0008: How Vital Branded Content is To Your Business with Leadership Expert, Speaker & Author Terry Bean

Intro  [0:00]  

EA Interviews, episode eight. Inspiration, transformation, success stories and the Imperfect Action Round, seven days a week. Join Mario Fachini for today’s Expert Authority Effect interview.

Mario Fachini  [0:13]  

Welcome to Expert Authority Nation. We’re here with Terry Bean, network expert, best selling author, international speaker, and personally, he is probably one of the most connected people you’ll ever meet. But, what I like about him and why I even invited him on the show, is because he’s a cool guy. I’ve known him about six/seven/eight years, maybe ten, something like that, just round up or down, whatever you want to do. But there’s very few people that I want to have in my life continually. You know, they say people are in your life for a reason, a season or a lifetime. And without a doubt, I know Terry’s going to be in a lifetime be…. not because of what he does, which is impressive- cofounder TEDx Detroit, but who he is. So, I’m excited to bring them up, but first, let’s thank our sponsor.

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Mario Fachini  [1:22]  

All right, here he is. The man, the myth, the legend, Mr. Terry Bean. How are you doing Terry?

Terry Bean  [1:27]  

Man, with an introduction like that how bad could I possibly be, Mario? Good to see you, buddy.

Mario Fachini  [1:33]  

It’s good to see you. Glad we’re making this happen. It had absolutely no issues. It was seamless.

Terry Bean  [1:39]  

No, it was perfect. Technology never fails you. Everything goes exactly how you want it, every time you want it to go that way. It’s never ending.

Mario Fachini  [1:46]  

I love predictability, and that’s why we’re here. So you know what? I’m going to predict the next question and, I have people on the show, and they tell me their strategies, their tactics, all this nuancical stuff. And, that’s what you see most shows, but I want to dive deeper. So, that’s why I made it this way. I want to know, what’s your inspiration? What made you want to be an entrepreneur? Tell me about your story.

Terry Bean  [2:11]  

That’s a good question, man. I… you know what? I’m almost one of those accidental entrepreneurs. Now, I’ll tell you, I had a father who was entrepreneurial, owned his own business. So, I watched that, but you know, people sometimes get into the entrepreneurial space with the idea that they get to set their own hours and make as much money as they want to make and do the things that they love to do. But, if you actually watch entrepreneurs up close and personal, you know that they’re working Monday through Sunday, right? That they’re working 12 hours a day, and you get to pick what 12 hours, but they’re working all of them, you know that they’re the last ones to get paid. So, that’s not the inspiration, right, that’s almost like the scared straight program. So for me, i…to some extent, I’m a little bit psychologically unemployable. I’m not… I’m not always the smartest guy in the room, but I’m usually one of those guys. And if you watch enough people, make enough mistakes and not follow the advice you give them, you just finally think I could be doing this on my own. Why aren’t I? So my first… my first foray into entrepreneurship, I was 28 years old. I was working in a recruiting firm. I had a better mousetrap than the firm I was working with. And so I decided to kind of put my money where my mouth was and took off, right. Started my own firm, did some really cool stuff down in Columbus, Ohio. Had a blast. Moved back here to Michigan, and it… got a job, which was kind of a mistake. Fortunately, that job ended and boom, next thing you know, you’re an entrepreneur again, you know, because it’s just that way. Sometimes I think people are predetermined are psychologically wired for it.

Mario Fachini  [4:03]  

Well, I love this story, because I can relate to it. And I remember when I was working places going, why the heck are we doing this? This makes absolutely no sense. Because that’s the way it is -not for long.

Terry Bean  [4:18]  

That’s the way we’ve always done it. Yeah, man, man. Listen, if that’s the… if that’s the answer to the question, you’re either A- not asking the right question or B- need to get the hell out of that room.

Mario Fachini  [4:29]  

Fast. I like number two. So let’s talk about now you’re an entrepreneur? Who do you help? And how do you do it differently from everyone else in the world?

