What is the ROI for helping others? Fredrik Sandvall uses giving and sharing knowledge as part of his marketing strategy.
Fredrik Sandvall is the ultimate dealmaker, who helps businesses and property developers find funding solutions. He is not only finding the money - but more importantly helping with strategic and tactical advice to unlock win-win solutions.
Tune in as Stacey and Fredrik discussed why exchanging time for money is not a great idea, and listen to why coaching and mentoring are NOT the same thing and what he does with video content creation.
What you will learn from this episode:
Top Three Attention Grabbers:
Resources
Million Dollar Consulting by Alan Weiss
Invest in You By Fredrik Sandvall, Ivan Sandvall, Charlie Sandvall
Trust is the new currency
TACTICS
Connect with Fredrik
The Vault Contact Information
What is the ROI for helping others? Fredrik Sandvall uses giving and sharing knowledge as part of his marketing strategy.
Fredrik Sandvall is the ultimate dealmaker, who helps businesses and property developers find funding solutions. He is not only finding the money - but more importantly helping with strategic and tactical advice to unlock win-win solutions.
Tune in as Stacey and Fredrik discussed why exchanging time for money is not a great idea, and listen to why coaching and mentoring are NOT the same thing and what he does with video content creation.
What you will learn from this episode:
Top Three Attention Grabbers:
Resources
Million Dollar Consulting by Alan Weiss
Invest in You By Fredrik Sandvall, Ivan Sandvall, Charlie Sandvall
Trust is the new currency
TACTICS
Connect with Fredrik
The Vault Contact Information
Hello and welcome. Today's guest will discuss how he uses giving and sharing knowledge as part of his marketing strategy to attract new clients to his business. Frederick Sabal is the ultimate dealmaker who helps businesses and property developers find funding solutions. He's not only finding the money but more importantly helping with strategic and tactical advice to unlock Win-Win solutions. Frederick is a partner of SAMBOLIN best alongside his brother and also the founder and managing director of Global Sales consulting. He is a highly competitive former Special Forces captain and after a pretty intriguing career. He moved into consulting and investments. He enjoys speaking on stage and probably the most interesting thing about Frederick is that he's open to sharing the knowledge he has accumulated from traveling to over 70 countries. He just loves helping people and believes that by giving and sharing opportunities will flow back to him. He's just about to publish not one but two books:"Trust is the new currency" and"Tactics". So let's unlock this vault and learn from the Great Frederick Sandwell. Hi Frederick welcome to the show.
Frederick:Hi Stacy great to be here.
Stacey:Thanks very much for joining me today. Let's kick off by telling everybody a little bit about yourself and your background where you're from or how you got started. What led you to starting your first business.
Frederick:Well my name is Frederick Sandwell. I'm from Sweden. I have been in a broad range of different industries. I started with my very first investment when i was 12 by buying U.S. dollar. I thought it was a great idea in that moment. So I've always been very curious and that almost killed my mom because I was like why why why? And then one thing led to another in Sweden, I had to do military service so I joined the Special Forces. And I thought that was great. It was hard to get in, but even harder to survive. But i got a fantastic amount of lifelong earnings.
Stacey:That's less interesting to know that that wasn't necessarily a choice that was obviously something that was mandatory for you but you just embraced it.
Frederick:That's right, and then I got stuck because when I joined I thought the officers that they must be like God's but then eventually I actually did so well that I qualified to become one myself and I thought that was awesome. So I ended up staying for 10 years and then a further 6 years on other cloak operations, but I really enjoyed that. And that took me around the world, meeting lots of interesting people along the way. From the military, I was alike many colleagues- very prepared for when it was time to leave. I had already done a couple of business degrees while in the forces, as well as running both consulting and property businesses. So eventually I jumped ship completely to do an MBA in the UK and I got stuck moved into consulting and really liked it because I like to help others.
Stacey:And so specifically what sort of consulting were you involved with?
Frederick:First organisation development; very much around teams, management team strategies, strategic consulting, etc. However, in the last three years I was doing super niche sales consulting and working with some of top brands in the world and also teaching start-ups how they can sell more and better. Which is very much linked to the purpose of this podcast because marketing, sales and brand are key. They have to be aligned.
