Episodes

  • The Chris Voss Show Podcast – Next Level Sales Coaching: How to Build a Sales Team That Stays, Sells, and Succeeds by Steve Johnson, Matthew Hawk

    The Chris Voss Show Podcast – Next Level Sales Coaching: How to Build a Sales Team That Stays, Sells, and Succeeds by Steve Johnson, Matthew Hawk
    Dec 21 2024
    Next Level Sales Coaching: How to Build a Sales Team That Stays, Sells, and Succeeds by Steve Johnson, Matthew Hawk Amazon.com Do you remember being "in the trenches" as a salesperson? What did you think of your sales manager? If you're like many front-line sellers, you probably didn't think she or he was a wonderful example of leadership who could inspire you to do your best in life and in work. The unfortunate truth is that many sales managers―well-meaning though they usually are―lack the skills and know-how to help their sales teams grow and achieve greater success. Over a combined 50 years of experience as salespeople, managers, coaches, and executives, authors Steve Johnson and Matthew Hawk have witnessed the do's and don'ts of top performing sales teams. Next Level Sales Coaching is the culmination of their experience. In this book, they distill what they have learned working with organizations like Google, Bank of America, Enterprise Rent-A-Car, and many more. The result is a compendium of best sales coaching practices with the power to make any sales manager into an inspirational and transformational leader. At its heart, this book is about how to integrate a person-centered development mindset into sales environments. Readers will work through practical examples, including a self-assessment, to identify the best way to implement strong coaching programs within their organizations. Each chapter concludes with takeaway questions and tips that sales leaders can use right away. From goal setting to daily sales huddles, and sales development training to analytics, Next Level Sales Coaching covers the best practices that readers will want to implement to take sales management to the next level.About the author Matt Hawk PhD is President of B2bTrainers. He was formerly Vice President of Instructional Design, Sales Process, and Training Delivery at Synchrony. He began his sales career at Gartner, selling to technology vendors, and later managed the sales team for US Interactive during the dot-com era. From 2004 to 2017 he sold, developed, and implemented dozens of customized sales performance improvement programs in the USA, Canada, Mexico, the Philippines, India, and Brazil for sales managers and their teams at Fortune 500 companies through the sales training companies he founded, Retention Specialists and Customer Loyalty Specialists. Matt earned his doctorate from Yale University and is a member, contributing author, and speaker on the topic of sales enablement for the Association for Talent Development.
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    30 mins
  • The Chris Voss Show Podcast – Ordinary People, Extraordinary Lives: A Path to Reconciliation in Our Divided Times by Gregory J. Leeson

    The Chris Voss Show Podcast – Ordinary People, Extraordinary Lives: A Path to Reconciliation in Our Divided Times by Gregory J. Leeson
    Dec 21 2024
    Ordinary People, Extraordinary Lives: A Path to Reconciliation in Our Divided Times by Gregory J. Leeson Amazon.com Gregoryleesonbooks.com In his multi-layered work Ordinary People, Extraordinary Lives, Gregory J. Leeson delves deeply into the pervasive issue of societal divisiveness and asks how to get past it. To explore the roots of this division and find solutions, he embarked on an extensive 13-month, 26,403-mile road trip across North America. In visiting 53 cities in 39 states and eight provinces, Leeson delivered 19 speeches, conversed with nearly 1,000 people, and conducted in-depth interviews with 71 participants using a protocol developed by Dr. Dan P. McAdams, a pioneer in narrative psychology from Northwestern University. The culmination of this remarkable odyssey is a collection of 66 succinct life stories, each potentially resonant with the reader’s own experiences, offering a window into the shared human condition. The book also features 52 viewpoints on the present state and future trajectory of the United States. In the chapter “What Would You Do,” Leeson presents thought-provoking questions, including a universal one, in a unique way that compels introspective responses. Central to Leeson’s thesis is the assertion that despite our apparent differences, our fundamental similarities bind us together, fostering deeper connections with others. For those who embrace the opportunity to employ McAdams’ interview protocol, the journey promises a transformative and cathartic experience, enriching an understanding of oneself and others.
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    42 mins
  • The Chris Voss Show Podcast – The Leadership Incompetence Index: Root Causes, Red Flags, and Remedies for Learning Leaders by Damon Wells

