Is Your Business Stuck? Learn How Get Unstuck with Barry Moltz

Reading Time: 26 Minutes

Barry Moltz is a business coach based in Chicago. He’s the author of How to Get Unstuck and Small Business Hacks.

About Barry Moltz

Barry developed a reputation as “The Unstuck Guy.” Most businesses get stuck in sales and marketing. Others get stuck because they don’t know how to hire and retain people. Still other businesses run into challenges with financials, customer experience, or productivity.

Barry Moltz- business coach

Read the Transcript

This transcript was auto-generated from the original video recording using Otter Voice Meeting Notes. While the transcript has not been human edited, we hope it will still help you to quickly find or reference useful information from the interview.


This is Allison Dunn, and I am your business coach at Deliberate Directions. I’m speaking today with Barry Moltz. He is a serial entrepreneur, a business coach and a public speaker. He is the author of How to Get Unstuck: 25 Ways to Get Your Business Growing Again, and Small Business Hacks: 100 Shortcuts to Success. And I’m hoping to get some feedback on both of those books. By the end of our interview, Barry also runs the Small Business Radio Show. So you’re a radio guy, which is kind of cool. That broadcasts out of Chicago. He produces over 500 episodes for the show, which is quite a feat. How many years has that been going?


10 years over 10 years.


Fantastic. Well, we’ll make sure that we include a link to the radio show at the bottom of our YouTube description. So Barry, thank you very much for joining us today.


And thanks for mentioning the two of the six books that my wife has never read.


So wait to read your books I live with you.


So how many books have you written? Is it just the two?

Unknown Speaker  1:13 

Six and two of them. She’s never read, but she’s read the other, all six of them. She’s never read, I’m just saying you only mentioned to, but they’re for their books, also that she’s never read.


That’s great. So you are a well established author in the whole book publishing process. So you probably have some good tips to share with us for that, right?


For sure. Awesome.


So I have a few topics that I’m looking to tee up for today. And hopefully, we can go in more depth and feel free to share as much as possible, and then I’ll guide additional questions if I have them. So one of the things that I find impressive is that you’ve had multiple appearances on networks, such as MSNBC and CNBC. And so I’m wondering, and I know my clients and your clients would like to know how do you get to have those types of opportunities? And what should small business owners be doing to create those for themselves?


Well, I think that you, you have to become an expert in your field, because all these various news types of shows, they want to bring in experts. So the booking producers do, what most people do is they search on the internet, and they put keywords in like small business expert, or they’ll see a book that’s announced, or maybe they’ll get a PR at least. So you have to get out there and get known as an expert in your field.


So how does one develop themselves as an expert? So I agree that you know, when searching to look for an expert, is it how do you how do you do that? Is it?


Yeah, I mean, it’s all about content marketing, right? You say that you’re an expert. So that makes you an expert. It’s very easily with the web right now to express your opinions, but you have to do it consistently. So that’s writing blogs. posts or creating videos, or doing audio people learn in a lot of different ways. You’ve got to put your thoughts out there or interview people that are out there or bring people together to show how you can help. But it’s a consistent effort every single week, not just one time.


Fantastic. Do most of the appearances you’ve had? Did they find you by searching for an expert in your field?


Yeah. Or I get referred. Someone was on the show. And I see that person on the show. And I either say, Hey, can you refer me to the booking producer? And then I try to stay in touch with the booking producer on a monthly basis. So hopefully, when he or she has a slot for me, they give me a call say hey, can you come in? Sometimes I was on like, when I was on Marcus Lemon’s show the profit. It was really because my client was on the show. But I met Marcus initially because he was on my radio show. So it’s a very small world. Whatever your niches and If you make yourself available, these places they need content they need people like you.


Fantastic. Just out of curiosity, what areas yo you consider yourself to be an expert in?


Well, I mean, I call myself a small business expert only because whatever a small business owner is going through, I’ve already been through. Over the last 30 years, I’ve had three businesses, the first one went out of business. The second one, I was kicked out by my two partners. And the third one I sold, and after I sold that one, my wife says that she would come back to me so I’ve been through all the ups and downs that every small business owner can go through. So that’s why I feel I’m an expert only from the experience that I had. And also the experience I’ve had actually in helping other small businesses now over the last 15 years.