Stacey:And so that's your business: Global sales consulting. It's so interesting to know that your audience consists of big global brands but then also start-ups and small businesses. How do you find coaching or consulting with those? There must be quite a big difference.
Frederick:Yes huge difference. But, at the end of the day we all just people. You can take people on any social or economic level and if you can connect with them in some way, over time you will get better in terms of finding what they really want and need so can serve them in the best possible way.
Stacey:So give me an example of working with a big corporate business. How might a campaign or consulting gig like that pan out? There must be a lot of people involved.
Frederick:Yes. So the best way to sell to a big corporation even if your're a small business is to understand that there are so many levels of sales pitches on one level so you need to find out who the influences are, who are the decision makers? And try to pitch on all of those levels. Everyone needs to be on board. For example Google is a global account from knowing no one when I started and now I know many of them.
Stacey:That's great because I think as a small business owner it's easy to relate to people who are like you so me pitching a small business owner on how to implement a digital marketing strategy. I find that fairly straightforward. We can relate to each other because we're in a similar situation and I do understand their pain points and I can use my experience to overturn those objections. I think it's a great way to think about how to potentially get business. It's not one pitch, it's potentially three, four, or five. There's a lot of levels of getting things approved and getting people on board. How long might a process like that take?
Frederick:In the best case when they're repeat customers, it could be a matter of days- providing you have that relationship and supplier list already sorted out. Otherwise it could be a sales cycle from months to even a year if its a multimillion dollar contract the big corporations need to be taken through each step bit by bit. That can often be a sales cycle of 12 to 24 months.
Stacey:How do you manage that balance of providing a consulting service to a business, whilst on the other side making sure to continue to generate leads constantly to make sure that you're getting the next gig.
Frederick:It's tough to find one person and to be very flexible. Often you need to have multiple people and that is the challenge many small businesses have because it's hard. For example, you may have account managers but you may not have one person who can just manage change.
Stacey:Yes and I think maybe that comes down to positioning and essentially what you're charging because once you land the first clients, I expect the plan from there is probably to allow that first client to bankroll bringing on a person. So it's about positioning. I think a big challenge for a lot of small businesses is actually pricing and positioning. We do tend to undervalue what we can offer. So give me some insight into that. What's your advice you give people on how to position or how to price up your offering?
Frederick:So the best possible way is stop charging per hour or day. Its a disaster because it's too transactional. What you want to do is start to charge for a solution, or even better, an outcome. But most important try to charge for that. So a great book to read about that is called"Million Dollar consulting" by Ellen Weiss. It's really good in terms of how you charge for a project, how you can underlain things so for example instead of charging for a Website. We talk about an outcome and maybe even better to ensure that you will have the result you want to. Or you could sell'Annual brainpower' and so they can call you whenever they had a problem. They might never call on you but they'll still be paying a conditional amount. So this adds value.
Stacey:I think that's really good advice because we can all get stuck in that trap of charging time for money.
Frederick:Yeah, i'd like to link it to one more thing in terms of when you've got a price range so I could find people doing what I do for a tenth of what I charge. The latest conversation I've had about how to charge for your time was with a guy who was charging a hundred thousand U.S. dollars for one hour. That's good because that means if I'm charging something between what I used to do and what he is doing I can charge probably double. But then you have to ensure you're delivering value in relationship. For example, I was working with one company in Holland and I was so confident that if I was allowed to spend this amount of time with the sales teams I would get the output that they were looking for. And I said I'm very happy to charge this high day rate and they're trying to get me to charge them less per day, so I said"If you want you can pay me commission once the deal goes through- because I know it will." But, once they had done the maths and realised that the day high day rate was a lot better than giving me a commission of the deal.
