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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Sell or Die

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]

163 Centering Ourselves with Matthew Bivens

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What is your center? It’s a central question that our guest, Matthew Bivens, has spent his life discovering and is now discussing with others. Matthew is a business and life coach and host of the podcast “Having it All: Conversations About Living and Abundant Loving Life”

For entrepreneurs understanding not only why you get into business for yourself but also understanding why you live your life and who you live it for is essential to success. Matthew shares his story of discovering those “why’s” for himself and how a major perspective shift changed his career trajectory and his life trajectory.

On today’s podcast

4:14 – Balanced life coaching is about deepening one’s own sense of awareness.
8:27 – Should the center of your life be placed internally or externally?
13:13 – The perils of making decisions out of fear
18:45 – How a change in focus changed Matthew’s personal relationship
23:14 – Doing more abundant and fulfilling work made Matthew a better podcaster.

Don’t forget to subscribe rate and review our podcast. It only takes a second and helps us make more podcasts for you.

The Why and The Buy is part of the Sell or Die Podcast Network. Subscribe to these other amazing network podcasts!

Sell or Die

Hidden Stories with Jeremy Fulkerson

Selling With Soul[/vc_column_text][/vc_column][/vc_row][vc_row][vc_column][vc_text_separator title=”Significant Quotes” color=”blue”][/vc_column][/vc_row][vc_row][vc_column][vc_column_text]I'm just going to start saying yes to things. I'm going to start stepping into those things that make me scared. I'm going to start accepting invitations and I'm just going to really work on opening myself up to whatever the… Click To Tweet[/vc_column_text][vc_column_text]I want to have as many powerful people that I can surround myself with that are going to help pinpoint where I'm at, but I don't have to get caught up in my own emotions. I can simply get the feedback from other people. @mattbivens Click To Tweet[/vc_column_text][vc_column_text]If your center is something external to you, if your center is your family, is your relationship is your spouses, your kids is your work, then you're going to feel out of whack @mattbivens Click To Tweet[/vc_column_text][/vc_column][/vc_row]

162 Monday Musing: Life is a Team Sport

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This Monday, Jeff has a Thanksgiving themed message for all of the Why and Buyers. For a lot of people Thanksgiving is the best holiday of the year because you get to be with the first networking group you ever had, your family. But for Jeff, the best day of the year is actually the Saturday before Thanksgiving. That’s because for the past 19 years that day is the day that he gets to spend with 50 of his closest friends from college. Today he shares the lessons he’s learned building this network of connections that has turned into a family.

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The Why and The Buy is part of the Sell or Die Podcast Network. Subscribe to these other amazing network podcasts!

Sell or Die

Hidden Stories with Jeremy Fulkerson

Selling With Soul[/vc_column_text][/vc_column][/vc_row][vc_row][vc_column][vc_text_separator title=”Significant Quotes” color=”blue”][/vc_column][/vc_row][vc_row][vc_column][vc_column_text]I like to think that I'm grateful every day for the things I have, the things I've accomplished, the things I still want to do, the things I've been fortunate enough to acquire. @jeffbajorek Click To Tweet[/vc_column_text][vc_column_text]You build a network of people that you can help and when you build a network of people that you can help and you seek to help them, when you seek to serve, that network comes back and helps you tenfold at least. @jeffbajorek Click To Tweet[/vc_column_text][vc_column_text]@walterschristie brings out the best in me. This podcast is one of the best things I've ever done as a person, as a businessman, as a leader because of her influence and we have a lot of fun on this show. @jeffbajorek Click To Tweet[/vc_column_text][/vc_column][/vc_row]

161 Telling Your Story with Brad Marley

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Public relations and sales are both trying to tell stories, transfer messages and help people solve problems, and yet; they go about this job in distinctly different ways.

Today’s guest, Brad Marley, helps outline those key similarities and differences in a fascinating look into not only PR but someone who decided to go out on his own and succeed in a crowded field. Whether you are an aspiring entrepreneur, current business owner or someone that wants to build your own brand, Brad  will give you valuable insight into how to get your message heard.

On today’s podcast

3:41 – What do most companies get wrong about telling their story?
8:15 – How do you figure out what a company’s story really is?
13:31 – A sound PR strategy takes time but pays bigger dividends
19:53 – PR measurables are different from sales measurables
22:27 – What is Brad’s story and how is he telling it?
26:31 – Brad’s newsletter 5 and 1 is asking tough questions and getting valuable answers
28:00 – Brad’s “why”

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Don’t forget to subscribe rate and review our podcast. It only takes a second and helps us make more podcasts for you.

