. When you are number one, what will you do with that traffic? What will you GIVE them? That then converts into sale. David White - the 3 Things He would Advise Think in terms of groups of people. Gary Halbert's 'hungry crowd' The worst number in marketing is number one. Never be dependent on one product, one way to sell, one channel, because if that one thing goes wrong, one change in law, vat, you can be caught out. It is anti-number one. If your one client goes away, it can cause you difficulty. Focus on the money. There will always be things you get asked to become involved in. RESIST them. Contact David White David's website: https://davidwhiteconsulting.com Download David's free reports: https://davidwhiteconsulting.com/free-reports/ Next 100 Days Podcast is brought to you by Graham Arrowsmith and Kevin Appleby
	04 May 2018	#119 Salena Knight – 3 Breakthrough Hacks That Increase Returns From Your Retailing Business	00:51:07
3 Retail Breakthrough Hacks to Increase Profits Retail expert, Salena Knight from Australia, joins the The Next 100 Days Podcast to share some highly useful marketing hacks. You don't need to be a retailer, but if you are then this podcast will truly help the marketing of your retail business. Salena was a fascinating guest. Here she is on the actual recording. Looking stunning. And what a lovely smile! (One of us had just admitted he couldn't spell her forename - it's NOT Selena, it's SALENA!). Salena Knight Salena has a decade of experience. She has helped her own retail business grow and helped hundreds of others to grow too. But she started life as an Arborist, or tree surgeon to you and me. She got the job of dealing with angry customers. With trees, people either love you or 'want to stab you in the eyes with a fork'. She got more of the latter. With that background, she became expert at explaining things to these customer. Back in 2008, Salena opened her own retail store focusing on sustainable children's products. As a new parent, she didn't have a family or friends who were pregnant. She decided to create a store with a community feel. A welcoming place. She baked in authenticity, her clients loved it. After a while, she outgrew her stores. She didn't know what to do if she didn't have a job. It was a wake up call. She sold the stores. One of her suppliers suggested she write a book about opening a retail store. The book became a course. It was about how to. The course was the beginning of where she is now. She now works with all kinds of retail businesses throughout the world, online and bricks and mortar. She seeks out the different. Then changes up the marketing for her clients. I'm not a coach She's a bossy boots! Salena realised she was providing real value. Her mentor suggested she had a lot of knowledge people want to access. If she didn't share that knowledge for a fee, she was denying people an opportunity for growth. Salena works with people for 12 months. After 6 months, a lightbulb goes on. It's then people realise her guidance (she's not a coach) really does make sense. She helps people do things differently, tweaking stuff, to make more money. Salena advises you not to rely on FREE stuff. You need stock and marketing budget to realise your big goals. People start businesses but fail to have enough money for marketing. In the first couple of years of a start up, 80% of your time should be focused on marketing. Retail is changing, you better change too 90% of transactions are still made in a physical store. Doesn't mean your store will grow without much better marketing. This is where Salena hacks retail marketing. Hacks are when you get into systems to make something better. Salena is lazy (don't believe it) she uses SAAS solutions to get stuff done. Here are Salena's Retail Breakthroughs #1 You Need an ONLINE presence Have a website with your opening hours, what you have in your stores. Have pictures of your staff. Allow people to feel part of your store's experience. Salena helps people with low or no cost hacks to alter your marketing activity in your store. #2 Make Sure You CUSTOMISE Descriptions It is super easy to scope the information from the manufacturers website and drop it onto your own website. Yes, do that. BUT, take time to pull out the top 100 products and get your staff to customise those descriptions. In her own store, they marketed a fluffy penguin. Called Pete. He ended up being placed around the store, in different places. So their description had "Pete's very mischievous, your may find him turning up in different places. And yes, he's 10 cm tall, but when your child spills peanut better all over him, don't worry Pete comes up fantastic after a wash". That skyrocket them on Google, but allowed them to charge more for the product. They'd sell loads of Pete. Others described him factually. Dispassionately.
	15 May 2018	#120 Colin Cowap – Raising Finance – The Next 100 Days Podcast	00:43:08
Raising Finance for SMEs Are you thinking of raising finance for your small or medium sized business? Before you make your move, and there are lots of moves to make, listen to the guy that helps firms raising finance. Colin Cowap is helping SMEs to raise finance in a way that every business owner would appreciate. With a complete absence of BS. Colin joined us on The Next 100 Days podcast. He hails from Dublin but lives in Milton Keynes. It's accessible, he says, but too industrial! He is the founder of We Raise Any Finance. Colin is an ad hoc consultant to accountants. His Proactive Accountants network is very large. And if you are wondering, you pronounce his surname like Co-op. His background is sales and marketing. He markets for accountants, solicitors, IFAs, and book-keepers. As long as it is financial services or legal. Professional service companies are his niche. http://www.weraiseanyfinance.co.uk/getquote Colin Cowap's History Colin has been involved in marketing, advertising and lead generation for a number of companies. He moved slowly into the accountancy sector. As he says, everybody needs an accountant. On top of that, so many people want to collaborate and partner with accountants. Accountants As his network of accountants grew, people would approach Colin to access his accountancy network. He has formed some considered views about accountants. For accountants, it is never about value. It is mostly about how much will this cost us and what am I getting back in return. Ring a bell for you too? :) So what makes an ideal accountant? Someone that isn't predominantly all about numbers. Colin prefers the role of accountants to be known as business consultant. If you ask 100 Business Owners what qualification does your accountant have...? They wouldn't tell you. Another thing. Most accountants become quite stale when in their 2nd and 3rd year onwards. If you are just one of 200-400 clients. What do you look for from your accountant? Business advice? Good competitive fixed fees? A numbers coach? This last area is where Colin says accountants need to be. We Raise Any Finance was a reaction to helping accountants Colin recognised that Accountants were a conduit to businesses who required specific help with raising finance. He'd spent a lot of years promoting so many companies to accountants from banks, insolvency practitioners, brokers, solicitors and software companies. They all wanted to work with accountants, collaborate with them or tap into their account base. Colin knew that no-one was offering commercial financial solutions for raising finance. Yet, it is the one value that everybody wants and needs. Finance, working capital and cash flow is required in just about every business. What does We Raise Any Finance do? It was built as a concept for some insolvency firms about 12 months ago. The agonising factor was that insolvency firms, or recovery specialists, was that they are all competing for the same business. They all rely on accountants. Referrals are very few and far between. There is not a lot of marketing and advertising around helping someone that is facing financial pressure. We don't like to admit that we are struggling. He did a survey for insolvency firms, asking WHO would be the first point of contact, if your company was struggling? Most people don't know when they hit the point of insolvency. Or they don't admit to it. The idea was to be that first point of contact for struggling firms. If your firm is not good enough to get credit, then maybe you need to talk to someone-else. Someone who can HELP your business before it gets to the point of no return. We Raise Any Finance soon became liked for raising finance. People liked the site and would recommend the site. There was a great influx, predominantly from accountancy clients, through business networks on facebook, twitter and linkedin. Even though it was built as an aggregator,
	21 May 2018	#121 Aga Grandowicz – How to Make Your Direct Mail Stand Out	00:40:32
How to Make Your Direct Mail Stand Out Direct mail is becoming more and more popular. Not least because of the effects of GDPR. Whether you market to businesses or consumers, Aga Grandowicz will help your understanding of mail by sharing some of her successful mailings. They are bound to give you inspiration. NOBODY ever signed up to be boring. Don't short change your business with boring direct mail. Be different. Aga holds a master’s degree in graphic design and traditional photography. She earned her degree with the highest honours from the Academy of Fine Arts in Gdansk, Poland. As a brand designer, Aga is particularly interested in working for the cultural sector, and on projects where she can combine her design and illustration skills. Find out more about Aga Grandowicz: http://agrand.ie/about-contact/ Believe it or not, this was Aga's first podcast! Here she is: Aga Grandowicz - Award Winning Designer and Illustrator "Giving and receiving tangible objects always generates emotional effects." Aga Grandowicz Why Direct Mail Can Make Your Stand Out People love receiving personalised messages. Based on DMA research (Direct Marketing Association) 60% of people surveyed said that this emotional effect made a more LASTING impression. This makes it easier for them to recall the message later on. Contrast this feature of direct mail with the emails you receive. Within seconds you have forgotten the contents of the email and who it was from. With direct mail it is different. Direct mail can also make you feel MORE VALUED. It creates a more authentic relationship which you appreciate. Emails tend to be a copy and paste message to all recipients. You feel more special with direct mail. How Aga is Making Direct Mail Stand Out There is a combination of lots of thought and personal illustrations. She uses beautifully illustrated brochures, gifts and bulky objects. It's called lumpy mail. Unusually shaped. It creates intrigue. The great direct mailers talked about Pile A and Pile B. Your objective is to get your mailing into Pile A. That's the one the recipient will read and appreciate. Pile B is headed for the bin or at best very quickly scanned and despatched. Lumpy mail makes people curious. Emails are rarely curious. More importantly, response rates with direct mail is higher than email and social mail. Also, young people 18-30 love direct mail. They love hand written personalised messages. Just like Kevin and Graham received from a previous guest, Pete Williams, who spoke about the 7 Levers and doubling your business in the next 100 days!. Listen to Pete here. Pete Williams Thank You Note If you are happy with the work you receive from a supplier, send them a hand-written postcard. Kevin mentioned a free pen from a company who write with a free sample. It had his company name printed on the pen, plus you could use it to scribble on your iPad too! Pipe Mailing Whats the most unusual thing Aga has put into the mail? She put a drain pipe into a box. A big box. The message on the box was NEW PRODUCTS IN THE PIPELINE. When recipients spend the box, they saw this pipe which was made into a telescope. Looking at the mirror inside Aga's message was visible on the inside of the pipe! The message? It was for property developers asking if they had any new projects in the pipeline that Aga could help them with. The Irish Stone Mailing Around 8 years ago, Aga mailed this mailing. It was sent to American prospect clients. In this box, Aga illustrated a brochure with unique illustrations - worthy of publishing. There was a letter and incredibly, there was a stone! In a direct mail pack!! The NAME of the recipient was written in an ancient Irish script. Aga had to develop a font specifically for the campaign. The response was fantastic and won an AnPost Direct Marketing award. The response mattered the most though. Imagine, how many of the 1,
	25 May 2018	#122 Lee Jackson – Get Good at Presenting	00:52:47
Get Good at Presenting Presenting Masterclass Lee Jackson has written a new book, Get Good at Presenting. If you are looking for tips on improving your next presentation, this podcast will shine a light on how to replace bad habits with good. Lee Jackson is an International Speaker, Presenting Coach and author of 12 books. Having worked in the voluntary, public and private sectors over the years he now works in businesses and education helping people to enjoy and succeed in challenging times. He was the 2017 President of the Professional Speaking Association in the UK & Ireland. He lives with his wife and twins in Leeds, West Yorkshire. His website is www.leejackson.biz his twitter account is @leejackson Get Good at Presenting The book. Lee Jackson talking on The Next 100 Days Podcast about Get Good at Presenting How did Lee know he was a natural at presenting? Everything he'd done up to that point was basically communication. He'd written books Youth Worker DJ All were about communicating with crowds. Connecting with people. Then he had a penny drop moment. Listen carefully to where people validate you. You are really good at that. So what have you been validated in? He got the feedback that his presentations were good. People had enjoyed and valued his talks. He started to listen to the validation he was getting. Lee found out that he could make a living from this work. One of his first talks was in front of 600 school kids. Teenagers will tell you instantly whether you are good or bad. Other people see things in you that you dont see in yourself. When are you in your element? Lee mentioned Ken Robinson's book The Element Also see Finding Your Element: How to Discover Your Talents and Passions and Transform Your Life I'm in my element when I'm upfront, make people laugh, breaking down the barriers of a business crowd. Staff don't want to be there. Introduced as a motivational speaker can be daunting in front of people who don't want to be there! Presenting Tips When people make presentations they often think about delivery of a script or content. When Lee thinks about a presentation, he thinks about engaging an audience. Those 2 things are quite different. A Politician delivers a script. Stay on script. Not say something they shouldn't do. In fairness, that can be done extremely well. On the whole, that doesn't engage an audience. Business presenters must be about engaging audiences. That means you have to make connections. How Good is Donald Trump at Presenting? Was he unbelievably engaging? Arguably, Trump adopted the multi-level marketing sales presentational style around America and won hearts and minds. Was it a question of Trump being a Lion and Hillary tamed by the Establishment? http://thenext100days.org/wp-content/uploads/2018/05/Trump-as-a-presenter.mp4 "as a presenter I think he is shocking" Lee Jackson Some presentational coaches are very keen to get a transcript of a talk. If you get a transcript of Trump's talks it will make no sense to you whatsoever. Because of his grasp of English, according to Lee. The message still had to be presented. If everyone was the same, wouldn't everyone get the same results? Lee advises: the last thing I want you to be is Lee Jackson. As a speaker, trainer and coach in this area, it is not about being the same as your mentor. You need to be 125%. That is 100% YOU and 25% bigger when you are up front. Trump did that really well. Dont take your EGO to stage. Whether you pitch to 6 people or 2,000. The worst talks are from people so full of themselves. They are the worst presentations. What is in it for the audience? More profit, relationships better, work/life balance improved. Allow them to take something away. Kevin mentioned THINK FEEL DO. Add what do you audience to... in front of those three words. Lee says if the audience think of him as a man of the people...
	25 Jan 2016	#03 Powerful Presentations with Ernie Boxall	00:47:11
Being able to present well, and make a pitch about your business, is a vital business skill. Often you only have a very short time to get your message across. In this episode Kevin chats with Ernie Boxall to find out the secrets of the "60 Second Presentation" and Graham reveals 5 secrets that will transform your presentation and make it stand out.
	02 Jun 2018	#123 Zara Zamani – Doing Business in Emerging Economies	00:53:06