Terry Bean  [4:40]  

You know, I don’t know that I do that differently than everybody else in the world. So I don’t want to pat myself on the back. But I’ll tell you what makes me a little bit unique. I have a really good listening skills. I pay really good attention when people are talking; I’m super present. I pick up on the nuances that most don’t, and really, I have a… I have a strong gut instinct about how things should be done. And that’s true, because I end up just channeling information. So, as my clients, right, small business owners, maybe some high-end sales people, some folks that are you know, they’re either selling a product or a service, right. Ultimately, that’s what it comes down to, they’re probably under $10 million. That’s kind of the target folks there is I’m dealing with them and understanding their challenges, ideas and thoughts are being channeled through me that I just spit out instinctively. And I say it in some way with such conviction that those who implement end up finding good fortune. I in fact, told my clients that I’m like a magnet, right? I’m a magnet they can carry around to attract new opportunities to them – almost like a good luck charm.

Mario Fachini  [5:54]  

I like that. And what I love about you is you’re always giving you’re always sharing, if there’s someone that needs some extra promotional advertising, you on LinkedIn, Facebook, everywhere I see you, you’re always promoting someone else. Hey, look at this person, look at that gal, look at that guy. You’re always going willing to go above and beyond to promote other people, their events and you know, that’s one of the things I liked about you. Because in business, there’s so many people that are going, it’s all about me, it’s all about me, look at me, it’s all about me. And it’s like no one cares. They want to know what’s in it for them and you epitomise that of always looking out for the other person. So let’s talk about some of your clients. What…What… I’m going to ask you two parts, the specific results that they’re struggling with A, B, or C, you help them and what are the specific results? And then when we finish that, I’m going to ask you the best success story you can think. So, someone coming to you and I know you have your LinkedIn mastery training, and you help people with LinkedIn, when they come to you, what can they expect when they take your training? How long does it take them? And what are the results?

Terry Bean  [7:18]  

You know, it goes… there’s a couple of different ways I’ve got some programs that are longer. But if we’re just doing a training, that’s probably a three to four hour session, where what happens is they know that they have to reach an audience and they’re having a hard time doing it. What I tell people about LinkedIn is it is the ultimate business to business connector. If you’re a retail shop, it’s probably not the space for you. But if you’re selling the business professionals, especially a service, maybe a product, 500 of the Fortune 500 are there, right? You have titles, you can do search. Listen, LinkedIn understands search in such a way that if Facebook understood search the way LinkedIn does, LinkedIn wouldn’t exist. I want you to think about that for a second, right? LinkedIn is that good at it, that Facebook could have wiped them off the planet- if they would have done that. They don’t, they can’t, they won’t. So, LinkedIn is powerful. But it’s also powerful to be found. Most people look at LinkedIn as a resume database, they just put their stuff up there, set it and forget it like it’s a late night infomercial, and never come back. The key is LinkedIn has become significantly more social in 2018. And it’s only getting more so. In fac, I was just chatting with a buddy of mine on LinkedIn, I gave a presentation this morning, I updated a presentation I gave a few months ago, LinkedIn had grown by 62 million people in that time from 500 to 562, in a four-month period. And that stat 562 was from the middle of September. My buddy that works there said, Oh, look, we’re over 590 million right now. They’re going to have 100 million increase in users this year alone, which is pretty significant for a tool that was thought of as a resume database. So what are the results? The ability to connect with your ideal clients, the ability to connect with your ideal partners, and the ability for both of those folks to be able to find you, as well as you having a strategy to find and connect with them.

Mario Fachini  [9:25]  

And that’s, that’s very paramount for any business. And I know so many people that struggle with that. I remember when I heard about LinkedIn, like you said, it’s, you know, it’s not a resume anymore. It’s so much more than that. So you would… I’m gonna elaborate on something here. I know you have your speaking and your training. And you mentioned you have some other programs. Why don’t you mention some of those and feel free to talk about them.