Want more from Jeff and Christie? We have a newsletter![/vc_column_text][vc_text_separator title=”Join our Book Club!” color=”blue”][/vc_column][/vc_row][vc_row][vc_column width=”1/3″][vc_raw_html]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[/vc_raw_html][/vc_column][vc_column width=”1/3″][vc_raw_html]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[/vc_raw_html][/vc_column][vc_column width=”1/3″][vc_raw_html]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[/vc_raw_html][/vc_column][/vc_row][vc_row][vc_column][vc_text_separator title=”Significant Quotes” color=”blue”][/vc_column][/vc_row][vc_row][vc_column][vc_column_text]I think companies are too concerned with talking about themselves and how great they are and they don't give their audience the opportunity to figure that out for themselves. @bradmarley Click To Tweet[/vc_column_text][vc_column_text]I don't think about PR. I think about press releases. I think about Reuters and the wire and I think about the crawl at the bottom of the news channels. PR is a vital part of marketing. @bradmarley Click To Tweet[/vc_column_text][vc_column_text]Nobody ever says I bought your product because I read about your article in the Detroit Free Press. @bradmarley Click To Tweet[/vc_column_text][/vc_column][/vc_row]

160 Monday Musing: Queen

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Christie has Queen on the brain this week. Not the Queen of England, Queen the rock band. There is a new film out all about the famous rockers and while it may seem like pure entertainment at first glance, a look deeper reveals lessons we can all take into our next sales presentation.

So “Don’t Stop Us Now”  as we “Break Free” and talk about this “Crazy Little Thing Called” sales.

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159 Not All Content is Created Equally with David Masover

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How lucky would you feel to be one of the first people to discover Twitter, Facebook or Snapchat? You’d probably have a better username! Our guest today, David Masover, was one of the first one million members of LinkedIn and since then has become an expert coach and mentor with a specialty in social media. He’s also the author of two books on the sales process.

David Masover was thrown into his first sales job almost 30-years ago with no sales training at all, and struggled to find his own way to success through self-study, experimentation and the sheer force of stubborn determination. No he helps people find a MUCH easier path.

Today we talk about social media. How it’s used AND how it’s abused. Not all content is created equally. David’s story is one of trial and error and he’s ready to share his mistakes so that you can succeed.

On today’s podcast

4:24 – What LinkedIn was like in it’s first days and how has it changed
8:15 – “You have to start by saying, ‘What is it that I’m trying to accomplish here?’ And as with so many things, I think a lot of people don’t ask that question.”
13:08 – David tries a brand new prospecting strategy on LinkedIn
17:47 – “I think sales is simple, but sales is also tricky and I think if you’re able to communicate with people who are also trying to solve the puzzle, that’s a positive.”
20:30 – Prospecting success strategies are based on when you need results
27:30 – “I enjoyed posting content. I enjoyed engaging with people. What really changed for me was I changed my market and and I think that my market started to match up to the content that I was doing.”
30:50 – What 2018 and 2019 have in store for David

34:40 – There’s a lot of content out there. Not all of it is great.

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Want more from Jeff and Christie? We have a newsletter![/vc_column_text][vc_text_separator title=”Join our Book Club!” color=”blue”][/vc_column][/vc_row][vc_row][vc_column width=”1/3″][vc_raw_html]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[/vc_raw_html][/vc_column][vc_column width=”1/3″][vc_raw_html]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[/vc_raw_html][/vc_column][vc_column width=”1/3″][vc_raw_html]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[/vc_raw_html][/vc_column][/vc_row][vc_row][vc_column][vc_text_separator title=”Significant Quotes” color=”blue”][/vc_column][/vc_row][vc_row][vc_column][vc_column_text]You have to start by saying, 'What is it that I'm trying to accomplish here?' And as with so many things, I think a lot of people don't ask that question. @DavidMasover Click To Tweet[/vc_column_text][vc_column_text]I think sales is simple, but sales is also tricky and I think if you're able to communicate with people who are also trying to solve the puzzle, that's a positive. @DavidMasover Click To Tweet[/vc_column_text][vc_column_text]I enjoyed posting content. I enjoyed engaging with people. What really changed for me was I changed my market and and I think that my market started to match up to the content that I was doing. @DavidMasover Click To Tweet[/vc_column_text][/vc_column][/vc_row]

158 Monday Musing: Partnerships

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When’s the last time you evaluated your personal and professional partnerships? Christie reflects on the amazing partnership that she has on this podcast and the partnerships that she has built all along her career that have led her to success.