Doing Business in Emerging Economies What are Emerging Economies? The emerging economies are countries like Iran, Brazil, India, Russia, Turkey, Argentina and China. Zara hails from Iran, or Persia. She tells us that Iran is the original name, then it became Persia only to revert to Iran. Zara Zamani - her background Zara's official forename is spelt Zahra, but she has gone by Zara since aged 12. She is just 32, but Zara runs 2 companies, each with 3 business sections. Zara was born in Iran. She is very proud to be from Iran too. When she took up her studies, she studied in Malaysia, Iran and the United Kingdom. She currently is studying part time in Sweden. Then studied electronics and petroleum engineering. After that, Zara took up business law and business management and later ended up in innovation sciences. Zara has always been working. She started her first business aged 7 and was privileged to work in a multi-cultural environment. Zara worked as a field engineer in the oil and gas industry where only 3% of the workforce was female. After more than a decade away from Iran, when she returned, she discovered Iranian ladies were not allowed to work on oil and gas rigs. This limitation created an opportunity for Zara Zamani. She became an entrepreneur. How did Zara get into the travel business? She decided to travel around Iran, to get to know her country better. It became obvious there was a desperate need for travel technology and infrastructural technology in this emerging economy. The market gap was identified and that is how she got started - in travel technology. Here's a snippet from her http://www.egsdigital.com website Watch Zara Explain The State of Travel Technology in Iran Graham Arrowsmith asks Zara Zamani about the state of travel technology in Iran. http://thenext100days.org/wp-content/uploads/2018/05/Zara-Zamani-the-problem-of-travel-technology-in-Iran.mp4 Iran is actually attracting visitors. Despite sanctions. See this link to an article in The Telegraph: https://www.telegraph.co.uk/travel/destinations/middle-east/iran/Galleries/Irans-travel-highlights/ It is also one of the cheapest destinations for tourism in the world. The political issues do prevent tourism. Beyond the political, there are so many other barriers, similar to other emerging economies, than limit innovation, certainly when it comes to technology. Huge opportunity for business in this emerging economy Her travel business required many international agreements. Zara wanted to give travel services abroad access to Iranians. And to tourists coming to Iran. There is no Expedia. Right now, there is basically NO competition. That's a feature of an emerging economy. If you are prepared to innovate, then there is huge opportunity. Right now, a lot of the innovation is INNOVATION IMMITATION. This is the first phase to generating original innovation. What are the characteristics of emerging economies? These are the things that make it a dream investment: They have a large population of young educated professionals. A huge population of young ICT users. (information and communications technology) - which means if you have a tech solution, users will be onboard quickly. Very little competition. Had Expedia been present in Iran, Zara would have had to send her CV to loads of companies!! Market growth is very rapid. There is an expanding middle class. This means more purchase power by people. Operation costs are much lower. There is a higher return of investment (especially important for entrepreneurs). The emerging economies are reaching originality This idea of imitation has almost reached originality in emerging economies. Her booking engine business was required by people in Iran. But, Zara realised that copying Expedia is NOT good enough. She has localised her business. Innovation PLUS culture. You have to know what EXTRA the local people need.
	08 Jun 2018	#124 Duncan Wardle – How to Be More Creative	00:52:33
How to Be More Creative and Innovative Ex Disney Executive Duncan Wardle Reveals Easy to Follow Creative Strategies Listening to Duncan Wardle and his Disney stories will reveal some easy to follow techniques that can make you more creative. The sort of creative that Blockbuster could and should have been when faced with their category killer, Netflix. Duncan reveals the approach Netflix took to unpicking Blockbuster's dominance.Can you be more creative? Of course you can be creative. We all can. It helps though if you have the guidance of a creativity expert. Duncan Wardle spoke to us from Indianapolis, Indiana. He was in a hotel lobby, but you'd hardly know. Duncan's Background At Edinburgh University, he noticed a picture of Mickey Mouse on the notice board. A chance to be one of 5 students at the UK Pavilion at the Epcot Centre. In 1986, he had an interview with Becky, a 6' 7" female Texan. He got the gig. He joined lots of other young people and soon discovered that the Mexicans seemed to be having better parties! He married a Mexican. On June 25th, they will have been married 30 years! No doubt they'll toast the event with Tequila! After a year, he returned to London and phone the Disney London office. At the time they had just 16 people. Now there is nearer 2,000 people there. He phoned the office EVERY DAY for 27 DAYS. Until they got fed up of him calling. He got a half hour interview and was given a job as Cappuccino Boy. He'd get coffee for his boss and collate 50 press kits per day. He had his Disney start! Creative Things Duncan Did in His Early Career The job of that Disney office was to get Europe acclimatised to EuroDisney. With a small budget and a lot of guts, they made a name for themselves. Like flying into the Soviet Union. In a giant Mickey Mouse hot air balloon. There was a deal to tether the balloon in Red Square. It broke loose in the wind and it takes it over the walls of the Kremlin. They landed in the Kremlin. Surrounded by guards with Kalashnikovs. All they wanted though was a picture next to Mickey Mouse! He persuaded Lord King to add big ears to one of his Concorde aircraft. That's creative! Like a Kid in a Candy Store (Sweet Shop) Duncan got a promotion to Director of PR to Disney in the States because he'd got in front of then President Bill Clinton. He'd also got an audience with John Major too. Disney was impressed, they'd not been able to do that themselves. The President pardons a turkey at Thanksgiving. The turkey becomes the happiest turkey in the country. Duncan cut a deal with the White House to take the happiest turkey to the happiest place in America - Disneyland! He built an Olympic sized swimming pool for Michael Phelps to swim down Main Street! Duncan got Buzz Lightyear into space! http://thenext100days.org/wp-content/uploads/2018/06/Duncan-Vid.mp4 The Toy Story went, that Duncan persuaded NASA to bring Buzz (his son James's Buzz) back to Earth. Here's Duncan telling the story of Buzz Lightyear. You have to see that this is creative. If not. Stop reading! He threatened NASA he'd tell the world's press if they followed through on kicking him into space rather than brining him home. He was asked to figure out WHAT MADE PEOPLE INNOVATIVE AND CREATIVE Duncan surveyed 5,000 people in the Disney Organisation. He found 5 reasons why people weren't as creative as they could be. Time - the lack of time. I don't have time to think. There was no single definition of innovation and creativity. To prevent arguments about being creative. Turning a "we build it and you will come" culture to customer centric. Walt Disneyworld is the largest single site employer in the United States. 100,000 employees! Consultants who came to Disney, did a project and left again, didn't leave their how to be creative insight. They took their money and left. The organisation wasn't learning. So Duncan realised he needed Disney's own...
	15 Jun 2018	#125 Tania Angelis – How To Channel Your Angels	00:54:18
How to Channel Your Angels Can Your Angels Help You Overcome What is Ahead? You have the support of Angels. So says Tania Angelis. She joined us on The Next 100 Days Podcast to discuss her work channeling your angels. She's an adopted Scouser, but was born in Stratford, London. Tania is an adopter Scouser and now lives in beautiful Formby, near Liverpool. Quick witted, she summarise Kevin and Graham in this pre-interview exchange... Kevin and Graham Muppets? "You are like Statler and Waldorf you too." In real life... http://thenext100days.org/wp-content/uploads/2018/06/Before-We-Got-Strated.mp4 An Angel Teacher What on earth is that? Graham asked... Everybody has angels around them. Many people have grown up with the idea that they have a Guardian Angel. Tania teaches people how to connect with their angels. She's been working with angels for 15 years to date. With the help of her angels, she's learnt to channel. A way to bring messages for people. Angels often have very specific messages for people. She allows her conscious self to step aside and allow the energy to turn from a block of thoughts into words that people can understand. Tania converts that energy into words. She is a multi-passionate entrepreneur. How do you know there are any Angels out there? In her early teens, she recognised that there was something missing in her life. Pre-internet and Channel 4, information about spirituality was sparse. Afterwards, she had a family. Within years, she was feeling restless. In 1998, she saw an article about the Goddess Conference. A lightbulb moment. She went to the next event at Glastonbury in 1999. This was what Tania had been feeling the call off. She was in a room with 200 people who thought and felt and expressed themselves as she did. Working with angels became part of it. She started to work with crystals. Outside of Glastonbury, the rest of the world hadn't quite caught themselves up. She did a 2 year training as a crystal trainer, then did therapies and sold jewellery. She built connections and got deeper into therapy training and read books such as those from Doreen Virtue... Doreen Virtue - angeltherapy.com Tania contacted her own angels She started to converse with her own angels. She used them to dig herself out of the mess. After a while she thought she might get them to help her smooth her way. The angels bring learning to her. They help her clarify her thinking. As humans our mind is incredible. You can use it to build yourself up and knock yourself down. Her angels help her let go of fears to move forward positively. Few people can see them. Tania is clairaudient. That means she can hear them. Tania says we are all spiritual beings who are having a human experience. We have amazing emotions inside us, our guidance system. Things that guide you towards and away from people when you meet new people. Optimism signals you are going in a positive direction. Anger stops you moving forward. It is a guidance system. A gut instinct (hear Duncan Wardle talk about gut instinct too) Tania says we are all connected. So learn to trust YOUR inner voice. And it is REALLY quiet. Often the loud shouty voices are usually saying we are NOT ____ ENOUGH. We get told in our society to listen to these loud voices. They tell you you are not good enough. Tania's clients Tania tend to work with women. They are more open to using intuition and emotions. Women are much more open to these ideas. Her business partner is a man though. She wants to open-minded individuals who are ready to make a change. Women tend to want to give it go. When people start seeing results, that is when they trust it more. The more you trust in the process, the better your results. Education tells us everything has to be logical. Justify the choice. Logic. Behind it there is emotion. How do you feel about the choice. We make a decision and then look for a way to justify.
	22 Jun 2018	#126 Maureen Kane – Using Video For Lead Generation	00:44:35
How to Use Video for Lead Generation Using Video on LinkedIn Using video on LinkedIn is a smart way to attract new leads. Make it part of your lead generation activity. We got advice from 30 Second Videos founder Maureen Kane. She joined us on The Next 100 Days Podcast. 30Sec Video is a video production service offering the creation of high quality motion graphic videos to enhance brand presence and businesses on the internet. Here's Maureen after Graham's false start at the beginning of the interview when he forgets her surname! Maureen Kane - her background Maureen has worked for 20 years in sales and marketing. In the last 5 years, she has focused more on content. By default, that was video. That's because more and more clients were requesting video content to help them engage with customers. That's when she founded 30 Second Video. For the first 2 years she completed 2 minute videos. In 2017, the average was about 45 seconds and in 2018, they are doing lost of 15 seconds videos. What can you say on a 15 second video? A lot. Who you are. What you do. Why someone wants to work with you. What is the next action. LinkedIn are recommending that videos on their sponsored ads should be 15 seconds. Why use video on LinkedIn? Use video to educate, attract and inform clients. And as above, if you want to attract new clients tell them who you are, what you do and why they should work with you. If you want to engage existing customers think about talking about what your new products are and what your new features are. There are so many reasons for you to create a video on LinkedIn. Should I Add Videos as Posts or Ads on LinkedIn? It depends on what you are trying to do. Maureen suggest you do both. Posts: Tips for business. Personal videos to show who you are. Ads: A more corporate style of video to talk about their business. Posts are free, but you can target by job sector - targeting those who don't post. Maureen calls them "The LinkedIn Lurkers" look but don't touch. :) 25 likes might give you 2-3k views. Should I make my own videos? 30SecVideo does animation and corporate videos. Use your phone camera, she recommends. Do infographic videos, powerpoint videos. There are so many different apps out there. LinkedIn video could be a good antidote to GDPR. If you've lost the majority of your email list, then here is a good alternative to market to important business customers. A catchy 15 second vid is a great door opener. How does the Call to Action Work? It really depends. On LinkedIn adverts - they have it sewn up. You can have a LinkedIn lead collection box or you can drive responses to a webpage or landing page. From a marketers point of view it is good to capture your leads on LinkedIn because you know who they say they are. You can find out more about LinkedIn Video Ads here: https://business.linkedin.com/marketing-solutions/native-advertising/video-ads Marketers and users are happy that LinkedIn fills in lead capture boxes for you. Absent LinkedIn Video Ad collection, you would drive them to a sign up page or a landing page. What Does It Cost For a 15 Second Video? 30SecVideo charges £250 for a 15 seconds video. The LinkedIn element could be around £350-400 pounds per month. You pay per view, so it depends on what your objectives are. There are other options. Pay per click. How many people would see the vid? It depends on who you are targeting. The advice is to make it VERY NICHE. I.e. Company Directors in the Square Mile of Glasgow VERSUS all Scotland. From an investment of £500 Maureen expects 20 leads (information sign ups). Views are 4-5,000 then 20 leads with converts 5. So a cost per acquisition £100 a new client. Use Vids in a LinkedIn Post This is one of Maureen's avenues for getting leads. Showcase your work. 2-5,000 views per day. Typically, 5 to 10 leads from post vids.
	29 Jun 2018	#127 Joanne Summers – Adding Purchasing Expertise To Your Business	00:54:17
Purchasing - How To Add C-Suite Expertise To Your Business Joanne Summers offers purchasing expertise. Her business, BuyerBeSure.com helps businesses with virtual purchasing expert placements. The end result is fabulous for her clients. Listen to the podcast as Joanne explains what they can do for your procurement activities. You get the benefit of having a C-suite executive in your business for as little as a few hours per month. Here is Joanne Explaining What BuyerBeSure is All About http://thenext100days.org/wp-content/uploads/2018/06/BuyerBeSure-Video1.mp4 BuyerBeSure.com enables clients to access really high caliber purchasing experts. This make them confident that their buying and contracts are right for them. Joanne focuses on small to medium sized businesses that have between 50 and 250 employees. Otherwise, these businesses just would not be able to access this kind of skill level and add value to their businesses. What is Your Purchasing Expertise? Joanne is the youngest on a team of procurement or purchasing experts. So she modestly claims she has the least expertise! That said, Joanne has worked in procurement in big blue-chip companies for over 20 years! 10 years as a member of staff and another 10 years as a self-employed contractor. BuyerBeSure has a non-executive director plus a bank of cost effective procurement officers. It is scary, buy BuyerBeSure has 200 years of purchasing expertise! What is a Virtual Chief Procurement Officer? To make the services accessible to companies, BuyerBeSure delivers remotely. This keeps the cost of their service down. You'd expect that from talented procurement people wouldn't you? :) You don't need to have a full time procurement employee in your business. Her service is modular. Either a one-off service or a monthly service. This sort of depends on the size of the organisation in question. You don't have to pay a full time employee to bring the value you get. And you don't have to pay huge consultancy fees either. Now that is smart! How Do You Compare Against The Alternatives? Typically, consultancy fees would come in at £1,000 to £1,700 per day, and they'd be likely to invoice at least at half day rate. Normal consultants would be looking at multiple days, so for many businesses this is hugely cost-prohibitive. BuyerBeSure.com offers FIXED PRICE, LOW COST. The Virtual Chief Procurement Officer module would be delivered for around £1,300 - so a big price difference. What you get is real purchasing expertise, who buy in strongly to the client's plans and ethos. This is an investment to help businesses, without such expertise, to identify WHERE they can reduce cost and WHERE they can reduce risk. They also focus on up-skill your people too. How Long Are You There For That Price? For the Virtual Chief Procurement Officer, Joanne explains, that the service is delivered remotely. They will conduct a spend analysis. A big part of this is automated. They can then have an informed discussion with the business. The VCPO will do prep in advance of a board meeting to identify proactively where further opportunities exist. Like, expanding a site, or buying a new building. It is about being an active board member, so procurement activity can be properly harnessed. They would typically take LESS THAN A DAY. Assuming the board buy into this procurement expertise - other products would then be offered. The ABC of Procurement Projects They consul-train people. This means they consult and train using the toolkits they provide. Doing things this way means they are light touch. That's because they are coaching rather than doing. It is sustainable because they are ups killing their clients. They look for ways to improve expertise. What Results Can You Expect? The delivered module will deliver value. The bigger danger is the organisation failing to re-use the toolkits and learning delivered after BuyBeSure has...
	06 Jul 2018	#128 Kevin Appleby & Graham Arrowsmith – Growth Marketing Strategies	01:00:37