Thank you for all of that sharing, being willing to share all of that as an expert. Having multiple businesses definitely gives you a lens into what works and what doesn’t, doesn’t it?


Righ, it does and the reason I started down this path when I sold my last business because this was in the year 2000. If you remember, this was during the internet bubble, Allison. And people used to think that all they had to do to make a boatload of money was to write down an idea on a scrap of piece of paper handed to a venture capitalist, and he would give them millions of dollars. And that’s just not the way it works. Having your own business is a wonderful thing. But there’s a lot of ups and downs and there’s a lot of hard work that goes into it. So I wanted to really relay in my first book, which was you need to be a little crazy the truth about starting growing your own business. I want to tell people that there’s gonna be ups and downs, it’s hard, but in the end, it’s worthwhile if you’re ready for the journey.


Fantastic. So to try to make sure that I asked all my questions regarding getting appearances and building your your PR presence. Do you have any advice for that are trying to build themselves. How do you pitch it to the media so that they welcome you in? Do you have any tips on that?


of how to get welcomed in? Yeah. Yeah, I think you have to be helpful. You’ve got to offer topics that people are discussing right now. Because remember, they can get anybody to be on the show. So you want to respond right away, be helpful, be prepared, show up on time, look presentable, thank them afterwards, every single person in the organization, and if you do well, they’re going to watch you back. And as soon as you’re on one show, you say, Well, I was on MSNBC, then all of a sudden CNBC wants your NBC wants your or whatever it is. So the things multiply as you stand on brands you’ve already been attached to. So for example, I’ve been writing for American Express for seven years. It’s not that hard to sell. Right now. Forbes comes and says they want you to write for them or entrepreneur columns or whatever it is because remember, No one wants to be the first Allison, right? They want you to be already successful someplace else. And then they want you on their show.


Fantastic. So you clearly have provided content and rent for a number ofo utlets. How much of your time is spent doing that?


I would say it’s about 50% of my time to remember I have my own radio show, or I’m inviting guests on it. But the good part where we’re at right now is that every single day, PR agencies representing large corporations and other businesses, they’re pitching now to be on our show. And so we get to decide who do we really want, which executives would really fit the slot. And then we also have paid sponsors, so they get on the show as well. So I would say all this involves about 50% of my time.


Okay, fantastic. So are you authoring another book right now?


Oh, I’ve been thinking about it. I’ve been teaching a course on productivity, because that’s really kind of been my hot button because I think that people think, Elson that they don’t have enough time to get everything done they want. And it’s not a time thing. It’s an attention thing. People don’t know how to ruthlessly prioritize what they need to do during the day. They let all these interruptions get in the way. And they use excuse a time as an excuse. But if they could focus their attention, they’d get the things done that were important and would worry about the rest of the stuff. So that’s what I’m focusing on now. productivity, my wife’s gonna read it.


Productivity is definitely clearly a hot button. That is I hear time as the excuse so consistently, and I wholeheartedly agree with you. It is what you intend. You’re where you set your intention.


Right? And my old, my old, my former speaking coach Victoria Lawman, she has this thing when she speaks to people that, you know, people compete on how busy they are. You’ll say, Oh, I’m busy. And then the other person say, No, I’m crazy busy. Then they’ll say no, I’m crazy busy nuts. It’s like a competition. But it’s not. So there’s an unending number of things that we can keep ourselves busy. But that doesn’t mean we’re productive Allison.


I completely agree. So I know from I’m kind of trying to make some of the focus of what we’re talking today about how to amplify our message, how to be consistent and concise but effective and how we communicate. So authoring is one of them. You run a radio show. I assume all of that is together a database that you’re communicating to correct?


Yes, but we also understand that people like to learn and communicate in many different ways, right? Some people want to read an article. Some people want to watch a three minute video. Some people like to download a podcast. So you have to reach people really where they are, and you have to figure out how does your audience really want to learn? And I believe people do in all sorts of different ways. And then also you have to decide what method Are you more comfortable doing like I would much rather be on the radio Since I have a face for radio, rather than being on television, because for me on radio, you can talk a little bit more versus when you’re on video on television, you have to talk in very, very short sound bites, I think that’s much more difficult. So I think you have to decide what really plays to your strengths.


