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My guest is Ken McCarthy. If you are a student of marketing history, then you know the name McCarthy. Being a student of history does not imply you are old, rather you understand the importance of the work pioneers and trailblazers did before us. McCarthy is a pioneer.Ken is best known for his pioneering work in the movement to commercialize the Internet in the first part of the 1990s, including early experiments with legitimate e-mail advertising, contributions to the development of the banner ad, practical applications of pay-per-click advertising and Internet video. He is credited in Time magazine with originating the idea of using click-through rates as the key metric of website performance.Ken is the newest coaching member in our Gold Crown Business Coaching program. Regardless of membership, this is an important conversation about the past, present, and future of the Internet and how we can and should use it commercially.This is part one of my interview with Ken. Part two will be released next week.

This is part two of my interview with Internet Pioneer Ken McCarthy. Ken and I pick up where we left off last week.If you are a student of marketing history, then you know the name McCarthy. Being a student of history does not imply you are old, rather you understand the importance of the work pioneers and trailblazers did before us. McCarthy is a pioneer.Ken is best known for his pioneering work in the movement to commercialize the Internet in the first part of the 1990s, including early experiments with legitimate e-mail advertising, contributions to the development of the banner ad, practical applications of pay-per-click advertising and Internet video. He is credited in Time magazine with originating the idea of using click-through rates as the key metric of website performance.Ken is the newest coaching member in our Gold Crown Business Coaching program. Regardless of membership, this is an important conversation about the past, present, and future of the Internet and how we can and should use it commercially.

On a past episode of this podcast I interviewed Pete Lillo and we talked about the value of mastermind. In my mastermind group we recently published a book titled Secrets of Successful Marketers, The 14 Principles of Growth and Personal Freedom. In it members of my mastermind group authored a chapter where they shared one of their key business success secrets. On today’s episode, Dan Cricks shares his success secret from the book. Follow up, or the lack of it, as Dan shares on this episode, can cost you thousands of dollars. You will hear Dan put a real dollar amount to the follow up system he developed for his auto repair shop and the profits it made to bottom line profits. To quote Dan from his chapter about follow up, “It is not optional, it is CRITICAL”.

As entrepreneurs and business owners, we strive for success. But what is success? Is it the accumulation of wealth, money, or things? What will it mean to be successful? How will you know when you are successful? Is your definition of success the same as others, or are working toward someone else's definition of success? Now I would ask, what is the difference between success and freedom? Not liberty freedom, rather personal freedom. Is there a difference between success and freedom? I believe you cannot obtain true and full success without having your personal freedom. My friends Dr. David Phelps and Dan Kennedy have both attained personal freedoms in their lives, as well as massive success. On this episode I spoke with Dr. David Phelps about attaining personal freedom in one's life. In conjunction with their recently released book, "Own Your Freedom - Sustainable Wealth for a Volatile World", Dr. Phelps discusses how to define and obtain your own personal freedom and steps to achieving it. This book could not have been published at a more perfect time, in such a volatile society, when freedoms are being taken away almost daily.Napoleon Hill’s book Think and Grow Rich was a look at the fundamental characteristics of successful people.  Dr. Phelps’ Own Your Freedom is to freedom what Hill’s book was to success.  However, where Hill’s book was a study in success it lacked much of the ‘how’ to achieve the success. David’s book is truly a roadmap for achieving freedom in one’s life.  There’s no conjecture in this book.  It’s filled with firsthand experience from both Dr. Phelps and Dan Kennedy.  Having known and worked with both very closely, I have witnessed them living everything they share in the pages of this book.  Success is one thing.  Freedom is another.  

Lee Milteer is an expert in Performance and Productivity Coaching.  She is widely acclaimed for her tell-it-like-it-is style.  Her presentations are thought-provoking, intriguing and engaging — and she actually makes people THINK! Known for her ability to speak from the Heart and touch people with her message, she brings a new perspective to any audience she engages with from the stage.     With a combination of humor, practical strategies and a winning attitude, Lee energizes her audiences with powerful tools they can put into use immediately. She shows her audiences how to create a more successful and rewarding future using their mental, physical, and emotional life energy more effectively.

