More Cheese Less Whiskers – Details, episodes & analysis

Today, on the More Cheese Less Whiskers podcast, we're talking with Carlos Garrido, a former investment banker turned sales trainer, about his unique career journey and the power of selling. 

He shares his experiences navigating cultural accents in business, outlining how a northern English accent benefited his role in American sales environments while American accents in the UK gained new prestige over time.

Carlos runs a high-performing sales training program, and we talked about separating 'lead getting' from 'lead convering' and the sometimes lengthy process that can frustrate some sales teams. Carlos shares his experience working with business owners without robust sales skills and the challenge of natural salespeople, and we talk about finding the right mix of high-value, high-volume opportunities.

This is a really fun conversation with lots of takeaways.

Summary: 

1. Carlos, shares his journey from an investment banker to a successful sales trainer, discussing the advantages of a northern English accent in the American sales environment.
2. He explains his process of settling in Miami, learning Spanish, and the role of language in sales.
3. He delves into the significance of lead conversion in any successful sales strategy.
4. We discuss how some business owners and leaders generate revenue without strong sales skills, indicating the challenge of managing natural salespeople.
5. They explore the 'before' and 'during' units of the sales process, providing insights into lead management and conversion.
6. The conversation shifts to business scaling and selecting a target market, emphasizing the economic relationship between business owners and customers.
7. Carlos shares his views on the differences between a self-serve environment and a membership program, and the complexities of pricing services at different points.
8. They discuss the power of market targeting, highlighting the potential it holds in high volume and low ticket strategies.
9. The podcast examines the impact of accent on sales success, especially the benefits of a pleasing northern English accent in the American market.
10. Carlos reflects on the challenges and rewards of his sales training journey, emphasizing the impact of sales skills on an individual's financial independence.

Show Links:
Show Notes
Roost Real Estate
ProfitActivatorScore.com
BreakthroughDNA.com
90MinuteBooks.com

Today, on the More Cheese Less Whiskers podcast, I want to share an episode of the Listing Agent Lifestyle show I just recorded with my good friend Chris McAllister.

This is a great episode discussing the evolving role of real estate brokers, and I want to share it here because although we're talking about real estate, the real message is how to adapt and provide value in a changing world.

We explore how the rise of technology, particularly sites like Zillow, has transformed how clients access information and the value brokers provide. Chris traces the evolution of brokerage models from Remax to Keller Williams, and we debate the sustainability of the hundred percent commission shop model.

So, whether you're an industry professional, interested in real estate trends, or in any other business impacted by tech, this discussion offers some really interesting insights.

Summary:

1. This episode highlights the transformation of the real estate industry, particularly the evolving role of brokers, the impact of technology, and the value proposition of brokers in the age of digital platforms like Zillow.
2. We discuss the evolution of brokerage models, from Remax to Keller Williams, emphasizing the current shift towards hundred percent shop models and its sustainability.
3. Dean emphasizes the increasing importance of the shelter business and how brokers must adapt and reinvent themselves to remain relevant in this changing landscape.
4.  We speak about the bifurcated real estate market landscape, highlighting transactions that are either very simple or require significant expertise.
5.  Chris emphasizes the continuing importance of strong client relationships in real estate, even in an era of increasing digital automation.
6.  We discuss strategies for creating a market-making culture, leveraging social media for Immediate Open Houses, and maintaining consistent communication with buyers.
7.  Emphasis is placed on the importance of setting clear expectations for agents and the benefits of having an experienced partner to navigate the market.
8.  We touch on the transformative power of technology in the real estate industry, including how platforms like Zillow have democratized information.
9.  Dean and Chris argue that while technology has streamlined certain aspects of real estate transactions, the need for skilled professionals to guide and negotiate complex deals remains essential.
10. We end the episode with a discussion on the importance of building the right team in real estate and the value of having experienced partners to help navigate the market.

