Exit Coach Radio

Darrell is passionate about helping great companies grow revenue. He’s the author of the best-selling book Revenue Growth Engine, How To Align Sales and Marketing To Drive Accelerate Growth. He’s the host of the Revenue Growth Podcast on the C-Suite Radio Network and the co-host of the Selling From the Heart podcast. He’s a member of the Forbes Business Council and a C-Suite Advisor. As a Revenue Growth Strategist, he gets behind the scenes, rolling up his sleeves to help company owners, sales leaders, and marketing teams build revenue growth strategies.    We discuss: How companies can adjust their marketing and sales strategies to succeed in the post-COVID economy • The law of exponential revenue growth • How to set aggressive but realistic growth goals • What companies can do to finally achieve marketing and sales alignment • Why inbound marketing may not be the best strategy for many B2B companies - and the better alternative • The two most important metrics for B2B companies to gauge success

Rich Cocuzzo is the Founder and President of Sales Velocity Advisors. Providing sales consulting and fractional sales leadership services, Rich helps companies build or lead sales teams to accelerate business growth. ​Here's what we focus on in this interview: 1. How are you helping companies pivot and adapt due to the business disruption caused by COVID? 2. How are companies navigating the change to a virtual Buying & Selling environment? Special Offer: 30 minute free consultation to discuss how to get back on track and achieve your revenue goals for 2020.

If you've listened to the show for any length of time, you'll recognize Vince as a steady source of great business advice. Today we discuss the answers to the following questions:   What do most business owners do when the economy drops? What has history provided us to help owners? What are some of the key areas to focus on when the economy drops?

  Today we have two guests from Family Business Performance Center, Pete Walsh and Marc Ottestad. Marc has been working primarily in the Christian leadership development space and is a prominent Convene member. Before moving into coaching, Pete had dealt with a lot of firsthand pain and frustration working in a 90 year old family business. They both seek to smooth out the tender familial relationships and lead families to lasting peace and prosperity.    In their interview, Marc and Pete discuss some of the strategies they use when coaching. Their model is based on intentional practice and rehearsal, citing the NFL as an inspiration. They discuss the importance of having an objective voice in the room when dealing with issues within a family. At the end of the day, we all want to have success in our home and business lives, and if these two areas intersect, be sure to tune into Marc and Pete’s expertise. 

Back with us once again is Vince Mastrovito, Exit Planner at Prometis Partners. Vince is a serious succession planner: he’s a certified business exit consultant, CBEC, a certified exit planning advisor, CEPA, a certified value builder, CVB, a certified disc plus coach CDVC, and 2019 Member of the Year at the Exit Planner Institute. He brings enthusiasm to finding creative solutions for each of his clients and helps them understand and identify what their value is to move them forward. Vince offers some ways to increase business valuation by lowering your bottom line.    In his interview, Vince discusses the importance of evaluating your business expenses, especially during COVID. He outlines some areas that may seem small but can add up to big savings on your bottom line. Vince also discusses why it is crucial to separate business expenses from personal expenses. He also suggests getting your debt taken care of well before planning an exit, as it can prolong the succession process. Lessening your expenses

Paul Wirth, Founder and Chief Facilitator at CEO Axxess, is in the business of helping companies create clients for life. Originally trained to facilitate CEO round tables, he now has over 35 years of experience, from working with start-ups to Fortune 500 companies, and so much more. 68% of clients will leave due to indifference, and it costs 6-7x more to get a new customer than it does to retain an existing one. These statistics can be daunting, but Paul has crucial strategies for keeping your clients on board.   In his interview, Paul discusses the client experience and how it relates to their retention. While technology can aid, creating a unique experience for customers is key to get them to keep coming back. Paul explains the EOS Software and how it can contribute to customer loyalty and he also shares practical examples of companies that do this right. Paul also dives into the importance of being a part of Mastermind Groups and how they contribute to heightened success. In our time of commodity-bas

  Click here to read this episode's transcript.   Landon Yoshida, Principal and VP of Wealth Management at Apriem Advisors, believes in serving first and selling second. Apriem has been named on Financial Times FT 300 list for the past two years. They attribute much of their firm’s success to the firm’s dedication to customer service, focusing on retiring industrial workers in Southern California. Landon used to work at a larger firm but sought instead to work in a setting in which he could really get to know his clients and their needs.    In his interview, Landon discusses reasons why a solid relationship with your wealth manager and other advisors is crucial. He talks a bit about what led him to Apriem and why it is more fulfilling for both client and advisor. Landon also sheds light on what it takes to make a successful retirement plan. In a time full of insufficient, impersonal automated services, hands on customer service from people like Landon is essential.   1-Minute Sections: 5:50-6:54: Co