Growth Marketing Strategies Kevin and Graham apply more growth marketing strategies to the 7 Levers of Business Growth model. You may be interested in listening to Episode 111 where we applied 10 other top growth marketing strategies to the 7 levers of business growth. First up then is a quick recap about the 7 levers. Here is a diagram of the levers that will help you understand them. The inspiration for the 7 Levers comes from Pete Williams. Hear his episode here Kevin and Graham ran through the 7 levers of business growth that we are applying marketing strategies to: Suspects - browsing, but not yet buying Prospects - they've signalled to you whatever it is you are selling. Conversions - getting prospects to being customers Average item price - sell more expensive products (can you raise your average price by 10%) Average items per sale (do you want chips with that?) Transactions per customer - can you get your clients to buy more frequently? Margins - what can you do to improve your margins by 10%? Check out Jo Summers Effective Procurement episode. GROWTH MARKETING STRATEGIES #1 Segment Your List If someone is on your list, there is a fair chance they already know you. But do they like and trust you? How do you convert them into customers? So we think this marketing strategy is all about conversion. You can increase the chances of getting a sale. On your list you will have people who have joined you at different times. Customers and prospects. Can you segment customers base on their transaction? Make your list aware of the next step by selling other products or more of the same product. Think about their buying frequency and purchase cycle and purchase topics. Does segmentation actually feed most of the levers? Do you have a MESSAGE TO MARKET match? Are you tailoring your message that is relevant to them? http://thenext100days.org/wp-content/uploads/2018/07/Segmentation.mp4 #2 Spend More on Leads Than Your Competitors Here you are attracting people to your business. As a nascent business, one of the very best growth marketing strategies you can follow is to ensure your pricing policies enable you to spend more on marketing than your competitors to DOMINATE your market. Graham mentioned Mark Taylor and eSalesHub who explain that rarely do people attract leads from every UK conurbation. This is a question YOU SHOULD BE WARY OF ASKING.... "What is the cheapest thing we can do to get customers?" http://thenext100days.org/wp-content/uploads/2018/07/Outspend-Your-Competitors.mp4 This is as much about a mindset. You will never have the ability to outspend if you have the cheap mindset. Really successful businesses figure out a way to outspend their competitors. That starts when you consider marketing strategies like pricing for example. If you have too little in the kitty to outspend your market, it is highly unlikely you'll dominate your market, local or otherwise. Buying Effectively or Having the Ability to Outspend? Kevin and Graham discussed the logic for spending effectively or having the ability to outspend. http://thenext100days.org/wp-content/uploads/2018/07/Ability-to-Outspend-to-Dominate-v2.mp4 #3 Create a "Category of One" in Your Market This is one of the best growth marketing strategies you can follow if you are small business. Don't be vanilla. From the 7 Levers we are focusing on suspects and prospects. Why should they choose you versus every other option available to them, including doing nothing? Kevin mentioned our episode with Duncan Wardle and how he approached innovation by listing the rules of a market and taking away one of those rules to see what difference it would make to the way you distinguish yourself from others. Listen also to the episode with Tania Angelis - would you say that channelling angels sets her apart? Is she in a category of one? Yes, I'd say so. http://thenext100days.
	13 Jul 2018	#129 Ian Donaghy – Becoming an Inspiration	00:44:34
Becoming an Inspiration with Ian Donaghy Ian Donaghy didn't set out to be an inspiration. He just is one. In this episode, you'll hear his passion for helping people living with with dementia. What is an inspiration about Ian is how he relates to people. Ian draws out their individual stories. An Inspiration? You decide. Listen to Ian Donaghy's story. Ian says modestly, that he has only one trick: surrounding himself with good people. The career He was brought up in Tow Law, a North East mining village. Ian was like Billy Elliott, but couldn't dance. He was a good talker. At 28 stone 8lb, with a skinhead haircut, one of Ian's first jobs was as a bouncer in Durham. He took the heat out of situations. Diffusing situations meant that Ian never got hit! He's no longer 28 stone either. "I decided to stay alive!". Afterwards, he went to university in York to become a school teacher. However, getting his first teaching assignment was a challenge. He'd turn up for interview in a big black suit and headteachers wouldn't hire him. So the leafy lane schools in the North East were a step too far. A special school actually headhunted Ian. Big Ian as he fondly calls himself. They said come in for a day, the kids will like you. He went in for the day and left eight years later. "I learnt more from those students in that special school than I ever taught them." Crime Reduction Unit - Secondary Schools Ian worked for the Home Office, setting up crime reduction units in secondary schools. This was to prevent crime on the streets. He was an inspiration there too. He helps reduce exclusions from 22 to zero. He'd go home and watch WWF wrestling and Man U and Liverpool on the TV so he could talk and relate with his pupils. When you teach for the Home Office, that means work is pretty gritty on its day. But it made him. A Keynote Speaker Inspiration? Many speakers have one good talk. It just happened. He does stuff and then people see him as an inspiration. He speaks people listen and get motivated. YOU MUST watch this short clip from Ian. Tell me it's not an inspiration!! http://thenext100days.org/wp-content/uploads/2018/07/Ian-Donaghy-Inspiration.mp4 How can you help other people? All life, says Ian, is a series of interactions. Our lives are a series of snapshots. So make sure each one of those frames is spot on. Dementia People sometimes ask Ian why he bothers to take people with Dementia to the beach, after all, they'll forget they were there tomorrow. Not the point, Ian says. At the time they are on the beach, eating and ice cream, riding the donkey, they'll know how happy they are. It is a snapshot of happiness. He's happy to see a smile in that minute. How did Ian Get into Dementia? After 18 years in education, dealing primarily with people with learning difficulties. He was speaking at a conference and was discussing how we've got it all wrong. Why compare Michael, Susan and John against the same measures. Shouldn't we be aiming to produce the best Susan we can? We compare completely different people with different schools. School makes you fall short of so many people's expectations, despite the fact that we are all different. We have different skills. Ian's educational style was to focus on the individual in front of him. He cannot turn them into something they are not. Someone saw this and said that would be amazing if you did this in care. Can you take learning disabilities and apply it to people with dementia. He became the Dementia Detective. http://thenext100days.org/wp-content/uploads/2018/07/Dementia-Detective.mp4 Will you break your Kit Kat with someone? Dear Dementia One of the most popular books there is on Dementia was written by Ian Donaghy. GET IT HERE: https://www.amazon.co.uk/Dear-Dementia-Laughter-Ian-Donaghy/dp/1874790868 Ian was frustrated. He'd seen too many families who didn't know what had happened. It is simple.
	20 Jul 2018	#130 Faye Kankowski – The Art of Storytelling	00:48:24
The Art of Storytelling with Faye Kankowski Faye joins the Next 100 Days podcast, to talk about storytelling. Her Polish Grandad moved to the North East, to work at Ashington Pit. Famed as the birthplace of the Charlton football brothers. Faye is just 24 years old. What's Faye's Story? When she was younger, 18, she wanted to get rich. Things changed. She got herself into storytelling in the field of dance, music etc. About 4 years ago, she was hitching around Ireland. She attended the Cape Clear Storytelling festival. Click the picture below which takes you to this year's festival. What would she do? She was at a Storytelling festival and that meant she had to get up in front of a pretty large audience and tell a story. In her tent, she quickly created a story. It took an hour. Maybe 25 to 40 people listened to her story. She was terrified, but she got involved. The story was about a guy waking up on a beach, finds a dog, the explore and comes across a witch! Then he wakes up? It was a short story. Faye got into organic farming. She discovered a passion for talking. She's a Geordie who loves to talk. The Business of Storytelling How did Faye get into the business of storytelling. A few years passed by and Faye worked hard, but didn't exactly make a boat load of money. She got by. She doesn't have an expensive lifestyle. After watching people online, she met a previous guest Ernie Boxall, Episode 3 no less! She started storytelling online. She wanted to create a storytelling community where it is like nursery where you sit quietly, sat in a circle, sharing your experiences. 5 to 10 minutes per day. Our experiences can help others. The Art of Storytelling When you read something it is very different from when you speak it. http://thenext100days.org/wp-content/uploads/2018/07/Faye-on-Storytelling.mp4 She read Animal Farm in 17 minutes. Faye records mainly through Facebook Go Live, it is more natural. What is Faye Trying to Achieve Throughout history, we have shared stories. Everyone owns one screen. If you chose, you could get through a day without interacting. We are losing the skill of telling stories. Its about life experience. Recording important moments. From a business point of view, this is the way to engage people. Would you tune into the guy who tells you he made a million, or the guy telling you how things went wrong and where that took his life? Probably the latter, Faye says. Stories really work in a classroom. Business Use of Stories Faye has got into a business opportunity selling medical devices. There are a lot of testimonials out there, but she sells by telling stories. The way the product has changed their lives. It helps to get the word out about the products. We are suckers for drama. And negativity. How you turn it around is really compelling. Faye is starting to help others. To teach people. To find an online community, who will engage with them. It is easy to become a name online, who types words. You could be a robot. Tell stories by video instead. Telling Stories Outside Graham mentioned buying a Gimbal... it's the FlowMotion One. Do you have experience with gimbals? Share your experiences and videos on our Facebook group. http://thenext100days.org/wp-content/uploads/2018/07/FlowMotionOne-on-The-Next-100-Days-Podcast.mp4 Pre-order, but expect a little wait. They are very popular. Video only gets really interesting when you tell a story... http://thenext100days.org/wp-content/uploads/2018/07/Faye-Kankowski-Storytelling.mp4 Everyone has their own approach. Practice makes you better, but just start. This is the age of video. CEO Movement Faye is a Business Coach at CEO Movement It's a platform that allows ordinary people to set up their own online business. It is an affiliate business. They work with high ticket products, high commissions. They share reviews, information about Twitter, LinkedIn, Instagram.
	27 Jul 2018	#131 Solutions Focussed Practice with Andrew Gibson	00:45:32
Andrew Gibson joins us on The Next 100 Days Podcast to talk about business coaching using solutions focussed practice. He is an Aberdonian who has been in Yorkshire for 20 years, and he runs Business Services Leeds Ltd. Soutions Focussed Practice with Andrew Gibson What is solutions focussed practice? Solutions focussed practice is a set of conversational skills applied whenever anyone has a goal or objective. Solutions focussed practice started from therapy sessions. Andrew Gibson uses solutions focussed practice in business. He explores what will be different in for you when you get to where you want to get to and helps you make sure are aiming for the right things. Have you ever bought something or done something and then asked "Is that what I really wanted?" Andrew's role is to make sure it is what you really want BEFORE you make the decision. Solutions focussed practice focusses on goals and explores what you really want to achieve. Andrew uses it in business, but knows practitioners that use it in a variety of settings: mental health; therapy; sports; and in prisons. The solutions focussed practice conversation is all about exploring the end state in detail Imagine you have already achieved the goal, what does it feel like. You've overcome a barrier, earned £1m this year ..... what will be different? Why do you desire it? What will de different for friends, family, colleagues, suppliers... The differences you want..... Is any of it happening now?....if so do more of it. Has it ever happened in the past?......maybe we need to go back and look at what was going on then from this Andrew helps you identify the next small step that moves you to where you want to be. that you can deliver in your capability your resources, and you've sense checked that the destination is what you actually want. Every journey is 1000 small steps. Our Human tendency is to look for most complex most expensive solution. We need to simplify. Small steps let you measure and notice differences. You can decide quickly if these are the differences you want to have. If not, you can change early. Solutions focussed practice is good to use in a workshop with a team. Andrew is currently using the technique while working with a charity on their 5 year plan. How does solutions focussed practice work in the next 100 days? 100 days is a great timeframe for short term plans. 100 days is great for defining and executing the first small steps that put you on the path to your bigger goals. The process is often circular, an iterative process takes place until you find whats working. 100 days is an ideal timeframe to iterate within. Whats the history behind solutions focussed practice? The Brief Therapy Institute in Milwaukee developed solutions focussed brief therapy in the 1970's. It has its roots in Ericsonian model developed at MIT in the 1930's. The institute video taped therapy conversations, and used the recordings to look for questions that worked. Steve de Shazer the developer and pioneer of solution focused brief therapy. He wrote a book on the subject and later said "If i'd known it was going to be this famous I'd have thought of a better name" The business owner is the expert - not the coach Unlike much business coaching and mentoring, solutions focussed practice is not based around the practitioner being the expert. The business owner is the expert in his own business. He already knows his business and the things that work. The coach simply guides him to the best solution. The practitioner should keep his advice to something factual or something proven to work, he should avoid giving opinions. What are the questions that work? If you did do this what would you notice as a result? this is the principle question What will you notice? how will you feel?.....and what else? but often it is easier to look at outcomes from other peoples perspective, so its powerful to ask about this.
	03 Aug 2018	#132 Positive Mental Attitude with Emma Preston	00:45:09
Emma Preston joins the next 100 days podcast to talk about developing a success mindset. Emma currently works in retail, but is developing a business in events management. Her current goal is to stage a convention in 2019, 'The Inner Self' Journey 2019; A coming together of all things dedicated to the growth & enrichment of Life. A positive mental attitude is key to what she is planning. Emma is transgender and her ambitions include becoming a leading voice for the transgender community. Emma has gone through a substantial transformation and we find that the change is much more than just gender, it is her whole approach to life. Positive Mental Attitude with Emma Preston What is positive mental attitude? Positive mental attitude, all about having faith and trust, not just in yourself but the people around you. Understanding limitations and working out how to overcome them by tapping into the wealth of skill and talent around you. If you tell yourself something can't be done you self sabotage yourself before you start, so always approach your goals with an attitude that they can be achieved. Emma describes herself as always being a glass half full person, but recognises times when it was half empty. Since her transition she says her glass has been overflowing. Emma's positive mental attitude and her own personal transition Emma refers to her period before transition as "the dark side". She recognises her former self as being a procrastinator, someone with loads of ideas, but taking no action to take them forward. Since transition she is grasping everything in life with both hands. Emma heard about LinkedIn Local, She acted and set one up, she is now working on a second group. This has simply come about through positive mental attitude. Mind body and soul convention - planning the best one theres ever been, in 4 weeks since the idea she has already had conversations with key people that are beginning to turn the idea into reality. Emma is working to become the most visible transgender person in Britain without actually shouting about it. She wants to be recognised for who she is without playing "the transgender card" You can have anything you want in life provided you help enough other people get what they want - Zig Zigler. What do others say about Emma Preston? Ian Denney, our guest back in episode 114 says of Emma "Emma Preston is a regular source of inspiration and knowledge. She has that rare ability to capture the attention of her audience and the enthrall, entertain and teach them. Emma has the ability to make the complex simple. She is passionate, generating an excitement and anticipation so you are sat in the edge of your seat because you can't wait to hear what comes next. I would certainly cancel anything else in my diary to hear her speak." The Inner Self Journey 2019 Emma is planning to hold the convention at the Liverpool Echo Arena. She is targeting 1000 delegates to make the convention work and is surrounding herself with great people to help make it happen. Emma has a clear vision for the event, and can already visualise much of it in her own mind. The event will bring together mind, body and spirit, and explore how these three elements interact with each other. There will be amazing speakers. This is only step one on a journey, this is about creating a brand and a movement. Emma wants further events, to take it to other cities, she has a goal to reach by age 60. This goal will only be achieved by asking for help when necessary and not being afraid of getting it wrong. Emma firmly believes in the law of attraction, and that like minded people will migrate together As she prepares the event, Emma writing a book and keeping a diary about it. Emma's Next 100 Days Emma has some big challenges for the next 100 days, and she will need loads of positive mental attitude. We have no doubt that she will achieve what she needs to. Her to do lis includes: Get an investor,