Stacey:I mean that's ballsy because people are nervous about commission. I'm approached by businesses all the time who say if you're as good as you say you are then you'll be comfortable working on the outputs. For digital marketing, we don't do the conversion of the sale so I can build a really powerful digital marketing pipeline. I can give you a place but if you don't have a sales force in place to convert those leads, I can't control that outcome. So I think that that is challenging. I guess they maybe people are listening to the show now who are thinking well that's a really challenging position for me to put myself in because it is risky in the sense that I can't honestly guarantee what the outcome might be. It depends. I guess it's typically for your field you're in sales so that you're at the other end of the spectrum in terms of you are there doing those conversion. So that's the frustration you might be if they do have a poor marketing pipeline that they're not actually bringing in the leads that they need to. Let's take a step back and just think for a second about what it took you to get to that point. Obviously now you're very successful. You have a bunch of different businesses actually. You've done consulting for a number of years. You know what you're able to do. You've got that level of confidence to be able to charge these very well paid day-rates. Take us a couple of years back where how do you changed your mindset to have that level of confidence. Where does that stem from?
Frederick:I think mainly curiosity and continuous learning. I've always been reading a lot, always invested a lot in terms of educating myself spending a lot of money in terms of saving myself time as well as still reading too much. Also find the best people I can find in the industry and try to learn from them. Go to the same training as those people you want to learn from, which was just accelerating me. Pay close attention to your education and also where does the knowledge come from. Because the information is out there. It's about how you absorb it. How do you implement it? As well as that, getting involved in the peer group. Get yourself a coach or a mentor to stretch your mind. Always be looking one or two steps ahead. For example, Look at how you could do what we're doing right now times 10. That forces you to think in different ways right now with at least one of the business you're working with- you want to be forced into doing things differently.
Stacey:So it's education that's interesting. I think when you're a small business, you could be in the mindset where you're like,"how you even get to that point? How do I get those first few customers in the door?". That's a really big challenge. I think you're so right about having people around you that you can leverage from and use their knowledge for their opinions on things as well as them being a motivator. As business owners, especially when you start out, especially if you're alone or if you're running a business by yourself; it's really tough to keep the right mindset and to be positive. It's tough to maintain momentum because when you don't have anybody as a running buddy you have of keep going. It can be really really difficult. So I like that you've mentioned that. One of the questions that I had as you were speaking there was you talked a lot about you know having a mentor and having a coach. But what's the difference between and mentor and a coach?
Frederick:For me I see them as very different. I have got something in the middle I call moaching. It's mentoring and coaching. Yes I might be your coach so I'm very much a holding you to account of what you said that you would like to do yourself and asking questions, Or helping you to find your own way to do these tasks. And sometimes we want someone to simply tell us what to do, to tell us the answer. So a great example is, I was working with a family in the property space. They have accumulated a sizeable portfolio and I helped them to double what they had in one year and I was doubling what they had built up over more than 20 years. One year 20 years. Same exact same result in terms of like portfolio size. Also increasing income they did all the doing. I just used some connections and opened some doors. I was pushing them to lean a little bit more in the right direction.
Stacey:So that's your definition of'moaching'?. So essentially coaching you're saying is asking the questions. Getting people to do the work themselves. It's just like pulling information out of them and yelling and holding them accountable. They will work independently also without you to building up the capability to find the answers within. Versus mentoring, which is essentially somebody that you can go to and say here's the big challenge. Here's the problem. How do I fix this and this. and then giving you the solution. I agree with you. I've had some coaching I've had some mentoring and I think it's really important people to understand the difference because a few years ago I didn't know the difference and actually and I had hired a coach at the time and I found the coaching really challenging because I didn't want them to ask me questions. I wanted them to tell me what to do.
Speaker 12:So I think it's great that you have outlined that and I and I like your'moaching', I think that's a great word. And I think it personally for me I would enjoy that sort of consulting. That's really interesting.
Stacey:So, we know what you do and what you do for corporates and start up businesses but there's another element that which I understand to be helping people to find finance is funding a business. Talk to me a little bit about that.