Terry Bean  [9:50]  

Yeah, you know, what I’m really doing and where I’m focusing most of my time, I’ll still be speaking I’ll still do some coaching for very specific people. But where I’m spending most of my time right now is this company called ‘One’. We are doing a branded content play, right. So we’re taking influencers and folks that have a little bit of a network that don’t have the way to monetize those folks, and giving them the opportunity to make money from the connections they have, by you know, sharing the goods. We get clients that want to get some sponsorship opportunities, get their brand in front of audiences, in really unique ways. You said it earlier, man. If I stand here and tell you how great I am, or if I stand here and show you a video about the work I do. Yawn, that wasn’t an Indian move -although I’m Native American so I can pull that off. That was a that was a Yawing move just for those watching. It’s boring. It’s not inspiring. Nobody gives a shit. Let’s just call it what it is, right? It’s not shareable content. It’s not something that really engages and drives people to take action. You put something together, that’s cool that people are going to share and you become affiliated with that. You get that lift right… that rising tide riser. That was it. How’s it saying go?

Mario Fachini  [11:08]  

Rising tide rises all ships?

Terry Bean  [11:11]  

Yeah, that’s what I was gonna say. But that doesn’t sound right. But I think that must be it right? Because we both said the same thing. Oh, John Kennedy, you and your quotes.

Mario Fachini  [11:21]  

So one, he is for people with networks. Do you have a ballpark size as far as someone listening and watching this that says, Well, I only have X amount? Because I hear people say, Well, I only have 150 people on my email list. Well, that’s better than none. And I have other people that say, Well, I only have 35,000 on my list. I don’t have enough. So it’s always this relativity point. What size…If we’re… what’s the best? What should someone be aiming for? And who can you help?

Terry Bean  [11:53]  

That’s a fantastic question, because that leads back to one of the first conversations and the oldest debates that I know of on LinkedIn, then, in that debate is the quality versus quantity debate. You can have 150 people in your email list or connections, and think you don’t have anybody. But all of those individuals are active, they’re engaged, they pay attention. They know who you are, what you do what you’re about, you send them an email, they respond. You could have 35,000 people in your network, who every time you send a message, they hit the delete button, right? They couldn’t unsubscribe fast enough. They just haven’t gotten around to doing it yet. And so to me, influences in as much of a number as it is impact. So I really…and it’s funny, you ask that question, because we were just talking about it in the office an hour and a half ago. And we came to the conclusion that there really isn’t a number. There’s… there’s the activity, there’s the engagement, there’s the action, there’s… there’s somebody doing something as a result of what you did. That’s what an influencer is, not so much the guy with 10,000 or 40,000 followers. How do you define it? You’re in the influencer business…

Mario Fachini  [13:08]  

It’s interesting, because obviously, the bigger list you have, the better your network is your net worth, but absolutely 100% quality. And it’s interesting, because I’ve had people that have been following me for years and every time I put something out like you’re saying, they love it. I’m excited when this is rendered and out there because I know people are going to love it. Because you’re here and we’re given great content. And there’s other people like yesterday, we were testing this out, let’s say and right when we’re done, there was an email that said lead unsubscribed. Now you can look at that and go, Oh, no, I lost one person on my list. I looked at it and went, this is freaking fantastic. Who is this person? They did the work for me. I don’t need their realize if they’re a good prospect or not. I looked him up. I looked on Facebook, LinkedIn by email and name. I don’t even know who they are. Thanks for purging yourself. Now, I don’t need to do it next month. So you know, some people get bent out of shape about that. I’d rather have 100 people that appreciate it and implement than 10,000 that are, you know, just I’m here to get free stuff, if you will. So all right. So Onenie and LinkedIn. What is the best case study success story you’ve seen with them?

