Welcome back to Business Unfiltered with Mercer and Jeff Sauer today's topic is Behind the Scenes: Writing Our First Book: Initial Thoughts and Experiences: Jeff introduces the topic of writing their first book and the initial challenges faced, including rapid industry changes. Mercer recalls Jeff's earlier work on service stacking and is curious a…

Welcome back to Business Unfiltered with Mercer and Jeff Sauer today's topic is Creating RAD Products: Introduction to RAD Products: Jeff and Mercer introduce the concept of "RAD products," emphasizing the importance of focusing on results, actions, and delivery in product creation. They highlight Amazon's strategic approach to defining results bef…

Welcome back to the ProfitSchool podcast with Mercer and Jeff Sauer today's topic is Management Mistakes. Topics Covered In This Episode Introduction to Management Mistakes: Jeff Sauer and Mercer introduce the topic of management mistakes on "Business Unfiltered," emphasizing the value of learning from errors to aid others in avoiding similar pitfa…

Welcome back to Business Unfiltered with Mercer and Jeff Sauer today's topic is Sales Discovery Calls and Qualifying Questions. Topics Covered In This Episode Introduction to Sales Discovery Calls and Qualifying Questions: Jeff Sauer and Mercer explore the distinct yet interconnected roles of sales discovery calls and qualifying questions, focusing…

Welcome back to Business Unfiltered with Mercer and Jeff Sauer today's topic is Feeding Your Sales Pipeline. Topics Covered In This Episode Introduction to Pipeline Feeding: Mercer and Jeff delve into the fundamentals of feeding a sales pipeline, emphasizing the importance of nurturing leads across all funnel stages—top, middle, and bottom. Definin…

Topics Covered In This Episode Distinguishing Sales and Marketing: Mercer and Jeff explore the roles of sales and marketing, highlighting how they intersect yet specialize in distinct functions as businesses evolve. Nuances of Sales and Marketing: The discussion covers the differences between one-to-many (marketing) and one-to-one (sales) approache…

Topics Covered In This Episode Five-Year Forecasting for Business Growth: Jeff and Mercer dive into the aspirational goals of a five-year business forecast, highlighting potential growth and challenges. They discuss the "paper billionaire effect" and the importance of a solid business model and market competition. Financial Projection Tools: Jeff i…

Topics Covered In This Episode First Pricing Experiences: Mercer shares his initial approach to pricing his WordPress training video site, highlighting the pitfalls of undervaluing work by basing prices solely on creation time. Freelance Pricing Tips: Jeff emphasizes the importance of realistic pricing, advising freelancers to divide their annual i…

Topics Covered In This Episode Jeff shares stories of business owners who had to reassess and retake control after stepping back when things didn’t go as planned. Mercer and Jeff discuss the pitfalls of delegating without proper planning, emphasizing the importance of implementing mature processes for new opportunities. They highlight the challenge…

Topics Covered In This Episode Mercer and Jeff examine business profits, discussing gross, net, and gross margin, and the implications of effectively managing these profits. They emphasize the importance of reinvesting profits for business growth and stability, highlighting the balance between investment and cash optimization. Next Jeff and Mercer …

Topics Covered In This Episode Physical and Digital Harmony: Mercer and Jeff discuss the balance between physical tools like calculators and notepads, and digital tools like AI and SAS software for optimal business efficiency. ClickUp's Versatility: ClickUp is a robust productivity management tool, replacing the need for Slack and Asana by streamli…

Topics Covered In This Episode Understanding the Distinction: Mercer and Jeff clarify the difference between mentorship and coaching, highlighting the unique value each brings to business growth and personal development. Personal Insights and Experiences: Jeff and Mercer share their journeys with both mentors and coaches, discussing the benefits an…

Topics Covered In This Episode 2024 Predictions Check-In: Jeff and Mercer revisit their predictions from six months ago, reflecting on unexpected changes in business trends, especially in layoffs and partnerships. Economic Outlook: The hosts discuss predictions for a flat economy with improved revenues and profits, noting a growing wealth gap and c…

Topics Covered In This Episode Paid vs. Organic Strategies: Mercer and Jeff discuss the importance of balancing paid traffic and organic channels like LinkedIn and Facebook groups. They highlight the shift from organic to paid strategies, with Facebook being a prime example. LinkedIn's Professional Growth: The hosts praise LinkedIn for its focused …

Topics Covered In This Episode Debunking Visionary Leadership: Mercer and Jeff question the myth of visionary leadership, often epitomized by figures like Steve Jobs and Elon Musk. They argue that this concept may not be relevant for most companies, especially small teams. Overuse of the Term "Visionary": Mercer believes that the term "visionary le…

Topics Covered In This Episode Definitions and Preferences: Mercer and Jeff define "org chart" and "ops chart," with Jeff preferring an "ops chart" for their business over traditional org or accountability charts, organizing the company around offers, products, and systems. Limitations of Traditional Org Charts: Traditional org charts are rooted in…