Frederick:Right. So I have been in the property space for more than 20 years but only super active in the last seven years. One thing I observed is that people were lacking the ability to find money. Everyone is saying when you find the best perfect deal, then money will come in. It is unfortunately not as straightforward as that. If you don't have the connections or don't know who to ask, there will be no money. Right. So I was combining finding a huge problem with the property industry with people not being able to find the money in a timely way and then matched those people the right deals. And then guiding these people through negotiating so that they wouldn't'kill' the deal by paying too much to borrow the money as well as making sure the investors of the money were still happy. I like to call it a win-win-win approach because I was teaching the negotiation: You will win but so will the other person but so will everyone else who is also affected by this. For example, you might be a property developer. So, you've found the deal and you're about to do all the work, you've got someone who's investing the money and that's already two parties who are winning from the deal. But then, there are many other stakeholders that might be the tenants and the local authorities and the total housing market will be influenced by this deal at the end of the day. So what I call myself is the'deal-maker' or the'deal-enabler'. So making deals possible.
Stacey:Yeah I like the term deal maker. Obviously you're helping put that deal together, how to structure it, how to position it and so that it's attractive to all parties. Essentially that is marketing to certain extent, it's really figuring out how to market something that's appealing to the target audience that you're going after. Let's transition there into marketing. What do you do to market yourself? Is there a strategy that you're using to attract business to you? I know that you're getting a lot of referrals from previous clients and things like that but if you think about our audience that are potential small businesses that don't have the partnerships or relationships and are just starting out and young wanting to generate leads...What are some of the tips that you would give to them?
Frederick:So in the military I was working with intelligence and other things that I can't talk about, so as you can imagine my digital footprint was virtually zero. I'm working towards to be very much a key person of influence in the space of my industries. So how to make that journey? One thing is that you make a commitment to yourself what you entail, and where you're going with your business and with yourselves. You might have a transition from one job to no especially if you're fully employed. Your personal brand is even more important than the brand. If you do some digging around look for Richard Branson online what is his following. Look for Virgin. I think the ratio is like 120 million a miscasting no to like 6 million following Virgin. It's the same if you look from Tesla versus Elon Musk. It's the same story. People are interested in the person behind the brand. So you and your brand is key. How can you get out. Well social media has several platforms but I would say choose two to focus on where you think your target audience would mainly be. I started with very much the social side of myself. If you think super strategically about how you post. Why do people post at all? Well they like to see you as a person. They like to see as fun. If you have got like a stretch goal to post once a week well I'm really sorry you're wasting your time, if you post one of those once a day you're still borderline wasting your time because with all the algorithm these days you will be invisible to almost all your followers posting multiple times per day. I deal with content that people can engage with, meaning that the content will be shared. So one commitment that two years ago was I decided I would connect with everyone i'm doing business with on LinkedIn and follow through. Took me from virtually no one to linked into a couple of thousand. Now it's more than 10000 but the number is not the important thing, it's the habit.
Stacey:Yeah the engagement levels too. You have to make sure that if you're going to build up your items on a platform that you are engaging you are giving people value and there's a reason for them to connect with you.
Frederick:I use LinkedIn a lot but I also use Facebook. Another experiment was a 21 day push up challenge where you just record yourself doing push ups to raise awareness for charity. I talked while I did my push up challenge but also it meant that people became used to me being on video every single day. And I carried on doing that with even more I can relate to things so if you push yourself into a habit of posting stuff it actually becomes really easy to be comfortable.
Stacey:I like that. I like that you actually leveraged. There was a trend because that was a huge trend. Obviously the ice bucket challenge young and certainly not a lot. There's lots of things that say you've taken on something that during the 21 day challenge of press up's and then you've continued on that. So you've already built up a following. The wonderful thing about that is you're right. Like with the algorithms the way that they want with social media is you're obviously getting the traction because of that 21 day challenge but then you're leveraging that by continuing and following up and presenting business information. Yeah it's quite genius actually. It's one of those things that's I don't think many people probably think about it and it's one of those things that you can't necessarily plan for either because you don't know when they're coming.
Frederick:You can try to be a little bit strategic about it actually. For example, I have a following on twitter even though I don't use it so actively. But if you like to grow in a space like that just search what the trends are and then make sure to comment on those trends with your expertise- but make it topical and you'll see that all of a sudden your content will be pushed out.
