The Book More Show: More Leads, More Calls, More Business

Ep157: Finding Clients Through House Hacking with Scott & Zach Asbell

January 7th, 2024  |  40 mins 16 secs

Today on the Book More Show, we’re talking about the father-son mortgage team of Scott and Zach Asbell.

With decades of combined experience, they share some great stories about building their family business, navigating fluctuating housing markets, and the importance of trust in client relationships.

This is where their books shine, as they give the opportunity to start the conversation by helping people first.

Their latest book, ‘Own a Home Cheaper Than Rent’, born from Zach’s personal experience, does just that by providing real insights into the possibility of owning a home for a generation who believe it’s out of reach.

Scott and Zach share some great insights into tailoring content to attract and maintain long-term interest, and we also touch on the transformational impact of having written a book as Zach reflects on the recognition of his work.

EP156: If You List, You Last with Bob Mangold

December 22nd, 2023  |  43 mins 20 secs

Today on the Book More Show, we caught up with Bob Mangold to talk about how his book 'If You List, You Last' is working to start conversations with realtors and mortgage brokers.

Bob's business is helping those in an industry swamped with 'training' opportunities by working with them to achieve tangible outcome.

His book is the perfect way to engage one of his key audiences, realtors, by identifying 4 simple steps they can take to improve their listing business.

We talk about how a book helps cut through the noise of other trainers to identify those people who resonate with his message and ultimatley become great clients.

Your book becomes an asset you can use across many channels as the tool that amplifies work you're doing to reach new people.

Ep155: Holistic and Stylish Connections with Kara Stewart

December 14th, 2023  |  34 mins 7 secs

Today on the Book More Show, we're talking with Kara Stewart, a seasoned financial advisor and author of 'Put Power in Your Purse', a holistic, stylish guide to retirement planning.

Kara shares her journey from corporate finance to running a successful independent practice. A change initially forced on her through layoffs, but after reviewing her options, she decided that starting her own firm was the best path to helping those she truly wanted to help.

She shares insights into her pioneering approach to empowering women through financial planning and education. A path started by sharing other resources but developed into her own approach, framework, and more recently, her new book.

Identifying a target audience allows you to create a message and program that speaks specifically to their needs. Even if you work with a broader group or can help many people, treating your book as a tool for a specific campaign is the best way to start a conversation with a perfect prospect and plan their journey to working with you.

I love how Kara distinguishes herself in a competitive industry, and her approach is one that can be applied to many different industries.

Ep154: Banking on Success with Chris Carlson

December 6th, 2023  |  35 mins 14 secs

Today, on the Book More Show, we're talking with Chris Carlson, a seasoned coach for regional bank teams and author of "Banking on Success - 7 Keys to Extraordinary Success in Relationship Banking."

One of the most valuable ways to start a conversation is by helping people with something they are struggling with today. As a coach, Chris can analyse specific sales challenges and prescribe just the right tool, but his book starts the conversation in an easy-to-understand, universally applicable way with 7 steps everyone can benefit from. Rather than telling people they're doing it wrong or going deep into the psychology of sales calls, he helps people take an actionable step and provides a prominent call to action to continue the journey.

This is a great call as we dive into his perspective on using books and platforms like LinkedIn for business outreach, and we discuss the significance of consistent client contact and developing relationships over time, something that's easy to overlook in a 'get new leads' driven world.

Chris brings a lot to this call. Whether you've finished your book or have it on the list to start before the year ends, there are some great ideas to steal here.

Ep153: Convert More Leads with Dean Jackson

November 28th, 2023  |  30 mins 45 secs

Today on the Book More Show, Dean and I catch up in the studio to talk about the power of non-traditional books to collect all the leads you need.

Compared to the traditional approach of locking yourself away to write 1000 words a day, we talk about the benefits of a 'conversation-starting book' and how thinking about your book as a tool that powers a campaign can generate leads 1753 leads at just $3.53 per lead as we did in a recent Facebook ad.

We talk about the value of the everyday knowledge you already have and how asking the right questions can compel people to raise their hands; we debunk the myth that a book needs to be lengthy to be successful and discuss the impact of concise, impactful books that address potential clients' concerns.

This is a short, sharp shot of getting-it-done thinking!

