Podcast
Business Lunch
Hosted by Roland Frasier · EN
How much more successful would you be if you had lunch once a week with an insanely successful entrepreneur who shared their biggest secrets on how they think and achieve success? Well, now you can! Grab your seat at the table as successful entrepreneurs reveal their step-by-step strategies, fascinating stories, travel hacks and other delicious tidbits each week with serial entrepreneur/business strategist, Roland Frasier.
10episodes
Episodes
Newest firstAll episodes
10 Ways to Improve Your Top Line Revenue
Mar 29, 202200:14:02Tap to summarizeCould you use some freakishly effective marketing hacks that are easy to use and have been proven to work? We thought so. On today's episode, host Roland Frasier shares 10 simple ways you can make more money on the products and services you're selling just by making a few small tweaks. Want a sneak peek? Hack #2: friendly forms. "Friendly forms boost conversion," Roland says. "Don't ask for too much information. At the very beginning, keep your forms lean and simple, and watch your conversions go up." And Hack #6: use UGC (user-generated content) photos to bump conversion. When you show photos of happy people using your product or service, it's social proof. It helps other customers know, like, and trust you. Listen in for more details about these 2 hacks and 8 more. IN THIS EPISODE YOU'LL LEARN: How to leverage affiliated products and strategic partnerships to increase AOV Why Google outperformed Yahoo and how you can copy their method Which marketing strategy is particularly effective with abandoned cart recovery How to maintain consistency between the look/feel/messaging of your ad and landing page OUR PARTNERS: 7 Steps to Scalable workbook Get a free proposal from Conversion Fanatics Get 3% cash back on your ad spend with AdCard Get my book, Zero Down, FREE Thanks so much for joining us this week. Want to subscribe to Business Lunch? Have some feedback you'd like to share? Connect with us on iTunes and leave us a review!
Transcribe →Dealing with Business Breakups and Failed Partnerships
Mar 25, 202200:43:21Tap to summarizeYou can't always avoid a business breakup, but if you set things up right at the beginning, you can part on good terms. On today's episode—"The Business Breakup Special"—co-hosts Roland Frasier and Ryan Deiss have a candid conversation about partnerships gone bad. They share two real-life examples that happened recently—one where they got broken up with and one where they did the breaking up. You can't let the fear of failure keep you from partnering with other people, Roland says. "Things aren't always going to work out, and that's okay. If you're not trying and failing, then you're not trying enough, and you're definitely leaving a lot on the table." Partnerships will get you farther faster—if you do it the right way. Listen in for some valuable dos and don'ts when it comes to teaming up with other people in business. IN THIS EPISODE YOU'LL LEARN: How to set up a path for a graceful exit from the very beginning What every written partnership agreement should include Productive ways to respond when someone breaks up with you (in business) How to maintain control over your intellectual property in a joint venture LINKS AND RESOURCES MENTIONED IN THIS EPISODE: Scalable.co (that's CO, not COM) OUR PARTNERS: 7 Steps to Scalable workbook Get a free proposal from Conversion Fanatics Get 3% cash back on your ad spend with AdCard Get my book, Zero Down, FREE Thanks so much for joining us this week. Want to subscribe to Business Lunch? Have some feedback you'd like to share? Connect with us on iTunes and leave us a review!
Transcribe →10 Ways You Can Pivot Your Business
Mar 21, 202200:15:05Tap to summarizeHow could you leverage a pivot in your business to make more money, get yourself out of a challenge, or move toward a better opportunity? On today's episode, host Roland Frasier shares 10 major pivots you might want to consider for your business in the near future. What are some different directions you could take your business that could be more profitable or achieve some other objective? Maybe you want to be more environmentally conscious or build a better culture. Maybe you want more sales, at the expense of profits, because you want to grow your business now and worry about revenue later. There are hundreds of reasons to pivot. Whatever yours is, Roland has a solution. Listen in as he shares 10 different ways to pivot your business and offers valuable tips on getting started in a new direction. IN THIS EPISODE YOU'LL LEARN: How acquiring a business or media can help you pull off a zoom-in pivot Why a change in Google's search algorithm might necessitate a channel pivot How to figure out how your customers' needs have changed and pivot accordingly When, why, and how to run your business through a 10-pivot analysis OUR PARTNERS: 7 Steps to Scalable workbook Get a free proposal from Conversion Fanatics Get 3% cash back on your ad spend with AdCard Get my book, Zero Down, FREE Thanks so much for joining us this week. Want to subscribe to Business Lunch? Have some feedback you'd like to share? Connect with us on iTunes and leave us a review!
