The Massimo Show
About this podcast
Over the last 10 plus years, the Massimo Group has had the privilege of working with thousands of professional entrepreneurs and solopreneurs most of whom wish to attain either more margin in their life or financial margin in their future. More money and less time. The objective of the Massimo Show is not only to provide insights from top producers across the globe, but also to share personal and professional success trends from authors, thought leaders, and the like. Ideas to help you grow your personal practice. Welcome to The Massimo Show.
About this podcast
Over the last 10 plus years, the Massimo Group has had the privilege of working with thousands of professional entrepreneurs and solopreneurs most of whom wish to attain either more margin in their life or financial margin in their future. More money and less time. The objective of the Massimo Show is not only to provide insights from top producers across the globe, but also to share personal and professional success trends from authors, thought leaders, and the like. Ideas to help you grow your personal practice. Welcome to The Massimo Show.
The Massimo Show
- Season 6
Tony Rubleski: Capture More Minds and Profits
On this episode of the Massimo Show, Rod sits down with author, keynote speaker, strategic business coach, and global event promoter Tony Rubleski. Tony is the president of the Mind Capture Group and has been highlighted on the Detroit press, Fox TV network, ABC and CNN radio. He is the creator of the mind capture book series, as well as the authors of Trailblazers: Leadership Lessons from 12 Pioneers Who Beat the Odds & Influenced Millions and he is about to release a new book: So You Want to Write a Book. His core expertise and message is designed to help people ‘Capture’ more minds and profits. No Stranger to the Stage Tony spent his younger years in catholic school but eventually transitioned to a public high school. He refers to himself as a curious soul who pondered the priesthood for about six months but ultimately played football and baseball in high school as well as played in a heavy metal band. In his senior year of high school his band, The Creed, opened up for Green Day. For Tony, music was an extension of creativity and joy. Once he got through college he began to understand the reality of having to get a job. Today his creative extension comes in the form of writing books instead of music. At 19 Tony was cold-calling and door to door selling for Telecom. “I was having fun but didn’t know what I was doing.” Tony tells Rod. “I enjoyed going door to door, was young and naïve.” At 20 Tony came across Tony Robbins and he says it changed his destiny. This led him to study Dan Kenndey and Jay Abraham. “My marketing classes in college, we weren’t learning about setting goals. I would go to my marketing classes after studying Jay Abraham and ask the strangest questions. The professors would be like what planet is he on.” Tony jokes with Rod. His inquisitive curiosity and his appetite for the subject matter led him to seek out Tony Robbins, Jay Abraham, and Dan Kennedy a couple years later. “Looking back, there are moments that change your destiny. Being around those guys in my early 20s was impactful.” Tony says. Making People Take Notice Over time Tony began to gradually transition from telecom sales to being a thought leader in his field of marketing. Tony met with and worked for Dan Kennedy by age 23. “I was able to get the CEO's to call me back by using direct mail grabbers such as scratch off tickets, money bags with fake money.” Tony reveals to Rod. “I had no fear of embarrassment to mail the CEO of a bank a bank bag with a funny note. When you do different things, you may ruffle some feathers, but you sure do stand out.” Tony learned from Dan Kenned that when you are cold calling you are an uninvited pest. As opposed to someone reaching out to you - that is a welcome guest. It is about positioning. Today, Tony teaches referral marketing around the world to big companies. Through the evolution of working with Dan Kennedy, Bob Burg, Jay Abraham, and Ivan Meiser, he will often name drop to give credit to those who taught him and reference his source materials. “I don’t have all the knowledge. Universal knowledge runs through many teachers and masters. And Then I teach it in my style or mind capture way.” Tony says. At Telecom Tony used successful direct marketing principles. He recalls how a lot of Jay Abraham teaching came into effect. “was selling phone service, the most hated and boring service. You had to be motivated. It was Tony Robbins and Zig Ziglars who came in to motivate me to keep doing this.” Mind Capture About 17 years ago, Tony was still in Telecom sales and he would have agents he recruited come to him and say “you need to write a book. You are a great teacher who does these crazy marketing things!” But people kept prodding him asking when his book would be done. At the time, Tony lied and said he was working on it but eventually that prodding pushed him to write a manuscript. “When the manuscript was completed, I was the VP of Sales at an Ad Agency. I was looking at my bookshelf one night and saw a Jay Abraham seminar called Mind Capture. That is when I thought, that is what I am trying to convey. A year later I met Jay Ahrahmam in Detroit at an event. I gave him a signed copy of my book and told him you were the inspiration for the title of my company.” Tony recalls. Tony describes Mind Capture as a battle we all face in business and doesn’t hesitate to give Jay Abrham credit for the brand and the source for what he now teaches around the world. Mind Capture is the ability to stand out and get attention in a world with too many choices and demands placed on our time. Since Tony’s first book, attention spans have gotten shorter. We are trained and addicted to our phones. Tony recommends that the best way to get attention is through referrals and introductions. Still today, Word of mouth is still the most powerful. Build relationships and not transactions. How do we grab attention? What is your story? What is your uniqueness? Uniqueness captures attention. In the 9 second world we live in you have to fight for attention at all costs. Get a client and you do such a great job providing exceptional service they want to refer you. They send you more people via introduction. Word of mouth accelerates, and you keep repeating the process. During this lockdown time everyone is doing soul reflection. People are doing business reflection, life reflection. It’s a good time to reach out to your current clients and referral partners and check in. How do you do it? Right now, Tony is doing more webinars and zoom interviews training for large groups because everyone is at home. “I am not charging for that. I am doing that as a value added to thank core clients. I am here to serve them not sell them.” Tony says “ These are unpaid auditions for the right target groups.” Tony has written 6 books. His latest book: So you Want To Write a Book is available via e-book. “This is the time to put this book out. We put out our E-book first. Most people are home right now.” According to a recent survey 81% of Americans want to write a book before they die. “The numbers are huge. That means there are potentially 260 M people in the US that would like to write a book someday. If you put a book out at the right time, it should fall at a better audience. I didn’t see a pandemic or lockdown. We rushed and pivoted to what was happening.” Tony explains. Tony and Rod end the show with Tony’s two best tips for success in business. Tune in to hear the full interview.