For sure. What would be your tips on how to build the like, when you look at the relationships that you’re nurturing people through through the education process or the radio interview process? What have you found to be the most successful way to do that?


I think that first of all, if you get involved with anybody else, and you’re interviewing them, make sure you thank them right. Make sure you point out where the article or where the video appears, right? Give them whatever tools they have to do social media posts. We now do something which is just know the last six months is we have a graphic for the radio show. I’m on one side and we put the picture of the guests on the other side. We sent it to them And they post it. And that’s people really like to see their picture. That’s not a surprise, right associate with other brands, so the more you can do to connect with them and thank them, and then we also stay in touch with them on a weekly basis afterwards to see if there’s anything else we can do to help them. So you try to form these relationships over a long period of time. And I think that helps a lot.


For you has that translated into coaching clients for you?


Yeah, you know, it works out really well now, because as I said, PR firms pitch the radio show every single day. And then I meet the executives of these large corporations, and then they want to try to get the small business owners and then they hire me to be a small business influencer to help them reach small business owners. And that works out really well. So it’s definitely a way to, to use in your marketing mix.


Fantastic. So how many subscribers do you have?


Well, I have 10 thousand people on my email list. But then there’s also subscribers. Like there’s 80,000 people a month that download the radio show. I don’t know who they are I just see the statistics, right. So it’s a million people a year. That’s and of course, you have all your followers on various social media things. And again, I don’t like to get caught up in the numbers, because it’s not about the numbers. It’s Are you hitting the right people? I remember I had marketing genius, Seth Godin, on my show many times, and he says, you know, only about 3% of the people united states know who I am. But you know, something, 9 million people. That’s pretty good. That’s a good size audience and I agree with them.


Are you aiming for 9 million?


I’m just trying to make a difference in one per business life a day and if I can do that, then you’re successful. You know, there’s this old biblical saying that says, who changes a single life, it’s like if he changed the entire world, so I realize I’m never gonna discover a cure for cancer, but I think that Help one small business owner a day. I think we succeeded. Right.


So that’s an eye. That’s beautiful. Thank you. I hope that this is able to make an impact on one business owner, just from this event for sure. So you’re, you have lots of different strategies that you’re utilizing to basically acquire points of contact followers subscribers, can you just talk me through since you, you obviously have a system for nurturing them? What do you do once you have a subscriber, like what is your thought process your theory behind it so that you can have that impact?


Right, I think you have to categorize them. So I have various categories. Of course, when I go out to speak, I do something if I don’t get the list of people that were at the event, I say at the end of my presentation, you know, if you give me your business card, I’ll send you a copy of the presentation or some other ethical kind of bribe. I get those people in my system. I send them the presentation. I stay in touch with people on a weekly basis, and I think the idea of a weekly basis is important. A lot of people say, Why don’t want to spend a lot of spam? Well, I say, well, don’t send them crappy stuff that but once a week is not a lot to stay in touch with people, because think about it. So you probably get 100 emails a day. So if you’re one of 700 emails, that’s not a lot. If I had enough good content, I’d stay in touch with people every day, but I’m just not that smart. So I do it on a weekly basis.


Okay, so you’re, you’re communicating weekly, I always tell my clients because they’re like, No, I don’t want to burn up my list. And I’m like, you can’t burn out your list. You can. You can never email them too much. You can just email them crap, right? So you can you know, just make it boring. Like don’t make it boring.


Announcing the people that don’t want to be on your list will unsubscribe and that’s okay, too. There’s nothing wrong with that. But remember, that’s just email. Hopefully you also stay in touch with people through social media. And depending on which tool it is, you might be saying they may be seeing your stuff multiple times a day. The reason is important is because you have to understand, you actually can’t sell anything to anybody. You have to be there when people are ready to buy. And you never know when people can be ready to buy, you want to get net maybe file. So when someone has a pain or their friend has a pain, they say, Oh, you don’t can help you with that. It could be very mold. So it could be Melinda Emerson, it could be Anita Campbell. Well, as long as I’m one of those three people, I got a 30% chance of getting the business. But if I’m not on that list, I got a zero percent chance. So you got to be top of mind.


Yeah, for sure.


What are your favorite tips to keep your subscribers engaged? And are you tracking that?


