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Beyond A Million — Business
Beyond A Million

Brad Weimert, founder of Easy Pay Direct, interviews world-class entrepreneurs to explore tactics & strategies to build 8, 9, and 10-figure brands. Learn more at: https://beyondamillion.com/

All business is the same… but nobody really feels that way. The truth is – the BUILDING blocks of business are consistent across the board. Marketing, Sales, Operations, Finance, and Taxes… Apply to all businesses.

With more than 30,000 businesses flowing through Easy Pay Direct (and the data behind them), Brad Weimert has found a litany of world-class experts to break down what’s working – and what’s not. With clients like Tony Robbins, Dean Graziosi, Hal Elrod and Grant Cardone, Easy Pay Direct is an amazing pool of knowledge and experience to pull from.

Watch, Listen, and learn while you hear experts pull back the curtain and share cutting-edge marketing strategies, the latest sales techniques, the operational tools and tactics that make it all work, and the tax strategies that keep your money in your pocket.

Whether you’re pushing through your first startup and learning the ropes, you’re an established 8 or 9-figure brand, or you’ve made an exit and are thinking about your next chapter… Beyond a Million will stretch your mind.

Be sure to follow us wherever you get your podcasts so you never miss a new episode!

Copyright: © Copyright 2021 and beyond - All Rights Reserved, Beyond a Million Podcast

Latest Episodes:

038: The Psychology of Sales and Influencing Buying Behavior with Michael Bernoff Sep 08, 2022

Show notes

Michael Bernoff is the President and Founder of the Human Communications Institute, a leader in the personal and professional development industry dedicated to creating rapid and lasting change in people's lives.

He believes that communication is an underdeveloped and underutilized asset that, if appropriately harnessed, can help someone achieve anything they want in life. He's used his strategies to help entrepreneurs, athletes, executives, Fortune 500 companies, and more.

Today, we're talking specifically about how Michael's communication principles apply directly to the sales world. Although, selling isn't the term he would use to describe what he does best…

Michael uses the power of communication as a tool to influence people into action. Instead of persuading someone to buy, which he believes serves his own self-interests, he empowers them to make a decision for themselves.

In this episode, you'll learn the language that influences buying behavior, the psychology behind decision-making, and how to use emotion to overcome objections, so you can close more sales.

Key Takeaways with Michael Bernoff

How to charge more by creating extra value upfront—and an example of how to use this sales tactic when a prospect asks, "how much does it cost?"
How Michael piques interest and attracts clients by saying and doing things differently than they expected.
Find out why Michael never tells his team he's proud of them. Use this strategy to empower your customers to buy—not because you told them to, but because they wanted to.
How good can you help somebody feel by empowering them to decide what they want to do?
The psychology behind decision-making and why "I have to think about it" is just a buyer avoidance technique.
Why average sucks and is the metric that controls your level of success in every area of life.

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037: 8-Figure Startups, Building Your Sales Team, and Systemizing Your Business with Ryan Deiss Sep 01, 2022

Show notes

Ryan Deiss has founded dozens of companies and had multiple 8-figure exits. He created a name for himself in the marketing world through startups like DigitalMarkerter.com, War Room, and Traffic & Conversion Summit, the largest digital marketing conversion conference in North America.

In this episode, we talk about hiring salespeople that are the right match for your ideal customers, the importance of building a sales process that doesn't rely exclusively on rockstar sales reps, and why building a brand and marketing are critical to scaling up.

We also dig into Ryan's latest company, Scalable, which helps entrepreneurs build operating systems to scale their businesses without sacrificing freedom. You'll learn all about Ryan's process mapping framework, an approach to document and visualize how your company creates value from start to finish, so it can ultimately run without you.

Key Takeaways with Ryan Deiss

The biggest mistakes Ryan made when he started to serve enterprise-level clients.
Why your approach to hiring and sales needs to change depending on who you're targeting (B2C vs. B2B).
Slow to hire, quick to fire OR quick to hire, quick to fire? Important considerations you should be thinking about as you build your sales team.
Reasons why you shouldn't rely too heavily on rockstar salespeople to scale your business.
Business process mapping to visualize how your company creates value from start to finish.
The million-dollar napkin that allowed Ryan to escape bankruptcy and scale his company.
The 7 levels to scaling a business that Ryan's company teaches entrepreneurs.

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We hope you enjoy this episode and that you find some golden nuggets within this interview. Trust us, it's there!

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036: Z'Tejas, Scaling to $100M, Empowering Staff, and Creating a Culture of Trust with Randy Cohen Aug 25, 2022

Show notes

Randy Cohen is the owner of Z'Tejas (a renowned TexMex chain in Austin) as well as the Founder and Chief Energizing Officer (CEO) of TicketCity.