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157 James Bawden

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James Bawden is transitioning to a new role as a BDR in Raleigh, North Carolina for the startup data analytics company Cognetik. He’s facing a bevy of new challenges including moving from an established company to a startup AND being the first person in his company to drive outbound sales.

James brings us the lessons he learned in his first 60 days, the major revelations he’s had about BDR sales, empathetic leadership and setting core values as a salesperson and a sales team. This is ground level amazing analysis from someone who is out there doing it every day.

On today’s podcast

2:30 – The first man in the charge gets the bloodiest
5:20 – The challenges of joining a startup as a BDR
13:34 – The ONE skill you need to focus on most as a BDR/SDR
19:16 – The amazing difference an empathetic leadership team can make
27:00 – Setting core values for the sales team
33:26 – The ideal client for James and Cognetik

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Want more from Jeff and Christie? We have a newsletter![/vc_column_text][vc_text_separator title=”Join our Book Club!” color=”blue”][/vc_column][/vc_row][vc_row][vc_column width=”1/3″][vc_raw_html]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[/vc_raw_html][/vc_column][vc_column width=”1/3″][vc_raw_html]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[/vc_raw_html][/vc_column][vc_column width=”1/3″][vc_raw_html]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[/vc_raw_html][/vc_column][/vc_row][vc_row][vc_column][vc_text_separator title=”Significant Quotes” color=”blue”][/vc_column][/vc_row][vc_row][vc_column][vc_column_text]I don't need any automation to go out and send emails and make cold calls. --James Bawden Click To Tweet[/vc_column_text][vc_column_text]Being able to literally learn about a business and repeat it back to the person you're speaking to. It's easier said than done, but it is the most important thing. --James Bawden Click To Tweet[/vc_column_text][vc_column_text]If you want your salespeople to come into a situation like this where nothing's really figured out and not be stressed out all the time, you need to have great communication. --James Bawden Click To Tweet[/vc_column_text][/vc_column][/vc_row]

156 Monday Musing: Slow Down

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Fall has finally arrived, for a lot of us that means it’s time to kick it into another gear. The kids go back to school. You feel like you’re out of that summer doldrum. You’re trying to push through and you take on a lot of new projects. You’re exposed to a lot of new environments and running like crazy. It’s all very good. It’s mostly productive, but sometimes your body gets sick when it’s doing more than it should. What steps can we take to slow things down and recover so that we don’t “Fall” out?

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155 Reclaiming the Human Touch with Mark Watts

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Mark Watts has a fire in his belly for sales, for leading his team, for helping customers and reclaiming lost business. These are qualities we often associate with young sales leaders or entrepreneurs spearheading their business. But guess what? Mark helms a sales team of over 700 people at one of the world’s largest media companies and he’s been in sales for over 35 years.

 

On today’s podcast

3:29 – Going home to home to reclaim customers
7:00 – How do you coach a young team to deal with and counteract overwhelmingly negative responses
12:41 – The tactics of Mark’s most successful salespeople
15:48 – The biggest change in home service sales in 35 years
22:15 – The importance of diversity in the salesforce
25:13 – What kind of salespeople can best make one on one connections with customers?

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.

Sign up for our book club!

Don’t forget to subscribe rate and review our podcast. It only takes a second and helps us make more podcasts for you.

Want more from Jeff and Christie? We have a newsletter![/vc_column_text][vc_text_separator title=”Join our Book Club!” color=”blue”][/vc_column][/vc_row][vc_row][vc_column width=”1/3″][vc_raw_html]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[/vc_raw_html][/vc_column][vc_column width=”1/3″][vc_raw_html]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[/vc_raw_html][/vc_column][vc_column width=”1/3″][vc_raw_html]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[/vc_raw_html][/vc_column][/vc_row][vc_row][vc_column][vc_text_separator title=”Significant Quotes” color=”blue”][/vc_column][/vc_row][vc_row][vc_column][vc_column_text]When you say something around how they're using the products in their home now and they kind of pause for a second and they lean up against the doorframe, then we can start to get into a little bit more of a conversation. -Mark… Click To Tweet[/vc_column_text][vc_column_text]I've always really challenged myself with 'Why not?' @jeffbajorek Click To Tweet[/vc_column_text][vc_column_text]What's the one daily thing that's going to make the difference in your success? I think the bigger you make it the less impactful it is. I think it's that 30 minutes, 45 minutes, that hour a day. @walterschristie Click To Tweet[/vc_column_text][/vc_column][/vc_row]