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Sell Your Ideas With or Without A Patent by Stephen Key TEL 214
 
17:00
A summary of things you should know about Sell Your Ideas With or Without a Patent according to Stephen Key: Introduction In this episode bestselling author Stephen Key reveals his insights on his book, Sell Your Ideas With or Without a Patent, where he shares his secrets to making profits of product ideas. In his book Key reveals many stories, tactics, and tips on how to effectively protect an invention idea in order to earn royalties from it in the future. The goal of the book is to teach you how to fill out a patent application for the USPTO, save large amounts of money on the legal expenses that come with patenting, find an excellent patent attorney, and win over a licensing contract. This book is perfect for entrepreneurs who have innovative mindsets and want to know the inside secrets of making money off new inventions with or without patents. The Book’s Unique Quality (4:34) A book like this has never been written anywhere, ever because it’s from the business perspective, not the legal perspective. The Best Way To Engage (7:32) This book is written in such a way that if you have a simple idea you can read a few chapters and be ready to start immediately. And then I go in from a different perspective if you have a big idea and show you what exactly you need to do. The Reader’s Takeaway (12:11) You can do this and do it with confidence! A Deep Dive Into The Book (9:11) This book is for the listeners that have ideas but not sure what to do with it in fear that someone else might take it. If you dig into this book you will learn to understand how to use the tools provided and they are very inexpensive but you’ll learn how to write this information down that has value in that perceived ownership. This book is written in such a way that it gives you ownership. You will find throughout this book that it is a very technical book but it’s very easy to read and understand. I took a topic that was complicated and I brought it down to a level that anybody can understand and be able to use these tools that are provided for us. So this book strips away the fear, it shows you how to take a small idea for $65 and have that perceived ownership. It talks about how to structure a licensing agreement even if you don’t have any ownership. It’s time for us to take advantage of our size, to be quick, to be small, to be smart, and take these tools that the USPTO provide anyone in the world, to play the largest game in the world. But you have to understand how to leverage those tools and that’s why this book is very different. NOTE: That was just a summary. To get the full deep dive, play the audio clip at 09:11 Notable Quotes From The Book (12:45) “There is no such thing as ownership, it’s only perceived ownership.” – Stephen Key The Credibility/Inspiration Of The Author (1:21) I have been bringing my simple ideas to market and collecting royalties for each and every one that is sold. I am here to show you how to save money and protect those ideas when you bring them to market. A few years ago I was in federal court suing a small toy company Legos which took three years and through that whole process I realized that we never really own anything, even if we have patents. We have this fear that we have to have patents to go forward with our ideas and that’s just not true. This book was written from a business perspective about how to take our ideas, bring them to market, and use the tools from the USPTO to our advantage. Other Books Recommended By The Author (13:47) The Obstacle Is The Way by Ryan Holiday
Scaling Up by Verne Harnish TEL 124
 
19:59
In this episode Verne Harnish takes a deep dive into his book, Scaling Up where he shares practical tools and techniques for building an industry-dominating business. In his book, Harnish focuses on 4 major decision areas that every company must get right and provides you with a series of one-page tools such as the One-Page Strategic Plan and Rockefeller Habits Checklist. The goal of the book is to help you create a company where the team is engaged, the customers are doing your marketing, and everyone is making money. This book is perfect for entrepreneurs and other business leaders who are looking for a strategic reference guide to help navigate the difficulties that come with scaling a business. The Book’s Unique Quality (3:36) This book is really practical and we get right to the point. The Best Way To Engage (4:17) It’s divided into four different sections so you can jump into whatever section fits you best. In the very beginning we wrote a summary that can be read in 20 minutes so that the reader can get an idea of what section they want to go to first. The Reader’s Takeaway (13:44) No one has ever achieved peak performance without a coach. A Deep Dive Into The Book (4:57) We start with a chapter called The Barriers and there are three barriers that we have discovered that are common after working with 40 thousand plus companies over 32 years. Very simply it’s the development of the next levels of leadership, if you don’t get some people helping you than you will be stuck as that home base business. We have a hard enough time as entrepreneurs getting our functions running well but the reality is most of our real work cuts across those functions. There are a handful of processes that drive a company and most entrepreneurs don’t focus on it. They don’t focus on how to scale up their processes and infrastructure to handle more customers, more employees, and more people. The third barrier is of all the functions the one that tends to be the bottleneck is the marketing function and it needs to be separate from sales. A lot of our companies are stuck because they just can’t hire enough of the right people to take care of business. Given those three barriers we then add these four decisions that you absolutely have to get right. The four decisions are people, strategy, execution, and cash. And we created a set of one page tools to help you with that. We have a 40 question assessment that entrepreneurs can take to figure out where to start. And then we end the whole thing with next steps and the five very concrete things a CEO and their leadership team must do next if they are going to get the organization unstuck. Notable Quotes From The Book (15:16) When you’re faced with any opportunity or challenge “your first question should always be a who question.” – Jim Collins The Credibility/Inspiration Of The Author (1:07) I founded a group called The Entrepreneurs Organization which is worldwide today, about 11,000 members. I started an executive program that we hosted at MIT and I ran it for 15 years and am still teaching it. From there I launched a company called Gazelles in 97. I am enjoying life with my wife and four children in Barcelona, Spain. It was after 12 years of having my book, Mastering The Rockefeller Habits, out there. With about 40,000 companies using our one page strategic plan, we learned a few tricks so this was a chance to bring it all together in a book. Other Books Recommended By The Author (16:34) Magic Of Thinking Big by David Schwartz Great by Choice by Jim Collins How to Win at the Sport of Business by Mark Cuban
Third Circle Theory TEL 55
 
18:21
We take a deep dive into Pejmans book, Third Circle Theory.
The Trusted Advisor by Robert Galford TEL 131
 
15:24
In this episode Robert Galford takes a deep dive into his book, The Trusted Advisor, where he, David Maister, and Charles Green give you the ultimate tool for all consultants, negotiators, and advisors. In their book, Galford and team share a practical, five crucial steps you need for developing, managing and improving client confidence. The goal of the book is to teach you the fundamentals of professional service management and customer relations helping you become one of the most trusted advisors in business while improving your ability to influence clients. This book is perfect for entrepreneurs seeking business partnerships or professionals in the consulting field who are both hoping to improve their interpersonal communication and negotiation skills. The Book’s Unique Quality (3:03) When we started to look at this topic there were a lot of books out there on pure selling but we wanted to take it to a different higher level. We explain the key things that will make you a more trusted advisor to clients and customers. The Best Way To Engage (4:08) There are a couple of key concepts in the book and you can dive in where needed. The Reader’s Takeaway (9:41) It would certainly be naming it and claiming it and there are three factors there. One is acknowledging the difficulty of raising the issue. The second is to expect some responsibility for raising it and sometimes you even have to apologize. The differentiator of trust is how to get people to tell the truth even when the topics are not easy. A Deep Dive Into The Book (4:28) The fundamental element of the book is to be able to jump in and ask people where they in the four elements of trust, credibility, reliability, intimacy or reduced by the other persons perception of yourself interest. From there we introduce the five skills that we identified as the people who are real trust builders. They have an ability to engage people, to listen to people and what they say, they have an ability to frame issues in a meaningful way, and help people envision what might be, and lastly they have the ability to get people to actually do what they know they should be doing. We then introduce the key tools that great trust builders have. They are things like making sure that you have a level of a connection with someone. And we talk about the contact contract and keeping to a schedule. The most important tool that I would point to is where relationships and trust is built and we refer to that as naming it and claiming it. And that’s how to address particularly difficult or uncomfortable situations that might arise or have arisen. Notable Quotes From The Book “There are no win, lose relationships or lose, win relationships. There are only either win win relationships or lose lose relationships. If you can’t establish that mutually acceptable relationship you got to move on” – Robert Galford The Credibility/Inspiration Of The Author (0:58) I am one of the co-authors of The Trusted Advisor along with The Trusted Leader and Your Leadership Legacy. I spend my time writing, teaching, consulting, and advising on topics of trust and trust related elements for people who are running businesses at senior levels. Our inspiration was very much the fact that we saw a lot of people who were very good at what they did in their jobs, companies, and professions. But we wanted to know what differentiated the ones who were truly successful. What made the difference for someone who was not just a lawyer but a great lawyer? We found that it wasn’t about their competence in their task or their role; it was about their ability to build trust with their clients and their customers. Other Books Recommended By The Author (12:08) The Origins of Virtue by Matt Ridley
Get Rich With Dividends by Marc Lichtenfeld TEL 179
 
20:34
Introduction In this episode Marc Lichtenfeld takes a deep dive into his book Get Rich with Dividends, where he shares his investing strategy for achieving double-digit returns. In his book Lichtenfeld provides a systematic approach to finding stocks with high returns, structuring your investments for better financial security, and setting up your investments with little maintenance. The goal of the book is to help you achieve double-digit returns annually, become worry-free about your investments, and increase your returns even when the market is low. This book is perfect for entrepreneurs who are interested in dividend investing, but are searching for low risk investments that require very little maintenance. The Book’s Unique Quality (4:10) This book was really written for novice to medium level investors. If you are a very active investor and an expert in it, it will certainly open your eyes to some new ideas but it’s really written for the person that doesn’t have a lot of time. It gives you actionable items that people can take in order to setup portfolios that will keep up with and beat inflammation over the long-term. The Best Way To Engage (6:03) If you have the basic understanding of what dividends are and why they are important than you can start in the middle of the book where I talk about how to go over a portfolio and how to setup the system. The first part of the book is a basic understanding of dividends, landscaping, and how it all works. The Reader’s Takeaway (13:24) It would be that if you invest in these stocks for the long-term using this strategy you are going to get to where you want to be financially. It’s not just a theory but rather a system that works. A Deep Dive Into The Book (7:50) In the beginning of the book we start off talking about all you need to know about dividends. I talk about how much these stocks have outperformed over history. You are taking a long-term look at the stock market so it’s not just 10 to 15 years but really looking back over almost 100 years. I give example stories of companies that have raised their dividend every single year no matter what is going on. I also talk about how boring dividends can be but how they do consistently outperform the market year after year because they are increasing the dividend. I talk about the system and the portfolio, how to setup, the kinds of stocks we are looking for, what the variables are for these stocks. You will know how to look at the market and different variables and find out if that particular stock will qualify for that system. Towards the end of the book I go into other topics like dividends reinvestment plans and how you can do it directly through the company, foreign stocks, and taxes. I also have a glossary for anybody who isn’t too familiar with investing. But Like I said it’s written for novice to medium level investors so it’s not going to be too difficult even if you have very little experience in investing. NOTE: That was just a summary. To get the full deep dive, play the audio clip at 07:50 Notable Quotes From The Book (15:17) “A bear market can be your best friend.” – Marc Lichtenfeld The Credibility/Inspiration Of The Author (0:32) I am the Chief Income Strategist at The Oxford Club and the Editor of The Oxford Income Letter. I am a former Wall Street Analyst, left the dark side and came over to work with subscribers and individual investors rather than Wall Street. There were a few; one of them was the great reception in 2008-2009 and seeing people get hurt so badly in the markets. They were getting out at the wrong time and not getting back in at the right time. I wanted to help investors find a way that they could sleep at night even during difficult market periods and continue to make money. I also wanted to create a system where not only could they invest well but also find a way to ensure that their lifestyle that they worked so hard for does not deteriorate due to inflation. Other Books Recommended By The Author (18:06) Contrarian Investment Strategies by David Dreman
The Self Made Billionaire Effect by John Sviokla TEL 219
 
12:42
A summary of things you should know about The Self-Made Billionaire Effect according to John Sviokla: Introduction In this episode John Sviokla gives an in-depth summary of his and Mitch Cohens’ book, The Self-Made Billionaire Effect, where they discuss how extreme producers create massive value. In their book Sviokla and Cohen provide extensive research drawn from interviews with some of the most successful billionaires in order to debunk the perceptions people have of high producing entrepreneurs. The goal of the book is to teach you habits designed to improve your business value, how to start thinking like a billionaire, and how to be highly valuable to your employees. This book is perfect for entrepreneurs that set very high expectations when it comes to business goals and are looking for solid ways to provide massive value when it comes to building a business. The Book’s Unique Quality (2:00) This book is the first ever systematic study of a self-made billionaire. The Best Way To Engage (2:47) It’s really a book you can jump in and jump out of. The introduction of the book tells you that these people are not who you think they are. 80% of them made their money in highly competitive contested markets. The Reader’s Takeaway (10:11) The one thing I would say is to follow your curiosity about an opportunity area and don’t separate thinking from doing. If you want to pursue it, pursue it yourself. A Deep Dive Into The Book (3:51) The core notion that the book talks about is underneath every billion dollar opportunity what you will see is what we call a Producer or a Producer Performer Pair. A Producer is the kind of person that knows how to design a business from scratch and to get all those design variables and land them well. That’s true whether these people are doing it in pizza, coffee, or high-tech. As I mentioned before these people are not who you think, they come from all walks of life. Then we look at what makes these billionaires distinctive and what we found were these Five Habits of Mind. The Five Habits of Mind are inventive execution, epithetic imagination, a relative view of risk, patient urgency, and producer performer pairing. For example epithetic imagination is a combination of understanding where markets going as well as a rational understanding of what the economic opportunity might be. Throughout the book I give you a deep definition of each of the Five Habits of Mind and pair them with stories to help the reader get a visual of how each one works. NOTE: That was just a summary. To get the full deep dive, play the audio clip at 03:51 Notable Quotes From The Book (10:55) “The universe is a fight between habit and novelty and novelty is winning.” Terence McKenna The Credibility/Inspiration Of The Author (0:27) I am a partner in the PwC consulting division and I hit up our Thought Leadership. I have been there for about four years and about a dozen years before that I was a consultant at a company called Diamond. And for a dozen years before that I was a professor at Harvard Business School in the area of technology strategy in innovation. The inspiration was I was talking to my co-author Mitch Cohen and PwC is really about helping our clients create value and I told Mitch that we should study the people who created the most value on the planet. We took the self-made billionaires and made a book of all the things people could learn from their success. Other Books Recommended By The Author (11:44) Life Unlocked by Srinivasan S. Pillay
The Energy Bus by Jon Gordon TEL 138
 
12:44
In this episode bestselling author Jon Gordon reveals all his insights on his book, The Energy Bus, where he shares 10 rules to fuel your life, work, and team with positive energy. In his book Gordon reveals 10 secrets for approaching life and work with the kind of positive, forward thinking that leads to true accomplishment. The goal of the book is to help you overcome negativity, build trust with others, improve your enthusiasm, and stop holding grudges in order to bring out the best in yourself. This book is perfect for entrepreneurs who have a hard time accepting the everyday challenges that come with life and are searching for a way to eliminate negativity from their lives. The Book’s Unique Quality (4:18) I think the fact that’s it’s a fable and it was one of those first books to really talk about the importance of positivity and overcoming negative energy. The Best Way To Engage (5:16) A lot of people read it from front to back within a day or two. And then after you read it you will find an action plan in the back of the book. The Reader’s Takeaway (7:16) In the book I tell you about the man who goes to a village to speak to the wise man and he says to the wise man that he feels like there are two dogs inside of him. He has a positive and generous dog but also a mean spirited angry negative dog. These dogs fight all the time and he doesn’t know who is going to win. The wise man tells him that the dog that will win will be the one he feeds the most, so feed the positive dog. A Deep Dive Into The Book (6:01) The Energy Bus is 10 rules for the ride of your life. It’s about a guy name George who is miserable and negative, his team at work is in disarray and he has problems at home. He wakes up Monday morning with a flat tire and he has this important meeting to get to so he ends up having to take the bus to work. George gets on the bus and meets Joy the bus driver who calls him Sugar and shows him 10 rules for the ride of his life. These 10 rules not only help him become a more positive leader but a better father and a better husband. George learns these 10 rules and then applies them to his business, life and work. NOTE: That was just a summary. To get the full deep dive, play the audio clip at 6:01 Notable Quotes From The Book (8:44) “The goals in life is to live young, have fun, and arrive at our final destination as late as possible because the goal is to enjoy the ride.” – Jon Gordon The Credibility/Inspiration Of The Author (1:22) I am a writer and speaker, I consider myself a writer first. I love writing fables that inspire and encourage people. I am a husband and a father to two teenagers. I was walking, praying, and struggling in my own life and the idea just came to me. The idea of a bus driver who inspires their passengers to change their life and to become a better leader at work just came to me. And I wrote the book in about 3 and ½ weeks of pure inspiration. Other Books Recommended By The Author (10:07) Rich Dad Poor Dad by Robert Kiyosaki
Getting Results the Agile Way by J.D. Meier TEL 146
 
