The Clarity Advisors Show

120 Greg Heeres -- Leading and motivating a winning team

Tue, 19 Nov 2024 00:00:00 -0500

Winning teams are lead by leaders who learn from their mistakes, lead by example, and inspire everyone on their team to perform at higher levels.

My guest today, Greg Heeres, is a coach, speaker, and author of 5 books (soon to be 6). Greg candidly shares what he’s learned and mistakes he’s made as he’s grown and built successful teams over the years.

Timestamps
(00:20): Introduction.
(01:02): About Greg Heeres
(02:11): What makes Greg and Maximize Leadership unique.
(03:01): Greg’s career path.
(04:54): Greg’s job with the insurance company.
(07:27): Greg’s positive lessons learned.
(09:34): The “one hour a month” plan.
(14:42): Greg’s negative lessons learned.
(18:31): Being responsible for people.
(21:12): Learning by seeing the warnings.
(22:39): The Detroit Lions as an example of leadership.
(32:22): Keys to retention.
(35:13): Greg’s advice for leaders.
(40:00): Connecting with Greg.
(42:24): Wrapup.

Episode quotes
“I have an abundance mindset … I don't think there's scarcity out there. Maybe there's a scarcity of something, but I just don't believe in it.”

“I found each person had a different motivating lever, and my job was to find those levers and make sure that we put them in a spot where they could be successful.

“It isn't just the Hall of Fame player that might be on your roster. It's everyone, and there's going to be another Hall of Fame person coming up the ranks. So, I believe in developing people.”

“I think word of mouth opens the door and then the culture really cements it when they get in.”

“Be honest. If you break trust, you'll not have a lot of retention, and recruiting will be difficult.”

Recommended reading

“Getting Naked: A Business Fable About Shedding thee Three Fears That Sabotage Client Loyalty” by Patrick Lencioni
“Sage Advice: Listen to Wisdom or Learn the Hard Way” by Greg Heeres
“The Business Baton: How to Solve the Owner's Dilemma and Exit with Clarity and Confidence” by Greg Heeres
“The Shawn Effect” by Greg Heeres
“Are Your Customers Doing the Rave?” by Greg Heeres
“Creative Power: Releasing Your Innovative Potential” by Greg Heeres

Recommended listening

The Craig and Greg Show with Craig Owens and Greg Heeres

Connecting with Greg Heeres

Phone: 616-570-4888
Email: gregheeres@gmail.com
Website: MaximizeLeadership.com
Greg Heeres on LinkedIn

119 Ryan Atkinson -- Advice from the trenches on starting and growing your business

Tue, 12 Nov 2024 00:00:00 -0500

If you've recently started or are thinking about starting a business you probably have a ton of questions and are looking for answers from others who are in the trenches like you are.

This week Ryan Atkinson, the founder of Spacebar Visuals and the the host of the UpFlip Podcast joins us to discuss his experience starting and building a successful business and what he's learned from interviewing dozens of entrepreneurs.

Timestamps
(00:20): Introduction.
(01:04): About Spacebar Visuals.
(02:05): What makes Spacebar Visuals unique.
(03:11): Ryan Atkinson’s background.
(06:53): Finding a co-founder.
(10:51): Who Spacebar Visuals sells to.
(11:36): About the Spacebar team.
(12:57): The hiring process.
(15:21): Lessons learned while growing the team.
(20:30): What does BDR stand for?
(22:23): About the UpFlip podcast
(25:03): How Ryan became the host.
(28:20): Lessons learned from interviewing guests.
(29:55): Ryan’s recommended reading and listening.
(32:00): Ken Trupke’s recommendations.
(33:40): How to connect with Ryan Atkinson.
(34:46): Wrapup.

Episode Quotes
“I'm a very opportunistic person, so if I see an opportunity, I'm going to run with the opportunity.”

“I'm only 25 years old, so I am not perfect by any means … I'm the farthest thing from perfect, so I'm learning every day.”

“If you are wanting to start a business, think about those specific criteria that you want to go after and who the end user is.”

“Hiring has been the most unexpected challenge I've had as a CEO and founder. It is so hard to find good talent and then also retain them and also set them up for success.”

“I've always loved entrepreneurship, I love reading books about entrepreneurs. I just love the whole entrepreneurship thing.”

“A lot of these companies that have scaled have put a company culture in place. They have their core values and they actually live by them.”

Recommended Reading

“Walt Disney: The Biography” by Neal Gabler
“Titan: The Life of John D. Rockefeller, Sr.” by Ron Chernow
“Steve Jobs” by Walter Isaacson
“Hangry: A Startup Journey” by Mike Evans
“Shoe Dog: A Memoir by the Creator of Nike” by Phil Knight
“Elon Musk” by Walter Isaacson
“Leonardo da Vinci” by Walter Isaacson

Recommended Listening and Viewing

UpFlip podcast with Ryan Atkinson
UpFlip YouTube Channel
TechGuide podcast with Ryan Atkinson

Follow/Connect with Ryan Atkinson

118 Hamish Knox -- Team success and accountability

Tue, 05 Nov 2024 00:00:00 -0500

If you're a leader who struggles to get the results you need from your team, but you’re uncomfortable having conversation around accountability or consequences, then today’s show might help you see things differently.

My guest this week is Hamish Knox of Sandler Training. Hamish has written a book on accountability and has a framework for making it a positive thing that helps you and your team achieve your team goals and their individual goals.

Timestamps

(00:20): Introduction.
(01:03): About Sandler.
(02:14): Expanding beyond sales training.
(03:45): Hamish Knox’s background.
(07:57): Accountability.
(11:04): Keeping team meetings short.
(20:52): Veteran team members need accountability, too.
(25:24): Hamish’s approach to coaching.
(32:05): Establishing buy-in.
(36:45): The lead dog sets the pace.
(38:50): What Hamish is reading and listening to.
(44:25): Connecting with Hamish.
(46:26): Wrap-up.

Episode Quotes
“Communication is our single most powerful driver of real value, internally and externally.”

“Oh, I sent 5,000 emails today, boss. Oh great. What kind of response did you get? Well, 4,990 unsubscribes.”

“The fact of the matter is that in order for us to successfully scale, everybody needs to be following the same program.”

“It does not matter what we say, it matters what they hear.”

“If we don't have data to build an accountability program with, we're really just flying by the seat of our pants. Accountability needs real data, real clarity, and real consequences.”

“Your culture is the behavior approved implicitly or explicitly. That's it.”

Recommended Reading

“Accountability The Sandler Way” by Hamish Knox
“Change The Sandler Way” by Hamish Knox
“How I Built This: The Unexpected Paths to Success from the World’s Most Inspiring Entrepreneurs” by Guy Raz
“Never Eat Alone: And Other Secrets to Success, One Relationship at a Time” by Keith Ferrazzi
“Your Brain at Work” by David Rock
“What Got You Here Won't Get You There: How Successful People Become Even More Successful” by Marshall Goldsmith and Mark Reiter
“Mindset: The New Psychology of Success” by Carol S. Dweck

Recommended Listening

Full Funnel Freedom podcast with Hamish Knox
How I Built This podcast with Guy Raz
The Brainy Business podcast with Melina Palmer

Follow/Connect with Hamish Knox

117 Stu Heinecke -- Getting in front of your ideal prospect

Tue, 29 Oct 2024 00:00:00 -0400

Growing sales is key to any successful business. But first you have to get in front of your ideal prospect.

This week, Stu Heinecke, bestselling author of How to Get a Meeting with Anyone, joins host Ken Trupke on The Clarity Advisors Show.

Stu and Ken talk about contact marketing, Stu's new book, and Stu's career as a Wall Street Journal cartoonist.

Timestamps

(00:20): Introduction.
(01:15): The problems Stu Heinecke solves.
(02:53): Stu’s typical client.
(07:10): Using cartoons to reach clients.
(12:56): How to get a meeting.
(17:25): Getting in front of a Dream 100 client.
(20:04): Growing your business like a weed.
(22:18): Framework and principles.
(29:41): Recap.
(32:30): Stu’s recommended reading and listening.
(36:20): How to contact Stu Heinecke.
(37:57): Wrapup.

Episode Quotes
“We need unmatched competitive advantages that our competitors can't match. I'm calling them unfair because that comes from the weed strategy book that I wrote, but they're not really unfair or illegal. They're just competitive advantages that our competitors can't match. And so that's what I am always striving to give to my clients.”

“If you keep sending something and it's the same thing, people get tired of it quickly and they bore easily. So it's a real challenge.”

“I don't think businesses can survive – or certainly they're not going to thrive – without unfair advantages. And again, by that I don't mean something that's illegal or actually unfair. I just want our competitors describing them that way.”

“The process is, for us, the accumulation of expertise and experience that creates the greatest amount of efficiency and let's say competitive advantage. But we have to share it, meaning we have to train our team to run the process.”

Recommended reading and listening

“How to Get a Meeting with Anyone: The Untapped Selling Power of Contact Marketing” by Stu Heinecke.
“Get the Meeting!: An Illustrative Contact Marketing Playbook” by Stu Heinecke.
“How to Grow Your Business Like a Weed: A Complete Strategy for Unstoppable Growth” by Stu Heinecke.
“Drawing Attention: How to unleash the incredible power of cartoons in marketing, advertising, sales promotion, job search, VIP contact campaigns and more” by Stu Heinecke.
“Big Fat Beautiful Head: A book of cartoons by Stu Heinecke”
“Mastering Megatrends: Understanding and Leveraging the Evolving New World” by John Naisbitt and Doris Naisbitt.
“Nineteen Eighty-Four” by George Orwell.
Clarity Advisors Reading List

Follow/Connect with Stu Heinecke

116 Ken Trupke -- Ask Me Anything: Talking politics at work

Tue, 22 Oct 2024 00:00:00 -0400

With just two weeks until the 2024 U.S. presidential election, politics is becoming a more frequent topic of discussion in the workplace.

On this episode of The Clarity Advisors Show, host Ken Trupke fields a question from a business owner who’s concerned that her team will become distracted -- or even divided -- by political conversations.

Ken explains that while everybody has a right to voice their opinion outside the workplace, it’s important at work to stay focused on serving customers.

If you have a question for Ken to answer on a future show, send it to ken@clarityadvisors.io.

Timestamps
(00:20): Introduction.
(02:00): Giving the benefit of doubt.
(03:32): The sports analogy.
(04:31): Commitment to two things.
(05:34): Does it directly relate to our business?
(06:28): When people push back.
(11:16): Communicating the message.
(13:01): Summary.

Episode quotes
“People can like or dislike anything and everything, but we don't want that to distract us when we're on the field, when we're doing the work."

"When we're serving our customers, we want to be united around that.”

“When you take off the jersey and step outside our four walls, well then you're free to express yourself any way you want.”

“We don't need to take sides on political things to be successful at work. So let's not distract ourselves. Let's stay focused on our customers.”

“We're not trying to limit free speech here. It's just that some speech doesn't necessarily have a place at work.

“The short answer here is absolutely; it is within your rights as the business owner to limit what we talk about at work. If it's divisive, it just doesn't have a place at work. Let's stay focused on our customers.”

Recommended reading and listening

Clarity Advisors Reading List

Follow/Connect with Ken Trupke

115 Adi Klevit -- Setting goals and aligning and engaging your team

Tue, 15 Oct 2024 00:00:00 -0400

In my recent appearance as a guest on the "Systems Simplified" podcast, I talked with my friend and host, Adi Klevit of The Business Success Consulting Group, about the importance of setting goals for your business and how to get your team aligned and engaged to achieve them. We also discussed using the daily huddle to create a culture of accountability to support success.

Timestamps

(00:20): Intro.
(00:59): Systems Simplified podcast intro.
(01:50): About Clarity Advisors.
(02:22): Who Clarity Advisors works with.
(03:33): Ken Trupke’s background.
(05:19): The start of Clarity Advisors.
(05:55): Helping leaders identify goals.
(07:36): Figuring out the first step.
(13:05): Methods of establishing accountability
(17:09): Ideal agenda for a morning huddle.
(21:34): Do’s and don’ts of a standing huddle.
(23:20): Connecting with Ken Trupke

Episode Quotes
“There's usually some kind of communication issue.”

“If the leader doesn't know what they're trying to achieve, it's really difficult for everyone on the team to try to help them achieve that goal.”

“You've got to be specific and measurable. Unless you define what "more" is, how do you know if you've ever achieved that?”

“We can do anything, but we can't do everything.”

“There are only two acceptable outcomes once you've made a commitment. You either get it done or you tell me ahead of time so that I can make adjustments.”

“People like to keep score. When you know can do things to change the scoreboard -- not just be a passive observer -- it's just a lot more fun.”

Recommended Reading and Listening

Follow/Connect with Adi Klevit

Phone: 503-662-2911 (call or text)
Email: adi@bizsuccesscg.com
Website: bizsuccesscg.com
Adi Klevit on LinkedIn

Follow/Connect with Ken Trupke

114 Ken Misiewicz -- Helping you find the right company for you

Tue, 08 Oct 2024 00:00:00 -0400

As leaders, we want to build a team that shares our desire to serve our customers (the what we’re doing) and also shares our core values (the how we do it). We want to be clear about “WHAT” and “HOW”, so we attract the right teammates.

And as a job seeker – a potential employee – it’s also important that you know what your values are so you know if you’re finding the right match for you.

Our guest today is Ken Misiewicz, President and CEO of Pluene Service Company. Ken has spent decades shaping the culture at Pleune and has been very intentional about hiring for fit - helping both his company and his current and potential employees.

Timestamps:

(00:20): Introduction.
(01:25): About Pleune Service Company.
(02:03): The processes-running side of Pleune.
(02:50): Ken Misiewicz’s background.
(04:17): Culture fit and why it’s important.
(07:20): Why an employee should think about culture fit.
(10:10): Helping employees define their core values.
(14:15): When somebody doesn’t know what they don’t know.
(21:40): What happens when it doesn’t work.
(26:18): Emphasizing culture.
(28:39):Being an ESOP company.
(34:20): Connecting with Ken Misiewicz

Episode quotes:

“Everybody's different. They have different motivations, different desires, different goals, different passions, and what gets them moving, what gets them fired up. It has to be matched with the employer, the work the company does, and the customers they serve. If it doesn't, it's a mismatch.”

“What's really nice about being an employee-owned company is that we can talk about the long term and the short term and try to connect the dots because we don't hire people just for the short term. Every hire is meant to be for their career.”

“We're looking for great human beings, and they're wrapped in all kinds of different ways. And so, we're looking for them to have the commonality of values because that is the single biggest indicator of whether or not they are going to stay.”

“You can handbook people to death, but that doesn't really drive behavior in a positive way.”

Recommended reading and listening:

The Clarity Advisors Show Episode 10: Ken Misiewicz – Leading an employee-owned company
Clarity Advisors Reading List

Follow/Connect with Ken Misiewicz:

113 Ken Trupke -- Accountability and "What if they don't?"

Tue, 01 Oct 2024 00:00:00 -0400

Part of being a leader is setting expectations and assigning responsibilities. But what if a team member doesn’t do what they’re supposed to do, when they’re supposed to do it? That’s a problem leaders seem to be facing more often.

On this edition of The Clarity Advisors Show, host Ken Trupke talks about the importance of holding team members accountable and helps leaders prepare for "What if they don't?"

Timeline

(00:20): Introduction – Defining the problem.
(02:54): Origin of the problem.
(05:16): The contract in the workplace.
(08:34): What if they don’t?
(10:59): Addressing the problem.
(11:52): Consequences of inaction.
(14:30): Conclusion.

Episode Quotes

“There are only two acceptable outcomes once you agree to do something. Do it on time, or tell me before that you're not going to get it done.”

“Accountability, by its very nature, is confrontational because I'm expecting you to do something. And if you don't do it, then we've got a problem.”

“The exchange of value is employer money for employee work. And should the employer stop paying, the employee would not just accept that.”

“Once accountability is out the window for one person, it's very quickly out the window for everybody.”

“If you are not going to address the issue of accountability, it's not going to stop. In fact, it's going to spread.”

Recommended reading and listening

Clarity Advisors Reading List

Follow/Connect with Ken Trupke

112 Nelson Wilner -- Getting back to work at the office

Tue, 24 Sep 2024 00:00:00 -0400

Getting your team back to work in the office has been a challenge for business leaders since 2020. Over the past few years, today’s guest on The Clarity Advisors Show has successfully navigated the transition of his team back to almost completely on-site work.

Nelson Wilner is Vice President of Kawasaki Engines USA. In this episode, Nelson tells host Ken Trupke how communication, flexibility, and culture were keys to the process.

Timestamps
(00:20): Introduction.
(01:01): About Kawasaki Engines USA.
(00:27): Nelson Wilner’s background.
(02:11): About Nelson’s team at Kawasaki.
(02:45): Update on the transition back to on-site work.
(05:03): Benefits of a team working together in person .
(06:07): Lessons learned during the transition.
(07:38): Handling employees opposed to returning to the office.
(09:28): Importance of culture.
(12:26): Attracting and retaining talent.
(19:05): Flexibility is key.
(23:58): How to connect with Nelson Wilner.

Episode Quotes
“We knew all along we wanted to come back and we needed to come back."

“The best thing that we learned was we had to go with our gut instinct. We knew that the best thing was to be together.”

“We were ahead of the curve and we were right. And our team has really done very, very well by being back together again.”

“We try to make a small company out of a big company.”

“At the company interview, we have to be honest. We have to be transparent. We have to set expectations of what we want. And again, if it's a match, if it's a fit, then that's great. If it's not, it's OK.”

“We have to make good on that promise that when they get here it is as promised and that we're not different in the interviews as we are in real life.”

“Flexibility is really important. I believe that we're at a good place right now that is comfortable for both the employee and the employer.”

Recommended Reading and Listening

The Clarity Advisors Show Episode 12: Nelson Wilner – Building relationships and trust within teams
Clarity Advisors Reading List

Connect with Nelson Wilner

Connect with Ken Trupke

111 Cam Roberts -- Improving your business, your team, and your community

Tue, 17 Sep 2024 00:00:00 -0400

Business success isn’t just about profit and loss. For today’s guest on The Clarity Advisors Show, it’s also about improving his community. Cam Roberts is president of Laser Pavement Solutions and host of the “Stripe It Like It’s Hot” podcast.

In this episode, he shares with host Ken Trupke what he’s learned from coaches and mentors and how that's helped him create a culture and build a team that goes beyond painting lines on pavement.

Timestamps
(00:20): Introduction.
(01:01): About Laser Pavement Solutions.
(05:01): How Laser Pavement Solutions improves its community.
(07:23): Cam Roberts’ background.
(12:40): About Cam’s team.
(15:31): Cam’s realization of the importance of culture.
(19:36): Keys to attracting the right people.
(28:06): Retaining employees.
(32:32): Benefits of having a mentor.
(44:03): About the “Stripe it Like it’s Hot” podcast.
(47:00): How to contact Cam Roberts.

Episode Quotes
“The passion of the company is to improve the community, (like) keeping parking lots and pavements safe, particularly in the winter.”

“We could paint a million parking lots and that would be exciting, but that's not going to serve the bigger mission of why we are doing this.

“I realized very quickly when I started hiring that I have to train these people very quickly. I don't have the luxury of being in Los Angeles where there are people with this experience.”

“Our core goal is to retain 75 percent of our full-time employees into the winter, and we have consistently been above that.”

“I've probably made some poor decisions and kept people longer than they should have because I'd rather be the person that gives too many chances than not enough when it comes to our people.”

“Culture is not one thing, it's not something you just do. It's something that has to get built indefinitely, brick by brick by brick.”

“I don't think there's an issue at all with people not wanting to work. I think there's a really big issue with companies that have not correctly explained or cast the vision and installed a purpose into why you should work with us.”

“If you're waiting to recruit (until) the moment you need somebody, who do you think is going to show up at your door? Desperate people. The great talent that you really, really want, are generally not looking for a job.”

“The reason why we grew so fast is not because I'm smart. It's because I'm ruthlessly committed to figuring something out.”

Recommended Reading, Viewing and Listening

Connect with Cam Roberts

Phone: 236-765-7259
Email: cam.roberts@laserpavementsolutions.ca
Website: laserpavementsolutions.ca
Stripe it Like it’s Hot Podcast on Instagram
Cam Roberts on LinkedIn

Connect with Ken Trupke

110 Ken Trupke -- Ask Me Anything: Defining your core values

Tue, 10 Sep 2024 00:00:00 -0400

In another “Ask Me Anything” episode of The Clarity Advisors Show, host Ken Trupke answers a listener’s question about core values, explaining what they are, how to define them, and then how to use them with your team.

Send Ken an email if you have a question you’d like answered or a topic you’d like to see covered in an upcoming show.

Timeline

(00:20): Introduction.
(01:09): Defining the core purpose vs. the core values.
(04:00): Getting started.
(04:03): The “blank sheet” approach.
(05:32): The “head start” approach.
(07:28): Five tips for defining your core values
(07:38): No. 1 – Be short and clear.
(08:55): No. 2 – Be memorable.
(10:25): No. 3 – Be real.
(14:58): No. 4 – Be unique.
(17:30): No. 5 – Be actionable.
(19:05): Review.

Episode Quotes

“Our core purpose – or our mission as some people call it – defines the 'what' and the 'who'. That’s what you do and who you serve.”

“The Core Values that define 'how' you work. They're the characteristics that when combined, uniquely define your team at its best.”

“Your core values are for your team. They're not for your customers.”

“'People like us do things like this.' That’s a way of describing culture.”

“While you can share values with another company, the combination of values shouldn't describe a lot of other companies.”

Recommended reading and listening

Clarity Advisors Reading List

Follow/Connect with Ken Trupke

109 Leslie Shreve -- Controlling your workload and being more productive

Tue, 03 Sep 2024 00:00:00 -0400

In today’s fast-moving business environment, it’s easy to become overwhelmed with emails pouring in, your task list growing, and time slipping away. Today’s guest on The Clarity Advisors Show is a productivity and workload management expert with a system for getting all of that under control.

Leslie Shreve is the founder and CEO of Productive Day and the creator of “Taskology,” the science of getting things done. In this episode, Leslie tells Ken Trupke how she helps professionals and their teams manage their workloads, make more progress, and enjoy more stress-free time at home.

Timestamps
(00:20): Introduction.
(01:09): About Productive Day.
(02:06): How Taskology fits with Productive Day.
(03:45): Leslie’s background.
(06:34): The importance of task management.
(08:02): Escaping "email jail".
(11:01): More keys to getting organized.
(13:15): The truth about Asana and other project management tools.
(19:01): How leaders can help their teams be more productive.
(23:21): The challenges of remote work.
(26:09): Keys to avoiding distractions.
(28:48): Where AI fits in with all of this.
(30:50): Leslie’s recommended reading and listening.
(32:33): How to connect with Leslie.

Episode Quotes
“People are so fragmented in how they're getting their work done. How they're working isn't working.”

“The name of the game is really task management.”

“There are more than 10 different sources of tasks in your workday. Email is just the most annoying."

"If you don't have a method for managing tasks – for gathering them, planning them, prioritizing them and getting them done – you are never going to be able to tackle email.”

“Leaders can help their teams first by helping themselves.”

“It's almost unfair to expect your people to hit deadlines and goals without giving them the tools or the wherewithal to do it.”

“The project management software is not going to be the solution. What matters is the methodology for the technology.”

“Nothing in this world happens without making good decisions, and that's one of the best skills that people can have.”

Recommended Reading and Listening

“Taskology: How to Unleash the Power of Your Most Productive Workday” by Leslie Shreve
“Becoming Supernatural” by Dr. Joe Dispenza
The Efficiency Edge newsletter
Clarity Advisors Reading List

Connect with Leslie Shreve

Connect with Ken Trupke

108 Ken Trupke -- Five steps to wrap up summer

Tue, 27 Aug 2024 00:00:00 -0400

As we come to the end of summer, it’s time to reset the team and the expectations for the rest of the year.

On this episode of The Clarity Advisors Show, host Ken Trupke offers a five-step plan to energize your team and set yourself up for a strong finish.

Timeline

(00:20): Introducing the five steps.
(00:56): Step 1: Define goals for the rest of year.
(01:39): Step 2: Revisit metrics and reset goals.
(02:56): Step 3: Call team together.
(04:53): Step 4: Restart the daily huddle.
(05:31): Step 5: Review the metrics daily and weekly.
(06:11): Wrap up.

Episode Quotes
“Pick two or three big things that we want to accomplish in the next few months and be clear about what those are, what we're trying to accomplish, and what success would look like.”

“The hard things that people tend to not want to do are outbound calls and sales meetings. So that's what I want to measure.”

“We can't wait 2, 3, 4 days or a week before we address issues.”

“If you expect people to achieve the goals and do things, then you've got to pay attention – not as a gotcha but to let people know you’re paying attention and that these really are important.”

Recommended reading and listening

Follow/Connect with Ken Trupke

107 Adi Klevit -- Improving your business through systems and processes

Tue, 20 Aug 2024 00:00:00 -0400

If you want to be successful, you must remember to work on your business – not just work in your business. And working on your business includes systematizing things so you can deliver consistent value to your customers.

Today’s guest, Adi Klevit, the CEO and founder of the Business Success Consulting Group, and the host of the Systems Simplified podcast, specializes in helping clients create the systems to run their business.

On this episode of The Clarity Advisors Show, Adi explains to host Ken Trupke how she helps fast-growing companies achieve consistency and efficiency by documenting their processes and procedures.

Timestamps

(00:20): Introduction.
(01:13): What makes Business Success Consulting Group unique.
(01:39): Business Success Consulting Group’s typical client.
(02:03): Adi Klevit’s background.
(03:04): How systematizing businesses and documenting processes helps a business.
(06:20): Why people are reluctant to systematize and document processes.
(09:22): Tools used in the process.
(14:39): Typical time frame.
(17:20): Achieving accountability.
(21:45): Adi’s recommended reading and listening.
(23:50): Connecting with Adi Klevit.

Episode Quotes
Systematizing and documenting by itself would not really help. You also have to implement.

“We are experts at asking questions and extracting information so then we can create not only the procedures, but also best practices and the reason why behind it so that knowledge is not lost.”

“It starts from the top...from a buy-in from the CEO...deciding that this is the culture we're going to embrace, that we are going to actually use that documentation, and there is accountability.”

“One of the key steps is to make sure that everyone in your company actually read those processes and procedures, because if they didn't, how are you going to get everybody on the same page?”

“I love to hear inspiring stories of entrepreneurs that have made it, that keeps me going, listening to their struggles, listening to the ups and downs, but listening to their tenacity, their courage, the pushing forward."

Recommended Listening

Systems Simplified podcast hosted by Adi Klevit
Inspired Insider podcast hosted by Jeremy Weisz
Built to Sell podcast

Connect with Adi Klevit

Phone: 503-662-2911 (call or text)
Email: adi@bizsuccesscg.com
Website: bizsuccesscg.com
Adi Klevit on LinkedIn

Connect with Ken Trupke

106 Bob Burg -- A conversation with Mr. “Go-Giver”

Tue, 13 Aug 2024 00:00:00 -0400

If you’re looking for a short list of principles for business success, there may be no better book than “The Go-Giver,” which has sold well over a million copies and been translated into 30 languages.

On this episode of The Clarity Advisors Show, host Ken Trupke talks with the co-author of the book, Bob Burg, about following his Five Laws of Stratospheric Success to build relationships, communicate value, and accelerate business growth.

Timestamps

(00:21): Introduction.
(01:04): Why the Go-Giver series has been so successful.
(04:43): Introducing the five laws of the go-giver.
(05:01): The Law of Value.
(05:55): The Law of Compensation.
(06:15): The Law of Influence.
(07:02): The Law of Authenticity.
(07:39): The Law of Receptivity.
(08:24): Being entrepreneurial without being an entrepreneur.
(09:50): Clearing the hurdle of being self-focused.
(12:59): How to come across as genuinely authentic.
(16:00): Attracting and retaining the best people.
(19:40): Advice for leaders today.
(22:37): Connecting with Bob Burg.