	11 Aug 2018	#133 The 7 Wastes with Kevin Appleby & Graham Arrowsmith	00:43:41
The 7 Wastes In our series on the 7 levers, we unearth the 7 wastes, which your business probably needs to address. The seventh lever is all about your profit margin and keeping costs in check. This podcast highlights the wastes we find and how you can overcome them to drive a healthier profit. Our inspiration for the 7 Levers comes from Pete Williams. He recently released Cadence, his very readable book about the 7 levers. You can buy this book here: Cadence by Pete Williams It is a story about the 7 levers. Kevin read it in about a day. We reprise the 7 Levers Suspects - these people have got a feint sniff of your business. Prospects - opt-ins, those people who have taken a step beyond looking. Conversions - the % of prospects who spend money. Items per sale - average number of items purchased by each customer. Average item value - divide the total value of items sold by total number of items sold. Transaction per customer - repeat purchases. Profit margin - average profit margin, get your cost of sale down. We interviewed Pete about the 7 levers and the Cadence book back in episode 110 Lean - The 7 Wastes Get better deals from suppliers is one way - have a listen to our podcast with Jo Summers, an expert buyer. The other way is to look for the wastes in your business. Can you spot a 10% improvement across the whole area of costs. Kevin teaches Lean and the 7 wastes as part of his 4 day Budgeting and Cost Control course he runs in conjunction with IASeminars. Overproduction - do you make or buy in more than you need. Do you get locked into minimum orders, or in advance or for a longer period? Are these examples of wastes? Do you make it yourself? Outsourcing? Are you outsourcing too much? Should you be doing more of the tasks yourself? You have to consider the value of your own time. Waiting Time, time in queues. Have you got bottlenecks in processes? Who is keeping you waiting? Is red-tape getting in the way? Transportation - moving product around. If you are moving product it represents another of the seven wastes. A services example is about spending time on the train visiting people. How much non-productive time have you had this week? Non value adding processes - all the things that your client appreciates and pays for is value adding. What falls outside that are non-value adding processes. Do you do everything yourself? Should you as a business owner design your own website? Inventory - Ties up cash and space. Do you need a warehouse full of raw materials. Just in time may be affected by Brexit. Motion - is everything in the most convenient place? Is your stock and materials in the right place? How long does it take you to find stuff? Cost of quality - the cost of scrap, re-work and poor quality. Kevin mentioned Phillip Crosby, who helped develop Total Quality Management, here he is in a video. Summary http://thenext100days.org/wp-content/uploads/2018/08/The-7-Wastes.mp4 If you would like to explore how to make the 7 levers work for your business contact Kevin Appleby or Graham Arrowsmith.
	01 Sep 2018	#136 A Calmer You with Jordan Sands	00:43:47
A Calmer You with Jordan Sands Jordan helps deliver a calmer you. He hails from Reading, moved to Liverpool and now lives in Blackburn. Social anthropology is the study of human kind, how we evolved and how we come to be where we are now. How can this help business owners. He was a mental health worker and now is an NLP practitioner. What's Social Anthropology got to do with business? Become a calmer you by living for the moment. Don't live with regrets. If you are more aware of where we came from and our humble beginnings it makes it easier to put your concerns into context. By being aware it makes you more likely to become a calmer you. He helps people by walking around outside. Have you noticed that when you are in the great outdoors, you are generally more relaxed and can see things more clearly? Jordan Sands was a Mental Health Worker When he left mental health nursing, he wanted to use the skills he had acquired. He became a coach and studied social anthropology. It became obvious to him there was a link. The more he talked about their issues, reminding his subjects how special it is to be alive at this moment in TIME AND SPACE, he found that it lead to a calmer you. His subjects wellbeing improved. This sparked something in Jordan. With so many links in both subjects, he started to combine the two. He uses the phrase "this moment in time and space". Why? When you look at old the Earth is and the average lifespan, it is a tiny dot. A small speck of sand. This allows people to be reminded of the fleeting period we are all on Earth. Their issues are trivial relative to that. DON"T REGRET STUFF! People see the point. Say yes more, tell people you love them more. Be a calmer you. Neuro Linguistic Programming Neuro Linguistic Programming helps someone to be empowered to make changes in their lives. Like a tool-box. Anthropology is context and NLP is day to day tools to help them improve their mindset. Maybe its the way they handle stress. Prioritising. Grounding. You tailor the tools to individual people. Jordan takes time to get to know the individual prior to helping them with NLP. Does it Help? Yes. There is lots of evidence it works. Jordan takes people out for walks for 4 sessions and this tends to break the back of their issues. A walking talking session. The first thing is all about gaining trust. Jordan has noticed that his clients sometimes don't share their real problems until the 3rd or 4th session. The NLP is introduced gently. Its about 2 human beings helping each other. He has clients all over the country. With several people he does go outside. Ribble Valley, Crosby, Fylde, and the great county of Yorkshire. How long is the walk? Normally, two hours. If he travels to Scotland, it might be a 4 hour session. Is Kevin a Neanderthal? http://thenext100days.org/wp-content/uploads/2018/08/Kevin-the-Neanderthal.mp4 Which Colours Do Our Eyes See More Of? Have we got a calmer you, yet? We belong outside. Listen to this - our eyes see more of the blue, browny/red and green spectrums than any other colour. These colours send your brain positive messages that releases endorphins. These reduce your blood pressure. They give clarity to the way you think. Take away stress and anxiety and produce a calmer you. The moment that you step outside all this happens naturally. You belong outside. Next time you are in a Dentist, Doctor or School, you may notice they've picked up on this knowledge. Their walls have started to turn green and blue and browny/red. How do People Get to Know About Jordan? Networking, speaking and LinkedIn. Jordan is a life-coach. He blends NLP and social anthropology. Then, he combines it with walking in the great outdoors. Prospects for his services typically react by saying "What a great idea!". He gives structured guidance, his clients keep fit too. His background is not business. People realise he is not a business advisor.
	24 Aug 2018	#135 Whitney Cole – Content Marketing	00:44:47
Content Marketing with Whitney Cole Content Marketing is the subject of this podcast. We came across the amazing Whitney Cole from Milwaukee, WI. She is known as the MISSION MAVEN! On day 3 of her life, born with a narrowing of the Aorta Valve (aortic stenosis), she had her first of several operations. Fortunately, a vigilant Doctor discovered the faulty valve prior to Whitney's parents taking her home from the hospital. Whitney is now married with two children. Find out more about Whitney on her website: https://www.themissionmaven.com Whitney lives in Milwaukee Milwaukee is known for its cheese and beer. Whitney is the Mission Maven Whitney provides content marketing to mission driven companies. Because of her history with heart disease, she focuses on health tech. There is so much life-saving technology. Especially now. However, health tech companies have problems getting their message out to the people they should be serving. It's about mass user adoption. If the heath tech companies don't get the customers they need to serve, people die. So it is important then. http://thenext100days.org/wp-content/uploads/2018/08/The-Power-to-Save-Lives.mp4 Why Content Marketing is Important for Health Tech Companies Often in the technology space, company founders have problems talking on 'our' level! Most people aren't tech gurus. These founders are brilliant people, with amazing ideas. Whitney helps them turn those ideas into simple approachable language. Maven is someone who is an expert and makes things simple. The content marketing task is taking their missions and making them easily readable and viewable by the average person. These Health Tech Companies OWE it to Their Market to Communicate Their Technology Not surprisingly, this is Whitney's focus. One of her clients made a wearable. For heart disease. If their message didn't get out, people with heart disease could potentially die without the tech. The wearable catches cardiac events. "They do owe it to their consumers. The problem is most people don't know about them" Whitney Cole, the Mission Maven The Process of Transformation Often, these health companies think they know who their customer is. They may even have a content marketing strategy. One client were working so hard creating lots of content. The problem was that it wasn't getting them the user adoption that they needed. The minute they stopped spending money on content marketing, their user adoption plummeted. So, they are working hard. They are trying content. But, they aren't seeing results from it. What Whitney does is go in at this stage. Content Marketing Strategy She helps them hone in on that customer avatar. even if you know you user demographics - 59% female, all living in NYC, etc. This DOESN'T mean you know them. A lot of times Whitney creates the customer avatar from real life people. The content marketing strategy is all about directing content directly to these defined consumers. The impact is that the consumer thinks this company knows me better than I know myself. Instead of creating oh-hum customers, it helps them create passionate advocates for the technology. Mobile Health Tech Often mobile is direct to consumer. Here's a quick clip where Whitney explains the B2C market she serves. http://thenext100days.org/wp-content/uploads/2018/08/Mobile-Tech-B2C.mp4 Whitney's Content Marketing Process The founding story is key. She gives them homework prior to a meeting. Then she dives into them or their consumers. The challenges faced, often unrelated to the technology. She talks about the goals that person might have. How can they solve everyday problems. They'll cover demographics. And who influences the avatar. Once you find those, you can work with those role models. They will use a picture of a real person known to have the problem as the avatar, or at least one that is similar. So,
	17 Aug 2018	#134 Accounting with Chris Dodd	00:54:17
Accounting with Chris Dodd Accounting is changing. Chris Dodd from Pentins joins The Next 100 Days Podcast to explain how. Chris is from Canterbury in Kent. Kevin mentioned the boring accountants sketch by John Cleese of Monty Python. Pentins Chris Dodd works for Pentins. Chris is on his second stint with accounting firm Pentins. He originally joined in 2003. Later he went on his own. Realised there were more technically gifted accountants than him out there. So re-joined in a business development capacity. Unusually, he blends accountancy and marketing knowledge. He enjoys building business. He is a lot happier, sticking to the stuff he is good at. The ACHIEVE Programme Pentins resell Xero. The Achieve programme is about sustainable businesses. It is about where you want to get to and how you'll get there. It is a structured programme. Businesses fail regularly, especially in their first five years. Pentins work with renewable energy and health and wellbeing businesses. And all in between. They help businesses with proactive accounting advice. They want to inspire entrepreneurs to reach the goals they originally set out to achieve with accounting led strategies. ASSESS They undertake a detailed assessment of a client's business. It is akin to a personality profile. They assess whether the client is of an entrepreneurial mindset. Or simply a job-preneur. CASH FLOW Has the client got adequate cash flow? They leverage EIS, SEIS and maintain good relations with local banks. HMRC & COMPLIANCE Behind the frilly business development stuff you have to be compliant. All the traditional things that a business owner needs to do. This element is core to their accounting offer of course. Xero is helping stimulate a shift to advisory work. They need to overview returns. Pentins are Gold Champions, Certified Advisers for Xero. They pick up clients because of that. INSIGHT They use Xero as a core. There are loads of applications. A whole ecosystem of applications. This enables Pentins to give real insight. One of those applications is FLOAT, listen to our episode on Float with Colin Hewitt. ENHANCEMENTS It is great to be able to measure your accounting performance, but if you don't act on it, then the information is pointless. They look at a whole spectrum of things that arise out of the insight, such as marketing. VALUATION When the client comes on board, they look at the value of their business. Then, what potentially their business could be worth. This might be trying to get the business owner out of the trenches so he can focus on the business. Part of their role is to look at systems, policies and procedures that would enhance a business. They use Infusionsoft. They advise you to implement systems now as though you are a big business. It is very hard once you get big, to suddenly start implement systems. Are your systems fit for your growth purpose? Call centre like system, Kevin mentioned was Zendesk. Pentins can help you free up your behaviours you created for yourself as a business owner. This refers to non-value adding processes - listen to our 7 Wastes episode. EXIT Ideally, clients will go A to V, and once to the final E. Sale to a competitor, closing the business. Summary of ACHIEVE Every new client would start with A. It is imperative that Pentins takes on their ideal avatar. They are not traditional accounting providers. For Pentins to add value, it takes buy in from the business owner. So the ACHIEVE programme is a 5 to 10 years programme. Productised Accountancy and Advisory Services in Accounting http://thenext100days.org/wp-content/uploads/2018/08/Chris-Dodd-ACHIEVE.mp4 ACHIEVE helps Pentins to repel businesses that would not be good for them. They are looking to add value for money. Cash-Flow and Compliance is a given. Achieve starts from Insights and Enhancements to get the most value in terms of business growth.
	14 Sep 2018	#138 Destiny Hagest – Copy That Captivates	00:45:13
Copy That Captivates with Destiny Hagest Destiny's strap-line is Copy That Captivates. Good choice. We found her to be exactly that, captivating. Here is Destiny's home page: Destiny's mom, when pregnant with Destiny, always thought that her daughter was going to get to places. She named her child Destiny. A bit corny? No, it is endearing and a great story. It seems Destiny is living the ambition her mother had for her. Destiny. No pressure! Destiny started early Not only did we record the episode when it had barely gone 6am where Destiny was (Washington State), but her career in copywriting also started early too. Copy that captivates may not have been her strap line at school, but Destiny learned early that she had a major passion for copy. She has never been much for maths, but writing she can do. She has a good read on people. Writing copy has always come very easily to Destiny. Copy That Captivates - how to get people to move. http://thenext100days.org/wp-content/uploads/2018/09/Copy-That-Captivates.mp4 Destiny believes firmly that copy is not just an email or blog. They are words that string together elicit a response. An action. So that might be you pick up the phone, buy something, click through to a website, to subscribe, to follow - to do something. That response is very specific. Your success is based on whether they do what you are asking them to do. This is direct response marketing. Use Psychology to Persuade If you ask someone outright to do something, they are not very likely to say yes. Destiny thinks she is a better copywriter because she has raised kids. Copy must help people to be more likely to take action. Conversion Copywriting Destiny works in conversion copywriting. Advertising, brochures, packaging. Mainly email marketing. Destiny refers to both sides of the brain - left (numbers, analysis) and right side (creative). For most people it is difficult to use both at the same time. Successful copy that captivates comes from getting enthusiastic about the data available on the product and write ingenious copy. Then you are gold! What sets Destiny apart is being able to watch the data and she loves to write. About Page Destiny says 90% of Millennials will actively choose companies to purchase from who are making the world a better place. Is that angle in YOUR About Page? http://thenext100days.org/wp-content/uploads/2018/09/Destiny-About-Page.mp4 Add your defining brand morals, your personality and make it fun to read. Destiny Hagest, Copy That Captivates Story telling - you either do or don't do it. Mention your charitable work? It must be more about what the company is doing and less about what the founders are doing. That said, there is a lot of YOU in your company. When you think about the things that make you an ethical company, even if it is how you source your materials, charitable donations, it is about showing you are about more than the profits. Product Descriptions Start with the basics. What does your product do, which problems does it solve. http://thenext100days.org/wp-content/uploads/2018/09/Destiny-Product-Descriptions.mp4 Destiny recommends keyword research for copy. Not much point in having copy on your site and then not getting found by people searching for you. You don't have to keyword stuff. Have words on the page. Not enough copy on a page. Thats a huge SEO killer. Length of content - long form content is coming back. This attracts more traffic, as there are more keywords. It must be catchy from the get-go. 600 words is good to go. How to Write a Blog Post Answer the questions you are asked. Answer a specific question. SEO and branding power. The more content it compounds lead generation. Write to interests of your audience. Email Marketing People still read emails. How does Destiny make people fall in love with her clients? She has to love them first. Authentic. Funny.