He started TicketCity in 1990 with the goal to make it easier for fans to get tickets to their favorite events. Since then, the company has grown into one of the largest privately held ticket marketplaces in the world.

By 96' he had reached $12M in sales. As the internet took off, and with the acquisition of SoldOut.com, company revenues surpassed $100M.

In this episode, Randy shares the story of starting and scaling TicketCity into the company it is today. We discuss the challenges of running an event based business during Covid and how he kept all his staff happy and employed, despite being hit hard.

We also dig into Randy's framework for building a culture of trust and empowering staff to make decisions on their own, while serving customers at the highest level.

Key Takeaways with Randy Cohen

The story of how TicketCity started and scaled its first $12M in sales by 1996. By 2000 the company reached $100M after acquiring SoldOut.com.
Why Randy bought a failing restaurant and his philosophy around taking a chance on people who have a passion to win.
How Randy navigated the struggle of running 2 event based businesses during Covid, without letting any staff go.
The core values Randy instills in all of his staff that empowers them to make decisions on their own.
The power of a morning huddle and how Randy energizes the people around him to be the best version of themselves.

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We hope you enjoy this episode and that you find some golden nuggets within this interview. Trust us, it's there!

If you want episodes delivered straight to your inbox, consider subscribing to the show and we'll email you each time a new episode is released!

Thanks for tuning it & keep being awesome.

BAM! 💥

035: Raising $94M and Cultivating a Culture of High Performers with David Hassell Aug 18, 2022

Show notes

David Hassell is the founder and CEO of 15Five, a performance management SaaS solution that helps companies create better managers and successful employees. Their software combines surveys, weekly check-ins, peer recognition, and people analytics all in one platform.

In this episode, David and I talk about why he decided to raise capital after bootstrapping the business for 6 years. He explains his steps to grow from 50 employees and $6M in revenue to 300+ employees and closing a Series C financing round for $52M.

We dig into his approach to company culture/core values, tactics for tracking and evaluating employee performance, hiring for fit versus skill, and more.

Key Takeaways with David Hassell

How 15Five got started and why David spent six years bootstrapping before taking on VC funding. He recently closed a Series C round for $52M.
David's humanistic way for managing and leading people that allows his company to win, while also unlocking an employee's full potential.
Why company culture can only be influenced, not controlled—and the 4 core values David's company stands behind.
How to create a high performing team, without sacrificing a high level of care for your people.
Tools and tactics for tracking and measuring employee performance across various roles and responsibilities.
The pros/cons of using numerical ratings when evaluating performance.
How often should you have performance reviews and check-ins?
Hiring right fit people, both in terms of culture and skill set. How do you avoid subjectivity when evaluating candidates
How the sales process changed as he grew from a 50 to 300+ person company.

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We hope you enjoy this episode and that you find some golden nuggets within this interview. Trust us, it's there!

If you want episodes delivered straight to your inbox, consider subscribing to the show and we'll email you each time a new episode is released!

Thanks for tuning it & keep being awesome.

BAM! 💥

034: Scaling a Mortgage Business to $12M/Year and Acquiring $75M of Real Estate with David Lawver Aug 11, 2022

Show notes

David Lawver is a mortgage lending expert, real estate investor, and entrepreneur, who took his mortgage brokerage business from $200k to $12M/year in revenue.

His years in the mortgage industry naturally lead him into real estate investing. He started with single-family homes, dabbled in short-term rentals and apartment buildings, and eventually got into retail centers, which became his most profitable real estate asset class. Since 2014, David has acquired over $75M of real estate projects.

In this episode, I dig into David's story, his progression from broker to investor, and what makes retail centers such an attractive vertical for him.

We also discuss the value of great mentors, his process for recruiting and grooming a top-performing sales team, the VC business model, real estate tax strategies, and much more.

Key Takeaways with David Lawver

How a mentor's advice helped David scale his mortgage business from $200k to $12M/year in revenue.
The value of learning from those who are just out of reach versus leagues ahead of you.
Stop competing on price if you want to charge more for your services. Do this instead.
How David grew his mortgage team and the recruiting/grooming process he used to increase employee retention.
David's transition into buying real estate and doing $100M in deals with zero overhead expenses.
The downsides to investing in short-term rentals.
Buying a $5M apartment building with $500k down and flipping it for $7.3M twelve months later. He also purchased a group of homes for $3.8M that he sold six months later for $7.2M.
The many verticals of real estate investing—and why retail centers are David's preferred asset class.
How David finds solid tenants for his retail centers.
Why he decided to invest in one of his tenants, Crunch Fitness—and how they thrived during the pandemic when most gyms went out of business.
Reframing your behaviors and habits around spending. How much is too much? How can you justify "expensive" dinners, cars, and more?
Does the VC business model actually work? And what will come after the easy money era ends for cash-burning tech companies?
Leveraging real estate tax strategies to legally pay little to no tax—and how David strategically positioned himself to save $1.2M in taxes last year alone.

