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

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.

Ep141: Be Prepared with Jackie Campbell

June 18th, 2023  |  37 mins 2 secs

Today on the Book More Show, we're talking with Jackie Campbell, certified financial planner, public accountant, and author of a new book Be Prepared, a great book that helps people create a peace-of-mind plan to support their family in an emergency.

She shares her journey in the financial services industry, starting with a love for math and stumbling into a position with a CPA firm right out of high school before transitioning into being a young female business owner, owning her own practice, developing a passion for helping people create financial plans that support their goals.

Jackie also shares the thought process behind her book and how it is a valuable jumping-off point for critical conversations.

This is a great episode with lots of actionable insights.

Ep140: Leading with Value with Vanessa Vasquez de Lara

June 11th, 2023  |  30 mins 58 secs

Today on the Book More show, we're talking with Vanessa Vasquez de Lara, a family attorney in Miami, Florida, about her new book The Florida Man's Guide to Getting Divorced.

Vanessa's expertise in family law and her passion for helping dads navigate this difficult time comes through in the book as she looks to provide support in the divorce process and resources to help much more holistically.

It's a great conversation that highlights the opportunity to engage with potential clients and the people supporting them by leading with something that genuinely adds value.

Her approach in working with other experts to create the book is also a fascinating example of the synergy of working with complementary, non-competing professionals to create a win-win for everyone.

Ep139: Engaging Coaching Clients with Rob Marr

June 4th, 2023  |  32 mins 30 secs

Today on the Book More Show, we're talking with Rob Marr, business coach and author of a great new book, The Lost 90%.

We had a great conversation about his business and how he was able to use the work he's done with clients and the questions they often have as inspiration, and how it's a culmination of years of his experiences and insights in business. He also gives us a peek into his new venture, Finding90, and how it ties in with his book's philosophy.

It was also insightful to hear Rob talk about the power of iterative book publishing, and we discussed how the traditional publishing model can be laborious and costly and not allow for an iterative or adaptive process that comes from actually using your book to engage new clients.

Finally, Rob and I explore how to maximize the marketing of your book by creating downstream assets and amplifying the content in the most effective ways possible. We discuss writing for various social channels, bridging topical conversations to evergreen content, and reinforcing your book's message from the stage.

Ep138: Dominating Your Niche with Paul Ross

May 28th, 2023  |  29 mins 47 secs

Today on the Book More Show, we're talking with Paul Ross, Founder & CEO of The Podiatry Center, with clinics in Maryland and Virginia, about his latest book 'My Damn Toe Hurts,' and how it's helping him dominate another niche within their business.

It's a great conversation about the obvious and surprising benefits of having a book that reinforces you as the expert in your chosen business. Paul's passionate caring for his clients and the professionalism his practice brings to people, and his book is the latest way he's added to this expertise.

He also shares some valuable insights on narrowing down your focus when creating a book that builds your business, making it more manageable for you and beneficial for the reader.

It's great to hear his story of people's reactions to the book and how much value it's creating.

Ep137: Transforming Commercial Spaces with Jim Richardson

May 21st, 2023  |  37 mins 29 secs

Today on the Book More Show, we're talking with Jim Richardson, who runs MKR Building Solutions, a concierge service for commercial building owners and managers in the Boston area.

Jim shared his story of developing his business from giving away or outsourcing services for free, to having an in-house team and a network of subcontractors he controls to not only retain that revenue, but also ensure the same quality of work is done in all jobs he manages.

We talked about the importance of developing a marketing process that works while he's busy. His new book is part of a package to send to potential customers that gives them an understanding of what MKR Building Solutions does and how it can help them before having a one-on-one discussion. Something that starts the conversation and predisposes people to want to work with you.

This is a great episode with someone who has a clear plan to dominate thier niche, and a book that supports this goal.

Ep136: Actual Intelligence Since 2013

May 7th, 2023  |  23 mins 24 secs

Today on the Book More Show, I caught up with Dean Jackson at the studio to talk about the impact of AI on book writing and explore how AI, rather than 'doing it for you,' can help amplify your ideas and opinions while still providing the psychological benefits of having a book.

AI can be a fantastic tool to quickly split-test different parts of your broader idea to find the one that resonates with your audience, but we talk about why establishing a unique perspective is more important than ever in a world where generic AI-generated content is on the rise.

It can help create an experience that meets your reader's attention requirements, and we discuss how 'Actual Intelligence' paired with artificial intelligence can be the rocket fuel that gets your idea out there fast.