24:19
Introduction In this episode J.D. Meier takes a deep dive into his book, Getting Results the Agile Way, where he shares a simple, effective guide for achieving long-term and short-term personal goals. In his book Meier provides a very flexible, step-by-step time management system that offers you enough planning to get you going, but simple enough to change it up as need be. The goal of the book is to help you prepare your life from daily to yearly, find your true motivation, improve upon your productivity, and feed your energy with daily habits to move you forward every day. This book is perfect for entrepreneurs who sacrifice their personal life for their work life, constantly live with to-do lists, and are looking for a way to make their daily lives less stressful yet more meaningful. The Book’s Unique Quality (3:16) It’s a couple of things. I think that it’s the fact that it’s about simplicity; I really wanted to create a system that was easy to fall off but then very easy to get back on. I didn’t want people to feel intimidated by the system but I also wanted to be more than just a doing task kind of a system. I wanted it to be a system that focused on us as a person. The Best Way To Engage (4:32) This book is designed that you can read it all the way through but I also wanted it to be a really quick reference book. I know that people are starved for time and looking to get quick insights so I also made it so that you can dive in and just get the pieces that you need. The Reader’s Takeaway (19:10) If there is one thing to walk away with it’s the idea of thinking in three wins; thinking in terms of three win for your day, three wins for your week, three wins for your month, and three wins for your year. When you think about winning it adds the fun factor and brings you alive. A Deep Dive Into The Book (5:16) In the making of Getting Results the Agile Way the idea was to have it been more than just a book, I wanted to create a system for people and it’s a simple system. In the first part of the book it introduces you to the system in a very simple way by stepping into the values, the principles, and the practices. It’s about giving you the foundation so that when you look at it you are not trying to break yourself against the system. Instead what you are doing is learning how to tweak the system and make it work better for you. There are three key things upfront that the book lays out that are the big ideas which are the idea of the rule of three, the idea of hotspots, and the idea of a pattern that I call Monday Vision Daily Outcomes and Friday Reflection. I really focused on the idea that if you could get a day right, you could get a week right and if you could get a week right you could get a month right and if you can get that right you can get your year right. The idea of The Monday Vision Daily Outcome Reflection is meant to be very simple. It’s about focusing on what we could do with the time we’ve got, the energy we got, and the results that we want to accomplish. When you get to Friday you want to be able to list the three things that are going well and the three things that need to improve on. So that’s the system in a nutshell when you look at it from a week’s standpoint but I wanted to dig a little bit deeper. People can get that very simple frame but I wanted to help them design a day, design a week, design a month, and design a year. So when I designed the day the idea was that you don’t have to design your day every day, instead you have to look for the patterns. The idea in designed your day was to improve your startup routine, your shutdown routine, and find the better times in your day where you might be more productive or creative. In designing your week it was a similar idea but in this case we look at what we actually want out of that week and design accordingly. In designing your month we have a lot of opportunity for course correction so we need to step back and figure out what the three wins we want are and target those wins. I find that designing a month can be a really powerful way of getting a big block of time that ends up working in our favor. When it comes to designing the year I find that it helps to first step back and know the three wins that you want out of it. The whole middle part of the book is about becoming the whole architect of your life. It’s about what you want your days to look like, your weeks to look like, your months to look like, and your years to look like. Towards the end of the book it gets pretty hardcore and it’s more of a drill down. Now that you know what your want out of your days, weeks, months, and year, we drill down into some of the key results, patterns, and strategies, the things that we can do that help us spend our time more effectively. NOTE: That was just a summary. To get the full deep dive, play the audio clip at 05:16
6 Months To 6 Figures by Peter Voogd TEL 115
 
29:29
In this episode Peter Voogd shares his book, 6 Months To 6 Figures, where he reveals the exact strategies he’s used to go from dead broke to over 6 figures in 6 months in multiple industries. In his book, Voogd gives you real world, tactical strategies to maximize your income, get large projects done in less time, and create the perfect lifestyle for you. The goal of the book is to help you enjoy higher levels of fulfillment, more passion, increased energy, and constant achievement. This book is perfect for entrepreneurs who are tired of an inconsistent income, have low productivity, and don’t have enough time to get things done, but are serious about becoming successful. The Book’s Unique Quality (6:23) Everything is based on experience, results, and past succeed and failure. It’s the no sugarcoating way to get to where you want to be. And it’s real world tactical strategies from my 10 years of experience. I also have a real authentic and raw understanding of what it takes to motivate and inspire the millennials and leaders of today. The Reader’s Takeaway (21:53) You have to understand the power of focusing on mastery verses overload. Those who have more than three priorities really don’t have any. People are so overloaded with information and the second you become overwhelmed you seek distraction. The number one reason why most people don’t succeed is because they never have ever told themselves that now matters. A Deep Dive Into The Book (10:57) Since I already explained chapters one and two I will start with chapter three. Chapter three is the money mindset and what money really matters. So the big focus is getting in the right mindset to attract money and I go through eight very tactical strategies on how to make sure you’re maximizing your income in the most efficient, intentional, and effective way possible. From there I go to the actual six steps to six figures and I do a broad spectrum on my story and how I came about. The first must is absolute clarity. When I was broke and struggling I realized I need to get clear on who I was, who I wasn’t, what my strengths were and what I wanted. It’s easy to make decisions when you determine what your values are so I realized that I hated being broke and I knew I didn’t want to settle for a normal job or work for someone else. In this part of the book I walk the read through a 90 day challenge where they pick their goals for the month and they figure out the most top 10 compelling reasons to hit those goals. I also talk about the power of reverse engineering. This is where you figure out your ideal six month outcome. After you have absolute clarity, you got to increase your most important account which is your confidence account. Everybody has a confidence account inside them and based on that confidence account is what they’ve accomplished or haven’t accomplished. So I go through the biggest tactics and comprehensive tips on how to build your confidence. I talk about the biggest thing you can do to build your confidence is choose growth in the moment. The third aspect I talk about is shifting your circle of influence. I walk the reader through an activity I learned at a Tony Robbins business mastery event that made the whole event worthwhile. And I give away hundreds of thousands of dollar information in here. I also give the reader an outline e-mail on what you can send to millionaires and billionaires to reach out to and get a response. After you shift your confidence you then want to make sure that you have consistent energy and motivation. I go through energy tactics and how to maximize your energy and motivations. Those who don’t make time for exercise and energy will eventually have to make time for illness. I realized that no matter how successful you are, if you don’t have energy, you have nothing. Next is about peak performance secrets of the world’s greatest. I’ve studied peak performance for 10 years and I’ve put my best 10 tactics in this section on 10 game changing productivity strategies that you can use right away to really help your results. The next chapter is crafting your perfect result rituals. And what I’ve realized is the amount of stress people have in their life is in direct correlation to the lack of systems or rituals they have in place. So I literally go through how to create rituals to make sure you have topnotch habits. Lastly I talk about how to continually grow and how to make sure you’re becoming who you need to become to build a world class life. This is not just how to make six figures, it’s how to sustain it year after year and how to build a champion type world class life that is inspiring for others as well.
Crossing The Chasm by Geoffrey Moore TEL 156
 
14:19
Introduction In this episode Geoffrey Moore shares all his insights on his bestselling book, Crossing the Chasm, where he discusses his revised and updated expertise on marketing and selling disruptive products to mainstream customers. In his book Moore provides dozens of successful high-tech marketing examples, his in-depth research on technology adoption models for high-tech consumers, and many new marketing strategies that are specifically built for bring high-tech products to larger markets. The goal of the book is to help you master the Technology Adoption Life cycle and accelerate your marketing efforts. This book is perfect for entrepreneurs who are selling high-tech products that are new the market and need help broaden their marketing efforts to cover all segments of the Technology Adoption Life Cycle. The Book’s Unique Quality (3:35) Most of the books in high-tech marketing understood that there were early adopters but they hadn’t recognized that there was this chasm separating the early adopters from everybody else. And as a result they thought they could just transition across very smoothly but in fact we lost many high-tech startups to the chasm. The Best Way To Engage (4:08) I designed the book to be read from front to back. The Reader’s Takeaway (9:46) The notion that when you are crossing the chasm you have to show up with a complete solution. The only way that is really feasible is if you specialize in one particular use case. So it’s the idea of pick a single use case and make sure it’s one that’s very urgent and compelling. A Deep Dive Into The Book (5:01) The key thing of the first part of the book is that we use a framework called the Technology Adoption Life Cycle to help entrepreneurs understand how high-tech markets develop. The key idea that we insert into it is this chasm idea which is the early adopting market really aligns with the entrepreneur very voluntarily. And the chasm then separates them from the rest of the marketplace which is more skeptical and pragmatic. So the strategy for marketing high-tech changes dramatically when it’s time to cross the chasm. The last 2/3 of the book puts out a playbook and it’s organized around five key principles, there are five chapters in the playbook. The first chapter is when you cross the chasm you have to go initially to a very targeted niche market of people who have a very urgent and compelling use case for your new technology. The next thing you have to do is sit down and work through the target customer and the compelling reason to buy. That lets you go to the third chapter in this book which is called Symbol the Invasion Force. The idea here is to bring together the other partners in the ecosystem that are necessary to work with you in order to solve that use case that the target customer has. Once you have that then you can go to what we call Define the Battle which is the fourth of these chapters. And that is who is your competition and how are you positioned differently? The last one is launching the invasion which has to do with your distribution strategy and your pricing strategy and how to pull that together to make that work. NOTE: That was just a summary. To get the full deep dive, play the audio clip at 05:01 Notable Quotes From The Book (10:40) “First there is a mountain, then there is no mountain, then there is.” – Geoffrey Moore The Credibility/Inspiration Of The Author (1:21) I have an academic background originally; I was going to be a professor of English. But back in the 70’s I moved out to California, joined a high-tech firm, and been involved in tech marketing and high tech strategy since 1978. In the late 80’s I worked with a company called Regis McKenna and it gave me a chance to write this book which originally came out in 1990-1991.It’s about marketing and selling products to mainstream customers. It was that high-tech firms would have experience of having early success with a handful of customers who were very enthusiastic about their disruptive innovation and that would make them think that they were ready to pour on the gas. And it just felt like the marketing kept on collapsing underneath them every time and this happened often enough that we knew we needed to find a solution and tell others about it. Other Books Recommended By The Author (11:35) The Innovator’s Dilemma by Clayton Christensen The Regis Touch by Regis McKenna
The Now Habit by Neil Fiore TEL 137
 
34:27
In this episode Neil Fiore takes a deep dive into his book, The Now Habit, where he reveals all his insights on one of the most effective programs to combat procrastination. In his book Fiore offers a comprehensive plan and actionable strategies to help you lower your stress and increase your time to enjoy guilt-free play. The goal of the book is to help any busy person start tasks sooner and accomplish them more quickly, without the anxiety brought on by the negative habits of procrastination and perfectionism. This book is perfect for entrepreneurs who are struggling to get things done in a timely manner and are looking for an effective strategy to become more efficient when it comes to large projects. The Book’s Unique Quality (6:07) The other books come from what I call a puritanical view where you have to work harder and longer. My book works more strategically and psychologically in shifting around motivation and how to talk to yourself in a voice that is a voice of an affective but compassionate manager. The Best Way To Engage (7:56) You can jump in where needed. The Reader’s Takeaway (26:03) Focus your mind specifically on a time to start for about 5 to 15 minutes. This will replace the usual getting things done idea or I have to finish idea. A Deep Dive Into The Book (10:40) One of the reasons we procrastinate is that we have created a since of a burden that our life is just a long list of to-do’s. The typical way of trying to solve our problems in this society that we live in is to create greater pressure which only creates more rebellion. So one of the big psychological concepts here is that choice is a third place, it’s neither have to or want to. When you look at chapter one, Why We Procrastinate, you are probably going to identify yourself about having a long list of have-to-do’s and being unrealistic about your time. In chapter two we talk about how we procrastinate. I have a schedule there which is you taking a few days or a week and writing down how you spend your time and where it goes. You will hopefully find some productive time but you will also get a sense of what your default habits are that take you away from focusing on the top priority issues. In chapter three we go over a major concept of how you talk to yourself. If you are saying you have to, want to or need to, you are not telling your mind and body when to start or what to do. From there I’ll skip to chapter six which is titled The Unscheduled. This chapter is called the unscheduled because it has two parts. In part one I give you a blank schedule that is 168 hours and you start off by not filling in work but play, meeting time, commute time, and sleep time so that you get down to a possible maybe 60 hours to work on your projects. From there you schedule in more play time so that it’s on your schedule and therefore it’s legitimate. In part two you use your schedule like a time clock and you begin to punch in and out every time you need at least 15 to 30 minutes of quality focused uninterrupted work. The last chapter in this book is dealing with the procrastinator in your life and it has some very specific recommendations on gaining someone’s commitment rather than forcing them to comply. NOTE: That was just a summary. To get the full deep dive, play the audio clip at 10:40 Notable Quotes From The Book (28:36) “Procrastination is not your problem; procrastination is your attempted solution. It’s your attempted solution for dealing with the stress and anxiety of starting or completing a task that is overwhelming or boring” – Neil Fiore The Credibility/Inspiration Of The Author (0:33) I was born and raised in Jersey City, New Jersey and that’s relevant because coming from a working class family without a lot of money I started working fairly young. By the time I was in high school I was working 15 hours a week at a local supermarket and in college up to 20 hours. I had to learn how to be a lot more efficient than my fellow students and I learned to start writing right when I was assigned an assignment and flesh it out on the bus going to work and finish on the bus coming home. So without realizing it I started to develop those skills very early. The Now Habit was written while I was on a new job at the University of California. I was working 40 to 45 hours a week, enjoying California, and putting in 15 to 20 hours a week to work on my dissertation so I was extremely focused while busy. I was attempting to work with doctorial students and graduate students and noticed that they were procrastinating. So I realized that I had something valuable that I had taken for granted and wanted to help other people by sharing it in this book. Other Books Recommended By The Author (29:57) Working with Emotional Intelligence by Daniel Goleman
The Upside of Your Dark Side by Todd Kashdan TEL 79
 
46:03
In this episode Todd Kashdan takes a deep dive into his book, The Upside of Your Dark Side where he reveals over 15 years of research on the science of happiness, love, creativity, and relationships. In his book Kashdan provides the simple tools that will help you get through the negative emotions and launch you to the highest peak in your life. The goal of the book show you how you can truly maximize your potential in any situation. This book is perfect for entrepreneurs who need help turning simple negative emotions such as anger, guilt, and self-doubt into powerful actions that improve your effectiveness. The Book’s Unique Quality (4:22) There are very few books out there on this topic. It’s couched in scientific research for how to get the best of your personality in the difficult and pleasurable situations. The Best Way To Engage (5:30) It’s a very breezy read. I think the best way is to read from beginning to end but it’s sectioned in a way that you can pick your way through. The Reader’s Takeaway (35:43) That while we all want to have a high frequency of moments it’s important to know that negative emotions and the tools that help us get through are the springboards to the highest peaks in our life. A Deep Dive Into The Book (6:52) One of the most important premises of the book is if you ask people what the fundamental objective in life is 80% to 90% of people will say it’s to be happy. The best strategy to live a life well lived is to have an attitude where you’re present with an attitude of curiosity and you’re constantly plugging away doing what matters. For the first part of our book we talk about the benefits towards negative emotions. Instead of trying to categorize and label our emotions we must think of what’s useful and not useful for the exact situation that you are in. We need to focus on not being more positive or happy but being emotionally agile. The next part of the book we move to social agility. Part of making a contribution to the world is to recognize the value of the sides of your personality that deviate from generosity and kindness. The entrepreneur that does not have a big vision of why they want to make a change in the world, what that change is going to be and why they think they are the perfect catalyst for that, is not going to get angle investor funding. A striving for supremacy, which is one of the components of narcissism, is fundamental to making tracking towards big aspirational goals and we walk your through exactly what those steps are. In this type of environment where we hire consultants and experts to come on to our team for short periods of time, narcissism works extremely well to get traction, get allies and form a strong confident tribe in the face of adversity and difficulty. Another characteristic we talk about is psychopathy which we use Teddy Roosevelt as the example. One of the elements of psychopathy is fearless dominance; the willingness to be bold with your decisions knowing that 20% to 30% of people will disagree with you. We walk through the parts of your personality that might not be socially attractive to talk about but actually are exactly what you need every once and awhile. In the third part of the book we talk about mental agility. In our society there is an obsession with mindfulness being the panacea for everything. There are incredible benefits of mindlessness and being present with your negative emotions. When we prematurely discard aspects of our personality because they are not comfortable we dismiss psychological strengths that are at our win and we give them away for nothing. And those people that are comfortable in being whole which means whatever part of their personality that arises for the situation to help that they are willing to use those tools effectively to get the best possible outcome. These are the people who are going to accomplish more than the ones who are only going to be have human focusing only on positivity and kindness. The Credibility/Inspiration Of The Author (0:37) I am a psychology professor at George Mason University, a Senior Scientist at the Center for the Advancement of Well-Being and an author of four different books. The four books are Curious?, Designing Positive Psychology, Mindfulness, Acceptance and Positive Psychology, and The Upside of Your Dark Side. My Co-author and I have been studying the science of happiness, love, creativity and relationships for about 15 years. Both of us have read numbers of books that our colleagues have written about how to integrate this in the workplace and we have always been dissatisfied with it. We wrote this book to rectify what you need to do to flourish and function optimally in a world where we are overwhelmed. This is 15-20 years of science pulled together in one book.
The 5 Years Before Your Retire by Emily Guy Birken TEL 151
 