- Season 5
Wally Bock: Writing for Business - Ghostwriting and the Value of Your Story
On this episode of the Massimo show Rod sits down with a ghost writer and (his own) writing coach Wally Bock. Wally is an authority on the issues of supervision, leadership, and management and has the various career endeavors to prove it. More recently he has spent his time helping others lean into and expound upon their own leadership qualities by helping them write about them. Wally was born in New York City in 1946 to a Lutheran Pastor. He attended the Bronx High School of Science and graduated from there in 1963. He was a bright kid with scholarship opportunities for college as well. But one day his father told him about a relative who had gone off to a major university with their family paying the way. But this relative didn’t go and study. They avoided going to classes for a year and a half, before their father found out. “I thought about that a lot. I realized that however bright I was, if I went to college right then I’d probably do pretty much the same thing.” Wally tells Rod. Instead of potentially wasting his money and scholarships Wally decided to pursue a lifelong interest - the military. He joined the Marines and served from 1963 to 1968 and it was here that he learned a lot about courage and leadership and principles and about how your capacity is more than you ever imagined. Why Books? Wally’s first book was called Budgeting for First Line Supervisors. This was his first book because when he got out of the Marines he was teaching for a government program called Model Cities helping small businesses. He started writing articles around that. An acquisition editor at a publishing company heard some of his speeches, read a couple of his articles and offered him the opportunity to do four books. A couple of years after that, Wally moved on from the multinational to a non-profit, where he was the Business Manager at a graduate school. He got the numbers right and they improved on every measurable performance indicator. But he messed up in other ways and got fired. “That is when I figured out the only person who would keep me hired was me. That is when I started my own business.” Wally remembers. He established his consulting firm in 1982 and for the next several years, he had a fairly conventional practice where he did business consulting as well as speaking, training, and writing on leadership issues. “I was good at finding the story a business had to sell and turning that into something that helped them get business.” Wally tells Rod “ It is a dynamite skill to have, however it takes time to get the info out of the person who has the business.” Wally had a skill of understanding the story behind the business. It is the story that attracts the sales. Mixing the old and the new Wally is an excellent example of the merging of two very important skills: connection and progress. When asked how he marketed his books he simply says: Letters. “I wrote letters to people. That and the yellow pages. Letters are more important than ever today. It is more important than email, twitter. I am all for those, but I am for writing letters.” Additionally Wally was one of the first wave of people who engaged in e-commerce to sell his books. Wally was writing for speakers, trainers and consultants for a report called Cyberpowers. A publisher came to him and asked him to write a book about “Taking on the Super Information Highway”. That book came out in 1995 and resulted in 2 more large book contracts. That was when he went from small to big. The market warranted it and he was ready. Why Coaching? Wally was speaking across the globe and traveling all the time for business and then 911 happened. After 911 travel was harder to travel. “I was going to come off the road and needed to figure out something else to do.” Wally says. “Up until that time, all the books I had written were by myself but I wrote CyberPower for Business with Jeff Sonea and discovered I really liked working with somebody else.” The idea of ghost writing came to him and it took off - that was over 20 years ago. Wally and Rod talk about the types of ghostwriters, how the pandemic has forced people to shift in their businesses and the value of writing your story. Tune in to listen to the full podcast!
Chris Widener - Leading with Impact
On this episode of The Massimo Show Rod sits down with one of his own coaches - NYT best-selling author and world renowned hall of fame speaker Chris Widener. Early Life Chris was born in Seattle, Washington. His father was the CFO of an architecture firm called NBBJ and was making almost 100K in the late 1960’s. Unfortunately, he was severely underinsured and when died at 41 years old (when Chirs was just 4) he only had 30K in life insurance. Chris’ brother was 13 years older than him and left home after the death of their father and married a girl who did not like their mother. Alone with a young child, Chris’ mother had to sell the house we were living in because she couldn’t afford the $400 mortgage payment. Chris pinpoints this tragic event as the beginning of his downward spiral. Chris experienced an avalanche of instability in his formative years. After living in 28 homes, attending 11 different schools, being shipped off to live with relatives twice - once in 4th grade and once in 9th grade it may not come as a surprise that he started doing drugs in the 5th and 6th grade. Even smoking opium by 8th grade. With limited supervision and the lack of strong parental figure. Chris spent most of my time growing up scalping tickets to the seahawks and mariners games outside the Kingdome and betting on the ponies at Longacres Horse Track. “I was headed in the wrong direction.” Chris recalls. “The year before my senior year of high school I got invited to sleep at one of my big pot smoking friends' houses. It was a Saturday night and we probably spent the night getting high.” The next day Sunday, his mother opened the door at 8am and said get up we are going to Sunday school. “I had no clue what Sunday school was because I had no religious upbringing.” Chris tells Rod. Finding a Father The youth minister was from Helena, Montana and he had 2 things that I needed in my life at that point. First of all, he had size 11 cowboy boots. This was good for me because I never had a male role model. I didn't know my grandfathers, my father had died when I was 4. This pastor became Chris’ role model and taught him about God, purpose, having a vision in your life, and knowing that life is bigger than YOU. Additionally he inspired Chris to go into ministry where he discovered and honed his gift for public speaking. “If you want to become a world class speaker, spending time in the ministry is good because you need to come up with 3 new speeches a week.” Chris explains. “ I started speaking to summer camps, high schools, colleges about overcoming a crazy youth. As I got older, I transitioned talking to adults focusing on leadership. I got a few lucky breaks in the early 2000’s.” Career Success Chris was asked to ghost write for John Maxwell where he spent 18 months writing for him on his national syndicated column. From there he was asked by Jim Roan to write with him. “I wrote the Jim Roan 1 program as well as his last book the 12 Pillars of Success. And then there was a television show in Dallas who wanted Zig Ziglar to do a show and he didn’t want to do it by himself, so they asked me to co-host his TV show.” Chris says. When people ask how do you build a successful speaking career. I say it’s easy. Three step process: 1) Have John Maxwell call you 2) Have Jim Roan call you 3) Have Zig Ziglar call you Once that happens it’s all easy from there. All joking aside, Chris recommends that when opportunity presents itself you need to be able to walk through that door. Preparation may look like working for others but you are also curating your own skills. Be ready to use them! Principles to create a lasting legacy: 1) Understand you don’t know the impact you are leaving. You need to trust. 2) Take advantage of opportunities and be prepared. 3) What to do when you thought was going to happen doesn’t happen. Listen in to the full podcast to hear more from Chris including information about his latest book!