Transcribe →4 Steps to Acquiring Businesses with Zero Cash Out of Pocket
Mar 17, 202200:45:41Tap to summarizeNo cash out of pocket deals aren't the same thing as no money down, and they can be win-win deals for both the buyer and seller. On today's episode, host Roland Frasier talks about how to think like an EPIC investor. Some people think there's always a loser when you do a deal, but Roland doesn't agree. He has a philosophy of collaboration and what he calls a fairness zone. He believes it's possible for both parties to walk away with a situation and a deal they're happy with. In a no money down deal, the seller leaves the closing with nothing to show for it. With no cash out of pocket, they're getting money; it just doesn't come from your personal bank account. EPIC investing is all about ethical deals, creative solutions, and building wealth. Listen in as Roland shares his step-by-step process of acquiring a business with zero cash. IN THIS EPISODE YOU'LL LEARN: What the acronym EPIC stands for (and why) How to negotiate for what you want in an ethical way 30 referral sources when you're looking to acquire Creative alternatives to paying cash LINKS AND RESOURCES MENTIONED IN THIS EPISODE: EPIC Challenge OUR PARTNERS: 7 Steps to Scalable workbook Get a free proposal from Conversion Fanatics Get 3% cash back on your ad spend with AdCard Ger a free funnel audit from Growrev Get my book, Zero Down, FREE Thanks so much for joining us this week. Want to subscribe to Business Lunch? Have some feedback you'd like to share? Connect with us on iTunes and leave us a review!
Transcribe →Dealing with Negative Criticism and Haters
Mar 14, 202200:08:34Tap to summarizeWhen you put yourself out there online, the haters are going to find you. How do you keep them from getting under your skin? In today's episode, host Roland Frasier shares honestly about some recent critical feedback he's received on his paid ads online. If this were constructive criticism, that would be one thing. But some of it has been hateful and hurtful comments—about his intelligence, his motives, and even his facial features. There's never success without criticism. Roland encourages you to understand that this hate has nothing to do with you and everything to do with the hater. They're either angry or jealous or insecure or just having a really bad day. You can't let them stop you from doing what you were put on earth to do. Listen in to get some helpful advice about dealing with hateful critics in a healthy way. IN THIS EPISODE YOU'LL LEARN: Mindset shifts that will give you much-needed perspective How to not take the hate personally when that's all you know to do Creative (and funny) ways to deflect criticism and hateful comments 3 things to always keep in the front of your mind OUR PARTNERS: 7 Steps to Scalable workbook Get a free proposal from Conversion Fanatics Get 3% cash back on your ad spend with AdCard Get my book, Zero Down, FREE Thanks so much for joining us this week. Want to subscribe to Business Lunch? Have some feedback you'd like to share? Connect with us on iTunes and leave us a review!