18:24
Introduction In this episode Emily Guy Birken takes a deep dive into her book, The 5 Years Before You Retire, where she reveals a comprehensive guide to planning your retirement early. In her book Birken gives you a complete overview of retirement planning with simple strategies that explain how you can maximize your last years before retiring through conservative financial decisions. The goal of the book is to help you save money for your future, get the most value from your 401K, and maximize your current savings that is realistic for years to come. This book is perfect for entrepreneurs who have a very basic understanding of what it takes to retire and need a simple yet comprehensive guide that will educate on the early steps of retirement. The Book’s Unique Quality (2:46) The big thing is that I am focusing very specifically on the actions that the reader needs to take to be prepared. The Best Way To Engage (3:32) For the people who don’t have a background in finance and who are just now thinking retirement for the first time, it makes sense to start on the first page and read through to the end. For those who have been saving for a while and feel like they got a good handle on some things, I would suggest jumping around to the part of the book that fits their needs best. The Reader’s Takeaway (12:43) I would say to manage your expectations. It’s not bad to dream about all the things you want to do but you must remember that retirement cannot solve all your problems. You need to manage your expectations and find your contentment within yourself. A Deep Dive Into The Book (4:28) I have the book broken up into three parts. Part One is about the nitty-gritty of your finances for retirement. Part Two I call The Government Giveth and Taketh Away. And Part Three is Home, Family, and Other Considerations. In the first part, The Nitty-Gritty of Your Finances, I start by helping you figure out how far away you are, how much money you have, and how much money you might need. I liken saving for retirement to be similar as starting a weight loss journey. The first thing you have to do is know where you are. So if you are starting a weight loss journey you have to first step on the scale and if you are starting a retirement journey you have to figure out how much money you have and how much you will need. The first two chapters are all about figuring out what you can count on and how much you will need to live comfortably. And then the second chapter is all about maximizing your savings and your budgeting over the last few years before retirement. The third chapter is about how to structure your income in retirement. The fourth chapter is on how to find the right financial planner. I am a daughter of a financial planner and have a very rosie view of financial planning but I also want to make it clear that you need to be your own advocate in finding a financial planner. I go through all the different ways of what you need to do to find a financial planner that you can work with and trust including questions to ask. From there I talk about what to expect from Medicare. There are a lot of potations for Medicare and it’s a little overwhelming so it’s a good idea to know what to expect before getting into retirement. Finally, I talk about how to plan for healthcare options in retirement. The final section, Home, Family, and other Considerations, I talk about what your housing options are in retirement and that includes staying in your home to moving into a retirement community. I also cover things like reverse mortgages and how that can work. I talk about family fortunes, how your retirement will affect your children, your grandchildren, and potentially your elderly parents. I also talk about creating a budget on a retirement income. The last two chapters I cover common retirement pitfalls and the 10 possible things you could do that would screw up your retirement. I go through what these common pitfalls are and show you how to avoid them. Finally, I talk about what to do if you don’t have enough saved and what your options are in that situation. NOTE: That was just a summary. To get the full deep dive, play the audio clip at 04:28 The Credibility/Inspiration Of The Author (0:35) I am a Personal Finance writer; I write on the internet, on many different sites. I’m also an author and currently on my second book on retirement called Your Retirement Path. I was frustrated by the fact that retirement planning books all seemed to focus on younger workers, those who are in their 30’s and 40’s. And then there are some books on stretching your budget for those who are already retired but there didn’t seem to be any guides available for that crunch time in those five years before you retire. I wanted to fill that gap for those who are looking at retirement in the very near future.
How To Be A Productivity Ninja by Graham Allcott TEL 189
 
19:09
A summary of things you should know about How to be a Productivity Ninja according to Graham Allcott: Introduction In this episode Graham Allcott takes a deep dive into his book, How to be a Productivity Ninja, where he shows you how to worry less, achieve more, and love what you do. In his book Allcott combines all of his teachings from his public productivity workshops from all around the world into a simple, effective guide to working faster and smarter. The goal of the book is to teach you how to overcome procrastination, how to use email more efficiently, new ways to increase your personal time, and how to de-clutter an information overload. This book is perfect for entrepreneurs who own more than one business or run a time intensive business and need help balancing their overloaded schedule in order to work more efficiently. The Book’s Unique Quality (4:00) My book is very real, hands on, and dives right into the practicality of where you are personally. The Best Way To Engage (5:16) I originally wrote the book to be read from front to back but there are some who pick in and out. The Reader’s Takeaway (14:20) Don’t manage time, manage attention. Look at the two or three hours that you are on top form and schedule your task according to that. A Deep Dive Into The Book (6:36) The first chapter is all about developing a mindset of a ninja to use in your productivity. This is about living in the present moment and not thinking about what you need to do or worrying about tomorrow. People’s best work happens when they are present and in the moment. We talk about being ruthless, ruthless with yourself and being ruthless with others. I go over reasons why we get stressed, attention management, and best ways to go about using your e-mail. Then we get into what I call the CORD Productivity Model that has four elements which are capturing and collecting information, organizing, reviewing, and the psychology of doing. The capturing and collect element is about getting things out of your head and getting that information into what I call the second brain. The key to organizing is having a good set of list; I suggest having an overarching master to-do list and an overarching project list. The review element is where I ask myself a series of questions each morning to go over what I need to get done. The last element of the CORD productivity is the psychology of doing what needs to get done. Even though you know what to do it’s sometimes hard to find the momentum to get things started so I give you different ways to create it and ways to trick your brain into doing it. There are also chapters on product management and meetings. NOTE: That was just a summary. To get the full deep dive, play the audio clip at 06:36 Notable Quotes From The Book (15:05) “Time management is dead.” – Graham Allcott “A ninja is not a superhero but they often appear so.” – Graham Allcott The Credibility/Inspiration Of The Author (0:35) I run a company called Think Productive and am an author. For the last few years I’ve been involved in productivity training and coaching with some of the biggest companies in the UK and increasingly around the world. At the moment my life is traveling the world and being the evangelist for Productivity Ninja. The inspiration for me was my own journey with productivity. I used to be a chief executive of a charity here in the UK and I went freelance. And when I went freelance I realized that I no longer had a team of people around me and knew I had a problem and needed to develop my own skills. I started reading lots of different books, blogs, and experimenting with different systems to develop my own take on the topic of productivity. I am a big believer that the things you struggle to learn yourself are the things you should teach to other people so I started doing just that. Other Books Recommended By The Author (17:12) Making It All Work by David Allen Linchpin by Seth Godin
Grow A Pair by Larry Winget TEL 120
 
20:31
In this episode personal growth expert, Larry Winget, shares his book Grow A Pair where he teaches you how to stop being a victim and take back your life, business, and sanity. In his book Winget shares a commonsense approach to becoming successful which crucial advice on achieving your goals, finding your career path, and managing your personal finances. The goal of the book is to help you become more assertive, take more responsibility, stop making excuses, and start getting more results. This book is perfect for entrepreneurs who struggle with obtaining actionable results due to a lack of self-confidence, a feeling of laziness, and a fear of failure. The Book’s Unique Quality (4:01) There is no other book in the market like this one. There is no other book that talks in this way about telling people to really grow a pair. Growing a pair is about developing an attitude of control and power. The Best Way To Engage (4:51) I don’t write anything that is designed to be read from front to back. You can jump all around my books. The Reader’s Takeaway (15:18) Know what you believe in, that you absolutely will never compromise. One of my core values is honesty, it doesn’t have to be pretty it just has to be the truth. A Deep Dive Into The Book (5:28) I start the book off by giving my basic premise that we have become a nation of weenies, wimps, and victims. I put people through a test just by asking a series of questions. Do you allow people to take advantage of you? Most people these days allow themselves to be walked on and walked over. We all have areas of our life that we let others take advantage of us. So what I like for people to do is realize that while they think their tough, their probably not so tough especially in areas when it concerns their family. The other thing I like for people to realize is what do you really stand for, what do you believe in and what are your core values? I like people to know what they believe and then stand up for what they believe in. Remember this, if you tolerate it and put up with it, you’re endorsing it. Do you endorse people being rude to you? Well then why do you put up with it? So I start with doing an assessment of who you are, what you believe in and whether people do take advantage of you or not. After that assessment is done I talk about some of the problems in society like political correctness. I think that’s the most castrating thing we got going on in our society right now is that we are afraid to speak up and say the truth. We have got to start speaking the truth whether people get their feelings hurt or not. The truth doesn’t care whether you like it. The truth is still the truth. We’ve got people who speak in very weak languages these days because they are afraid they might offend somebody. What I try to let everybody know is if you have a position at all on anything, someone is going to be offended by it. So stand for something and be brave enough to take it because standing up for what you believe in is one of the most important things in terms of your own personal integrity that you can ever do. This book is about assessing where you are in your life and then telling you some of the things that you can do. We can’t change the world but we can change our world and this book is about teaching people how to change their world. When people don’t have any money it’s because their finances are out of control and you can get in control by having a written down budget. We need to know what we believe in and stand up for it. Notable Quotes From The Book (16:33) “You can’t have a bully without a victim.” – Larry Winget The Credibility/Inspiration Of The Author (0:51) I am known as the pit bull of personal development, that’s one of my registered trademarks. I don’t much believe in motivational speaking. I believe you can get much better results by irritating and that’s what I do. I have done my own television series on A&E. I’m a regular on several business television and national news shows. I have written six New York Times and Wall Street best sellers and I’ve spoken to over 400 of the Fortune 500 companies. I’ve written all my books based on what I see going on in society and what I’ve realized is that we’ve become this nation of victims. We’ve become entitled, blame everyone else for why our life sucks, and what we need to do is grow a pair, take responsibility, and move on from there. Other Books Recommended By The Author (17:42) First You Have to Row a Little Boat by Richard Bode
Exponential Organizations by Salim Ismail TEL 086
 
25:13
In this episode Salim Ismail gives a deep dive of his book, Exponential Organizations where he shows you how any company, from a startup to a multi-national, can become exponential. In his book, Ismail unveils years of research learning how organizations can accelerate growth through the use of technology. The goal of the book is to provide you with the knowledge to leverage assets such as big data, communities, algorithms, and new technology to achieve performance ten times better than your competition. This book is perfect for entrepreneurs who need a guide for harnessing and strategizing the hyper growth of a company that feeds off of modern technology in the 21st century and beyond. The Book’s Unique Quality Because we focus on accelerating technologies and the future we identified an inflection point in how we build businesses that has never noticed before. The Best Way To Engage You can jump in as needed but I would suggest reading the first two chapters first because it lays the premise and basis of the book. The Reader’s Takeaway As we finish the book the core economic basis of these new exponential organizations kind of bubbled up. When you are building and running a business you are worried about money and cost of supply and worried about cost of demand. The internet allowed us to drop our cost of demand exponentially. A Deep Dive Into The Book We open chapter one basically by saying the world is moving exponentially quicker. As we digitize things we hop onto what we call Moore’s Law and the pace of change moves very, very quickly at an accelerating pace. Where we saw computers move at this pace over the last 50 to 60 years based on Moore’s Law we’re not seeing six, seven or eight technologies hop onto that same curb. The first chapter is to give a hard reality check that the world is moving more quickly than we’ve ever seen it before and we give some specifics on how that works. The second chapter talks about our organizational structures and the fact that how we organize ourselves is very linear and has been for a long time. All of our businesses have inherited a local and linear characteristic where if you had twice as big of a farm you need twice as many people to farm it. We are seeing today that an information based environment actually accelerates and doesn’t just stay linear. We are seeing new organizations that are scaling at an accelerating rate and not just as a multiplier. In this chapter we teach you how to make your organization adapt to this new accelerated pace. Chapter three looks at the five externalities of these organizations and I open this chapter by saying all these exponential organizations have one single visionary mission statement characteristic. Each has what I call an MTP (Massive transformative purpose). Chapter three continues to describe five externalities and map onto the acronym SCALE. S stands for Staff on Demand. C stands for Community and Crowd. The A stands for Algorithms. The L stands for leveraged Assets. And the E stands for Engagement. Chapter four dives into the five internal control mechanisms that these organizations are using to manage and track themselves. This maps on to the word IDEAS. The I stands for Interface Processes. The D stands for Dashboards. The E stands for Experimentation. The A stands for Autonomy. And the S stands for Social Technologies. What we found is if you implement four out of the 10 attributes that we described in chapter three and four you will get to the 10x level. Chapter five summarizes all of it and explains the implications of this new model. This chapter goes through a whole set of implications about how to think about the future. The second half of the book, chapter six to chapter ten, explains how to apply it. Chapter six is about how to apply this to a startup. And when you are starting a company from scratch what sequence to go in. This chapter will give you the specific steps to take to launch a startup with these principles in mind. Chapter seven is about how to apply this to a midmarket company. There are a lot of midmarket family style businesses that have grown early on but have now plateaued and this is about taking that and blowing it open. Chapter eight is about how to organize a big company because you can’t take a big organization and turn it in to one of these new animals, it’s too disruptive of a change. What you need to do is take a disruptive set of changes agents that exist in all organizations and build one of these exponential organizations off the edge of your own attacking in another marketplace. Chapter nine is a set of nine success stories of what big companies are doing. In the final chapter we talk about the role of the executive in the future.
The Automatic Customer by John Warrillow TEL 229
 
22:31
A summary of things you should know about The Automatic Customer according to John Warrillow: Introduction In this episode John Warrillow takes a deep dive into his book, The Automatic Customer, where he discusses how to create a subscription business in any industry. In his book Warrillow provides 9 unique business models based on a simple step-by-step guide for building an online subscription based business that are designed to fit nearly any kind of industry. The goal of the book is to teach you the fundamentals of recurring revenue, how to attract automatic customers, ways to market subscription products, and the statistics you need to measure results. This books is perfect for entrepreneurs who are technology savvy and want to own a business that allows them to work from home while building a large, sustainable income. The Book’s Unique Quality (5:20) I think the nine subscription models are really easy for businesses to comprehend and apply to their business. We try to explain that no matter what business or industry you’re in you can apply one of these nine models to create some form of recurring revenue. The Best Way To Engage (6:00) This book has three major sections. The first section is dedicated to really making the case as to why you want recurring revenue. So if you already know that you absolutely want recurring revenue than you can skip section one and go straight to section two which is the nine subscription models. What these nine subscription models are going to do is help you think through all the different forms of recurring revenue that you might use in your business. And you can cherry-pick through those as you see one that is more relevant and less relevant. The final section is scaling up your subscription business which is all about the metrics you want. The Reader’s Takeaway (11:25) The LTV (Lifetime Value) to CAC (Customer Acquisition Cost) ratio is the most important metric any subscription company operator focuses on and we give you a formula on how to calculate it. A Deep Dive Into The Book (7:04) The key is to find some way to create some form of recurring revenue because that is going to both improve the value of your company as well as make your business a whole lot easier and more enjoyable to run. I believe that the essence of what we are trying to do can be encapsulated in a story I tell in the book. This story is about a guy named Sonu Panda who took a different approach to selling flowers. If you think about it a flower shop doesn’t have much hope unless it’s Mother’s Day or Valentine’s Day. In this business you constantly have to throw out rotten un-bought inventory because it simply wasn’t purchased which is a big waste of profit. Sonu Panda is trying to get you to think differently about what business you are in, even the low-tech business of selling flowers. So he tried to figure out who out there buys flowers on a recurring basis and realized that spas, restaurants, and hotels actually buy flowers relatively frequently. And so Sonu went to the individual establishments and negotiated with them on scheduling a time to bring fresh flowers every two weeks so that they could get back to the business or spa treatment etc. and not have to worry about whether their flowers are fresh. With that value proposition he started H. Bloom and today there are thousands and thousands of H. Bloom customers and subscribers around the world. So really the book is trying to convey that no matter what you do and no matter what business you are in you can rethink your business to create recurring revenue. NOTE: That was just a summary. To get the full deep dive, play the audio clip at 07:04 Notable Quotes From The Book (14:19) “Happiness bombs.” – Bark Box The Credibility/Inspiration Of The Author (1:51) I am the founder of something called The Value Builder System where we help business owners improve the value of their company. I found that business after I wrote the book Built To Sell a couple years ago. Most of the inspiration came from me screwing up writing Built To Sell. In Built to Sell I talked about the importance of making the business thrive without you personally doing all the work. The one thing that I didn’t spend enough time on was recurring revenue and it turns out that recurring revenue has the biggest impact on whether or not someone wants to buy your business. With The Automatic Customer I wanted to kind of write that wrong and really dedicate an entire book to how a business creates passive income and recurring revenue streams that are not necessarily reliant on the owner themselves. Other Books Recommended By The Author (16:06) Small Giants by Bo Burlingham
Get What's Yours by Larry Kotlikoff TEL 148
 