    The Chris Voss Show Podcast – The Leadership Incompetence Index: Root Causes, Red Flags, and Remedies for Learning Leaders by Damon Wells
    Dec 20 2024
    The Leadership Incompetence Index: Root Causes, Red Flags, and Remedies for Learning Leaders by Damon Wells Amazon.com Summaryleadership.com Why do so many leaders, despite their best intentions, struggle to lead effectively? In The Leadership Incompetence Index, G. Damon Wells provides a diagnostic framework for understanding and addressing the full spectrum of leadership dysfunction. This book breaks down the ten most common types of ineffective leaders, categorizing them from the merely inefficient to the dangerously malevolent. Through clear analysis, Wells reveals why certain leaders continually fail and offers actionable strategies to break these patterns. Inside this book, you’ll find: Levels of Incompetence: Learn about the Incompetence Index’s four categories, from the largely benign leaders to those whose behaviors create toxic work environments. Red Flags and Warning Signs: Identify early warning signs and prevent potential dysfunction within teams and organizations. The Science Behind Dysfunction: Using insights from evolutionary psychology, neuroscience, emotional intelligence, and game theory, Wells uncovers why these leadership failings occur and why they persist. Detailed Profiles of Each Leadership Type: Explore vivid case studies of the disorganized leader, the visionary who can’t execute, the fearful leader, the inflexible manager, and others. Mitigation Strategies: Go beyond identifying problems with practical steps to transform leadership weaknesses into strengths. This book is essential reading for leaders, HR professionals, and aspiring managers who are dedicated to self-improvement and organizational success. Whether you’re struggling with your own leadership challenges or seeking to improve team dynamics, The Leadership Incompetence Index provides a roadmap to diagnose, understand, and remedy common pitfalls in leadership. Start your journey to more effective leadership today!
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    46 mins
  • The Chris Voss Show Podcast – From Doctor to CEO: Dr. Hany Demian’s Entrepreneurial Journey Unveiled

    The Chris Voss Show Podcast – From Doctor to CEO: Dr. Hany Demian’s Entrepreneurial Journey Unveiled
    Dec 20 2024
    From Doctor to CEO: Dr. Hany Demian's Entrepreneurial Journey Unveiled Biospine.com About the Guest(s): Dr. Hany Demian is a globally recognized expert in spine care, known for his pioneering work in minimally invasive spine surgery and anti-aging medicine. Originally from Egypt, Dr. Damien relocated to North America, where he built a successful career in chronic pain management. He later transitioned into entrepreneurship, founding Biop Spine, a leading institute in innovative spinal treatments. Dr. Damien has significantly contributed to redefining spine care through his leadership and dedication to patient well-being. Episode Summary: In this enlightening episode of the Chris Voss Show, host Chris Voss speaks with the remarkable Dr. Hany Demian about his transformative journey from being a medical doctor to a visionary entrepreneur. Dr. Hany Demian, a pioneering force in spine care innovation, shares his experiences and insights into founding the Biop Spine Institute, which is revolutionizing the field of minimally invasive spinal surgery. Listeners get a behind-the-scenes look at the intricacies involved in shifting from practicing medicine to running a successful medical business. Throughout the episode, Chris and Dr. Hany Demian explore the challenges and triumphs encountered on the path of entrepreneurship, especially in the medical industry. From micromanaging difficulties to learning crucial business skills, Dr. Hany Demian’s experiences offer valuable lessons on leadership and growth. The conversation navigates through the hurdles of managing human capital, adapting to new medical technologies like AI, and the importance of investing in oneself to expand capabilities. Dr. Damien emphasizes how Biop Spine stands out by offering groundbreaking spine surgeries and treatments aimed at improving patient outcomes. Key Takeaways: From Medicine to Business: Dr. Hany Demian transitioned from a medical professional in Egypt to a successful entrepreneur in the spine care industry in North America. Innovative Spine Care: Biop Spine Institute is at the forefront of spine surgery, providing minimally invasive procedures with significantly reduced recovery times. Entrepreneurial Challenges: Managing a medical business involves unique challenges, from dealing with micromanagement to adapting to business and medical advancements. Continual Learning: The necessity of ongoing education in both medical and business practices to stay ahead in the field is paramount. Leadership Evolution: Understanding the role of a CEO evolves with time, from micromanaging to setting company directions and fostering growth. Notable Quotes: "Invest where you have unfair advantage." – Dr. Hany Demian "The first person who helped me was my wife. She pushed me really hard to begin." – Dr. Hany Demian "You have to continue learning. It's quite important." – Dr. Hany Demian "Anyone can become the CEO, but learning to manage and lead is a process." – Dr. Hany Demian "Nobody should turn on or turn off the light without telling me. It was mad until I learned what a CEO is." – Dr. Hany Demian
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    35 mins
  • The Chris Voss Show Podcast – Innovative Insurance Solutions for California’s Wildfire Crisis Unveiled with Wows Insurance Services