Terry Bean  [14:35]  

Wow. So you know, it’s funny, because you asked that question and I was going to go a totally different direction. I got a… I got a buddy of mine that I helped change the course of his business through something I’ve done once and only once. But we’ll save that story for another time. I think the best case study for… for Onenie is what we’re doing with music. We’re putting together some live music shows. Right? And it’s been growing over time we’re…we’re in month four. And it started off kind of small, right? 800 people, 800 viewers that are watching it and taking a look at it. The next month, it was just over 2000. A month after that it was almost six, we just had our last one, it was about 11,500 viewers, right that are on watching the show live. We do it out of the Russell Industrial Center here in the Detroit area, which is kind of a cool little studio place with a dude named T-Money green tea money was a guy that was kind of responsible for the whole g-funk sound. So I go back to Nate Dogg and Warren G. Regulators mount up. That’s T-Money…

Mario Fachini  [15:46]  

Mid 90s. I remember that.

Terry Bean  [15:48]  

Yeah. Heck yeah, you do. He was the guy that said to Dr. Dre, you got to get these drum machines the hell out of here and let’s get some real musicians in. So he was the band leader, the Director of Music for all the Death Row Records. Alright, so we’re associating our clients to that, because it’s hip; because it’s cool. And they’re getting Lyft as a result. Now we’re putting in YouTube pre-roll. We’re doing this for a law firm, it doesn’t even like… logically it doesn’t make any sense at all. But the guy that’s the lawyer knows that if he wants to compete with the Sam Bernstein’s, and I’m really Detroiting the show up a little bit, my apologies.

Mario Fachini  [16:27]  

I’m all about it.

Terry Bean  [16:28]  

…wants to com… Yeah, right. We’re here. If he wants to compete with Sam Bernstein, he’s got to do with Sam’s not doing right. And he doesn’t really want to compete with him, because he’s not going to spend that kind of money. He’s got to do different stuff, right, that captures people’s attention, and reaches a little different audience than… then those folks are gone. So we’re having some great effective and impact with that.

Mario Fachini  [16:51]  

That is exciting. And you gave me an idea. And when we’re done with this, I’m going to share it with you, someone I want to connect you with.

Terry Bean [16:58]

Love it, love it, love it.

Mario Fachini [17:01]

So…

Terry Bean  [17:02]  

…it’s fun.

Mario Fachini  [17:03]  

Let’s get into your book, what has your book done for your business?

Terry Bean  [17:09]  

You know, to some extent, I think it’s a great way to extend the reach, right? I can connect with people and they can find out a little bit about me, my thought process, how I think and who I am through the writing. But more importantly, they can learn how to be connected, right? That’s the title of the book, ‘Be connected’ and the book looks at the five areas to me that are really important and relevant about networking, things you need to do before a networking event or going out and networking, things you need to do at the event itself. Things you need to do after networking takes place. Things you need to do to network online. And then most importantly, to me anyway, why networking works. And it’s really the universe’s relationship to networking. So it gets a little… little wooy-jooy, a little whoo, whoo, if you will. But it’s… it’s… it’s really got that universal law configuration to it. So it’s… it’s lend credibility, right? When you tell people you’re an author, as you know, Mr. international bestseller, it changes the conversation a little bit, right. It shows too that you have some sticktoitivenesss, right? It’s like, it’s like getting that college degree, whether you want it or not, at least you’re finished the darn thing, right. Same thing with writing a book. It… it’s gotten me on some stages that I probably wouldn’t have gotten on. It’s had me and some conversations that I may not have had otherwise. But the whole thing was based on training. I was doing live and in person, you know, sometimes three people in a room. And I don’t know if you ever spoke to the three people in a room, it’s a little lonely out there. But it’s a…

Mario Fachini  [18:53]  

Five…

Terry Bean  [18:54]  

Five, that was… that’s the minimum eh? Yeah, you gotta set one.

Mario Fachini  [18:57]  

Just turn it in love workshop.