Tom Ziglar: Transform Your Life One Simple Choice at at Time
On this episode of the Massimo Show Rod sits down with Tom Ziglar, son of Zig, CEO of Ziglar, and key collaborator on his father’s 30th book, Born to Win. Tom Ziglar carries on the organization’s “profoundly simple” philosophy “You can have everything in life you want if you will just help enough other people get what they want.” “You have got to be ready or sick and tired of the way things are going.” - Tom Ziglar Growing up in Dallas, TX Tom played golf with his dad and fell in love with it. So much so that he ended up going to college playing golf. But in the long run he was mistakenly called to help others in the same way his father had. Prior to being named CEO, Tom began his career in retail and direct sales. He joined the Zig Ziglar Corporation in 1987, learning every aspect of the business as he climbed from working in the warehouse, to sales, to seminar promotion, to sales management and then on to leadership. Learning the Ropes from a Legend “Zig Ziglar would always say to people, I have walked in your shoes.” Tom explains to Rod. “What he is telling the audience is ‘Hey, I struggled like you.’” Born in Alabama, Zig grew up in Mississippi. His dad died when he was 5 in the heart of the great depression. Raised by his mom (who had a 5th grade education) and the 10th of 12 kids Zig used to explain to his son that they were “the second poorest family in the city.” He never did well in school and joined the Navy at the end of WWII. Zig tried his hand at college but school still wasn’t for him and he ended up dropping out. He got married and got a sales job. For 2 and a half years he didn’t sell anything. A man PC Merrell, a man Zig respected, pulled him aside at a convention and said “Zig, in all my years I have never seen such a waste, but if you believed in yourself and went to work on a regular schedule you could be a champion.” That was the first time that anyone in the position of authority had told Zig he could be a champion. That was the day he went to work to try and figure out what it meant to believe in yourself and he made the commitment to start work every day at the same time. It was that year that he finished #2 out of 7000 salespeople. In the prior 2 and a half years prior he hadn’t even broken the top 5000. “So when he would tell people I walked in your shoes what he was saying was ‘I have had my car repossessed, my lights turned off and struggled.’” Tom continues. Zig’s mission became to help people understand that they have these gifts and amazing abilities in them already. Choose to win - you can transform your life one choice at a time. The fastest way to success is to replace a bad habit with a good habit but every success starts with a choice. Why do we want to make the choice? What Is the big reason that propels us? Once people answer these questions, then the different areas that we need to focus on become clear. “At Ziglar we teach balanced success.” Tom explains. “What is the point if you have tons of money but no health or family? The choice we speak about in the book encompasses every area of life.” What do you want the result to be? Listen to the rest of the podcast to learn more about Tom’s book!
The Seven Days to your Best Year Yet
On this episode of the Masimo Show we get a special message straight from our founder, Rod Santomassimo. Let’s focus on you, the end of 2020, and look forward to where we are moving too. Every year we provide an outline of a road map to allow you to craft a plan that is right for you. This year we’ve updated our plan- the 7 step plan we call The Seven Days to your Best Year Yet plan. This plan outlines the 7 steps you should take to put yourself (with our help of course) in a position to make 2021 your best year yet. Step 1. Transactional Review Look at what you worked on and the results of those transactions Step 2. Activity Review Taking a qualitative looks at your activity from last year Step 3: Reflection Looking back over last year, your way forward should start to come into focus Step 4: Restriction Phase. Ask yourself why you didn’t meet certain goals Step 5: Reposition. Now that you have given yourself an audit, let’s move forward Step 6: Reaffirmation. Look at what you set your plan for 2021 look like? Step 7: Refinement. Let’s make sure we do what we need to do to achieve the goals you set! Remember to start small to build winning streaks to move forward to achieve those goals!
How Finding Your “Why” Will Lead You to Success - On and Off the Court
On this episode of the Massimo Show Rod sits down with highschool basketball coach and motivational speaker, Jim Johnson. Based on what transpired in a few short moments in early 2006, Coach Jim Johnson is now an authority on the subject of realizing your dreams. In his many public-speaking appearances, the Rochester, New York resident relates his role in a basketball game that got Hollywood calling. He also emphasizes the importance of teamwork and sportsmanship, delivering his talks with a heartfelt style that has brought audiences to their feet. Coach Johnson has developed winning high-school basketball teams for 30 years, taking over three losing varsity programs and turning them into winners in short periods of time. Of his 428 career victories, one in particular will surely never be duplicated. On Feb. 15, 2006, Coach Johnson made the kindhearted gesture of inserting his autistic manager, Jason McElwain, now known to the world as J-Mac into Greece Athena High School’s final home game, which the Trojans won 79-43. J-Mac scored 20 points in just over four minutes, including six three-point baskets, to become an instant national celebrity. Coach Johnson, also, was featured in major news outlets around the country. To make the Hollywood ending complete, Greece Athena captured the first Section V title of Coach Johnson’s career a few weeks later. Jim Johnson grew up in a large family, the eldest of 6 (3 brothers and 2 sisters). His dad was a PE teacher and was his high school basketball coach. Jim’s father was a key role in his life. “He gave me the real passion to want to coach.” Jim recalls. Jim played a lot of sports while he was young, but in middle school basketball became his passion. He was lucky to play for his dad in high school and when he went to college and was cut from the team after his second year he knew his dream of playing in the NBA was not going to manifest. After college, Jim wanted to be a teacher and a high school basketball coach. He worked for 3 years as an assistant coach in Greece, NY where he had grown up. At 25, he got a break to be a head coach about 25 minutes from where he grew up. “My first year coaching, I wanted to take them from the outhouse to the penthouse! I led that team to 17 consecutive losses.” Jim laughs. Ultimately he was let go from the position and his own loss became a great motivator for him to become a better coach. After that Jim started to read and study a lot about being a better leader. One of the books Jim picked up was The Seven Habits by Dr. Covey. “He talked about the Seven habits, but also talked about having a Why in your life.” Jim tells Rod. Now, Jim focuses on pushing people to find and understand their “Why”. Exploring your personal mission and leading yourself first became hallmarks of Jim’s life and his coaching style. “My personal mission is to be an outstanding role model that makes a positive difference in the world by helping others make their dreams come true.” Jim says. Leadership traits that are consistently found in good leaders: 1) Lead by example. Come in with a positive attitude everyday 2) Have a service mindset. Watching his Why become a Reality Jim had been coaching for over 20 years and had never won a sectional championship. But this year, he had a strong team. Jason McElway was the team manager and was on the autism spectrum. What was unique about Jason was his passion for basketball. “I have coached for thirty years and rarely would have someone keep trying out if they hadn’t made the team the previous year.” Jim says. Jason didn’t make the team for 3 straight years. His senior year, he was so committed to the program that Jim wanted him to suit him up to play. “It was senior night, I wanted to get Jason in so he could score. We had a great crowd that night.” With just over 4 minutes left in the 4th quarter, Jason was put in to play. When he went in the student body gave him a standing ovation, the parents stood up with a head shot of Jason on a paint stick, and the emotions Jim felt were overwhelming. Jim’s team was 20 points up when Jason entered the game. The first time he had the ball, he had a 3 point shot and missed. The next possession he had a 10 footer that he missed but he was getting closer. The third possession with just over three minutes, Jason was in the spot for another 3 pointer and he made the shot. At that point, Jim was elated. The team kept passing him the ball. He made a shot from the arc, almost an NBA 3 and Jim was thinking oh no Jason that is way too far. He launches and swish it goes in! The crowd ran out on the floor along with the team. “At this point I have no idea how many points he scored, and the public announcer comes on and says the leading scorer was J Mac with 20 points. The greatest moment in my coaching career.” But the excitement for Jason didn’t stop in that high school gym. A student who videoed the game put it on the internet and it went viral. Jason’s speech pathologist called the news station and said you need to see this. From there, it was sent out nationally. Jim got invited to go on the Oprah Show with Jason and and his parents. Despite the national attention, Jim and his team had more games to play. They had never got to a semifinals but this year they won and were on the way to the finals. The place was sold out. They were down 14-3 just 4 minutes into the game. But they came back to win it. “That was the first win for a sectional championship for us.” Jim tells Rod. “ Later that night as we ate, We watched highlights of our sectional win on ESPN. We won the next year as well. The last nine years, Jason came back to help coach and we won 4 more sectional championships.” To this day the only thing Jim wishes we could have changed about his life and his career is finding his “Why” earlier in my life.