Topics Covered In This Episode Navigating Market Dynamics: Jeff shares insights into adapting to evolving market landscapes, drawing from his experience in the entrepreneurial industry. Online Learning Evolution: From in-person teaching methods to navigating the complexities of the modern online course industry, Jeff discusses the importance of con…

Topics Covered In This Episode Introduction to Self-Sabotage: Exploration of self-sabotaging behaviors among entrepreneurs, highlighting patterns of growth and stagnation. Personal Stories: Mercer and Jeff share candid experiences of self-sabotage, offering insights into its cyclical nature and the potential for transformative growth. Business Pers…

Topics Covered In This Episode Profit School Introduction: A venture aimed at aiding small businesses with teams of under 15 members to enhance efficiency and profitability. Entrepreneurial Journey: Insights from Mercer’s evolution from freelancing to team-building. Evolving Collaboration: The duo shared their desire to expand collaborative efforts…

Topics Covered In This Episode Shark Tank Evaluation: Exploring the "Shark Tank test" for businesses, focusing on the crucial elements of elevator pitches and valuation. Assessing Investment Potential: Jeff and Mercer delve into whether their businesses could attract investment on Shark Tank, contemplating the feasibility of garnering bids from mul…

Topics Covered In This Episode Foundation of Growth: Mercer and Jeff delve into the crucial balance between learning and doing in business, both agree it is necessary to apply newly acquired skills. They advocate for setting quarterly priorities for both learning and implementation to foster business growth and maintain a competitive edge. Continuo…

Topics Covered In This Episode The Essence of Service Stacking: Discover how bundling multiple services can forge stronger client relationships and ensure repeat business. Mercer and Jeff navigate through the concept of starting with low-risk offers and escalating the value, thereby enhancing client engagement and loyalty. Transitioning Beyond Free…

Topics Covered In This Episode Overcoming Entrepreneurial Pitfalls: Learn from Mercer and Jeff as they discuss their early business ventures, from running an entertainment newspaper and a bar to owning a nightclub and restaurant. They emphasize the critical mistakes of overworking and under-delegating, underscoring the necessity of building a stron…

Topics Covered In This Episode CFO Mindset for Entrepreneurs: Learn how small business owners can adopt the strategic perspective of a CFO, exploring alternatives like advisors or CPAs to fill this pivotal role, enabling even those without an accounting background to make informed financial decisions. The Pillars of Financial Management: Jeff empha…

Topics Covered In This Episode Understanding the Importance of Business Insurance: Mercer and Jeff emphasize the necessity of business insurance to shield against financial losses arising from lawsuits or unexpected events, highlighting its affordability compared to potential risks. Hedging Against Risks: The discussion extends to hedging against u…

Topics Covered In This Episode Understanding Mergers and Partnerships: The episode delves into the distinctions between company mergers and partnerships, clarifying legal and structural aspects. Challenges and Risks for Brands: Jeff and Mercer discuss the potential loss of brand identity in mergers, cautioning against private equity mergers that pr…

Topics Covered In This Episode Mindset's Impact on Sales Growth: Mercer and Jeff emphasize mindset as crucial for business growth, shifting focus from making sales to providing value, highlighting personal journeys from anti-capitalist views to customer-centric approaches. Mindset's Role in Growth: Jeff and Mercer stress mindset's pivotal role in b…

Topics Covered In This Episode Understanding Offers: Mercer and Jeff define offers as essential elements in business, encompassing various ways to pitch products or services, keeping them fresh and engaging for the market. Creating Effective Offers: Reflecting on past approaches, Jeff and Mercer emphasize the need to integrate sales and marketing i…

Topics Covered In This Episode Pruning for Profit: Mercer and Jeff redefine expense management as pruning for profit, emphasizing the need for strategic decision-making rather than mere cost-cutting. Balancing Growth and Profitability: The discussion highlights the balance between investing in growth opportunities and managing expenses to ensure su…

Topics Covered In This Episode Understanding Pitches: Mercer defines pitches as personalized offers to clients, focusing on presenting solutions tailored to their needs. Strategic Approach: Jeff emphasizes strategic planning for successful pitches to ensure preparedness and profitable relationships with clients. Sales Importance: Pitching is crucia…

Topics Covered In This Episode Evolution of Forecasting: Jeff and Mercer discuss using spreadsheet data for revenue prediction and the importance of creating actionable plans within organizations. Adjusting Forecasts for Success: Mercer emphasizes adaptability based on feedback and results. Clear plans with measurable objectives and specific steps …

Topics Covered In This Episode Understanding Sunk Costs: Mercer and Jeff delve into the concept of sunk costs and the sunk cost fallacy, sharing personal anecdotes and reflections on reframing mindsets to overcome this cognitive bias. Impact on Decision-making: They explore how sunk costs influence decision-making in both business and personal fina…

Topics Covered In This Episode New Beginnings: Mercer and Jeff kick off February by reflecting on Mercer's New Year's resolutions and the idea of reinventing oneself. Personal Growth Journey: The podcast delves into the concept of reinvention, which involves transforming one's identity, skills, and habits to achieve new goals in both personal and b…