Terry Bean  [18:59]  

Yeah, exactly. It allows you to not have to keep doing those small events right? Buy the damn book, and it will be cool. But it’s been great. And then it’s, you know, and I know, you’re gonna bust my chops about it. So I’m just going to go ahead and preempt this. I got to finish the other book, right? I gotta finish the next one, or the other one that’s behind that and get those out. But it’s one of those things where, you know, was it…. was it?Robert Kiyosaki ? Right? ‘Rich Dad, Poor Dad’, one of my… so I’m reading this book, and it was right after mine released. And he was talking to the young author, who was talking about writing a book and what a great writer she is, and how it will be super awesome. But she can’t sell doesn’t like selling doesn’t want to sell. And in the book, Kiyosaki says, you see what it says right here? It doesn’t say number one best book writer. It says number one best book seller, right. And so if you’re not willing sell the book. There’s no real sense in writing the book. And that’s a that’s a key component when people are thinking about taking that up.

Mario Fachini  [20:07]  

I agree. 100%. And I share that same story, too, because there’s typos and Vine. And there’s typos in my speech here. And what… I appreciate you for saying, oh, wow, that’s a really great question. I’m thinking, yeah, if I didn’t stumble the first 20 seconds of it. But that’s the thing is when you want to get out there and you have a message, you can’t worry about all the details and all that. So I’m not going to bust your chops about doing the book because I know people that always say they want to do it, and never do but they’re not focusing on anything else, you are. And there’s other people…

Terry Bean  [20:43]  

That’s true…

Mario Fachini  [20:44]  

Every six months, they’re kicking off a new book, I’m like that’s a lot of work. What did you maximize the first one you have? So there’s all different ways to go about stuff. So, you know, what’s your goal? It’s not someone else’s. If you’re on track, you’re happy with where you’re going? Then you’re successful if you ask me, because there’s a lot of people that are always looking to ticky-mark that checkbox and it’s like, great, you got 400 trophy awards, but you’re not happy. Well, you’re kind of missing the point if you ask me. But maybe that’s on a different show or another episode.

Terry Bean  [21:18]  

That’s going to be a good conversation, though, man because I’ll tell you what, success to me is whatever makes you happy. Living your life on your terms. Anything other than that, you can we can debate it all you want but ultimately, that’s the… that’s the goal. That’s the goal.

Mario Fachini  [21:37]  

How much are you going to be taking with you when we leave here?

Terry Bean  [21:40]  

Like virtually all of it. And by all of it? I mean, zero. Like, I don’t know… I don’t know the answer that question for obvious reasons, but my best guess is: I don’t even know that I’m gonna take the thoughts I have about the idea of not being, right. I mean, if I took a lot, it might be that, maybe a couple of memories, but I’m guessing probably not so much.

Mario Fachini  [22:08]  

Yeah, people treat it like we’re going on a trip to Florida or California, like how many bags can I pack? If I carry all this crap with me, I’m gonna have a good trip. It’s like, no, you’re just weighing yourself down and gonna hurt your neck carrying it.

Terry Bean  [22:20]  

Seriously, man, I joke about that all the time, when people show up with all the baggage that they’ve been carrying around with them for all their lives. I’m like, just set that shit down in the corner, man. You know where it is, don’t carry it with you go visit it whenever you’re feeling sullen or bad or sad or whatever. But don’t bring it with you at every interaction. You know, people like this they show up in their baggage is in the room before they are like, Oh, man, you can just sense that crap energy before it even shows up.

Mario Fachini  [22:49]  

Yeah, that… I mean, that’s a good networking tip in itself. Because if… you know, I heard when someone calls you, or when you call someone you want them to go, Oh, I’m so excited that so and so. And I would say, I’m very thankful. Because while there’s not I haven’t done everything perfect when I was calling people to say hey, I have a new show, I’d love to have you. There wasn’t anyone going? Oh, everyone was genuinely excited. And I know there’s other people that they I mean, you… like you said you feel them in the parking lot and you’re going crap, I think it’s time for bathroom break or to go find the food or the exit. So everyone’s worried about all this stuff. What can I do for my business? It’s not what you can do, but what can you be? And I know you relate to that.