Transcribe →Marcus Lemonis on Capitalism, Community, and Camping
Mar 11, 202200:51:41Tap to summarizeGet up close and deeply personal with one of the most brilliant entrepreneurs on the planet in this no-holds-barred interview. Today's episode is a conversation Roland Frasier had with Marcus Lemonis, CEO of Camping World and host of the hit TV show, The Profit, at Scalable Impact Live in November 2021. Marcus is known for looking at the 3 Ps—people, product, and process—when he's evaluating a business to invest in. Of those 3 Ps, he says people are by far the most important. In this chat, Marcus gets real and vulnerable, opening up about his social anxiety, his childhood wounds, his biggest regrets in life, and how he's trying to make up for his mistakes. He encourages us to reveal our authentic selves and invest in our brains, our hearts, and the people around us. Listen in for a really powerful challenge from a very brave, bold, and successful entrepreneur. IN THIS EPISODE YOU'LL LEARN: One big correction he made in his businesses lately that made a huge difference How he deals with his chronic social anxiety Why he is offended when people ask him for equity in his companies Why he won't take his company private (even though it makes logical sense) LINKS AND RESOURCES MENTIONED IN THIS EPISODE: MarcusLemonis.com The Profit Camping World Scalable Impact Live OUR PARTNERS: 7 Steps to Scalable workbook Get a free proposal from Conversion Fanatics Get 3% cash back on your ad spend with AdCard Get my book, Zero Down, FREE Thanks so much for joining us this week. Want to subscribe to Business Lunch? Have some feedback you'd like to share? Connect with us on iTunes and leave us a review
Transcribe →Why You Need to Stop Trading Time for Money
Mar 9, 202200:13:03Tap to summarizeYou can't build true wealth until you get out of the trap of giving away your time for money—no matter how much money it is. On today's episode, Ed O'Keefe interviews Roland Frasier about one of Roland's favorite topics—consulting for equity. He has even started a new business to help experts and consultants get out of that dollars-for-hours trap. As Roland sees it, there are a lot of ways you can be compensated for something. He explains those ways in five levels that build on each other. Based on years of experience, he knows that one of the absolute best ways to create massive amounts of wealth in a short period of time is utilizing your knowledge and expertise to gain equity in companies. Listen in as Roland walks through his journey of creating this path to wealth and invites us to follow the vision. IN THIS EPISODE YOU'LL LEARN: The 5 levels of compensation and how to work through them Which level most people tap out at and why Why not giving away advice for free actually makes you a better friend How to do something once and get paid forever LINKS AND RESOURCES MENTIONED IN THIS EPISODE: Consulting for Equity OUR PARTNERS: 7 Steps to Scalable workbook Get a free proposal from Conversion Fanatics Get 3% cash back on your ad spend with AdCard Get my book, Zero Down, FREE Thanks so much for joining us this week. Want to subscribe to Business Lunch? Have some feedback you'd like to share? Connect with us on iTunes and leave us a review!
Transcribe →The Different Ways to Value Your Company | Mergers and Acquisitions Advice
Mar 7, 202200:16:07Tap to summarize"What is my company worth?" That's a big question with a lot of answers. In today's episode, host Roland Frasier walks us through a few different ways to value your company. Last time he checked, there were 432 different ways to do this. Don't worry. He's only going to share a handful—and he'll tell you which one he thinks is easiest (and he uses most often). It can be overwhelming when you consider book value, market value, intangible assets, goodwill, and acronyms like IRR, SDE, EBITDA, and ROI. Thankfully, Roland is really great at breaking down difficult concepts in ways anyone can understand. Listen in as Roland shares a helpful overview of valuation in the M&A world. IN THIS EPISODE YOU'LL LEARN: What IRR, SDE, and EBIDTA mean and why they matter How to factor in goodwill and intangible assets when pricing your company How to use a comparable analysis when selling/buying a business The single easiest way to figure out what your company is worth OUR PARTNERS: 7 Steps to Scalable workbook Get a free proposal from Conversion Fanatics Get 3% cash back on your ad spend with AdCard Get my book, Zero Down, FREE Thanks so much for joining us this week. Want to subscribe to Business Lunch? Have some feedback you'd like to share? Connect with us on iTunes and leave us a review!