Yeah, I am tracking them. I think you have to ask them for feedback. I think you have to ask them a question. I think you have to ask them to participate. And I think you have to see which things really resonate and which things really fall like a dud. And I am I continually surprised about what things really resonate and what things just deafening silence. And a lot of times I just can’t predict. And that’s the fun part. Allison, you kind of learn. That’s why you test and you learn you test and you learn and you build on what’s successful.


Yeah, for sure.


I think one of the challenges, at least that a lot myself, myself included, and my clients have is what’s, you know, what’s too much first? Secondly, are you segmenting, right? Are you putting the right question to the right audience consistently? And then how much is too much information? Is long form better or short form better? Like, you know, have you do you have an opinion?


Well, I’m not a long form guy, because I have very short attention span, right. I’m very much of a scanner. And so what I what my information is, I mean, people always laugh at me because when they’re exchanging emails, I always respond, really Italian matter, but it’s usually two letters, two words, whatever it is, it’s incredibly short. So when I stay in touch with people, my email ELLs are usually two or three lines and then a link to something that’s more detailed. Because remember, all I’m trying to do is I’m trying to get a remarketing reinforcement. I just want them to think about me for a split second, so that whether they read the whole thing or not, is really to see if they’re interested. And I think that if you have something that’s really, really long, first of all, it’s just not my style. I’m a very impatient kind of guy. And I like to summarize things. So that’s the way I speak. That’s fair.


I think I’m a short form person as well.


From the standpoint of keeping the engagement, what are you specifically looking at when you go in and look at your analytics to see if it’s working, what’s important to you?


Well, I want to look at deliverability I want to look at open rate I want to look at click through rate, I’m gonna look at bounces and I want to look at complaints. Right? And, again, it continually fascinates me. It, everyone’s gonna have a standard of what their open rate is. So let’s say the open rate is two 20% of their click through rate is 5%. I don’t think the actual numbers matter as much as How did this one differ from the other one? Right? Is it more? Or is it less? Right? Did you ask them to participate? Was it something topical personal? Was it something of current events? what really attracted people this and then try to build on it if it’s part of your brand, but again, too many of us put information out there, Allison, and then we don’t look at the analytics behind it. Or you can look at all the analytics now there’s all these tools about how well did your social media posts do? Which ones are the best? Which one got most clicks or engagement or whatever you want to change? What do you look at and see what really works and what doesn’t work? That’s okay, too. Right?


Because it teaches you either way.


And when absolutely you want to take I mean, for me success is about taking these very small steps, seeing what’s successful, what’s not, and then taking another step to see what’s successful or not. This idea that people take these giant risks and they bet the farm and they see if they’re successful or not. I mean, it’s just what happens in the movies but not in real life.


Very true.


From the standpoint of your CRM system, do you have one that you have loved and you go to and which one would you steer people away from using?


Oh, that’s a really good question. So I’ve been using Infusionsoft for a long time. Okay, um, I started using Infusionsoft because I had a relationship with the company. I’m not sure I would tell someone to choose it today. But I think you have to make sure that you right size your CRM, there’s too many CRMs out there that are too complicated for small business owners. I would shy away from things like Salesforce, it’s just too complicated. You want to see how you’re actually going to use it, and what minimal amount of information you’re actually going to store in it. However, I do believe that There’s one thing that’s really important every CRM is it’s got to be able to create campaigns automatically. So for example, when you tag this certain person in your database, it should be able to send multiple emails over a certain period of time, also based on what they did with that email. So it’s almost like a flowchart. If you have to send every email from scratch, it just doesn’t work. It’s not enough email automation.


Right? So you are using what I would consider to be, you know, the Cadillac of switches.


I would say one of them. Yeah, I mean, listen, I’m spending a couple hundred dollars a month. That’s a lot of money is probably my most expensive tool that I have.


Have you used any that you wouldn’t recommend or is that not a good topic for today?


No, I mean, I’ve used I use a tool called high rise, which isn’t being sold anymore. It was developed by Basecamp. And what I liked about it was it was really a dumbed down version of a CRM system. It did the things you want, you put the people’s names in it set follow ups, right. It Said deal size and it was very, very elementary. So I thought that worked out really well. All I can say is, you got to decide what you want to use it for one thing I do like about Infusionsoft is the commerce engine is also integrated into it. So you can take it all the way from acquisition all the way through sale. And I kind of like that because all the data is all together, you can see who bought ordered, and where people came from when they ordered any data and information I think is good. But you guys said how are you gonna use it? Start small? Don’t start huge, huge.