	07 Sep 2018	#137 Tom Jackobs – The Impact Pilot	00:51:20
The Impact Pilot The Impact Pilot, Tom Jackobs Helps Clients Sell More Through Storytelling Tom Jackobs refers to himself as The Impact Pilot, because through storytelling he creates impact for the clients he works with. Tom hails from Iowa and Illinois but now lives in Houston, Texas. Direct Mail Kick Started His Business He creates impact for his clients through the way they tell their story about their businesses. It started 30 years ago. He was 16 years old and had a music business. This business served weddings and bar mitzvahs. He used direct mail to get his clients. Tom looked through the announcements in the paper. Check out their home addresses in the phone book and write to them. Easy, eh? He'd send a demo. A mixed-tape of the string quartet. He'd ask, "Do you want a string quartet or DJ or both?" Brides to be lined up. He booked 3 weekends a month. Still in high school. Believe it or not, The Impact Pilot is an introvert. So he didn't like to make phone calls. Instead he sent LUMPY mail (it had a cassette in it). Powerful reason to open the letter. Pinpoint targeted too. The Impact Pilot had a degree in theatre management At College, Tom earned a degree in theatre management. From De Paul University in Chicago. He got a job. In Oil and Gas. During that time he got overweight. 40 pounds overweight. In the US, that's slim of course. Tom was warned by his doctor. They were worried about his health-markers - high blood pressure, family history of heart disease for instance. So, Tom learned how to work-out and eat right. Then, he started teaching what he learned. Certified himself as a personal trainer and later opened a fitness centre by using his pension money (his 401k). 6 months later, this theatre management graduate had a failing business on his hands. He just did not know how to run a small business. How Did Tom Feel When He Realised He Was Going Under? Tom explains the run up to the hardest phone call of his life. http://thenext100days.org/wp-content/uploads/2018/09/Tom-Jackobs-Hardest-Phone-Call.mp4 The phone call was to his Dad. He needed $10,000. His Dad came through, but at a price. Tom needed to put up his house as collateral and had to re-pay the loan at 12%. It was a lesson in life. A hard lesson. The Impact Pilot discovered he needed help. He found help. Discovered sales storytelling. He went from $100k to $500k turnover. He built the business and helped other entrepreneurs in fitness. Tom found a business coach He made the connection that he could advise others. As part of the work he did with the business coach, he travelled the world selling the programme. To other coaches. He sold $4m of product. He sold his fitness business. Now he's a free member of his own gym. The Impact Pilot as Consultant Selling the coaching programme and tapping into his degree in theatre, it was all about telling stories with the point to sell the programme. http://thenext100days.org/wp-content/uploads/2018/09/Storyselling-coach.mp4 The workshops he put on were a training ground for him. He used stories to SELL THE PROGRAMME. It is a process. Anyone can do this? So, he has been putting together insights into how to put together stories that sell. to grab the audiences attention keep them listening to you especially now that we have so much distraction (people on their phones for example) How do you create stories that sell? It is about creating that connection with the audience. He spoke about Willie Diefenbach-Jones, from Send Out Cards (greeting cards for retention purposes), one of his clients. She was having problems converting when she spoke at events. It was all teaching. Tom advised Willie to create a HUMAN connection. He asked: "Tell me, why did you get into the cards business? Why is this important to you?" Willie told him the story of her mother and husband dying 2 days apart from each other. She started her speech that way.
	21 Sep 2018	#139 Nina Szewczak – A Bulletproof Mindset	00:45:27
Mindset by Nina Szewczak Mindset, How to Improve it and Your Results in The Next 100 Days The Next 100 Days is a perfect way for Nina to discuss mindset to her business coaching clients. She is a business coach from Poole in Dorset. But originally, she was born in Poland. Note: When we released this podcast there is pretty much 100 days until the end of 2018. How to Pronounce "Szewczak" Graham found it less than easy at first to master the right pronunciation of Nina's surname "Szewczak". Think Chef Chack. http://thenext100days.org/wp-content/uploads/2018/09/How-to-Pronounce-Szewczak.mp4 Easy for you to say! The Early Years Nina left Poland 14 years ago. She took a 24-hour bus to London. In Poland, Nina gave up studying Environmental Protection Engineering, because it wasn't where her passion was. Instead, she hopped on a bus, with the intention of taking up law. It was the absence of money and connections, which put paid to that dream too. The one thing Nina did need was to be able to speak English. Her intention was to stay for a few months, but it's been 14 years to date. Her English is probably better than her Polish she claims. She remains eternally grateful to KFC who gave her a job. Nina couple this with afternoon English lessons and finished her KFC shifts at 2am. Another English mastery technique was watching films and putting subtitles on. She also bought a 500 page book and translated every word. Determination, that! Nina Loves Learning She progressed to be a manager with a different company. She pitched in at LEVEL 5, Diploma level. Deep end studying. Afterwards, Nina completed level 7 and Chartered Manager. Currently, Nina is studying Level 7 HR with CIPD. A qualification treadmill. A learning mindset. All done to provide awareness that what she does day to day is right. She has been working for a Cosmetics company for 13 years. As Nina progressed, she discovered a passion for leadership, management and developing people. A Mentoring Mindset http://thenext100days.org/wp-content/uploads/2018/09/Mentoring-Nina.mp4 Nina finds it easy to connect to others. She is talkative. That includes being interested and curious about others. Combine all that with getting passionate about things and you can see the formula Nina has for attracting. Business Coach and Strategist Goal Diggers By Nina Szewczak. This is Nina's business. She helps female entrepreneurs to realise their business goals through leadership and mindset coaching and mentoring. Her focus is on teaching practical tools, that can be applied in business situations. Theory is lovely, but she prefers to put things into practice. Not Gold Diggers, instead Goal Diggers. Helping people achieve goals. Her target market tends to be 25-40 year old females. http://thenext100days.org/wp-content/uploads/2018/09/Her-Clients-Nina.mp4 As much as anything, Nina helps her clients to be clear minded about next step decisions. Mindset is pivotal to her value. Nina helps people get clear on things She explains that the internet is a massive source of information for business entrepreneurs. But, it's also overwhelming. Nina helps by assessing the progress her clients have made. Then, she looks for the gaps. She removes the noise to help focus on pain-points and break things down to a step by step process. Does Nina use a timescale? http://thenext100days.org/wp-content/uploads/2018/09/Nina-Uses-the-100-Days-Planning-Period.mp4 Nina has bought into the Next 100 Days philosophy, because she knows that it works. She has tried it. The Next 100 Days Nina advises You with these questions: How am I going to maximise the next 100 days? What do I want to achieve What actions can I take? Which parts will have biggest impact Clear your head, get a piece of paper, write it down INDULGE in your planningso that by the time Big Ben rings out on NYE, you can say "I smashed it!!"
	28 Sep 2018	#140 – Workout With Jay Kali	00:46:55
Workout With Smart Training Workout with Jay Kali Do you workout? Jay Kali is your man. Especially, if you are female. He has an awesome tale to tell. The Early Years Jay worked in a federal prisons for about 5 years. He reflected. And decided he didn't want to babysit men who weren't able to handle themselves in society. Where could he go? He turned up in Cancun. The first prison he worked at was Springfield, Missouri. Followed by Montgomery, Alabama. They were not only a long way apart, but they also had different facilities. Springfield was an administrative unit. Which meant they had every single custody level, from people ready to leave tomorrow to other mentally unfit to be in society. He had a soft landing in Cancun, thanks to his father who had retired down there. Jay has been in Cancun for 6 years and was married 3 years back. Workout Business Jay tried his hand at a scuba diving business. It didn't work out. So, he turned his hand to a workout business, so to speak! So, was his wife a client? Hear Jay's answer: http://thenext100days.org/wp-content/uploads/2018/09/Was-Jay-Kalis-Wife-a-Client-First.mp4 His training went well. She kept getting a better body... When he looked around Cancun, he couldn't find a style of gym that he wanted to exercise in. They were mostly about pumping iron. He opened up the first of its kind fitness facility. A hybrid. His business was in the black in month one. A second facility opens 9 months later? A bit like cross-fit. a functional intense fitness facility. He has been welcomed by his Spanish family. "One of the most joyous things of my life". The Fitness Business was a Rapid Success He pushed thousands of people through his business. It was very profitable. He had to attract local people. He was downtown. So it was indigenous. But this was a problem. IT WASN'T AS AFFLUENT AS OTHER MARKETS. A big lesson. Lots of clients. Paying pretty well, but low income per client. His business partners were too comfortable where they were. He wasn't. How can you find Jay? How was the online business going to help him? It is counter-intuitive? Often you realise you cannot talk to many people. Online, he was just another guy. competing against YouTube free videos How did Jay stand out? http://thenext100days.org/wp-content/uploads/2018/09/How-did-Jay-Stand-out-online.mp4 Being around. Top of mind. Same message. Congruent. True. He now does not have any Hispanics on his client roster. His clients come from the US, UK, Italy, and Australia. Before he engages a client, he makes sure they are a good fit. He doesn't work with everybody. There is a big difference when Jay coaches you in person. He can get a little bit more intense. Online, you learn a totally different way to interact. Otherwise the person will drop the call. Session over. How does Jay Interact Online? http://thenext100days.org/wp-content/uploads/2018/09/Interacting-Online.mp4 Where do his clients workout? Often clients don't want to go to a gym. He figures what they CAN do? What do you enjoy doing? Whatever it is let's make that happen so we can get you the results you desire. It's not really a workout. When you do have the accountability of a coach, a mentor, you can be helped. Especially as Jay can call on the experience of helping thousands of people to train and work out in Mexico. That means he can translate the learnings to other countries around the world. The client knows what they want to do, says Kevin. Experience from his business coaching business suggests, that clients know what they want, but need help teasing it out. To challenge them, and give them in the accountability. The view from 30,000 feet. I know you are lost in the forest, but we are working our way through the trees. A way to a different spot. Its a different perspective. Helping people to find a new direction. This personal help gets great reviews.
	01 Feb 2016	#04 Optimising your business for Google	00:50:54
Kevin and Graham talk about the things you need to do to increase the chances of your business ranking well in a Google search. Graham has been refreshing the website for his own company Finely Fettled, and he shares how he has been increasing the focus of the business on a specific niche in his market and is using some simple SEO (search engine optimisation) techniques to increase his chances of being found when potential clients search in Google
	05 Oct 2018	#141 Ronan Leonard – Masterminds	00:43:05
Masterminds with Ronan Leonard Use Masterminds to Improve your Productivity and Accountability Although Ronan lives in Australia, he was born in Hitchin in Hertfordshire, England. He still supports England when playing Test Cricket in Australia, but you couldn't put a fag paper between his accent and that of a naturalised Aussie. What are Masterminds? The most popular definition comes from Napoleon Hill's book Think and Grow Rich. Hill said 'when two or minds come together they create this third super mind.' This mastermind is always better than the collective thoughts of two people. Ronan told us that the Impressionist Movement came about through masterminds. They would sit and discuss painting in Parisian coffee shops. They collectively forged a new way forward for artistic painting. A Programme for Masterminds Ronan has developed a programme for to help small business owners get involved. Check out his website - click on the image. He connects small business owners into a mastermind. There they hep each other with advice and goal setting. Effectively the masterminds are crowd-sourcing everybody's intellectual property and experience. So rather than saying this is what you must do, everybody has an opinion. If you were struggling with internet marketing and SEO, you could pick and choose from the experience and insights of others in a supportive environment. No one-guru on the the hill. He also teaches subject matter experts to become their own mastermind hosts themselves. A lot of people are in a niche and don't know how to show other people what to do. http://thenext100days.org/wp-content/uploads/2018/09/Ronan-Leonard-Masterminds-vid1.mp4 Ronan helps people teach to their particular niche market. Danger: Blind Leading the Blind? Because it is peer lead, effort is made to match people in the mastermind. It is about different perspectives. It combines discussion on mindset and productivity too. Holding each other accountable is powerful. Who keeps the small business owner accountable? Are you being a busy fool? Are you spending time on things that are neither important nor urgent? Ultimately, committing to an action weekly is a valuable resource. What do they look like? They tend to be quite diverse. Copywriter, Graphic designer, Safety harnesses, others are industry specific? How does Ronan make money from this? He curates and facilitate the groups. There is a framework around the groups. It is not particularly new. The framework builds a muscle. It is only when you get into the groups. Then people open up. It is a space to have a deeper level connection. It is the only sounding board to have a real conversation about their business. Someone to listen to your problems. How do you get people comfortable enough to open up? It takes a few weeks of sharing and being vulnerable. They try and attract people to give. They help build up trust quickly. Talking off line. Ronan builds into a platform 5 minutes of wins, goals, what are you grateful for. Also sessions where you just talk. No interruptions. Space to http://thenext100days.org/wp-content/uploads/2018/09/Ronan-Leonard-Masterminds-vid2.mp4 Ever watched people talk in a cafe? The other person doesn't wait. They have got their answer. They are ready with a solution. Not listening. Who joins the mastermind groups? All parts of the world. Timing is geared to participants and their respective time zones. Different people, different parts of the world. Ronan has developed his own custom platform. A little like Zoom. Web RTC. Traditional people tend not to understand Masterminds. Like, Virtual CFOs. That person can craft the right content for the people involved in the mastermind. They perform differently to courses, where 85% do not finish them. All content little context. How do I apply it? The mastermind allows you to; curate their content
	12 Oct 2018	#142 Richard Alberg – Raising Investment	00:48:45