Transcribe →The Ultimate Marketing Engine with John Jantsch
Mar 4, 202200:20:51Tap to summarizeThe Ultimate Marketing Engine with John Jantsch Tactics and strategies are not the same thing, and only one of them is an effective long-term plan for getting your customer to where they want to go. In this episode, host Roland Frasier sits down with John Jantsch, Founder of Duct Tape Marketing and the author of the book by the same name. Duct Tape Marketing is one of those books Roland believes everybody should read. It's in his all-time Top 5 and "fantastic." John recently released a new book called The Ultimate Marketing Engine, and it's filled with actual strategies (not tactics) for helping your customers along the Customer Success Track. "The ultimate marketing engine is a successful customer," he says, "and I think that's the point of view that we often lose." Listen in to hear how John and his team take their customers through five stages on their way to lasting transformation. The Key Difference Between Strategies and Tactics John's first book has met with fantastic success, and as he's traveled the globe talking to businesses and entrepreneurs, he's gotten a lot of feedback from larger organizations. "We want higher-level strategies," they told him, and John delivered in his new book. He believes a lot of people are confused when it comes to the difference between tactics and strategies. Not that he blames them. Google "marketing strategies" and it's a bunch of blog posts with 15 tactics. People are often looking for the latest marketing hack, but the essence of strategy is a plan. Where do you want to go? Who can you bring value to? Who can you bring even more value to? "Our job really, if we want to simplify it," John says, "is to take somebody who has a need from where they are to where they want to go." A lot of marketers have a tendency to say, "I have this thing to sell. Here's someone who said they'd buy it." And that's their marketing. But John and his team work hard to develop a Customer Success Track. They figure out where their customer is today—their characteristics, their struggles—and then plan out the tasks or milestones they need to achieve to get the result they want. It's not about the next thing John can sell his customers, but what's the next level of maturity for them? The Five Stages on the Customer Success Track In John's marketing business, they have five stages they take their customers through. It's like a value ladder, a roadmap. By building these stages and understanding what a business has to do to pass through each stage, John says they can "promise the rainbow." They can promise, "Here's where we're going," instead of just, "Here's how we're going to solve today's problem." Of course they still solve today's problem, but it's part of something bigger. When we solve x, we can do y. And so on and so on, stage after stage. Here are the 5 stages in order: Foundation (basic marketing stuff—leads, customers, etc.) Level Up (pour money into lead generation because you have a foundation now) Organize (consistently convert those leads profitably) Monthly recurring revenue (this should always be a goal, no matter your industry) Build a team (so you can ultimately scale) Of the five stages, team-building might be the biggest challenge for people. If you're an entrepreneur who hates leading people, John says you either need to get someone who does want to lead people, or you need to go to work on yourself. You need to develop some self-awareness to realize you're the problem. Know where your blindspots are and what your superpowers are. Then find and surround yourself with people who have what you lack. Taking a Customer-Centric Approach John says a lot of companies talk about being customer-centric, but not many of them truly are. His team is always thinking up practical ways to truly implement a customer-centric approach. We all know it's easier to sell more stuff to people who already know and trust us than it is to go out there and find another universe of people who have to go through all the hoops of getting to know and trust you. Existing customers are 9 times more valuable than the prospective customer you don't yet have. He suggests narrowing your focus to the top 20% of your customers. A customer-centric approach is all about figuring out who your best customers are and creating a roadmap for them. He says some of these customers are standing around thinking, "How can I give you 10x more money because of the value you're already giving me?" You've got to capitalize on that. In his business, this means actually adding services and approaches to offer to that business they want to help mature. John has helped a lot of authors go to the next level by building courses for their program after they write a book. You write a book, then create a course, then some of those people in the course will want group time or one-on-one time, so you develop the $10k course. Some of those people will excel and only want to hang out with the cream of the crop, so you create an exclusive mastermind for $100k. This is all great for info people, but what about someone who is selling tools? Roland says that brick and mortar companies often have trouble with the value ladder. How does John help