Steve Rizzo: Winning is no Joke
On this episode of The Massimo Show Rod sits down with Steve Rizzo. An American motivational speaker, author, and former stand-up comedian, Steve is notable for his humorous style of motivational speaking and writing. Rizzo is a member of the National Speakers Association and an inductee of its Council of Peers Award for Excellence Speaker Hall of Fame. At one time Steve was sharing the marquis with folks like Ellen DeGeneres, Rodney Dangerfield, Eddie Murphy and Jerry Seinfeld; a showtime comedy all-star. At the peak of his career he decided to go in a different direction. Steve was born in Brooklyn, NY and raised by what he calls “good people” but from an early age they instilled what could casually be called a sense of impending doom. Life outside the home wasn’t much more supportive. In middle school Steve was having difficulties and challenges in school and was told by a counselor that he “didn’t have what it takes” to go to college. That seemingly small comment made a huge impact on the rest of his schooling. In high school Steve was nominated for the “least likely to succeed”. He took those beliefs that I wasn’t smart enough, good enough, or worthy enough into his adult life. “My philosophy was don’t try and you won’t fail.” Steve recalls. As a result, he hung out with a tough crowd. Most are dead or in prison. It wasn’t until 5 years after high school when his brother, a disabled Vietnam War Veteran, totally turned his life around and went to college. “He literally took me by the hand and took me with him to college to sit with him in class for 2 weeks. He then said, I am glad you did this, now I am signing you up.” Steve tells Rod. Despite being petrified to go do something he was specially told he would never be able to do Steve got straight A’s. He graduated with a degree in Education-English and a minor is Psych. “ I went back to the school that nominated me least likely to succeed and I was counselor for kids with behavioral problems and an English teacher for 2 years.” Steve says. Success and the Shift Steve realized that the universe opens up when you start following your heart. But despite having obtained a degree and a coveted teaching position he quickly learned he wasn’t done mastering new things. Through a series of “right place, right time, right people” Steve started doing stand-up part time in clubs on Long Island, NY. He was so good and so taken with it that he quit the second year of teaching to go into the world of stand-up comedy. “I didn’t even take a leave of absence. I just quit.” says Steve. Shortly after he was headlining comedy clubs across the country. But Steve still wasn’t done shifting into the perfect role. “What I realized was my opening acts, Drew Carey, Rosie O’Donnell and Chris Rock and they were getting the big breaks and I couldn’t understand why I wasn’t. Why was opportunity knocking on their door? I realized that opportunity was knocking, I was afraid to open the door.” Steve eventually let the worry about stand-up go and by the time the industry was begging him to hit the big time he had already decided what was next for him. “It was at a Tony Robbins seminar that I realized what I should be doing. I wrote 1) I should be doing this 2) I could be doing this 3) I will do this I made the shift. Everyone thought I was crazy. I was living in LA, flew home to NY and told my wife, who was supportive. I did stand up in the tri-state area to supplement income and in between I started investing my time and energy in how I could break into the speaking business. Everything started falling into place at a fast pace. When you follow your heart and you are doing what you are supposed to be doing with your life serendipitous events take place that will blow your mind.” Steve’s Style What Steve offers his clients are the common-sense success strategies that will take them to a better place in life and career. The strategies are based on these 3 principles: 1) You are the creator of your success and happiness 2) You are the only problem you will ever have and somewhere within you is a solution waiting to be discovered 3) Whenever you are confronted with a challenge or problem of any kind it’s never a matter of managing the situation, it is a matter of how you manage your mind. Your thoughts, along with your beliefs and attitude feed off of each other will eventually create the actions you take. The actions you take lead you to the outcome. That is why some people are successful and some people fail. A Final Tip: If you find yourself in a negative rampage, at that moment you need to stop and become aware you need to hear “who do you think you are?” In that state all the negativity stops because your brain cannot focus on 2 things at once. In that moment of awareness, you can turn it around.
Jon Schumacher: The Importance of Building Automated Marketing Magnet for Your Business
On this episode of the Massimo Show, Rod sits down with webinar coach, webinar consultant, webinar expert, and online marketing advisor Jon Schumacher. For Jon his passion was sports and then the human body. “Before I got into marketing, I got my MBA in physical therapy. I practiced for several years.” Jon tells Rod. But like many aspiring entrepreneurs Jon fell out of love with the idea of working for someone else. “I was selling content like how to fix your back, e-books and video courses. That was how I fell in love with the online world.” Jon recalls.