Richard Alberg talks about Raising Investment Raising Investment for Small Businesses Raising Investment is one of Richard Alberg's special talents. He joined the podcast to explain how small and medium sized businesses should go about raising investment for their businesses. Volume Recruitment An expert in job boards and recruitment software and technology, Richard has many years of experience in volume recruitment technology. After selling his previous company, he focused his new company on looking at the challenge of recruitment from the job seeker's perspective. Not the employer who is thinking about how to attract talent, but from the individual who is saying I'm the right talent, how do I find the right job for me. A Serial Entrepreneur Richard suggested he might be a one-trick pony! He's a serial entrepreneur. Having found something he enjoys doing he has done more than once. He has founded an advertising agency and sold it. Then PSL, a company he founded and sold, and 9 years ago he started MWS Technology. Then 2 years ago started Corndel, an 80 staff business delivering apprenticeship programmes. MWS Technology This business has evolved from just helping people find the right roles for themselves. The first idea was how do you provide high volume assistance to job seekers? On the basis that when you do anything through human beings, it is inherently expensive, because people's time costs. It doesn't scale very well. That's because the moment you get increased demand you need more individuals with the skills to provide the service. And those skills are not always available. It is also hard to maintain quality. A Nerdy Technology Perspective - a Tri-Partite Relationship When you get it right, technology helps you to scale projects brilliantly, Richard says. They started with the aim of helping unemployed people in 2009. Unemployment was high and growing. MWS supported organisations delivering programmes to help the unemployed find new roles. They had a try-partite relationship. Someone delivering the service. Another party receiving the service and someone funding the service. Namely the Department of Work and Pensions, DWP. Unemployment is lower. However, vocational training is growing. It has a try-partite relationship too. That fact placed MWS in a good position to serve vocational training with their software too. Apprenticeships They support apprenticeships. There is a different focus between apprentices and students. The former thinks of themselves as employees. The training helps all sorts of training. Training providers use MWS technologies to manage their respective training and vocational programmes. Training providers might be colleges, universities. Their technology changes the conventional delivery of training. Distance learning. Their customers are Government funded. Therefore they are subject to compliance and managed efficiently at scale. It is very hard to do well. Technology helps enormously the process of vocational training. Technology doesn't forget stuff in the same way as human beings do. Raising Funds With all 3 of Richard's recent businesses, raising investment has been a major part of his success. All have had VC (venture capital) money. So, what are the benefits and downsides of venture capital as a means of raising investment? Why Venture Capital? http://thenext100days.org/wp-content/uploads/2018/10/Venture-Capital-Decision.mp4 You are saying I'm ambitious, but after VC money, you have responsibilities to these investors. Other Benefits When you are a confident entrepreneur, which you need to be to get up each morning and deal with all the potential things that come your way, sometimes it is helpful to have someone around (as a result of the investment) to ask advice from. They care about their money. They are not as emotionally invested. It is the mindset they have versus yours. Why not loan finance?
	19 Oct 2018	#143 – Scott Carley – How to Fix Broken Teams	00:50:21
How to Fix Broken Teams with Scott Carley Broken teams need fixing. Scott Carley is known as The Change Energiser. That's because, he helps fix broken teams. If Scott comes into your life, he'll change it. It's what his friends noted about him. They helped him re-position himself as The Change Energiser. His business is all about changing broken teams. He brings a lot of energy with him. The epithet The Change Energiser has liberated him. Does Scott have a Special Cape? http://thenext100days.org/wp-content/uploads/2018/10/Scott-Carley-Cape.mp4 What does The Change Energiser do? Scott works with fractured, stalled or broken teams. They have lost their buzz, their mojo. Scott helps them clarify their priorities, to re-energise their broken team work and help them to cast vision. He brings in that change energy to those teams or conferences. Where the team's buzz has flatlined. Why does the buzz go? Teams get beat up. Sales people getting no after no after no. Its like a team shelf life. Team work has a team shelf life. When it loses its active ingredient, it needs pepping up again. Most importantly, this applies to financial advisers, corporate companies. Scott is a Vistage speaker. What is a Fractured Team? A great team is energised and looks forward to meetings. A fractured teams doesn't want to show up. Key players dont turn up to meetings. They aren't working well together. Their purpose is divided. Where do you start to put it right? Scott recommends holding retreats. They can be all day, half day or quarterly. Contact Scott! Scott mentioned a Houston based company. It was growing like topsy. The COO of the firm called in Scott. They were drowning. How could Scott help? He started by making clear what the top team's roles actually were. They didn't know. Their titles mis-represented what they did. Importantly, Scott has the outside voice. Scott can say things from a completely different perspective. That gets their attention. Are Texans American Yorkshireman? http://thenext100days.org/wp-content/uploads/2018/10/Are-Yorkshiremen-Like-Texans.mp4 Where do these retreats take place? Out of the office. A hotel with conference room. The key is to do something fun the night before. Golf, murder mystery, treats. He took some fire fighters in charge of pensions skeet shooting. That's clay pigeon shooting to you and me. Scott was able to set the stage. Doing it afterwards gives a chance for people to ask questions after that day. Graham recommends Scott takes his Texas clients to The Dixie Dude Ranch just outside San Antonio. What types of individuals actually fracture teams? So, what kinds of people exist in fractured or broken teams? Drama Queen Darla - never ask her how she's doing. You'll get an earful. Dishonest Dan - if his lips are moving you are NOT getting the full truth. Arrogant Arnold - he is so stuck on himself. Missing Martha - where is she? she's supposed to be here. What'd she call in sick for today? Divisive Dale - he has a way of saying things before you come into the meeting that makes things divisive. Debbie Downer - she's got nothing positive to say. 2 more that the #MeToo movement that have brought to our attention! Miley Cyrus - That would be a distraction. Regardless of what she's wearing, she is a huge distraction. Usually, sexual. What does Scott mean? Surely not...I'd welcome her in my team! :) Charlie Sheen - you could never sit him beside or across from a woman. How do you address their behaviours? When you establish you have one or more of the characters above, it provides an opportunity to look at the FIVE FRACTURES. A step by step process. Let's say one of your team is a TRASH TALKER. So, maybe there is a character like Drama Queen Darla or Divisive Dale. They are discussing an issue, but not with the person like Missing Martha. This is where an honest or courageous conversation is needed with the...
	26 Oct 2018	#144 Pam Case – Relationship Building on LinkedIn	00:47:53
Relationship Building on LinkedIn Build relationships on LinkedIn When you are using the LinkedIn platform, Pam Case who is this week's guest, explains that your focus should be all about relationship building. Your Brand Advocate Pam Case helps bring in leads for companies. Which means, she is filling the sales pipeline. Not through selling though. Her clients say "Pam just understands the business. She doesn't sell." She is selling without selling. People buy people. Or do they? Pam says people buy people they like. Online and Offline Relationships Online - how do you start the conversation? Select people on LinkedIn - your target market and SYNERGY people. These are the people that can introduce you to a sector they know, but aren't competitive with you. We recommend you listen to the LinkedIn episode we did with Ian Denny. #114 Ian Denny – How to Write a LinkedIn Post That Gets You Noticed If you create interesting posts and someone leaves you a comment, be sure to go back and comment on theirs. In real life, you would answer, not just turn away. When someone connects, ask about them, their business and how you can help them. If you see something that is interesting to them, send it to them. Are you a relentless LinkedIn spammer? Are you sending an endless set of adverts on LinkedIn? Or sending direct sales messages through the messaging system? You might be one of those LinkedIn users who concentrates on writing great posts to get noticed. Whilst that is important, Pam reminds us that there are so many functions on the platform that people are just not using. For example: You target the same market as others. There is a synergy. If you take the initiative and introduce the other party targeting that sector, then it is a quick, efficient (not requiring a phone call) method of introducing someone, who can help you similarly. Don't have enough time to do this? What's interesting about this, is many people will spend a couple of hours each week in networking forums. Plus more time trying to set up leads for their network. You have to have time. LinkedIn is a larger pond. Pam recommends that building relationships with people outweighs a strategy of writing good posts. Ask people to engage you. It is important to meet people face to face. So, physical networking can work alongside online networking. How to set up a meeting using online platforms http://thenext100days.org/wp-content/uploads/2018/10/Setting-up-a-meeting.mp4 The most effective posts are the ones where you DON'T talk about your own business. Pam wrote a post about her not tanning. 18,000 views later, she received 2 quotation requests. Are you looking for help? Pam comes into the business and teach. Or you can organise several businesses together. Pam can organise an event in your area. In 3.5 hours, she packs a lot in. Linkedin is a NETWORKING tool. An advertising tool, a database and a search tool. Pam also does a Peter Kay impersonation. http://thenext100days.org/wp-content/uploads/2018/10/Pam-Case-Peter-Kay.mp4 The point is - YOU HAVE TO GO ON ONE OF HER COURSES! Ok, the more you perceive a brand to be big, the more we perceive it to be quality. Peter Kay, talks about not having quality brands. However, the quality is not a whole lot different from quality brands. If you can be seen more often, it provides a purpose to social media presence. It's the difference between marketing and sales. Be sure to back up your claims. People buy people? Right? Not if they don't know you are there. Location Targeting Pam says you want to post and tag people in a comment underneath your post. Start a group and gather them. Ask others to invite others. The Next 100 Days What can we all do? Don't send lots of connection requests. Make sure you find the right people, using filters. When you connect, PERSONALISE your introduction. Can you personalise on a phone? Yes.
	09 Feb 2016	#05 An Interview with The Time Doctor – Mike Gardner	00:50:51
Kevin and Graham talk about holistic goals and managing your time along with interview guest Mike Gardner, the Time Doctor. Mike talks about his book Business Owners: Your Family Misses You: Time Management Strategies That Free Up Two Hours A Day And Get You Loved Again. While you aim to focus on one business goal for the next 100 days, the rest of your life isn't quite so straightforward, as you juggle family priorities with business, aim for a healthy lifestyle, pursue leisure interests, hobbies and so on. Mike Gardner's holistic approach is really helpful and brings everything together with the right amount of balance to make it work. Listen to the show and get some very practical tips that you can implement straight away to help you make more progress in less time and that will make a real difference in your life. Mike’s view of goal setting is a little different, and he divides his goals into 3 groups and has specific strategies for each. The groups are: I want it but I don’t have it in my life I have it and I want to keep it in my life I have it in my life, but I don’t want it Mike Gardner is a member of The Next 100 Days Podcast Facebook Group, so if you want to follow up anything we raise in the podcast come on over to the group, ask a question, and join in the conversation. Alternatively find Mike in his own group, The Time Management Academy Mike's book, Your Family Misses You is available on Amazon: UK Link http://amzn.to/1V20aSr USA Link http://amzn.to/1Q7P6Fd
	02 Nov 2018	#145 Nick Bramley – Sales Training	01:01:58
Sales Training with Nick Bramley Sales training is provided to listeners by Nick Bramley on The Next 100 Days Podcast. Nick is founder of Impactus Group and helps organisations around the world to improve their sales performance. Nick has been involved in sales and sales training for his entire career. He's competitive by nature. Nick has developed teams. His philosophy is to keep it simple, communicate well and get people on board with clear messages. Due to his philosophy, to be a good fit for Nick's business you need to be growth oriented and have ambition. Similarly, you have to want to make a difference and not be a plodder (by definition, if you are reading this and listening to the podcast, you cannot be a plodder, but just in case!!). Sales Strategy The first piece of sales training that Nick provides is anchored around this diagram: Nick gets asked to close business. But Nick finds that the problem is not always closing for example. Nick looks at sales in the whole. Start with the strategy. Who am I targeting Why have I chosen that sector How am I going to get at them Where are they based When is the best time to target them? As a result of all these questions you can get your strategy right. Cover all the steps, not just closing or the first step. Have you forgotten where YOUR sweet spot is? Another important aspect of sales is understanding where your sales sweet spot is. For this, start with: who, what, why, where, when, how. Look at the next 100 days! http://thenext100days.org/wp-content/uploads/2018/10/Nick-says-you-should-plan.mp4 Nick says the reason people struggle with sales is where they are trying to complicate it. compelling product interesting price capable of generating interest getting sales over the line Key Messages Here's how to remember the WHO WHAT WHERE WHY WHEN HOW - especially if you like rugby. Five naked bottoms on a rugby post. FAB It's very basic. But take this test: Give me 5 reasons why I should buy from your business. It NEVER fails to bring out features. If you tried it, how many features do you have? Features a feature is something ABOUT your business. Such as, how long you've been established, where you are based, how many staff you've got, the product range that you provide, great customer service, we are excellent at what we do, we're technically capable, experienced, capable. Not only are they givens but they are pedestrian. Nobody BUYS features. Advantages and Benefits advantage or benefit - what is the advantage to the client? People are buying probably 5 or 6 advantages or benefits: improve performance reduce risk financial incentive - more revenue or reducing cost operational advantage - shortening your process compliance - nobody buys this on its own, an advantage but secondary personal - busy people need to have their work and lives made easier If you start with "I'm ringing to help performance in a particular part of your business", that is better than talking about one of your features. Enquiry Handling Do not treat every email or phone call as the same. Have a scoring method to establish which are most realistic. Kick out the tyre kickers. People without intent. NEED - driven by requirement. Your tyre has shredded - you have to, you need a tyre. WANT - you're making an analysis of tyres. Your tyres need changing in a couple of months. Timescale and options come into the decision making. Sales people often fail to connect with these people, because they don't have the patience to wait 3 months. Really good sales professionals know they have a good pipeline from the conversations they have had. DESIRE - wouldn't it be great to buy this or that. No budget. They get excited, so it makes the sales person get distracted. Seems like the free-product give away is a good example of desire/no budget. They want something for free,
	09 Nov 2018	#146 Adam Taub – The Art of the Presentation	00:47:36
The Art of the Presentation with Adam Taub What Makes a Good Presentation? Adam Taub used to be an intellectual property lawyer. Now he coaches senior executives in the art of the presentation. There is a link between being a lawyer and a good presentation. Forensic questioning. Adam calls himself a recovering lawyer. For him, it didn't do what he wanted to achieve. The law was about strategy positions, trying to do down the other side. Often about confusing people about what your motives and intentions were. For him, it was a poor way of resolving disputes. He wanted to be more like his clients. Science Background Adam studied Natural Sciences at University. And qualified as a lawyer. That's how he ended up doing patent law. It was the science and technology which Adam found fascinating. He wanted to get closer to what people were doing in incredibly exciting areas - such as software and hardware engineering. A lot of Adam's clients are in the area of science and technology. http://thenext100days.org/wp-content/uploads/2018/10/Nobel-Prize-for-Kevin-and-Graham.mp4 Presenting Expertise The people who Adam works with are generally operating in fields that are very complex. Some of the things coming out in science and technology are really complex ideas. The concern that people have when presenting is: How do I tell this fairly complex story to an audience that may not be as technically proficient as I am? If you try work out at the moment of presenting how to CLARIFY what you want to tell them and make sure that it is clear, it is inevitably going to go wrong. You need to separate what it is YOU are going to say, from way it is you're going to say it. Do your thinking upfront. Talk through the ideas and know exactly HOW to present this complex idea clearly. THEN, when you stand up, you will do all the things that are important to presenting, rather than focusing on how to clarify your thoughts. Presentation Approach Sit down with the client. And really hammer away at what exactly is it. Your core idea of what you want to convey. This can be a fascinating process. Imagine sitting with people at the cutting edge of science. They tell Adam what their ideas are. He constantly interrogates them. Bringing his advocacy skills to the fore. What is it that you are really doing? Why is it making a difference? Why is it different to your competitors? Put your idea on the spot. So you have done all the thinking in advance. Before you stand up and actually have to present. This removes all that presentation stress. You know clearly what you want to say. It removes 90% of nerves. http://thenext100days.org/wp-content/uploads/2018/10/Presentation-Stage-1.mp4 Clarity Trumps Persuasion Flint McGlaughlin of Marketing Experiments in Jacksonville, Florida uses the phrase that CLARITY TRUMPS PERSUASION. Poor presenters are starting with persuasion before they have clarity down. We had Flint's colleague Daniel Burstein talking about How People Make Choices in Episode 105. Also Whitney Cole, faces a similar dilemma helping health tech companies with their copywriting. Do you speak 'complex'? Do you speak in complicated long words, when you are not clear about what you want to say? There is almost an embarrassment about speaking simply. That if you use long words and then it will make you more intelligent than they may be. Clarity is the most honest way of speaking. At what point does Adam help his clients? Most of Adam's clients are fairly experienced presenters. He's not dealing with people at the beginning of their presentation journey. Nor best man's speeches. His clients want to know WHY they are not coming across as persuasively, as powerfully as they desire? Why is my passion for the subject NOT coming through? - that is what Adam helps them with. His clients know this because they are not selling as much as they want to be selling.