21:34
Introduction In this episode Larry Kotlikoff takes a deep dive into his book, Get What’s Yours where he reveals his secrets for maximizing your social security payments. In his book Kotlikoff gives his expert advice on navigating the intricacies of social security, the benefit scenarios of retirement, the bad decisions that raise business taxes, and financial consequences of other investments. The goal of this book is to help you understand the rules and consequences that come with getting the most out of your social security, retirement, and investments. This book is perfect for seasoned entrepreneurs who are beginning to plan for retirement or aspiring entrepreneurs who have little to no knowledge of their economic benefits from the government and your business. The Book’s Unique Quality (5:28) We try to make this subject fun and say the same thing in different ways so that the reader can thoroughly understand. The Best Way To Engage (11:00) The first seven chapters are general and the rest of the chapters you can jump in and out depending on your situation. The Reader’s Takeaway This is an asset that you need to optimize and get right. You need to understand exactly what you are doing and do not trust social security to give you the right answers. I believe that social security folks are giving bad advice about 45% of the time. A Deep Dive Into The Book (11:20) In the beginning we not just only talk about social security’s provision but also about how to think about your lifetime benefits. Social security is not just another investment it’s really an insurance policy. It’s paying you benefits that continue until your die. We discuss subject such as divorcees, widows and widowers, gay couples, and single individuals. Each of the chapters have relevance to all the readers; maybe not directly but indirectly for their friends and family. I think there is something here for everybody considering there are 10,000 people retiring every day. And I know from a lot of different sources that 10,000 people retiring a day are not making the right decisions and that’s the reason why we wrote this book. At the end of the book we have 50 different social security secrets listed; the biggest secrets we came up with in terms of how to maximize your benefits. There is another chapter called 25 Gotchas and it’s a list of the 25 worst gotchas because social security is set up to trap people and if they don’t get things exactly right they can use all this other money that would otherwise be theirs. NOTE: That was just a summary. To get the full deep dive, play the audio clip at 11:20 Notable Quotes From The Book “The regulations that require a notice for an initial determination contemplate sending a correct notification notice. We consider that an initial determination is correct even if we send an incorrect notice.” – Social Security Rules. They are basically saying that if they send you the wrong information it’s just too bad. They are above the law and above making mistakes. The Credibility/Inspiration Of The Author (0:36) I am a Professor of Economics at Boston University; I’ve been an Economist for a long time. I grew up in New Jersey, went to Penn College and got interested in Economics and then went to grad school at Harvard. Well we have 10,000 baby boomers retiring every day and the social security system is about as complicated as one can imagine. I felt the need to help others get the best deal possible. Other Books Recommended By The Author Any straight forward economics textbook
The Four Steps To The Epiphany with Steve Blank TEL 246
 
23:04
Introduction (0:34) I am an eight time serial entrepreneur. I’ve done eight different start ups in a series of ever increasing roles and after I retired I became an educator and started teaching at Berkley in the business school, Stanford in the engineering school, and now at Columbia and NYU as well. From there, I wrote a series of books about entrepreneurship. The Book’s Unique Quality (5:38) It was the first of its kind and people have said it’s a foundational entrepreneurial book to read before the others. But I think this book helps you get grounded, meaning it allows you to process everything else you read, helping you understand where these ideas are coming from and how are they derived and which ones are important. The Best Way To Engage (7:56) The first three chapters are definitely worth reading at first in one bite because they talk about what has become the lean startup and how to manage this advice. And then it talks about the first two steps, which are customer discovery and customer validation. Customer discovery is how to take your brilliant idea of your company and break it down into very simple pieces that are hypotheses. Customer validation is then going and testing these hypotheses. So this is just a fancy term for let’s get some orders from customers way before we ever ship a product. The other chapters in the book are about what happens after you actually find what’s called, product-market, fit. They discuss customer creation and also company building, so what to do when you actually are successful. The Reader’s Takeaway (14:14) There are no facts inside your building so get the hell outside. Founders are driven by a passion that they want to share with others, the problem is the passion convinces you so deeply that you’re right, that a startup becomes a faith based enterprise. A Deep Dive Into The Book (12:03) The other thing about the book is that there is a whole set of checklists and worksheets in the back of the book that help you figure out what to do step-by-step. And the book is a good preamble for reading my next book, The Startup Owner’s Manual, which truly is a step by step guide. This book has The Four Steps to the Epiphany with a lot more philosophy on why to do it. But I think The Four Steps is the first book I would hand a first-time or even second- or third-time entrepreneur who is looking for guidance. One of the biggest problems with entrepreneurship today is the cost of entry is so low that most people believe that if they just go out and build it and follow my passion then users and money will follow. It turns out that unless you’re randomly lucky then that’s almost never the case, it really does require preparation and some legwork to make that happen. NOTE: That was just a summary. To get the full deep dive, play the audio clip at 12:03 Notable Quotes From The Book (18:16) “There are no facts inside the building so get the hell outside” -Steve Blank “Startups search, large companies execute” -Steve Blank The Credibility/Inspiration Of The Author (1:46) The inspiration around Four Steps is when I retired I felt that the world really needed my memoir and so I started writing lessons learned from each of the start ups I had been in. When I got about 80 pages into the memoir I realized two things: one is I would have to pay my kids to read it, let alone anyone else, and two is that there was a pattern emerging from the book and my career that I never knew existed. Then I realized what happened to me was happening to everyone else and that was that all the common wisdom of how to start a business that was given to us by our investors was simply wrong. The advice they had given us was that start ups are nothing more than smaller versions of big companies so everything these large companies do are things we should do. When really startups are searching for a business model rather than executing one like a larger company. Other Books Recommended By The Author (19:16) Business Model Generation by Alexander Osterwalder
The Millionaire Fast Lane by MJ Demarco TEL 132
 
25:27
In this episode MJ DeMarco reveals all his insights on his book, The Millionaire Fastlane, where he cracks the code to becoming wealthy and living the rich life. In his book DeMarco provides you with an expressway to extraordinary wealth that will get you to financial freedom faster than any other guide out there. The goal of his book is to teach you why most entrepreneurs fail, the leading cause of being poor, why typical jobs will never make you rich, how the rich really get rich, and why the guru myth of “do what you love” will most likely keep you poor, not rich. This book is perfect for entrepreneurs who are ready to leave the job market to pursue self-employment in order to gain financial freedom, be their own boss, and ultimately become very rich. The Book’s Unique Quality (7:36) I think a lot of authors focus on one particular concept and that concept may be valid for 6 months or a couple of years and they’ll talk about this one concept the entire book. My book contains the entire roadmap. I’m not going to write a book unless I feel it can change somebodies life. The Best Way To Engage (9:55) I am trying to paint a whole picture to where when someone puts it down they actually feel something has changed and they feel their odds of succeeding in entrepreneurship have doubled, tripled or quadrupled. The Reader’s Takeaway (17:50) Be value driven to the masses. The phrase I use in my book is if you want to make millions you need to start impacting millions and do it with value. A Deep Dive Into The Book (10:40) The book is sliced into three different phases and those three phases are what I call the road maps to wealth, the sidewalk roadmap, the slow lane roadmap, and the fast lane roadmap. The front half of the book covers the sidewalk and the slow lane and these two roadmaps are more about what you shouldn’t be doing verses what you should be doing. This half covers why these strategies don’t work and it goes in depth with the mathematics behind it. I would say that 80% of the country falls into the mindset of the sidewalk roadmap which is a paycheck to paycheck mindset. It’s a consumer mindset where everything you earn goes to buying something and you don’t really save money. The interesting thing about the sidewalk roadmap is it doesn’t matter what you make and the common denominator there is what you earn is what you spend. The slow lane mindset is what I call a frugal mindset. And this mindset is all about saving and trusting that the stock market will someday make you rich. In the end you’re trading time and pieces of your life in hopes to be free later. The back half of the book goes into the leverage entrepreneurship aspect. Leverage entrepreneurship is best handled when it covers five main commandments which are your need, entry, control, scale, and time. It is the ability to get into a business that is product centered. NOTE: That was just a summary. To get the full deep dive, play the audio clip at 10:40 Notable Quotes From The Book (19:18) “As a fastlaner you carry a producer mindset and the majority of people on the sidewalk carry a consumer mindset.” – MJ DeMarco The Credibility/Inspiration Of The Author (1:30) I started an internet company way back in the late 90’s. I founded it with about 900 bucks, no internet training, no computer science degree and I was able to sell it a couple years later during the internet boom. The company that bought the company folded and I was able to get it back at a fire sale price. I helped the company for another 6 to 7 years until I sold it again in 2007. During this time that I owned the company I was able to cash flow it six figures monthly profit and sold it to a multimillion dollar valuation. After selling the business in 2007 I went on a little semi-retirement hiatus and one of my goals was to write a book about all the trials and tribulations of entrepreneurship which was The Millionaire Fastlane. I was leading a fantastic life of abundant wealth and when I reflected upon that it was all due to entrepreneurship and The Millionaire Fastlane is how to bring about that type of scenario. Other Books Recommended By The Author (21:10) The One Thing by Gary Keller The Miracle Morning by Hal Elrod
Aligning Strategy and Sales by Frank Cespedes TEL 74
 
25:06
In this episode Frank Cespedes takes a deep dive into his book Aligning Strategy and Sales where he brings business strategy and sales together in order to make your business scale. In his book Cespedes teaches you how to bring together your strategy with the behaviors you’re going to need in selling in order to execute that strategy. The goal of the book is to offer a road map to articulate strategy in ways that people in the field can understand and that will fuel the behaviors required for profitable growth. This book is perfect for entrepreneurs or CEOs who are looking to scale a new startup or create new sustainable growth of an already established business. The Book’s Unique Quality (3:51) The world needed a book that brings together strategy and sales. My book is not simply a strategy book or a selling tip book but it is about how to bring together your strategy with the behaviors you’re going to need in selling in order to execute that strategy. The Reader’s Takeaway (17:06) Value is created or destroyed in the marketplace not meetings. A Deep Dive Into The Book (6:00) I start from an assumption that I think is a pretty darn good assumption. In business value is created or destroyed in the marketplace with customers. The market includes the industry you compete in, the customers segments where you choose to play and the buying processes of the customers that you sell and service. If a company has a strategy, as opposed to a wish list, those factors should inform a strategy and that strategy sales task. From there you need to align actually selling behaviors with the required task and ultimately entrepreneurs, managers and incorporations basically have three levers to do that. First and most importantly are people; who your sales people are and what they know. The second lever is control systems; the company’s performance management practices. And the third lever is the sales environment; the wider company context in which sales initiatives get developed and executed. I think companies can use this framework to do a few important things. First, make sure in their strategy meetings they are having the right dialog and part of that dialog must include what that strategy means for people in the field. Secondly, if you are a CEO, entrepreneur or an investor I think the framework can save you money and redirect how you spend that money. The book has four parts. Part one outlines the basic idea and framework in the book and provides examples of what happens if you don’t think these things through. Part two of the book is Linking Strategy and Sales. This part of the book focuses on the core elements of each side of linking strategies and sales. In this section there is a chapter that looks at the foundational prerequisite which is the presence of coherent strategies. Many companies confuse strategy with their value, mission and purpose and those are all important things but very different. Another chapter in the book is about communicating strategy which is a very, very big issue because companies are typically very bad at this. The last chapter of section one provides a step by step process for thinking about how to identify what I call the idea of core customers for your business. From there I take you into a chapter about hiring, development and organizing sales people. The average American company has a turnover in sales somewhere between 5% and 30% annually. That means that every four years or so the average American company has to replace its sales force. So hiring is a very important issue. The next chapter is about sales compensation and incentives. You must think about the appropriate compensation system as a necessary but not sufficient cause of getting the behavior that you want. The final chapter in that portion of the book looks at a key the dimension of sales performance do’s which in my experience is probably the most underutilized lever for effecting behavior in most companies. The final portion of the book is called closing which is about making connections. The connections I am talking about in those final two chapters are of two sorts. One is developing sales managers that can actually manage. The other is about the cross functional connections that require for effective selling. NOTE: That was just a summary. To get the full deep dive, play the audio clip at 06:00 The Credibility/Inspiration Of The Author (0:37) I am currently a professor at Harvard Business School. I was a professor at Harvard for 11 years before leaving to run a business for 12 years, sold the business and returned to Harvard about five years ago. My academic research always focused on go-to market elements including channels and sales management but when I left Harvard and ran a business for 12 years I had to meet payroll and sales. After getting lucky in business and returning to Harvard I taught strategy for a few years.
The One Thing by Jay Papasan TEL 159
 
29:18
Introduction In this episode Jay Papasan reveals all his insights on his and Gary Keller’s national bestseller, The One Thing where they reveal the surprisingly simple truth behind achieving extraordinary results. In their book Papasan and Keller provide you with a simple yet effective approach to improving the results in every area of your life including your work, personal health, relationships, and inner spirit. The goal of the book is to help you be more productive, become healthy and fit, increase your paycheck, boost business sales, build a career, and nurture stronger relationships with others. This book is perfect for entrepreneurs that are tired of living mediocre lives and need an actionable system that will help them achieve results they never thought possible. The Book’s Unique Quality (3:54) I think the combination of the way I write and the way Gary thinks is we are both very practical. I think we have a proven system and our ways to implement it is what makes all the difference. The Best Way To Engage (4:48) We organized the book as teachers and coaches by what they needed first. The Reader’s Takeaway (21:50) I want people to internalize this idea of the focusing question. I think a lot of times we are not appropriate in our moments because we are not really clear about where we are going. When you know what your one thing is you need to hold on to it because that allows you to say no to stuff. A Deep Dive Into The Book (6:14) I think that we are living as business people in a time through technology, through a connected flat world, where we have unlimited opportunity. The things that we can say yes to in terms of business opportunities, people, and networking opportunities, are really crazy and we haven’t evolved to having an understand of what we really need to say no to. There are six lies that we believe that we think makes sense but in reality they don’t. One of the six lies is that everything matters equally. That in a world of too many choices, too many obligations, and a to-do list that get too long, in our rush to do everything we end up treating everything as if it’s equal. The first big lesson of the book is taking the idea of priority and applying it to our to-do list. Take your list of all the things you could do and identify the things that you should do, and do those first. The next big thing that gets in the way is when people try to do two things at once and call it multitasking. Research shows that when you try to do two things at once you lose time and efficiency. In the heart of the book is a very humble question we call The Focusing Question. And if there was one habit we wanted people to take away it’s this idea right now of knowing your number one priority. And we want them to say this question… What’s the one thing I can do, such that by doing it everything else will be easier or unnecessary? This question was formed through years and years of consulting with entrepreneurs. When you identify your one thing, the best way to get people to do it is to make an appointment with themselves to do it. In our research the most successful people use their calendars primarily not to meet with other people, but to schedule time for themselves to do their most important work. So identify your one thing, you make an appointment with yourself to do it on a regular basis, and then you let that lead your results. What we saw is that a lot of people would have the appointment show up but they would not have a place where they could effectively work. So we teach people to build a bunker, find a place in your life that you can really get focused and be able to give your full attention to the things that matter most. Also, store provisions, once you have that place you need to make sure that you have everything that you need to work. You also want to turn off any electronics that could possibly distract you from your one thing. And lastly you want to enlist support. People always underestimate how much the people in their environment will come and help them if they will just tell them why keeping this time is important. NOTE: That was just a summary. To get the full deep dive, play the audio clip at 06:14 The Credibility/Inspiration Of The Author (1:16) I live in Austin, Texas. My wife runs a highly successful real estate team here called The Papasan Property Group and we have two kids, Gus and Veronica. In the big picture I grew up in Memphis Tennessee, spent about 20 years in publishing before settling with my family here in Austin to be a writer.
Habit Stacking TEL 53
 
13:00
We take a deep dive into S.J Scotts book, Habit Stacking
The Innovator's Method TEL 61
 
21:35
We take a deep dive into Nathans book, The Innovator's Method
Four Seconds by Peter Bregman TEL 158
 