Elizabeth McCormick Harnessing the Power of Flight and Personal Setbacks
On this episode of The Massimo Show Rod sits down with decorated former US Army Black Hawk Helicopter pilot and Motivational Speaker, Elizabeth McCormick. Elizabeth flew command and control, air assault, rappelling, top-secret intelligence missions, and also transported high level government VIPs including the Secretary of Defense. She has received many awards in the army, and supported United Nations peacekeeping operations in Kosovo, receiving the Meritorious Service Medal for her excellence in service. In 2011, Elizabeth was awarded the US Congressional Veteran. Elizabeth grew up in rural Michigan and went to an agricultural school with less than 50 students. “I was a geek, shy just starting to play sports and trying to find out who I was.” Elizabeth recalls during her talk with Rod. “My mom worked 2 jobs and because I was playing sports, I would sometimes have to walk home 7 miles after practice. At home, I would do my homework and read until early morning.” Because her school was so small, they needed people for almost every sport and Elizabeth stepped up where she was needed. After being offered a volleyball scholarship for a D3 college - Siena Heights in Michigan- Elizabeth, an aspiring architect, went on to double major in art and math with an associates in engineering. Eventually she had to stop playing volleyball because it interfered with her studies and subsequently gave up her scholarship as well. In the last year of college Elizabeth met what she refers to as her “starter husband” a well-intentioned army bound young man whom she married in her final year of college. She followed him to small town Louisiana and found herself working in a pizza place. “That made me pissed off,” Elizabeth recalls candidly, “five years of college with student loans knocking at the door. I realized I couldn’t change my circumstances so I had to look at what I could change. I realized if my husband could go in the military, so could I.” Everything she went through after that decision was a matter of self-motivation. “If I don’t believe in me no one else is going to believe in me.” Elizabeth tells Rod. What seemed like a simple decision ended up being an extremely difficult life change. From the recruiter who didn’t know how to do the paperwork, to the flight doctor who called her a “little girl”, to the crew at the MEPS station who told her the test was going to be difficult, she faced adversity at every turn. It wasn’t until she got through the process and went through basic training to candidate school that she learned there were only 2 spots in the nation! “If I had known that, I might not have been as confident.” she recalls. Despite her shy demeanor she was determined. “My mission to be who I wanted to be was more important than being shy... It is these situations that make you realize how much you have within you.” Elizabeth notes that she was then and is often now driven by four distinct words: Do you want this? If you don’t believe this is going to happen, no one is going to. Life Lessons Learned from Piloting: Every year as a pilot you have to prove yourself and show you are skilled in what you do. After two years of flying you go to the pilot in command for a promotion. After my second year in Germany I was up for this promotion. What you have to do is fly the map of the earth. The instructor got lost. I pushed myself because I realized you can’t depend on other people. You are in the pilot seat. No matter what role you are in there is no autopilot. We have to lead instead of follow. 5 truths to Leading yourself in Life Potential Implementation Leadership (Communicate Aviate Navigate) Optimal Performance Tenacity Business after the Military I would have still been in the military however, I was injured and offered a medical retirement and got out of the military right before 9/11. This is when I got my first corporate job working as a warehouse inventory accounting and worked my way up to purchasing manager. My last job I was a commodity and international contract negotiator. I was broken. I came out of the military physically and emotionally broken. I was not ready to speak. It was the community who found out I was a helicopter pilot that would ask me to speak at school or church events. At every event I would speak at after I would get 5 more calls to speak elsewhere. At this time, I am still working a corporate job so I am turning a lot of them down. It wasn’t until someone said we will pay you. In 2009, I was laid off. And that is when I realized what I was supposed to be doing. Rod and Elizabeth round out the interview talking about the meaning of “SOAR” and how setbacks in life can lead to your greatest accomplishments in business ownership.
JJ Birden - Competing in the Game of Life
On this episode of the Massimo Show, Rod sits down with former NFL player turned motivational speaker JJ BIrden. Born and raised in Portland Oregon, JJ went to the University of Oregon where he was a two sport star in Football and Track and Field. A 5’10”, 157-pound wide receiver, JJ was drafted by the Cleveland Browns in the 1988 NFL Draft and played nine seasons (Cleveland Browns, Dallas Cowboys, Kansas City Chiefs, and Atlanta Falcons). He played two years with Hall of Fame Quarterback Joe Montana. He certainly was not the biggest, strongest, or fastest guy on the field, but he knew how to seize his once-in-a-lifetime opportunity and maximize his success through dedication and hard work. JJ’s ultimate passion was to be successful at something. Raised in the inner cities of Portland, JJ and his family knew what real struggle was and he was determined to break that cycle for himself one way or another. Unlike other kids his age JJ didn’t play a team sport until his sophomore year in High School but he showed true talent and drive and quickly became an integral part of his teams. The first success was learning how to manage his time and prioritize early on in his life. Becoming a Pro JJ wasn’t sure where he was headed when he qualified for the 1988 Olympic trials for the long jump and was the #1 high school wide receiver in Oregon. He thought it would be track and field when he didn’t receive a single D1 scholarship offer. After receiving a scholarship to the University of Oregon for track & field, JJ earned a walk-on spot with the football team his sophomore year. He was at the bottom of the depth chart and nowhere near seeing actual playing time on the field, but his coaches and teammates didn’t know how hard he was willing to work. It didn’t take long for them to find out: JJ became a starter the next season, his junior year. But like all long-shot stories and underdog tales, JJ’s trials were just beginning. The remainder of his college career was plagued with injuries and unimpressive stats. Still, JJ’s speed and toughness were enough to earn him an invite to the NFL Combine, a yearly gathering of the top 300 college prospects in the nation. Unsurprising to his teammates, coaches, and fans, JJ dominated the Combine. His performance earned him the 216th pick in the 8th round of the 1988 NFL Draft. That’s when the going got really tough. “My first setback was tearing my ACL at the Cleveland Browns Rookie camp” JJ remembers. “The bright side was I was drafted and I got to sit on IR with the Browns and see what happens. The first year, there was no pressure. It was a learning curve.” Eventually he got back on the field. Having always excelled in athletics he was convinced he would continue to do so in the pros but he quickly learned there is a reason why they called it the professionals. “I remember I was grabbed by my pads and thrown to the ground” ‘Rookie- this is the NFL and every day is game day. You better do better than that.’ I got a quick wake-up call that It doesn’t matter what I have done in the past, these guys bring their best every day. I better figure this out.” JJ recalls. JJ learned a valuable lesson that he continues to apply to business: Every day is game day and you can’t take days off. As a motivational speaker JJ Shares principles from the point of view of the underdog and what it takes to leverage where you are to be successful. The truth is, JJ felt like an underdog his whole life but he was also convinced that stats didn’t matter. “When opportunities knock, you don’t’ answer the door, you rip the door off the hinges and make opportunities and do what it takes.” he says. FASCO An acronym: Failures Adversities SetBacks Challenges and Obstacles = The thing that is trying to stop you from achieving your goal. What does it look like to be outworking others? There is a thin line that separates you from your competitor and you have to make small incremental changes to continue to improve your game. What is your competitive advantage? What is the little extra thing that you bring to the table? Your Why Factor Understanding your “why” is the key to what you are doing. If the why is strong enough the process to get there is not a challenge. You will do whatever it takes. You need to ask yourself, what inspires you, motivates you, what gets you excited? That is what is going to take you to those good days and support you through the bad.
Jeb Blount- Fanatical Prospector
Jeb Blount is a best selling author including Fanatical Prospecting, Sales EQ, Objections and most recently Virtual Selling. He's published hundreds of articles and is among the world’s most respected thought leaders on sales, leadership, and customer experience. He is the leader and CEO of Sales Gravy. Sales Gravy is the #1 most trafficked website in the world.