Episode Quotes
“People are going to do business with you because ultimately, they believe they'll be better off by doing so.

“Go-Givers tend to sell at the higher end of the price level because Go-Givers sell on high value, not low price."

"When you sell on low price, you're a commodity. When you sell on high value, you are a resource.”

“All things being equal, people will do business with, and refer business to, those people they know, like, and trust.

“Giving and receiving are not opposite concepts, despite what so much of the world would have us believe.”

“We're all more concerned with ourselves than we are with other people. What we've got to understand is so are they.

“We've always got to remember that the consumer is buying for their reasons, not our reasons.”

“Authenticity is simply acting congruently with your values.”

“How far can you push a rope? Not very – at least not very fast or very effectively. That’s why great influencers, great leaders, don't push. They pull.”

“The ability to earn and maintain trust is going to be your single biggest advantage.”

“There are two elements of [trust]. One is character and the other is competence. And if it's something significant that people are making a decision about, they've got to see you as having both.”

Recommended Reading and Listening

The Go-Giver books by Bob Burg
The Go-Giver Podcast hosted by Bob Burg
“The Speed of Trust: The One Thing That Changes Everything” by Stephen M.R. Covey
“The 7 Habits of Highly Effective People” by Steven R. Covey
Clarity Advisors Reading List

Connect with Bob Burg

Connect with Ken Trupke

105 Ken Trupke -- The Curse of the Good Idea

Tue, 06 Aug 2024 00:00:00 -0400

As leaders, we're always looking to innovate and find new and better ways to serve our customers.

On this episode of The Clarity Advisors Show, host Ken Trupke discusses The Curse of the Good Idea: how jumping from "good idea" to "good idea" prevents you from finishing what you're already working on.

He explains why we can do anything, but not everything, and offers tips for being intentional about filling up your plate, so your good ideas turn into results.

Timeline

(00:20): Explaining the curse of the good idea.
(01:20): Why a good idea isn’t always a good thing.
(03:03): The buffet analogy.
(06:50): Focus on ROI.
(08:54): Prioritize.
(10:15): Summary.

Episode Quotes
“We want to innovate, we want to improve, and we want to grow. But we only have so much time, money, and energy. No matter how much you have, all three are still limited.”

“You can do anything, but you can't do everything.”

“Measure both the impact and the effort of projects."

Recommended reading and listening

Clarity Advisors Reading List

Follow/Connect with Ken Trupke

104 Mandi Brower -- Creating a great place to work

Tue, 30 Jul 2024 00:00:00 -0400

Creating a culture where people want to come to work starts with a leader with a vision and a heart for people. Today’s guest, Mandi Brower, is the Chief Operating Officer of Quality Car Wash, a business that spans multiple car washes and some Tim Horton's coffee shops.

On this episode of The Clarity Advisors Show, Mandi shares with host Ken Trupke how she fosters a culture where people on her team feel supported and can learn skills that help them in their careers.

Timestamps

(00:59): About Quality Car Wash.
(01:22): What makes Quality Car Wash and Tim Hortons unique.
(02:41): Mandi’s career path.
(04:42): About Mandi’s team.
(05:44): What Mandi’s done right with her team.
(08:28): Winning multiple best and brightest places to work awards.
(09:50): Importance of communication.
(11:13): Creating a culture of success.
(14:20): Mistakes made along the way.
(16:12): Why it’s important to delegate.
(17:08): Attracting talent.
(21:07): Retaining talent.
(22:46): Heart-centered leadership.
(24:47): Advice to young leaders.
(26:33): Recommended reading and listening.
(28:30): Connecting with Mandi.

Episode Quotes

“Everything is really about the people, the people that we hire, the people that we serve, the guests that come in, and the community.”

“College is great, but I'd rather have someone that has already worked for us for six, seven years come into a new role than someone who's brand new out of college so we can continue to grow our people that way as well.”

“The way we treat our team is the way they're going to treat our guests.”

“There's a cost to turnover. It's expensive to have people leave and to retrain and to get them on benefits and to do all the termination of benefits. There’s a dollar amount that goes with that.”

“I don't want to work at the register. I can't keep up with those kids these days and all the buttons, so I need to make sure I’ve got the best team there and I want them working there. So, we're going to treat them great.”

“Even if someone is doing it 90 percent of the way you would do it, they're actually getting it done because you are not getting it done.”

“We've really found that we've been able to save some great people or some great relationships because just moving them to a different site, to work for a different structure, a different leader with different traits has really been really great as well.”

“Heart-centered leadership just really is about focusing on the people, really focusing on their feelings, really focusing on them as people and not as numbers, not as a transaction, not as a shift, not as just someone on the schedule, but really focusing as them as a person and how we can help them walk this journey through life.”

Recommended Listening

Reframe and Rewire Podcast with Michelle L. Steffes

Connect with Mandi Brower

Email: mandi@qualitywash.com
Mandi Brower on LinkedIn

Connect with Ken Trupke

103 Ken Trupke -- Ask Me Anything: Friendly vs. professional and summer reading recommendations

Tue, 23 Jul 2024 00:00:00 -0400

On this “Ask Me Anything” edition of The Clarity Advisors Show, host Ken Trupke answers listeners’ questions.

This week he explains that being friendly and being professional aren't opposites (and that friendly is better!), and he offers some recommendations for your summer reading list.

If you have a question that you’d like Ken to answer in a future episode, you can email it to him at ken@clarityadvisors.io.

Timeline

(00:41): Question 1: Friendly vs. professional.
(03:09): Question 2: Summer book recommendations.
(03:45): “Atomic Habits” by James Clear.
(04:21): “Never Split the Difference” by Chris Voss.
(05:03): “The Go-Giver” by Bob Burg.
(05:23): Jeffery Gitomer’s “Little” books.
(05:57): Biography books – Start with Mount Rushmore.
(06:48): Biographies of childhood Americans.
(07:11): Landmark books.
(07:48): Summary.

Episode Quotes
“Some people think that happy and friendly aren't professional, and that good work can't be accomplished unless everyone is stern and serious, but customers like to buy where people are friendly.”

“'Professional' indicates a high level of skill and polish and that you know your stuff, so you can be a competent professional who knows their stuff and be friendly.”

“People who are unhappy at work are often unhappy outside of work. And typically, that unhappiness started long before this job.”

“Reading is one of the best investments you can make.”

“Pick anyone that you are personally interested in and there's probably a pretty good biography out there.”

Recommended reading and listening

“Atomic Habits,” by James Clear
“Never Split the Difference,” by Chris Voss
“The Go-Giver,” by Bob Burg
"The Little Red Book of Selling" by Jeffery Gitomer
"The Little Yellow Book of YES! Attitude" by Jeffery Gitomer
Landmark Book Series
Clarity Advisors Reading List

Follow/Connect with Ken Trupke

102 Ken Trupke -- Four characteristics of good followers

Tue, 16 Jul 2024 00:00:00 -0400

While an organization is only as good as its leaders, it's also only as good as its followers. It's the followers who accomplish goals under a leader's direction and help achieve the leader's vision.

Whether or not you aspire to leadership, it's essential that you learn to follow well. On this episode of The Clarity Advisors Show, host Ken Trupke offers his top four characteristics of good followers.

Timeline

(00:20): Introduction.
(01:34): No. 1 – Humility.
(03:09): No. 2 – Teamwork.
(04:22): No. 3 – Work ethic.
(05:03): No. 4 – Loyalty.
(07:14): Recap.

Episode Quotes

“He who cannot be a good follower cannot be a good leader.” (Aristotle)

“Good followers are truly team players. They recognize that success is about achieving the goal, not about your personal recognition.” (Ken Trupke)

“Good followers recognize there are no winners on a losing team. No one wins unless everyone wins.” (Ken Trupke)

“Learning to be a good follower sets you up to have perspective for future leadership opportunities.” (Ken Trupke)

Recommended reading and listening

“In Praise of Followers,” by Robert E. Kelly (Harvard Business Review)
“The Courageous Follower: Standing up to and for our leaders,” by Ira Chaleff
“The Art of Followership: How great followers create great leaders and organizations,” by Ronald E. Riggio, Ira Chaleff, and Jean Lipman-Blumen
Clarity Advisors Reading List

Follow/Connect with Ken Trupke

101 Ken Trupke -- Seven steps to ensure failure

Tue, 09 Jul 2024 00:00:00 -0400

We spend a lot of time talking about success and how to achieve it, but there are actually more ways to get things wrong than there are to get them right.

So, on this episode of The Clarity Advisors Show, host Ken Trupke flips the script and offers seven steps to ensure failure. This isn't a complete list, but it's a start. Hopefully you'll do the opposite and set yourself up for success.

Timeline

(00:20): Introduction.
(00:45): No. 1 – Hanging around with negative people.
(01:25): No. 2 – Putting yourself first.
(02:05): No. 3 – Procrastinating.
(03:15): No. 4 – Avoiding personal growth.
(05:30): No. 5 – Micromanaging and distrust others.
(06:19): No. 6 – Giving up when something’s hard.
(07:45): No. 7 – Trying to be someone you’re not.
(08:29): Recap.

Episode Quotes

"There are more ways to get things wrong than to get them right." (Ken Trupke)

"You don't have to make the right decision. Just make a decision and then make it right." (Andy Andrews)

"If you want to be someone in a position of leadership where you're sharing and leading well, you've got to have something to share and lead. So, fill yourself up first." (Ken Trupke)

“Anything worth doing is also worth doing poorly – at least at first. Remember you're not going to be great right away." (Ken Trupke)

"Don’t wish it was easier. Wish you were better." (Jim Rohn)

"Be yourself. Everyone else is already taken." (Oscar Wilde)

Recommended reading and listening

Follow/Connect with Ken Trupke

100 Ken Trupke -- Quick tips for summertime networking

Tue, 02 Jul 2024 00:00:00 -0400

As we officially start summer, it's a time to set aside work, take a vacation or at least a few days off, and recharge. But that doesn’t mean there won’t be opportunities to network.

On the 100th episode of The Clarity Advisors Show, host Ken Trupke offers two tips for making connections at summertime events that will help you grow your team and business.

Timestamps

(00:26): Introduction.
(01:10): Tip One: Be friendly.
(02:23): Tip Two: Keep your antenna up.
(03:45): Episode 100.

Episode Quotes
"Focus more on being interested than to be interesting. Focus on the person in front of you and be interested in them, and they'll find you interesting."

“A great way to start a conversation at a summertime event is just, ‘How do you know the host?’”

“You never know who might be your next great teammate, your next great customer, or just a great connection, even if it isn't the person you're talking to.”

Recommended reading and listening

Clarity Advisors Reading List

Follow/Connect with Ken Trupke

99 Ken Trupke -- What to do when things don't get done

Tue, 25 Jun 2024 00:00:00 -0400

On this "Ask Me Anything" episode of The Clarity Advisors Show, host Ken Trupke addresses a listener's question about a team consistently missing deadlines despite using a project management tool.

Timestamps

(00:38): Listener question.
(01:19): Purpose of a project management tool.
(02:28): Tending the garden of the team.
(04:20): The leader is responsible.
(06:04): Diagnosing the problem.
(06:50): Assume the process is the problem.
(07:50): Maybe it’s a “people” problem.
(09:20): Two acceptable outcomes.
(15:45): Creating an environment of accountability.

Episode Quotes

“The project management tool doesn't actually create progress. You have to do the work to get the work done. The tool just documents the activity. It isn't the activity itself.”

“Things don't just happen. You've got to tend it. And part of the role of a leader is to tend the garden of the team to prune what needs to be pruned to keep the focus.”

“We produce when there's pressure to produce. This doesn't have to be an unhealthy pressure, but the trade-off in the workplace is compensation for results”

“You want to make sure people get their praise publicly so that everybody knows what a good job they did because you're going to get more of what you praise.”

Recommended reading and listening

Clarity Advisors Reading List

Follow/Connect with Ken Trupke

98 Ken Trupke – Working with opposite behavior styles

Tue, 18 Jun 2024 00:00:00 -0400

On this "Ask Me Anything" episode of The Clarity Advisors Show, host Ken Trupke uses the DiSC Assessment to answer a listener's question about how to deal with a boss with the opposite behavior style.

Timestamps

(00:38): Listener question.
(02:28): DiSC chart explanation.
(09:17): Get your concerns on the table.
(11:36): Four tips for an “S” working with a “D” boss.
(11:48): No. 1: Pick up your pace.
(12:58): No. 2: Set time limit expectations.
(14:32): No. 3: Have an agenda.
(16:08): No. 4: Give choices.

Episode Quotes
“It's not that task-oriented people don't care about people. They do. They just tend to put the task first.”

“In the workplace it tends to be priority much more than pace that generates conflict.”

“I suggest to anyone who's having conflict in the workplace with another person to get it on the table. Have a meeting – ideally face-to-face – with that person and just share how you're feeling.”

“It's always easy until people get involved. When people have different priorities, it’s extra challenging. And when you have different priorities and different paces, it’s very, very challenging.”

“Fast isn't better than slow, and task isn't better than people. They're just different. So, let's celebrate those differences and adapt to those differences so we can be more effective.”

Recommended reading and listening

Turn The Ship Around! by L. David Marquet
Clarity Advisors Reading List

Follow/Connect with Ken Trupke

97 Ken Trupke -- Six ways to keep momentum going during the summer

Tue, 11 Jun 2024 00:00:00 -0400

As we head into summer, it's important not lose momentum with your team. We all need time off to reset and recharge, and we continue to have customers we need to serve.

On this episode of The Clarity Advisors Show, host Ken Trupke offers six ideas to help you maintain momentum through the summer while making sure your team still gets time to enjoy summer.

Timestamps

(00:23): Introduction
(01:02): Tip 1: Plan work
(03:16): Tip 2: Check in weekly.
(04:35): Tip 3: Morning routine.
(07:48): Tip 4: Contests.
(10:18): Tip 5: Book club.
(12:29): Tip 6: Four-day work week.

Episode Quotes
“Check in with your team. Make sure you are following up to see how they're doing. And the question is ‘How can I help?’“

“What time are you going to commit to getting up every day? That starts your day with some consistency and it signals to your brain that we're still on schedule here.”

“With contests, people want to compete and win much more than they care about what they actually win.”

“You come away from [reading books together] with concepts that you now have shared and are familiar with.”

“People are going to be taking off Fridays and Mondays and half days and whatever. But if you (all) take Fridays off, then in theory everyone's here Monday through Thursday.”

Recommended reading and listening

Clarity Advisors Reading List

Follow/Connect with Ken Trupke

96 Jim Shafer -- Make an attorney part of your small business team

Tue, 04 Jun 2024 00:00:00 -0400

One aspect of starting and running a small business that's often overlooked is the importance of good legal advice. Today’s guest, Jim Shafer, is an attorney who has been advising small businesses for decades. He also has an extensive background in real estate.

On this edition of the Clarity Advisors Show, Jim and host Ken Trupke discuss the benefits of having an attorney on your team.

Timestamps

(01:12): About Shafer Legal.
(01:58): Jim's career path to business law.
(03:32): Why have an attorney your the team?
(04:32): Mistakes a lawyer can prevent and fix.
(07:11): Setting up a new business.
(10:46): Is an LLC necessary?
(11:55): Buying investment properties.
(16:33): Structuring your company.
(18:25): Jim’s real estate background.
(25:55): Contracts and agreements.
(32:31): Recommended listening.
(34:40): Connecting with Jim Shafer.

Episode Quotes
“Having an attorney on the team is not for when things go wrong, but to help them keep from going wrong in the first place.”

“Any time you start a new business, it takes a good two to five years to even out those highs and lows of getting things going. And every step of the way can involve pitfalls.”

“I recommended every single time to get your business into some kind of a box, so it protects the bigger pool of the rest of your assets.”

“If you have 10 pieces of property, keep them in 10 separate "boxes". If something goes bad with one, you've isolated it down to that one piece of property.

“Don't let the tax "tail" wag the transaction "dog" because sometimes the tax savings that you're trying to achieve may cost you more in the long run.”

Recommended reading and listening

Follow/Connect with Jim Shafer

95 Ken Trupke -- Three ideas to encourage you

Tue, 28 May 2024 00:00:00 -0400

On this episode of The Clarity Advisors Show, host Ken Trupke recounts three separate, but related experiences that encouraged him by reminding him of the value of knowledge and learning, to accept our imperfections, and recognize that success may be closer than we think.

Timestamps
(00:23): Separate, but related encouraging events
(00:40): Conversation with a friend about a difficult relationship
(01:36): Bullets before cannonballs
(02:22): Begin with the end in mind.
(03:55): Nobody is perfect.
(07:45): Life is like a pinata.

Episode Quotes
“Book knowledge doesn't always translate perfectly into the real world. Like riding a bike, studying it is very different than doing it.”

“It still pays off to invest, to study and to read, and to learn and to try to master your craft, whether that be business or relationships or whatever skill.”

“When we put things in practice, we just need to be prepared for it to not go perfectly.”

“In some ways, life and business is about being blindfolded and dizzy, swinging our stick, hoping to hit the pinata.

“It's OK that life doesn't work like the book, but that doesn't mean don't keep studying."

“It’s OK that we all have character flaws. That doesn't mean that there's not also greatness within us.”

“We are closer than we think. Keep swinging, keep trying, keep going.”

Recommended reading and listening

You're closer than you think (pinata video) by Ed Mylett
Fire Bullets, Then Cannonballs by Jim Collins
Begin With the End in Mind by Stephen Covey
Never Split the Difference by Chris Voss
Clarity Advisors Reading List

Follow/Connect with Ken Trupke

94 Ken Trupke -- Ask Me Anything: Staying too long, leading a new team, and the value of experience

Tue, 21 May 2024 00:00:00 -0400

On this "Ask Me Anything" episode of The Clarity Advisors Show, host Ken Trupke answers listeners’ questions.

This week he looks explains why it sometimes makes sense to stay with a job a long time and when it might be time to move on, how you can lead a team that’s doing something you’ve never done yourself, and how an older worker can leverage their experience to help the team.

If you have a question that you’d like Ken to answer in a future episode, you can email it to him at ken@clarityadvisors.io.

Timestamps
(00:30): Question 1: Deciding the right time to change jobs.
(07:22): Question 2: Leading a department without subject matter experience.
(11:45): Question 3: Bringing value to a company as an older worker.

Episode Quotes
“Since layoffs have become an accepted means for managing businesses, people have realized that loyalty doesn't go both ways.”

“We undervalue the people we have and the people we know, and we overvalue the people that we don't know – the outsiders.”

“It's easier to get equity to become a partner or to take over a company that you're already in rather than coming in from the outside.”

“Your job (as the leader) is to remove obstacles and provide resources.”

"Leadership is leveraging yourself across a team (to get things accomplished).

“You've earned your experience. You're bringing that perspective and that realization that the timeless principles always work regardless of the business cycle.”

Recommended reading and listening

“From Strength to Strength: Finding Success, Happiness, and Deep Purpose in the Second Half of Life,” by Arthur C. Brooks.
The Clarity Advisors Show Episode 28 – Drawing the line between management and micromanagement.
The Clarity Advisors Show Episode 90 – Timeless truths to help build your team.
Clarity Advisors Reading List

Follow/Connect with Ken Trupke

93 Lisa Sherman -- Accounting support as a team sport

Tue, 14 May 2024 00:00:00 -0400

Accounting can be one of the hardest functions to align the skills and experience of your team with the needs of your business. Lisa Sherman, a certified public accountant and a principal with public accounting firm Doeren Mayhew, leads her firm’s virtual and outsourced accounting services team.

On this edition of The Clarity Advisors Show, Lisa tells host Ken Trupke how she uses teams of two to three people to fully support her clients’ accounting and finance needs.

Timestamps
(01:07): About Doeren Mayhew.
(03:30): Branding as Wayfinder.
(04:05): Doeren Mayhew’s niche.
(06:35): Lisa’s team at Doeren Mayhew.
(07:30): Lisa’s background.
(10:19): Tips for growing a team.
(13:00): Socializing topics.
(16:08): Success stories.
(20:32): Attracting talent
(25:00): Retaining talent.
(34:45): Connecting with Lisa.

Episode Quotes
“We touch a little bit of everything across the board, but I think what really makes us unique is our team. We come in as a team approach – two to three people depending on the level of engagement.”

“We come in on a remote basis and fractional, so you're not hiring us. That way you can get a whole team of people – a whole department – at a fractional cost and a fractional amount of time."

“If you want change, you don't come into a meeting and say, ‘hey, we're going to change.’ You come into the meeting with little bits of pieces of information over a period of time and you socialize those topics."

Recommended Reading and Listening

“Power Questions” by Andrew Sobel and Jerold Panas.
“Digital Body Language,” by Erica Dhawan.

Connect with Lisa Sherman

Email: lsherman@doeren.com
Lisa Sherman on LinkedIn

92 Dr. Christopher Fischer -- Using psychology to gain clarity on culture and teams

Tue, 07 May 2024 00:00:00 -0400

Terms like "culture" and "teams" are used a lot in business, but getting a shared understanding of what those words mean can be challenging. Dr. Christopher Fischer is a psychologist who works with leaders on the "people side" of their business to help them get clarity and deliver results.

On this episode of The Clarity Advisors Show, Christopher and host Ken Trupke talk about the importance of creating a clear and intentional culture within a company, and the need for leaders to differentiate between a "team" and a "work group".

Timestamps
(01:09): About Fusion Consultants.
(02:30): Who typically hires Fusion Consultants?
(05:06): The psychology of sales.
(09:01): Chris’ background.
(18:32): Why leaders and organizations struggle with culture.
(21:47): What prevents companies from implementing the culture they want to have.
(26:10): The difference between a team and a work group.
(33:39): What Chris is reading and listening to.
(35:48): Connecting with Dr. Christopher Fischer.

Episode Quotes
“Unless you're very intentional about the culture that you want to create, you'll unintentionally get the culture you deserve.”

“My basic definition of culture is behavior that gets repeated over and over and over and over again.”

“I think strategy and clarity are simple to say but really hard to do.”

“I'm not a business strategist by any means, but I can help sniff out where there's lack of clarity for organizations.”

“We want to have a climate where people feel psychologically safe and want to have fun and be engaged, but we don't hold people accountable to the behaviors that we don't need and reinforce the behaviors that we do need.”

“Organizational groups are a number of individuals working on things that will aggregate up to a final score that will make a difference, but they're not held accountable at the same time or have shared accountability on the field at the same time a team does.”

Recommended Reading and Listening

The Pacesetter Pod hosted by Joe Mosher.
Chris Fischer’s interview on the Pacesetter Pod.
Hidden Brain podcast.
“David and Goliath” by Malcolm Gladwell.
“World Without End: A Novel (Kingsbridge)” by Ken Follett.

Connect with Dr. Christopher Fischer

91 Brad Morrill -- Growing and building teams in ag and energy

Tue, 30 Apr 2024 00:00:00 -0400

Commodities like propane, gas, and industrial lubricants may not be something you think about often, but they're critical to providing the energy needed to heat our homes and run the farm equipment that produces our food.

Brad Morrill started his career in the Army and worked for a couple of large, well-known companies on his way to his current leadership job with Crystal Flash, an employee-owned propane company in Michigan.

On this episode of The Clarity Advisors Show, Brad and host Ken Trupke talk about some of the lessons Brad has learned about growing and building teams.

Timestamps
(01:06): About Crystal Flash.
(02:01): What makes Crystal Flash unique?
(03:13): Brad Morrill’s background.
(04:02): Why agriculture and energy?
(06:12): Makeup of Crystal Flash’s team.
(10:41): Tips for building and growing teams.
(14:00): Attracting and retaining talent.
(20:44): Brad’s planned transition.
(29:20): Recommended reading and listening.
(32:55): How to connect with Brad.

Episode Quotes
“What I like about energy and food agriculture is those are foundational industries for the human race. We all have to eat and we all need energy.”

“I like to say (Crystal Flash is) a big enough company to have resources to actually do stuff, but a small enough company that you still know people and what they do.”

“Hire slow, hire for enthusiasm, and hire for curiosity. Those are three big things I look for. And in the situations where I've been able to find those people, they've been really great teammates to have for long periods of time.”

“People hire into companies and they leave managers.”

“I'm kind of a five- to seven-year guy and here I am at 10, so I'm kind of long in the tooth at this company and I'm ready for the next step.”

“Because it's such a long transition and so well-orchestrated that I think by the time that I leave, it'll be more like, 'Brad, did you leave already?'”

“We've done a really good job at Crystal Flash of keeping people on part-time when they get to retirement age. Instead of just having them stop one day and go to a hundred percent retirement, we found ways to be able to allow people to move into a part-time role and continue so that they have a transition timeframe, and we get to still benefit from their experience.”

Recommended Reading and Listening

“Working Identity,” by Herminia Ibarra.
“Act Like a Leader, Think Like a Leader,” by Herminia Ibarra.
The Pacesetter Pod with Joe Mosher.
Politico Energy podcast.
Oil and Gas This Week podcast.
Path to Zero podcast.
Freakonomics podcasts.
Newt’s World podcast with Newt Gingrich.

Connect With Brad Morrill

90 Ken Trupke -- Timeless truths to help build your team

Tue, 23 Apr 2024 00:00:00 -0400

On the previous episode of The Clarity Advisors Show, host Ken Trupke explained the difference between timely trends and timeless truths and shared some timely trends leaders need to understand.

In this episode, Ken offers three timeless truths that have been -- and will continue to be -- true for you to build and lead a successful team.

Timestamps
(00:20): Introduction.
(01:10): Timeless truth No. 1: Communication.
(02:39): Synchronous and in-person communication.
(05:17): Both sides of the DISC profile are important.
(07:42): Timeless truth No. 2: Culture trumps skills.
(09:34): Timeless truth No. 3: Appreciation.

Episode Quotes
“People are going to fill the void with negativity.”

“Synchronous and in-person are better than asynchronous and not in-person.”

“Businesses tend to get off the rails...because we had a miscommunication somewhere and people didn't understand something."

“Communication is something you'll never master, but you can continually get better at.”

“People...want to belong. They want to be somewhere where, ‘People like us do things like this.’”

“People also want to know that you notice (them) and that they matter.”

“Gen Z and Gen Alpha don't just work for the money and they won't just put up with things for the money the way Xers and Boomers did."

Recommended reading and listening

The Clarity Advisors Show Episode 89 – Timely trends to help build your team.
Clarity Advisors Reading List

Follow/Connect with Ken Trupke

89 Ken Trupke -- Timely trends to help build your team

Tue, 16 Apr 2024 00:00:00 -0400

When building and growing your team, there are timely trends and timeless truths. And you need to appreciate both, as well as know the difference between them.

On this edition of The Clarity Advisors Show, host Ken Trupke offers three timely trends to which leaders need to pay attention. Next week, he’ll look at some timeless truths that have been – and always will be – keys to building strong teams.

Timestamps
(00:37): Timely trends vs. timeless truths.
(03:24): Timely trend No. 1: Remote work.
(08:15): Timely trend No. 2: Generational differences.
(13:00): Timely trend No. 3: Artificial intelligence.
(18:01): Wrap up.

Episode Quotes
“There are timely trends that younger leaders are dialed into that experienced leaders need to pay attention to. They may change and evolve, but you can't ignore them.”

“It's easier to establish a culture where 'people like us do things like this' (when you're in-person)."

“Key generational differences are wanting more time off, wanting a flexible schedule, and yes, wanting remote work.”

“It's not that people didn't want to take time off or didn't want to have more work-life balance. It just wasn't as acceptable. But today it’s very acceptable.”

“As a leader, you need to set the expectations and goals around what we're trying to accomplish as a business to serve our customers. Micromanaging comes in when we also dictate the how.”

"(Not using AI is) like saying the internet was a trend or that laptops are just a tool for lazy people.”

Recommended reading and listening

Clarity Advisor Reading List

Follow/Connect with Ken Trupke

88 Ken Trupke -- Ask Me Anything: Growing your skills, recognizing good work, and using AI

Tue, 09 Apr 2024 00:00:00 -0400

On this "Ask Me Anything" episode of The Clarity Advisors Show, host Ken Trupke answers your questions. This week he tackles how to grow your skills without a company training plan, ways to show appreciation to team members when you can’t give them bonuses, and how to start using AI in your work.