30:21
Introduction In this episode bestselling author Peter Bregman reveals all his insights on Four Seconds where he reveals a strategy to eliminate counter-productive habits from your daily routine. In his book Bregman gives you simple and practical solutions that can be used every day, take very little time to accomplish, and will help you produce results you never thought you would see. The goal of the book is to help you overcome habits that attract stress, leverage listening to change someone’s mind, disengage from problematic situations, and take responsibility for your team’s failure. This book is perfect for entrepreneurs who are working on multiple projects and are having a hard time organizing their routine in order to see more effective and productive results. The Book’s Unique Quality (3:36) One of the things that make this book different is the writing style. The book is written in a style and way and with a goal that would help people impact their life, relationships, and business. The Best Way To Engage (6:47) You can absolutely jump in and jump out. The Reader’s Takeaway (21:09) Slow down. Just slow down and take a deep breath and before you act in any situation ask yourself what you want the outcome to be. A Deep Dive Into The Book (8:39) The book is broken up into three parts: Change Your Mental Default, Strengthen Your Relationships, and Optimize Your Work Habits. The first part talks about ourselves, our habits, and the habits we get into. It’s based on a general premise and the science behind it is that there are events that happen in our lives and ways we respond to those certain events. I also talk about goal setting and why goal settings are gut reactions and how to rethink them. I have a chapter about motivation and follow through; how generally when we are not doing something we think our problem is motivation. There is a chapter about the urge to be perfect which for an entrepreneur is completely destructive; we cannot be successful as entrepreneurs if we are striving for perfection. You can only build new ideas by making mistake after mistake. The second part of the book, strengthening your relationships, is all about the kneejerk reactions that we have in relationships to other people. We talk about the importance of boundaries as entrepreneurs and why we end up burnt out in a lot of ways. The third part of the book is about optimizing work habits which is about leadership. There is a chapter called Complaining with the Complainers about neutralizing negativity. There is a big chapter about letting people fail which is very hard for us as entrepreneurs. We have a chapter about sharing the glory and a chapter about the importance of being helpful instead of nice. NOTE: That was just a summary. To get the full deep dive, play the audio clip at 08:39 Notable Quotes From The Book (22:03) “What if we chose not to miss an opportunity to be inspired? If we gossiped about things that people did that energized us without fixating on the things that disappointed us, if we took sparks that ignited our enthusiasm and induced our good will and if we allowed those sparks to light our fires of passion.” – Peter Bregman “Learning anything isn’t about doing it right, it’s about doing it wrong and then adjusting. Learning isn’t about being in balance, it’s about recovering balance.” – Peter Bregman The Credibility/Inspiration Of The Author (0:55) I am the CEO of Bregman Partners; it’s a company that strengthens leadership in people and in organizations. We do leadership programs, coaching, and I work as an advisor to CEO’s. I do a lot of writing and thinking about human behavior and the things we do that get in our own way that either help us or prevent us from being successful. The inspiration was my own consistent failure. I find that there are habits that I am in and when I look around I find that I am not alone. These habits are things that we do intuitively and are counterproductive. When I saw the impact of uncovering my own blind spots I wanted to share it with others and decided to write a book about it. Other Books Recommended By The Author (24:21) Mindless Eating by Brian Wansink A Year with Rumi by Coleman Barks
Performing Under Pressure by Hendrie Weisinger TEL 180
 
27:02
Introduction In this episode Hendrie Weisinger takes a deep dive into his and J.P. Pawliw-Fry’s book, Performing Under Pressure, where they provide solutions to the consequences of pressure management. In their book Drs. Weisinger and Pawliw-Fry provide 22 success strategies that comprise of the latest research on neuroscience and from the experiences of over 12,000 employees at Fortune 500 companies. The goal of the book is to help you reduce pressure in your personal life and overcome diminishing performance in your professional life. This book is perfect for entrepreneurs who consistently working on new projects are not used to working under pressure when it comes to work, school, or even sports. The Book’s Unique Quality (4:44) What makes it different is that most people focus simply on performance and I study the subject of pressure as a separate entity. In the first section of the book the reader will find a deep understanding of what pressure is and how it will impact our lives. The Best Way To Engage (7:05) The book is structured into three different sections and each section makes a contribution to the reader and gives strategies and techniques that are highly accessible. You can read the book in any order you prefer. The Reader’s Takeaway (21:34) It is the reality that nobody performs under pressure. The message of the book is to protect yourself against these injurious effects of pressure by learning how to apply pressure solutions and building your COTE of armor. A Deep Dive Into The Book (9:47) The book is structured into three parts; part one, part two, and part three. The first part really familiarizes the reader with understanding what I like to call the nature of pressure. In the first few chapters I discuss a lot of what I like to call the pressure myths dispelled. The reality is many times we do less than our best but we do not do better than our best because that would be impossible. In this first section the reader will get a complete knowledge space about everything they need to know about pressure. Part two of the book is about what I call the pressure solutions. These are 22 strategies that are instantly accessible and the reason these work is that they reduce the negative feelings such as embarrassment, anxiety, and fear that pressure creates. These solutions help immunize you against the negative effects of pressure. Part three deals with what we call the long-term strategies for dealing with pressure, building your COTE (confidence, optimism, tenacity, enthusiasm) of armor. The last section of the book is how to instill these attributes in yourself. We offer a blueprint for creating these traits that are highly correlated with success. NOTE: That was just a summary. To get the full deep dive, play the audio clip at 09:47 Notable Quotes From The Book (23:18) “Affirm yourself, be positive every day, commit to your best, and celebrate. These four simple actions will give you your best possible life and you can ride with the four horsemen.” – Hendrie Weisinger The Credibility/Inspiration Of The Author (0:32) I am currently living in the state of Connecticut. I am a psychologist by trade and spent much of my career working with organizations, Fortune 500 Companies, etc. around the subject of emotional intelligence, giving and taking criticism, and managing anger. I’ve taught in many business schools such as UCLA, NYU, and MIT. In the last decade I have been doing a lot of work on the subject managing pressure. The inspiration was a collection of experiences that got me into the direction of looking at how people perform under pressure situations and why some people are able to do it effectively and some people aren’t. Other Books Recommended By The Author (24:22) Thinking, Fast and Slow by Daniel Kahneman
Mindset: The New Psychology Of Success by Carol Dweck TEL 134
 
21:54
In this episode world-renowned Stanford University psychologist, Carol Dweck, shares all her insights on her book, Mindset, where she explains why it’s not just our abilities and talents that bring us success–but whether we approach them with a fixed or growth mindset. In her book Dweck provides a checklist to assess yourself and shows how a particular mindset can affect all areas of your life, from business to sports and love. The goal of the book is to teach you how to reach your own personal and professional goes while developing a love of learning and resilience that is the bases of great accomplishment in every area in order to achieve ultimate success. This book is perfect for entrepreneurs who are trying to figure what it is that makes them tick and would like to increase their own feelings of success and fulfillment. The Book’s Unique Quality (2:29) There are a lot of books on how to be successful and they are wonderful books but they don’t tell you the mindset, the way of thinking that can lead you on the path to success or failure. And they don’t tell you how to change your mindset to be more successful. The Best Way To Engage (3:11) I am told that it’s a very quick read. I am also told that many CEO’s read it all the way through and read it every year to remind themselves of the mindset lessons. The Reader’s Takeaway (15:15) I would want the reader to know that their abilities can be developed and that their abilities are developed through taking on challenges and sticking to them. A Deep Dive Into The Book (4:13) The book opens by describing the mindsets. How do people differ and why do some people love a challenge and others want to play it safe? The first mindset is a fixed mindset where people believe that talents and abilities are just these fixed traits, you have a certain amount and that’s it. When you have this fixed mindset you really, really care where your intelligence and talents are fixed. So you’re always trying to look smart and avoid mistakes that might make you look foolish. Your life is organized around looking smart and not looking dumb and when this permeates an organization we call it a culture of genius. The other mindset is a growth mindset. In this mindset people believe that their talents and abilities can be developed. In a growth mindset you believe your basic talents and abilities developed through hard work, good strategies, and mentoring from others. Instead of worrying if you are going to look smart or not, in the growth mindset you jump into challenges because that’s how you learn. You choose things that are hard and you stick to them and you end up accomplishing more. This growth mindset also creates better teamwork because you believe in growing abilities through collaborating with others. In the long run people with the growth mindset not only accomplish more but they foster accomplishment in others. Then in the book I go through how these mindsets actually work. So we talked about taking on challenges verses avoiding them, and another thing is effort. In a fixed mindset effort is a bad thing and they belief is if you were really smart things should come easily. I then go into mindset in sports and it turns out that most of the really, really successful athletes have had a growth mindset. Many of them were naturally talented but they didn’t coast on it and they capitalized that by working hard and developing it. The next chapter is on business and I do case studies of leaders with growth and fixed mindsets. The book also talks about mindsets and relationships and how a fixed mindset can really derail a relationship whereas a growth mindset can help solve problems over the course of the relationship. The next chapter deals with parents, teachers, and coaches and how to foster growth mindset in kids. The final chapter is on changing mindsets. All of us are really a combination of fixed and growth mindsets. We can have fixed mindsets in some areas and growth mindsets in others. Or we can even change from situation to situation when we feel we are being measured and judged. It teaches us how to be aware of those mindsets and how to bring ourselves more into a growth mindset when that’s desirable. NOTE: That was just a summary. To get the full deep dive, play the audio clip at 4:13 The Credibility/Inspiration Of The Author (0:35) I am a Professor of Psychology at Stanford University and I have been studying why people succeed and fail for over 40 years. I have been doing research for many years on why some people are go getter’s and jump in whereas others, just as talented or able, shy away from difficulty and end up not fulfilling their potential. After researching this for many years I came to the discovery of the mindsets as the cause of these differences. My students told me I had to write this book after benefiting from this knowledge and wanted others to know about it.
The Seven Levels of Communication TEL 38
 
42:49
We take a deep dive into Michaels book, The Seven Levels of Communication
The Best Place To Work by Ron Friedman TEL 101
 
29:35
In this episode Ron Friedman shares his book, The Best Place to Work, where he offers game-changing advice for working smarter and turning any organization into an extraordinary workplace. In his book, Friedman explains how to effectively diffuse a workplace argument, elevate your thinking, and reach smarter decisions. The goal of the book is to provide you with scientifically-proven techniques to help you promote smarter thinking, greater innovation, and stronger performance. This book is perfect for entrepreneurs or business executives who are looking to turn an average, low performing work atmosphere into an effective and extraordinary environment. The Book’s Unique Quality (4:35) I recognize what it’s like to be an entrepreneur because I’m an entrepreneur myself and I wanted to write a user’s guide for someone who is busy. I realize entrepreneurs need action items and this book is really stocked with action items both for managers and for employees. The Best Way To Engage (6:23) Every chapter in the book is focused on a different aspect of the workplace. It’s a variety of different topics and not one that you have to read in a linear fashion. The Reader’s Takeaway (19:34) One of the takeaways is that psychological needs are at the heart of employee engagement. If you are looking to create an engaged workforce you need to provide people with psychologically fulfilling experiences. The second takeaway is that organizations are a lot more successful when they address rather than ignore the limits of both the mind and the body. The third key takeaway is that rather than encouraging employees to find work life balance, organizations can be a lot more successful by allowing employees to integrate the two aspects of their life in an active way. A Deep Dive Into The Book (7:39) This book is a journey of different topics of the psychology of the workplace and summarizing all of this in a short amount of time can be a little bit of a challenge. I am going to explain the top three gaps that I saw in the workplace. The first gap was how organizations hire. If you are looking to grow a business you are going to be during some hiring and regardless of how well you structure your workplace if you don’t get the right people in your organization it won’t be affective. One of the critical pieces of hiring is the in person interview. As it turns out there is plenty of research showing that these interviewers are not a very effective tool for predicting how good someone is going to be in a particular position. The reason is because we have all of these cognitive biases that prevent us from actually measuring someone’s effectiveness for the role we are looking to fill. I talk in the book about research showing that we tend to favor good looking people because we assume that they are also competent. Another biased is tall people because tall people tend to be viewed as having greater leadership potential. Deep voice candidates are viewed as more trustworthy. All of these impressions affect not just the way that we view that candidate but also the questions that we ask as a result. I talk about all the biases and then I talk about ways that entrepreneurs can correct those biases. The second gap is how managers motivate. In the book I present a completely different frame for thinking about engagement in a section on what videogames teach us about creating an extraordinary workplace. If you think about your own experience playing videogames you get sucked in doing a whole host of behaviors that you would normally avoid. What’s fascinating about videogames is we spend so much of our personal time doing these activities that we aren’t getting paid for. I think the reason we find these games as enjoyable as we do is because they deliver the very experiences that we seek in our workplace. For examples we have a clear set of goals and we get recognized and rewarded for our work. The key takeaway here is that engagement is not about the actual job; it’s about the conditions that we build around it. The third gap that I wanted to highlight is the gap in workplace design. Within the book I survey all the research on office design and the psychology of how our minds react differently to different environments and what I argue is that there is a connection between space and innovation. What I mean by that is where we are affects the way we think. There is research that I cover in the book looking at how the ceiling height of a room affects our ability to think abstractly. The rooms’ layout communicates the type of interaction that is expected. I discuss all the ways that companies can leverage a lot of these insights to deliver a better working environment.
Connect: The Secret LinkedIn Playbook by Josh Turner TEL 225
 
24:22
A summary of things you should know about Connect – The Secret LinkedIn Playbook according to Josh Turner: Introduction In this episode Josh Turner takes a deep dive into his book, Connect, where he shares some unique LinkedIn strategies to generate leads, build relationships, and increase sales. In his book Turner provides a step-by-step guide that outlines simple LinkedIn activities that are designed to advance your business when it comes to building influence, finding partnerships, and business growth. The goal of the book is to show you the most effective ways to use LinkedIn, how to use LinkedIn for marketing purposes, and how to build a profile that attracts paying clients. This book is perfect for entrepreneurs who run or plan to run a business that involves building a network of relationships and need help developing a social networking strategy on LinkedIn. The Book’s Unique Quality (6:07) I wanted to make sure that this was not just another LinkedIn tips and tricks type of book. This book is going to stand the test of time because it’s not based on how you use a certain tool it’s based on a philosophy and a way of marketing that just so happens to leverage LinkedIn. It’s a time tested way to generate lots of leads online by building relationships. The Best Way To Engage (7:19) This book can be read straight through or you can cherry-pick your way around. The Reader’s Takeaway (15:34) If you take the time to build the relationship first then when you ask for a phone call or a meeting your response rate is going to go way up. A Deep Dive Into The Book (8:11) The book starts out with comparison to what my business looked like before and what it looks like now that I’ve designed and applied this system. This is the jumping off point for explaining the system and why it works. One of my favorite chapters in the book is Caveman Psychology where I walk you through an evolutionary psychology and why it works. I set the stage with the things that you need to do from a psychological standpoint to position yourself properly to earn the right for someone to even agree to take a meeting with you. I walk you through a new marketing blueprint for how to put these things in place online and specifically we dive really deep into LinkedIn and into webinars. I explain how to set up the LinkedIn campaign that will achieve all of this all the way from the basics to some of the more advanced strategies. We go all the way from identifying your target prospects, to then bringing them into your funnel, to working them through processes that will generate leads. I also dive really deep into webinars and the reason behind that is because when I look at my business, the growth that we’ve achieved, and the successes we’ve had is fueled in big part by webinars. It’s a combination of utilizing LinkedIn in this very systematic type of way but also webinars. My business generates somewhere between eight to ten thousand webinar registrations every month. I walk you through what has been successful for us so that you can determine how you can incorporate webinars not only into your business but then how to integrate them with LinkedIn campaign. This will get you in front of the right prospects and allow you to use it as a great lead generating tool. These are the two broad components of the book and within them we talk about positioning yourself as a leader and the tactical things you can do within LinkedIn to achieve that. We talk about how to really develop relationships the right way by sharing content and the right way to put it all together so that it positions you above the fray. We talk a lot about LinkedIn group strategies and how you can leverage a group to generate a ton of leads. We talk about how to track all of this activity because when you have thousands of prospects that you’re working through these processes within LinkedIn you have to have a very organized structure for keeping tabs on it. Finally, the chapter that you might get equal value from is a chapter on what to do once you are face to face or on the phone. I break down six types of sales calls that you will encounter as a result of utilizing the process. I give you scripts as well as the general framework for how to conduct those calls to position yourself in the best light and stay classy but at the same time have a productive sale call. The end stage is getting people all the way through the funnel of this system and getting them to the point where they agree to a phone call or meeting so that you can really talk business. NOTE: That was just a summary. To get the full deep dive, play the audio clip at 08:11 Notable Quotes From The Book (17:44) “When a copier sales person cold calls a purchasing manager whom he has never met is it any surprise that the purchasing manager will most likely never return that call?” – Josh Turner
One Simple Idea by Stephen Key TEL 78
 