Stacey:Sure. Good advice. I think especially for somebody starting out because if you're just registering your business a lot of people might have been building a personal brand kind of over the years but if you're launching a new business brand or something that's a really great way to grab traction and to just build the following is by giving your opinion on things. Obviously you need to have some caution in terms of making sure that you're speaking on subjects that are actually relevant to your business. But there's an easy way to spin on things like that. What's your what's your view on controversy? In terms of how far would you go with on trend subjects?
Frederick:We could talk about Brexit and obviously about 50 percent of the UK voted for Brexit. But I'm OK to lose half of my customers just to say that I am actually more for collaboration of work across borders. Especially after being in the military and seeing war's. Not because i'm swedish, I genuinely think we're better of within the EU. There are some people who really make a brand from just taking a stand and they are going against trump all the time. Yeah that's fine. You might have a super niche following and they would love you for saying what everyone else would like to say. It may be a super niche following, but that's may be all the business that you will ever need if they love everything you do.
Stacey:So I can have a totally niche audience and still be the go to person for those people.
Frederick:The common advice is don't be controversial, But guess what. Some people made a living from being exactly that. So as long as a conscious decision.
Stacey:I think one thing that I think about a lot with this is I think if you're going to take a stance on something don't do it for the sake of being controversial. Put a voice or an opinion out there for something that you feel really strongly about. Because at the end of the day if there is backlash if you do get some awful media coverage or there's a bunch of PR or bad reviews or whatever it might be that comes off the back of it. At least at that point you can still stand tall and say but I believe that and it sits true with your values and it's true with who you are as a person and potentially what your business does or or how they stand. I think as long as whatever it is that you've said or whatever stance you've taken makes sense for you as an individual and you as a brand, then I think you never really have anything to worry about. I think where the PR issue potentially comes up with controversy is if you've said something that wholeheartedly you haven't actually believed. So I think that's kind of vague something that goes through my mind a lot when it comes to know how to react or whether it should be controversial just to get the attention.
Frederick:Yeah yeah I see a lot of that.
Stacey:So, we talked a little bit about how you've used views for your personal profile across social media to communicate what you're doing in your business to get the attention of your potential audience and that's how you're bringing leads into your business in addition to your referrals. You're also a prolific speaker.
Frederick:You know I like to combine both the two so you are I like speaking and teaching. They are very much intertwined. So it comes back to the root cause. Do you actually deliver value. Once i've got the content and the inspirational aspect of it. I then have to ask myself who will actually do something about it or engage with it. I try to do all three of them in one go; whether that's online or ideally face-to-face. This is a series of interactions not just one that tops all of the others.
Stacey:I have seen you do that. For example, before a speaking engagement I've seen you do a Facebook Live talking about hey I'm going to be speaking at this event in Birmingham, saying"come and join me" type thing. Then you're also often doing the same thing afterwards whether it's the same evening or the next days following. You know'this is where I was this is what I did'. What I think is really smart about that is you have leveraged a speaking opportunity, whether you got to speaking at an event she could potentially get traditional media coverage in the press depending on the event. But even if you don't there are really interesting ways like they like using social media to elevate and amplify that authority because you have been speaking. So I've seen you do that a lot and I think that's a really interesting take on something that our audience could definitely utilise. Specifically with speaking. How does that work for you? Do you get leads? Do you get business that way? Or is it more of a PR thing?
Frederick:It's very much linked into the whole brand and positioning and also being a thought leader in that space. But, on the back of that I do get business from it because if you compare if you go to a network meeting if you're in the front of the room is completely different to if you're in the audience.
Stacey:I've been doing some speaking recently and actually where I've found most of the business that I get off the back of speaking engagements isn't specifically from the audience but I often from the hosts, the event organisers, some of the businesses that have partnered with the event to actually put it on and even the other speakers. And that's interesting because we'll end up doing business together, so I find that really interesting because I didn't expect that I thought i'd go and pitch to this audience and I'm not doing a hard sell from stage or anything like that and I do get a little bit of follow up from an audience. But I've when I look back at the 90 percent of the actual business i've obtained through these events aren't from the audience.
Frederick:Yeah I cant absolutely relate to that. One great example where someone else was speaking and I really liked what he was doing. He said things like, anything you say about yourself is 10 times more powerful if someone else says it.