If you have a question that you’d like Ken to answer in a future episode, you can email it to him at ken@clarityadvisors.io.

Timestamps
(00:20): Introduction
(00:40): Question #1: How to grow skills on your own.
(01:21): Invest in yourself.
(01:32): Use books to learn.
(03:02): Outside coaching.
(04:22): Take Courses.
(05:30): Find a Group.
(07:00): Question #2: How to show appreciation.
(07:20): Just say thanks.
(10:24): Gifts.
(12:53): Handwritten cards.
(16:28): Question #3: How to get started with AI.
(16:50): Start with an email.
(21:18): Use AI before search.
(24:00): Wrap-up.

Episode Quotes
“We don't want to be the Dead Sea, where information comes in and that's it. We want to be the Sea of Galilee, where the water flows in and then flows back out.

“Education and growth are an investment. That return is us getting better, us becoming more valuable, positioning ourselves for a promotion or a raise because we know more.”

“Improving your communication skills is valuable any time, any place, for anybody. It's not just a business skill, it's a life skill.”

“If you don’t have the money (to do more) – and even if you do have money – say thank you. Just tell people that you appreciate them.”

Recommended reading and listening

Clarity Advisor Reading List
Joe Pici’s Rapport Mastery Boot Camp
Joe Pici's Virtual Rapport Mastery Course.
Clarity Advisors Show, Episode 25, on the benefits of having a daily huddle.
Clarity Advisors Show, Episode 87, on artificial intelligence in your business.
Gary Pinkerton's Podcast
Craig Groeschel Leadership Podcast

Follow/Connect with Ken Trupke

87 Ken Trupke -- Why and how to start using AI in your business

Tue, 02 Apr 2024 00:00:00 -0400

Artificial Intelligence now seems to be part of every business conversation. However, some leaders are still reluctant to use AI.

On this episode of The Clarity Advisors Show, host Ken Trupke shares why you should consider AI and how you might overcome your team's reluctance to embrace it.

Timestamps
(00:19): Broad overview of artificial intelligence (AI).
(00:56): How AI is being used.
(01:38): Most common responses to AI.
(02:39): Suggested responses.
(03:18): Automate repetitive tasks.
(03:33): Analyze lots of data quickly and accurately.
(05:30): Other popular uses.
(05:40): Content creation and curation.
(06:07): Sentiment analysis.
(06:37): Customer relation management
(06:53): Human resource AI tools.
(07:27): Reasons for reluctance.
(08:00): Tips for introducing and adopting AI.
(08:10): Guarantee there won’t be firings.
(10:20): Encourage a growth mindset.
(11:12): Focus on the value and impact.
(12:30): Summary

Episode Quotes
"Regardless of the business you're in, AI can improve your efficiency, productivity, and decision-making.”

“Uncovering valuable insights, patterns and trends hidden within your marketing, sales, finance, and operational data allows your team to make better decisions and predictions.”

“While AI may automate certain tasks, it also creates new opportunities for creativity, problem solving, and higher value work. Smart use of AI will support human capabilities, not replace them entirely.”

“AI is not going to take your job, but someone using AI might. So be that person – be the person who leverages and uses AI.”

Recommended reading and listening

The Clarity Advisors Show Episode 58 with Krystal Parker: The AI revolution and its impact on the workforce.

Follow/Connect with Ken Trupke

86 Ken Trupke -- March Madness lessons for your team

Tue, 26 Mar 2024 00:00:00 -0400

March Madness is underway, and watching the top college basketball teams compete for a national championship provides lessons for business teams.

On this episode of The Clarity Advisors Show, host Ken Trupke looks at principles like teamwork, perseverance, communication, limiting mistakes, and being willing to take chances, that work both on and off the court.

Timestamps
(00:19): March Madness explained.
(01:10): Similarities between basketball teams and your team.
(02:19): Responding to pressure.
(02:49): Three keys to winning.
(03:10): Three-pointers.
(03:43): Limiting turnovers.
(05:05): Rebounding.
(07:41): Final thoughts.

Episode Quotes
“The best basketball teammates are humble, hungry, and smart. That is, they're willing to make a pass rather than shoot. They hustle on defense, especially for loose balls. And they have basketball IQ.”

“Teams face adversity, setbacks, and pressure situations. It’s how they respond – how resilient they are and how much they persevere – that will define their success.”

“If you're the underdog, be aggressive. Take those three pointers to swing momentum. Play hard and be relentless. You've got to outwork and out-hustle your opponent.”

“If you're the heavy favorite, play your game...look for opportunities...but keep the main thing, the main thing.”

Recommended reading and listening

The Ideal Team Player by Patrick Lencioni

Follow/Connect with Ken Trupke

85 Joe Mosher -- Mergers and acquisitions in the agribusiness sector

Tue, 19 Mar 2024 00:00:00 -0400

Mergers and acquisitions -- or M&A, as it's known -- is common in most industries, but one area people don't often think about for M&A is agriculture.

Today's guest, Joe Mosher, is founder of the Mosher Consulting Group, which specializes in helping agribusinesses execute on their mergers and acquisitions.

On this episode of The Clarity Advisors Show, Joe shares with host Ken Trupke his thoughts on avoiding common merger problems and what he learned about leading teams from his time in corporate America.

Timestamps
(00:53): How Mosher Consulting serves its clients.
(02:22): What makes Mosher Consulting unique.
(04:18): Avoiding common merger problems.
(10:00): Mergers and acquisitions in the world of agribusiness.
(15:41): Joe Mosher’s background.
(18:39): Assembling the Mosher Consulting Group team.
(22:23): The abundance mindset.
(23:45): Lessons learned in building the team.
(28:08): Recommended reading and listening.
(30:30): The Pacesetter Pod.
(33:32): Connecting with Joe Mosher.

Episode quotes
“A lot of deals fail to deliver what they're expected to deliver.”

“Folks who say that agribusiness or agriculture is one of the lowest tech adoption industries out there, I think are wholesale wrong.”

"We generally have inelastic calorie demand in the world. People have to eat."

“One of our core values is we don't monetize every interaction. And so sometimes if we can simply connect what we think is a good, credible, trusted advisor in the marketplace with our client to our client's benefit.”

“An abundance mindset is really easy to have when you have abundance. But as soon as scarcity sets in, it's really hard to keep that.”

“You're not always able to disclose everything, but I always try to bring the facts into the light and make sure that my team understands as much of what is true and what is available. Mold grows in the dark, and so do rumors.”

"You have to have very low tolerance for value or norm erosion."

“It's enough work to try to get a team to a high performing stance. But if you let it atrophy or backslide, it's twice as much work trying to recreate it.”

Recommended reading and listening

The PaceSetter Pod
The PaceSetter Blog
The All-In Podcast
Future of Agriculture podcast hosted by Tim Hammerich
The Modern Acre podcast
Prime Future on Substack
Upstream Ag on Substack

Connect with Joe Mosher

84 Steven Sashen -- Shoe company’s fast growth matches its speedy founder

Tue, 12 Mar 2024 00:00:00 -0400

Steven Sashen is one of the fastest sprinters in the world in his age group. The shoe company he and his wife founded 14 years ago is moving just as fast, with sales over $50 million and distributions centers in the US, UK, and Europe.

On this episode of The Clarity Advisors Show, Steven talks with host Ken Trupke about his journey from elite athlete to industry maverick, sharing how he discovered the comfort and benefits of natural movement by getting out of the traditional thick, padded shoes and into his unique barefoot-style footwear.

Timestamps
(00:20): Introduction.
(01:10): About Xero Shoes.
(02:29): Origin of the company.
(06:03): Steven’s pre-Xero professional life.
(08:24): Evolution of the Xero team.
(14:23): Lessons learned during the early years.
(19:15): Things that have gone well.
(20:54): One helpful question for job candidates.
(22:48): Attracting and retaining talent.
(28:24): Customer happiness team.
(30:02): Responding to naysayers.
(32:43): Strategy going forward.
(35:22): Focus on professional athletics.
(37:21): First bullets, then cannonballs.
(39:34): Still competing in his 60s.
(41:15): Connecting with Steven Sashen.

Episode Quotes
“We're making footwear that gets out of the way. It lets your body do what's natural, and as a result, you get natural comfort, performance, and health benefits.”

“What happens if you put a foot-shaped thing called your foot into a non-foot-shaped thing like this? What problems might that create at the end of a long day?”

“I made a pair of sandals based on essentially a 10,000-year-old design idea.”

“People keep saying to us, you can't keep growing at the rate you've been growing for all these years. And I say I know, it should be much faster!”

“My wife has a great line: There are enough shoe companies in the world. We don't need any more shoe companies unless your shoes change people's lives.”

“An interesting thing I've discovered about people leaving – whether we ask them to leave or they decide to leave – is you learn someone's true nature when they're on the way out the door. And anytime we’ve fired someone, the way they left made us very, very confident that we made the right decision.”

“Every business rises to the level of the neuroses of their founders. And one of mine and Elena's is that we treat people like they're friends of ours, not with this hierarchical something or other.”

“At some point the company is going to seriously outgrow me, and I'll stick around and do the parts that I am good at without having to do the parts that make the HR people want to blow their brains out.”

“When someone says this is best practices, I know I'm not going to do it. Because by the time it's best practices, it's on the way out the door. That ship has left the dock.”

Recommended Reading and Listening

The Movement Movement podcast hosted by Steven Sashen
Steven and his wife, Lena Phoenix turn down Shark Tank
Steven Sashen profile in Business and Leadership
Xero Shoes on Wikipedia

Connect with Steven Sashen

83 Ken Trupke -- More advice for my younger self

Tue, 05 Mar 2024 00:00:00 -0500

A year ago (in Episode 21) host Ken Trupke shared five pieces of advice he would like to give to his 20-something self. On this episode of The Clarity Advisors Show, he offers five more things he wishes he had known earlier in his life and career.

Timestamps
(00:36): No. 1 – Invest in yourself.
(02:02): No. 2 – Be a coach, not a boss.
(03:20): No. 3 – Learn to sell.
(05:00): No. 4 – Own it, but don’t own it.
(06:32): No. 5 – Put people first.
(08:30): Quick review.
(09:04): Which of the five resonated with you?

Episode Quotes

“If you want to have more, you have to become more, and that means investing in yourself.”

“The value of your skills today is decreasing over time. So, make sure you stay current and stay sharp.”

“You're much more effective when you come alongside someone to encourage them, not come over them with demands.”

“The leader is primarily responsible for directing what needs to be done, but not necessarily how.”

“Sales actually is helping people get what's good for them that they couldn't get without your help. It's honorable and ethical and necessary.”

“If you're on the team, you do whatever it takes to win, but resign your position as general manager of the world. Stop taking responsibility for everything and trying to control everything.”

“You can only change you. So, get to work on the thing you can and should be focused on and back to owning your results.”

“Get to know people, what they care about, what they aspire to. Everyone has a story."

Follow/Connect with Ken Trupke

Advice to my younger self (Pt 1) - Episode 21
Management vs. Micromanagement - Episode 29
ken@clarityadvisors.io
www.clarityadvisors.io
Ken Trupke on LinkedIn

82 Mike Smallegan -- The power of putting people first

Tue, 27 Feb 2024 00:00:00 -0500

Building a stable and successful team in real estate can be tricky because it's so easy for agents to enter the business and then move from team to team. Today’s guest started his own group after being frustrated by the business models of other brokerages.

Mike Smallegan is the leader of Smallegan Real Estate. On this episode of The Clarity Advisors Show, he talks with host Ken Trupke about why he started his own team and how he puts them first so they can serve their clients well.

Timestamps

(00:56): About Smallegan Real Estate.
(04:22): Mike Smallegan’s background.
(09:00): The Smallegan team.
(10:45): From the beginning.
(12:53): Abundance mindset.
(15:30): Lessons learned from mistakes.
(16:49): Mistakes made by others.
(18:20): Attracting talent.
(19:54): Productivity coach.
(21:59): Retaining talent.
(23:35): Advice for leaders today.
(24:26): Recommended reading and listening.
(25:35): Connecting with Mike.

Episode Quotes

“My clients are the agents that are on my team. My job as a leader is to help them do a better job. So, I really need to be accountable to them.”

“I've made it a priority that our agents put the clients first and the experience first. The commission checks will come.”

“I typically tell people that I'm not looking for today's transaction. I'm looking for you to call me in five years.”

“As long as you feel like you are being taken care of and you see value in the place that you're at, things are going to keep going well. And if you don't see value in where you're at, you need to make a change.”

“I think empowering agents to know the entire business gives them more freedom if they were to ever want to do something different.”

“I make an effort to tell new agents they should be interviewing the brokerages that they're going to hire. And that's a different perspective than I think a lot of people have going into this business.”

Recommended Reading and Listening

Connect with Mike Smallegan

81 Gary Pinkerton -- Agency, freedom, and leadership lessons

Tue, 20 Feb 2024 00:00:00 -0500

Agency is not a word most people use to describe what they want in their life, but it's a key principle of a free society. It means taking control of your life rather than waiting for things to happen.

Gary Pinkerton saw his family struggle financially during the 1970's and after a time in the Navy as a submarine captain, he entered the world of personal finance and wealth management.

On this episode of The Clarity Advisors Show, Gary talks with host Ken Trupke about leadership lessons he learned in the Navy, and how he now serves clients who value agency in their lives and are looking to continue to contribute to society.

Timestamps
(01:06): About Prosperity Life Solutions.
(01:36): Defining “agency.”
(06:15): Gary’s background.
(08:31): Summarizing Gary’s services.
(10:35): The difference between coaching and guiding.
(12:22): Gary’s personal story.
(23:06): Lessons learned in the military about teamwork.
(27:35): Advice for today’s leaders.
(30:56): Consistency, honesty, and integrity.
(36:15): Recommended reading and listening.
(41:00): Who should reach out to Gary and how to do it.

Episode quotes
“To have a free society, to have a free world, it is my belief that we need the power in the hands of the people, which means they need to have their own agency.”

“If you don't become the kind of person who can be the millionaire or the billionaire, then it doesn't matter if you get it in the lottery. You won't have it very long because you're not the person who should be shepherding that.”

“The risk you take on in your financial life is inversely related to how much control and insight you have over what your money's doing.”

“Integrity just means you are consistent with who you are, what you're about.”

“One of the most important lessons I try to teach my kids and everyone who's worked for me is that bad news always gets worse with time."

"The absolute most important thing you can do when you realize there's a grenade in the room is jump on it.”

“I want to be around people who want to still add value to the world and they're seeking agency in their own lives because that makes us all safer and more free.”

Gary Pinkerton’s Recommended Reading and Listening

Gary’s Gulch podcast
The One Thing that Changed Everything by Gary Pinkerton
Perpetual Wealth by Gary Pinkerton (download free e-book)
Think and Grow Rich by Napoleon Hill
Atlas Shrugged by Ayn Rand
Breaking the Habit of Being Yourself by Dr. Joe Dispenza

Connect with Gary Pinkerton

80 Ken Trupke -- Interviewing to find your ideal teammates

Tue, 13 Feb 2024 00:00:00 -0500

One of the keys to building a great team is hiring great teammates. And a key part of the hiring process is interviewing. When you've built an intentional culture, you need a very intentional process for vetting people who might join your team.

On this episode of The Clarity Advisors Show, host Ken Trupke shares his 12-step interview process. It will probably take longer than your current process, but sometimes you need to slow down to go fast, and this will help you get it right the first time.

Timestamps

(00:20): Introduction.
(01:20): The 12-step process.
(02:07): Step 1 – Culture fit interview.
(05:40): Step 2 – Job application.
(06:20): Step 3 – Job fit interview.
(07:27): Step 4 – The resume interview.
(09:54): Step 5 – DISC assessment.
(12:20): Step 6 – Behavioral interview.
(14:18): Step 7 – Technical assessment.
(15:15): Step 8 – Company handbook and benefits info.
(16:01): Step 9 – Peer interview.
(17:25): Step 10 – Reference check.
(20:23): Step 11 – Background check.
(21:14): Step 12 – Courtesy interview.
(23:02): Summary.

Episode Quotes

“You have a very intentional culture, and you need a very intentional process for vetting people who might join your team.”

“Sometimes you need to slow down to go fast. And if you only want to go through this once, let's do everything we can to get it right the first time.”

“What you're looking for, regardless of the position, is someone who's humble, hungry, and smart. And by smart we mean EQ – that they have people smarts, that they have empathy and soft skills.”

“Everybody asks for references and then nobody does anything with them. Don't skip this step.”

Recommended Reading

The Ideal Team Player: How to Recognize and Cultivate the Three Essential Virtues by Patrick M. Lencioni.

Follow/Connect with Ken Trupke

79 Daniel White -- Building a bigger, better business

Tue, 06 Feb 2024 00:00:00 -0500

To build a great team and business, you need to focus on your people and your processes. Today’s guest, Daniel White, started Bigger Better Movers in 2017 and it's now the fastest-growing moving company in Oklahoma.

On this episode of The Clarity Advisors Show, Daniel talks to host Ken Trupke about how he’s found success by being very intentional about his culture, his team, and the systems that operate his business.

Timestamps

(00:57): About Bigger Better Movers.
(01:24): What makes Bigger Better Movers unique.
(01:57): Pandemic origins.
(02:33): Choosing a moving company.
(03:38): The two-to-one rule.
(07:18): From insurance to making beer to the moving industry
(08:54): The Bigger Better Movers team.
(15:21): Lessons learned through growth.
(18:06): Attracting and retaining talent.
(21:53): Creating the culture.
(23:26): Importance of customer feedback.
(26:45): Advice for leaders.
(29:08): The value of saying no.
(30:36): Connecting with Daniel White.

Episode Quotes
“I was never actually in a moving business. So, I kind of self-taught myself.”

“It was definitely not glamorous at first. It was very difficult, but I'm not a quitter. It's one thing my mom never let me do.”

“I always learn from people who are in positions of places where I want to go, not where I'm at currently.”

“I don't hang around much in rooms where I am the smartest person in the room. I want to be in a room where I can learn something.”

“You're going to be behind the curve if you try to make every mistake yourself. You need to find ways to learn through other people's mistakes.”

“Everybody has an opinion, but that doesn't mean everybody has experience. So, it's up to you as an entrepreneur – whether it's in life or business – to sort through what's real.”

“We treat people like people.”

“Over time you'll get some really good guys that'll run through a wall for you and vice versa, and they help you.”

“Keep working on yourself because you as a leader you can only give what you’ve got.”

“A lot of times you might see more in somebody that they even see in themselves.”

“I try to maintain control over my day because as an entrepreneur, a lot of times you get pulled in a hundred different directions. ‘No’ is your power word and it protects your time.”

Connect with Daniel White

78 Ken Trupke -- Seven reasons why you need a budget

Tue, 30 Jan 2024 00:00:00 -0500

It’s the end of January, and hopefully you’re already up and running with your 2024 budget -- or you’re at least finalizing your plan after getting year-end numbers. But if you don't have a budget and don't plan to make one, please reconsider.

On this episode of The Clarity Advisors Show, host Ken Trupke offers seven reasons why your business should have a budget and explains how to get started creating one.

Timestamps

(01:15): Difference between personal and business budgets
(02:00): Seven reasons for a budget
(02:11): No. 7 – Evaluate performance and make adjustments
(02:45): No. 6 – Predict and control expenses
(04:02): No. 5 – Manage cash flow
(04:27): No. 4 – Report to lenders and investors
(05:17): No. 3 – Making decisions in total rather than piecemeal
(06:01): No. 2 – Take advantage of unplanned opportunities
(07:50): No. 1 – Align leaders and the team
(09:51) How to get started budgeting
(11:51): Make adjustments
(12:42): Why your budget will be wrong

Episode Quotes

“Budgets are important because they help you plan. It's the old adage – people don't plan to fail; they fail to plan."

“Salaries are always an important budget line item because no matter what business you're in, your team is your competitive advantage."

“A budget provides a solid foundation for making all your business decisions.”

“You don't necessarily need to get down to every single line item in your income statement to have an effective budget.”

“No matter how much time you spend on your budget, it will be wrong. And that's okay."

"As general Dwight Eisenhower put it over 80 years ago, 'Plans are useless, but planning is indispensable.'”

Follow/Connect with Ken Trupke

77 Kyle Roof -- The Accidental Startup: Turning a tool into a business

Tue, 23 Jan 2024 00:00:00 -0500

Have you ever invented something for your business and realized other businesses could also benefit from using it? That’s what today’s guest did.

Kyle Roof started a search engine optimization business – High Voltage SEO -- and needed a tool to help him serve clients. He created Page Optimizer Pro and launched a second business selling it to other SEO agencies.

On this episode of The Clarity Advisors Show, Kyle joins host Ken Trupke to share some stories of growth and figuring things out.

Timestamps

(01:04): Why Thailand?
(03:04): Entry into SEO business
(06:35): The launch of High Voltage.
(07:08): Page Optimizer Pro.
(09:55): Figuring it out.
(11:53): The POP and High Voltage teams.
(14:14): Working across distance.
(16:48): Meeting in person.
(18:19): Lessons learned.
(20:05): Kyle’s role in the companies.
(22:09): Attracting/retaining talent.
(25:35): Recommended reading.
(27:40): Connecting with Kyle.

Episode quotes

“For me to pay the rent next month, I needed to learn how to do SEO that day. And that's basically what I did."

“When Covid happened, we...didn't really see any change in productivity or in culture or in anything else because people were already pretty much remote as it was. Once we could get back together, we just let everything go. There wasn't any point in keeping the expense because it really didn't give us anything extra.”

"You need strict rules about how communication will happen. If you've received a message from someone internally, you need to respond within 12 hours. If it's a communication from a client, it needs to be responded to within 24 hours.”

“The biggest thing you fear in remote work is things are going to fall through the cracks. And if you have your communication set, then that doesn't happen.”

“Make sure the meetings are worthwhile meetings – that they aren't just for the sake of getting together, but they are actually doing something and that the right people are together.”

“One of the biggest things you learn, especially with hiring people is that if you have a red flag at the beginning, it's not going to go away. It's not going to improve.”

“If you're not seeing that effort, it's probably not going to appear. If somebody's doing something repeatedly where you say, ‘hey, this is how we do it here, we'd like you to do it this way,’ and they repeatedly don't do it, they're not going to improve. And as difficult as it is, you do need to get them off the team as quickly as possible.”

“I really don't like that family analogy too much. Families have a lot of dysfunction and families often don't have a goal. The point of a team is that there's a goal we're working together to do this thing and with families, that's not really their function.”

“SEO is problem solving and it's really kind of connecting dots that are hard to see or connecting dots in a fog. And how I often stay sharp is I watch mysteries and I read mysteries, and it's kind a fun way of turning the brain off so you're not thinking about work, but then also constantly problem solving.”

Recommended reading and listening

The Westing Game by Ellen Raskin

Connect with Kyle Roof

76 Nick Loise -- Using fractional salespeople to build your team

Tue, 16 Jan 2024 00:00:00 -0500

Building teams is always a challenge and putting together a strong sales team can be especially difficult. Today’s guest has built multiple successful sales teams over the years.

Nick Loise is the CEO of the Sales Performance Team, a company that provides businesses with fractional salespeople. On this episode of The Clarity Advisors Show, he tells host Ken Trupke how he helps firms engage clients, hire the right people, and use a phone-first approach to win business.

Timestamps

(00:51): About the Sales Performance Team and fractional sales.
(03:40): Options for engaging clients.
(04:53): Phone-first marketing.
(10:31): The rectangle in our pocket.
(13:14): Nick Loise’s background.
(17:30): Learning from mistakes.
(20:36): What’s changed in recent years.
(24:50): Overcoming objections.
(28:58): Recommended reading and listening.
(32:26): Connecting with Nick Loise.

Episode quotes

“We like picking up the phone and building relationships and at least getting good market data on the phones. That's our process and what we teach people.”

“If you're a business owner … I would be focused entirely on making sure my team knows how to utilize the phone and then really, really, really manage that process.”

“I'm not going to make you be a telemarketing firm, but let's just do the basics.”

“Small businesses have a tendency to cheat on the on-boarding.”

“Most people fall in love with the potential salesperson, and salespeople are great at interviewing and selling themselves.”

“I want you to realize that I help you sleep solidly by cloaking you in the warm blanket of revenue.”

“I'm the Vince Lombardi of sales: I block and tackle. We're running the six plays over and over and over again to win the Super Bowl. It’s nothing fancy.”

Recommended reading and listening

Stay Sane in an Insane World: How to Control the Controllables and Thrive by Greg Harden.
Nine-Figure Mindset: How to Go from Zero to Over $100 Million in Net Worth by Brandon Dawson.
Poetry books by Cleo Wade
My First Million Podcast
The Clarity Advisors Show

Connect with Nicholas Loise

75 Kirk Martin -- Applying good parenting principles to the workplace

Tue, 09 Jan 2024 00:00:00 -0500

Whether it's a teammate at work or a child at home, helping others to improve can be frustrating, especially when they don’t respond to consequences...and maybe push your buttons.

Today’s guest has spent decades working with thousands of families with strong-willed children. Kirk Martin is the founder of Celebrate Calm and host of the Calm Parenting Podcast.

On this episode of The Clarity Advisors Show, he and host Ken Trupke look at the overlap between good parenting principles and good leadership principles and share practical tips to help you be a better parent...and a better leader.

Timestamps:
(01:26): Origins of Celebrate Calm.
(04:52): Turning it into a business.
(07:41): Evolution of the product and the team.
(10:47): Misconceptions about strong-willed kids
(16:55): Escalating our own problems.
(23:35): Importance of validation.
(25:08): Giving space to respond rather than react.
(26:20): Body posture.
(28:57): Performing under pressure.
(36:30): How strong-willed kids are like adults.
(38:31): Ways to learn more and contact Kirk Martin.

Episode quotes:
“I loved my son, but I just spent all my time trying to change him. I thought he was the issue because he's so difficult...until I realized he was just like me. I was the issue.”

“The quickest way to change your child's behavior is to first control your own because we trigger each other all the time.”

“ADHD is pretty much a predictor of a really good entrepreneur.”

“With parenting strong-willed kids, so much of it is tone of voice. I wanted to do recordings because mom could listen, dad could listen, and they could get down the tone of voice to use with a strong-willed child.”

“It's not like consequences keep us from making bad choices. Jails aren’t filled because people didn't know the consequence of stealing or murder. They knew the consequence, but there's usually something deeper going on.”

“This isn't permissive parenting, where we’ll just let them do whatever they want. Not at all. It's teaching because discipline literally means to teach.”

“There's something about sitting that changes my tone of voice. Instead of standing in a cubicle over the employee or my colleague, if I come in and just sit, it changes something. It creates a different dynamic and you talk a little bit differently.”

“You don't have to (react) in the moment. You're the leader. If somebody's in your office or on the phone and they bring something up, you can say, ‘Hey, I really want to give that the attention it deserves and I can't do that right now. Let me consider it and give you a call back,” to buy yourself some time (to respond).” (Ken)

“Strong-willed kids aren't great at childhood, but they're really good at the adult world.”

Recommended reading and listening:

Calm Parenting Podcast with Kirk Martin
Forbes magazine interview with Kirk Martin

Connect with Kirk Martin:

74 Joe Pici -- Starting the New Year off right

Tue, 02 Jan 2024 00:00:00 -0500

As we kick off a new year, we want to start strong and then build momentum, especially when it comes to sales. Today's guest is an expert at helping sales teams plan their work and then work the plan to achieve their goals.

Joe Pici is a master sales trainer and coach known for helping his clients book more appointments and close more business. He’s joined us multiple times on The Clarity Advisors Show and he’s back to talk with host Ken Trupke about starting the New Year off right with goal-setting, metrics, and accountability.