Terry Bean  [23:41]  

Listen man, that’s… that’s what it’s all about. We spend too much time doing and not enough time being. And I… you know, it’s on my… it’s on LinkedIn from I don’t know if it was last week whenever I posted a picture of my old license plate and said, What do you think this stands for? Its n-o-w-h-o-u-r? Right and so you know, I get a lot of guesses that ‘now hour’ which…listen, doing shit now is great advice. You really should you should get on it, right? And I’m a… I’m the type of guy that if I don’t do it now, the likelihood of it getting done steadily declines over time, right. So I… you and I are very similar. When we’re checking stuff when we’re going after it, we get it done. And then we move on to whatever’s next. And maybe whatever’s next has nothing to do what we just did. But, that’s not what ‘now hour’ is it’s actually forwards. So, have I given people enough time to think about it, you think? Think so. All right. So it’s ‘know who you are’. Once you know who you are, you can spend that time being who you are.

Mario Fachini  [24:48]  

I like that.

Terry Bean  [24:49]  

It is important.

Mario Fachini  [24:50]  

I like that. That’s going to be in your new book?

Terry Bean  [24:53]  

It’s…it might have been in the old book actually. It’s been around for a while my license plate was on my 2008 Dodge Charger.

Mario Fachini  [25:01]  

Sweet car.

Terry Bean  [25:03]  

Snow Challenger.

Mario Fachini  [25:04]  

It’s still great content. And that, like I was saying from the beginning when we first met years ago, I’d noticed that instantly and it hasn’t changed. So this is kind of a lot of fun. So, your book is good, and people should get it. And let me ask you about video. What has that done for your business? How do you use it?

Terry Bean  [25:26]  

You know, I could use it better. There’s no ifs, ands, or buts, then. But I use it all the stinking time. I’ve been making videos since I had a Vimeo site in 2008. And I’m the kind of guy that will take the camera, spin it around, start talking hit the record button, hit the record button to stop it, post it and then think oh gosh, I wonder if I should have edited that. I wonder if I should have thought through that a little better? Oh, well, too late. It’s already up. Right? So I’m a… I’m a ready, fire, aim guy, right. And I don’t necessarily recommend that, but back to getting it done now is significantly better than waiting until next week to get it done right. And so I’m a firm believer in that. So one of the things that I’ve been messing around with this past summer is video on LinkedIn actually started doing it about a year ago. And I noticed that they really favor when you post a video directly to LinkedIn. So I posted one yesterday, and it was horrible got like zero views. And by zero I mean like 300, right? It was it was poor performance. You know, typical video for me is getting between eight and 1200 views. Some of them will catch them go the three to 5000. And if you’re watching this, I’m not pretty like Mario I look like this, right? I know and I’m not the handsome fellow. So I don’t have that good advantage that Mario does. Or some other…

Mario Fachini  [26:57]  

You’ve got that sharp dressing and you’re good looking. I don’t know what you’re talking about. I noticed your shirt when you got on here. I was like shoot should I have worn my pink one?

Terry Bean  [27:04]  

Pink pals. That would have been so cute, man.

Mario Fachini  [27:08]  

We gotta do the high five like before.

Terry Bean  [27:11]  

Yeah, it’s like… my partner was…he was talking about that the haptic high five, right. So you guys nailed it like that? Good. I didn’t know that was the thing. But so videos been cool, man. And if… just did this training today. Listen, you’ve got to get comfortable with the idea of being on camera. And here’s the thing, if you’re not turn the camera around and take a shot of whatever you’re looking at, and just talk. It’s still you doing something on camera. People want to see it. Keep it tight. One of the reasons that video yesterday didn’t go off as well, it was long. It was like four minutes. Right? It was sunk for LinkedIn. You can put four minutes on YouTube. Right? Yeah, right, exactly. But that’s how it is we have no attention span anymore. The Social Media Examiner guys, you know,r Michael Stellzner know, you know the name, probably come across that huge social media guys, they pulled three of their four shows from Facebook, because nobody was watching them anymore. They don’t do their long form shows there anymore. You can do one to two minute videos on Facebook and LinkedIn, the one minute video on Instagram, and all of those can drive back to your longer form programs on YouTube. That’s the strategy that you need to be focused on.