- Season 4
Bill Cates - Referral Coach
This week on The Massimo Show Rod sat down with an internationally recognized client-acquisition expert, author, and speaker - Bill Cates. Bill has delivered his business-growth message to over 300,000 professionals, small business owners, and salespeople across 5 continents; helping them increase revenue without increasing their marketing budget. Bill is the author of four popular books: Get More Referrals Now, Don’t Keep Me a Secret, Beyond Referrals, and Radical Relevance. Bill Cates’ client-acquisition system has been featured in such publications as Success Magazine, Entrepreneur Magazine, Selling Power, the Huffington Post, and The Wall Street Journal. His own business’s success has been featured in Money Magazine. Bill was born and Raised in Silver Springs, Maryland just outside of Washington, DC. While attending the University of Maryland he was a drummer in a rock n roll band who turned professional after college, even touring the country after he finished graduate school. While they were fairly successful Bill knew enough to realize he didn't want to play at Holiday Inns for the rest of his life. After working for American Airlines in customer service he got the itch to own his own business. A woman was selling her cookbook at a "pick your own strawberry" farms. She stole all his ideas and he was not compensated for it. He thought “I could do better than this” so he identified 1500 pick your own strawberry farms around the county and got an offer to write a cookbook and sell it to the farmers. The first year he sold 15000 copies of the book. He moved on to an apple and honey cookbook. It was a niche for the farmers. Bill was selling around 80000 copies of his cookbooks a year. He started selling in kitchen stores, gourmet shops, and grocery stores. He then moved on to writing specialty cookbooks for equipment manufacturers. He wrote for Weber grills, a smoker company, a cookie cookbook for American Greeting Cards. He created this niche of smaller cookbooks. He built the business until it was saleable and publishing his cookbooks was going great. They say liberal arts majors make good entrepreneurs because they learn how to learn and teach. Bil sold several businesses and was looking for the next thing to do. A friend of his said “you should be a professional speaker” so he started hanging out at the National Speaker Association. After trying his hand at running a book publishing company he discovered his passion for speaking and teaching other entrepreneurs. It didn’t matter if Bill was getting gigs for his band, soothing ruffled feathers of airline clients, or connecting with farmers over a great recipe - he was learning to make real connections. This led to Bill’s niche - referral marketing. Bill believes in the power of multiplying your best clients. “It doesn’t cost money to do that,” Bill notes. “What I learned is not only about referrals but about introductions. Make sure you are getting introduced to the people who will give you referrals. Referrals and introductions work because of borrowed trust. Make sure to have a Value Check-in. This is when you check-in in along the way so your client knows the value we are bringing. To see that we are exceeding their expectation because most businesses don’t check in enough. When you check-in and ask how do you think we are doing? When you bring that openness to checking in on a regular basis, that is the beginning step for asking for an introduction. It solidifies the connection.” Rod and Bill go on to discuss the delegation of 5 things that will free you up to do the things that need to be done: The sales division is handled by a referral network and reputation. Marketing by speaking in key conferences, newsletters, blogs. Reputation building and maintenance. Run by his team. Personnel- marketing run by his team. Operations use CRM. Finance has an accounting team and book-keeping service Bill and Rod end with some helpful information on how to multiply your best clients in five steps and more about Bill’s books Beyond Referrals and Radical Relevance
Joe Calloway - The Core Skills of Leadership
On this episode of the Massimo Show, Rod sits down with Joe Calloway Joe Calloway helps leaders, owners, and entrepreneurs make great companies even better. He helps organizations focus on what is truly important, inspires new thinking about challenges and opportunities, and motivates people to immediate action. Joe is the Executive In Residence at Belmont University's Center For Entrepreneurship. He is a business author, consultant and speaker whose client list reads like an international Who’s Who in business, ranging from Coca Cola and Verizon to Cadillac and American Express. Joe also works with small to mid-sized business groups including franchisees, medical practices, law firms, and a range of professional services groups. Joe is the author of Be the Best at What Matters Most and five other ground-breaking business books including Becoming A Category of One: How Extraordinary Companies Transcend Commodity And Defy Comparison, which received rave reviews from The New York Times, Retailing Today, Publishers Weekly, and many others. His newest book is Magnetic: The Art of Attracting Business. Joe's business experience includes having owned a restaurant in Nashville, and he is currently serving as Advisor on Business Development with Gilson Boards, a snowboard design and manufacturing company based in Pennsylvania. Joe grew up in a rural community in Tennessee where he focused mainly on his passion for rock and roll bands such as Rolling Stones, The Who, Doors, and the Beatles. He started off as a drummer and eventually became the frontman! Joe also had a passion for all things political and after college, he worked in the House of Representatives representing the state of Tennessee. Eventually, Joe changed directions because he was becoming tired of the political scene. From there he went to work with his Brother in law in Real Estate taking a big leap and leaving his home town to move to Washington State. He became the General Manager of his brother in law’s company where there were about 10 agents. “My job was to help the agents become more successful. I was paid based on the company revenue. I got intrigued by coming up with ideas to help the agents become better at what they do. That is when I left the Real Estate business to go off on my own to seminars and workshops for some real estate companies, banks, all different areas from time management and sales programs. That evolved into people asking for me to do a speech at a trade association and that grew to speak at big conventions being the keynote speaker.” Joe’s roles continued to evolve over the years from customer service, to building your brand with your people, to eventually transitioning into leadership speaking engagements working with smaller groups. Joe and Rod discuss what it takes to be a successful leader. Joe remarks that: “There are a lot of things, but there is no set answer. What comes to mind is Clarity. No one wonders what is going on. It is clear. This who we are, this is what we value, here is what is important. Here is the way we treat people. And clarity on where we are going. Our vision for the organization and how to get there.” Joe and Rod close out the show with Five Factors in Five Minutes where they cover Prospecting, Marketing, Productivity, CRMs, and how Joe is handling his team during COVID.