32:25
In this episode Stephen Key shares his book One Simple Idea where he shows you how to come up with ideas and license them to companies. In his book, Key provides you with a step-by-step guide into bringing your ideas to market while helping you understand the ins and outs of licensing ideas. The goal of the book is teach you how to keep your ideas safe, be your own boss, see your product go to market, and make big money without quitting your job. This book is perfect for entrepreneurs who already love what they are doing, but have multiple ideas that could benefit other companies and provide themselves with smart passive income. The Book’s Unique Quality I think most entrepreneurs think that the only way to create an idea is to start a company and my book is really the exact opposite of starting a company. It’s about coming up with ideas and licensing those ideas to companies. The Best Way To Engage It’s written in such a way that you can get through it very, very fast and you can jump in and out if you want. The Reader’s Takeaway I want the reader to walk away knowing that they can do this! A Deep Dive Into The Book This book is about how you can take an idea and bring it to market through licensing. It sounds complicated but it’s not. You are going to show a company your idea and if they like it they will bring it to market for you and pay you a royalty on everyone they sell. It’s the best partnership you could possibly have because those companies who are looking for ideas need you and your ideas. The benefits of licensing are that you can live anywhere in the world. But the point of licensing is that you don’t have to take risks, start a company and spend your hard earned money. This book is broken up in eight parts. The first part talks about the benefits, open innovation and why companies need you. Part two of my book talks about how to find that million dollar idea. This is about making small improvements on existing ideas. This takes away the risks and there are three games in the book that help you come up with these small improvements. You don’t have to be creative to do this. You just need to understand the steps of licensing. In part two of my book I talk about how to pick the ideas that are going to be truly profitable. Ideas that are profitable really solve a problem. You also want to figure out if there is a large market for your idea. You don’t want to work on an idea that has a small market because it’s just a waste of time and you won’t make any money. You also want to find an idea that can be manufactured. There is a process in the book about how you can contact a company and get quotes to make sure it can be manufactured that way you are eliminating the risks. Also, ideas that are winners are easy to demonstrate. Some wonder if it’s necessary to build a prototype and I am here to tell you that you don’t have to do that. You can go and have someone create a 3d computer generated drawling of your idea and that’s all you really need. In part five of the book I talk about creating a Sales sheet. It’s one page explaining what your idea is, a picture of your idea, the benefit of it and your contact information. Part six is about protecting yourself. Everyone is fearful and thinks that the company is going to steal your idea and I talk about how to kick that fear to the curb. Companies need you so there is no reason for them to take your ideas. In the book I also talk about how it’s not cold calling but rather finding a home for your idea. I tell you how to reach those companies and what to say. The last part of the book I talk about every step you make to cut the deal. Notable Quotes From The Book “If you can dream it you can do it.” Walt Disney The Credibility/Inspiration Of The Author I am just a regular guy that wants to be creative. In college I wasn’t sure what I wanted to do so I ended up taking an art class and realized I wanted to be creative and sell my creativity. For the last 30 years I have been coming up with little ideas and show them to companies and if they like them they license those ideas from me. I have been bringing my own ideas to market through licensing and I have been educating students for the last 12 years on this same process. So when McGraw Hill had contacted me to write a book I agreed because a lot of people just don’t understand what licensing is. Other Books Recommended By The Author Magic of Thinking Big by David Schwartz
Fueled By Failure by Jeremy Bloom TEL 226
 
28:50
A summary of things you should know about Fueled By Failure according to Jeremy Bloom: Introduction In this episode, business expert and Olympian, Jeremy Bloom gives an in-depth preview of his book, Fueled By Failure, where he coaches you on turning failure into success. In his book Bloom provides actionable advice on overcoming failure through the personal lessons he has learned from well-respected coaches, athletes, and business leaders that have brought him to the top. The goal of the book is to help you push yourself through hard times, learn how to rebound after being defeated, create an amazing business culture, and uncover motivation you never knew existed. This book is perfect for aspiring entrepreneurs who have a desire to change the world, but lack the coaching and motivation of fighting through the difficulties of overcoming life’s challenges. The Book’s Unique Quality (6:07) I believe that my perspective is a little more different and unique because of the people I have had the privilege of sharing life with and the experiences I have gone through. The Best Way To Engage (7:31) One of my pet peeves is redundancy and so I wanted to write a book that was really concise and didn’t repeat things I was saying over and over again. You can pick up this book and literally read it in one afternoon. The Reader’s Takeaway (17:21) It would be to suppress your ego. I believe that our egos can get in the way of so many different things in our lives. Think about the decisions that you make in your life and how much ego is attached to them. If you think that your ego potentially has a larger control on your life than you’d like there are a lot of things that you can do to suppress that. A Deep Dive Into The Book (8:36) I’ll cover a few chapters and start with chapter one which is my most favorite. My biggest dream in athletics was to win an Olympic gold medal. My dad is an Olympic historian and growing up he would often times get emotional during opening ceremonies and when US athletes would win medals. He was one of my biggest heroes in life, my mentor and coach, and I really wanted to win a gold medal not only for myself but also for him. I won three world championships, I won more world cups than anybody in history in a single season, and I was ranked number one in the world coming into the Olympics but I had 23 seconds to make a 22 year old dream come true and my one small mistake cost me that chance. In the book I talk about what a dark place that put me in and talk about what I call the 48 hour rule principle that got me through it. I think the most important thing to do in times of failure is to prescriptively with ourselves set a deadline for how long we are going to allow ourselves to revisit the failure. When I woke up the next morning after losing that 22 year old dream I gave myself 48 hours to be inside my head, try and dissect what happened, and to take the lessons out of that experience and move on. After the 48 hours I committed to moving on and about three days later I went to the NFL combine and competed well there and got drafted into the NFL. This is a concept that I use today in business and continue to use in athletics. Another one of my favorite chapters in the book and something I believe strongly in is this idea of starting with culture. Before you have a business I think it’s incredibly important to define what your culture is. This should become a roadmap for you and your employees to look at to know exactly what needs to be done to become the best employee and/or leader. At Integrate, the company I run, we have five cultural pillars. The first pillar is performance and we define that as the most importance key metric is increasing the overall value of the business and everybody buys into that. When you set performance first in the culture it creates a different tone. The second pillar is being entrepreneurial. The third pillar is personal responsibility and we define that as you lead with conviction but accept when your ideas aren’t implemented with grace. The fourth pillar is creativity and we define that as you are a curator of originality. The last and the nonnegotiable pillar is humility and we define that as being quick to give credit for results and slow to take it. NOTE: That was just a summary. To get the full deep dive, play the audio clip at 08:36 Notable Quotes From The Book (21:36) “Don’t let the good days go to your head or the bad days go to your heart.”– Jeremy Bloom
The Little Book of Clarity by Jamie Smart TEL 197
 
19:21
A summary of things you should know about The Little Book of Clarity according to Jamie Smart: Introduction In this episode Jamie Smart reveals all his insights on The Little Book of Clarity where he provides you with a quick guide to focus and declutter your mind. In his book Smart expands on his original book Clarity and provides you with new, powerful ways to improve your productivity, eliminate stress, and master the art of innate thinking. The goal of the book is to help you create more relationships, meet personal goals, pinpoint negative goals, and train your brain to start prioritizing your day-to-day life more clearly. This book is perfect for entrepreneurs who are constantly bombarded with an extensive to-do list and need an effective manual that will clear their head in order to get things done efficiently. The Book’s Unique Quality (3:18) You’ll find that almost all other books about productivity and clearing your mind is going to give you a whole bunch of things to do, things to practice, and things to remember. It didn’t make sense to me how you could help someone to have a clear mind by giving them more things to think about and do. My book doesn’t give you anything to do, anything to remember, or anything to practice and as you start to understand how it all works then it starts to implement automatically. All you need to do is read the book and it’ll do the work for you. The Best Way To Engage (4:25) It really is one to be read in sequins and in fact one of the earliest chapters tells you about a way of reading in which I call reading for insight. The Reader’s Takeaway (14:36) A simple misunderstanding about how the mind works is the cause of pretty much all the struggles that you face in your life and all the struggles we face in society. When you clear up that misunderstanding your life is going to instantly improve. A Deep Dive Into The Book (5:36) The introduction is setting the scene and you’ll find it talking about things that you can relate to and it’ll be setting a different direction for it. You’ll also find that at the end of every chapter there is a QR code that you can scan with your smartphone and it’ll take you to videos that explain the chapters in more depth. I wanted to make this a book that you can use in an interactive way. The first chapter is called Misunderstanding; the hidden trap and it kind of sets the perspective. The principles behind clarity are to our psychology what the discovery of germs was to medicine. The second chapter is called The Power of Insight and that’s about how when you read the book you are going to read it for something that comes from inside of you. That may sound strange but the nice thing about it is that there is nothing you need to practice or remember. Chapter three is a technical chapter called How Perception is Created and it’s just explaining how your senses and mind works. We talk about tricks of the mind because so many things we struggle with as entrepreneurs really are just tricks of the mind. Chapter four is talking about The Power of Principles and that’s about the principles that run our minds and emotional systems. When you understand these principles it makes everything a lot easier. The other thing you’ll find in this chapter is what I call the clarity equation which is clarity equals capacity minus contamination. The idea of that is we all have the capacity for the good stuff but what gets in the way of it is what I call contaminated thinking. The other thing you are going to find in that chapter is what I call the deep drivers and they are eight powerful values that every single one of us has that help us create the things we want to create. Chapter five is the Psychological Immune System. You know how you got a physical immune system? Well you’ve also got a psychological immune system. Just like your physical immune system is there to take care of your body, your psychological immune system is there to take care of your psychology. Chapter seven is called Stress; the source and the solution. In chapter eight you are going to discover what I call the ultimate leverage point. As an entrepreneur one of the most powerful things you can get is leverage so this chapter is about the ultimate leverage point. In the next eight chapters you will dive into each of those deep drivers in depth. Chapter seventeen is called There’s Only One Problem and that’s the one thing that gets in the way of that stuff. In chapter eighteen I introduce you to what I call penicillin for the mind. Just like penicillin goes wherever it’s needed in your body to care infection, this penicillin for the mind goes everywhere in your psychology to give you what you need.
The 3% Rule by Jason Kelly TEL 177
 
26:24
Introduction In this episode Jason Kelly shares all the insights on his book, The 3% Signal, where he reveals a revolutionary investing strategy that will change your life. In his book Kelly takes the stress out of investing by providing a simple formula that can be added to any type of financial account in order to help novice investors level the playing field. The goal of the book is to help you ensure a secure retirement plan, react intelligently to price changes, learn how to buy low and sell high, and understand the basic language that is utilized in the investing industry. This book is perfect for entrepreneurs that are interested in increasing their personal wealth and are looking for a simple beginners guide into the world of financial investments. The Book’s Unique Quality (5:34) It’s not a book that is trying to show you how to be smarter than everybody else. This system is based on history, based on a simple timeframe and it’s something somebody can manage with just 15 minutes of effort per quarter using only prices alone. The Best Way To Engage (7:22) Reading the book front to back is the best way to go. The Reader’s Takeaway (21:13) It’s that prices are all that matter. Ideas count for nothing and opinions are distractions. The only thing that matters is the price of an investment whether it’s below a level indicating a good time to buy or above a level indicating a good time to sell. We can know that level and this is a system that tells us. A Deep Dive Into The Book (9:23) The first chapter is called Why Markets Baffle Us and this is where I introduce a concept that comes throughout the book called Zero Validity Environment. This chapter looks at why it’s so hard for us to get financial markets right. At the end of each chapter in the book I include an executive summary to review the key parts of the chapter the reader should obtain. The next chapter is called Harnessing Fluctuation. Flat lines are not conducive to profit, we need rises and we need falls, and we need to use them intelligently. If we can’t predict them what can we do instead? All we want from a growth fund in our account is 3% per quarter and that’s what this chapter lays out. Chapter three is titled Setting A Performance Goal and this shows the background on why I go with 3%. The reason it turns out to be a sweet spot is that annually it turns into 12.6% per year which is 26% more than the stock markets average 10% per year over the last 90 years or so. Chapter four is titled What Investments to Use and this is where you find out why small companies are best for the growth side. This chapter also looks at why bonds are best to use for safety. Chapter five is Managing Money in the Plan and this goes over some brass tacks of how to handle regular contributions to your funds. Chapter six is called The Plan in Action and this looks at more brass tacks things such as what time of account you have, what types of funds are in there, and how to find the right ones. The last chapter is called The Life of the Plan and this is where it all comes together in a look at three investors. These three investors are fictional people working at a fictional company but it’s a real life scenario that takes all three of them with identical incomes and 401k plans through a 50 quarter time period (12 and ½ years). NOTE: That was just a summary. To get the full deep dive, play the audio clip at 09:23 The Credibility/Inspiration Of The Author (0:56) I started out writing for IBM at the Silicon Valley laboratory in San Jose California right out of college. I learned there to write about complex topics and I had a great editor there who really focused on surprising readers. Four years after working there I finally had enough income after writing books on my own about the stock market to leave IBM and become a fulltime freelance writer. So for the past two decades I have been writing about the stock market. I moved to Japan 13 years ago after being here on a book tour and falling in love with the place. The inspiration was noticing friends and family that had been struggling with the stock market for years. Over the years for writing for people and helping them with their investments I came to realize that almost everything in the stock market is geared against the individual investor. This is hard for professional investors to get right much less the part-time investor. I wanted to give people a system that does work that doesn’t require any input from the media, beats the market in almost all pros over time, and is simple enough that anybody can do it. It’s the product of two decades of research and is the best practice I’ve been able to come up with.
You Can Retire Sooner Than You Think by Wes Moss TEL 095
 
30:50
In this episode Wes Moss share his book, You Can Retire Sooner Than You Think, where he gives a five-step process for getting on the fast track to a great retirement. In his book, Moss uncovers his findings of an intensive study on retirement revealing that it does not take financial genius, millions of dollars, or high end investment skills to have a solid retirement. The goal of the book is to show you how to determine what you need retirement money for, figure out how much you need to save, and develop an income stream from multiple sources. This book is perfect for entrepreneurs who are successfully running a business and are looking for a quick, painless transition from work to retirement. The Book’s Unique Quality (5:07) I have determined that there are some concrete financial benchmarks that Americans need to set their sights on. The Best Way To Engage (22:43) You can jump in and out. I would love for everyone to read the whole thing but if you just read the first 3 chapters, chapter 8 and the appendix you will get a whole lot out of this book too. The Reader’s Takeaway (24:19) I want people to understand that contrary to popular belief being able to stop working and being in a financial position of security is more accessible than most people think. A Deep Dive Into The Book (7:14) My answer to the question does money buy happiness is yes but only to a point. Throughout the book you will find different financial thresholds to get to. In my study I found that the happy people needed to get to around 82,000 in income. This is a really important prevailing theme that goes throughout the book. Another interesting part of my data found is that if you chart out the number of years to pay off a mortgage, relative to levels of happiness, very clearly in my data you’ll see that as the years come down the level of happiness reportedly goes up. So the lower years you have to pay off your mortgage you will find greater level of happiness. I have a whole chapter in the book on how to figure out a way to get rid of your mortgage as soon as possible. Another thought in the book has to do with multiple sources of income. What I have discovered in the book is that there is a real sense of happiness as we increase the number of different income sources we have. There are a lot of psychological benefits from knowing that if one of those incomes goes wrong you have a lot of others to replace it with. I talk about that as we evolve in the next 20 or 30 years we must really understand and think about possibly not having multiple ways to earning your income. This really is a book about how to make the right decisions that will lead you to retiring and hopefully retiring earlier than you think. Notable Quotes From The Book (27:24) Instead of a favorite quote I have a favorite chart and that is the relationship between happiness and years left to pay off your mortgage. The Credibility/Inspiration Of The Author (0:38) I have been in financial media and the investment business for about seventeen years now. I have been a part of WSB Radio in Atlanta for the better part of six years and really have had a lot of fun in the last year after writing You Can Retire Sooner Than You Think. I have always wondered if money could really buy happiness. As entrepreneurs I think we have all had this fear of running out of money. About four years ago I heard Dave Ramsey talk about a study at Princeton about money and happiness. I wanted to take this study a lot further and answer the questions about the financial levels and habits of happy people. Other Books Recommended By The Author (28:25) Outliers by Malcolm Gladwell
The Art of War for Small Business TEL 10
 
19:20
We take a deep dive into Beckys book, The Art of War for Small Business For More Book Reviews Check Out Our Podcast On ITunes https://itunes.apple.com/us/podcast/the-entrepreneurs-library/id899607618 OR Visit our Website https://theELpodcast.com
Live Richer Challenge by Tiffany Aliche TEL 162
 
16:10
Introduction In this episode Tiffany Aliche, also known as “The Budgetnista,” takes a deep dive into the Live Richer Challenge where she reveals her proven system that will pave a path to financial freedom. In her book Aliche provides a step-by-step personal finance system that walks you through daily financial tasks over a span of five weeks and is guaranteed to help you handle your finances better. The goal of the book is to show you how to budget your money properly, create a solid savings, make smart investments, get out of debt, and build your credit rating. This book is perfect for entrepreneurs who are struggling with their personal finances and need help pulling themselves out of debt and onto a healthier path to financial freedom. The Book’s Unique Quality (4:03) What makes my book different is that one, sometimes you read these financial books and you think to yourself you have to have a master’s degree in finance just to understand what they are saying. The fact that I have a teacher’s background I can take complex things and break them down to really simple easy to understand steps. With this book there is also a built in community. I have this online forum that I created to help the women help each other and when you get the book I direct you to all of these online resources. The Best Way To Engage (5:15) As a teacher I am always thinking how everyone is a different type of learner so I made sure that if you read the book from beginning to end it totally builds on each other. But there might be sections of the book that don’t apply to you so you can skip over it and not feel like you skipped a major section. The Reader’s Takeaway (9:13) I would want that to be to get started! To me that is the number one thing that keeps people from achieving anything in life. A Deep Dive Into The Book (5:49) The way the Live Richer Challenge works is this; I have broken down seven specific financial goals into five weeks. Week one is Money Mindset, week two is Budgeting and Savings, week three is Debt, week four is Credit, week five is Insurance and Investing, and then I add an extra day to talk about what Live Richer really means and how to take all of these lessons to live a richer life. You don’t have to know how anything works because the way the challenge works is that every day I give you one small easy financial task and collectively that task will help you accomplish that week’s goal. I really try to take away what keeps people from moving forward financially which is fear and shame. It’s a fun, easy read, I don’t try to talk over your head, I use basic language, and within 36 days you really can have a different money mindset, a budget that works, a savings plan where you are actually saving, a clear get-out-of-debt plan, a credit plan that will show you how to make your credit score jump like Jordan, and a basic investing plan. Even bigger than all of that, The Live Richer Day, talks about abundance and how to activate your more abundant life using all these things you learn as a tool. What is it that you want as a result of mastering your money? NOTE: That was just a summary. To get the full deep dive, play the audio clip at 05:49 Notable Quotes From The Book (10:51) “It’s more than money, it’s a movement.” – Tiffany Aliche The Credibility/Inspiration Of The Author (0:40) My name is Tiffany but I am much better known as The Budgetnista and I am a financial educator. I like to say that I am America’s favorite financial educator; at least I’m striving to be. I started The Budgetnista brand about four or five years ago and it has grown into this amazing movement, especially as it relates to women and empowering them to master their money. The inspiration behind Live Richer Challenge was really the challenge itself. So outside of the book the Live Richer Challenge is a financial challenge that I started to help 10,000 women master their money in 36 days. About this time last year so many women were reaching out to me via social media and my inbox asking for financial help. I wanted to figure out a way that I could help the maximum amount of women in the most efficient way possible. I designed an online financial challenge that just started January 5th and as a result of the challenge I said I should make a corresponding book. We have over 10,000 women in 49 of the 50 states participating in this challenge and the book is a companion piece to that challenge. Other Books Recommended By The Author (12:09) The Alchemist by Paulo Coelho
The Business Model Navigator by Michaela Csik TEL 129
 