Timestamps

(00:54): About Pici & Pici.
(01:51): Importance of starting the year with a plan.
(03:01): Sales manager’s perspective.
(04:05): Salesperson’s perspective.
(05:00): Components of a successful sales plan
(07:23): Importance of metrics.
(08:37): SMART goals.
(11:13): Why people resist planning.
(13:34): Is it too late to start?
(14:31): Holding a kickoff event.
(15:49): Importance of momentum.
(16:38): Special offer for listeners.
(17:31): Connect with Joe Pici.

Episode Quotes
"Here's the thing about strategy. It's going to create momentum for your sales team.”

“After a while, if a person is not doing what you want them to do, and the plan is sound and they're not gaining ground or hitting numbers, maybe they need to do something else.”

“This is the time of year where sales managers and sales individuals need to pump up the training somewhat. Find out what needs to be trained in our company and go for it. Don't wait.”

“When it comes to measuring things, nothing is easier to measure than sales.”

“January and February are great training months because they're already excited about being able to wash away the old numbers and start over.”

“Momentum is the key to business and sports. Nothing is more important than momentum and most companies never get it. They're too busy dealing with negative stuff.”

Recommended Listening

Sales Edge podcast with Joe Pici

Joe’s previous appearances on The Clarity Advisors Show

Follow/Connect with Joe Pici

Phone: 407-947-2950
Send “Sales Edge” to 55678
joe@piciandpici.com
Joe Pici on LinkedIn
PiciandPici.com
SellMoreVirtually.com

73 Ken Trupke -- Setting yourself up for success in 2024

Tue, 26 Dec 2023 00:00:00 -0500

It’s the week between Christmas and New Year’s, a time that’s typically slow for many businesses. This "down time" offers an opportunity to reflect on the things that are working for your business and identify what you can do in the coming year to improve and grow.

On this episode of The Clarity Advisors Show, host Ken Trupke explains why you should spend a couple hours looking back and ahead to the New Year, and suggests some things for you to focus on in the process.

Timestamps
(00:21): Introduction.
(01:07): Conduct a SWOT analysis.
(04:50): List your gratitudes.
(07:18): Write out your goals.
(09:38): Daily huddles.
(11:12): Weekly one-on ones.
(13:13): Develop yourself.
(14:53): Create a morning routine.
(16:01): Recap.

Episode Quotes

“You can frame things as a "loss" or you can frame them as, “What did I learn for next time?’”

“We struggle sometimes to give ourselves credit for things that went well.”

“Write out some gratitudes for things that you're glad you have in your life."

“If we're not excited about our team, if we're not grateful for our team, it's not going to matter the words that we say to them."

“One of the biggest mistakes I see business leaders make is they expect everyone to be a mind reader.”

“If we set the target, even if we miss a little bit, we'll be a lot closer than if we just randomly let whatever happens happen.”

“Regardless of what business you're in, whether it's products or services, your team is your competitive advantage. Your team is the only thing your competitors can't replicate.”

“If you're going to lead a team, you must have something to give them. And you’ve got to keep getting more for yourself so you have more to give.”

Recommended Listening

Episode 25 -- How your team can benefit from a daily huddle

Follow/Connect with Ken Trupke

72 Phil Sponsler -- Creating the right succession plan for your organization

Tue, 19 Dec 2023 05:00:00 -0500

One of the key responsibilities of a leader is to think about the future. That includes considering things like how to prepare teammates to take the next step in their career, and how to adjust the organization when a key teammate moves on. Today’s guest has spent decades thinking about succession planning and then creating and implementing tools and structures to address these issues.

Phil Sponsler was the longtime president of Orbitform, a manufacturing company in Jackson, Michigan. He joined us on a previous episode of The Clarity Advisors Show to discuss servant leadership, and he’s back today to talk with host Ken Trupke about why succession planning is so important and how to do it right.

Timestamps

(01:23): Why succession planning is important.
(03:09): It’s not just for the top of the organization.
(06:06): And not just for people, either.
(07:06): Processes and capabilities.
(08:22): The role of human resources.
(11:28): Getting team members to buy in.
(14:41): The hiring matrix.
(17:41): Finding the right fit, and the “no jerks” rule.
(19:16): Best practices.
(23:52): How hiring has evolved in recent years.
(27:49): Recommended reading and listening.
(30:45): Who should contact Phil and how.

Episode Quotes
“The foundational thing for good succession planning is the leadership has to love and care for the folks.”

“It's a long, disciplined, consistent process. It’s a marathon that's run like a sprint.”

“When you start to list all the things that possibly could threaten the business...for anything that you worry about, you need to start to have the countermeasures. And...countermeasures are your succession plan."

“If you don't have HR on your senior leadership team, you're making a big mistake.”

“As leaders you have a stewardship to be a great servant leader in the organization. Your role is not only your technical side of running the business. You also have the responsibility to love and care for your people that you have stewardship of.”

Recommended Reading and Listening

Who Comes Next? by Mary Kelly
Fanatical Prospecting by Jeb Blunt
New Sales. Simplified. by Mike Weinberg
Sales Management. Simplified. by Mike Weinberg
All of Patrick Lencioni’s books
At the Table podcast with Patrick Lencioni

Connecting with Phil Sponsler

71 Joe Lemon -- How podcasting can help grow your business

Tue, 12 Dec 2023 00:00:00 -0500

Podcasting has grown significantly over the last decade, from a few hundred thousand to now over 2 million registered podcasts. And while nearly everyone has heard of podcasting, few people have their own podcast and even fewer people use it to grow their business. Today’s guest, Joe Lemon, is the founder of Shaping Culture, a media agency focused on generating revenue.

On this episode of The Clarity Advisors Show, Joe talks with host Ken Trupke about how he helps micro business leaders have more conversations, build referral partners, and generate high-quality leads. He also shares how you can leverage other people's podcasts to grow your business.

Timestamps
(01:10): Shaping Culture’s typical customers and services.
(01:58): What makes Shaping Culture unique?
(02:53): Going from medical sales to media.
(03:39): Podcasting as a marketing medium.
(06:06): How to leverage a business.
(08:28): Getting on other people’s podcasts.
(09:34): Other pieces of the puzzle.
(10:48): Creating your own platform.
(12:39): Definition of a micro business.
(13:32): Dos and don’ts for being a podcast guest.
(15:45): Fitting it all together.
(17:08): Developing a consistent strategy.
(18:38): Long form vs. short form.
(20:40): Recommended reading and listening.
(21:40): A special offer from Joe Lemon.

Episode quotes
“A lot of times the marketing tools out there are mass marketing tools, but for me to have a great year is 20 clients. We don't need a ton of people. We just need the right people."

"Podcasts allow you to sit down with someone, be human, and just have a regular conversation with them.”

“If I had to start from ground zero, I would start on other people's shows first. With other people's shows, there's already an audience baked in there ready to go.”

"I think the beauty of podcasting is that they can listen to it on their time.”

“(Most customers) do all their homework online first. They want to see what you have going on online. They want to read the blog post, they want to listen to the podcast.”

Recommended reading and listening

Shaping Culture podcast
The Sales Accelerator: How to expand your sales capability to compete successfully in any market by Yamini Virani
Play Bigger How Pirates, Dreamers, and Innovators Create and Dominate Markets (audiobook) by Dave Peterson, Christopher Lochhead, Kevin Maney

Contact Joe Lemon

Joe Lemon on LinkedIn

70 Bart Egnal -- The importance of communication in leadership

Tue, 05 Dec 2023 00:00:00 -0500

Communication skills are the foundation of leading teams. Every time you speak or write, you have the chance to shape beliefs and inspire others to act.

Today’s guest, Bart Egnal, is the CEO of the Humphrey Group, a firm focused on teaching leadership communication skills to executive leaders.

On this episode of The Clarity Advisors Show, Bart and host Ken Trupke talk about the role communication plays in leadership.

Timestamps
(00:57): About the Humphrey Group
(02:04): Who the Humphrey Group serves
(02:40): The role communication plays in the success of leaders
(05:01): How the Humphrey Group finds clients
(06:34): Tailoring communications training
(11:02): The structure and roles of Bart’s team
(15:16): Lessons learned over the years
(22:40): What’s different about leading teams today
(31:04): Recommended reading and listening
(34:12): Connecting with Bart Egnal

Episode Quotes
“Everyone's success these days – whatever profession you're in – stems from your ability to communicate in the way that essentially gets people to believe what you think and act in the way that supports you.”

“Just because everyone needs to communicate persuasively, and every company needs leadership and communication skills, doesn't mean they all need exactly the same thing.”

“We believe skill development in leadership communication comes from practical application.”

“You really have to invest time and energy in the recruitment, on-boarding, and development of people.”

“We're not a family. We're a high-performing sports team and people leave via free agency.”

“I think if you ever stop feeling that pain [of firing someone], you're probably in the wrong job because it means you don't care about the people. But you've got to take care of the long-term interests of your clients and your company and your staff.”

“I think the first big change is I see is our clients are much more understanding that you can be authentically yourself in leadership. That's a good thing.”

“Now people do feel like they should be able to speak their minds – not unfiltered, but with more authenticity.”

Recommended Reading and Listening
The Inspire Podcast
The Humphrey Group Blog
Leading Through Language by Bart Egnal
The Power of Pressure by Dane Jensen
Elon Musk by Walter Isaacson

Connect with Bart Egnal
TheHumphreyGroup.com
Bart Egnal on LinkedIn

69 Jon Tellier -- Leading teams during and after military service

Tue, 28 Nov 2023 00:00:00 -0500

Nowhere is leadership more important than in the military, and many of the principles and strategies are just as effective in business.

Today’s guest, Jon Tellier, is a West Point graduate and was an active-duty officer before starting JetCo Solutions, a business which helps companies enter new markets, including all levels of government.

In this episode of The Clarity Advisors Show, Jon shares with host Ken Trupke what he's learned about growing and leading teams both during and after his service.

Timestamps
(01:07): The typical JetCo Solutions customer
(01:53): What makes JetCo unique
(03:20): Jon’s start in marketing and government contracting
(05:54): JetCo’s growth timeline and what the team looks like today
(09:51): The ideal JetCo employee
(13:03): The hiring process
(16:26): Lessons learned over JetCo’s 17 years
(20:12): How Jon’s military training has made him a better leader
(25:27): Jon’s leadership advice
(30:00): How to connect with Jon

Episode Quotes
“Surround yourself with a good network and you don't have to be the expert and know how to do everything because there's probably somebody out there that can help you.”

“Your soldiers are a captive audience, but what I've found is you can't treat employees like soldiers. That just doesn't work.”

“You have to adapt and be flexible and overcome some of your biases.”

“The things the Army taught me at a very young age – hard work, integrity, loyalty, perseverance, being connected. Those are the things that are important in our work.”

“People who are athletes and played in sports, they know how to be on a team. They know hard work.”

“What we do at the end of the day helps the war fighter. Our clients in many ways are doing things or providing services that help that individual.”

Connect with Jon Tellier
jtellier@jetcosolutions.com
JetCoSolutions.com
Jon Tellier on LinkedIn

68 Keri Kujala -- Effectively leading a team in two locations

Tue, 21 Nov 2023 00:00:00 -0500

There are many challenges in leading and building teams, and one of them can be distance. Today’s guest has found a way to grow a successful business with her team separated by over a hundred miles in two locations on opposite sides of the state.

On this episode of The Clarity Advisors Show, Keri Kujala, co-owner of Special Occasions Event Rental and Design shares with host Ken Trupke how she and her business partner manage logistics and find creative ways to enhance the event experience for individuals, organizations, and groups across the state.

Timestamps
(01:08): About Special Occasions Event Rental and Design
(02:04): What makes the company unique
(02:44): How Keri got into the event rental business
(04:55): Merging two businesses into one
(06:50): Division of roles between partners
(08:14): Makeup of the current team
(11:12): Challenges of managing two locations
(14:33): Lessons learned over the years
(19:53): Inheriting an existing team
(21:20): Growing as a leader over time
(22:41): Differences in leading teams today
(26:26): How to connect with Keri

Episode Quotes
“We know a lot of the questions and the tricks and the ways to get the best bang for your buck and to make the most amount of ‘wow’ experience.”

“The most important part, if you are going to be business partners, is that you understand and you develop your roles. You need to know who's in charge of which part, so understand your lanes and stick to your lanes.”

“We like to call ourselves "The Perfect 10". We love following the Enneagram and she is a "3" and I am a "7". And so ...we can really level each other out when making decisions.”

“We're a small business, but we are doing a lot of high-end events and we are super busy. So, it's this small business feel, but it does have a large business feel to it as well.”

“Ask your volunteers or other people that are working and your guests, how did it go? Because a lot of times, if you are the person putting on the event, you're not seeing some of the long lines or you're not seeing some of the snafus that happen. And unless you ask about it, you're not necessarily going to have a guest come up to you and let you know it happened.”

“Come prepared and be flexible with making sure that everyone's having a really outstanding experience.”

“The whole idea behind everything is if you walk out and get hit by a bus, does someone know how to pick up the pieces? You only have to learn the hard way a couple times you can't take that information with you in your head.”

Connect with Keri Kujala

67 Ken Trupke -- Staying motivated once your business becomes successful

Tue, 14 Nov 2023 00:00:00 -0500

Building a business is hard work. And if you’ve reached a certain level and made "enough" money, you might lose your motivation to keep growing.

On this episode of The Clarity Advisors Show, host Ken Trupke shares three things besides money, that could motivate you to take the next step to grow your business.

Timestamps
(02:42): Idea One - Motivated by contributing to charitable organizations
(03:27): Idea Two - Motivated by growing people into skilled experts
(05:01): Idea Three - Motivated by providing opportunities to people to impact their families and communities
(09:01): The goodness of being money-motivated

Episode Quotes

“Not everybody is insatiably motivated to continue to grow and grow and grow.”

“You’ve got to remember that businesses don't tread water well. They're either growing or they're shrinking.”

“Growth doesn't usually happen by accident. So, if you're not intentionally growing, you're probably going to be unintentionally shrinking.”

"Businesses don't exist to create jobs, businesses exist to serve customers."

“The more you grow and the more customers you want to serve, the more people you'll need in your business.”

“A lot of people have ideas, but taking an idea and successfully executing it as a business are two very different things."

“I believe business owners and leaders have special gifts that we have a responsibility to make good use of.”

Follow/Connect with Ken Trupke

66 Dan Pfister -- How winning back lost clients beats finding new ones

Tue, 07 Nov 2023 00:00:00 -0500

Every business loses customers. And while every company is actively looking to add new business and grow, few companies go back to revisit lost or forgotten accounts.

Today's guest, Dan Pfister, specializes in helping companies “win back” lost customers. Through his company, Winback Labs, Dan focuses on helping companies recapture lost revenue by targeting the clients who got away.

On this edition of The Clarity Advisors Show, Dan shares with host Ken Trupke, some new ways to approach old customers.

Timestamps
(00:54): What WinBack does
(02:03): WinBack’s typical client
(02:27): What makes WinBack’s approach unique
(03:19): Statistics about recapturing lost clients
(05:08): Why it’s faster to win back a client than finding a new one
(06:15): What’s preventing companies from trying to win back old customers
(08:37): Examples of reluctant management
(11:01): Finding WinBack clients
(13:30): Dan Pfister’s career before WinBack
(17:30): Describing a WinBack campaign
(21:56): Working with a client
(23:47): Changing the client’s mindset
(26:43): Connecting with Dan Pfister

Episode Quotes
“When you win back a past customer, there are all kinds of downstream benefits.”

“If you've got more than 5 percent attrition a year and you've been around for three years or more, you're sitting on a little gold mine there. This is really low-hanging fruit.”

“In the time it takes to win one new customer, you can win back three old customers.”

“The first step is identifying your best WinBack prospects. Then what you do is reach out and try to understand them.”

“You also learn how to increase your win rates because people are coming back right now because you've just given them something that that market wants right now.”

“If you've got significant attrition, if you've got high margins, you've really got to look at an WinBack because there's just so much sitting there.”

Recommended Listening and Reading

Connect with Dan Pfister

65 Sarah Abel -- Using data insights to fuel growth

Tue, 31 Oct 2023 00:00:00 -0400

Making decisions is a core responsibility for leaders. Good decisions start with good information. And good information requires good data.

Today’s guest, Sarah Abel, is the Chief Operating Officer for TR Data Strategy, which helps bring growth and measured value to clients ranging in size from startups to the nation's largest retailers.

On this episode of The Clarity Advisors Show, Sarah and host Ken Trupke discuss how data – combined with insights and execution – can transform all aspects of an organization.

Timestamps
(00:58): TR Data Strategy’s typical clients
(03:11): Collecting and presenting data to entrepreneurs
(04:47): The value of cold calls and surveys
(06:11): Gathering and synthesizing data
(08:24): Different types of roles on TR Data Strategy’s team
(10:09): Using Artificial Intelligence
(12:13): Sarah’s marketing background
(16:42): The makeup of TR Data Strategy’s team
(17:22): Lessons learned in the transition from individual contributor to leadership role
(21:50): How teams have changed in recent years
(24:11): Recommended listening and reading
(25:50): Connecting with Sarah

Episode Quotes
“What we really love to do is solve problems and we love to do that with a data lens.”

“We can never get to the table soon enough, especially when it comes to an entrepreneur with an idea.”

“Ten years ago, the way that we would present data information was drastically different than what folks are looking for today. We want more visualization; we want more immediate action steps.”

“You want someone double checking that work and making sure anything that's related to AI still has that human element.”

“This probably isn’t a popular opinion, but I believe on an organizational chart, the chief marketing officer should be above the CEO because marketing truly feeds into everything.”

“I think the most important part of a leadership role is that you help shape people's lives in ways that are far beyond the nine to five.”

“Generational dynamics is something I study because I'm so fascinated by what a group's formative years can do to help them approach life.”

“This newest generation really wants to be a part of something that matters, and they're willing to sacrifice – in ways that I haven't seen before – money or opportunity to be a part of something they really care about.”

Recommended Listening and Reading

The Answers are in the Room podcast with Barbara Rapaport
Traction by Gino Wickman

Connect with Sarah Abel

64 Nathan Baar -- Nurse-first healthcare innovation

Tue, 24 Oct 2023 00:00:00 -0400

Starting a business is challenging anytime, but it was especially hard in early 2020!

At the beginning of the pandemic, when the market needed decentralized nursing services, my guest today, Nathan Baar, saw the opportunity to deliver affordable, personal, and transparent healthcare services – with a business model focused on nurses.

Nathan left his corporate job and started Healthbar, believing that the highest level of health is achieved through a combination of traditional and alternative medical approaches.

Timestamps:
(01:15): What HealthBar does and who the company serves
(01:34): How HealthBar is unique
(05:22): Finding, attracting and retaining nurses
(06:57): Are nurses employees, contractors, or both?
(07:54): Finding businesses to work with
(09:26): Is HealthBar a replacement for – or an addition to – regular insurance?
(11:18): Are employee families covered, too?
(12:56): What’s more difficult, finding business partners or clinicians?
(16:07): Nathan’s background
(19:05): How the pandemic’s timing affected fledgling business
(21:01): Lessons learned in early days
(23:25): Building a team for growth
(25:27): Adding non-medical team members
(26:50): Does Nathan still do any nursing?
(29:05): Nathan’s “Healthy Business” podcast
(31:01): Who’s a potential customer for HealthBar?
(32:35): Connecting with Nathan Baar

Episode Quotes:
“Really, what we're doing is taking a ‘nursing first’ approach to primary preventative care, which is different from what you'll traditionally see.”

“Our strategy was informed by a lot of the issues that I saw and directly experienced while I was working in the healthcare system.”

“Administrative waste exists and that’s what everybody's experiencing with the cost of healthcare. It's not that clinicians are getting paid that much more.”

“We say come work for a fiercely independent nursing organization that's going to provide you with a higher level of quality of life and purpose and meaning in your work.”

“One of the things we're finding is that the healthcare experience is so broken in the United States right now that there are too many things to fix.”

“We're not going to fix this problem ourselves. This is a problem that's going to take everybody to fix, but can we be a central moving cog of that wheel and present these solutions? Yes.”

“The ER is an extremely dynamic environment where you're constantly tasked with solving problems. I really attribute a lot of my knowledge and the way I think about healthcare to that ER experience.”

“You have to have the humility to accept a lot of feedback and learn a lot of things because the moment you think you know it all, you're going to find yourself in a world of hurt.”

Recommended Listening:

Healthy Business Matters podcast with Nathan Baar and Dr. Andrew White

Connect with Nathan Baar:

63 Michelle L. Steffes -- Supporting your team's mental health

Tue, 17 Oct 2023 00:00:00 -0400

October is Mental Health Awareness Month, a time to learn more about something that touches us all directly or indirectly. As leaders, we should understand the significance of mental health, explore ways to foster resilience, and offer strategies, insights, and actionable steps to support our team.

Today’s guest, Michelle Steffes. is a published author, speaker, corporate trainer, podcast host, and the founder and CEO of IPV Consulting. She's also the creator of multiple coaching and training programs that help people win by changing their brain and discovering the power within.

On this episode of The Clarity Advisors Show, Michelle and host Ken Trupke discuss why mental health is important, how to identify signs of it in team members and ourselves, and how to help someone who’s struggling.

Listen to Michelle’s first appearance on The Clarity Advisors Show

Timestamps

(01:07): Why everyone should pay attention to mental health.
(01:56): Signs or signals to look for
(03:06): Changing the brain and discovering the power within
(05:47): Actions to take when noticing symptoms
(08:38): What to do with more serious symptoms
(11:21): Encouraging someone to get help
(14:51): When a leader is struggling
(18:01): What’s changed since 2020
(19:44): Equipping our team to help
(22:22): Regaining control of one’s self
(24:11): Things we can do to stay resilient
(28:50): Recommended reading
(29:46): Connecting with Michelle L. Steffes

Episode Quotes
“You have the ability to rewire your brain, and it's called self-directed neuroplasticity. You can constantly rewire it throughout your life.”

“If you're noticing little signs and symptoms like this in yourself or in the people that you care about or the people that you work with, then it's time to begin looking at methods that might help you.”

“Gratitude has been known ...to help people by looking at what they have instead of what they don't have.”

“The leader needs to genuinely care about helping their people.”

“I've been studying these statistics for over a decade, and I used to be able to say seven in 10 are stressed. Now it's definitely nine in 10.”

“Look at your own leadership and begin to change how you approach your team and put some heart into it. That’s when everything begins to change.”

Books by Michelle L. Steffes

Other recommended reading

Recommended Listening

Reframe and Rewire Podcast with Michelle L. Steffes

Connect with Michelle L. Steffes

62 James Mayhew -- Why execution is as important as great culture, strategy

Tue, 10 Oct 2023 00:00:00 -0400

Creating a great business culture is a popular topic these days and strategic planning has been a management staple for decades. But execution – actually accomplishing your business goals and serving your customers – is also a critical piece of business success.

Today’s guest coaches and trains companies to understand the value of culture and how to build and strengthen it to get better results.

James Mayhew, known as America’s Chief Culture Officer, returns to The Clarity Advisors Show to share with host Ken Trupke how he helps his clients communicate expectations, priorities, and outcomes so everybody is aligned and engaged.

Listen to James’s first appearance on The Clarity Advisors Show

Timestamps
(01:30): Why the focus on execution?
(04:23): Problems connecting strategy to execution
(06:10): Importance of performance agreements between every team member and the manager
(08:27): Aligning with other operating systems such as EOS
(09:46): What makes James Mayhew’s framework unique
(12:34): What companies are learning about their ability to execute
(16:20): Lessons James Mayhew has learned from working with clients
(18:28): Developing and enhancing core values and structure
(21:20): Why companies are still having problems with core values
(25:22): Ranking strategy and execution, and how they fit together
(27:08): Introducing the “Competence Covered by Humility” podcast
(29:12): Contacting and connecting with James Mayhew
(30:03): The Thriving Culture Guide

Episode Quotes
“Execution is not intuitive." (James Mayhew)

"Less than 10 percent of strategies that are effectively formulated are actually effectively executed." (James Mayhew citing Forbes magazine)

“Execution happens not because we plan to execute. Execution actually happens because we manage to it.” (James Mayhew)

“Core Values are probably the most visible or the most powerful aspect of building a really high-end culture in a company. They cause you to think about how do we want to get things done here?” (James Mayhew)

“If we have really great culture and we have a great strategy, but we don't know how to execute, we're going to under-perform all day.” (James Mayhew)

Free Resource

Thriving Culture Guide Boot Camp

Recommended Listening

Connect with Coach James Mayhew

61 Jeff Striegle -- Delivering a Stellar Customer Experience with a Seasonal Team

Tue, 03 Oct 2023 00:00:00 -0400

Having a part-time team is challenging enough, and it can be even more difficult when your business is open just one day a week...and only during the summer!

Today’s guest has found a way to overcome those challenges and consistently deliver an outstanding experience every week.

Jeff Striegle is the general manager of Berlin Raceway, a NASCAR-sanctioned short track in Michigan that presents weekly races from April through September. He also covers NASCAR races as an announcer for the Motor Racing Network.

On this episode of The Clarity Advisors Show, Jeff shares how he’s been able to build and motivate a team that has made Berlin one of the most popular tracks in the country.

Timestamps
(01:10): Jeff’s start in broadcasting
(02:30): Becoming GM at Berlin Raceway
(03:54): Attracting a team for seasonal work
(06:43): Creating a great customer experience
(09:00): Working in a challenging environment
(10:57): Lessons learned from other tracks
(13:18): Attracting big-name NASCAR drivers to a short track
(15:17): Landing the Tony Stewart SRX Series
(17:08): Adjusting the track for the SRX Series
(19:17): Next year’s SRX event at Berlin
(20:30): What’s worked and hasn’t worked at Berlin
(29:42): How to contact Jeff

Episode quotes
“I try to instill in everybody that no matter what their position is on the racetrack, they are a highly valuable employee.”

“I don't talk about pay. We have to be consistent with the industry and consistent with the businesses that are around us.”

“Most everybody who is a part of our leadership team has dreams of working someday for the Detroit Tigers or the Lions or the Pistons. That's not lost on me. I will tell them often that what they're doing right now is going to be valuable to them when they’re ready to take that next step.”

“Anybody who knows me will recognize that I am a very competitive person. I want our staff to be the absolute best.”

“If all we're going to do is race every Saturday night, you're liable to get burned out. But if we can keep it fun and entertaining, you're liable to keep coming back.”

“I want people that work for me and with me to see my passion.”

“I feel like I have the opportunity to teach, educate, coach, mentor, and try to help everybody. And I'm not afraid to go and talk to every single person on that property.”

“I can come up with a lot of ideas, but two people can come up with a better idea than what I can come up with by myself. And if we bring four or five more people into this discussion, we can probably come up with a home run.”

“I want to be innovative in the industry, and we've got a great track to be able to do that. We've got fans that support it. We've got racers that support it.”

Connect with Jeff Striegle

60 Ken Trupke -- Handling hefty raise requests

Tue, 26 Sep 2023 00:00:00 -0400

One of your most important responsibilities as a leader is to make sure your team members are compensated fairly. That can be especially challenging when job responsibilities and market conditions change.

On this episode of The Clarity Advisors Show, host Ken Trupke shares the story of "Jacob," a leader who has been approached by his teammate, "Riley,” who is asking for a 25% pay increase.

Ken helps Jacob determine whether the pay hike is warranted by considering Riley’s job performance along with factors such as the cost to replace her and how she fits with the company culture.

Episode Quotes

"You don't have to] deal with the situation on the spot. You can always say, ‘Let's schedule a meeting to talk about that,’ and buy yourself some time to get prepared.”

“When you're thinking about the marketplace and that trade of value, think in terms of replacement costs, not that people are interchangeable. (They're not.)”

“What you'll see in cultures that aren't healthy and where communication isn't solid [is] the person will just quit.”

“[Don't] make compensation adjustments based on need. The equilibrium is based on value for value. What [they're] going to do with the money doesn't really [matter].”

“It rarely works out well when somebody's only staying for the money, or if you keep people by offering them more money. Ultimately, they're going to leave for the same reasons they were looking to leave in the first place, or they're going to stay and be unhappy because they've got these golden handcuffs.”

“There's more to compensation than the base salary, and there's more to work than just compensation.”

