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

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.

Ep135: Getting Prequalified with James Khoury

April 30th, 2023  |  28 mins 21 secs

Today on the Book More Show, we're talking with James Khoury, a mortgage expert with 18 years of experience, as we dove into simplifying the home buying process for first-time buyers and his book, 'Finally Getting Prequalified'.

We explored how a book can start the sales conversation by using some of the biggest questions clients have and James's example of the five key areas everyone needs to consider when looking for a mortgage: credit, budget, education, funding, and debt. James shared valuable insights on navigating these areas, emphasizing the importance of education and understanding your options.

We also discussed the long-term benefits of building strong, lasting relationships with clients and the power of sharing personal stories through books. Listen in as we delve into the building blocks of onboarding clients, including how James's book, educational classes, and social media presence all tie together to create a cohesive approach to helping potential clients. This is an episode you won't want to miss!

Ep134: Debt B Gone with Tim and Pat Ash

April 16th, 2023  |  37 mins 38 secs

Today on the Book More Show, we're talking with Tim & Pat Ash, Divorce Attorneys and Financial Advisors from Farmington Hills, Michigan, about their latest book Debt B Gone.

I love speaking with people who want to write a book that helps people, and it's even more engaging when it's based on a personal experience.

Tim & Pat created their framework to help people see debt differently. Based on their journey of financial freedom, it's a process that's helped many clients change their lives, and they saw the opportunity to start many more conversations using a book to introduce the approach.

It's the perfect example of the 'Name it and claim it' type of book we often talk about, and a great conversation demonstrating how a personal connection can build rapport with potential clients, leading to a lifetime relationship.

The Debt B Gone website is launching in the coming weeks, so Keep an eye on DebtBGone.org to watch this platform develop.

Ep133: Maximizing Your Assets with Brannon Poe

April 3rd, 2023  |  30 mins 17 secs

Today on the Book More Show, we're talking with Brannon Poe, Founder of Poe Group Advisors, a US and Canadian firm specializing in helping owners optimize, buy or sell accounting practices.

Brannon has authored three books with us, and today we get to talk not only about his approach but also about how each of his books supports a different part of the conversation he has with potential clients.

This is a business with very long nurture times, and it's not unusual for it to take years for someone to become a client, so Brannon talks about the opportunities his books create to stay in touch with people and add value, no matter how the conversation goes.

This is a great call with someone who has mastered a book's potential to start a conversation, and it really highlights the many ways the assets he has in his books can be maximized.

Ep132: Pivoting Your Book with Michael Nula

March 26th, 2023  |  32 mins 37 secs

Today on the Book More Show, we're talking with Michael Nula, CEO of Elite Physical Therapy, with 13 locations across Rhode Island. More recently, founder of Nula Training Systems (NTS), a physical therapy business coaching & professional development.

Michael started his physical therapy career in school following a personal experience of treatment following a sports injury. Over the past 20 years, he's built a very successful practice across Rhode Island, with multiple locations and thousands of clients. He brought together his knowledge and passion for helping people into his book, 'The First Step,' in 2015.

More recently, he's taken this wealth of experience to help other physiotherapy practices build their business by launching NTS. Understanding he's now looking to attract a slightly different type of client, he took the opportunity to update his book to not only provide value to potential patients but also demonstrate the NTS approach to business development clients.

This is a great call to look at some of the lessons Michael learned from building his company and see how a book can pivot to support the new goals of an entrepreneur.

Ep131: Serving a Community with Rajesh Jyotishi

March 17th, 2023  |  36 mins 13 secs

Today on the Book More Show, we're talking with Rajesh Jyotishi (RJ), Financial Advisor based in Atlanta and Author of The 5 Biggest Risks in Retirement & Money Talk.

RJ has been a pillar of the Indian community in Atlanta for many years and started a financial column in a magazine he helped create back in the 90's. Several years ago, he distilled this knowledge into a traditional book called 'Money Talk,' and last year he created a conversation-starting book, 'The 5 Biggest Risks in Retirement', to answer 5 of the most important retirement questions his community has.

This is a great call as we talk about how RJ dialed in his audience by understanding who he can best help, how he chose the information to share in a conversation-starting book, and how he's using it to serve his community better.

RJ's passion for delivering value comes through in everything he does, and this call is a great reminder there are people out there hunting for the information in your head, and your book is a great way to help them start their journey.