Over 10-years ago Dr. Hornsby and his partner started a specialty clinic to serve men's unique needs.  Within three years the business had expanded to 14 clinics along the eastern part of the United States, and was grossing over $38 million per year.  With a change in the delivery method of the medication and new technology, the business model changed.Despite reinventing the core business model, due to outside conditions, one asset was strategically developed from the start, within the original business model.  That asset continues to generate income for Dr. Hornsby on a near-automatic basis.On this episode of The ONE Thing Business Podcast, Dr. Hornsby shares this asset and how it continues to generate over 7-figures annually with minimal effort.  This is an asset every business has or can nurture and develop to perform similarly.

In a digital world gone mad, where everyone is competing online for attention and sales, Parthiv Shah & Russell Martino prove that an old fashion sales letter can still generate 6-figures.  A long-form letter, envelope, stamped and put in the mail (or Fedex in today's slow-running mail delivery) still has the power to produce sales and money.  Legendary marketing copy writer Gary Halbert said, "The answer to every business problem is a great sales letter."  I may not have gotten Gary's quote 100% right, but you get the gist.  On this episode, I talked with Parthiv & Russell about what went into developing their sales letter and how we've leveraged the printed letter in other media, to bump response and further raise its money-generating power.

“If you had everything taken away from you today, what would you do tomorrow?”  Have you ever asked yourself that? As entrepreneurs we’re forever in search for the magic pill that will produce a flood of money and success.  Yet we can learn as much if not more from other’s mistakes as we can from their successes.  My guest on this episode is a long-time friend and mentor.  I’m sure you’ve heard the saying, “You’re the result of the 5 people you surround yourself with.”  Rick Neiswonger is one of those 5 of my inner circle.  I ‘ve known Rick since I was 15 years old.  I’ve learned a lot from him in that time.  I asked Rick to be with us because he has had experiences in business and in life.  They’re the kinds of stories you could imagine only be told in the movies.  And those that have experienced what Rick has, few ever talk about it.   I expect this episode to be unlike any one you’ve heard before.

Dr. James McAnally is the founder of Big Case Marketing / Dental – Trust; a specialty advertising agency sending dental implant patients to doctors in the US and abroad every month. Besides direct to consumer advertising to connect patients to their clients, the consulting group works with dentists on case presentation best practices and provides guidance and education to implant practices on how to help patients have up to 50% of their total out of pocket treatment costs covered by Medicare Original Part B or Medicare Advantage PPO insurance plan.  His involvement in clinical dentistry spans 31 years, 17 years at chairside, and more than 14 years working with implant and reconstructive practices. He continues to hold an active clinical license, his weekly eLetter reaches more than 150,000 dentists worldwide every month, and, he has a direct dental connection to the Spanish Flu of 1918 as his grandfather was in practice during that time.In this episode, Dr. McAnally shares how to find the 5%'ers. In this time of limited access and ability to operate, how do you find the most valuable clients, customers and patients? The top of your client food chain. After leaving wet-finger dentistry, James engineered a business that served his lifestyle, rather than being a slave to it. It is every business owner's dream. 

Every business, regardless of size or income, is searching for the ‘secret’ to that magical marketing message that will bring a flood of income and profits.  My guest this episode by appearances, will seem as the most unlikely marketing expert.  Behind his bibbed overhauls and ‘shucks’ personality is one of the smartest businesspeople I’ve known, and call friend… a lifelong friend.  We’ve shared many hours in mastermind groups together and every time Mike speaks, people learn something; if their open to it. A diminishing knowledge reference of many business operators today is that of history… marketing and advertising history.  Mentioning names like Halbert, Carlton, Kennedy, Collier, Ogilvy, Hopkins, or Nicholas will cause many professed marketing professionals to instantly search Google on their smart phones for the importance of those names.  Yet, it’s the fundamentals these names forged in the days when the only way to market and sell was via direct mail and other archaic communication mediums, before Internet, email, and texting. Mike’s newest book (the physical kind) is Seven Essential Small Business Secrets.  In the minutes of this episode, Mike shares the essential elements every business owner must do to attract more paying clients through marketing.  He shares the details of his most successful advertising piece with us, on this episode.  Never has Mike revealed this much of the details behind his success.  He’s done so behind the closed doors of  mastermind, but never this much publicly.  This is a must-listen episode.  Especially now, as many businesses start rolling back the rock covering their cave door and resuming the daunting task of attracting customers again.