Follow/Connect with Ken Trupke

59 Ken Trupke -- How culture and core values affect performance

Tue, 19 Sep 2023 00:00:00 -0400

As a leader, one of your core responsibilities is to assess the performance of the individuals on your team and help them be successful.

On this episode of The Clarity Advisors Show, host Ken Trupke shares the story of "Kayla", a leader who has been struggling to help her teammate, "Drew", improve his performance.

Ken helps Kayla isolate the possible causes of Drew's issues and helps her frame the next conversations with him. Along the way he walks through ways leaders can clearly communicate what's expected, let teammates know where they stand, and help them improve if they're willing and able.

Episode Quotes

“As Seth Godin says, “People like us do things like this.” You want to have that defined for your team so they know what's expected in terms of behavior.”

“People should not be surprised that the performance issues have gotten to the point that they're about to get fired.”

“If you allow people to drift and be misaligned, well then there's really not a point of having Core Values.”

“Often, people have the skills they need to do the work, but they're not performing at a level that you need them to because there's some Core Value misalignment.”

“As leaders, we need to be really dialed into what [the Core Values] are, make sure they're communicated and defined and understood, Then we hold people to those and when there's some kind of a misalignment, we're in transition.”

Recommended reading and listening

Seth Godin’s Blog
Good to Great by Jim Collins

Follow/Connect with Ken Trupke

58 Krystal Parker -- The AI revolution and its impact on the workforce

Tue, 12 Sep 2023 00:00:00 -0400

Artificial Intelligence, or "AI", is one of the hottest topics today as more companies use it to streamline operations, increase productivity, and improve customer service.

And while it seems like AI just recently burst onto the scene, today’s guest wrote a book two years ago, called The Best Robot Wins, which touched on the coming wave of AI in the workplace and its potential benefits and disruptions.

Krystal Parker is the president of the U.S. Christian Chamber of Commerce as well as an author and business consultant. On this episode of The Clarity Advisors Show, Krystal and host Ken Trupke discuss the impact of AI on business culture and how leaders can prepare themselves and their teams for the coming changes.

Timestamps
(01:00): About the U.S. Christian Chamber of Commerce
(04:03): Differences between building and inheriting a team
(06:00): What’s happened with AI since the book came out?
(10:58): Disruption in the workplace caused by AI
(14:44): The CEO of tomorrow vs. the CEO of today
(18:03): Getting your team on board
(20:45): Gaining the trust of skeptical team members
(23:36): Finding the right balance
(26:07): Areas where humans still have the edge
(31:38): Krystal’s recommended reading and listening
(33:33): How to connect with Krystal Parker

Episode Quotes
“I just want to encourage anybody that's starting a business or trying to get momentum in your business. Just keep swinging, keep digging, and keep grinding because you'll start to see it move.” (Krystal)

“Even though you're the one responsible, don't try to do it alone. Leverage collaborations, partners, and your network to help you to grow.” (Krystal)

“The greatest competitive advantage lies in a leader's ability to create good systems and processes so the human worker can thrive.” (Krystal)

“We're going to see more change in three to ten years in technology in the workplace than we saw in the last fifty.” (Krystal)

“The companies that are able to adapt and be agile and innovative and disruptive are the ones that are going to stick around.” (Krystal)

“Put the robots in to do what robots can do and save those humans for what only humans can do.” (Krystal)

“It used to be that the computer was only as smart as what you were able to type into it, and now the generative AI is beyond that. But what they cannot do is replace the human, the emotion, the emotional intelligence … that kind of response that only a human can have.” (Krystal)

Recommended Reading and Listening

The Best Robot Wins: It Ain’t Personal, It’s Just Business by Krystal Parker
Navigating AI with Faith by Elijah Low
Change: How Organizations Achieve Hard-to-Imagine Results in Uncertain and Volatile Times by John P. Kotter

Follow/Connect with Krystal Parker

57 Doug Heulitt -- Using personalized videos to connect with top prospects

Tue, 05 Sep 2023 00:00:00 -0400

Connecting with people who could benefit from your business solution has always been a challenge. In some ways, technology has made it easier, but there's often so much noise that you still can't get the attention you need.

Today’s guest on The Clarity Advisors Show, Doug Heulitt, has extensive experience as a sales rep and sales manager. In this episode, he tells host Ken Trupke how he teaches sales reps to use personalized video to connect with their best prospects.

Timestamps
(00:56): The problems Doug Heulitt solves
(01:15): How Doug got started doing video
(02:34): The elements of a good personalized video
(03:52): Solving a customer’s problem through video
(06:13): Fitting value into a short video
(11:53): Finding out the customer’s real problem
(14:13): Doug’s background in sales
(17:53): Things that have worked in sales management
(19:59): What’s different about selling today?
(25:16): How to contact Doug

Episode quotes
“So often we talk about what it is that we do and think that we're the center of the world. And the reality is our customers don't care about us. They care about the thing that keeps them up at night.” (Doug Heulitt)

“It's easy to get someone's attention. You could be a schmuck and do something crazy to get attention, but that's not the same thing as earning attention.” (Doug Heulitt)

“If I can relate to the problem that they have in the first 30 seconds and say, ‘Hey, if that's a priority for you, maybe it makes sense for us to chat.' ” (Doug Heulitt)

"The problem is we fall into the traps of all the things that we've always been taught to do, which is talk features and benefits.” (Doug Heulitt)

"I don't think artificial intelligence is something we should all be running to, unless AI stands for 'authentic interaction.' " (Doug Heulitt)

“I'm tying myself to the problem they're facing and I'm offering a free idea to give them something to think about. Maybe it's a terrible idea, but the fact of the matter is I didn't ask for anything. I didn't do what all salespeople generally do.” (Doug Heulitt)

“Unfortunately, what worked 15 or 20 years ago is a process that doesn't work today. Covid showed customers they don't need to take meetings. And if you can't get in front of your target audience, how do you sell to them?” (Doug Heulitt)

“Video enables us to connect through our humanity. People often think a video requires a lot of editing, highly produced, so there's no mistakes. I'm a one-take wonder every time I record a video and send it because that's authentically and genuinely me.” (Doug Heulitt)

Connect with Doug Heulitt

56 Tom Olive -- Using numbers to align teams and drive growth

Tue, 29 Aug 2023 00:00:00 -0400

As leaders, we're continually teaching and coaching our teams. Today’s guest has done that for years as a top executive and now he’s doing it in the classroom.

Tom Olive has been the CEO at a nutrition products company, an automotive textile manufacturing company, and most recently, at a large fuel distributor.

His background is in accounting and finance, and in this episode of The Clarity Advisors Show, he and host Ken Trupke talk about using numbers to help align and engage teams teams to drive business growth and success.

Timestamps
(01:02): Moving from the boardroom to the classroom
(02:22): Tom’s previous roles and responsibilities
(05:01): Lessons learned from mistakes
(07:37): Importance of vision and mission
(13:14): Connecting with people so they buy in emotionally
(16:23): How things have changed over the decades
(18:36): Recruiting and retaining talent
(21:20): Advice for leaders who want to grow and build a team
(25:10): Recommended listening and reading
(26:58): Connecting with Tom Olive

Episode quotes
“I've really come to appreciate that you need to have the right horse for the right course.”

“The first thing you have to do as a leader is to establish clarity -- the vision and mission, and I use those two words together.”

“You need to develop a three- to five-year plan. Some folks like to think longer than that. I think the world's pretty dynamic these days, so trying to envision much further out than that, I personally struggle with.”

“If they want to leave, they're going to leave. So, we might as well get the best out of those folks while they're with us and maybe along the way they'll see more opportunities and they'll be around with us for a while longer.”

Recommended reading and listening

The Clarity Advisors Show
Harvard Business Review
McKinsey Quarterly
CEO Excellence: Six Mindsets That Distinguish the Best Leaders from the Rest
by Carolyn Dewar, Scott Keller, Vikram Malhotra

Connect with Tom Olive

55 First-year highlights Part 3: Generational differences, managing change, personal development, and building trust

Tue, 22 Aug 2023 00:00:00 -0400

We’re starting the second season of The Clarity Advisors Show with a three-part series looking back at highlights from our first year. In this third and final installment, host Ken Trupke's guests discuss generational differences, managing change, personal development, and building trust.

Timestamps
(00:50): Joe Mull
(03:43): Paige Cornetet
(04:48): Michelle Voss
(07:44): Adam Sutton
(09:45): Bill Poole
(10:36): Joe Pici
(11:35): Tara Kinney
(13:54): Ken Misiewicz
(15:16): Nolan King
(16:42): Jason Dodge
(18:57): Nelson Wilner
(20:18): Michelle Steffes
(22:17): Joshua Washington
(24:27): Kristi Nowrouzi

Episode Quotes
“We have to recognize that what we've long thought of as the next generation has been here for a while and is bringing another generation along behind it.” (Joe Mull)

“The biggest thing that I've tried to convey to anybody who wants to be a leader, and the way that I try to do it, is that I don't ask anybody who works for me to do something that I wouldn't be willing to do myself. And that no job is too insignificant for a leader to do it.” (Michelle Voss)

“Change management is really about alignment, communication, training, and stickiness. (Bill Poole)

“The first thing we have to hold people accountable to is their activity. Are they doing the dailies, the behaviors it takes to be successful? If you do the daily behaviors, the results will follow.” (Joe Pici)

“If you explain your thought process behind it and why you said it that way, even if they don't agree, they can at least understand and be empathetic with where you're coming from.” (Nolan King)

“I'm upfront with everyone in the interview process that I'm not a mind reader. You have to be an advocate for yourself, for the business, for your client. You have to be an advocate for the things that you want.” (Jason Dodge)

“It’s important that employees know where they fit into the big picture. We all want to know the vision. We want to know the mission that we're on. We all want to feel like we're part of something. That's a basic constant that hasn't changed.” (Nelson Wilner)

“You may have the head knowledge to do what's right as the leader, but in your heart you're constantly unsure of yourself. And that uncertainty then bleeds into your ability to lead and inspire your team.” (Michelle Steffes)

“When emotion goes up, intelligence seems to go down. We talk about making sure you're not intoxicated with those emotions. Do your best to get to the sober place because that's where the solution lives.” (Joshua Washington)

“(Emotional intelligence) is a real thing. When we get a grasp on that, we get to control how we show up in stressful situations.” (Kristi Nowrouzi)

Recommended Listening and Viewing

54 First-year highlights Part 2: Managing teams, communication, and attracting and retaining talent

Tue, 15 Aug 2023 00:00:00 -0400

We’re kicking off the second year of The Clarity Advisors Show with a three-part series looking back at highlights from our first year. In Part 2, host Ken Trupke's guests discuss managing teams, communication, and attracting and retaining talent.

Timestamps

(00:50): Danna Gomez
(02:04): Joe Miller
(03:25): Michelle Voss
(05:05): Joe Pici
(05:52): Krystal Parker
(08:45): David Nemes
(10:27): Max Friar
(11:18): Joshua Washington
(12:42): Randy Crawford
(14:28): Kelly Plawinski
(15:39): Joe Pici
(16:44): Russ Climie
(18:59): Kelly Plawinski
(21:27): Gary VonMyhr
(22:45): Ben Wolf
(25:19): Max Friar
(26:25): Tom Gentry
(27:33): Paige Cornetet
(28:25): Paige Cornetet

Episode Quotes

“Here's what people really want: They want to know that they're getting better. They want to know that they belong to a team, that they're part of a team. And this, I think, is the most critical piece: They want to know that people care about them and that they're doing a good job.” (Joe Miller)

“You have to have milestones, or what we call benchmarks, along the way. Milestones are places in between the final goal achievement that you can measure your result and see whether you’re on target.” (Joe Pici)

“People have different personality types. People think differently and get a greater response if you surround yourself with people who think differently than you and you are able to work together.” (David Nemes)

“Good people want to contribute, and they will contribute. And they'll work really hard, but they have to have a chance to recharge. I think you have to have a respect for how their energy ebbs and flows.” (Max Friar)

“It’s really just getting back to being human beings who have conversations and we rid ourselves of any assumptions, and we get down to really having those conversations around value.” (Joshua Washington)

“Covid was a crash course on how to handle communication well with your team and really over-communicate – even when we didn't have all the answers and people wanted answers.” (Kelly Plawinski)

“If I know my stuff so well that I'm not thinking about it, then all my focus can be on that person's communication style. If I learn how to speak their language – not to manipulate, but to communicate – we're going to have a better meeting.” (Joe Pici)

Recommended Listening and Viewing

53 First-year highlights Part 1: Leadership and the importance of culture when building teams

Tue, 08 Aug 2023 00:00:00 -0400

We’re kicking off the second year of The Clarity Advisors Show with a three-part series looking back at highlights from the first 52 episodes. In this week’s show, host Ken Trupke's guests discuss leadership and the importance of culture when building teams.

Timestamps

(00:19): Phil Sponsler
(02:39): Bo Short
(03:50): Joe Ponds
(05:16): Matt Baxter
(06:11): Bo Short
(08:19): Harry Spaight
(09:50): Bo Short
(11:09): Michelle Steffes
(12:26): Daryl Dixon
(14:50): James Mayhew
(15:54): Chris Wilson
(17:37): Jen Hamilton
(20:11): Randy Joppie
(22:01): Jen Hamilton

Episode Quotes

“If you're somebody that doesn't like conflict, then you need to get it. You need to be able to make those tough decisions because the greater good is at risk.” (Phil Sponsler)

“We understand that barking orders is just not the way to communicate to anyone. Now, that's not to say you need to soft pedal it, because being direct and being very clear – but being polite – always works, regardless of where you come from.” (Joe Ponds)

“The people on your team are the ambassadors to your vision.” (Michelle Steffes)

“It's not about protecting people's feelings. It’s about equipping someone to become better at what they do so the organization becomes better and that person you're helping becomes better.” (Bo Short)

"The biggest thing that has changed is that in the past, you could capitalize on the market because of your access to capital or you had the latest, greatest technology. Now it's all about the workforce. How you win and how you compete is by having the best team." (Jen Hamilton)

Recommended Listening and Viewing

52 Joe Pici -- Remote work, and its impact on sales teams

Tue, 01 Aug 2023 00:00:00 -0400

Remote work has changed the landscape of business over the last few years, and perhaps no area has been affected more than the sales process. Today’s guest on The Clarity Advisors Show is an expert at guiding teams through those changes.

Joe Pici is a master sales trainer and coach, known for teaching his clients how to book more appointments and close more business. In this episode, Joe and host Ken Trupke talk about what has changed with remote work and what’s still true in the world of sales.

Timestamps
(01:02): Pivoting for success in a remote environment
(02:15): Setting expectations
(03:23): Challenges with accountability
(04:36): Successfully leading a remote team
(05:53): Communication is key
(06:48): Riding along remotely
(08:21): The qualifying phone call
(10:02): Video calls vs. phone conversations
(12:31): Keeping prospects and customers engaged via video or phone
(14:10): Using the DISC behavioral model
(15:17): Tips for building rapport
(16:25): What’s working and not working in the remote world
(18:56): Setting the right expectations
(20:33): Benefits of having a remote team
(21:44): Hiring the right people
(23:18): Upcoming training opportunities

Episode Quotes
“I think we have to stop selling a sales position and start qualifying the sales (candidate).” (Joe)

“If I'm a leader, I want my people to have access to me and know if they need help, that's what I'm there for.” (Joe)

“In a world of remote sales, we've got to become experts at an initial qualifying sales call that will reduce wasted meetings, reduce wasted time, and increase closing ratio because you're sitting with a qualified person." (Joe)

“I believe in that initial meeting as a qualifier because I see people driving all over the place. They don't want to go into an office, but they don't mind going into somebody else's office.” (Joe)

“A very succinct, high-quality initial meeting is going to get you a better meeting. So, when you get to the second meeting, there's a good chance they're not going to be alone because you've created enough interest that now they may bring some decision makers into meeting number two.” (Joe)

“If I learn how to speak their language – not to manipulate, but to communicate – we're going to have a better meeting.” (Joe)

“I think you can build synergy and teamwork. But the old-fashioned culture thing where we all wear the same shirt, and we all fly the same flag. The minute things went virtual, there was a lot of freelance going on.” (Joe)

Recommended Reading and Listening

The Clarity Advisors Show (#1) with guest Joe Pici: “Forget emails! For best results, pick up the phone.”
The Clarity Advisors Show (#22) with guest Joe Pici: “Aligning and engaging your team for success in 2023.”

Follow/Connect with Joe Pici

Phone: 407-947-2950
Text “Sales Edge” to 55678
joe@piciandpici.com
Joe Pici on LinkedIn
piciandpici.com
sellmorevirtually.com

51 Tom Gentry -- Lessons from a CFO on building teams and business success

Tue, 25 Jul 2023 00:00:00 -0400

A fractional Chief Financial Officer (CFO) is becoming more common for businesses that don’t need -- or can’t afford -- the full-time services of a top-level executive.

Today’s guest, Tom Gentry, is a veteran CFO who’s worked for several companies, including PricewaterhouseCoopers, and is now focusing on fractional leadership as a Regional Director for The CFO Centre.

On this episode of The Clarity Advisors Show, Tom shares with host, Ken Trupke, lessons about building great teams and business success from the perspective of the finance leader.

Timestamps

(01:16): Tom’s services and The CFO Centre’s typical clients
(02:45): What makes The CFO Centre unique among fractional leadership companies
(03:44): Recruiting great CFOs to be fractional leaders
(04:34): Finding clients in need of fractional leaders.
(05:23): Tom’s career path
(07:54): The dynamics of a family business
(09:45): Lessons learned in the family business
(12:26): Lessons learned at PriceWaterhouseCoopers
(13:49): Helping clients at a broader business level
(16:37): The role of the fractional CFO
(17:50): Getting the team aligned
(18:58): Lessons learned from growing quickly
(20:31): What’s different about leading teams today
(22:18): Tried and true principles
(24:56): How to contact Tom Gentry

Episode Quotes

“We try to manage the numbers that really do matter to the business owner.” (Tom)

“Most of our CFOs have been full-time CFOs for many, many years and they're looking for a little bit better work-life balance.” (Tom)

“Working at that family-owned business, I learned about team building. I learned about the value of having good people and having the right people in the right places. And I learned a lot about what not to do when it came to dealing with personnel.” (Tom)

“I learned early on through that process how to have those difficult conversations. You can have those difficult conversations in a positive way.” (Tom)

“There are times when a business owner wants to sit down and talk to us about his ideas for three, five, or 10 years down the road. Where does he want to be? What does he want to do? How does he want to grow? And what is it going to take to get there? We will help from that standpoint as well.” (Tom)

“Once I began to venture into areas that were non-financial in nature, I thought I would get some pushback. But I never have. Basically, the owner really likes it. He relates to it. He likes having those conversations.” (Tom)

“If you really want to go that extra mile to help somebody, then that will come back to you.” (Tom)

Connect with Tom Gentry

50 Ken Trupke -- Staying profitable during uncertain economic times

Tue, 18 Jul 2023 00:00:00 -0400

The economy is always uncertain to some degree, but right now it feels even more so with a possible recession looming and continued inflation. The best way to prepare for that uncertainty -- so you can stay in business and continue to serve your customers -- is to become more profitable.

On this episode of The Clarity Advisors Show, host Ken Trupke talks about improving profitability by cutting costs, increasing productivity, growing sales, embracing technology, and investing in your team.

Episode Quotes

“You're going to be surprised by all the things that have started to add up at $5 and $10 and $20 a month that you didn't really notice, but it all makes a difference.”

“I understand automation has a cost to it, but it's a one-time cost with over and over and over benefit.”

“You want to have that innovation and you want to have that continual improvement culture. But can we afford right now to dilute our energies by tackling five things at once?”

“I'd rather have one project move 10 yards than 10 projects move one yard.”

“Make sure we're calling on the people we need to call on to generate business. Don't wait for the phone to ring. Go make the phone ring on the other end by making outbound calls.”

“It's an inflationary time. This is a great time to raise prices because there's a lot of air cover for it.”

“You are probably under the market right now if you haven't raised prices in the last 12 months.”

“This is the time to invest in your team. Your team is what makes you unique. Your team is what drives you forward. Your team is what makes your business your business and helps you to serve those customers, so make sure you're investing in your team.”

Follow/Connect with Ken Trupke

49 Krystal Parker -- Revisiting integrating volunteers with paid staff

Tue, 11 Jul 2023 00:00:00 -0400

When we spoke with Krystal Parker last fall, she was the president of the Central Florida Christian Chamber of Commerce. Since then, Krystal has moved on to become president of the United States Christian Chamber of Commerce.

We’ll catch up with Krystal in a future episode to see what she’s learned in moving to a national organization while continuing to run her consulting business, Intent and Impact.

In the meantime, let’s revisit that earlier conversation where Krystal talked about the challenges not-for-profits face trying to integrate volunteers with paid team members. She also discusses lessons she learned in corporate America and shared in her book, “The Best Robot Wins: It Ain’t Personal, It’s Just Business.”

Episode Highlights

How to lead teams with influential authority.
How to grow a team of leaders.
The importance of serving as a leader.
How to build relationships and maintain trust remotely.

Timestamps

[01:37] The Christian Chamber of Commerce
[02:33] Krystal’s journey to becoming executive director
[04:27] Building teams of volunteers and paid team members
[07:41] Transitioning from the corporate mindset
[13:35] Working with volunteers as opposed to a paid team
[17:10] Krystal’s corporate career
[21:30] Becoming the boss of her bosses
[25:11] Being remote before remote was cool
[30:40] “The Best Robot Wins: It Ain’t Personal, It’s Just Business”

Episode Quotes

“It is less about you and more about the individuals that you are leading.” (Krystal)
“You, as the leader, work for the people in your organization.” (Krystal)
“Be as alike as possible, as different as necessary.” (Krystal)

Recommended Reading and Listening

The Best Robot Wins: It Ain’t Personal, It’s Just Business by Krystal Parker

Follow/Connect with Krystal Parker

48 Kelly Plawinski -- From global corporation to transforming small business

Tue, 04 Jul 2023 00:00:00 -0400

Working on cross-functional teams in large global corporations is very different from working in small business, and today’s guest has done both.

Kelly Plawinski is the Chief Operating Officer at Adamy Valuation. Prior to coming to Adamy in 2017, Kelly spent more than a decade in finance with Ford Motor Company. Recruited to Adamy to drive transformation, Kelly now focuses on the firm’s firm strategy and vision, operations, finance, and overseeing human resources.

In this episode of The Clarity Advisors Show, Kelly talks with host Ken Trupke about her career, the differences between large and small companies, and being the integrator of her firm’s Entrepreneurial Operating System (EOS).

Timestamps

(01:06): What Adamy Valuation does
(02:16): Overview of Kelly’s career
(06:26): EOS and the roles of integrator and visionaries
(08:45): Adamy’s journey on the EOS path
(09:48): Big decisions during the Covid era
(13:46): Lessons learned about big business vs. small business
(17:16): Working with a smaller team
(19:55): Attracting and retaining talent
(23:10): Presenting at the West Michigan CEO Summit
(26:27): Recommended reading and listening
(28:15): Connecting with Kelly Plawinski

Episode Quotes

"We serve our clients by solving meaningful financial problems.”

“The auto industry is a very fast-paced industry, so without attributes like learning quickly and asking questions, it could be easy to be left behind.”

“The integrator is the doer. Usually it's a founder or, an owner, or CEO who really thinks about the big picture and has great dreams or visions or aspirations. And we as the integrators are here to help make that happen.”

“What EOS teaches is that if you have a really good integrator paired with a really good visionary, it equates to what they call 'rocket fuel'.”

“I think employees have a lot of choice right now, given where our economy and the market are. And they are not afraid to execute that choice.”

Recommended Reading and Listening

Atomic Habits by James Clear
How I Built This with Guy Raz podcast

Connect with Kelly Plawinski

47 Bill Poole -- Removing sales as the barrier to your company’s success

Tue, 27 Jun 2023 00:00:00 -0400

Growing sales is a priority for every healthy business. And sales is also an area that’s starting to benefit from fractional leadership.

Today’s guest, Bill Poole, is President and Client Success Director at Convergo, a firm which helps entrepreneurs sell more services to the right businesses through systematization and fractional leadership.

On this episode of The Clarity Advisors Show, Bill and host Ken Trupke discuss how sales shouldn’t be a barrier that prevents businesses from reaching their full potential.

Timestamps

(00:59): Bill’s sales background
(02:57): The importance of having a system in place
(03:34): History of Convergo
(05:46): Convergo’s services and customers
(08:04): Convergo’s process
(09:54): Getting a company’s visionary on board
(15:09): Secrets of successful teams
(18:54): The importance of getting alignment up front
(21:32): Using metrics and scorecards
(25:11): Bill’s recommended reading
(26:34): Convergo’s target client

Episode Quotes

“When sales is a barrier, it's not always the same challenge. It may be about alignment at the top or it could be about the sales systems that are in place.” (Bill)

“A lot of times (improvement) starts with aligning the leaders around ideal clients and the desired journey the ideal client has with the business.” (Bill)

“One person can only sell so much and that's a barrier to growth. So, with entrepreneurs and visionaries who sincerely want to grow, we help them understand that they're really the barrier.” (Bill)

“Change management is the key, and it requires alignment, communication, training, and stickiness.” (Bill)

“The barrier to sales a lot of times isn't really a sales problem. It's that sales and operations are disconnected.” (Bill)

“You can't take the right actions until you're tracking the right metrics.” (Bill)

“Once you're tracking the right metrics, you look at three things: the systems, the message, and the people.”

“If sales is a barrier and you don't know why – or maybe you think you do know why but you want to confirm it – we'd love to have a discussion with you.” (Bill)

Episode Resources

5 Steps To Scale Sales and Grow Revenue: Convergo’s eBook listing ways to overcome the challenges of limited time, experience, and resources and build a solid and scalable sales and marketing function.
Convergo One-Pager: Overview of the company’s services and engagement process.
Scorecard Checklist: A checklist that will help you self-assess your own scorecard and develop action items to make immediate improvements.

Recommended Reading

The Referral Engine: Teaching Your Business to Market Itself by John Jantsch

Connect with Bill Poole

46 Ken Trupke -- Six ways to reduce and resolve conflict in the workplace

Tue, 20 Jun 2023 00:00:00 -0400

Conflict is something most of us don't like, especially in the workplace. But whenever there are people working together, there is going to be friction and disagreements. And when conflict happens, it doesn't usually go away by itself.

In this episode of The Clarity Advisors Show, host Ken Trupke offers three tips for resolving conflict in the workplace and three tips for reducing conflict in the first place.

Timestamps

(00:20) Tips to resolve conflict in the workplace
(00:45) No. 1 – Breathe and relax
(02:50) No. 2 – Define the problem
(05:40) No. 3 – Communicate synchronously
(11:14) Bonus point – Give the benefit of the doubt.
(13:32) Tips to reduce conflict
(14:00) No. 1 - Be clear
(15:30) No. 2 - Check for common understanding
(18:00) No. 3 - Build relationships
(19:30) Summary of all six tips

Episode Quotes

“One way to start to counter some of those body responses is to just breathe … to relax … to try to lower the tension in your body so you're not in that fight-or-flight mode.”

“Ask questions to try to understand what exactly we're talking about because we want to move into problem solving mode and we can't solve a problem that we haven't defined.”

“Asynchronous communication is written, and I have to read it and interpret it. There's no body language, and there's no nonverbal communication. There's none of that richness of communication that you get with those synchronous methods. Something is lost. And when there's conflict, you want everything you can get.”

“When there's conflict, we don't disagree about everything. There's probably a lot that we agree about and that we see it the same way. So let's not blow it up, instead find those places we can have agreement.”

“It might turn out it's not your fault, but start there. If it turns out it is, now you're much more humble and the other person's going to be willing to forgive and move forward, which is what we want. And if it's not your fault, there's nothing lost.”

“To reduce conflict, build relationships and get to know people so you're not so frustrated. And when there is an issue, you know you're going to work it out.”