Topics Covered In This Episode Mindset Shift: Mercer and Jeff delve into the crucial difference between viewing business expenses as investments rather than mere costs. Sales Perception: They explore how this mindset shift affects how expenses and investments are perceived during the sales process. Business Growth: Shifting from an expense to an in…

Topics Covered In This Episode Defining Failure: Mercer and Jeff Sauer distinguish between failing, which is a natural part of life providing feedback, and being a failure, which is a final identity and emotional burden. Impostor Syndrome: Both speakers share their experiences with impostor syndrome, emphasizing the negative impact of comparing one…

Topics Covered In This Episode Mercer and Jeff discuss the challenge of staying current in business. They highlight the importance of adapting to new technology while preserving old methods Jeff and Mercer explore the decision to embrace new technology (with a focus on automation and AI) or stick with tried-and-true methods. They discuss strategies…

Topics Covered In This Episode Defining Financial Runway: The podcast kicks off by explaining what financial runway means for businesses, referring to it as the duration a business can function with its existing funds and expenses. Mercer and Jeff Sauer both measure it in terms of time, like months or weeks, to assess the business's resilience in c…

Topics Covered In This Episode Mercer and Jeff discuss the importance of time management, with Mercer emphasizing efficiency and Jeff questioning the need for time hacks due to time scarcity. Both agree that time is a precious resource and share strategies for gaining control over it, although Mercer acknowledges complete control is unattainable. T…

Topics Covered In This Episode Mercer and Jeff Sauer embark on a journey to set and execute their 2024 goals. They categorize goals into financial, business, and personal buckets, and plan to share progress throughout the year. They emphasize continuous goal execution and personal growth, breaking the cycle of setting new goals each year. Personal …

Topics Covered In This Episode Economic Challenges and Recovery: 2023 presented economic challenges with layoffs and reduced spending. Hope for 2024 as signs of economic recovery emerge, albeit with a potentially slightly weaker economy. Large companies are preparing for potential downturns by stockpiling resources. Optimism for Economic Turnaround…

Topics Covered In This Episode Leveraging Cash for Operational Improvements: The podcast kicks off by highlighting the power of cash in enhancing business operations, covering investments in systems, advertising, and employee retention as key areas of focus. Strategic Cash Flow Management: Mercer and Jeff delve into the importance of managing cash …

Topics Covered In This Episode Defining Outside Investment: Mercer clarifies outside investment as external cash infusion in exchange for equity, setting the discussion's foundation. Equity vs. Non-Equity Investments: Mercer and Jeff delve into various outside investment forms, stressing the preservation of equity for new entrepreneurs and cautioni…

Topics Covered In This Episode The Ladder of Coaching: From self-education to expert guidance, the speakers discuss the spectrum of coaching, validating that starting with books and courses can be a stepping stone to one-on-one coaching for more personalized business strategies. Personalized vs. Group Coaching: While group coaching offers a communi…

Topics Covered In This Episode The Concept of "Minimum Viable Resource": Mercer introduces a lean approach to testing business ideas with the least resources necessary, prompting a conversation on cost-effective strategies for validating new business concepts. Smart Resource Allocation: Jeff Sauer recommends utilizing affordable platforms like Five…

Topics Covered In This Episode A Balancing Act: While Mercer muses over the concept of businesses as "money trees" and debates the merit of diversifying income, Jeff stresses the importance of scenario analysis in making savvy financial decisions. Lessons Learned: The conversation gets personal as Mercer shares a youthful foray into multiple revenu…

Topics Covered In This Episode Mercer and Jeff delve into the transformative power of "no" in the entrepreneurial journey, underscoring its pivotal role in sharpening focus and conserving resources. Jeff champions the act of declining as a strategic empowerment, turning the cessation of ineffective initiatives into a source of strength rather than …

Topics Covered In This Episode Redefining Reinvestment for Growth: Jeff Sauer distinguishes between investing and reinvesting, stressing the necessity of fueling growth by putting profits back into the business. The discussion sheds light on the common struggles entrepreneurs face due to inadequate reinvestment. Balancing Human Resources and Reserv…

Topics Covered In This Episode Differing Perspectives on Time Tracking: Mercer advocates for using tools like Time Doctor, while Jeff Sauer emphasizes trust over tracking. Both discuss the importance of balancing trust and oversight for optimal team management. Contractor Autonomy and Time Audits: Sauer stresses respecting contractors’ autonomy and…

Topics Covered In This Episode Defining Top Performers: Mercer and Jeff Sauer delve into what makes an individual a top performer - individuals who yield significant results with minimum stress, generating exponential ROI. Employee Grading: Jeff introduces the concept of grading employees from A to F, asserting that 'A players' are the ones who red…

Topics Covered In This Episode 360-degree View on Compensation: Mercer and Jeff dive deep into the intricacies of compensation strategies, explaining its pivotal role in the business realm. Lessons from Mistakes: Both speakers share personal anecdotes of compensation plans going awry, emphasizing the necessity for careful strategizing, and recogniz…