Executive Coach Archives

Get this free PDF.

Give it to the leaders you work with!

Katie’s Website

Katie Bishop

039: How to Partner with Other Consultants and Make a Ton of Money While Growing Your Businesses

by Dr. Kevin Gazzara

Do you find it hard to make time for marketing and sales because you’re busy delivering your services? My guest Dr. Kevin Gazzara has found effective ways to keep his firm’s pipeline full. Kevin is co-founder and Senior Partner at Magna Leadership Solutions based in Phoenix, AZ. Since founding his company 12 years ago, Keven has consistently done five things to grow his business. Take notes to keep track of all the nuggets Kevin drops, and stay until the end because he shares a BIG idea that’s free to implement and could impact your visibility on Google searches.

You’ll discover:

What Kevin learned from 10 successful consultants about building a successful business
One of the most important decisions you can make up-front to be sure you get in front of your best clients
The benefits of writing a book in positioning you with potential clients
Why you need to invest the time in building a solid network and delivering value without looking for reciprocity
The Task Quotient Assessment, a free quiz you can take to identify the kinds of work activities you enjoy the most

Watch the episode:

Connect with Kevin

Magna Leadership Solutions
Free Task Quotient Assessment

Get this free PDF.

Give it to the leaders you work with!

Kevin’s Website

038: Why Emotional Intelligence Matters

by Amy Sargent

Have you wondered why so many experts stress the importance of having high emotional intelligence (EQ)? My guest Amy Sargent makes the case in a very compelling way. I loved that her own EQ skills are highly evolved, and she provides concrete examples to illustrate how you can use EQ in everyday situations. As Executive Director at the Institute for Social + Emotional Intelligence, Amy helps lead online programs for leaders, coaches and HR professionals.

You’ll discover:

The four separate aspects of emotional intelligence
What can go wrong when someone’s EQ is low
The role of self-awareness in managing your emotions
How 3 managers were on the brink of being fired and why developing EQ helped them keep their jobs
One thing you can do at the end of each day to increase your own EQ

Watch the episode:

Connect with Terry

Institute for Social + Emotional Intelligence

Get this free PDF.

Give it to the leaders you work with!

Amy’s Website

037: How to Network to Get A Steady Stream of Introductions, Referrals and Sales

by Steven Crawford

Want to find out how to network so effectively that you regularly get introductions to your ideal clients? Come prepared to take notes as you listen to my interview with Steven Crawford, as he reveals many of the brilliant strategies he uses to land more clients. Steven is the Director of Sales and a senior consultant with McGee Productivity Solutions based in Denver, Colorado. He manages a team of 12 consultants who have responsibility for sales in addition to the delivery of their consulting services. You’ll love Steve’s approach to getting introductions, asking for referrals and building a powerful relationship in your initial conversation with a prospect.

You’ll discover:

How to replace a selling mindset with one focused on relationship-building
One question you can ask to open a conversation that’s guaranteed to engage the other person immediately
Two obstacles that can hold you back from making appointments…and how to get past them
Steve’s very effective process for requesting referrals, researching the referred person and then following up with both people
Innovative ways you can use LinkedIn to become known by your potential clients

Watch the episode:

Connect with Steven

McGhee Productivity Solutions

Get this free PDF.

Give it to the leaders you work with!

Website

036: Increase Your Sales with Honest and Effective Conversations

by Todd Holzman

Want to find out the two big mistakes that leaders and salespeople make in the area of communications? You’ll learn the answer in my interview with guest, Todd Holzman, CEO of Holzman & Company. Over the past 25 years, Todd has worked with 25,000 leaders and salespeople to help them improve the quality of their conversations. He’s discovered that, across all industries, countries and cultures, there are two errors that get people into trouble. Todd doesn’t leave you hanging about the solution. He shares a simple three-step process for structuring conversations that keep your potential clients engaged and build your credibility…and this process works equally well with friends and family. Todd and his 13-person global faculty consult to some of the world’s best companies in the Fortune 100 and Global 1000.

You’ll discover:

How taking a risk by telling a potential client the truth helped Todd land his first big contract
The importance of having conversations that uncover the real issues
Why it’s helpful to talk with potential clients as if they’ve already hired you
The kinds of questions you can ask to reflect an attitude that’s kind, gracious and shows empathy
How to make yourself confrontable so clients see that you’re comfortable in being wrong

Watch the episode:

Connect with Todd

Get this free PDF.

Give it to the leaders you work with!

Todd’s Website

Holzman & Company