Recommended Reading:

Never Split the Difference by Chris Voss

Follow/Connect with Ken Trupke

45 Phil Sponsler -- Revisiting the concept of servant leadership

Tue, 13 Jun 2023 00:00:00 -0400

To be a great leader, you need to truly believe you are there for your team, and not the other way around. It's called Servant Leadership. And very few people understand and have lived the principles of servant leadership as intentionally and as deeply as today’s guest.

Phil Sponsler has spent more than 20 years as a driving force for continuous improvement while building teams at Orbitform. In one of the first episodes of The Clarity Advisors Show, he and host Ken Trupke talked about servant leadership. Phil's wisdom and insights were so valuable that we’re sharing them again in today’s show.

Timestamps

(02:59): Some of the lessons from Phil’s twenty-two years at Orbitform
(04:39): "Do’s and don’ts" of having people feel safe
(06:49): Eighteen years of improvements to make Orbitform a secure place to work
(08:29): How to cascade processes down through an entire organization
(12:17): Creating and selecting mid-level leaders with high levels of courage to do the right things
(15:25): Stratospheric results come from having leaders, mentors, and mentees aligned with the organization’s purpose and values
(16:51): Pivoting the organization, introducing new products, and thriving during the pandemic
(25:15): Phil’s best advice to young leaders on how to think about, build, and grow their team
(26:44): Fundamental books people need to read if they want to become a leader

Episode Quotes

“Leadership is something that has to be cultivated and grown, and great leaders end up providing safety and security for their folks.” (Phil)

“We are all human beings, so the team is built of human beings, not robots.” (Phil)

“Being a leader, you have to have a high level of courage to do the right things.” (Phil)

“You have to grow your mind.” (Phil)

“Everybody talks about having a networking process. Be somebody that people want to network with you.” (Phil)

Recommended reading

Extreme Ownership by Jocko Willink
We Were Soldiers Once… and Young by Harold Moore and Joseph Galloway
The Go-Giver by Bob Burg and John David Mann
The Culture Code by Daniel Coyle
Leading Jesus’ Way by Mark Deterding
Atomic Habits by James Clear
Grit by Angela Duckworth

Follow/Connect with Phil Sponsler

44 Joe Pici and Ken Trupke -- Hiring, leading and retaining top salespeople

Tue, 06 Jun 2023 00:00:00 -0400

The sales team is a critical part of the success of any business. And hiring, leading, and retaining exceptional salespeople is always a challenge.

Ken Trupke, host of The Clarity Advisors Show, recently appeared on the Sales Edge podcast, with Joe Pici to discuss selecting and interviewing candidates, on-boarding, metrics, accountability, and other aspects of building a great sales team.

Joe is a master sales trainer and coach, known for teaching his clients how to book more appointments and close more business. He’s been a guest on our show before, but this week we’re changing things up, putting Ken on the hot seat with Joe asking the questions.

Timestamps

(01:01): Description of Ken’s services
(01:54): What to look for in a salesperson
(03:59): Attributes and skills that need to be taught
(05:37): Keys to the on-boarding process
(07:24): Important metrics in the sales process
(09:36): Handling accountability in the 21st century
(11:27): The remote vs. in-person work debate
(18:52): The interview process
(22:20): Another note about accountability
(24:17): Contacting and connecting with Ken

Episode Quotes

“I want to make sure you've got that combination of humble, hungry, and smart, and part of the 'hungry' is you're not afraid to pick up the phone.” (Ken)

“Either we're going to be accountable to activity that you one hundred percent control, or we're going to be accountable to results.” (Ken)

“You've got to make sure you are clear (about) what you are looking for. What are you expecting? People are not mind readers. And where this can start to go sideways early is when you're not clear as a leader with what you expect.” (Ken)

“I’m kind of an in-office person because I like the connection that you get. I think you just can't replace when people are together.” (Ken)

“The win is in following the process. And that's why I love activity metrics because you can control those and you can remind yourself, ‘I won today because I made my calls, not because I heard yes.’ Because you might not hear 'yes'.” (Ken)

“We want to hire for the values and then we'll teach the skills because those skills are going change, and what you know today is going to diminish in value.” (Ken)

“Once you've agreed and you're accountable to someone for something, you have two choices. And those two choices are do the thing for the person when you said you would or communicate ahead of time. (Ken)

Recommended Reading and Listening

The Ideal Team Player: How to Recognize and Cultivate the Three Essential Virtues by Patrick M. Lencioni
Sales Edge podcast with Joe Pici
The Clarity Advisors Show (#1) with guest Joe Pici: “Forget emails! For best results, pick up the phone.”
The Clarity Advisors Show (#22) with guest Joe Pici: “Aligning and engaging your team for success in 2023.”

Follow/Connect with Joe Pici

Phone: 407-947-2950
Text “Sales Edge” to 55678
joe@piciandpici.com
Joe Pici on LinkedIn
piciandpici.com
sellmorevirtually.com

Follow/Connect with Ken Trupke

43 Max Friar -- Building a team in the world of mergers and acquisitions

Tue, 30 May 2023 00:00:00 -0400

In the world of mergers and acquisitions you see a lot of teams...but you also have your own team.

Today’s guest, Max Friar, runs Calder Capital, a firm he started ten years ago. He’s built a team that helps business owners sell and entrepreneurs buy.

On this episode of The Clarity Advisors Show, Max and host Ken Trupke discuss the challenges of building a team, and what Max is seeing in the businesses he advises.

Timestamps

(01:04): History of Calder Capital
(02:19): Buy side vs. sell side representation
(03:56): Off-market deals
(04:54): Building the team at Calder Capital
(06:20): Learning from mistakes
(08:57): Success stories
(12:33): Explaining a non-disclosure agreement
(14:59): The evolution of the merger and acquisition business
(18:08): Advice for leaders on growing their teams
(24:14): Recommended reading and listening
(26:30): Who should connect with Max Friar and how

Episode Quotes

“Our desire is to help every seller get multiple competing offers so we can give them choices.” (Max)

“It's a numbers game. A lot of people say they want to buy and a lot of people say they want to sell. But at the end of the day, only a small fraction of those actually work out.” (Max)

“We have to reach out to a lot of companies because just because you're interested in having an initial conversation does not mean you are ready to sell. You may be years away from that.” (Max)

“Everyone needs some sort of balance and we have to be respectful of being able to blow off some steam. So, take some days off, make sure you hang out with your family, make sure you hang out with your friends. Go out dancing, go camping … whatever it is that lets the air flow through your brain and recharges you.” (Max)

“Good people want to contribute and they'll work really hard, but they have to have a chance to recharge. And I think you have to respect how their energy ebbs and flows.” (Max)

“If you make a mistake and you bring someone on board that isn't a cultural fit or isn't a fit for their role, I think moving on quickly is important.” (Max)

Recommended Reading

Connect with Max Friar

42 Tara Kinney -- Using accountability to grow profits

Tue, 23 May 2023 00:00:00 -0400

Accountability often gets a bad rap, but done right, it creates autonomy, authority, agency, return on investment, and a lot fewer hours of painful conversations about who’s doing what and what is -- and what isn’t -- getting done.

Today’s guest, Tara Kinney, is a growth strategist. Through Atomic Growth, the company she co-founded, she helps business owners and executives use data to align people and processes to generate profits.

On this episode of The Clarity Advisors Show, Tara and host Ken Trupke discuss how to align your team for successful growth and why accountability is necessary.

Timestamps

(01:44): Defining “growth strategist.”
(02:51): Engaging as a growth strategist.
(05:02): Examples of “what if” conversations.
(12:27): Importance of accountability.
(16:01): How authority is critical to accountability.
(21:53): Changing the mindset.
(28:50): Recommended reading.
(31:28): Connecting with Tara Kinney

Episode Quotes

“If you don't have all of the different people who will be impacted by change involved in those early stages of discussion, the change will be painful.” (Tara)

“We identify the holes in their bucket. If you put more customers in, these are the places where revenue and profit are going to leak out. So, we need to shore those up before you try to grow.” (Tara)

“You have to be able to measure (what you're doing) and you have to be able to make decisions to improve it.” (Tara)

“Our job is not to find out what you are doing wrong. Our job is to make this company work so you are able to perform your job.” (Tara)

“It really is all the little things that make the big things matter. So many organizations are just focused on the big things that they don't fix the small things that are the incremental changes that produce exponential growth.” (Tara)

Tara’s Recommended Reading

Atomic Habits: An Easy & Proven Way to Build Good Habits & Break Bad Ones by James Clear
Untangled: Guiding Teenage Girls Through the Seven Transitions into Adulthood by Lisa Damour Ph.D.

Connect with Tara Kinney

41 Ken Trupke -- Selling from each behavior style

Tue, 16 May 2023 00:00:00 -0400

Sales isn't about being that glad-handing, back-slapping, joke-telling, nutty person who loves to talk. Sales is about helping people get something that's they want that they couldn't get without your help.

On this episode of The Clarity Advisors Show, host Ken Trupke explains how each of the four DISC behavior styles have qualities that can help anyone succeed in sales.

Related content: Check out Ken’s previous episode, “Improving communication with DISC,” on audio and video.

Timestamps

(00:21): Introduction
(01:09): What sales is all about
(02:50): The DISC model
(04:11): Selling from the “S” behavior style
(06:40): Selling from the “C” behavior style
(08:37): Selling from the “D” behavior style
(11:51): Selling from the “I” behavior style
(14:28): All behavior styles work
(16:07): Summary

Episode Quotes

“Sales is helping people get what's good for them, not talking them into something that isn't good for them. It's helping them get what they couldn't get without your help.”

“Is that outgoing, positive, talkative person, a potentially great salesperson? Absolutely! But so are all people.”

“You’re always selling. You're selling your ideas and you're selling your preferences. But it's also just about being a better human being and being better in relationships.”

“Selling is everywhere and it's a good thing because sales is service. It's what we're doing with and for people, not what we do to them. We're listening, not talking, and certainly not talking people into things.”

Recommended Reading:

The Only Sales Guide You'll Ever Need by Anthony Iannarino.

Follow/Connect with Ken Trupke

40 David Nemes -- Ensuring a smooth transition during an ownership change

Tue, 09 May 2023 00:00:00 -0400

When a business is sold, it can create a lot of anxiety and challenges for both the existing team and the new owners. Communication is critical to making the transition as smooth as possible so the business can continue and grow.

Today’s guest, David Nemes, is an entrepreneur and an active business investor who's been part of several acquisitions.

On this episode of The Clarity Advisors Show, David and host Ken Trupke discuss the challenges that come with the transition to new ownership, and David talks about his experience working on bank closures.

Timestamps

(00:59): David’s background
(03:01): Ensuring a smooth transition
(04:38): Communicating before the deal’s done
(05:58): Mistakes David’s made and what he’s learned
(07:51): Building internal support
(13:13): How David got into bank closures
(17:38): Explaining loss share
(20:19): Things that work and don’t work
(23:44): David’s recommended reading and listening
(27:10): Ways to connect with David Nemes

Episode Quotes

“Walking in on Day One, you're not the smartest person in the room.” (David)

“It’s always an awkward kind of moment because there's fear. So, you’ve just got to really be warm and tell them it’s going to be okay and we’re going to do the right things.” (David)

“One of the things that I've learned is to have some industry expertise that you can bring in with you, whether that's just someone advising or the old owner sticking around. But you need a plan for leadership transition.” (David)

“I like to say I'm a mile wide and inch deep on a lot of things, and I’m a quick learner. But there's nuance to every industry.” (David)

“In my experience, coming into companies as an advisor, it's helpful to build some kind of internal champions – people you can count on to tell you what's happening. They don't necessarily have a position, but they've been around long enough, or they’ve just got the respect of the people.” (Ken)

“We’re not going to be successful doing nothing. We are going to be successful doing something, even if it's not exactly right. At least we're trying.” (David)

“The phrase I like to use is, ‘We can't steer a parked car,’ so let's at least get the car moving.” (Ken)

“You have to first understand how you think and what drives you and your behaviors. You have to be comfortable in your own skin about who you are and how you operate and understand that not everyone's going to operate there, no matter what you try to force them to do.” (David)

“There's capital, there's opportunity, and there's operators. I am not an operator. I help operators reach success.” (David)

Recommended Reading and Listening

Insights from Oak Tree Capital by Howard Marks
Warren Buffet’s annual letter to Berkshire Hathaway shareholders
The Mystery of Capital: Why Capitalism Triumphs in the West and Fails Everywhere Else by Hernando De Soto

Connect with David Nemes

David Nemes on LinkedIn

39 Jen Hamilton -- Advancing from chaos & confusion to sustainable growth

Tue, 02 May 2023 00:00:00 -0400

The workplace is constantly evolving, and we’ve certainly noticed more rapid change these past few years. Fractional leaders, like our guest today, see the effect of those changes first-hand and bring solutions to a variety of organizations.

Jen Hamilton is a Factional Chief Operating Officer, with Wolf’s Edge Integrators. On this episode of The Clarity Advisors show, Jen and host Ken Trupke discuss the changes she’s observed in the workplace and how she takes clients "from chaos and confusion to sustainable growth".

Related content: Check out this previous episode with guest Ben Wolf, “How Fractional Leadership can improve your business,” on audio or video.

Timestamps

(01:03): Chaos and confusion to sustainable growth.
(02:05): Explaining a fractional COO.
(04:19): Leading multiple companies at once.
(05:41): Finding companies to work with.
(09:30): Jen’s background in accounting.
(14:46): Workplace changes over the last several years.
(15:56): Attracting and retaining team members.
(18:56): Job posting vs. job description.
(23:01): Your team is your competitive advantage.
(26:03): Jen’s recommended reading.
(28:03): How to connect with Jen.

Episode Quotes

“This fractional idea is relatively new concept in some ways, but not in others. In the accounting world, they've been doing it forever.” (Jen)

“I'm constantly getting the best practices from all my clients to share with each other.” (Jen)

“In the past you could capitalize on the market because of maybe your access to capital or you had the latest, greatest technology. Now it's all about the workforce. How you win and how you compete is having the best team.” (Jen)

“In the small business world, one bad hire has a stronger ripple effect than it does in a large company. But the same thing happens with one good hire.” (Jen)

“A posting is really more of a marketing piece to attract aligned employees. And then once they are interested, send them the position description so they can see if they have the qualifications.” (Jen)

“Ultimately, what we want to do is help business owners who are struggling, who are feeling that chaos or are feeling like, “Gosh, I can't, I can't control it like I used to. It's just too messy.’” (Jen)

Recommended Reading and Listening

Who Not How: The Formula to Achieve Bigger Goals Through Accelerating Teamwork by Dan Sullivan and Dr. Benjamin Hardy
The Speed of Trust: The One Thing That Changes Everything by Steven Mark Covey
Simple Numbers, Straight Talk, Big Profits!: 4 Keys to Unlock Your Business Potential by Greg Crabtree and Beverly Herzog
Simple Numbers 2.0 - Rules for Smart Scaling: A Play-by-Play Analysis for Pure Growth by Greg Crabtree
Profit First: Transform Your Business from a Cash-Eating Monster to a Money-Making Machine by Mike Michalowicz

Connect with Jen Hamilton

38 Ken Trupke -- 10 tips to help you network the right way

Tue, 25 Apr 2023 00:00:00 -0400

When it comes to networking, many of us immediately think of those mixers where insurance agents and financial advisors are running around handing out business cards and invading your personal space. But it doesn't have to be that way.

On this episode of The Clarity Advisors Show, host Ken Trupke offers 10 tips to network the right way and help you turn networking into a positive experience.

Timestamps

(01:00): Tip #1 – Be friendly.
(01:52): Tip #2 – Be curious.
(02:40): Tip #3 – Be genuine.
(03:00): Tip #4 – Listen more than you talk.
(03:50): Tip #5 – Know what you do.
(05:20): Tip #6 – Split up.
(06:08): Tip #7 – Invite yourself.
(08:07): Tip #8 – Invite others just like you.
(08:50): Tip #9 – Keep it moving.
(10:16): Tip #10 – Connect everywhere.
(12:13): Recapping the 10 tips.
(13:23): Bonus tip #1 – Eat before or after the event.
(14:06): Bonus tip #2 – Easy on the drinks.
(14:50): Bonus Tip #3 – Follow up.

Episode Quotes

“Most people don't need much encouragement to keep talking. And they're going to feel better about you and the conversation the more talking they do.”

“People can tell if you're only there...for your own benefit.”

“The easiest and most common conversation starter is, ‘What do you do?’”

“As an introvert, people can really drain you. It's OK to go back to your room.”

“Don't wait for them to reach out to you, because they're not going to.”

“Don't put pressure on yourself to make sales or find prospects or all these other things. Just be a nice person and you'll meet other nice people and who knows?"

Follow/Connect with Ken Trupke

37 Ken Trupke -- Balancing the people-oriented and task-oriented sides of leadership

Tue, 18 Apr 2023 00:00:00 -0400

As a leader, it’s important to make sure members of your team feel valued and appreciated (be people-oriented). But you also need to get things done (be task-oriented). Most leaders are strong in one area but struggle in the other.

On this episode of The Clarity Advisors Show, host Ken Trupke offers four tips that work together to address both the people-oriented and task-oriented sides of leadership.

Timestamps

(01:17): Tip #1 – Be clear about what’s expected
(03:21): Tip #2 – Jump in early when performance is off
(06:30): Tip #3 – Build systems to promote communication
(12:18): Tip #4 – Always separate the person from the performance
(13:36): Summary

Episode Quotes

“People love to look up at the scoreboard. Are we ahead or behind? We want to know what winning looks like and then track ourselves against that.”

“Performance problems are not like good wine. They are not getting better with age.”

“It's tough to win if you're not focused. So, find out what might be going on outside of work that could also be affecting performance.”

“The weekly one-on-one is the people side. That's where you're sitting down with someone and saying, “Hey, how are you doing, not what are you doing?”

“The weekly summary...(is) a list of what you did and what's planned for next week. It’s a chance to get aligned and be clear about what’s expected."

“Be soft on the person and hard on the problem. If there's a performance issue, we're here together...and I'm here for you.”

“Your team isn't here for you to look good. You are here to help your team win.”

“If someone's not performing well, it doesn't make them a bad person. It just makes them a poor performer until we help them get better.”

Follow/Connect with Ken Trupke

36 Paige Cornetet -- Finding and using the strengths of the Millennials on your team

Tue, 11 Apr 2023 00:00:00 -0400

We've heard that Millennials are different from other generations. And whether you are a Millennial - or you have Millennials on your team - there are things you can do to be more effective and successful working together.

Today’s guest, Paige Cornetet, is the founder of Millennial Guru, a company that coaches and trains clients on finance, innovation, and building teams based on strengths. She’s also the bestselling author of a collection of children’s books to help parents teach kids about money.

On this episode of The Clarity Advisors Show, Paige explains to host Ken Trupke how she helps her clients meet the needs of their Millennial team members, break down generational stereotypes, and focus on the unique strengths of individuals to make a more productive workplace.

Timestamps
(01:14): What’s a Millennial Guru?
(02:03): The Mission of Millennial Guru
(03:10): Generational makeup of Paige’s clients
(03:38): How clients perceive other generations
(04:50): Challenges of Millennials moving into leadership positions
(06:01): The shift to remote work
(08:54): StrengthsFinder (CliftonStrengths) assessment tool
(13:18): Breaking down stereotypes
(16:18): Strengthening inter-generational relationships
(22:10): Understanding and appreciating differences
(24:01): Importance of financial literacy for children
(26:40): Paige’s books
(28:16): Recommending reading and listening
(29:18): Connecting with Paige

Episode Quotes
“I thought my clients would be more Boomers like the older generation – my parents' generation – but more of my clients are actually Millennials like me.” (Paige)

“A lot of times (people) want to complain about the generation that's not theirs, but when they get to the nitty-gritty, they really want to understand why they're so different.” (Paige)

“Like the Boomers had the Millennials and now the Gen Xers are having the Gen Zs. The there's always this battle of the parent and the child.” (Paige)

“One out of 33.3 million people have the same top five qualities in the same order.” (Paige)

“We love that you as an individual are going to be sharp and unique, but it's a good thing if the team doesn't have (all) the same strengths.” (Paige)

“I think the big thing, too is, is caring about another person and building good relationships. So a lot of the team building exercises that I do are connection.” (Paige)

“I think with the next generation coming up, we're a little bit more understanding and realize they probably know more about this. So let's include them in these conversations.” (Paige)

Recommended Reading and Listening

My Dad’s Class: An Intentional Structure for Teaching Kids About Money and Life by Paige Cornetet
The Changing Gender Roles in Family Finances article by Paige Cornetet in the California Business Journal
Trust by Diaz Hernan

Connect with Paige Cornetet

35 Joe Mull -- Attracting and retaining talent in a changing job market

Tue, 04 Apr 2023 00:00:00 -0400

Changing expectations about the role of work can make it feel like it’s harder than ever to find and keep dedicated employees. Today’s guest, Joe Mull, has spent more than 15 years teaching leaders how to be better bosses and create thriving workplaces.

On this episode of The Clarity Advisors Show, Joe and host Ken Trupke talk about how to turn your organization into a destination workplace and transform ordinary people into devoted employees.

Timestamps
(00:53): Joe’s background
(02:18): Hiring challenges and staffing shortages
(04:11): Keeping employees from switching
(05:31): The pandemic’s legacy
(07:10): Generational shifts
(14:05): Work-life balance
(16:28): The myth of the lazy
(20:41): Becoming a destination workplace
(23:50): Where wages fit in
(27:18): Joe’s upcoming book, “Employalty”
(30:06): Connecting with Joe

Episode Quotes
“What's happening right now really isn't about quitting. It's about job switching. And more specifically, it's about upgrading.” (Joe)

“If we are in the middle of a great resignation, it's not an event. It's an era.” (Joe)

“There's this massive recalibration taking place and the employers who are reinventing what work is and how it fits into people's lives are the ones who are finding and keeping talent more easily.” (Joe)

“We have known now for a couple of years that for millennials it was important for them to have more work-life balance. They've been telling us for years that they are not married to their jobs in the ways that others who have come before have been.” (Joe)

“By 2025, 65 percent of employees on planet Earth are going to be either millennials or Gen Z. We have to recognize that what we've long thought of as the next generation has been here for a while and is bringing another generation in along behind it.” (Joe)

“Now you're seeing the friction that's created by organizations who want to go back to the way things were (pre-pandemic), and a younger generation of workers who are saying we've proven we can do this in different ways.” (Joe)

“If you took every unemployed person in the United States right now and put them into a job, we’d still have 4 million unfilled jobs. So, this is not an issue of no one wants to work. It's not an issue of lazy. We have to stop blaming people.” (Joe)

“It turns out the three things that are probably the most important are three things we don't typically pay a lot of attention to: coaching, trust, and advocacy.” (Joe)

Recommended Reading and Listening

Boss Better Now with Joe Mull (podcast)
Employalty: How to Ignite Commitment and Keep Top Talent in the New Age of Work by Joe Mull (pre-order)
No More Team Drama: Ending the Gossip, Cliques, & Other Crap That Damage Workplace Teams by Joe Mull
Cure for the Common Leader: What Physicians & Managers Must Do to Engage & Inspire Healthcare Teams by Joe Mull

Connect with Joe Mull

34 Michelle L. Steffes -- Leadership begins with self-mastery

Tue, 28 Mar 2023 00:00:00 -0400

It's been said that to be a leader, the first person you need to lead is yourself. And often there's a lot we need to work through before we can be that successful leader. Today’s guest, Michelle L. Steffes, is a coach and trainer focusing on transforming performance through her company, IPV.

On this episode of The Clarity Advisors Show, Michelle and host Ken Trupke talk about self-mastery, and how it helps leaders bring out the best in everyone on the team.

Timestamps

(00:53): What is IPV?
(01:34): Defining self-mastery
(02:54): Michelle’s background
(04:10): What’s holding leaders back?
(05:32): Overcoming fear
(08:10): Rewiring your brain
(10:12): A story of transformation
(18:31): The power of second chances
(20:21): The Barry-Wehmiller story
(23:12): Leadership advice for the changing workplace
(25:32): Importance of coaching
(30:08): Recommended reading and listening
(32:26): Michelle’s leadership mastery course

Episode Quotes

“What I do is I help leaders become the best version of themselves, because we can't lead unless other people can trust us, and they won't trust us unless we know how to lead ourselves.” (Michelle)

“You may have the head knowledge to do what's right as the leader, but in your heart you're constantly unsure of yourself. And that uncertainty then bleeds into your ability to lead and inspire your team.” (Michelle)

“I really believe that as leaders, a privilege we all have is not just to lead an organization, but to lead a human being into a better life.” (Michelle)

“The whole idea behind success has to do with not only how well you know your people, but how well you're willing to give them a chance to truly shine and be the best version of themselves.” (Michelle)

“What the younger generation is looking for is an opportunity to be innovative. They're looking for opportunities to for someone to actually get behind them and believe in their talents and giftings.” (Michelle)

Recommended Reading

Reframe and Rewire: Greatness Through Daily Routine by Michelle L. Steffes
The Machine Inside Me: How to change your brain and discover the power within you! by Michelle L. Steffes
Your Journey to Greatness Through Routine: A Guide to Creating a Success Routine by Michelle L. Steffes
Leaders East Last by Simon Sinek

Recommended Listening

Reframe and Rewire Podcast with Michelle L. Steffes
Craig Rochelle Leadership Podcast
Minute with Maxwell
A Bit of Optimism with Simon Sinek

Follow/Connect with Michelle L. Steffes

33 Ken Trupke -- Six characteristics of a winning team

Tue, 21 Mar 2023 00:00:00 -0400

Every team is different, but there are some traits that winning teams have in common. In this episode of The Clarity Advisors Show, host Ken Trupke shares his list of the six most important characteristics of a winning team.

Timestamps

(00:43): No. 1 – Define clear goals
(02:32): No. 2 – Have clear roles and responsibilities
(03:59): No. 3 – Do your job first
(06:39): No. 4 – Keep growing and getting better
(08:02): No. 5 – Embrace diversity
(11:23): No. 6 – Develop high trust
(13:41): Summary

Episode Quotes

“If you want your team to be aligned and engaged with the mission, you've got to be clear about what that is.”
“You can't steer a parked car. Get moving. Pick a goal, be clear about it, communicate it, get your team aligned and engaged around that goal, and then start going.”
“People want to win. So, tell them what winning looks like.”
"I'm all for people being good teammates and working with each other and helping each other and supporting each other. But please do your job first.”
“We're here in business to deliver value, either products or services or a combination of the two, to our customers. And what we're doing today for them is not going to be what they need in the future.”
“The skills we have today are deteriorating every day … If we don't keep replenishing and growing ourselves as individuals – and our team as a whole – we aren't going to be able to keep up with customers.”
“When I say diversity, I mean diversity in skills, experience, and behavior styles.”
“We don't necessarily want well-rounded people who try to be all the things we want.”
“Winning teams have high levels of trust. They care about each other, and they give each other the benefit of the doubt.”
“Where you don't have high trust, you tend to have high drama.”

Follow/Connect with Ken Trupke

32 Ben Wolf -- How Fractional Leadership can improve your business

Tue, 14 Mar 2023 00:00:00 -0400

Has your business grown to the point where it needs high-level executive expertise, but you aren’t big enough that you can afford to hire the right person full time? A “fractional leader” might be a great solution.

Today’s guest, Ben Wolf, has literally written the book on the concept. And on this edition of The Clarity Advisors Show, Ben and host Ken Trupke discuss the growing trend of fractional leadership and how it can help small and mid-sized businesses get to the next level.