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We hope you enjoy this episode and that you find some golden nuggets within this interview. Trust us, it's there!

If you want episodes delivered straight to your inbox, consider subscribing to the show and we'll email you each time a new episode is released!

Thanks for tuning it & keep being awesome.

BAM! 💥

033: Disqualify Your Leads - The 80/20 Principle with Perry Marshall (Sales & Marketing Legend) Aug 04, 2022

Show notes

Perry Marshall is a marketing expert who is best known for his reinvention of the 80/20 principle—the theory that 80% of your results are determined by 20% of your effort.

His work has helped thousands of companies reshape the way they think about sales & marketing, by teaching them how to focus on pulling the levers that drive the biggest impact for their businesses.

He's published a bunch of books, including The Ultimate Guide to Google AdWords, which laid the foundations for the $100 billion Pay Per Click industry and went on to become the world's most popular book on Internet advertising.

In this episode, Perry explains that sales is not about ramming your product/service down someone's throat or persuading them to buy stuff they don't need. Sales and marketing are about finding proper matches; it's the art and science of helping people who need each other, find each other.

While 80/20 patterns exist everywhere in your business, we specifically dig into how it applies to your sales and marketing efforts.

You'll learn how to use the 80/20 principle to qualify your most profitable buyers, filter out and reject clients who aren't a good fit, and find the most powerful points of leverage that produce the biggest results for your business.

Key Takeaways with Perry Marshall

The 5 essential requirements that are always present when a sale is made. Use these criteria to match what you're selling to the marketplace instead of ramming it down their throats.
How your business can differentiate and succeed in a seemingly commoditized market.
Understanding The 80/20 Principle and how to use it to prioritize the most productive inputs to grow your business.
Why the amount of time you spend on customers has very little correlation to the amount of money that you actually make from them.
Perry explains how he uses filters to guarantee results for his customers.
What to expect when you oversell to your customers—and why your industry and product are highly relevant when determining healthy refund rates.

Subscribe to the Podcast

We hope you enjoy this episode and that you find some golden nuggets within this interview. Trust us, it's there!

If you want episodes delivered straight to your inbox, consider subscribing to the show and we'll email you each time a new episode is released!

Thanks for tuning it & keep being awesome.

BAM! 💥

032: The Sales Process—Lessons Learned from Masters in the Game Jul 28, 2022

Show notes

Most of the time, I'm interviewing high 7, 8, 9, and even 10-figure entrepreneurs to uncover the tactics and strategies that worked to scale their businesses. However, this week, I'm doing something a little different…

In this episode, I wanted to share some of the best sales advice featured on the show.

Our team went back through the archives and pulled the biggest takeaways from 3 killer entrepreneurs—Neal Tricarico, Cole Gordon, and Ted Miller—who have all hired and trained thousands of salespeople.

While each of these guys has their own full-length episode on the podcast, I wanted to narrow in on some of the key elements of their sales processes.

We only scratch the surface here, but there are a variety of actionable sales tactics and strategies that your company can start using today. Key Takeaways

Why drilling in and asking good questions is such a critical step in the sales process.
Understanding customer pain points vs. unfulfilled desires.
The distinction between selling and enrollment.
How to create value that people will pay for—regardless of the price.
Getting prospects to reveal why past solutions didn't work, so you can give them something that will.
How to tilt the buying criteria in your favor, so prospects buy from you and no one else.
Why a proven sales script is the roadmap to guaranteed success.
2 criteria for evaluating high-quality salespeople.
Training your sales team—an alternative to roleplaying.
Should the sales cycle incorporate multiple roles?
How to build high-performing sales teams at scale.
How to use group interviews to identify standout performers.

Subscribe to the Podcast

We hope you enjoy this episode and that you find some golden nuggets within this interview. Trust us, it's there!

If you want episodes delivered straight to your inbox, consider subscribing to the show and we'll email you each time a new episode is released!

Thanks for tuning it & keep being awesome.

BAM! 💥

031: $10M in 16 months, Hiring Thousands & Investment philosophy with Justin Donald Jul 21, 2022

Show notes

Justin Donald is a low-risk cash flow investor whose strategies and principles for investing to earn passive income have helped thousands of people create wealth without creating a job.

Before turning 40, he multiplied his net worth to over 8-figures in under two years, then doubled it again 2 years later. He quit his job, retired his wife, and started The Lifestyle Investor to help others achieve the life of their dreams.

Justin has 20+ years of experience negotiating deals with hundreds of companies. He has invested in a wide variety of asset classes, including mobile home parks, self-storage, single-family, multi-family, land, private equity, startups, and more.

