165 Behind the Scenes of a Startup with Brian Pender


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We’ve featured a lot of entrepreneurs and experts on starting businesses on this show. Today we look at the world of startups from a slightly different angle, the brokerage angle. Our guest today is Brian Pender, Founder & President of Fairway Healthcare Partners. Previously, Brian worked in commercial banking with the last 6-years focused exclusively on healthcare businesses. He has personally underwritten and managed transactions with more than $500 million in committed financing to healthcare businesses, with billions of successful loan syndications.

Today we find out about the nuts and bolts behind starting a business, how Brian deals with a bad industry reputation and what it is like to be an entrepreneur helping to make other entrepreneur’s dreams come true.

On today’s podcast…

3:00 – Brian is not a dentist but he helps build dental practices
7:40 – Overcoming a bad industry reputation
11:54 – When it comes to huge decisions, you have to talk big picture
16:00 – Selling a product that people NEED but don’t necessarily want
19:58 – The best job interview question Brian ever got and how it has more meaning in his life now than ever before.
24:39 – The worst excuse that keeps people from success
29:39 – Brian’s “why”

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Hidden Stories with Jeremy Fulkerson

Selling With Soul[/vc_column_text][vc_text_separator title=”More from the Sell or Die Podcast Network” color=”blue”][/vc_column][/vc_row][vc_row][vc_column width=”1/3″][vc_single_image image=”1592″ onclick=”custom_link” link=”https://itunes.apple.com/us/podcast/sell-or-die-with-jeffrey-gitomer-and-jennifer-gluckow/id1024207975?mt=2″][/vc_column][vc_column width=”1/3″][vc_single_image image=”1594″ onclick=”custom_link” link=”https://itunes.apple.com/us/podcast/hidden-stories-with-jeremy-fulkerson/id1439845084?mt=2″][/vc_column][vc_column width=”1/3″][vc_single_image image=”1593″ onclick=”custom_link” link=”https://itunes.apple.com/us/podcast/selling-with-soul/id1432226036?mt=2″][/vc_column][/vc_row][vc_row][vc_column][vc_text_separator title=”Significant Quotes” color=”blue”][vc_column_text]I'm providing a product that's reasonable and respected by my peers. When your competitors start to send you business, that's always a good sign. Brian Pender Click To Tweet[/vc_column_text][vc_column_text]I never tell people the price that they should pay for a practice. I want them to always come up with the number. Brian Pender Click To Tweet[/vc_column_text][vc_column_text]Really be comfortable with your skill set. If you're not comfortable talking money with patient, you need to find the person on your team that can and train them accordingly. Brian Pender Click To Tweet[/vc_column_text][/vc_column][/vc_row]

141 Startup Mindset Insights with Brandon Bruce

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There’s arguably no tougher mindset than that of the small business entrepreneur. What does it take to breakthrough and grow a business from the ground up?

We’re wrapping up our mindset month interviews with Brandon Bruce, COO and Co-Founder of Cirrus Insights, an all-in-one sales productivity platform with world-class Salesforce integration.

Brandon grew up in a small California town of 800 people and had only one classmate in grade school. Six years ago, he co-founded Cirrus Insight and has helped grow the company to $12m in annual revenue, 58 employees, and #41 on the Inc. 500 list of fastest-growing companies.

He’s here today with massive insights into what it takes to start and grow a startup, the pitfalls to avoid and the mindset you must have.

On today’s podcast

3:30 – “sales is hard enough as it is without adding a lot of roadblocks”
6:46 – Cirrus begins out of Brandon’s struggles
11:20 – Keeping your company simple in a post-startup phase
14:11 – Do people truly want the product that your startup wants to sell?
18:00 – The scarcity mindset and focusing on what’s important as a startup
26:00 – Saying “no” sets up a brick wall for the customer
29:42 – What’s next for sales development and Cirrus
37:00 – Brandon’s “why”

Have you heard about our Small Business Breakthrough program? If you own or want to own a small business but are struggling in certain areas, we want to help you. Email breakthrough@thewhyandthebuy.com for more information.

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