Mario Fachini  [27:53]  

Well, I appreciate you for sharing that. So how vital would you say branded content is now that you’re talking about the importance of video?

Terry Bean [28:44]

It’s… it’s… it’s where it’s at, right. And again, I go back to the whole idea is you can’t be doing the step by step. This is our unique process and our unique value proposition or sales proposition and this is who we are, and this is what we do. That’s not what we’re talking about. You gotta be finding cool things that are going on, showcase that and then have your name associated to it. That’s… that’s what’s up. You know, we talked about in the office, we always use the American Idol example. Right? You know, Coca Cola doesn’t even have to advertise on American Idol anymore, because the judge has a can of coke sitting in front of them. You’re watching Coca Cola that entire time. I remember when I was a little kid the movie E.T came out I’d never heard a Reese’s Pieces until E.T came out and then Reeses Pieces were flipping everywhere. That may have been one of the first examples of product placement. Certainly the first one I remember it all but it’s it’s a early one that was effective. Right? And that’s what we’re talking about. It’s… it can’t be…if they’d done a Reese’s Pieces commercial, nobody would have cared two licks. Right, they would have been swallowed up by m&m. But instead, here we are, man.

Mario Fachini [29:59]

Well, I…I’m excited for what is coming up, because the first half of the show has been solid gold content, #solidgold. So we’re going to thank our sponsor. And when we come back, we’re going to going to go into the imperfect action items with the bonus round…. the bonus round, whatever. So bonus when you were talking in perfect bonus, ready, fire aim. And you’re going I don’t know if I’d recommend that. Oh, I absolutely would. It’s one of the things I teach is imperfect action. Take imperfect action, clearly, you know what I did to pull this off, and it’s been imperfect action. And the thing is, you can always adjust it, you can always you can figure it out is the point. But if you don’t take that first step, you have analysis paralysis. So that’s why the second half their show is all imperfect action. So thanks for sharing. We’re going to thank our sponsor.

SPONSOR – Crystal  [30:59]  

So Siri can help you sound the siren and Alexa automatically accepts answers. But when it comes to business, you need to be clear. Crystal, the Chrome extension that’s going to change your life, make you more productive, increase your profits and give you the peace of mind you deserve so you can focus on what’s most important. The relationship. LinkedIn is no joke, you know, it’s where you need to be. But doesn’t it feel overwhelming at times, downright daunting. Finally, you find the perfect prospect and it’s time for round three, the wonderful world of wordsmithing like Shakespeare in his prime, so you step up to make your first impression. And for once, get ahead this time. Crystal to the rescue personality assessments, predictions in coaching tools to understand anyone’s personality, for hiring, team building, and my favorite sales, all from a simple Chrome extension for LinkedIn. To learn more on how you can increase your productivity, profits and peace of mind today, go to EAInterviews./crystal. Once again, that’s EAInterviews.com/crystal.

Mario Fachini  [31:57]  

All right, and we back. So imperfect action item number one rapid fire, what’s the shortest path to that cash? Everyone listening has a business and they want to know how to make more money. So Terry, how would you suggest the shortest path to the caches?

Terry Bean  [32:15]  

The number one thing that most of my clients and prospects screw up is they don’t go after more business from their existing clients. Right? So figure out what more you can sell to the people that already know, like and trust.

Mario Fachini  [32:29]  

I like it. Alright, so the next one is customer lifetime value? How would you say the best way is to maximize the customer lifetime value? So many people talk about I want to get new clients, I want to get new clients, I want to get new clients. And that’s all well and good. But if you’re on this roller coaster of revenue, that’s not ideal. How do you maximize it and extend the customer lifetime value?