To Read This Episode's Transcript: Click Here   Julia Wuench, Founder of The Authenticity Guide, and Contributor to Forbes, is passionate about helping her clients find more fulfillment in their work life. She does this by introducing more human connections, both externally and introspectively. The Authenticity Guide is a career coaching firm that specializes in problem-solving in the business world. Julia focuses on a more human-centered approach, utilizing tools like connection, communication, and collaboration.    In her interview, Julia discusses the extreme value of human connection. She related this to the current COVID crisis and how you can improve your connection, both to others and yourself. Julia shares some ways she’s helped people pivot their careers to a passion they can monetize, regardless of age. She shares valuable advice for anyone who is unhappy with their work-life, as well as a generous offer for our listeners. Do yourself a favor and listen to Julia’s advice on how to boost your c

Eileen Stephens is a Consultant at Culture Index who is an expert at assembling successful teams. She is in the business of helping business owners put together a strong team that will help them both take over their business and allow it to grow in the future. Using proven assessment tools, Eileen helps make sure people are in the right seats on the metaphorical bus. As Baby Boomers are exiting the workforce, it’s crucial we prepare the next generation to fill their seats.  In her interview, Eileen shares tips regarding business succession and the importance of making good choices regarding leadership staff. She shares relevant examples proving the wrong choice can be a costly one, as well as ways to avoid bad decisions. Eileen also talks about family members and their potential role in business succession. She shares assessment tools that will help ensure everyone is in a position that fits their skills and will help everyone thrive. Eileen’s tips could make or break your transition process, be sure to list

To Read This Episode's Transcript: Click Here Back with us again is Peter Tentler, Certified Reverse Mortgage Professional and Owner of Independence Reverse Mortgage Solutions. Many of his clients introduce him as "The Financial Locksmith®"​ because he can unlock the equity in your home and help secure your financial future. While reverse mortgages may have a negative stigma, Pete knows this isn’t true. He’s been helping people unlock their wealth since 1994 and carefully listens to each client’s individual needs in order to best assist them.  In his interview, Pete gives a comprehensive overview of when a reverse mortgage might be the right solution for you. He dispels some myths regarding reverse mortgages and explains why it may be the first time you get excited about higher interest rates. Pete talks in detail about credit line growth rates associated with reverse mortgages. He also shares some case studies where reverse mortgages overwhelmingly helped families. In a time where the market is down but

To Read This Episode's Transcript: Click Here David Greco, Attorney at RMO, LLP., and Provisors member, is an expert in the realm of trust and estate litigation. Specifically, David focuses on helping business owners protect their business in the event of a tragedy before they retire or sell. A knowledgeable expert in this field is essential to ensuring you, your family, and your business are well-prepared. David has useful strategies for avoiding courtrooms, especially during the extreme backlog of hearings due to the Covid shutdown.  In his interview, David goes over a variety of proactive measures that can help you avoid probate and protect your loved ones. He explains why probate can be costly and extremely emotionally taxing, offering alternatives for both before or after catastrophe strikes. He shares the documents that you should absolutely have in place and keep updated in order to prevent a litigation nightmare. David also debunks why you shouldn’t simply use a template and should always opt for

Bill Ross is a Vistage Speaker, Personal Trainer and Founder of Major League Conditioning Centers (now called Bill Ross Fitness Solutions), author of “The Fitness Puzzle,” and avid fan of hamburgers. He was one of the first strength and conditioning trainers for Major League Baseball players and knows how to get results. Bill’s personal training center focuses on individual attention and education. Bill was ahead of the curve on utilizing 30 minute workouts, and has plenty more cutting edge philosophies on nutrition, habits, and exercise to improve your fitness and well-being.  In his interview, Bill describes his tested theories on what he calls “The Fitness Puzzle.” While we have been conditioned to think of calories as the key player in fitness, there are actually many other factors involved which must remain in balance with one another. Bill explains what happens to our bodies when we exercise and why 30 minutes is the ideal amount of time. He also dispels some myths about caloric intake and explains

Back with us again is Shannon Peck, Talent Strategist and Hiring Exert at Wejungo. Shannon focuses on helping clients build a positive culture, streamline their hiring processes, and execute recruiting strategies. At Wejungo, they aim to join people together by hiring most effectively. She is also a Provisors member and her area of expertise could make or break your business transition. In her interview, Shannon dives deep on the importance of careful hiring practices and talent management. A bad hire can be a costly mistake, and it is well worth learning strategic hiring practices. It is essential to have specific processes in place for hiring, as well as meaningful assessments for retaining employees and forecasting future talent needs. In a business succession, your biggest asset may be your employees, and cultivating a devoted, synergistic team is essential to high valuation and lasting success. 1-Minute Sections:  5:21-6:20: Why you should build documented hiring processes that are repeatable. 9:13

Loreen Gilbert, Provisors member and CEO of WealthWise Financial Services, is in the business of wealth management and financial planning. Forbes recently named her one of the Top 1000 Female Advisors of 2020. Loreen’s focus has been working with business owners, key executives, and women, finding ways to help them with income and estate tax mitigation. She started her firm almost 25 years ago and has ambitious visions for her company of expanding through acquisition and merging wealth management practices.  In her interview, Loreen explains the importance of building a collaborative, cross-disciplinary team to manage your wealth. While her firm focuses on financial planning, she has the resources to connect her clients to the additional resources needed and aims to expand into an all-encompassing financial service firm. She shares some insight into the global market right now and has some much-needed guidance to offer investors. Loreen’s expertise is not to be missed. 1-Minute Sections: 3:18-4:35: Statu