Okay. That’s very good advice. I’m super curious, what is a what would be a good open rate for you Berry business and what? When do you have a flag for what’s really hot or what’s not?


Well, mines around 20%. And so you have to understand this, I get all sorts. I get all sorts of people that I’ve met in a bunch of different places, right and I may not have met them personally, but they’ve given me my cart. I also don’t necessary Certainly trust that if something said is not open, it wasn’t open. I think there’s the technology isn’t right there. Usually I get about a 10% click through. And so I look at what’s you know what goes up or down. I know that two things make it go up and down. One is, the more personal, I can make whatever content I’m giving, I get more response. The more feedback I asked for people, the more open ended I make it, the more response I get. So you’ve got to decide again, does that does that fit your brand? So for example, with the whole meat to movement that is really going on, I wrote an article and I sent it about how in the small business I’ve been involved to some of the things I’m now realizing which were meat to really meet two subjects. I didn’t realize it was going on, you know, when men would talk behind women’s backs and different kinds of things that were going on, and how I as a silent bystander was really familiar. attain some of these things. So this was a deeply personal kind of thing, or when, when some celebrities committed suicide like Kate Spade, and so I talked about my own depression and my own struggle with committing suicide, these kinds of things really get you connected, if you’re comfortable with sharing that stuff to whoever your audience is. And that makes click rates go up. But remember, it’s not all about metrics. Right? Right. I mean, for sure, communication. We have a tendency these days Allison to make communication competitive. And I think that we got to be careful that it’s not too competitive. It’s not all about clicks.


I agree entirely. For me, it’s always engagement. I find that even an unsubscribe is a form of engagement, right? And we sort of have a running joke at my office. If we’re not getting people to unsubscribe, then we’re not doing a good enough job.


And but don’t show me the list because it hurts my feelings.


So right no I think that’s everybody. And I’ve tried to go reach out to people to say, Hey, I’m sorry to see you unsubscriber. There’s something in life. And usually no one, you know, responds, but real, I really believe no one response. And I really believe that I think people should either love you or hate you. If they feel milk toast about you. That’s not really a brand, right? That’s just Well, how do you fill out unless she’s okay. I don’t want that. I say, Yeah, I really love her, you know, something, I think she’s an idiot. So at least you have invoke some kind of emotion then. And most of the time when people I believe when people say I’m an idiot, they don’t know me well enough to call me an idiot. It’s actually connecting with something inside themselves that they don’t like. So then you’ve been successful as well, if you can denote some kind of reaction. Unfortunately, with social media these days and everything going on with politics. Too many people go for that emotion and that’s initially good either, right?


It’s a fine line and it is very complicated.


I think from on the standpoint of like, role models that you look to communications that you receive in your inbox that you model or resonate with you, who do you follow? Who do you love to open?


Yeah, I mean, I mentioned before Seth Godin, I think that he’s wonderful. He’s a marketing genius. He writes, usually a half a paragraph a day, probably takes a minute to read. And his point of view, to me is always, wow, I wish I could have said it that way. And he just really makes you think so. I love when I hear from him every single day. And of course, it doesn’t help that he’s probably been on my radio show five times. And he’s always been generous with his time. I had the ability to be on TV with him once and so I just really look forward to whatever he’s going to say and it’s short so I can digest it inside of a minute.


That’s fantastic. And he is definitely someone I have followed probably for the longest part of my You know, being mentored on a daily basis. So he’s in my top five for sure that I want for you. For me, Darren Hardy is another one that I appreciate I get his daily mentoring. And he’s gone to, you know, podcasting as well, which I think is really fun.

Unknown Speaker  26:18 

I’d say that anybody you don’t connect to you should unsubscribe from that, right? Sure. Because you don’t want stuff pulling out, you know, jumping up your inbox, and so, it’s okay, there really is something for everybody. Who do you connect with you really connect with their point of view? That’s okay. And if it’s only a couple percent of America at 6 million people,


That’s right, and that’s not bad.


As anything else that I didn’t ask you out about on this whole communication campaign newsletter or nurturing subscribers, engaging people who you’re connected to, that I before I even thought of that topic.