Terry Bean  [32:58]  

You know, a lot of times people look at project-based work, right, and it’s a short term, I’m going to do this one thing, and then I’m going to be off and I’m going to have to find somebody else, I figure out how to take that project, break it into multiple projects or break it into smaller segments. So instead of charging somebody 25 grand for this thing, take that thing and spread it out as $3,000 a month, for the next 12 months. Right. So instead of 25 grand for the project, now you’ve got a $3,000 monthly recurring revenue, which ends up being $36,000 over the course of the year.

Mario Fachini  [33:34]  

I like it. That’s a great suggestion. I was just talking to a client yesterday about continuity revenue, and I recommend it a hundred percent.

Terry Bean  [33:44]  

Well, and it makes it easier for them too, right? Now they’re not looking at having to bite off this big check. They can say oh yeah, sure, we can do that all day long.

Mario Fachini  [33:53]  

All right, so the third and final for imperfect action. What is the biggest problem you see with your audience, and what’s the fastest way they can solve it?

Terry Bean  [34:04]  

You and I talk about this, every time we talk on the phone, man – how busy everybody is. Everybody’s out there like we got to glorify the grind or celebrate the hustle or talk about how busy we are. The reality is, most people are busy, but they’re not necessarily productive. What we really need to do is apply the 80/20 principle to our business, figure out what we’re doing that 20% of the time that yields 80% of the revenue, scrap the rest of the crap, you talk about outsourcing all the time, or iron and done. Figure out how to implement that into your world. Focus on your core strengths that are going to yield the most return for you and spend your time doing that. Turns out your stress level will go down and your income will go up.

Mario Fachini  [34:51]  

I love it that you didn’t skip a beat with that.

Terry Bean  [34:55]  

All right, so that is the final and last question for the imperfect action. Now, how can people get your book? And where should they go to learn more about you? If you go to TryBean.com, you can figure out where I am on the interwebs whether it’s LinkedIn, which is what I would prefer to connect with you. I really liked only connect with people I can tell a story about on Facebook, right? So, odds are you may not be a fit for that. I’m good on Twitter. I’m ‘TryBean’ on Instagram. I’m ‘Terry Bean’ on Twitter, and then onenie.com. Crazy cool content there and growing like a weed every single day. So, super excited about the work.

Mario Fachini  [35:41]  

All right, Terry, thanks for sharing with us. And we’re going to thank our last sponsors. Thanks again.

Terry Bean  [35:48]  

 Fun, fun, fun.

Mario Fachini  [35:49]  

That was fun.

Expert Authority Checklist  [35:50]  

You’re already successful. You’ve worked hard to get where you are. We both know it wasn’t overnight and hasn’t always been easy. No doubt you’re the expert on your subject matter. But, do your prospects in your marketplace think of you first as their go-to trusted advisor all the time? ExpertAuthorityChecklist.com is 100% free and reveals the 21 steps to determine if your prospects view you as the expert and authority of your marketplace or if it’s just all in your mind. Important required steps like do you have a process in place for prospects to self identify if they qualify for your time and expertise? Or not? Does your current offer have the seven components of an irresistible offer required to make it a no brainer for your prospects? Do you have a real life paperback book showcasing you as the subject matter expert you can actually hand someone? Get your free checklist now at ExpertAuthorityChecklist.com. Once again, Expert Authority Checklist to make sure you have the 21 steps covered. It better not be more, but don’t leave those one or two things you may have missing go any longer. Visit ExpertAuthorityChecklist.com and make sure you’re being seen as the expert and authority today. Once again, that’s ExpertAuthorityChecklist.com. Get your copy now.

SPONSOR – Crystal  [37:05]  

So long Siri! Adios Alexa! There’s a new girl in town, Crystal. Personality assessments, predictions and coaching tools to understand anyone’s personality for hiring, team building and my favorite, sales. All from a simple Chrome extension for LinkedIn. To learn more on how you can increase your productivity, profits and peace of mind today. Go to EAInterviews.com/crystal. Once again, that’s EAInterviews.com/crystal.