15:31
In this episode Michaela Csik takes a deep dive into her book, The Business Model Navigator, where she shares 55 business models that make up 90% of the most successful businesses in the world. In her book, Csik and her co-authors provide the blueprints you need to revolutionize your business and implement powerful change. The goal of the book is become a toolkit for you to adapt and innovate your business model and to understand what other business models are, who invented them, who uses them now, and how to apply them to your business. This book is perfect for entrepreneurs who are creating a brand new business or are simply looking to reinvent their current business model in order to deliver the results they need. The Book’s Unique Quality (4:06) What’s unique about our book is that we don’t just provide a process but we also provide the recipes that entrepreneurs can use. We provide business model designs and patterns that can be used by anybody to design a breakthrough business models in their own industry or market. The Best Way To Engage (4:49) There are different ways to jump into the book. We have three main part of our book and the first part covers the basics of business models and business model innovation. So if you want to start with the basics you can start at part one. The Reader’s Takeaway (10:07) There are two concepts that are given as inspiration to entrepreneurs and can also be used in practice. The first one is the business model innovation map which can be found on the inside front cover of the book. This map gives in one picture all of the 55 different business model patterns. It’s a very simple and catchy illustration of the 55 models. The second concept is the pattern cards which are explained in the book. The pattern cards are a tool that we developed of how those 55 models can be used. A Deep Dive Into The Book (6:00) We have three main parts in the book. The first part is providing the reader with our introduction to our business model concept. We help the reader in providing a framework and we say that business model is based on four main dimensions, the what, who, why, and how. We also introduce the business model navigator which is the process that entrepreneurs and companies should follow when they want to design a breakthrough business model. In the core of The Business Model Navigator there are concepts and patterns which are explained more in depth. The second part of the book is the heart and the core of the entire book which introduces the 55 business model patterns. For each pattern the reader will find an explanation of the origins of the pattern. We show you which company or entrepreneur was the first to ever use this pattern and we give a background of the pattern itself. We also explain and introduce examples of innovators or companies that have used these patterns in the past to generate the business model in their own industry. Also for each pattern there are different recommendation of when and how the patterns should be applied and what the entrepreneur has to take in to account. In the third part of the book we give tips and tricks about how an entrepreneur or company can really implement our concepts of the 55 models together with The Business Model Navigator. Notable Quotes From The Book (11:42) “90% of all new business models aren’t actually new; they are based on 55 existing patterns.” – From co-authors of The Business Model Navigator The Credibility/Inspiration Of The Author (0:34) I am working as an Innovation Manager at Holcim Technology, one of the world’s leading suppliers of cement and aggregates and there I am mainly responsible for new business models. Before that I worked at the University of St. Gallen in Switzerland and during that time I had the chance to work with Oliver Gassmann and Karolin Frankenberger on The Business Model Navigator book. We see a lot of companies that are ahead of the competition. So business model has become in the last 10 to 15 years a major driver of success. It’s not enough to be just good in product innovation anymore but in a way the business model is becoming more and more important. The paradox is that most companies don’t have the right tools to be anywhere different when it comes to their business model so there is a huge gap between importance of business model innovation and the tools that are available to be innovated in this particular area. Other Books Recommended By The Author (12:31) Blue Ocean Strategy by W. Chan Kim
Procrastinate On Purpose by Rory Vaden TEL 139
 
35:17
In this episode New York Times bestselling author Rory Vaden reveals all his insights on his book, Procrastinate on Purpose, where he provides a guide for mastering time-management and productivity. In his book Vaden shows you how the greatest leaders in the world have figured out how to literally multiply their time giving you tools and techniques that will empower you to master your productivity. The goal of the book is to teach you how to manufacture more time into your day, become more effective at work with less stress, and how utilize procrastination to your advantage. This book is perfect for entrepreneurs that are managing multiple projects or businesses at once and need an effective time management strategy that adds more time to their day. The Book’s Unique Quality (4:52) The opening sentence of the book says that everything you know about time management is wrong. And as we have been working with our coaching clients we’ve noticed that most of the clichés that you hear about time management and productivity frameworks that people use were developed in the 80’s and 90’s. It’s been 15 years and think of how the world has changed since then. There are two core things that make this book different from every productivity book. The first one is that everything that you read about time management is all about logic, its tips and tricks, tools and technology, calendars and check lists. What we noticed is that today time management isn’t just logical, it’s emotional. We really tackle the human element of productivity and it’s a fascinating journey and discussion about how feelings of guilt, fear, anxiety, and worry drive our decisions about how we spend time. The second difference is that this book introduces an entirely new era of thinking. The Reader’s Takeaway (27:11) The whole book is all built around this one sentence and the sentence is you multiply your time by giving yourself the emotional permission to spend time on things today that give you more time tomorrow. A Deep Dive Into The Book (10:04) This book shows you how to literally create more time. The way you multiply time is by giving yourself permission to spend time on things today that create more time tomorrow. The first part of the book gets you to understanding how to multiply your time. The second part of the book is how to do it and we introduce a diagram called The Focus Funnel. This funnel has five strategies each of which that multiply time and we created a vision framework for that. And each of the five strategies has a corresponding permission. Strategy number one is Eliminate because by saying no to something today it creates more time tomorrow because it means tomorrow you are not doing something that you would have otherwise been doing. But the emotional element comes in because most of us struggle with saying no and so we end up saying yes to things that we really should say no to. Anytime you end up saying yes to one thing you are simultaneously saying no to an infinite number of others. Now when you have that insight you have a foundation to give yourself the emotional permission to ignore which is the first of the five permissions. And from that standpoint you can now start saying no to things. The second step of the focus funnel strategy is Automate which is the permission to invest. The third strategy is Delegate and that is the permission of the imperfect. And if a task cannot be eliminated, automated or delegated than the task shoots out the bottom of the funnel. At that point you know that you have a task that must be done and it must be done by you. So there is only one remaining question but it’s one that most of us don’t ask because we have a fear of coming across as lazy. The remaining question is simple should I do this task now or can it wait until later? If the task must be done now than it’s not a eliminate, automate or delegate task it’s what we call concentrate which is the permission to protect. You are giving yourself permission to protect because that moment you have run task through the methodology and you have absolute conviction that it is the thing that must be done, it must be done by you, and it has the greatest impact of the longest period of time. But if the answer to that question is yes than I am encouraging you and challenging you to not just eliminate, automate or concentrate but to procrastinate on purpose. And that is where the title of the book comes from. So Procrastinate on Purpose is really just one of the five strategies for multiplying your time. So what you do is pop that activity back to the top of the funnel and that activity is going to enter into a holding pattern where it is cycling through the funnel until at one point one of the other four strategies will come in to play. NOTE: That was just a summary. To get the full deep dive, play the audio clip at 10:04
Vibrational Money Immersion by Ray Higdon TEL 209
 
15:11
A summary of things you should know about Vibrational Money Immersion according to Ray Higdon: Introduction In this episode Ray Higdon takes a deep dive into his book, Vibrational Money Immersion, where shares a network marketing guide to better help you make a living from home. In his book Higdon provides a roadmap filled with practical advice, assignments, and principles that are designed to show you how to become the best network marketer in the field of multi-level marketing. The goal of this book is the help you train your brain to craft your own success, master the art of networking, enhance your sales skills, and overcome multiple obstacles that get in the way. This book is perfect for entrepreneurs who want to be able to work from home and are interested in multi-level marketing, but want a better understanding of the principles. The Book’s Unique Quality (3:24) Some of the different things about my book are that I am not speaking from theory. I’m speaking exactly how I went from dead broke personal foreclosure to earning over a million dollars, becoming the number one income earner, and having over 85% of an entire network marketing company in my team. The Best Way To Engage (4:35) Originally this was a weekly audio course with seventeen chapters. My suggestion would be to go through the book once quickly and then look back to see which one of the chapters jumped out at you and go back through those particular chapters in more detail. The Reader’s Takeaway (8:54) Stop looking at what you think you know and look at your results. I don’t know how many times I’ve heard someone tell me, oh I’ve heard that before, but they are dead broke. If you do not have the results in your life that you wish you had then this book can help you understand why you are where you are at and how to get to that next level. A Deep Dive Into The Book (6:11) This book is all about mindset. It’s based on the original book of Think and Grow Rich but added with original stories on exactly how and why you have the type of results in your life that you do. So if you’ve been wondering why you’ve been working really, really hard but don’t have a whole lot of results to show for it, this book reveals that. This book will tell you exactly, in so many different scenarios, how your thinking is dictating your results. I dive deep and talk about my divorce, my child abuse as a kid. I talk about how I got into foreclosure and what exactly got me there but also what exactly got me out of it. And so this is a guide to improving your mindset. Yes, it’s targeted for network marketers but I’ve had people in real estate, insurance, and car sales, go through it and tell me that it really helped them out because mindset is the major factor in anything you do. NOTE: That was just a summary. To get the full deep dive, play the audio clip at 06:11 Notable Quotes From The Book (10:30) “The ability to say woe is me shows the abundance of inactivity.” – Ray Higdon The Credibility/Inspiration Of The Author (0:48) I was in corporate America and I didn’t feel like I was living my highest and best purpose and also spending more time with picture of my kids than the real thing. I would go to work when they were asleep and come home to them already in bed and that just wasn’t the life that I wanted to work toward. And so I went out on my own and started a real estate business that didn’t work out and in 2009 I found myself dead broke. It was then when I reinvented myself and have since built a multimillion a year coaching and training business. I also have a very successful blog and social media presence and because of all this my lifestyle is a lot different. A lot of entrepreneurs attribute some of their successes from the content that’s contained within Think and Grow Rich. What I did was I took the public domain version of Think and Grow Rich and I kind of translated it not just to today’s world but also for the actual network marketer. I’ve been in network marketing for over five years and there are a lot of people that appreciate that translation of how this actually and directly applies to their profession. Other Books Recommended By The Author (12:28) The War of Art by Steven Pressfield and Shawn Coyne
Work Simply by Carson Tate TEL 167
 
21:27
Introduction In this episode Carson Tate takes a deep dive into her book, Work Simply, where she provides a system to help make work less complicated and more organized. In her book Tate gives you a step-by-step productivity system that is separated into four custom styles that are uniquely fit for different types of learners and doers. The goal of the book is to help you identify your own unique productivity style, maximize your effectiveness, lead great meetings, communicate properly, and tell how your desk defines your work style. This book is perfect for entrepreneurs that maintain a very busy schedule, work over 40 hours a week, and need help organizing tasks into an effective system. The Book’s Unique Quality (4:15) The key difference from my book is that it is based on this concept that I developed called productivity style. In the book you take an assessment to determine your thinking style and once you discern your type then the rest of the book you customize strategies and tools based on your type. The Best Way To Engage (5:22) I absolutely do not recommend you read my book front to back. I would suggest that you go to the chapter or chapters in the book that speak to your current challenge and read that content. The Reader’s Takeaway (14:04) It would be to personalize your productivity. Decide to no longer accept a one size fits all solution for your time or e-mail or communication challenges. Push back and understand your thinking style and then rigorously filter and only allow in those strategies and tools that are in alignment with you and the way that you work. A Deep Dive Into The Book (7:38) Early on in the book there is a chapter on your productivity style, why it matters, and how to identify it. Then the book moves into the areas that I think most of us really struggle with in our businesses. In this section there is a chapter about Managing Your Attention and in our 24/7, always connected world, how do you manage your attention so that you’re able to focus on your goals and priorities. And this chapter looks at how to control against distractions, how to manage “emergencies”, and also how to manage your technology. Then the books moves on to Setting Priorities. Everybody knows about setting priorities but I introduce a new framework here that I call Ready Goals and these goals are slightly different than most of us have been taught around Smart Goals in that they are realistic, exciting, action oriented, directive, and ultimately they are yours. Next I look very specifically at the challenge we face like investing your time wisely, how to free your brain and build an effective master task list, how to get more done, and then how to tame your inbox. And then we move into how to shape your space. How do you shape your physical environment regardless of where you work for optimal performance? Each of the sections start with best practices and each one have very specific strategies for you based on your productivity style. Each chapter also has very detailed charts that make it very easy to access the information and most of them are downloadable from the website. In the third part of the book we talk about how to work more effectively with others. This section looks at how to delegate effectively and gives you charts on productivity style clues so that you can identify the style of your direct reports, the style of your investors and vendors. Then there is a section on working well with others and why we have what I call these productivity clashes and what to do about them. And the finally piece in this section is around meetings and how to get work done in and through them. I end the book with a high level summary so that you can pull out the nuggets and take away what you want. NOTE: That was just a summary. To get the full deep dive, play the audio clip at 07:38 The Credibility/Inspiration Of The Author (1:23) I am the owner and founder of a company called Working Simply and that’s my personal mission as well as my company’s mission to help individuals, teams, and organizations streamline and simplify their workflow. I am very privileged to have the opportunity to work with really high achieving entrepreneurs and business owners and as I was working with them I was finding that they were struggling in trying to adopt and adapt some of the time management, productivity, best practices in the marketplace. So they were feeling frustrated and overwhelmed because the latest and greatest app or blog post that they read wasn’t working for them. I realized that it wasn’t the lack of drive but rather the tools that they were using weren’t aligned to the way they think. So I wanted to write a book that helped people identify the way they think and then align their thinking styles to the way they actually work so that they can be more productive and more discerning.
Communicate To Influence with Ben Decker TEL 243
 
23:54
Introduction (0:49) My name is Ben Decker and I’m the CEO of Decker Communications. We are a firm that trains and coaches various executives, sales, engineering, mainly corporate America. We are working to transform the way people communicate in business. We have an office in San Fransisco and New York and we travel the world leading various programs, or one on one coaching, or all of the above, or speeches. The Book’s Unique Quality (3:43) I think that it is very practical. A quick example, I was on another interview earlier today and I asked him if he had the chance to read it and he said, “I spent all weekend reading it, it was great!” And what he said was that he found himself putting Post-its and ear tagging the entire book and I think that is what the purpose of the book really is, it’s almost a manual. It’s not just a theoretical, it’s a super practical and hopefully a really interesting read with real life stories from leaders of companies that learned something and changed something and were better. The Best Way To Engage and Deep Dive (5:42) Once you read it and know it, yes, you can jump in and jump out. However, if you stop at the first few chapters then you’re going to walk away fairly depressed. Mainly because chapter one we titled it, Business Communication Sucks. We wanted to wake people up so we share five white lies we tell ourselves which perpetuates part of the problem. One white lie we tell ourselves is “If I say the words then people will get it.” So many of use as entrepreneurs or whatever role we have we think as long as I say the right words and we don’t think of the experience. Secondly is “when I’m on I’m great.” People turn and on and off switch and it’s not authentic and people can see through that. So we got to change that and be on all the time and that’s a big learning for so many entrepreneurs and even CEO’s that we work with. Third is “I don’t need to prep, I can just wing it.” I think no matter what role, we are all guilty of this, we go from back to back to back and we don’t prep. We have to shift that and we have to think about our audiences and think about where we want to go. Fourth is “people tell me I’m pretty good at communicating.” This is really aimed at so many leaders, they get what we call a ‘shine job’ and ‘hey boss, you’re good!” and you pat them on the back and you clap for them and give them accolades but leaders are not getting balanced feedback. This is an area they can improve, you got to seek areas to improve. The last one is maybe not so much aimed at the entrepreneur but it’s more aimed at a culture and that is “it’s just not the way we do things here.” So that’s more aimed at the mid level manager that’s afraid to take some of these risks because they aren’t used to saying, “someone speak with a different voice!” because that’s just not the way we do things here.” The rest of the book is where we talk about ‘why now,’ and chapter three and on is ‘how do we go about it?’ So we introduce methodologies around behavior, methodologies around content and really the how to and that’s the practicality piece. But once you read this all once you can go back to it and remind yourself that you need to work on this or that but the first time you may want to skim all the way through and realize the approach. NOTE: That was just a summary. To get the full deep dive, play the audio clip at 05:42
S.U.M.O (Shut Up, Move On) with Paul Mcgee TEL 236
 