David Newman: High Fee Mastery
On this episode of the Massimo Show Rod sits down with David Newman certified speaking professional marketing expert and founder of Do it! Marketing. David is the creator of the Speaker Profit Formula seminar and mentoring program. He has worked with over 600 executives and entrepreneurs to monetize their message including IBM, Microsoft, Oracle, Qvc, Merrill lynch and more. His podcast is the #1 podcast for experts who want to speak more profitably and his new book Do it! Speaking is a must for anyone to read regardless if you are a speaker or not. David grew up in Northern New Jersey with dreams of being a doctor like his godfather. He went to college for pre-med and failed out but that didn’t deter him. He changed his major to drama and graduated with an undergraduate drama degree and went on to graduate school to receive his MFA in stage directing from the City University of New York. After school he worked in professional theatre - directing, stage managing, and assistant directing for 4 years in NY. Eventually a friend said “you are teaching at graduate school to pay the bills, you could do that with companies and that is called corporate training” and David took his advice. Over the next 10 years he had three corporate training or corporate consulting jobs in management and Human Resources. David worked for Microsoft, doing internal training, trainer to trainer, client based training on technology and HR management topics. “When you are an internal consultant at a big firm, you are doing a big portfolio of things. You are given a binder of things to learn. You are flying all over the country teaching at different locations. You have to be flexible and versatile.” David said. “I was teaching anything to anyone, I began to think how hard could this be to go out on your own? I know what I am doing. I learn anything and go out and teach it the next day. Let me go out on my own as an entrepreneurial speaking consultant.” David found out quickly how hard it could be. He learned that it’s not about doing the work, it’s about getting the work. “It took me 3 years to figure out how to get clarity, focus and momentum. It took me a while to be able to answer questions outside the binder.” he said. David invested in sales training and sales coaching and came to the conclusion that he should focus on sales and marketing. He launched Do it! Marketing. Methodology “When I had alignment of what I was doing who I was doing it for and what I was saying about my business, That is when the flood gates opened.” The 4 greatest foundational decisions you can make are: Who you are Who you not Who your clients are Who your clients are not Pricing You are either Timex or Rolex. If you are selling “cheap” you are going to attract cheap people. If you are selling “premium” you will attract premium people. Low fees lead to low attention. Low attention leads to low respect. Low respect means low implementation of your ideas and thus, low results. When you undercut your price you are doing your clients a disservice. They don’t take you as seriously, they don’t follow your advice. They don’t show up on calls or follow through on your recommendation. They start looking at other places for results. Pricing is positioning. David and Rod spend the remainder of the podcast discussing Influence, engagement, and speaking. They touch on Podcasting and the importance of leveraging other people in your own business to add value to your audience!
Joe Schmit - A Sports Life
Joe was born and raised in Seymour, Wisconsin just outside of Green Bay. As a kid he loved sports, all sports. His mother would have to call him in at night because he was always outside playing until the sun went down. But there was just one problem - Joe was not a very good athlete. At some point, someone said to him “with your love of sports and your big mouth you ought to put those two together and become a sports broadcaster”. From the age of 14 on he dreamt of being a TV Sports Broadcaster. With a lot of luck and a little work he’s done just that.He’s reached his goal to get into a major sports market where all sports are covered, and it was a great place to raise a family too!
Ron White: How to master your memory
On this episode of The Masimo Show, Rod sits down with two-time memory champion, Ron White, as they discuss how to mastery your memory. Ron is best known for winning the USA Memory Championship in 2009 and 2010 and held the record for the fastest to memorize a deck of shuffled cards in only 1 minute and 27 seconds. But Ron isn’t interested in showing off how great his memory is, he is on a quest to help others have trained memories as well. Ron recalls that he was a good student and definitely an introvert growing up. Like so many others, he and his lifelong friend Brian made the decision to join the military after 9/11 but before they were soldiers Ron had had his fair share of real-world experience. At 18, Brian asked Ron if he wanted a job working as a telemarketer for a chimney cleaning business. In his first two weeks, he made a call to a guy who said “I do not want my chimney cleaned, but you are a great telemarketer - will you come work for me? I sell memory seminars and I will pay you more than you are making.” Ron worked for him for a year and then started his own company and was in the business for 8 or 9 years. Needless to say, If you ask Ron, he will tell you that if he’d known then what he knows now about what it takes to start a business, he wouldn’t have done it. “It was so much harder than going down to the courthouse, registering a company name, taking that paper to the back to set up an account” he recalls. He never anticipated going broke, living in his car, waking up and owing IRS $150K, and having $150 in his bank account. “When I was 24 years old, I thought I was a Rockafeller,” Ron said. “I was telling a guy I met in a bar that I made 20k this month and I am only 24. The guy listened and then shared he was a multi-millionaire, owned restaurants across the country, and friends with higher-ups in Microsoft.” Unfortunately, that turned out to be a lie. This guy was a high-level con artist but it was too late, Ron had given him control to run his business because he had no confidence in himself. Ron gave him total control of the business and his bank account and the next thing he knew, the guy took his money and left. After that Ron learned to trust himself. In the late 90s, Ron contacted Billy Burdon, a competitor who owned a company called Memory Masters. He was 25, had been in the business for 6 years, and was asking for advice. The biggest piece of advice Billy gave him was to create a cassette program with a call to action for people to purchase at the end of speeches. He created a cassette course in 1998 and that opened up so many doors. Duplicating himself and having a product changed his business and his mindset. Like so many other patriots, Ron and his lifelong friend Brian made the decision to join the military after 9/11. Brian joined the Army and Ron joined the Navy where he served for 8 years as a reservist. Brian still was a high school teacher and Ron was a memory expert. In 2005 Brian was deployed to Afghanistan and came back, and in 2007, Ron was deployed to Afghanistan. They both retired from the military in 2010. During his time in Afghanistan Ron was looking at a website and saw a news article about a memory tournament. He realized that in his speeches he was referring to himself as of the experts in the world but he had done nothing to prove that. Tournaments started in 2005. “I needed to compete with the guys that were winning the memory tournaments and win or take out from my bio,” he recalls. In 2008, he competed in his first tournament. He had been back from Afghanistan for about 8 weeks and came in 4th place. He resolved to train much more seriously for the next one—2009 would be his year, and it was. As was 2010. Never Forget and Patriotism “After breaking records, I was thinking what is next?” Ron says. “And then someone said how long would it take you to memorize the Vietnam wall?” Ron thought, “I served In Afghanistan, why not do those who served in Afghanistan instead?” As a tribute to the fallen, Ron has memorized the names of more than 2,300 American service members killed in Afghanistan. He travels the USA writing the names on a 52-foot long wall from memory. It took 10 months to memorize the 7,000+ words. Ron encourages listeners to look into getting their “black belt in memory” with his courses!