Eric Seropyan, President of This is My South Bay, is an SEO expert at his digital marketing agency. Eric also teaches part-time at Orange County Search Engine Optimization Academy. By taking advantage of Google’s algorithms, you can get free traffic to your website. Eric knows that this traffic can be a game changer for small businesses.  In his interview, Eric gives an overview on search engine optimization and why you need to consider it. Without proper SEO, it will be extremely difficult to have a successful online presence. In the increasingly digital age, this aspect of your business is absolutely worth spending some time, money, and effort. Eric shares some tips for getting the attention of both your clients and Google’s algorithms in order to boost your search ranking. The next level of marketing will be marked by the ability to drive people to take digital action, so be sure to get ahead of the curve and listen to Eric’s knowledge. 1-Minute Sections:  2:02-2:56: What is Search Engine Optimization

Ben Krueger, Founder of Cashflow Podcasting, is a podcast educator who helps people develop their own podcasts. After an internship, Ben took over production on the company’s podcast and eventually found himself helping others start their own. This marked the start of his company, Cashflow Podcasting, where he helps topic experts with the processes which enable a successful podcast. Ben knows the value of a podcast for maintaining a strong network of relationships. In his interview, Ben explains why now is a great time to start a podcast and shares an overview of the fundamental principles of podcasting. He discusses why podcasts can become an important branch of your marketing department. Ben shares tips on how to be a successful podcast host regarding mindset and intention, as well as the recent transformation of the state of the world for notorious speakers and why they should turn to podcasts. He also explains why podcasting can help build trust within your network and how this eventually translates to

Ryan Skinner, Founder and Co-Owner of Summit Financial Partners, is in the business of dedicated retirement consulting. Ryan also is the author of best-seller “Taking Stock.” He took an early interest in the stock market and sought to help people find financial security. Ryan eventually decided retirement planning was his passion and he now helps ensure families can protect their wealth and live comfortably when retired.  In his interview, Ryan shares a variety of reasons why business owners can benefit from using insurance policies. There are so many different types of insurance policies, and it is crucial to use a competent professional who can build a plan that best fits your needs. Careful planning can protect and create a legacy for your loved ones. Ryan truly puts people first in his work, tune into his expertise for an overview on how insurance can impact exit planning. 1-Minute Sections: 7:53-9:01: Comments on the many reasons why business owners should use insurance policies. 12:34-13:22: Peopl

Back with us again is CEO and Founder of Leggett Sales and Provisors member, Brad Leggett. Brad has been in sales since age 16, and through his career has worked in nearly every aspect of sales. He now specializes in building leading high performance sales teams by determining their team development issues, then developing and implementing solutions for them. Brad has some new ideas you can implement for increasing sales in the current crisis.  Brad packs a lot of potent information into his interview, including strategies for increasing sales, things that aren’t so different, and tips to master the digital space. He discusses the importance of internalizing that you can be successful in this time, as perception can sometimes be more powerful than reality. Brad shares powerful tips for making yourself stand out on digital platforms, as well as ways you can re-structure your day for maximum efficiency. He also talks about ways leaders should approach potential layoffs if they are absolutely necessary - and

Alison Gokal, of Gokal Law Group, Inc. is a Personal Injury and Trust Litigation Attorney and Provisors member. She is a self-proclaimed warrior for the injured and wronged, seeking to bring justice through litigation. After experiencing trauma caused by a manufacturer’s negligence as a child, she has made it her personal mission to ensure manufacturers are held accountable and aims to right their wrongs with all means available. Alison uses a business model which enables her to provide justice not only for those with the means to hire an attorney, but for anyone who has been wronged.  In her interview, Alison speaks to the importance of justice. If a business or individual has put their own greed and interests over the safety and well-being of people, they must be held accountable. Alison knows they can’t undo what happened, but knows they can ensure it won’t happen again. She provides useful tips for what you should do if you may have been wronged by a manufacturer and identifies patterns that may reveal a

Karen D. Sparks, CDFA, Provisors member, and Owner and Founder of Divorce Financial Strategists, has valuable insights to share regarding the divorce financial analysis process. Before starting her own practice, Karen noticed too many people questioning the choices they made during the divorce process and sought to provide a solution. The goal of her practice is to eliminate the “whys” that may follow a divorce. In particular, she highlights how working with a CDFA will help to provide education and sound strategies that will help you avoid divorce remorse. If you or someone you know is contemplating divorce or currently in the divorce process, Karen’s interview is for you. Karen outlines the full-scope of the divorce process and why starting with strategic financial planning is essential. Everyone’s situation is unique, and Karen does not take a cookie cutter approach in finding solutions that work for everyone. In a life-changing situation such as divorce, you need a grounding, neutral, expert voice to g