Ep152: Smart Marketing Execution with Clare Price

November 5th, 2023  |  35 mins 43 secs

Today on the Book More Show, we're talking with Clare Price, CEO of Octane Growth Systems and author of 'Smart Marketing Execution', about leveraging books as strategic business tools.

We had a great conversation about how she created a framework based on her work and turned it into a comprehensive operating system for marketing consultants, fractional CMOs, and agency owners centred around a three-tier framework of strategy, execution, and automation.

It's a great example of 'Naming and Claiming,' an approach allowing you to create tangible and documented elements to ensure project success, as well as developing deeper connections with clients to increase business success.

We wrap up talking about her experience using her book to introduce her system and how that supports her licensing and certification programs.

This is a great episode with some really valuable insights into scaling an idea by owning your approach.

Ep151: Filling a Demand with Kevin Berwald

October 29th, 2023  |  39 mins 10 secs

Today on the Book More Show, we're talking with Kevin Berwald, chartered financial planner and CMO of Catalyst4Growth, a sales team development organization, about his latest book Get More Great Referrals in Less Time, a book born from the feedback he received from an earlier book he created.

This first book contained 20 big ideas that sales professionals can use to acquire more clients. One was the suggestion to create a professional biography as an introduction tool. It was an idea that generated a lot of interest and new clients. Feedback and success that led to Kevin creating a book specifically on this subject.

It's a great example of a 'LEAN' approach to using a book as a conversation starter. You can never be sure which ideas will resonate with potential clients, but when you identify a hot topic - Double down and generate all the leads you need.

We had a great conversation about this and about the idea itself, creating a professional biography you can share with people to help them understand and remember the referral opportunities you're looking for. We discuss the seven essential elements of a successful biography and advise on deepening each element's impact. Kevin also highlights the power of personal details in building trust and connections.

There are a lot of great takeaways here, both when thinking about using a book to build your business and creating a professional bio to easily share what you do.

Ep150: Owning a Category with Eric Thompson

October 15th, 2023  |  39 mins 51 secs

In today's episode of the Book More Show, we speak with real estate coach Eric Thompson. With over 30 years of experience coaching agents, Eric shares his insights. 

We explore technology's benefits, like bridging connections through convenient, personal Zoom coaching. 

Eric then outlines his effective "Non-Pushy Selling System", emphasising traits and perspectives that work. With advice applicable industry-wide, Eric provides nuggets for agents pursuing career heights.

Ep149: Simplified Strategies with Heidi Ardis

October 8th, 2023  |  33 mins 6 secs

Today on the Book More Show, we're talking with Heidi Ardis, Founder and CEO of Agape Wealth, a faith-based financial firm, about financial planning strategies and retirement goals and how she's developed a long-term approach to finding clients.

Heidi shares insights from her new book Simplified Strategies for Retirees, which outlines practical yet straightforward approaches that start a conversation about retirement planning.

We explore the concept of a purposeful retirement focused on human connection and identity beyond finances and how helping people doing missionary work start their financial journey has led to a broad network of happy clients.

This is a great conversation about developing relationships and how a series of easy-to-digest books can lead to many opportunities to add value to potential clients.

Ep148: What to Talk About with Mike Tassone

October 1st, 2023  |  47 mins 26 secs

In today's episode of the Book More Show, I talk with Mike Tassone, a seasoned producer, shooter, and editor with over a decade of experience in content creation.

Mike shares insightful stories from his diverse career across industries and offers valuable tips for using podcasts to engage audiences long-term.

We also explore the synergy between podcasting and book marketing, noting how building good habits, as with Jim Rohn's pinwheel approach, can establish a self-sustaining podcast.

In wrapping up, we discuss the value of podcasting for business owners and the importance of realistic expectations, quality work, and leveraging available tools to connect with listeners.

Ep147: Empowering People with DeLayna & Leon Elliott

September 4th, 2023  |  38 mins 53 secs

Today on the Book More Show, we have a great conversation with DeLayna & Leon Elliott, authors of 'The Power of OneNess - Winning in Marriage and Money,' and Relationship and financial advisors.

This discussion is fascinating, especially if your business and passion align. As financial advisors, DeLayna and Leon help families secure their financial future, but they are also passionate relationship coaches. Their book combines their expertise in these fields and is the perfect way to start a conversation with the people they can best help.

They know that taboos around financial conversations cause many failing relationships, and their approach is to uncover a unique approach by interweaving financial literacy with conversation and intimate relationship elements to create a holistic approach that empowers their clients.