Show Links:
Show Notes
Roost Real Estate
ProfitActivatorScore.com
BreakthroughDNA.com
90MinuteBooks.com

Today on the More Cheese Less Whiskers podcast, I’m talking to Bill Storm about his journey from creative real estate finance to coaching entrepreneurs and how storytelling has played a crucial role in his success.

We talk about the steps to create a sales process and get your message out to the right people, how Bill has scaled his own business and focuses on the front end to book more appointments and the importance of turning invisible prospects into visible ones.

This is a great episode, and we wrapped up exploring the metrics he uses and the strategies he has in place to sustain everything.

Show Links:
Show Notes
ProfitActivatorScore.com
BreakthroughDNA.com

Today on the More Cheese Less Whiskers podcast, we have a real treat. We're going to be talking with Shaqir Hussyin from London, and Shaqir has a really great business helping people build online businesses.

I first met him at a Breakthrough Blueprint event I did in London, maybe four years ago now, and we had a really great conversation about who he wants to be a hero to.

This is a conversation I've been having with Dan Sullivan recently, and the subject of his new book also called Who Do You Want To Be a Hero To?

It's one of the most profound books I've ever read, and we're going to have a lot of discussions about it on future episodes here.

In the meantime, Shaqir's situation is a really good jumping-off point to talk about it.

I think you're going to enjoy this episode.

Show Links:
Show Transcript
ProfitActivatorScore.com

Want to be a guest on the show? Simply follow the 'Be a Guest' link on the left & I'll be in touch.

Download a free copy of the Breakthrough DNA book all about the 8 Profit Activators we talk about here on More Cheese, Less Whiskers...

Today on the More Cheese Less Whiskers podcast, we're talking with Adam Curran, a financial advisor who owns a nice financial advisory firm in Charleston, South Carolina.

They have a really unique way of generating business using a radio show. He's syndicated on a lot of different radio stations, and we ran through all of the numbers about how the economics of something like that work.

We dissected the roles each part of this strategy is playing; using books as a lead generator, and the purpose of a podcast or a radio show as a distribution channel and lead conversion tool. We had a really great conversation, and there's a lot of potential in this idea, and a lot of opportunity for Adam to really capitalize on the tremendous and profitable foundation he's built.

Show Links:
Show Transcript
ProfitActivatorScore.com

Want to be a guest on the show? Simply follow the 'Be a Guest' link on the left & I'll be in touch.

Download a free copy of the Breakthrough DNA book all about the 8 Profit Activators we talk about here on More Cheese, Less Whiskers...

Today on the More Cheese Less Whiskers podcast, I've just arrived in London, I'm at the Shangri La hotel at The Shard, the view is spectacular by the way, and we're talking with Mark Schreiber.

Mark has a company that provides market data about higher education institutions, so people looking for this information, people who are creating things like higher education software and need program and contact details for the leaders of these institutions, can find the right schools, and people to talk to.

We had a great conversation about the transition from being a legacy directory where, years ago, it was a big, physical directory, a kind of Who's Who, to what it needs to be today as times change.

When you think about it in terms of the 8-Profit Activators, what they're really doing is providing the 'Target Market' research for people. They have the market data about the institutions that can help people select their target market, and pick the right people to be in front of.

There is so much opportunity here, and you're going to enjoy how we think about this one.

Show Links:
Show Transcript
ProfitActivatorScore.com

Want to be a guest on the show? Simply follow the 'Be a Guest' link on the left & I'll be in touch.

Download a free copy of the Breakthrough DNA book all about the 8 Profit Activators we talk about here on More Cheese, Less Whiskers...

Today on the More Cheese Less Whiskers podcast we're talking with Louis Sauer about his really neat golf practice facility.

Now what I want you to notice about this conversation is what I'm always looking for when we're doing episodes... and that's what is the underlying business model?