My guest this episode does not know what he wants to be when he grows up.  He is the definition of an entrepreneur.  He’s had careers in science, in health care, today is a financial advisor and also calls himself and accidental attorney, which he will tells about that story. Mark has been highly successful in all these different fields and on this episode, he shares the single most valuable strategy he’s employed in all his businesses.  This is a marketing strategy a business doesn’t need a lot of money to implement and maintain.  And, as you’ll hear Mark share, it’s the glue that has made him and all his businesses financially successful. I’ll warn you about this episode though, and what Mark shares.  I expect some will hear what Mark does and dismiss it as too simple, or worse, with “Oh we’ve tried that before and it didn’t make us any money.”  You will discover how and why it makes Mark money.

On this episode Dr. Dustin Burleson, orthodontist operating 5 offices in Kansas City, MO shares what he learned from Earl Nightingale. Unless you have a $100 million a year marketing and advertising budget you cannot think or operate like Coca-Cola, Amazon or Google.  Don’t make the mistake thinking you need the market they have.  You need only your market.  The small and mid-sized business grows one client, one patient at a time. You’ll learn how he built the first practice from one patient to today producing nearly $12 million per year.  How he had his entire staff walk out on him yet mount a comeback success story. In this episode, Dr. Burleson shares 3 things critical to every entrepreneur.  You won’t need to be an orthodontist or dentist to appreciate or implement Dr. Burleson’s 3 things.  You won’t need a dime more for advertising or marketing to adopt Dr. Burleson’s ‘things’.

Another timely interview with a successful entrepreneur.  Dr. Tyler Williams operates Pinecrest Dental, an independent dental practice in Murray, Utah.  There are times in life and business you do things that seem intuitive, as if you anticipated what will happen, like anticipating and opponents move on a chess board, making just the right move at just the right time.  Dr. Williams found himself in just such a situation.  With the recent disruption of the COVID-19 Pandemic, Dr. Williams has maintained his dental practice despite the obstacles thrown his way.  In advance of the pandemic, Dr. Williams added a new segment to his business that has been, until now, a bit controversial in dentistry.  It will take the industry in a new direction.  For Dr. Williams, other dentists, and virtually any business, what he implemented in advance, that he couldn't have for-scene, but was quite intuitive and smart on his part, has positioned his business to weather this storm and be in a stronger, more stable position when it passes.  Listen as Dr. Williams describes how Tele-Dentistry has solidified his practice and relationship with patients in lite of current operational obstacles.  The lesson any business may learn from this episode is identifying the vulnerabilities or missed opportunities in the business and finding or creating a solution for it.  Don't miss the ONE Big Thing you will learn from this episode.  There is always another. or additional, way to operate.  Learn from Dr. Williams' exercise, then adapt it for you.  

Based on reports from main-stream media, business, as we know it, is dead!  If you listen to the news, the economy will come crashing down around us.  Hogwash!!!!  Despite what’s happening, it’s a perfect time to reposition yourself and your business.  It’s time to get your head on straight.  You’ve wanted time to re-evaluate the business direction.  There are any number of things you can be doing right now.  My guest Jeff Giagnocavo is cofounder of the most successful mattress retailer, Gardner’s Mattress & More in Lancaster, PA… not the mattress mecca of the country.  He’s author of several best-selling books on mattress retailing and marketing, including “Retail is Dead: 77 Quick & Easy Strategies for Mattress Retailers to Snap Out of Zombie Mode, Resurrect Profits, and Bring Clients Back to Life”. Jeff shares THE critical tool any business can use to differentiate from competition, position itself as an authority and eliminate price sensitivity in any business category.  What he shares works.  I use it and he uses it to sell $30,000+ mattress packages every day.  It attracts buyers to him from hundreds of miles.  When a person can buy a mattress online from Amazon (which he talks about) why on earth would they drive and fly to buy from him.  You’ll find out why and you’ll discover how to use his strategy in your business.