Timestamps

(00:51): What is fractional leadership?
(03:33): What kind of company can use a fractional leader?
(06:10): Ben’s background.
(09:08): Creating a national community of fractional leaders
(12:57): Challenges of fractional leadership
(17:14): Benefits of an outsider’s perspective
(18:51): Setting priorities
(23:48): The fractional leadership end game
(28:55): Ben’s recommended reading
(31:12): Connecting with Ben

Episode Quotes

“In a typical executive’s role, especially at a smaller mid-size company, they're probably spending on average about 20 percent of their time on truly executive-level functions. When a fractional executive comes in, what they're doing is essentially taking that 20 percent strategic and executive part and only filling that role.” (Ben)
“That's a nice solution to what I call the 'Entrepreneurial Catch-22.' You got big enough to where you need experienced talent, but you can't afford it full-time until you have had the benefit of that person's experience building the company.” (Ben)
“We find ourselves focusing 80 to 90 percent on people issues.” (Ben)
“When we come in as a COO, we're taking over from someone else who either was or by absence wasn't doing that job. Now we can more effectively drive both strategy and execution for the entire business and make sure everyone’s rowing in the right direction.”
“If we can't talk about difficult topics and say the hard things, then our clients are not going to be well-served. They're not going to be able to achieve the goals they so desperately want to achieve.”
“People typically are becoming fractional executives because they love being fractional executives. It’s not because they couldn't get a full-time job. They want the variety of doing multiple businesses, learning about multiple companies, learning new skills, making massive change.”

Recommended Listening and Reading

Win Win Podcast hosted by Ben Wolf
Fractional Leadership: Landing Executive Talent You Thought Was Out of Reach by Ben Wolf
Fierce Conversations: Achieving Success at Work and in Life One Conversation at a Time by Susan Scott
Who Not How: The Formula to Achieve Bigger Goals Through Accelerating Teamwork by Dan Sullivan with Dr. Benjamin Hardy

Follow/Connect with Ben Wolf

31 Bo Short -- Leadership, business, and navigating the changing marketplace

Tue, 07 Mar 2023 00:00:00 -0500

One of the ways to get better as a leader is to listen to other leaders. Today’s guest, Bo Short, is a speaker and author with more than three decades of experience leading companies and speaking to audiences around the globe about leadership, business, and navigating the ever-changing marketplace.

In this episode of The Clarity Advisors Show, Bo shares some of his wisdom and insights with host Ken Trupke.

Timestamps

(01:41): Does Bo's message change in other countries?
(04:15): Five attributes of leadership
(07:28): Practice is failing
(08:50): Bo’s background
(13:15): Mistakes made and lessons learned
(19:33): Who does Bo serve?
(21:21): What problem does Bo solve?
(24:31): Appeasing vs. leading
(26:40): Recommended reading
(31:15): How to contact Bo

Episode Quotes

“I don't coach. I think it's so much deeper than that. It's about mentoring somebody on a path to take them from where they are to where they should be and where they want to be.” (Bo)
“People may dream in different languages, or they have different accents or even different cultures, but the heartbeat of the person is the same.” (Bo)
“Every man and woman that I interviewed said the five same words: vision, courage, perseverance, responsibility, and character.” (Bo)
“Courage is not something you find. Courage is something that finds you and it finds you because you're prepared for it.” (Bo)
“Confidence is born through repetition, and repetition at its core is practice. And the art of practice is the art of failing.” (Bo)
“If you have to be the guy, you'll never be the guy. If you're willing to shine that spotlight on other people and uplift them and recognize them and make them the guy, you'll always be the guy.” (Bo)
“Most problems are not product-related. Most problems are people-related. One of the things I tell executives all the time is you’ve got to stop appeasing people and start leading people.”

Bo Short’s Recommended Reading

Living to Win: The Five Enduring Principles of Success by Bo Short
The Foundation of Leadership: Enduring Principles to Govern Our Lives by Bo Short
The Arc of Ambition: Defining the Leadership Journey by James Champy
Developing the Leader Within You 2.0 by John C. Maxwell
Developing the Leaders Around You by John C. Maxwell
Start with Why: How Great Leaders Inspire Everyone to Take Action by Simon Sinek
The Five Love Languages by Gary Chapman

Follow/Connect with Bo Short

30 Kristi Nowrouzi - Building a team and increasing production without burning out

Tue, 28 Feb 2023 00:00:00 -0500

When you start a business, it’s usually because you see a need in the market that’s not being met, or you think you can do something better than it’s currently being done. But sometimes you just need a change and want to do your own thing. That was the case with today’s guest.

Kristi Nowrouzi is the Regional Manager of G7 Networking and a top-producing loan officer with Geneva Financial. She’s also a speaker, author, and podcaster.

On this episode of The Clarity Advisors Show, Kristi shares with host Ken Trupke how she’s been able to build a team and grow sales production – and do everything else she does – without burning out. They also discuss using the DiSC Model to find the right team members, as well as Kristi's experience introducing Lou Holtz at a conference of business leaders.

Timestamps

(01:14): Introduction to Kristi and her background
(03:51): Moving to Central Florida from Sarasota
(06:10): How Kristi built her team
(09:59): Benefits of using the DiSC Model
(13:05): Tips for finding the right people
(19:57): Kristi’s podcast and other projects
(21:56): Avoiding burnout
(24:40): Advice for young leaders
(28:54): Introducing Lou Holtz
(32:15): Connecting with Kristi

Episode Quotes

“I don't know that anybody's necessarily a born leader. I think we can choose it and step into our greatness.” (Kristi)
“I think the hardest step from being a solepreneur to becoming a team leader is putting that initial trust in other people.” (Kristi)
“We sometimes have a tendency of hiring or bringing people onto our team who are too much like us.” (Kristi)
“A lot of times we'll see differences in people and feel like we've got to be at arm’s length. I actually want to pull them in closer because of those differences.” (Kristi)
“Can I replace somebody on my team? Yes, but I can't replace that person.” (Kristi)
“Understanding our emotional intelligence is probably the best thing a leader can know.” (Kristi)

Kristi Nowrouzi’s Recommended Reading and Listening

First Home: Where to Start and How to Win by Kristi Nowrouzi
Credit Coaching by Kristi podcast
Leadership and Self-Deception: Getting Out of the Box by The Arbinger Institute
Hoopla app

Follow/Connect with Kristi Nowrouzi

28 Ken Trupke -- Drawing the line between management and micromanagement

Tue, 21 Feb 2023 00:00:00 -0500

As a leader, one of the worst things you can be accused of is being a “micro-manager”. When you’re responsible for getting things done, where do you draw the line between managing and micro-managing?

In this episode of The Clarity Advisors Show, host Ken Trupke explains the importance of defining a “what” and a “how” when leading members of your team. It’s the leader’s responsibility and role to define the “what,” while the person assigned the task is responsible for “how” it gets done. Micro-management is when you tell people what you want and how you want it done.

Episode Highlights

Specifying what you want done is not micromanaging. Micromanaging is when you start telling people how to do things.
Most people who accuse leaders of micromanaging are pushing back against being held accountable.
Accountability can be results-based or activity-based.

Timestamps

(00:19): Micromanaging vs. managing.
(01:22): Defining the “what” and the “how.”
(03:08): Business example of micromanaging.
(04:04): Difference between micromanaging and accountability.
(05:54): Results-based and activity-based accountability.
(13:29): Communication is key.

Episode Quotes

“Teammates can sometimes be quick to accuse you of being a micro-manager because it tends to be a “get out of jail free” card. If you get accused of being a micromanager, you'll typically back off.”
As a leader, unless you're telling them exactly how, you're not micro-managing; you're just managing. It’s okay to be very specific about the ‘what’.”
“What people push back on more than micro-management is accountability.”
“Demand that your team either hit their marks and do what they said they would do or tell you ahead of time so we can work together to fix it.”
“The main reason people don't want to raise their hand and say, ‘I need some help,’ is they don't trust their leader.”

Follow/Connect with Ken Trupke

28 Michelle Voss -- Inheriting a team vs. building one from scratch

Tue, 14 Feb 2023 00:00:00 -0500

As a leader, sometimes you’re faced with building a team from scratch, while other times you inherit an existing team. Today’s guest has experience with both. Michelle Voss has spent nearly three decades in the logistics industry and is currently the Director of Special Products for L&M Transportation Services in Jacksonville, Florida.

In this episode of The Clarity Advisors Show, Michelle and host Ken Trupke discuss hiring and training practices, along with the importance of focusing on what you’re good at while still knowing the basics of everyone’s job. They also talk about bridging the gap in generational work attitudes and how you can’t be a leader without being a servant.

Timestamps

(01:29): Overview of Michelle’s career
(02:58): Making her first hire
(04:28): Training through shadowing
(06:54): Challenges with hiring
(12:51): Logistics and the nursery business
(16:22): Inheriting a team vs. building one
(17:56): Learning from mistakes
(21:28): Focusing on what you’re good at
(23:39): The value of cross training
(24:46): Generational differences
(26:47): Advice for aspiring leaders

Episode Quotes

“One of the challenges I've had over the years is trying to discern the difference between the person you interview and the person who shows up to work.” (Michelle)
“There's such a difference between buy-in and being aligned.” (Michelle)
“My end goal in building any team is if the phone rings in our office, anybody can pick it up. Anybody can help with that problem.” (Michelle)
“I think the younger generations – the newer people in the workforce – are bringing some healthier boundaries and drawing into the light some things that didn't really work that well, but nobody was going to say it out loud.” (Ken)
“I don't ask anybody who works for me to do something that I wouldn't be willing to do myself. And no job is too insignificant for a leader to do it.” (Michelle)
“You can't be a leader and not be a servant.” (Ken)

Michelle Voss’ Recommended Reading

Switch: How to Change Things When Change is Hard, by Chip and Dan Heath
Beyond Belief: Awaken Potential, Focus Leadership, by John Grinnell

Follow/Connect with Michelle Voss

27 Russ Climie -- An outsider’s view of the best and worst companies

Tue, 07 Feb 2023 00:00:00 -0500

If you could spend a few hours with hundreds of different teams, you’d be able to see what the best ones are doing. Today’s guest, Russ Climie, has seen the good, the bad, and the ugly during his nearly 20 years as a professional business photographer.

In this episode of The Clarity Advisors Show, Russ shares his insights and observations with host Ken Trupke.

Episode highlights

Professional photographs are more important than ever in the digital world.
Making people comfortable is key to getting a good photo.
Three indicators of a good work culture: Tenure, people inviting their friends to work there, and having someone to take care of team members’ needs.

Timestamps

(00:55): Overview of Russ’ business
(01:45): Importance of making people feel comfortable
(04:55): Why people don’t like having their photo taken
(08:35): First indicator of a strong culture – Have people been there a long time?
(09:40): Indicator 2 – Are people inviting their friends to work there?
(10:36): Indicator 3 – Is there a person or people whose job is to support the internal team?
(13:08): Bad things Russ has observed
(16:32): Companies that have all three indicators
(18:46): How Russ applies what he’s observed to his own team
(20:48): How Russ takes care of his teammates
(22:48): Impact of the pandemic on the photography industry
(24:49) What Russ is reading and listening to
(26:42) How to contact Russ

Episode Quotes

“In my opinion, the photo is the new handshake. People are looking at your profile online before they may be ever meet you in person.”
“The world of team building is not simple. Or I should say it's simple, but it's not easy.”
“How long have people been there? Miles on the car don’t necessarily indicate that it's the best car to own, but it does show this could be a good place to work.”
“What’s very indicative of a great culture is if you want your friends to come work there with you.”
“Our first customers – our most important customers – are our team.”
“I can tell the company culture by looking at the fridges of different places I go.”
“At the end of the day, that's Business 101. It's all about relationships.”

Russ Climie’s Recommended Reading and Listening

The Magic of Thinking Big, by David J. Schwartz
Akimbo: A Podcast from Seth Godin
The Way I Heard It with Mike Rowe

Follow/Connect with Russ Climie

26 Jason Dodge -- How a leader's role evolves as the team grows

Tue, 31 Jan 2023 00:00:00 -0500

As you grow your team, you’re likely to find your role changing as you offload some of your tasks. Today’s guest, Jason Dodge, started his search engine optimization (SEO) business, BlackTruck Media + Marketing, 14 years ago and his role continues to evolve as his company grows and the market changes.

In this episode of The Clarity Advisors Show, Jason explains to host Ken Trupke exactly what search engine optimization is and shares what he’s learned while building a team in a fast-paced, ever-changing industry.

Episode Highlights

What search engine optimization is, how the industry is evolving, and the difference between SEO companies.
The evolution of a leader’s role as the team grows.
Integrating interns and contractors into the team.

Timestamps

(01:06): How Jason got into the SEO field
(02:04): Defining search engine optimization
(03:00): Differences between organic and paid search
(03:44): How Jason’s role has evolved as BlackTruck has grown
(08:44): Adding the first team member after five years in business.
(09:38): Next steps in growth
(11:02): The value of interns
(12:45): Evolving while growing
(14:58): Generalists vs. specialists
(16:48): Using contractors for back-office roles
(19:28): Lessons learned over 14 years
(23:03): Difference in SEO companies
(26:06): Origin of “Black Truck Media” name
(26:42): What Jason’s reading
(28:37): Ways to connect with Jason

Episode Quotes

“I’m a firm believer that interns need to be paid. If they're getting value out of it and you are getting value out of it, there needs to be an exchange there.” (Jason)
“One thing that you have to understand, if you are scaling responsibly, is when you need to jump in and be on the dance floor and when you need to get out.” (Jason)
“It really comes down to three to four kinds of pillars. That’s transparency and honesty – you can lump those two together – and empathy and advocacy. Those are the things that really stand out to me.” (Jason)
“Lead with empathy and consider the fact that your team has a life outside of work. As a business owner or entrepreneur, keep in mind that nobody is going to be as passionate about your business as you are.” (Jason)
“I'm upfront with everyone in the interview process that I'm not a mind reader. You have to be an advocate for yourself, for the business, and for your client. You have to be an advocate for the things that you want.” (Jason)

Jason Dodge’s Recommended Reading

SYSTEMology, by David Jenyns
Scaling Up, by Verne Harnish
What the Heck Is EOS? by Gino Wickman
Traction, by Gino Wickman

Follow/Connect with Jason Dodge

25 Ken Trupke -- How your team can benefit from a daily huddle

Tue, 24 Jan 2023 00:00:00 -0500

As we start the new year, we’re all looking to grow our teams and build our cultures. What if there was a way you could do this by investing just 10 minutes of your company’s workday? In this episode of The Clarity Advisors Show, host Ken Trupke explains how the daily huddle brings people together, gets them on the same page, and helps increase productivity in measurable ways.

Episode Highlights

A daily huddle helps both the workplace culture and productivity.
The huddle is especially valuable with more team members working remotely.
Start with good news and appreciation before focusing on business.
The ideal length is about 10 minutes.
Start at an unusual time (like 8:28 or 9:17) so people remember it.

Timestamps

(00:19): What is a daily huddle?
(02:12): The business reason and the people reason for the huddle.
(03:04): Structuring the huddle.
(03:49): Starting with good news and appreciation.
(08:21): Getting down to business.
(10:41): Soliciting ideas from the team.
(11:21): Asking for help and solving problems.
(12:53): Determining the ideal time and length for the huddle.
(13:44): Summarizing the value of the daily huddle.

Episode Quotes

“In a remote world, where more roles are becoming remote or people are working remotely more days of the week, it's powerful to bring people together.”
“I've heard that children spell love T-I-M-E because it's not truly that quality time that they crave, but the quantity of time they just want to be with their parents.”
“If you don't have the things in place to do the business things, I still encourage you to do it if only for the social reasons.”
“The bigger value here isn't making sure we're on task and connecting business processes nearly as much as we're connecting as people.”

Follow/Connect with Ken Trupke

24 Harry Spaight -- Stepping out on your own after a successful career

Tue, 17 Jan 2023 00:00:00 -0500

Have you had a successful career and then considered stepping away to do your own thing -- maybe consult, speak, or write a book? Today’s guest, Harry Spaight, is a former missionary who took what he learned from that field and successfully applied it to sales. Now he’s helping people step out of traditional corporate roles and promote their new ventures.

In this episode of The Clarity Advisors Show, Harry talks with host Ken Trupke about his challenges and success in sales, how his time as a missionary helped him develop a servant mindset, and how attending a Mary Kay conference with his wife was a huge turning point. They also discuss Harry’s book, “Selling With Dignity.”

Timestamps

(01:09): The transition from sales to coaching.
(02:40): “One-to-many” vs. “one-to-one.”
(05:17): Harry’s background as a missionary.
(08:16): Challenges in sales leadership.
(13:19): Learning to lead on the fly.
(14:16): Finding inspiration at a Mary Kay conference.
(20:10): The importance of a servant mindset.
(24:46): Writing the book, “Selling with Dignity.”

Episode Quotes

“I like to control my own destiny.” (Harry)
“I think the biggest thing is having a servant mindset.” (Harry)
“People are still people. People still like the pat on the back. I don't think that is ever going to go away.” (Harry)
“If you start treating people all the same, you're going to have problems.” (Harry)

Harry Spaight’s Recommended Reading and Listening

Selling With Dignity, by Harry Spaight
Sales Made Easy Podcast, with Harry Spaight
The Ultimate Sales Letter, by Dan. S. Kennedy
No B.S. Direct Marketing, by Dan S. Kennedy
Social Selling: Techniques to Influence Buyers and Changemakers, by Tim Hughes

Follow/Connect with Harry Spaight

23 Ken Trupke -- Improving communication with DISC

Tue, 10 Jan 2023 00:00:00 -0500

Communication is critical in all aspects of life, but it also can be one of the biggest challenges. There are times we think we’re communicating when we actually aren’t. The message is being sent, but it’s not being received. Improving communication leads to better results and better relationships, whether at home or in the workplace.

In this episode of The Clarity Advisors Show, host Ken Trupke discusses DISC, which is an assessment tool that helps identify behavior types so you can determine the best way to communicate with someone. Knowing how you tend to behave and how you tend to communicate is very helpful as a starting point for effective communication, and that’s what DISC does.

Episode Highlights

What is DISC?
What are the four personality types?
How can DISC help improve communication?

Timestamps

(00:19): The importance and challenges of communication.
(01:26): Explaining DISC.
(03:27): Faster-paced personalities are in top half of the circle.
(04:18): Slower-paced personalities are in the bottom half of the circle.
(06:03): Each of the letters: D-I-S-C.
(10:15): Associating the letters with animals.
(11:19): Assessing yourself.
(19:26): Identify and adapt.
(21:52): Understand we’re different.
(23:27): Achieving true diversity.

Episode Quotes

“Transmitting messages and information doesn't make any difference if it's not received.”
“With all these things in DISC, there's no good and bad, there's no right or wrong. There are only differences.”
“The key is to dial into these differences so that you can harness them to be more effective in communication.”
“It's so important to be able to understand all four types so you can understand yourself and then know how to work with other people.”
“Remember not everyone’s like you and, and if you want to be effective, you need to understand who they are.”
“It's not about you. It's about you using this tool to help communicate effectively with your team.”

More About DISC

Follow/Connect with Ken Trupke

22 Joe Pici -- Aligning and engaging your team for success in 2023

Tue, 03 Jan 2023 00:00:00 -0500

Joe Pici was the very first guest on The Clarity Advisors Show, and he returns for the first episode of 2023. Joe is a master sales trainer and coach who teaches his clients how to book more appointments and close more business.

In this episode, Joe talks with host Ken Trupke about his “Strategic Momentum Intensive” coaching with its three-pronged approach to helping businesses and teams focus on what they need to do to succeed in the upcoming year.

Episode Highlights

Joe’s “Strategic Momentum Intensive” coaching sessions.
The importance of a SWOT (Strengths, Weaknesses, Opportunities, and Threats) analysis.
Setting SMART (Specific, Measurable, Achievable, Relevant, and Time-Based) goals and establishing milestones on the road to success.

Timestamps

(01:11): What is “Strategic Momentum Intensive” coaching?
(01:56): Start with a “reverse SWOT” analysis
(09:29): Establish SMART, quantifiable goals
(13:19): The importance of milestones
(15:00): Make sure everybody’s goals are aligned
(20:40): Client success stories
(27:41): Get a complimentary cup of Joe

Episode Quotes

“Good salespeople sell. Great salespeople sell profit margin.” (Joe)
“You don't compromise goals. If you're going to compromise goals, don't set them.” (Joe)
“The secret to 2023 is hidden in the areas you’ve got to get better at, and your opportunities.” (Joe)
“When you up your game, you may work more.” (Joe)

Recommended Listening

Follow/Connect with Joe Pici

Phone: 407-947-2950
Text “Sales Edge” to 55678
joe@piciandpici.com
Joe Pici on LinkedIn
piciandpici.com
sellmorevirtually.com

21 Ken Trupke -- What advice would you give your 20-something self?

Tue, 27 Dec 2022 00:00:00 -0500

As we close out 2022 and look ahead to 2023, it’s a good time to reflect on the lessons we’ve learned – both in the last year and throughout our lives. What advice would you – at your current age – give your 20-something self?

On this episode of The Clarity Advisors Show, host Ken Trupke shares five things he’s learned over the years that have helped him grow both personally and professionally. Of course, there are many more, but these are five that stand out and can hopefully help you in business and life.

Timestamps:

(00:19): What advice would you give your 20-something self?
(01:11): No. 1 – Make friends.
(05:05): No. 2 – Stick with something.
(11:20): No. 3 – Do more than what’s expected.
(12:56): No. 4 – Find work meaningful to you.
(18:34): No. 5 – Enjoy the journey.
(22:18): What are your top five?

Episode Quotes:

“Every opportunity comes from other people. So, if you want more opportunities, you need to know more people.”
“There's so much to learn. We're never really done. No one's ever the master, especially when it comes to things with people.”
“I think it's important to stick with something. It also just builds grit.”
“Doing something day by day is how you build success over the long term. It’s not as fun as watching a YouTube video and becoming a millionaire overnight, but it's much more the reality and it's a much more controllable, achievable and proven process.”
“If you put in more than as expected consistently, and you are going above and beyond consistently, it's going to get noticed.”
“We tend to identify ourselves by the work we do, so make sure it's work you feel good about.”

Follow/Connect with Ken Trupke:

20 Dr. Timothy M. Williams Sr. -- Leading teams and shaping culture

Tue, 20 Dec 2022 00:00:00 -0500

Leading teams and shaping the culture in large corporations can be very different than in smaller and medium-sized businesses. But there are principles and practices that work regardless of company size.

Today’s guest, Dr. Timothy M. Williams Sr., is a transformation expert. He spent nearly four decades in various roles with such corporate giants as Procter & Gamble and Kodak before starting his own consulting firm, Org-Transformation Group.

On this episode of The Clarity Advisors Show, Dr. Tim talks with host Ken Trupke about his background, his progression from engineering to manufacturing to human resources, and learning to work in a large corporate culture. Dr. Tim also discusses leadership as an attitude, how leadership has changed over the past 40 years, and how to change your company’s leadership culture.

Episode Highlights:

Building trust and credibility.
Creating the attitude of leadership.
Changing leadership culture.

Timestamps:

[01:15] The Org-Transformation Group
[03:30] A bit about Dr. Williams
[07:50] An engineer with a team
[10:26] Learning to work in a corporate culture
[14:14] Engineering to manufacturing to HR
[20:05] Building trust and credibility
[25:45] The attitude of leadership
[27:33] What is different today?
[30:26] Dr. Williams’ recommended content

Episode Quotes:

“Humility is respecting the other person.” (Dr. Williams)
“People are people.” (Dr. Williams)
“Stop trying to work on other people and work on yourself.” (Dr. Williams)

Dr. Williams’ Recommended Reading and Listening:

Never Split The Difference, by Chris Voss
Manipulation, by Michael Leary

Follow/Connect with Dr. Williams:

19 Matt Baxter -- Building teams as a young leader

Tue, 13 Dec 2022 00:00:00 -0500

Working together is how we get things done. If you’re starting a business, you might be on your own for a while, but eventually you’ll have to assemble a team. That’s the path followed by today’s guest, Matt Baxter. He’s the CEO of Wedge, an online HR video software company.

Matt started Wedge in 2015 by himself and quickly started building a team. In this episode of The Clarity Advisors Show, Matt talks with host Ken Trupke about growing his team, hiring without looking at resumes, and the challenges of being a younger leader.

Episode Highlights

How to grow teams with great talent.
Being a successful younger leader.
How to hire members without looking at a resume.

Timestamps

[00:58] About Wedge
[01:54] Matt’s business background
[05:07] Growing his team
[07:17] Hiring team members
[09:21] Matt’s hiring process
[14:54] The name “Wedge”
[15:57] Lessons learned
[21:21] Raising money and finding board members
[24:12] Being a younger leader
[28:22] Matt’s recommended content

Episode Quotes

“Some of the greatest employees end up being surprises.” (Matt)
“Form a personal advisory board, some people who can hold you accountable for who you are.” (Matt)

Matt’s Recommended Reading and Listening

Malcolm Gladwell
The Bible

Follow/Connect with Matt Baxter

18 Joshua Washington -- Building high-performing teams through communication

Tue, 06 Dec 2022 00:00:00 -0500

Teams are made up of individuals, and good leaders understand one size does not fit all. Today’s guest, Joshua Washington, is the owner of Lee Malveaux, a business consulting firm helping companies attract, retain, grow, and support their people.

On this episode of The Clarity Advisors Show, Joshua and host Ken Trupke talk about communication as the root of business growth and Joshua breaks down the acronym MICRO in micro-conversations. They also discuss how to measure the three major intrinsic motivators and how to improve performance and relationships to push your business forward.

Episode Highlights

How to build a culture of effective communication.
How to ensure that individuals are treated as individuals.
How to improve relationships and performance simultaneously.

Timestamps

[01:01] Micro-conversations
[02:13] A bit about Joshua
[03:24] Honoring Lee Malveaux
[04:46] Who does he serve and what does he do?
[08:22] Teaching physicians bedside manners
[11:32] M.I.C.R.O.
[14:47] Emotions
[15:53] What works, and what doesn’t?
[18:20] How to ensure that team members are treated as individuals
[20:14] How to measure intrinsic motivators
[22:21] Joshua’s recommended content

Episode Quotes

“What really drives performance and culture within the organization are all the conversations that take place.” (Joshua)
“When emotion goes up, intelligence goes down.” (Joshua)

Joshua’s Recommended Reading and Listening

So Good They Can’t Ignore You, by Cal Newport
Nonviolent Communication, by Dr. Marshall Rosenberg

Follow/Connect with Joshua Washington

17 James Mayhew -- Culture, performance, and communication

Tue, 29 Nov 2022 00:00:00 -0500

Each team has its own distinct culture – whether by design or not. And culture is important because it signals what is desired and what behavior is unacceptable.

Today’s guest is America’s Chief Culture Officer, James Mayhew. James is the host of the Lead Thru Values podcast, and he trains and coaches teams on how to improve their culture to get better results.

In this episode of The Clarity Advisors Show, James and host Ken Trupke discuss how culture and performance are inseparable aspects of business success. James talks about the role of a Chief Culture Officer, and how he helps small and medium-sized businesses design and define their culture to accelerate performance.

Episode Highlights

How to build a powerful business culture.
Why having conversations is vital to building culture.
The importance of having a robust hiring process.

Timestamps

[01:19] Who does James help?
[02:11] The Chief Culture Officer
[06:12] How a Culture Officer role differs from an HR role
[09:15] Lessons learned from making mistakes
[13:20] Things they did well
[18:12] What makes culture so important?
[20:28] Overcoming big challenges
[24:47] James’ recommended content

Episode Quotes

“We’re not shooting for perfection, but we are shooting for excellence.” (James)
“We can’t correct what we don’t know.” (James)
“Culture is performance. Performance is culture.” (James)
“Do not cut that hiring process in any way.” (James)

Recommended Reading and Listening

Never Split The Difference, by Chris Voss
The Truth About Getting The Best From People, by Martha Finney
The GaryVee Audio Experience

Follow/Connect with James Mayhew

16 Randy Joppie -- Putting the pieces together to move a team forward

Tue, 22 Nov 2022 00:00:00 -0500

As a leader, you don’t have to be the best at everything. Rather, you need to know how to use the strengths of each individual to help the team be successful.

Today’s guest is Randy Joppie, Vice President of Employee Benefits at USI Insurance Services. Randy is a business and sales expert leading a team of expert analysts.

In this episode of The Clarity Advisors Show, Randy talks with host Ken Trupke about working with a team of specialists, some of the mistakes he’s made in his career, changing technology, and working with team members across multiple generations.