When you look at today's show, what Louis has is a situation similar to a hotel business. If you think about it, he has available spots in the practice bays at his facility, and if they're not taken, they perish. Just like a hotel room, or a seat on an airplane, or a table in a restaurant… any of those things where you've got an opportunity to have full capacity.

In all these cases, you start to think about how high is high. If I was full all the time, what are we faced with here? What is the potential?

The challenges and opportunities become, how do we maximize this? How do we get as many people as possible to experience it at least once, so we can keep the people who really like what they experienced?

Show Links:
Show Transcript
ProfitActivatorScore.com

Want to be a guest on the show? Simply follow the 'Be a Guest' link on the left & I'll be in touch.

Download a free copy of the Breakthrough DNA book all about the 8 Profit Activators we talk about here on More Cheese, Less Whiskers...

Today we have a very special simulcast episode of the Listing Agent Lifestyle, and More Cheese Less Whiskers podcasts.

Now, if you've been listening for any time, you know my two favorite things in life are marketing and real estate, and I love it when those paths cross.

Today is one of those days because we've got a special guest, Michelle Garcia, from Coeur d'Alene, Idaho, and Michelle is a realtor looking to build systems around cracking into the luxury market in Coeur d'Alene.

She's had some success. She listened to the I Love Marketing podcast and learn some strategies that she started applying in her business. She put together a relocation guide and started finding all these buyers who are looking for homes in Coeur d'Alene.

She realized the reason she's getting all these buyers was because that's who she was attracting with her guide, so start thinking about how to apply marketing to get what she really wants… listings… and maybe she could do the same thing.

So that's where we started our conversation, and I think you're really going to enjoy where this leads.

Show Links:
Show Transcript
ProfitActivatorScore.com

Want to be a guest on the show? Simply follow the 'Be a Guest' link on the left & I'll be in touch.

Download a free copy of the Breakthrough DNA book all about the 8 Profit Activators we talk about here on More Cheese, Less Whiskers...

Today on the More Cheese Less Whiskers podcast we're talking with Brian Diaz from Long Island, and Brian is a mortgage broker with a great target audience of working with first-time buyers, who are Spanish speaking, and who live in Long Island or the areas right around there.

Brian's building relationships with real estate agents he can collaborate with to help these clients get homes using grant programs, and it's a really great, well thought out system, and you're not going to believe some of the numbers, the lead costs he's getting because it's such an on-target campaign.

This is what happens when you are really specific and compelling in your messaging with your audience, and we talked about the longevity of this approach and the real value of being in it for the long term.

We had a great conversation, and you're really going to enjoy it.

Show Links:
Show Transcript
ProfitActivatorScore.com

Want to be a guest on the show? Simply follow the 'Be a Guest' link on the left & I'll be in touch.

Download a free copy of the Breakthrough DNA book all about the 8 Profit Activators we talk about here on More Cheese, Less Whiskers...

Today on the More Cheese Less Whiskers podcast we're talking with Dillon Hill & Clay Stevens from Sacramento, California, and they have a really great story.

They started out doing something to support a friend who was diagnosed with cancer. They helped him complete as many ‘bucket list’ items as they could, they documented their journey, and that really got a lot of traction out in the world.

Now they are trying to help other people with cancer, knock things off their bucket lists.

We were trying to figure out how to model their first success, how to set something so that they can do it full time, and during the call we actually texted my friend Nick Nanton, who's an 11 times Emmy winning movie documentary producer, director, who jumped on the call with us to do some brainstorming.

So this is a little longer episode than we normally have, but I think that you'll get a lot out of the conversation that will guide how to really think about setting up something new, so that you get a context and a structure that’s sustainable.

Show Links:
Show Transcript
ProfitActivatorScore.com
OneListOneLife.com 

Want to be a guest on the show? Simply follow the 'Be a Guest' link on the left & I'll be in touch.

Download a free copy of the Breakthrough DNA book all about the 8 Profit Activators we talk about here on More Cheese, Less Whiskers...