Stacey:I mean that's what your reputation is isn't it? It's not what you think about yourself or what you put out there about yourself it's how other people talk about you.
Frederick:You can go through speaking engagements in different ways; you can work yourself up. You could do this through partnerships or you can even pay to speak or get paid to speak. That's already three ways. Ultimately we like to have partnerships most because of the fact that the other person in the partnership can leverage you, whilst you leverage them. For example, i've got a longstanding relationship with some one. I'm helping him he's helping me. I was doing my part from a business ethical point of view and he was representing us as a person which also ultimately allowed him to deliver his top program in London, which is awesome.
Stacey:Absolutely. I mean partnerships are fantastic and I think that's a good piece of advice again for startups or small businesses where maybe you don't have the team in place to deliver everything that you would like to deliver as a business and so potentially partnering with another company or another person could be a way of you offering more value to your existing client base. I've seen really great examples of this with the wedding industry. I've seen photographers do really great partnership deals with florists, because you essentially need both of those two things so when the photographer is hired by a couple for something they then make a recommendation for a florist. Same for a catering company. I think those sorts of partnership are really interesting and I think all businesses have that capability. You know when I think about this for myself years ago when I started our agency, we never used to do any video content which seems crazy now because video content is digital space. That's all that's what it's all about. Going back ten years when I started freelancing video wasn't huge. And I was very focused on producing brilliant written content. But since I partnered with a videographer, that opened up so many more opportunities. It just meant that I could offer more to my existing client base and open up opportunities for the individual that I partnered with. Obviously his clients who hired him to do videography were then referred to me to do written content. So, yeah leveraging those partnerships is really good advice and I think it might be worth people taking some time to really think about which parts are missing within their businesses and who could help them with that in order to be able to offer a fuller and more valuable service. So I think it's great. And again with the speaking too, the same thing applies right? We just did the same thing with our podcasting. Right like you invited me to be on your podcast, and so I invited you to be on my podcast. We've been given the opportunity where we can leverage each other and I think, why not! Especially because our podcasts are very different, so we should have pretty different audiences. And I guess just to reference your forecast or your podcast that you do with your two sons which is amazing and they're incredible guys- is called"Invest in you". And they have the most incredible mindset when it comes to personal developments. I mean that was mind blowing to me. I thought"what was I going when I was 12?"- Absolutely nothing like what he's doing. His ability to ask questions and be open and think strategically about marketing was amazing. He runs a YouTube channel. And he does all this kind of stuff I just think it's amazing and I think being able to leverage each other's partnerships like that is just great.
Frederick:Yes, one of my best pieces of advise i try to'drum into' my son's is that it's so important to try to be a piece of the puzzle. So you want to be the piece in the middle, you want to be the connector. For example, you've got one customer who doesn't really know how to reach the market digitally which has a huge potential customer market and then you ask"how much would you like me to open the floodgates?". You're really a provider of a service, but you can be paid as an affiliate. So being a piece of the puzzle could include having a commercial risk reward basis with your clients. You don't need to make money but if you start by providing value then all of a sudden people will start to pay you for your services.
Stacey:Exactly. Introducing people to other people and certainly that build your authority and your likability faster. There's so many elements to that that can help build your credibility as an individual and you never know how those things come back to you. You know I could make a referral today and you thank me very much and then in a year's time when you happen to be speaking to somebody else about someone who needs help with digital marketing. I'd be the first person comes to mind.
Frederick:Our relationship is a perfect example where I refer happy customers to you, i'm not asking for any money for that- even though I could. My point is if you start by'giving giving giving', the rest will follow. That's when the value will the be received. Over time, one way or another, you might return with another big favour or whatever it might be. But if you come with a mindset that you will sit in the middle and charge for it even before we start to do business, you'd be doing it all wrong.
Stacey:Of course, it depends on your authority, your credibility, your profile, etc. I think that's a the part of it; once you've got the reputation for having the connections. Sure.