23:31
Introduction (00:34) I’m known as a motivator, my background is in social psychology and the way people think, act, and behave has fascinated me for years. I would describe myself as the reluctant entrepreneur of the accidental entrepreneur. I actually lost my job many years ago due to ill health and wasn’t able to work for three years. When I felt well enough to get back in the workplace no one would actually hire me because I couldn’t pass a medical. So what I did 24 years ago was I hired myself and I’ve been writing books and speaking to all kinds of audiences every since. The Book’s Unique Quality (04:32) I think one of the things is that I don’t take myself too seriously. I cut to the chase and I use 5 words instead of 50. People can grasp these ideas quickly and use them immediately. The Best Way To Engage (05:25 I have these SUMO principles and the reader could dip into any of these principles that they need or they could read it front to back. The Reader’s Takeaway (17:25) Take responsibility and move on. A Deep Dive Into The Book (06:22) I’m going to use the metaphor the SUMO house, the foundation of the house is E+R=O. This formula is helping the reader to understand that events (E) happens to all of us but it’s how we respond (R) to those events that’s going to influence our outcome (O). I think in life we all face challenges and we face set backs and disappointments, sometimes we experience successes, but even so it is never just the event it’s the way we respond that influences the outcome. So the whole essence of SUMO is two people, two businesses, two communities, two families can have the same event but they can end up with a different outcome. Why? Because of the R factor – how we respond. Then I take you on a tour of the SUMO house and one of the main rooms in the house is called “Change Your T-Shirt.” This is all about imagining that what you believe about yourself was in a word or a phrase and on your t-shirt, what would your message be? A second principle is developing “fruity thinking” and what I’m talking about is we talk about fruit being good for the body and I want to talk about fruit being good for the mind. And it’s all based upon this question, “Besides God, if you believe in God, who is the most important person you are ever going to talk to?” And the answer yourself. In this whole principle I really unpack and explore the detail in the crucial conversations we have with ourselves everyday inside our own minds and how sometimes this thinking isn’t fruity it’s faulty. And that is not a winning way of thinking for any successful entrepreneur. So I reveal what those four types of faulty thinking are and then I give the reader some strategies of how they can shut up some of those faulty thinkings and move on to some fruity thinking. To feel mad, bad, or sad, it’s legitimate and it’s ok for us to experience those feelings. I give the reader permission to recognize that sometimes we are going to have a tough time but the other point to make clear is that “this too will pass.” It’s a season, not a life sentence. Hippo time is ok but it’s temporary. A third principle is that hippo time is ok. What are hippos doing most of the time? They wallow. And one of the things I want to suggest to my reader is this, sometimes when we get a setback we can’t just immediately shut up and move on, we need some hippo time- we need to have a wallow. This is a really crucial point, it’s ok to not always feel ok.
Lean Branding by Laura Busche TEL 087
 
21:58
In this episode Laura Busche shares her book, Lean Branding, where she gives you over 100 do-it-yourself branding tactics that teach you how to create brands effectively. In her book, Busche helps you build your own brand with inspiring case studies and step-by-step instructions for measuring and building logo designs to demo pitches. The goal of the book is to provide you with a brand personality and story that will convert with your audience. This book is perfect for entrepreneurs who are thinking about creating a company or want to rebrand an existing one, but need step-by-step guidance for building the perfect brand. The Book’s Unique Quality (5:36) Lean Branding is a very tactical book and brings more than 100 tactics to hack the creation of a value story, visual symbols and effective communication strategies. Unlike other branding books that are out there we are not here to introduce complicated theories but to show you how these theories can actually be applied. The book is also different because I am combining insights from business and also combining design. The Best Way To Engage (8:50) There is a chapter at the beginning of the book that gives you 3 or 4 ways to read it. The Reader’s Takeaway (16:54) The key takeaway is that mastering branding has never been more crucial for you. Developing a unique story to identify your offer in your costumer’s minds can make or break you in our marketplace. A Deep Dive Into The Book (9:19) Lean Branding is divided in to three sections called Build, Measure and Learn and for each of the sections you will find strategic branding tips and tools with step by step instructions to create your own brand components. In the Build section we will teach you how to build 25 minimum viable brand components that you will need to enter the marketplace. In the measure section we will give you the tools that you need to measure how well these components and doing in the marketplace. The lean section will give you examples and advice on how to iterate based on the data that you find and the metrics that you take in to account as you are measuring. It all starts when Lean Branding defines what a brand is. In the book a brand is defined as the story that consumers recall when they think of you. And this brand that we define is made up of three parts. Most people think that brands are just logos and the book makes it clear that a true brand is made up of three components which are a value creation story, a set of visual symbols, and a strong growth strategy that can communicate the story. As you go through the build, measure and learn section you will find ways to create and iterate on your stories, symbols and strategy. The specific things that you will learn in the book include naming your brand which I know is hard for some entrepreneurs who are just starting. You learn to create a brand story that is very engaging. You also learn how to design your visual identity that will represent your value story. You will build a brand personality and a voice that can let you conquer your audience and you will develop something we call buyer personas that will help you clarify what your audience looks like. I also introduce learn research methods like ethnography and this method will help you learn about your consumers’ needs and aspirations. You will learn how to design landing pages, videos, press releases, ad campaigns and many other essential brand assets that startups need to grow. You will also define a brand journey that will help you optimize growth before, during and after conversion. And you will learn how to set up and measure the impact of your social media and marketing strategies. As you do all of this you will learn how to reduce waste because the book will show you how to formulate hypothesis’s and validate them which will make your branding less wasteful. Notable Quotes From The Book (17:50) “People relate to people and if your brand feels like people they’ll relate to you too.” – Laura Busche The Credibility/Inspiration Of The Author (0:37) I am originally a business major with a master in design managements and I am doing doctoral studies in psychology. I have been working with startups from every field imaginable for the last five years. For the last two years I have been working specifically with tech startups in a methodology called Lean Branding. We have been working to make it easier for startups to develop their brands and to thrive doing so. The inspiration was definitely entrepreneurs. Entrepreneurs in all stages and walks of life are the reason that I do what I do. For the last five years I have been mentoring startup founders in order to help them build a brand that can really communicate what their product and service can do for costumers. Other Books Recommended By The Author (19:10) Business Model Generation by Alexander Osterwalder
Become Your Own Boss In 12 Months by Melinda Emerson TEL 164
 
18:35
Introduction In this episode Melinda Emerson reveals all her insights on Become Your Own Boss in 12 Months, where she shares her monthly guide for building small businesses. In her book Emerson provides you with step-by-step instructions, effective business strategies, simple techniques that will help build your business within a 12 month period. The goal of the book is to teach you fresh, new ways to create any startup through an effective marketing plan, a small business budget that works, financing sources that are worth your time, and a long-lasting business maintenance plan. This book is perfect for entrepreneurs who are new to the business world and need a guide to help get their first business funded, launched, and maintained within a small amount of time. The Book’s Unique Quality (4:09) The first thing that makes my book different is my Emerson planning system in my book. I actually developed a six step system for people to transition from having a job to starting a business. You first need to develop a life plan before you ever develop a business plan because you need to figure out what you want and why you want it and then you need to build a business that aligns with that. I talk first about life planning which is very nontraditional in the business world and then I talk about financial planning. I also talk about evaluating your business based upon what skills you have and then what skills you need to run your particular kind of business. The Best Way To Engage (7:26) I actually designed it to be read twice. I found that when people read it a second time they start doing the action items at the end of each chapter. The Reader’s Takeaway (15:12) Niche to get rich! I think that the biggest problem that I see small business owners have is they chase anybody that they think has money as opposed to having specific niche target customers. Niche marketing is everything that you need to have to be successful in business these days. A Deep Dive Into The Book (8:44) The first thing I walk people through is really thinking through if you really want to be an entrepreneur. And then I explain why it takes 12 months because the most common question I’m asked is why it takes 12 months to start a business. And then I walk people through how to develop a life plan, how to construct their financial plan, and how to start thinking like a business owner. Then we start looking at creating your business model and then lining up your lawyer and accountant who are going to be probably the two most important business advisors you’re going to have. From there we start talking about marketing and I get into your niche and really understanding what a niche is and how you figure out what your niche should be. And then we look at marketing 101; how to figure out who is going to buy your product or services. Then I walk people through developing a business plan. Once we get through business planning I look at where you are going to get this money from and getting your finances together. I also have a chapter that covers how to develop a successful crowd funding campaign. I give you the step by step and profile two businesses that did it well. I walk you through how to brand your business and in that I talk about how to develop your number one sales tool which is your website. Then I walk you through how to develop a content strategy because when you start thinking about building your brand you have got to think about how to do it online and offline. When it comes to building your brand online it’s really about what I call a Three Legged Stool approach. You’ve got to have a great website, you’ve got to figure out what you’re doing with social media, and then you’ve got to use e-mail to follow up on all of that. And of course I have a chapter on how to become a social media ninja. If you want to know how I build over 300,000 followers on Twitter and a brand that is international, I break it down for you in this chapter. Then we talk about getting you ready six months before you start. I switch gears and talk about how to cultivate the market; how to start telling people you are getting ready to open up your business. Then we go through setting up shop and I’ve got some great checklists on all the things you have to have in place. From there we talk about employees and how to build your team. And then we look at how to set up your customer service systems because your processes and systems need to be setup before you open your doors. The third section of this book is called Go and that’s when in chapter 22 we walk you through launching your business and how you do that. Then I walk people through 10 Things You Must Never Forget in Business. And then I leave you with my final thoughts where I walk people through the things that I think they need to be doing and measuring in their business. NOTE: That was just a summary. To get the full deep dive, play the audio clip at 08:44
Widgets by Rodd Wangner TEL 218
 
26:47
A summary of things you should know about Widgets according to Rodd Wagner: Introduction In this episode Rodd Wagner shares an in-depth preview of his book, Widgets, where he discusses 12 rules for managing employees as if they’re real people. In his book Wagner provides important and actionable insights into the behavioral drivers of employee engagement – what motivates them, how they think, how they learn, how they act. The goal of the book is to teach you how to use reciprocity as a key motivator in employee performance, adapt new employees to the work environment, and become the best manager you can be. This book is perfect for entrepreneurs who want to run an organization with a determination to engage, motivate, and positively affect employees as well as people in general. The Book’s Unique Quality (2:57) I think two things make Widgets different. One is that I questioned all the assumptions because so many things had changed. This is not just another engagement book, I really took stock using research, trends, friend’s research, and powerful stories to really help a leader, manager, or entrepreneur understand where we are right now. I think the other thing that makes it different is that I did begin my career as a police reporter so my writing style is not that of a typical business book. I call it as I see it. The Best Way To Engage (4:38) I would suggest starting with the first two chapters that lay the foundation but from there if people want to jump around it’s not a problem at all. Actually, in the case of this book, at the very beginning we give the reader a web address where they can take the self-assessment that emerged from the research that was used to write the book. The Reader’s Takeaway (13:56) The most important point that I tell leaders who I am advising is that your employees motivation is in your hands, not because you control them but because people are so reciprocal. I guarantee that if you follow the twelve new rules of engagement they will do for your company what you need them to do. A Deep Dive Into The Book (6:58) There are twelve central chapters, one about each of the new rules. And then there are two chapters at the beginning of those twelve rules and two chapters at the end. The first two chapters start by framing human nature and our current situation. The number one rule is get inside their heads, individualize and understand that person to figure out where they are right now. The second rule is to make them fearless, don’t freak them out or have them so consumed by what’s going to be happening with the business that they can’t do their job. Third rule is to make money a non-issue. Make sure that you are paying them competitively and generously so that it takes money off the table and they can concentrate on their jobs. The fourth rule is to help them thrive. Make sure that what you are doing at the company is not burning them out. The fifth rule is to be cool. This is not a rule that would have come up ten years ago but people want to work for a cool company and have an enjoyable time at work. Sixth rule is to be boldly transparent and tell people everything you can possibly tell them. We live in an age of social media and they are going to find out anyway so you should be the one to tell them. Number seven is to not kill the meaning. People come to your company because there is something about your organization that they already find meaningful. Number eight is to see their future. We are future oriented people and you need to be as deliberate about where your employees will be in five years as where you want your company to be in five years. Rule number nine is to magnify their success. Help your employee know when they’ve done a good job. Rule ten is to unite them and set up the conditions where they can be a solid team. Number eleven is let them lead. And the last rule is to take it to extremes. The second to the last chapter of the book is a cautionary tale about all the dumb things that get done in an employee engagement work and how they can backfire on you. And the final chapter is about what I call the Profitable Pursuit of Happiness. There are a lot of people in the engagement industry that say don’t make your people happy, just make them engaged by which they really mean shut up and get back to work. This is something employees won’t put up with. If you want people to work as hard as they can for the company they are going to expect happiness in the bargain. (highlight to share) NOTE: That was just a summary. To get the full deep dive, play the audio clip at 06:58 Notable Quotes From The Book (14:49) “It’s not that corporations are bad and people are good. Corporations are powerful and people are reciprocal. How an enterprise wields its power determines how its employees will deliver.” – Rodd Wagner
How to Build a Billion Dollar App TEL 37
 
19:31
We take a deep dive into Georges book, How to Build a Billion Dollar App
The Maker Movement Manifesto by Mark Hatch TEL 099
 
22:24
In this episode Mark Hatch shares his book, The Maker Movement Manifesto, where he describes remarkable technologies accessible today and shares stories of how ordinary people have created extraordinary products from those tools. In his book, Hatch explains and shows you how to create, innovate, and make a profit with nothing more than your own creativity, hard work, and a desire to make some change. The goal of this book is to help entrepreneurs take part in a new age of manufacturing tools which were once impossible to afford. This book is perfect for entrepreneurs who are very creative and innovative, but need an all-in-one resource for manufacturing new product ideas on a minimal budget. The Book’s Unique Quality (2:57) Everything I thought I knew about innovation in launching a hardware company has fundamentally changed in the last decade. I had not seen anybody writing about the impact that it was going to have on the startup world. There is this confluence of trends that have come together in the last decade that nobody had really wrapped together in a single volume. So I felt that somebody needed to write it and given my position in the industry it made sense for me to do it. The Best Way To Engage (4:08) Each of the chapter pretty much stands on its own. It is a fairly easy read in that I do a lot of stories to back up the reality that is occurring. There is nothing like giving examples that have already happened to convince the reader. The Reader’s Takeaway (12:47) You no longer have to be a professional to change the world. A Deep Dive Into The Book (4:58) I start with my first day at a TechShop. It was very early on, we had only been open for a year when I ran into Jim Newton the founder of TechShop. Jim convinced me to come by and take a look at the place and given my background I was intrigued with this new retail platform that he had developed. I had talked to three entrepreneurs back to back and each of them had said they had saved 98% of their development cost and each are now worth millions. At the end of that day I realized I was standing in the future and because of the potential economic impact this would have in unleashing the creativity of the creative class there needed to be one of these in every single city on the planet. As I moved through my experience over the first three years I realized that this was having an impact everywhere. Then I also realized there was a gap on the current availability of books and discussion about the movement itself. I set about to capture the gestalt of the movement itself. So I came up with nine principals that basically makeup the manifesto itself. The first principle is to make. Humans were designed to make, we have that opposable thumb and it’s ingrained in who we are. Just making things is a fundamental activity that humans get enjoyment out of. One of the things that makes making whole is the ability to share it and that’s the second principle. Often there is a giving component which gives meaning to these projects that are completely different than what you get when you buy something off the shelf. There is a play principle as well. A lot of the best projects turn in to the best projects because somebody comes at the project from a different angle. And then there are some really important things around participation that I am seeing emerge in a collaborative community. It is a lot more fun and affective to work in a space that has a lot of other people working away on their projects rather than doing it in your garage. The last two principles are support and change. Support is the call to action and why I call it a manifesto is that this platform is creating an environment where we can do innovation and change the world at price points that we’ve never seen before. And the last principle is to change. When you embrace this activity making it will change you in positive ways and its import to embrace that and encourage other people to change as well. The reason we call this a manifesto and movement is because we are anticipating and expecting a significant portion of the population to change their consumer behavior, behavior around gift giving and attitudes around trade skills. The Credibility/Inspiration Of The Author (0:39) I am a former Green Beret, quite a while ago, but it feeds a little bit into the book. I was trained on how to participate and/or run a revolution. From there I did a startup and went back to school. I worked for about eight years at Avery Dennison manufacturing company and a year at Kinkos. All of this was before I began at TechShop as the CEO and Co-Founder.
The Carpenter TEL 9
 
17:30
We take a deep dive into Jons book, The Carpenter For More Book Reviews Check Out Our Podcast On ITunes https://itunes.apple.com/us/podcast/the-entrepreneurs-library/id899607618 OR Visit our Website https://theELpodcast.com

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