them? John shares a story of a client of his who is a dentist. Generally speaking, people will only drive so far to get their teeth cleaned. But this client added something very valuable to her repertoire. One of the things she was passionate about—and it's a nascent part of the dental industry—is breathing. She's done extensive studies on people's incorrect bite or being tongue-tied and how that impacts your breathing. She started writing about it, speaking about it, teaching people about it, and John's team helped her develop courses and training as another form of income. As an added bonus, those courses have also gotten her more clients. People drive farther now to be seen by her. A couple clients even fly in. It's no longer just about $129 to get their teeth cleaned. She's now a dental consultant who will help your entire family's holistic health. It has changed her practice by giving her more revenue streams and enhancing her existing revenue. If you'd like to learn more about how to go next-level with John and his company, check out the links to his websites below, listen to his podcast (he's been doing it for 16 years!), and pick up a copy of The Ultimate Marketing Engine today. LINKS AND RESOURCES: The Ultimate Marketing Engine Duct Tape Marketing TheUltimateMarketingEngine.com DuctTapeMarketing.com OUR PARTNERS: 7 Steps to Scalable workbook Get a free proposal from Conversion Fanatics Get a Free Audit from Growrev Get 3% cash back on your ad spend with AdCard Get my book, Zero Down, FREE
Transcribe →Consulting for Equity: How to Double Your Consulting Fee
Mar 2, 202200:09:43Tap to summarizeWould you like to get paid your normal rates but also an additional amount in equity? Today's episode is a little bit different, because it's taken from a coaching call Roland Frasier did with a Consulting for Equity Mastermind. The Mastermind is a group he started to help consultants get equity in the companies they're working with while also getting paid their normal rate. Listen in as he walks someone through how they can get their normal consulting fee of $75k but also get an additional $125k in equity. Getting What You're Worth He's talking to someone who gets a $75k fee for six months of consulting. Time-wise, it's less than a day a week for 6 months. 25 days of his time. That's $3000/day on average. Roland thinks he should charge more for his consult. If it was in the neighborhood of $10k to $30k, that's his discovery day. He suggests starting with $20k for a consult day. It's probably not that big a deal in that world. For that $20k, can you deliver $200k of value in the plan you give them to execute? That's the math Roland wants to take us through. What are the 10x benefits they can get from your consult? Possible benefits: to quantify the increase in customer retention to quantify the number of new customers to quantify how that impacts profits Give them transformative information that will say: on average, my clients have achieved these benefits they've aggregated $400M the average client sees a benefit of $1M or more. If he can do this, it's very likely they'll need him to come help them make those things happen. The more he shows them what the plan looks like and what the results will be, the more they'll want him to be the one to do it for them. That's the benefit of a discovery day. Getting Creative with Your Offers So, if the average benefit is $1M in profit, and it's a $20M profit company, then arguing for 5% would be to take the full benefit, so you might argue for less than that, so there's a benefit for them as well. If you're offering a $1M benefit, you could charge $200k. Or, what if, instead of charging that, you offer a hybrid deal: your consulting for $75k and an additional $125 in stock in the company. So, $75k in cash and $125 in stock. This might give you ideas for ways to expand what you're doing. Not everyone you meet as a client will need everything you're able to do for them. The more leads we can turn into clients, the more profitable we'll be in a DPL kind of performance in our efforts to generate customers. Be thinking about: what other types of consulting can I offer? You may have a business where you help companies improve retention and reduce churn, but they don't all engage you initially for the $200k consulting. Maybe they love what you're saying but can't afford you right now. You don't want to wait, so you can offer a less-intensive advisory capacity. Or Roland will put his money where his mouth is. What if he comes in on performance, and each time he gets them another $100k in performance, they give him 10%? Say: "I can get you $1M for free, and when I get you there, you give me $200k." They have nothing to lose and everything to gain. There's also transactional consulting. Are there things that are finite in their delivery that are a one-time occurrence and specific? On that transaction, you'll get compensation that's a percentage of what you get for them. The more services you have to offer in more situations, the more money you're going to make. OUR PARTNERS: 7 Steps to Scalable workbook Get a free proposal from Conversion Fanatics Get 3% cash back on your ad spend with AdCard Get my book, Zero Down, FREE
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