His knowledge as an investor allows him to vet "invisible deals," get preferred terms and create unique opportunities—not only for himself but for his exclusive mastermind community.

Today, I'm sitting down with Justin to learn more about his investing philosophies and how he built a life by design, not by default.

We talk about scaling his first company, his approach to hiring good people, return on relationships (ROR), and how he invests for wealth, freedom, and lifestyle.

Key Takeaways with Justin Donald

The recruitment and training processes Justin used to take his former company, IFM Restoration, from 0 to $10M in 16 months.
Investing in mobile home parks and making 20-105% cash-on-cash returns in year 1.
Justin's early success as a division manager for Vector Marketing and lessons learned from managing a team that generated $5-$10 million per year in sales.
Ideas for recruiting top talent and how to use personality assessment profiles to hire the right people for the right roles.
What Justin credits as being the top factors to becoming a better investor.
How to allocate your time so you're not wasting it in the wrong places.
Investing in real estate: limited partnership vs. full ownership.
Why Justin is willing to take less profit and control in return for more time.
The Lifestyle Investor Mastermind—an exclusive community of investors that get access to "invisible deals" that aren't available to the public.

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We hope you enjoy this episode and that you find some golden nuggets within this interview. Trust us, it's there!

If you want episodes delivered straight to your inbox, consider subscribing to the show and we'll email you each time a new episode is released!

Thanks for tuning it & keep being awesome.

BAM! 💥

030: Bankrupt to $9.9M in 4 Years & Why Entrepreneurs Need Structure to Scale with Alex Charfen (Inc. 500 Founder) Jul 14, 2022

Show notes

Alex Charfen is an entrepreneur, author, speaker, and coach who has helped thousands of entrepreneurs with 6, 7, and 8-figure businesses grow and scale.

He went from declaring bankruptcy as a real estate investor in 2007 to building a certification program for realtors that put his business at No. 21 of the Inc. 500 list in 2011.

The company's revenues grew from $500K to $9.9M in 4 years, forcing him to create systems and frameworks that could handle rapid growth. Before long, he was approached by other entrepreneurs who needed help creating structure in their own businesses.

This experience eventually led to his current company, Simple Operations. As the Co-Founder and CEO, Alex now shows entrepreneurs how to simplify their business operations so they can make an impact in the world without having to do it all themselves.

In this episode, we're talking about the processes and systems for creating structure in your business, so you can scale it without breaking it. We talk about planning, communication patterns, leadership, and more.

Key Takeaways with Alex Charfen

Find out how Alex went from bankruptcy during the 2008 housing crash to building and scaling an 8-figure real estate certification business.
The 3 disciplines Alex uses to build structured companies that scale.
Do big audacious goals demotivate your team? Alex explains why setting realistic goals are the key to explosive growth.
How to eliminate ad-hoc communication and constant interruptions with your team so your entire business can operate more efficiently.
Tactics for staying focused in a world that's fighting for your attention.
Delegating an outcome vs. delegating a task. Shift from transactional management to transformational leadership and achieve leveraged results for your business.
How your environment affects productivity and performance.

Subscribe to the Podcast

We hope you enjoy this episode and that you find some golden nuggets within this interview. Trust us, it's there!

If you want episodes delivered straight to your inbox, consider subscribing to the show and we'll email you each time a new episode is released!

Thanks for tuning it & keep being awesome.

BAM! 💥

029: Mapping a Better Customer Journey to Scale Beyond 8 and 9-Figures with George Bryant Jul 07, 2022

Show notes

George Bryant is a digital marketer who's helped thousands of entrepreneurs scale their companies by focusing on building and nurturing relationships. Mike Dillard described him as the "single best marketer in the world right now."

His approach to scaling is centered around improving the customer journey. He believes converting new customers is an easy path to growth when you're just starting out, but to truly scale, there has to be a bigger reason for customers to come back for more.

In this episode, we dive deep into George's principles for mapping a better customer journey.

He explains how to avoid turning your company into an "anti-marketing machine", so you can push past major sticking points and scale beyond 8 and 9-figure businesses.

Key Takeaways with George Bryant

Understanding the customer journey and what he thinks prevents a lot of companies from scaling beyond 8 and 9-figures.
The 4 buyer types that George believes are needed to scale any business.
Does your customer retention suck? Discover what could be screwing up your customer journey—and what to do instead.
Why do people talk about certain products and ideas more than others? What makes things go viral?
The biggest mistake e-commerce companies make when a potential customer abandons their cart.
How to triple or quadruple customer LTV.

Subscribe to the Podcast

We hope you enjoy this episode and that you find some golden nuggets within this interview. Trust us, it's there!

If you want episodes delivered straight to your inbox, consider subscribing to the show and we'll email you each time a new episode is released!

Thanks for tuning it & keep being awesome.

BAM! 💥

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