Having been in business for more than 20 years, they know their financial products are the perfect fit for most clients they speak to about relationship counseling. It removes selling pressure and becomes one of many issues people are excited to resolve.

Their book is the perfect tool at the top of the funnel to help them identify new clients and support even more referrals.

Ep146: Making the Connection with Phil Telpner

August 30th, 2023  |  38 mins 22 secs

Today on the Book More Show, we have a great conversation with Phil Telpner, author of 'The GenX Guide to Financial Independence,' and owner and lead advisor of Breakout Private Wealth based in Illinois.

Phil has a great sense of who he can best help and the challenges they face. He starts by sharing his journey in finance and what inspired him to start his own company focused on providing tailored advice to meet the complex needs of Gen X families, especially women.

Understanding his target market helped him create his book to reach out and start conversations with these potential clients.

He emphasizes the book's purpose in initiating important conversations by helping readers feel understood and overcoming the inertia of taking their first step.

We had a great discussion on how books build meaningful relationships beyond lead generation, highlighting a book's role in referrals, connections and refining his messaging.

Ep145: Don't Leave Money on the Table with Michael Soos

August 13th, 2023  |  36 mins 18 secs

Today on the Book More Show, we have a great conversation with Michael Soos, author of Don't Leave Money on the Table, and a consultant who helps financial advisors create more effective Social Security and Medicare solutions for their clients.

Michael has a wealth of experience and talks about the opportunities advisors have in partnering with a specialist to deliver more value for their clients and create larger income streams for their businesses.

His book is an excellent example of introducing a new idea to people rather than discussing a problem they want to solve. Financial advisors are what we refer to as 'visible prospects' because you can get a list or access that group directly compared with 'invisible prospects' who aren't identified in a list or group for us, for example, people feeling unsure about their Social Security options. Michael uses his book to introduce the idea they are leaving money on the table by not having the capability to offer more comprehensive services and, of course, offers a solution to help.

We also talk about Michael's 5x5x5 outreach strategy, something that can be amplified with a book and something I'd recommend everyone steal!

I really enjoyed this conversation & you'll get many ideas on how to use a book in your business, especially if you're talking with peers.

Ep144: Save Money, Have Fun with John & JJ Checki

August 6th, 2023  |  45 mins

Today on the Book More Show, we're talking with John and JJ Checki. Father & son Financial Planning team based in Texas, and authors of a great book,_ Spend Time and Save Money_.

Their book is a fun introduction to their approach to retirement and helps people approach the subject from the perspective of living a great retirement rather than getting stuck in the weeds of financial planning.

We had the opportunity to discuss the process and the simplest way to create a book that starts the conversation. We also spoke about the idea that your book should be a living document rather than something carved in stone, allowing you to tweak and update it over time as you get real-world feedback on what resonates with clients.

The episode has some great ideas on how to use a book to find more leads, no matter what business you're in.

Ep143: Being a Trusted Partner with John Iannucci

July 16th, 2023  |  38 mins 53 secs

Today on the Book More Show, we're talking with John Iannucci, a lawyer turned private wealth manager with offices in Pennsylvania and Florida, about his book The Peace of Mind Retirement Planner.

Originally known as a trusted legal partner, John shares how his early relationships led to the initial, unexpected success in the financial services world, and as his approach resonated with clients, referrals started flooding in. This approach eventually led to his book aimed at helping successful business owners transition their businesses.

John's experience with his business and how his book has become invaluable in following up with high-value leads is fascinating, and again, there is a lot to take away from this conversation.

Ep142: A Client Acquisition Process with Kevin Berwald

July 2nd, 2023  |  42 mins 13 secs

Today on the Book More Show, we are joined by Kevin Berwald, chartered financial planner, CMO of Catalyst4Growth, a sales team development organization, and author of 'Your Unicorn Client Acquisition Process'.

Kevin has a great story, from running a successful financial services company to helping other professionals through Catalyst4Growth. We talk about how his book is now adding more and more value in developing that business and how a book is a perfect partner to one of their most successful strategies, helping people create a compelling professional biography for referral success.

Together, we delve into the psychology behind a book's authority, how this same authority translates into an authoritative biography, and how the right resources can make the writing process efficient and affordable.

This is a great chat, and Kevin brings some executable insights from a very successful career.