When I first entered the direct response marketing world, Ben Glass was one of those people we saw high on a pedestal as an inspiration to us newbies.  I’ve been fortunate to spend time with Ben and know he’s not an ivory tower type, instead the opposite.  He’s one of the most down to earth, salt of the earth kind of people, always giving of his time and experience and he’s graciously agreed to share ONE Thing that any business can do, thinks it's doing organically, but isn't leveraging to its fullest..  Few people have something positive to say about attorneys.  You don't want to know one until you need one.  Ben Glass is unlike any attorney you know and he breaks the mold of what hold as a preconceived idea of them.  You'll discover that on this episode.  What Ben shares is not rocket science, yet is something so many business overlook and take for granted is happening organically.  Ben gives us specific tactics for leveraging the power of referrals.Additionally, Ben has written a number of books on business and life.  This week he released his newest book, titled: Play Left Full Back.  A book on having success in both life and business.  You can find it at Amazon.com

I have good news and bad news!  The good news is you're the boss.  You get to make the decisions, lead people, you get all the perks.  The bad news is you're the boss.  Everyone's looking to you for answers, for direction and confidence.  Who's there to TALK YOU OFF THE LEDGE?  Owning and running a business is the loneliest job.  There are times you feel like you're on an island all alone.  When you're not.  All the other business owners feel as you do. It doesn't matter how success you or your business is, there's always sleepless nights and something new to worry about... like the spread of a crazy virus.  How should it have an impact on business, but it does.  My guest this month is Pete Lillo.  Pete has a long history with successful people and business.  From the watch tower of a US Navy Mine Sweeper in the 6-day war (August 1967) to a highly successful start up print shop in Fairlawn, OH he connected with the most iconic and successful marketing minds - Gary Halbert (Coat of Arms), Dave Thomas (Wendy's Restaurants) & Dan Kennedy.  Pete shares the secret, the ONE Thing he credits his success to... The Power of the Mastermind.

An overlooked area in every business is nurturing money from the prospects who've already indicated interest in you, your product or service, but have not yet purchased from you.  This is found money squandered unless you have a system for pursuing it after the initial contact or presentation.  Just because they said no doesn't mean they won't say yes in the future.  But NO, to the average person, means stop.  To the extraordinary marketer, it's the start of a money-making process.  My friend and super-successful direct response copywriter Doberman Dan discusses how he's used direct response copy writing to generate millions of dollars with a simply follow up strategy.  This is to what the average person would consider an abandoned or lost sale.  This is a unique skill Doberman Dan and I share.  Both scrappy, bootstrap-style marketers, we've built highly successful businesses on the backs of great follow up systems. Follow up on lost sales is like marketing prospects in a vacuum.  When competition fails to close the sale, they will leave the prospect alone – I guarantee it.  Therefore, you should continue to pursue them.  Dan discusses how to prosper from it, when no one else does.  On the podcast you’ll hear about the big stack of wealth every business is sitting on.  You’ll discover the one thing Dan does to capitalize on that big stack of wealth.

Mike Capuzzi is an advisor, author and speaker for business owners looking to stand out. Since 1998, Mike has helped thousands of business owners market their business smarter. He is the inventor of the world-famous collection of hand-drawn direct-response doodles—CopyDoodles®—which are used by copywriters, marketers and business owners around the world. For the past decade, Mike has helped business owners become published authors and in 2019 he launched Bite Sized Books, a new publishing venture founded on his proven formula for creating short, helpful books (shooks™) for Main Street business owners. Shooks are the ideal type of book for local business owners to publish because they are easy to create, can be read in about an hour and offer helpful ways for readers to connect with the author. In his latest shook, Main Street Author, Mike shares his proven formula anybody can use to author, publish and leverage a shook