    The Chris Voss Show Podcast – Innovative Insurance Solutions for California’s Wildfire Crisis Unveiled with Wows Insurance Services
    Dec 18 2024
    Innovative Insurance Solutions for California's Wildfire Crisis Unveiled with Wows Insurance Services Wowsinsurance.com About the Guest(s): Robert Feldman is the CEO and co-founder of Wows Insurance Services, specializing in providing innovative insurance solutions for homeowners in high-risk fire areas, particularly in California. With over 25 years of experience in the insurance industry, Robert is a recognized speaker and thought leader, specifically in the realm of uninsurable properties. He has also served on numerous task forces working with senior leadership in various insurance carriers to address and mitigate insurance crises in states like California and Florida. Episode Summary: In this intriguing episode of The Chris Voss Show, host Chris Voss sits down with Robert Feldman, an innovator in the insurance sector, to discuss the burgeoning challenges and solutions in the field of fire insurance. As the CEO and co-founder of Wows Insurance Services, Robert explores the multifaceted crises the insurance industry faces due to increasing wildfire risks in the Western United States, particularly California and Nevada. Listeners are provided with a comprehensive overview of how these developments could transform the existing paradigms of risk assessment and insurance provisions. Robert elaborates on how Wows Insurance Services is addressing these challenges by implementing innovative insurance programs that not only aid brokers but also provide viable options for homeowners. The conversation delves into the intricacies of transferable insurance policies, actuarial sound practices, and the potential expansion into other markets, all of which promise to bring about significant change in the way insurance is offered and managed. Robert also highlights the critical role of Cal Fire and other technological advancements that are making homes more defensible against wildfires, setting a precedent for future residential safety standards. Key Takeaways: Wows Insurance Services is pioneering new and flexible insurance solutions for homes in high-risk fire zones, including transferable policies from sellers to buyers. The insurance industry needs a paradigm shift to adapt to climate change challenges, including more regionalized and risk-specific insurance approaches. Technological advancements and improved fire hardening techniques are crucial in reducing the destruction caused by wildfires. Current insurance premiums are skyrocketing, especially impacting seniors with fixed incomes, prompting innovative responses from companies like Wows. Notable Quotes: "Anything's insurable, man. It's just a question of cost." – Robert Feldman "Insurance companies have been the definition of Einstein's theory of insanity, doing the same thing over and over again, expecting a different result." – Robert Feldman "We're really working to fix the crisis of what's going on right now." – Robert Feldman "If you don't have insurance, guess what? You don't have a house." – Robert Feldman "Stop thinking that there's only one choice or you have no choices. There are always choices." – Robert Feldman
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    40 mins
  • The Chris Voss Show Podcast – Unlock Big Tax Savings with Renewable Energy Credits with B•10 Energy