	16 Nov 2018	#147 Sonya Bachra-Byrne – Luxury Slow Fashion	00:48:53
Luxury Slow Fashion with Sonya Bachra Byrne Creating a new fashion brand is the subject of this podcast. Sonya Bachra-Byrne is Creative Director of AVIE. AVIE is French meaning "for life". Pronounce it "a-vee". What is AVIE? Sonya wanted to stay away from fast and disposable garments. We all need clothes, so Sonya has created a slow-fashion range of clothing really in the last 8 months! Sonya didn't want to be a victim of trends. In her own wardrobe, she has investment pieces. You spend a bit more, but the clothes last the test of time. Season-less. Clothing that transcends seasons. By focusing on this aspect of the business, she is putting more effort into quality and craftsmanship. The pieces stay modern, but not trendy. Its stylish, but still versatile. Sonya always wanted a brand name that captured the ethos of her business. AVIE, for life, does that. Another 4 letter brand you may have heard of (Lego was derived from the danish Leg Godt - to play well). Thinking About the Concert for Years Sonya has fashioned her abilities. She has worked in fashion in different companies (such as All Saints) and around the world. Identifying skills to make a range. It was the business and creative. Why people buy the products. The popular cultural reasons why people buy. http://thenext100days.org/wp-content/uploads/2018/10/Early-Career.mp4 World Travels influenced AVIE None of it was planned! After graduating from De Montfort University, in Fashion & Associated Studies, with amazing top-class lecturers. Sonya took an interview with Visage Half way through the interview, the Manchester firm offered her the job. She always had New York in mind. The Manchester role was all about blue chip retail accounts like Denim, Zara, Next, BHS. She faxed her application to the New York firm and despite people telling her she wouldn't get the job, she did. The role was in a completely couture, one-off designs in a bridal and party-wear company on Spring Street, Soho, NY. Her boss was Junko Yoshioka, a Japanese designer. Supplying garments to celebrities They would supply celebrities for their Awards Season. Demi Moore, Jessica Alba, Helen Hunt. Three very beautiful women, it must be said. Sonya presented the range of garments from Junko's range to their celebrity stylists. They would not know whether they intended to wear the garment until they watched them at the Academy Awards or Oscars. On the red carpet. Helen Hunt wore one of their dresses. Sonya worked in Denmark, Italy, Barcelona & Melbourne, Australia For a company called Inditex. One of their brands is Zara. Other brands are Massimo Dutti, Pull&Bear, Stradivarius and Bershka - a younger version of Zara. As a manager, she moved to Denmark. She worked near Billund Airport, the home of Lego! Her Italian adventure was short lived, so jetted off to Melbourne Australia. Her and her husband Liam travelled and considered their future. They re-assessed family and came back home and started AVIE. They conceived AVIE around November 2017 and by February 2018 they were really hitting the ground. Avie is about modern and non-season specific. Spend more to spend less. Lego was like that, still got yours? Target Market http://thenext100days.org/wp-content/uploads/2018/10/Target-Market.mp4 You can wear the AVIE to the office, to the shops, to a restaurant. The fabrics are from Italy, low chemical processing (less harmful, more sustainable ways). Their size means they can live their ethics in and through their brand. "Small details that you wouldn't ever notice, but if they weren't there you would miss them" Sonya Bachra-Byrne This means things like the beautiful buttons and lining. It all adds to the end product. Most products are outerwear tailoring. To buy go to: Avie-studio.com AVIE is rolling out quickly The brand has come together quickly. It is posing them good challenges about how to do things.
	16 Feb 2016	#06 Marketing Strategy with Julian Rawel	00:50:52
Graham and Kevin chat about the 3 Cs of strategy with Julian Rawel from Market Echoes. Julian explains the 3 Cs - Customers; Competitors and Control - and how they are relevant to every business from the corner shop to the multinational. He provides some great ideas for business owners to put the 3Cs into action in their own businesses using a very practical and easily executable approach that fits easily into the next 100 days. If you are looking for some really great advice to help you determine the right direction to take your business then listen in for some real gems of wisdom from Julian Rawel. You can find out more about the 3Cs and Julian's 7 point toolkit on his blog http://www.marketechoes.co.uk/2015/06/how-strategy-really-works-my-three-cs/ Julian Rawel is a marketing professional with a track record of customer focused entrepreneurship, management, marketing and education. He helped take Eurocamp from start-up business to stock market listed multi-national, establishing Eurocamp's reputation for customer service and satisfaction and regularly winning national travel awards. As marketing director for the Royal Armouries Museum, Britain's biggest post war museum development, Julian was responsible for creating the customer focus and service in the museum which attracted national and international visitors. He has worked with universities since 2000, as a lecturer — twice winning the Distinguished Teaching Award at TiasNimbas Business School (Netherlands) — and as director of executive education at Bradford University School of Management — one of Europe's top business schools.
	26 Nov 2018	#148 Martin Booth – Copywriting	00:36:38
Copywriting with Martin Booth Copywriting is second nature to Martin Booth. He learnt his trade as a journalist. Now he runs Leboo Media in Kingston, south west London. A Career in Sports Journalism Martin's background is in journalism. Particularly, sports journalism. He spent more than 20 years on the staff of various national newspaper titles on the sports pages. He worked for the Daily Express, Sunday Mirror and News of the World (when it closed down in 2011). After that, Martin moved into the betting industry both in business and consumer markets. After his contract with that industry expired he just knew he should be doing words. The Go-to Copywriter When someone around him in his various job postings wanted something doing with copywriting or words (LinkedIn profile, a strategy for horse-racing, etc) Martin was the person they turned to. He realised this was his sweet-spot. 18 months ago, he started networking around his home in Kingston, SW London, and picked up several contracts. He went from there. What sort of material does he write? You name it, Martin will write it. "I keep hearing I'm supposed to find a niche and specialise." He writes: webpages blogs case studies emails articles white papers annual reports brochures leaflets big documents audio scripts video scripts plus a lot of proof reading! Who are his copywriting clients? Nor does he work for any particular sector of clients. Recently, he has written for: charities carpet cleaners bike makers garden suppliers solicitors planners data security specialists someone who makes mayonnaise property experts mortgage providers At this stage in his businesses development, he is happy to say, "come one, come all". His niche is words. What has mayonnaise got in common with journalism? http://thenext100days.org/wp-content/uploads/2018/11/Mayonnaise.mp4 LISTEN - your initial briefing Who is your audience? Who are you trying to get this over to? Shorthand Martin One icebreaker Martin deploys is shorthand... Listen to the story and re-produce it faithfully (hence shorthand) for the client in a commercial context. from wsj.com LeBoo Media - it's French isn't it? http://thenext100days.org/wp-content/uploads/2018/11/LeBoo-french.mp4 When a client says their audience is 'anyone really', who must delve deeper to help them. is it people in a particular area? age group? demographic? Then you can write for the audience. So the message is phrased and targeted to the right people. It is always better to absorb feedback from customers' clients. Speak to happy customers and adopt that as part of the copy. This message: I needed this The company provided that Therefore I'd recommend them The Manchester United Transfer Story - promote the headline grabbing story that will attract readers. Martin wrote a book last week 10,000 words, loads of illustration, for the centenary of a design company. He loved it. The research. Listening to people who have worked there. He enjoys getting the tone of voice. So Martin is a ghostwriter in waiting. The designer in question designed Welwyn Garden City? [a cemetery with light?] Copywriting versus Journalism So much comes down to clients. It's about establishing trust. Client: leverage their satisfaction. What fails has Martin observed? how often do you go on a website and YOU HAVE NO IDEA WHAT THEY DO and the benefit they bring to you. absolutely critical we are, we do - rare do they use YOU heres how we are positioned to solve your problem Martin would love it if everybody used the word YOU. LeBoo - Getting the Message Across The first word on his website is You've... Focus on benefits All his networking group sell 'peace of mind'. Mortgage, IT support, copywriting = peace of mind. Ease that burden.
	30 Nov 2018	#149 Kevin Appleby – Linked Professionally	00:41:12
Are You Linked Professionally? Linked Professionally is a new networking phenomenon. Kevin Appleby, co-host of The Next 100 Days podcast has launched a new service called Linked Professionally. Go to www.LinkedProfessionally.com In Episode 114 we talked to Ian Denny. He talked about making posts travel so they reach a larger audience. Building on Ian's advice, since then, we have been promoting the podcast. Since April 2018, we have DOUBLED the number of downloads. Before then, we used Twitter, but their change in banning repeat tweets we focused on LinkedIN. LinkedIn Groups Kevin researched two groups. Ian Denny has a LinkedIn networking group, called Online40, which Kevin used to start. He also used another LinkedIn group. he analysed what each was doing. The two groups were doing similar things. Everyone was working together to promote each others posts, the rules the two groups had were quite different. Neither of them fitted in with what we needed to promote the show. So Kevin took the best of both and created our own group. Linked Professionally was created It has taken a little while to get a core group of people together. in the group at the moment are: people we know people who have been guests on the show early adopters out of The Next 100 Days Podcast Facebook group The group is quite active. With pilot members. How it works Linked Professionally works by all members agreeing that they want to post on LinkedIn. Everyone wants to get our own posts in front of as many people as is possible. Members undertake to make a post on LinkedIn at least once a week. Everybody else undertakes to support those posts by LIKING the post and COMMENTING on the post. It's more than that The group has emerged as a very strong networking group too. We are getting to know each other better. Co-ordination of the posts happens through WHATS APP. The group is allowing others to understand more about the businesses of other group members. It is similar to turning up to physical networking groups like BNI etc. Where you give your spiel, and get to know others. It is about the others PROMOTING YOU. What happens? As you like and comment, your post starts to be shown to lots of other people. It gets shown to a lot of your first degree contacts. But, it also starts to be shown to second degree contacts. As you like and comment, this is seen by some of the comment provider's connections. It really works. The Podcast has benefitted Once Twitter decide recurring posts were no longer permissible on their platform, we turned to LinkedIn. We had loads of content that was circulated, time after time at different times. The repetition was all about gaming Twitter to get the tweets to more people at different times. To attract people to the show. With 100 plus episodes, there was a lot of content to share. However, we were not getting new listeners. Following the move to LinkedIn, we have doubled downloads in 6 months. Our downloads in October 2018 was the best month we have ever had on the show. And by a significant percentage too! Growth Also Overlapped with Adoption of Zoom We have taken advantage of using VIDEO CLIPS in publicity posts on LinkedIn. A 30 second video clip works really well on LinkedIn. Like this one... http://thenext100days.org/wp-content/uploads/2018/10/Nobel-Prize-for-Kevin-and-Graham.mp4 Here's Adam Taub enthusing about Graham and Kevin's scientific skills! We also discussed the 30-second video clip with Maureen Kane on the podcast too. So which is it? LinkedIn or the effect of Zoom? Short answer is both. We have the video to publicise the show with. But the LinkedIn Group makes our publicity posts travel way further! We are creating better content and it is being seen by more people. Anecdotally, people say they have SEEN the show. The show is, of course, AUDIO. People don't want to be sold to on LinkedIn
	07 Dec 2018	#150 Nick Dimmock Renewables Investing	00:54:26
Renewables Investing with Nick Dimmock Within 10 years more than half your portfolios will have featured renewables investing. On our 150th Episode, we have Nick Dimmock from 350 PPM as our guest. He is an expert in renewables investing. But first... An Announcement An announcement was made at the beginning of the Podcast. Graham has become a Granddad! His son Luke's wife LeAnn gave birth to Eliza on Monday 12th November in Halifax, West Yorkshire. Now back to the show! Thinking about Eliza, it rather makes the appearance of the guest we had co-incidentally lined up - Nick Dimmock - even more relevant. That's because Nick runs 350 PPM. What does 350PPM mean? You could argue if you don't know, you don't get it. 350 PPM stands for 350 parts per million. It's a proclamation. To reduce the amount of CO2 to 350 parts per million. That's the HIGHEST level of CO2 to promote a stable climate. But it's getting worse... Currently, we are at 410 PPM. That is why we are getting all this strange weather. More greenhouse gas in the atmosphere absorbs more heat from the Sun. Every day the Sun blasts us with huge amounts of energy. You wouldn't believe. The Sun provides enough energy in an hour for all of our needs for a whole year. Therefore a relatively small change in the level of CO2 and greenhouse gases, means that the earth absorbs more energy, that manifests itself often as heat. As a result we get this strange inclement weather. More rain. More storms. This ultimately will lead to rising sea levels. So is President Trump Correct - there is no global warming? Nick points to the 100,000 scientists in the world who's jobs are to prove within the 99% level of probability that climate change is man-made, versus a man without a degree. Make your own mind up. And the growth in PPM is 3-5 per year. We really don't want to wait a generation to bloody wake up, do we? By then Trump will be long gone and Eliza hopefully will be in her mid-twenties. She and all children deserve a future worth living. Here's what he said in a 60 Minutes interview in October 2018. "It might change back" http://thenext100days.org/wp-content/uploads/2018/11/Trump-Climate-Change.mp4 Copyright CBS Why President Trump Will Like 350 PMM One word. CAPITALIST. The environmental sector is no longer the preserve of eco-warriors from the 1970s and venture philanthropists, it is actually the best sector to invest in for the the coming 20-30 years. The Kyoto Protocol was the first global treaty in 2007. Nick could not believe how much money early investors were making from environmental projects off the back of Kyoto. He'd completed an MBA and got a job on the Emissions Desk at Tullett Prebon Super Normal Profits He was amazed with the ability for companies and accreditors to make super normal profits. In 2012, the Protocol blew out, countries could not agree a successor to the Kyoto Protocol. But, another treaty was on its way. It will be a dystopian world if we keep going in the same direction. The effects of NOT DEALING with the problem will be catastrophic. Capitalist. The Paris Agreement was signed April 2016. Once again. There are super natural profits to be made. Because the world has determined this is the right approach, regardless of the President's view. Why the UK is in a good position We have a strong legal system. Trust out in the developing world We are in a very good position to capitalise from renewables investing. If we don't take action it is likely the word will lose up to 20% of its GDP. Capitalist. There is money to be made. An Environmental Revolution We need to re-tool ALL of the energy generation systems. Around the world. And move from FOSSIL FUELS to renewables. The next step is to incentivise ENERGY EFFICIENCY in all of our homes through insulations. Nick mentioned ECO1. Nano-insulation Combined, the market is comfortably over 10 million...