If people reach back out to Allison, it’s very important for you to respond, or at least set an expectation When you’ll respond, the worst thing is for someone who’s following you to reach out and then hear nothing, because then they feel hollow. And again, you might be incredibly busy, then have an automatic response that says, you know, I’m very busy, I only check email once a day, I’ll get back to within 24 hours, just so they hear something. The other part about is, especially when it comes to PR, be nice, right? They can get everybody, anybody they want. Be nice to every single person you meet in the organization, and make sure you’re reliable and you show up. Because if you don’t, it’s very easy to burn the bridge. I mean, I know on my radio show, if I have someone not show up for an interview, or cancel the same day, unless there’s someone really famous or they’re paying me they’re not getting on the show again. Right. Right. So you got to be nice, and I think that goes a long way.


For sure.


And I was lucky enough fortunate enough to be part of a radio team here in my Boise market for almost five full years. What a fun way to connect with people to share their story.


So, I love that. If you’re having fun, people that are listening, no matter what you’re doing having fun, find your own voice right? When it comes for me when I write articles, I’m a hack, but it’s my voice, right? And that’s it. I’m not a journalist. I’m not a writer, but it’s the way that I communicate, but you got to be you and try to enjoy yourself. Because if you’re having fun, whoever’s listening is more likely going to have fun.


for sure. So let’s talk about let’s talk about your journalist, your hacking your authorship of what you’ve done. So you have six books and one that you’re working on, I think is what you said in the beginning. And what I particularly like about your books is they’re written by business owner for business owners, and you have some really fun content packed into short snippets of great takeaways, what is your favorite tip that you give in the getting unstuck?


I think one of my favorite tips, some most small business owners suck when it comes to sales and marketing. And they don’t know what really big problem is trying to get a response from a prospect you’ve already talked to already emailed with. I mean, I think this has probably happened to you where you have a call or visit with a really good prospect. They say they’re interested in doing business with you, that you should call or email next week, and then you call you email and you never hear from them again. Yep. And I think this is a problem because we hold on to the idea that we’re going to do business with these people. And that actually holds us up and keeps us stuck from pursuing other business because this is gonna be a really big deal. They’re going to come back to me. So I’ve devised the way it’s in a book a couple texts of emails that really say, how can you get a response because remember, Allison, if you can get a response, even if it’s negative, it lets you go it frees you up. So I send a note after trying to get people a select number of times to send note that says please reply A B, or C A You’re no longer interested in doing business with me. B, you need more time to think about a contact me in a week or see. Let’s get started right away, something like that. And I will tell you that 90% of the time I get, I get an email back that says A, B or C as the only response. And I think the reason that works is you make it easy for them and B, you invite rejection, you invite them to say no, you send them it’s okay to say no, I was being asked to speak at a college recently, a lot too long conversations with a decision maker, and then she wouldn’t return my email. So finally, I sent this to her and I said the same thing. I said, if you’ve hired someone else, just let me know. She really wills back and says, Yes, we hired somebody else. Great, thank you. But I put I enabled them to say no to me, I think a lot of people are scared or cowards, but if you make it easy for them, that works out really well. So take that tip. It’s a great one in the book.


That is a great one. I’d say for me. Specifically, I’ve utilized I go for the no like I am so okay with no, I have no problem with it. It’s okay. But to make it easy for them to tell, you know, is always the my angle that I try to create. So let’s talk about your other book, which was the 100. Shorts, shortcuts to success. Is that correct hacks the Small Business hacks can you give us?


So we’re talking about, are we talking about the unstuck?


Yes, we were. Yes.


Okay. So I was given the hacks we can talk about the unstuck one now.


Okay, great. Perfect.