Episode Highlights:

The importance of respect in teams.
How to lead teams through communication.
How to adapt to the changing industry.

Timestamps:

[01:07] Leading a team with different roles
[02:52] The size of the team
[08:29] Working as a team and directing
[11:47] Learning from mistakes
[14:53] Running businesses as the owner
[17:17] Learning to lead teams
[19:16] What has changed over time?
[22:42] Working with people from different generations
[24:13] Randy’s advice
[26:33] Randy’s recommended content

Episode Quotes:

“Anything you know that can be taught is going to lose value over time.” (Ken)
“You never know who is going to end up where and when.” (Randy)
“There’s more than one way to get something done.” (Randy)

Randy’s Recommended Reading:

Fanatical Prospecting, by Jeb Blount.

Connect with Randy Joppie:

15 Adam Sutton -- Building and growing teams as a franchisor

Tue, 15 Nov 2022 00:00:00 -0500

Leading a single team has plenty of challenges. In the franchise world, you’re working with multiple teams, including the franchisees, the company stores, and the team back at the home office. Each group brings its own unique set of challenges.

Today’s guest, Adam Sutton, is president of RNR Tire Express, a rent-to-own tire and wheel concept with stores and teams across the country. On this episode of The Clarity Advisors Show, Adam talks with host Ken Trupke about growing the company after taking the reins from his legendary father, Larry Sutton, and the challenges of working with multiple teams in different locations.

Episode Highlights:

How to grow large, qualified teams quickly.
The importance of being the guide of the organization.
How to find the right people for the organization.

Timestamps:

[01:12] Adam’s path to RNR
[02:42] Growing Red Letter Studios
[07:37] Lessons learned from growing his teams
[11:00] Finding qualified people
[14:32] Growing the team at RNR
[16:43] The size of the team
[17:14] Adam’s role as president
[20:19] The franchisees
[23:06] Transitioning from his father
[26:41] Lessons learned from making mistakes
[30:40] Adam’s recommended content

Episode Quotes:

“Surround yourself with smarter people.” (Adam)
“It’s OK to make mistakes, as long as you learn from them.” (Adam)
“Your time is the biggest investment you have. Don’t waste it.” (Adam)

Adam’s Recommended Reading and Listening

The Bible
"Road to Power" by Laura Colby.
The Sales Edge podcast with Joe Pici
Business Movers podcast from Wondery
American Innovations podcast from Wondery
Secret Sauce podcast from Wondery
The Way I Heard It podcast with Mike Rowe
SmartLess podcast with Jason Bateman, Sean Haynes, and Will Arnett

Connect with Adam Sutton:

14 Ken Trupke -- Building a recession-proof work culture

Tue, 08 Nov 2022 00:00:00 -0500

If we’re not already in a recession, it certainly looks like we’re going to be. We’ve had two consecutive quarters of negative GDP growth, which is the traditional definition of a recession. There have been some attempts to redefine that definition, but regardless, we’re either in one or headed towards one. But this isn’t an economics lesson.

On this episode of The Clarity Advisors Show, host Ken Trupke talks about building a recession-proof culture – how to build a workplace and a team where people want to be there, even during hard times and economic challenges.

Ken says it all starts with “why” – defining the core values and then effectively communicating them. He also talks about the importance of doing a daily huddle, creating an attractive company, and being intentional with every step you take.

Episode Highlights:

Why communication is important for building an intentional culture.
The power of bringing people together.
How to get your culture ready for the recession.

Timestamps:

[02:16] The two big reasons why people stay or leave jobs.
[03:45] Defining culture.
[04:15] Making culture more intentional.
[04:47] Start with ‘why.’
[07:17] Core values.
[11:45] Skills.
[16:37] Communicating the ‘why’ and core values.
[23:00] The daily huddle.
[25:08] Attractiveness.
[29:25] Be intentional.
[36:19] The recession is here or it’s coming.

Episode Quotes:

“Culture can be thought of simply as a collection of our behaviors.”
“Good people are looking for great companies.”
“Whatever is in your head is going to come out of your mouth.”
“The recession is either here or it’s coming.”

Follow/Connect with Ken Trupke:

13 Nolan King -- The challenges of being a young leader of volunteers

Tue, 01 Nov 2022 00:00:00 -0400

Being a leader is never easy, but it can be especially challenging if you’re leading a sales team, leading volunteers, or if you’re young. And today’s guest on The Clarity Advisors Show is facing all three…and winning!

In this episode, Nolan King, the youngest Regional Sales Coordinator at Aflac, talks with host Ken Trupke about overcoming this triple challenge, the lessons he’s learned while building his team, and how hiring a coach has helped him become a better leader.

Episode Highlights:

Building relationships through actions.
Why people are more important than processes.
Why business leaders should hire an outside coach.

Timestamps:

[01:02] The triple challenge.
[01:54] Nolan’s journey.
[03:55] The team and their coverage.
[04:31] Challenge #1: Young leader.
[09:25] Finding his true self as a leader.
[12:03] Challenge #2: Sales.
[14:25] Metrics, meetings, and role-playing.
[16:13] Challenge #3: Volunteers.
[18:23] Lessons learned from recruiting people.
[20:47] How Nolan’s upbringing helped his career as a leader.
[23:11] Nolan’s recommended reading.
[25:01] Hiring a coach.

Episode Quotes:

“Everything to do with leadership is building relationships.” (Nolan)
“If you’re going to lead a team, you have to constantly add value to them.” (Nolan)
“Put pressure on the process, not the person.” (Nolan)

Nolan’s Recommended Reading and Listening:

Developing the Leader Within You by John Maxwell

Follow/Connect with Nolan King:

12 Nelson Wilner -- Building relationships and trust within teams

Tue, 25 Oct 2022 00:00:00 -0400

As you advance in your career from frontline supervisor through management and into senior leadership, one thing that doesn’t change is the need to make decisions. Today’s guest is Nelson Wilner, Vice President of Kawasaki Engines USA.

On this episode of The Clarity Advisors Show, Nelson talks with host Ken Trupke about his career journey and the lessons he learned from his leaders along the way. Nelson emphasizes the importance of building relationships and mutual trust. And they discuss how to balance leading teams while directing operations and the pluses and minuses of working remotely versus being together in-person.

Episode Highlights

Why it’s important to share your vision with employees.
How to make the right decisions that affect a large team.
Why it’s better to work together.
What it takes to be a truly good leader.

Timestamps

[01:06] Nelson’s journey
[02:43] Nelson’s first leadership position
[03:21] Lessons learned from other leaders
[05:26] Expanding into middle management
[06:45] Leading teams vs. leading operations
[08:52] Moving into senior leadership
[10:25] Making decisions that affect a large team
[13:37] Navigating the pandemic
[16:44] What makes working together better?
[21:59] Principles that just always work
[23:44] In-person vs remote outcomes
[25:40] Building relationships with the team
[28:21] Nelson’s recommended reading

Episode Quotes

“There’s no replacement for experience.” (Nelson)
“There comes a point in your career where you have to care more about the careers of the people who are working for you than your own career.” (Nelson)
“The responsibility of every leader is to try to set up the company for success.” (Nelson)
“Employees and employers have to trust each other.” (Nelson)
“It’s good to learn and to be a sponge, and to absorb along the way.” (Nelson)

Recommended Reading

"Leaders Eat Last" by Simon Sinek

Follow/Connect with Nelson Wilner

11 Joe Ponds -- Generating leads for your business

Tue, 18 Oct 2022 00:00:00 -0400

When you’re starting a business, one of the first challenges is finding buyers. Today’s guest is Joe Ponds, president of Ponds Consulting and an expert in lead-generation.

In this episode of The Clarity Advisors Show, Joe and host Ken Trupke talk about identifying and targeting high-quality leads for your business. Joe also shares some lessons he learned in law-enforcement and the military to help you communicate better in today’s business world.

Episode Highlights

How to define your target market to get better-quality leads.
The key to making a sale is being able to adapt to the customer and the situation.
Rejection is not personal. Sometimes a customer just doesn’t need what you’re selling.

Timestamps

[3:34] How “selling jail” as a law-enforcement officer applies to just about everything in life
[5:52] Techniques learned in law-enforcement to help reduce conflict in the workplace
[8:29] Using the DISC model to identify and understand potential clients
[13:22] Lessons from the military that still apply today, and some that don’t anymore
[19:55] Fishing vs. hunting for leads
[23:17] Identifying the type of customers you’re looking for
[24:18] The importance of being concise
[26:31] Getting your salespeople over the hurdle and making phone calls

Episode Quotes

“You need to know to whom you are selling.” (Joe)
“Everybody likes to be spoken to in their own language.” (Joe)
“Being direct and being very clear – but being polite – always works, regardless of where you come from.” (Joe)
“A lot of times we keep our praise very, very quiet and our correction very, very loud. It should be the reverse.” (Joe)
“Lead generation is…taking a suspect and making them into a prospect.” (Joe)
“You need to have three things for a proper purchase. One, a need. Two, timing. And three, the money. If any one – or a combination of those – does not exist, it does not matter how good you are.” (Joe)

Episode Resources

The Sales Edge with Joe Pici (podcast)
“Traction” by Gino Wickman
“The Power of Positive Thinking” by Dr. Norman Vincent Peale
“Leadership and Self-Deception” by the Arbinger Institute

Follow/connect with Joe Ponds

813-541-3994 call/text
Joe Ponds on LinkedIn
For a free e-book from Joe Ponds, text PONDS to 55678

10 Ken Misiewicz -- Leading an employee-owned company

Tue, 11 Oct 2022 00:00:00 -0400

Leading an employee-owned company doesn’t necessarily mean all the employees think like owners. Today’s guest, Ken Misiewicz, is the President and CEO of Pleune Service Company, an Employee Stock Ownership Plan (ESOP) company.

On this episode of The Clarity Advisors Show, Ken and host Ken Trupke talk about the unique challenges of running an employee-owned company, building trust throughout the organization, and staying relevant across multiple generations. They also discuss the importance of conveying important information logically while also connecting emotionally.

Episode Highlights:

How to build and maintain an employee-owned company.
Listening skills are key for making improvements within the company.
Building trust is vital for maintaining a cohesive team.
Generational changes are important for a leader to consider.

Timestamps:

[01:02] Ken Misiewicz’s rise through the ranks.
[02:19] Ken Misiewicz’s current team structure.
[03:56] The challenges of employee-owned companies.
[06:37] Having a dedicated safety manager.
[08:18] Ken Misiewicz’s lessons from building a team as CEO.
[09:25] The challenge of making changes.
[11:00] The importance of leading with the human element.
[12:33] How to gather and process negative feedback within the company.
[15:33] To improve listening skills, the mindset is continuous improvement.
[17:00] Building up trust consistently over time.
[18:31] Employee-owned vs. non-employee-owned companies.
[20:13] Ken Misiewicz’s advice for new leaders.
[23:13] Encouraging people to push back against conventional thinking about going into the trades.
[25:36] Ken Misiewicz’s go-to advice.
[27:29] Ken Misiewicz , the continual learner.

Episode Quotes:

“The values have to be aligned and the motivators have to be aligned. You can’t force people to your way of thinking.” (Ken Misiewicz)
“You don’t want to get so far out there that there’s nobody with you.” (Ken Misiewicz)
“Right now, the mindset needs to be more inclusive and not tribal.” (Ken Misiewicz)
“You grow as you go.” ( Ken Misiewicz)

Episode Resources:

Atomic Habits, by James Clear.

Follow/Connect with Ken Misiewicz:

https://www.linkedin.com/in/kenmisiewicz

9 Krystal Parker -- Growing volunteer and paid teams

Tue, 04 Oct 2022 00:00:00 -0400

One of the challenges facing leaders in the not-for-profit sector is figuring out how to successfully integrate volunteers with paid team members. Today’s guest, Krystal Parker, is the President of the US & Central Florida Christian Chamber of Commerce.

On this episode of The Clarity Advisors Show, Krystal shares some of her journey to becoming the executive director of the U. S. Christian Chamber of Commerce, her career in corporate America, and the value of servant leadership.

Teams of volunteers have different dynamics and needs than teams of paid employees. And mixed teams are different still. Krystal discusses these differences as well as growing diverse teams and lessons she has learned from building relationships and maintaining trust remotely.

Episode Highlights:

How to lead teams with influential authority
How to grow a team of leaders
The importance of serving as a leader
How to build relationships and maintain trust remotely

Timestamps:

[00:56] The Christian Chamber of Commerce
[01:53] Krystal’s journey to becoming executive director
[03:49] Building teams of volunteers and paid team members
[07:41] Transitioning from the corporate mindset
[12:55] The difference between working with volunteers as opposed to a paid team.
[16:34] Krystal’s corporate career
[20:58] Becoming the boss of her bosses
[25:01] Being remote before remote was cool
[30:31] “The Best Robot Wins: It Ain’t Personal, It’s Just Business”

Episode Quotes:

“It is less about you and more about the individuals that you are leading.” (Krystal)
“You, as the leader, work for the people in your organization.” (Krystal)
“Be as alike as possible, as different as necessary.” (Krystal)

Krystal’s Recommended Reading and Listening

The Best Robot Wins: It Ain’t Personal, It’s Just Business

Follow/Connect with Krystal Parker:

915-491-9898 (Krystal's cell)
krystalparker@intentandimpact.com
https://www.linkedin.com/in/krystal-parker-mba-65962475/
intentandimpact.com (Krystal's website)
CFChristianChamber.com (Central Florida Christian Chamber)
uschristianchamber.com (U.S. Christian Chamber)

8 Daryl Dixon -- Building and managing fully remote teams

Tue, 27 Sep 2022 00:00:00 -0400

Have you struggled to keep up with the changing technologies and tools that your team needs to be successful? Today’s guest, Daryl Dixon, is the Co-Founder and CEO of VALiNTRY, a business consulting firm that focuses on supporting sales with Salesforce CRM. On this episode of The Clarity Advisors Show, Daryl talks about attracting and retaining a high-level remote workforce, the lessons he has learned from working with remote teams, and the importance of servant leadership.

The results of a strong culture are wildly superior to a weaker culture, and having a 100% remote workforce can make building a strong culture more difficult. Daryl talks about the ways in which he has managed to create a strong company culture with his fully-remote teams.

Episode Highlights:

How to attract high-level talent.
How to manage a remote workforce.
The importance of having a strong company culture.
The importance of company values and servant leadership.

Timestamps:

[00:36] A bit about VALiNTRY
[02:21] What is a CRM and why do companies need it?
[03:19] About Salesforce
[04:47] Being a Salesforce partner
[07:35] Attracting high-level talent
[11:57] Lessons from having a fully remote workforce
[16:01] Creating a culture with a remote workforce
[19:19] What is still true about teams today?
[24:40] The importance of DISC profiles
[29:26] Daryl’s recommended resources

Episode Quotes:

“We’ve got to be much more in tune to culture.” (Daryl)
“You’ve got to walk the talk. You can’t fool people.” (Daryl)
“It’s hard to serve people if you don't understand what they’re looking for and how they receive information best.” (Ken)

Episode Resources:

How to Win Friends and Influence People, by Dale Carnegie.
The Bomber Mafia, by Malcolm Gladwell.
The Snowball, by Alice Schroeder.

Follow/Connect with Daryl Dixon:

7 Joseph Roy Miller -- Building a sales team in the remote environment

Tue, 20 Sep 2022 00:00:00 -0400

Building teams is already a difficult task. Building a sales team is probably the most difficult.

Today’s guest, Joseph Roy Miller, has spent 37 years as a sales professional. On this episode of The Clarity Advisors Show, he and host Ken Trupke talk about building sales teams and encouraging positive improvement as a leader.

In today’s remote work environment, additional challenges come up when building sales teams, and it’s especially important to emphasize cohesion within the team. To be an effective remote leader, Joseph emphasizes the importance of self-improvement, creating a cohesive team environment, making tough decisions, and encouraging learning.

Episode Highlights:

Building a cohesive team is important, especially in the remote space.
The best way to improve is to always be open to learning from mistakes.
Tough decisions need to be made for the greater good.

Timestamps:

[00:55] Joseph’s 37-year career
[03:14] How to transition well from being a salesperson to sales manager
[05:02] Important things that the sales team and sales manager need to be trained for
[06:15] Role-playing as an effective means of improving
[06:51] Humans will be humans, and things don’t go the way we expect. Now what?
[08:40] That time Joe fumbled, and how his sales leader got him back on track
[11:04] Remote work and helping teams navigate this environment
[13:44] That time Joe failed as a leader, and learning from that
[16:07] How it’s different leading sales teams today
[18:09] Joe’s advice to new leaders building teams in today’s environment
[20:53] Joe’s recommended resources
[22:46] Timeless truths of leading a sales team

Episode Quotes:

“It’s like anything else. If you keep doing it enough times, you’re going to get better at it.” (Joe)

“It’s critical that humans be with humans.” (Joe)

“Don’t try to save the Titanic. It’s going down.” (Joe)

“The phone is still the best way to get in touch with people.” (Joe)

“Don’t be a stranger to your people.” (Joe)

“It’s your job as sales manager to know that your guys are trained properly in how you want them to sell.” (Joe)

“People are still people.” (Joe)

Episode Resources:

Never Split the Difference, by Chris Voss.
Alex Hormozi

Follow/Connect with Joseph Miller:

LinkedIn: https://www.linkedin.com/in/josephroymiller
Phone: 713-703-5574

6 Chris Wilson -- Owning and operating franchises

Tue, 13 Sep 2022 00:00:00 -0400

Have you thought about running a franchise operation? Today’s guest, Chris Wilson, is a franchising expert and consultant, and Founder of Legacy Franchise Ventures. On this episode of The Clarity Advisors Show, Chris talks about how to get started in franchising, how to retain employees in a high turnover industry, how the pandemic affected Chris’s business, the importance of communication and transparency, and get Chris’s advice for emerging leaders.

With a high turnover rate in retail franchises, it’s important to finding the right team and build culture. To that end, Chris talks about how he built teams of over 50 people, the important considerations when building large teams, and building different teams for different kinds of franchises.

Episode Highlights:

How to build culture and maintain large teams
The importance of motivation
The importance of communication and transparency.

Timestamps:

[00:56] Chris’s background
[01:47] Who Chris looks for
[03:04] Narrowing down the 4,000 franchises
[03:45] Chris’s franchises
[04:29] The Chick’nCone
[05:00] How Chris got started
[06:10] Owning and operating a Pilates studio
[07:55] Building teams and culture
[10:20] The challenges of building large teams
[12:25] Must-have characteristics for the Pilates studio
[14:08] Building teams for Chick’nCone
[16:09] Retaining employees
[19:09] Managing franchises through the pandemic
[20:59] Staying connected to the teams
[23:19] What has changed throughout Chris’ career?
[25:03] Chris’ advice for emerging leaders
[26:36] What is Chris reading and listening to?

Episode Quotes:

“Don’t be so rigid. Times change, seasons change, and we have to change with them as business leaders.” (Chris)

“Understand what you’re good at and only do that.” (Chris)

Chris’s Recommended Reading and Listening

Follow/Connect with Chris Wilson:

Call: 689-244-1914.
Website
LinkedIn

5 Randy Crawford -- Running effective remote teams

Tue, 06 Sep 2022 00:00:00 -0400

There’s probably no place where it’s more important to have a team working as a team than in a hospital. Today’s guest, Randy Crawford, is the President of Restor Metabolix, Inc, a company focused on partnering with physicians and healthcare organizations who want to improve the outcomes of their diabetic patients.

On this episode of The Clarity Advisors Show, Randy talks about his transition from hospitalist to CEO of Appling, some of the lessons he has learned, and the effects of the Covid pandemic on the business. Working with remote teams can bring its own set of challenges and Randy talks about the importance of clear communication for managing remote team relationships.

Episode Highlights:

How to make effective changes that lead to growth.
How to communicate effectively throughout the organization.
How to motivate a diverse team.
The importance of clear communication with remote teams.

Timestamps:

[01:08] Restor Metabolix.
[01:47] A snapshot of Randy’s background.
[03:26] From hospitalist to CEO.
[04:20] Randy’s lessons and mistakes.
[06:59] Growth goals for hospitals.
[08:56] Some challenges going into a not-for-profit hospital.
[10:53] Things were going well, and then Covid hit.
[12:49] Communicating with the team during the early days of the pandemic.
[20:08] The current team at Restor Metabolix.
[22:31] The challenges of having a diverse team.
[28:03] Randy’s advice for working with a remote team.

Episode Quotes:

“People don’t see everything that you see.” (Randy)

“Less is more.” (Randy)

“As you build a company, stuff is going to come up, and you need to be able to communicate that quickly to a lot of people.” (Randy)

Episode Resources:

Positive Personality Profiles, by Robert Rohm.

Follow/Connect with Randy Crawford:

4 Garry VonMyhr -- Launching Companies and Growing Teams

Tue, 30 Aug 2022 00:00:00 -0400

Have you wondered about starting a business but were concerned that you didn’t know how to transition from just you to a bigger team? Today’s guest, Garry VonMyhr, has founded three startups, and is the CEO of Tech Defenders, an expanding IT asset disposition and refurbishing company that helps organizations maximize the value of their aged and retired devices.

On this episode of The Clarity Advisors Show, Garry talks about his experience building large teams, using EOS, and launching HealthBar during the pandemic. To grow successful teams, leaders need to have the right people in the right place and Garry talks about how he does that.

Episode Highlights:

How to grow large teams across multiple destinations.
How to select the right people for the team.
Using EOS for growing and managing teams.

Timestamps:

[00:55] Garry’s entrepreneurial journey
[02:33] The start of Tech Defenders
[05:00] Running 18 Genius Phone Repair stores
[07:10] Many generations in the workplace
[09:48] Training for repeatability across all stores
[12:19] Transitioning to Tech Defenders
[15:06] EOS
[17:02] Building and selecting the team with traction
[19:18] If somebody doesn’t fit G.W.C.
[25:53] Launching a company during the pandemic
[31:07] Garry’s recommended resources

Episode Quotes:

“You don't look first at the people you have. You look first at what the organization needs to be successful.” (Garry)

“Without the right system, managers have a really hard time leading their employees.” (Garry)

Episode Resources:

Hyper Sales Growth, by Jack Daly.
Get A Grip, by Gino Wickman and Mike Paton.
How to Be a Great Boss, by Gino Wickman and Rene Boer.
Tech Defenders
Health Bar

Follow/Connect with Garry Von Myhr:

https://www.linkedin.com/in/garryvonmyhr

3 Danna Gomez -- Building, maintaining, and motivating teams

Tue, 23 Aug 2022 00:00:00 -0400

Have you ever considered working for not-for-profits, being on a board of directors, starting your own company, or working your way up to an executive position in a large company? Today’s guest, Danna Gomez, is Franchise Partner at Seniors Helping Seniors, an in-home senior care service that empowers seniors to live independent lives.

On this episode of The Clarity Advisors Show, Danna talks about pivoting her teams during the pandemic, lessons she has learned, how the industry has changed over the years, Danna’s experiences as a board member, and get her advice to young leaders.

With an exceptionally high turnover rate in the industry, maintaining a motivated team is important for longevity. To that end, Danna talks about how she hires new employees, and the importance of figuring out what is important to employees.

Episode Highlights:

The importance of communication for maintaining teams.
How to ensure employees are aligned to company values.
The value of networking and education.

Timestamps:

[01:37] Danna’s work.
[02:48] Danna’s background.
[04:27] What does Danna’s team look like?
[05:15] Pivoting in the healthcare space during the pandemic.
[07:42] Maintaining the team during the pandemic.
[09:26] Lessons learned during the pandemic.
[12:02] Danna growing teams throughout her career.
[16:34] Things that have changed over the years.
[18:24] Finding out what’s important to employees.
[23:55] How Danna got into board roles.
[27:00] Danna’s advice to young leaders.

Episode Quotes:

“Often, it’s two people that bring up the whole talent suite that you need to effectively run a department” (Danna)

“Take advantage of the education opportunities that are out there, and the networking opportunities.” (Danna)

Follow/Connect with Danna Gomez:
Danna Gomez
seniorshelpingseniors.com

2 Phil Sponsler -- Building secure teams as a servant leader

Tue, 16 Aug 2022 00:00:00 -0400

Building and growing a secure team plays a vital role in fostering a result-driven culture in an organization. With large teams, being in-tune with the organization’s purpose and values, and striving for continuous improvement, can result in exponential growth and results.

Today’s guest, Phil Sponsler, has spent the past 22 years at Orbitform building teams as the driving force for continuous improvement. On this episode of The Clarity Advisors Show, Ken and Phil talk about effective team building and cultivating servant leadership.

Episode Highlights:

Servant leadership is the greatest form of leadership.
One of the biggest attributes of a great leader is courage.
Alignment and engagement is critical for creating stratospheric results.

Timestamps:

[02:44] Some of the lessons from Phil’s 22 years at Orbitform

[04:24] "Do’s" and "don’ts" about having people feel safe

[06:34] 18 years of improvements to make Orbitform a secure place to work

[08:14] How to cascade processes down through an entire organization

[12:02] Creating and selecting mid-level leaders with high levels of courage to do the right things

[15:10] Stratospheric results come from having leaders, mentors, and mentees aligned with the organization’s purpose and values

[16:36] Pivoting the organization, introducing new products, and thriving during the pandemic

[25:00] Phil’s best advice to young leaders on how to think about, build, and grow their team

[26:29] There are some fundamental books that people need to read if they want to become a leader

Episode Quotes:

“Leadership is something that has to be cultivated and grown, and great leaders end up providing safety and security for their folks.” (Phil)

“We are all human beings, so the team is built of human beings, not robots.” (Phil)

“Being a leader, you have to have a high level of courage to do the right things.” (Phil)

“You have to grow your mind.” (Phil)

“Everybody talks about having a networking process. Be somebody that people want to network with you.” (Phil)

Episode Resources:

· Extreme Ownership, by Jocko Willink.
· We Were Soldiers Once… and Young, by Harold Moore and Joseph Galloway.
· The Go-Giver, by Bob Burg and John David Mann.
· The Culture Code, by Daniel Coyle.
· Leading Jesus’ Way, by Mark Deterding.
· Atomic Habits, by James Clear.
· Grit, by Angela Duckworth.

Follow/Connect with Phil Sponsler:

psponsler@orbitform.com
517-206-8217

1 Joe Pici -- Forget emails! For best results, pick up the phone

Sun, 07 Aug 2022 19:00:00 -0400

Building Successful Sales Teams

Have you thought about building a sales team, but struggled to get the right people involved? Today’s guest, Joe Pici, COO and Co-Founder of Pici & Pici Inc., is the sales training expert. On this episode of The Clarity Advisors Show, Joe talks about the importance of accountability, creating success on day three, and creating a value proposition.

Sending emails may seem more convenient, but phone calls get better results. To that end, Joe talks about the importance of building relationships and closing sales in the most effective way possible.

Episode Highlights:

The importance of holding people accountable.
How to create an abundant pipeline and successful sales career.
Creating success on day three.
The power of spoken voice versus email.

Timestamps:
[01:12] Pici & Pici, and Sell More Virtually
[02:40] What has stayed the same over time and what has changed?
[04:25] Holding people accountable
[08:25] What is causing the increased reluctance in holding people accountable?
[14:03] How many core stories does someone need to have in a month to hit their numbers?
[17:06] The third day
[23:51] The volume of calls to get meetings
[25:01] Can’t you just send emails?
[29:04] Video conferencing versus phone calls

Episode Quotes:
“The hardest thing in sales is to pick up the phone and get a qualified appointment that sticks.” (Joe)
“Day two is the deciding factor for the success on day three.” (Joe)
“You have a much higher performance with a phone than you ever will getting an email open.” (Joe)
“The best time to make a phone call is now.” (Joe)
“The number one reason why people don’t pick up the phone is rejection.” (Joe)
“A good no is better than a bad yes.” (Joe)

Follow/Connect with Joe Pici:
407-947-2950.
Send “Sales Edge” to 55678.
https://www.linkedin.com/in/joepici
https://www.piciandpici.com
https://www.sellmorevirtually.com