Frederick:So that the other advice to my sons is'be the bank or own the bank'. What i mean by that is, If you look upon how money is moving in the world, who ultimately controls the assets. Well it's often the banks because you might have a mortgage which means that you actually don't own the house, the bank does and you're basically just paying them three hundred sixty installments or a thousand pounds each which is a lot. So, it also links to other things which is really my top priority with global sales consulting at the moment, other than helping others. It's about making money on money. Yeah there's very much like the top of the food chain where you don't need to have all the people and staff like you do in the the property sector, you can use the money you make to make money by leverage. Unlike many competitors that are too highly geared, my business is well under 50 percent which means I've got a lot of, kind of, liquid cash in my pocket today. So I can dive into this and use it to make money for my clients. I can still work with it and that can allow me to make just take your money and multiply it.
Stacey:So, basically you're really investing and into multiple assets. It's investing in yourself, it's investing in businesses, investing in sales funnels and all that kind of thing. Coming up to my last question around this: If any of our audience out there was looking at trying to get funding or trying to get access to money what kind of advice could you give them?
Frederick:Pick the right partners. I've got two books coming out of this topic one is around trust. The other is around a number of investment principles called"tactics". It's coming out in a couple of months. The point is not to sell those books. The point is just to share the message. You need to have a number of the basics sorted otherwise you have not earned the right to ask for any money whatsoever.
Stacey:Great. Simple as that!
Frederick:If you haven't done your homework you don't even know who you're talking to you've lost. If you come there too needy, you've lost. If you're last minute, you've lost. But if you have done all your preparation just like in any sales situation then it's doable, it's repeatable and scalable and that's exactly what I decided to do. If you're looking upon how you learn how to do these things so that you dont'lose', you can find like a two or two and a half day training but yeah we've got like a one year implementation which is called"next level".
Stacey:So, obviously thats a new product that you've launched which is called next-level. It's a 12 month program implementation which teaches people how to find finance, how to fund deals for businesses or whatever it might be, connecting with people and then actually implementing that. So if anybody is interested in obviously learning more about that or just interested in learning seeing what you're doing online or how you're building your profile what are the best ways?
Frederick:The best way is just to follow me on social networks like following me on Facebook or I will often connect with most people on LinkedIn, which is where i share a lot of content and things that I know. So for example I've got a podcast and two books coming out, speaking all over the U.K and the globe. Many cases yeah. I am doing work in other countries which is very much like bespoke things. And I share things about this on my LinkedIn.
Stacey:Anyway Frederick, thank you so much for being here today. Thank you for your time and the advice that you've given us. Thanks for joining us.
Speaker 24:Interesting conversation there with Frederick. Here are my top three attention grabbers from this episode.
Speaker 25:Attention grabber number one: Charge for the outcome.
Speaker 24:That's such good advice. I can't tell you how long I used to exchange time for money. I think making that change in my business was a real game changer and I think that was really really good insight from him. Definitely looking forward to reading her book"Million dollar consulting"- charge for the outcome. Attention grabber number two:'Moaching'- discussing the difference between what a mentor is and what a coach is and what you should be able to get outlet as a business owner was really insightful. Many of us make the mistake of thinking that they're the same thing and don't necessarily make the right decision when hiring a mentor or coach. So I think understanding those differences is a great piece of advice.
Speaker 25:Attention grabber number three: Personal branding. So Frederick talked a lot about having no digital footprint due to his background in the special forces where he wasn't actually able to build a personal profile. The things that he's done now I think are just so interesting. Being able to polarise and create a diehard following if that's what you're into I think is totally acceptable depending on your industry. He's leveraged trends which you thought was a really great example using the 21 day challenge and piggybacked off of the back of that trend. Also seeing what he does with his video content. So when speaking at an event having a conference coming up he will utilize things like Facebook Live to create hype leading up to an event like that. The event officially happens and then he does as much marketing afterwards as well using things like video content to tell people a little bit more about what he's been doing.
:So. he's really good at using his personal brand to leverage all the exciting things that he has going on in his business. I thought those were just really great pieces of advice and I hope you can find a way to implement them in your business. So that's it for this episode. Don't forget to connect with Frederick via social media channels. I look for you joining me next time.