That’s okay. That’s the reason I wrote this book. And the reason why my mantra is like, the unstuck guy is I do a lot of small business owners that have been in business three to five years, and their business is going well enough that they’re making some money, but it’s not the incredible success story Ellison where they thought they would really be so they’re stuck. They don’t really know how to move forward, and they’re usually stuck in one of five Different areas. And the first one usually is in sales and marketing. They get stuck here because they alternate between doing the work and looking for new work. And they don’t have an automated way to keep their marketing going. Another they’re stuck is they really don’t know how to hire and retain people. Their business is all about them. It’s not about folks in the company. The third way is they have no idea financially what’s going on their business, they don’t have to read financial statements. The fourth one is they’re focusing on customer service rather than customer experience. people no longer want to buy your stuff. They want to have an outstanding experience, they will have an authentic relationship with you. And the fifth one is their productivity. As I mentioned before, people are busy, but they’re just not getting the right stuff done. So they’re stuck in that those five areas. And that’s really what I wrote about in that book. And in fact, if you come to my website, my call to action is if you sign up for my newsletter, the next email you get is tell me which one of these five places that you’re stuck and then they get an email stream based Where they think they’re most stuff?


Gotcha. Based on that what is the most opted in the area of stuck? Sales and marketing?


For sure. Okay, sure. I buy that’s the number one. Number two is money. And number three is people. Because you know a lot Unfortunately, most a lot of entrepreneurs, they want to sell their stuff, but they’re afraid to sell their stuff they’re afraid of no, they take it personally. And they really don’t have to do it. The other people, they’re never trained in how to hire manager people manage people. I was fortunate I started the first 10 years of my career at IBM. I train me as manager, they actually sent me away for a month to charm school to learn how to be a manager. Most of us don’t get that luxury.


Most people should go to charm school. So good on them for Exactly. That’s funny. I appreciate I appreciate the I’m sorry that I confused you with the hacks versus the stuck but I completely agree with those .So what is what is the future for Barry, what do you have in the pipeline? What are you creating for this coming year?


You know, I really love the format of the radio show. So I’m trying to get wider distribution. I’m trying to get more significant, more cutting edge guests that people really want to listen to. And I love working for brands, where they’re trying to make a difference in small business owners live through the content of distributing and they have the money to be able to produce it. I love all these videos, I just saw one company, many TV shows about small bizarre success stories or small business challenges or things like that. I love that because I really think it’s the age of not the entrepreneur anymore. It’s the age of the small business owner, you know, gotta remember. There’s 28 million small business owners in the United States, but 27 million of them have no employees. So most of those businesses are under $500,000. So most of them are never going to be Mark Zuckerberg or Elon Musk, but they’re going to really contribute the economy by having that small business and making a difference for a handful of customers and having those are the people that really need help.


I agree. That’s fantastic. Barry I so appreciate the great tips that you’ve given us for a lot of sales and marketing which is clearly working well for you. If someone wants to listen to your radio show, or get your next book where would be the best place for me to send?


Well of course the books are available on Amazon or any other place they’re sold online. And if you want to follow me it’s just my website is my name. www my radio show is called it airs live in Chicago on Saturday mornings, but it’s available on iTunes and iHeartRadio and Spotify and all those other places. It’s called the Small Business radio show. We just recently rebranded it after 10 years, because it did much better on SEO, we call the Small Business radio show rather than I can’t remember what we used to call it something about being crazy. But now we branded it that way. So I think as an entrepreneur, you have a very short memory. So you can just focus on what’s going on.


That’s funny. So you don’t stumble on that when you go to introduce your show. You don’t call it the old show name.


I did for the first three months. Now, this is where you’re into it a little bit better. In fact, I was interviewing someone today from Google. And they said, Well, we don’t call Google AdWords anymore. We call it Google ads. That’s the rebranding of it now. And I only made that mistake two or three times for the interview.


I can imagine how that would be. So


I want to thank you so much for your time, I guess in in one final question. And is there any last piece of advice that you would leave to what we consider to be the small business owners of Boise?


Yeah, I mean, my favorite whoa, actually something I say at the end of every small business radio show. It’s love everyone, trust the few and paddle your own canoe. And what I take away from that is that he should really be kind to everyone. But you should really only form trust relationships with people that have really proven they can be trustworthy, because there’s a lot of great people in business. But let’s face it, there’s a lot of not so great people in business. But in the end, no one’s really coming to save you. And it’s really up to you to make a difference in your business don’t depend on anybody else. Yeah,


That’s a great tip. I look forward to honing in on your productivity, your productivity blog or book and learning about how to always be more intentional. I think that’s something we can do.


Well, Boise, Idaho books come visit again someday.


Let’s look us up if you do. Fantastic Barry, thank you so much.


Thank you. Bye.

I'm Allison Dunn,

Your Business Executive Coach

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