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The Next 100 Days Podcast (Kevin Appleby & Graham Arrowsmith)

Explorez tous les épisodes de The Next 100 Days Podcast

Summary of the Podcast

Introductions and background

Mindfulness and presence

Ascendency Action System

Outcomes and impact

The Next 100 Days Podcast Co-Hosts

Graham Arrowsmith

Kevin Appleby

Summary of the Podcast

Fractional CFO services overview

Hiring and managing fractional CFOs

The role of AI in finance

The fractional CFO market opportunity

Recap and next steps

The Next 100 Days Podcast Co-Hosts

Graham Arrowsmith

Kevin Appleby

Summary of the Podcast

Introductions and small talk

Christy's content marketing agency background

Unique challenges of healthcare content

The role of AI and technology

Christy's purpose and leadership approach

The Next 100 Days Podcast Co-Hosts

Graham Arrowsmith

Kevin Appleby

Summary of the Podcast

Introduction to The Silent Disco Company

Versatility of Silent Disco

Innovation and Competitive Landscape

Scaling the Silent Disco Business

The Next 100 Days Podcast Co-Hosts

Graham Arrowsmith

Kevin Appleby

Summary of the Podcast

Balancing compliance and advisory services

Expanding services beyond accountancy

Rohit's podcast and entrepreneurship focus

Exploring AI and technology integration

The Next 100 Days Podcast Co-Hosts

Graham Arrowsmith

Kevin Appleby

Summary of the Podcast

Introductions and casual conversation

Stevie Ward's rugby and personal journey

Stevie's work as a speaker and coach

Reflections on the Conversation

The Next 100 Days Podcast Co-Hosts

Graham Arrowsmith

Kevin Appleby

Summary of Podcast

Introductions and book announcement

Defining confidence and imposter syndrome

Challenging beliefs and finding courage

Enjoying the journey and finding inner peace

Reflecting on the podcast journey

The Next 100 Days Podcast Co-Hosts

Graham Arrowsmith

Kevin Appleby

Summary of Podcast

Key Takeaways

India Trip Observations

MeclabsAI Capabilities

Business Applications

Technical Aspects

The Next 100 Days Podcast Co-Hosts

Graham Arrowsmith

Summary of the Podcast

Casual conversation and introductions

Discussing AI bias and inclusivity

Democratising AI development

Protecting against AI-driven job disruption

Opportunities in vertical farming and data infrastructure

Recap and closing

The Next 100 Days Podcast Co-Hosts

Graham Arrowsmith

Kevin Appleby

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