Tracey Jones shares how to apply the lessons from a mentor for tremendous results
Rod sits down with Tremendous Tracey Jones. Author of eight books and counting, Dr. Tracey C. Jones is a motivational speaker, business leadership resource, and president of Tremendous Leadership - a company that offers you the very best books, resources and programs to cultivate your professional and personal development. Tracy’s story is really the beginning of a beautiful love story. Her Father and mentor, motivational speaker Charlie “Tremendous” Jones, always talked about how he hit the trifecta when he met her mother, got involved in the insurance industry and found Christ. His love for his family and his work provided Tracy with a lifelong example of great leadership which she strives to uphold to this day. Tracy describes her childhood as a cross between bootcamp and a sitcom. Her father was an incredibly driven individual with a great sense of humor. For him, everything had a purpose and more than that, it had to be fun! She grew up believing work was a vacation because if you love what you do your work is a joy. She recalls that her vacations often consisted of packing up in an RV and going around to speaking engagements for her father. If they weren’t on the road traveling to speaking engagements, there were many other things to do such as get a job, work in the yard or play. Watching TV was not an option because they were locked up in the attic! Tracy grew up listening to other great mentors as well. Zig Zigler, Ted Blanchard and Norman Vincent Peale all influenced her and so many others in her industry because they bring value to the table and their stories are triumphant. Listening to these stories and those of her father taught her life was never easy. Tracy’s father taught self-efficacy, resilience, tenacity, and adaptive capacity. He encouraged her to “go out and earn [her] stripes” and often reminded her that “Life is great, but it is what you make of it” and “It doesn’t matter what life throws at you it is how you respond to it”. With these ideals in mind Tracey decided she wanted to serve her country. She went into the Airforce academy and graduated as a Lieutenant who then got trained to work on fighter jets- F15 & 16s. After the military Tracey moved to Austin, Texas to work in the high tech field. She worked for a Fortune 100 company with a great leadership but after a couple of years, she realized that everything is the same. Even though she was out of the bureaucracy of the government, so many of the same people, problems, and processes hadn’t changed. She was looking for something more. Tracey moved to St Louis to work in defense contracting. She was excited to blend her Fortune 100 edge with her love for the military. Two years into it, the same issues arose. She knew she needed to make a change and do something that was going to make a difference. Tracey always knew there was something more for her. Growing up around entrepreneurs she knew that someday she would love to do her own thing. Her father always told her you have two choices: work for yourself or work for someone else. As long as you work for someone else there will always be the bureaucratic side to things. It wasn’t until her father’s failing health that she told him she was going to come back and run the family business. After the break Rod and Tracey discuss how you sell yourself and business. Hint: Repeat business and ask for referrals! Rod and Tracey close out the show with a bonus section talking about her new book - Igniting the greatness within - SPARK. Singularity Persistence Advocate Resource Knowledge. Don’t miss it!
How to elevate your sales: The Jessica Magoch Story
On today's episode of The Massimo Show, Rod sits down with Jessica Magoch. When you think about art, whether that be painting, music or your favorite art, you may think about something that has moved or changed you. Sales is about moving people to take action. To show someone a different way of looking at things that they haven’t seen before. Sales is creating a story of helping people move from where they are to where they want to be. Jessica Magoch, JPM partners founder is a professional sales manager and trainer. Leveraging a great mentor positioned her for sales success. After graduating from acting school, Jessica Magoch learned about the craft of selling from the ultimate mentor, her father. She has since grown to lead a multi-million-dollar sales teams and is an adjunct professor at the Wharton School of Business, teaching in their Start-Up Accelerator programs focusing on teaching entrepreneur’s how to sell. The only sales experience Jessica had was selling girls scout cookies, she was more into theatre, singing, and dancing. Jessica had no interest in going into the family business, however, her father and mentor presented an opportunity she could not pass up after graduating from acting school. She moved to New York to work in sales and her father would teach her everything he knew. This is where she learned to do sales and grow a business. She hit the ground running and built up a $100 million-dollar sales team. With her own office space and 30 sales reps, this is where she learned how to build a business within a business. Jessica shares how she works out of her house creating work-life balance with her family and started an amazing company within the last five years. She shared her sales funnel and how to market and leverage talent across the globe. These lessons will help anyone grow their business. Rod and Jessica closed out the show by reviewing her 5 factors of success focused on helping people sell more.
Dr. Betty Uribe - Leading with your Core Values
Betty started her life in Columbia, South America, and wanted for nothing. Despite having everything she could have asked for; life was not as perfect as it seemed in her house. Although she had a loving millionaire father his demons often got the best of him when it came to alcohol. By the time Betty was 12 her mother had had it and she wanted to leave her husband and move to America. Betty was given the choice to stay or to leave and even though she loved her father and was often referred to as “Daddy’s little girl” she was old enough to recognize what was happening and she decided to move to America with just the belongings she had in her luggage. Betty regards this as the first value-based decision she made as a young woman and that idea became the basis for her book and her great success. But like any great success story, this one took time. Betty was what we would refer to as a serial entrepreneur. Although she had a kind of love-hate relationship with him her father was an amazing businessman and she believes her spirit for business was in her blood. When she was young her dad took her to visit clients and employees and, although she didn’t realize it at the time, he was teaching her how to be an entrepreneur. He took care of his family and his aunt and made lots of value-based decisions when it came to his business. Those were the parts of her father Betty wanted to keep and carry on in her own businesses. Her first entrepreneurial venture was in engineering and manufacturing and made pieces of a surgical light in her garage. She was working as a secretary for an engineering company and took a course about free enterprise and how to pay people by the piece instead of the hour. She thought “I have a garage; we can do this!” and with a great idea and an even better drive for success, she was up and running. By the time Betty went to get her doctorate, she had performed many turnarounds in the finical services industry. She was focused on entrepreneurs and could walk into a business and tell them what to do to increase their revenue. In this line of work and at that time, she started to notice a trend. She was seeing a lot of people who were meeting their downfall and she noticed the common thread was that what they said they stood for and how they were behaving did not align; their decisions were not value-based. But people also want to be successful, so she knew that merging the two ideas was key. She wanted to teach companies how they could create bottom line unprecedented results if they followed their core values. This idea became her first book! Rod and Betty talk about her first executive position, her values of leadership, and what’s next for Dr. Betty.
Look at me now: The Matt McGregor Story
On this episode of the Massimo Show Rod sits down with top producer, Matt McGregor. Matt grew up in a suburb north of Seattle and his passion was certainly sales from the very beginning. He had always envisioned himself in corporate America and had a passion for entrepreneurship. When it came to school Matt struggled from dyslexia and recalls loving school for the social aspect but that what he really looked forward to was going to work. He had a job from about the age of 10 on and one of his first jobs was selling stereo equipment. He also had a mentor that had given him cassette tapes of different sales books and because of his dyslexia those were a big game-changer for him. Matt became a nationally ranked top salesperson for a food distributer by his early 20s but hit a roadblock when they offered him an international position but it came to light that he hadn’t graduated from college. He recalls this being an embarrassing and awkward moment for him but instead of letting it ruin his dreams he buckled down and started going to night school. He eventually ended up with a college degree, an MBA, a certificate in commercial real estate, and a master’s degree. He and Rod discuss the importance of listening to your mentors, joining masterminds, and how to build a powerful team. They close the show with Matt’s 5 Factors for Success.