    The Chris Voss Show Podcast – Unlock Big Tax Savings with Renewable Energy Credits with B•10 Energy
    Dec 18 2024
    Unlock Big Tax Savings with Renewable Energy Credits with B•10 Energy B10energy.com About the Guest(s): Eric Gordon is the Vice President of Professional Services at B•10 Energy, a company specializing in renewable energy tax credits. He holds a degree from Boise State University and began his career in accounting before transitioning to commercial real estate. Gordon's professional journey includes a stint as an auditor with Deloitte, where he sharpened skills in areas such as pre-acquisition due diligence and asset purchase negotiations. Outside of his professional commitments, Eric is an avid traveler, baseball fan, and enjoys spending quality time with his family. Episode Summary: In this engaging episode of The Chris Voss Show, host Chris Voss speaks with Eric Gordon, the VP of Professional Services at B•10 Energy, a firm dedicated to assisting individuals and corporations in saving money through renewable energy tax credits. With a blend of insightful conversation and humor, the episode delves into B•10 Energy's mission of making accounting — and by extension, tax savings — an exciting and profitable endeavor for its clients. Eric Gordon discusses the intricacies and benefits of tax credits, particularly focusing on the renewable energy sector. The dialogue covers how B 10 Energy positions itself as a unique player in helping businesses and individuals maximize tax savings, emphasizing the opportunity to invest in tax credits at a discount. Gordon attributes much of his interest in accounting and tax strategy to a motivating early experience with an academic mentor, highlighting how the right guidance can pivot a career trajectory. He opens up about the company's vision of enabling businesses to change the world by offering tools that enhance their financial health. Key Takeaways: The Difference Between Deductions and Credits: Understanding the unique characteristics of tax credits, which provide a direct dollar-for-dollar reduction in tax liability, unlike deductions. Investment Opportunities in Tax Credits: Insights into how profitable corporations and high net worth individuals can leverage renewable energy tax credits for substantial tax savings. Transferability of Tax Credits: Highlighting recent changes stemming from the Inflation Reduction Act, which allows tax credits to become transferable for the first time. Strategic Use of Tax Credits: The pivotal role tax credits play in financial planning for those with significant passive income or those who own C-corporations. Educational Mission: Eric Gordon emphasizes the importance of educating clients and the general public about tax strategies, making them more accessible and actionable. Notable Quotes: "At B•10 Energy, we want to help those changing the world have more resources to keep on changing it." "Understanding some accounting, some taxation can do wonders for business owners and entrepreneurs out there." "The credits are a way the government incentivizes certain behaviors and supports specific industries." "If you're going to spend a hundred dollars, might as well spend ninety and benefit from it." "It's all about the time value of money, and making sure you're utilizing your capital wisely."
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    28 mins
  • The Chris Voss Show Podcast – Secrets of the Secondary Mortgage Market: How Abby Shemesh Transformed Crisis into Opportunity

    The Chris Voss Show Podcast – Secrets of the Secondary Mortgage Market: How Abby Shemesh Transformed Crisis into Opportunity
    Dec 16 2024
    Secrets of the Secondary Mortgage Market: How Abby Shemesh Transformed Crisis into Opportunity Amerinotexchange.com About the Guest(s): Abby Shemesh is the co-founder and managing partner of Amerinote Xchange LLC, and the CEO of Amerinote Capital Funding, LLC. With an extensive background in the secondary mortgage market since 1999, Abby carries a vast experience in handling high-volume and high-ticket mortgage portfolio purchases. His journey started in the primary mortgage market before transitioning to secondary markets in 2006, where he has excelled. Abby is an autodidact, having self-taught himself various business, material, and spiritual disciplines, marking a significant career with an emphasis on self-improvement and education. Episode Summary: In this episode of The Chris Voss Show Podcast, host Chris Voss welcomes Abby Shemesh, a pioneer in the secondary mortgage market, to discuss his entrepreneurial journey and insights into mortgage trading. Abby, with his rich background, paints a vivid picture of how he navigated the tumultuous waters of the mortgage industry, especially during the 2008 financial crisis. Listeners can expect to learn about Abby's strategies for surviving economic downturns, the intricacies of mortgage trades, and the essential role of digital marketing in sustaining business growth. Abby Shemesh dives into the nuances of the mortgage buying and trading business, describing how Amerin Note Exchange serves both retail and institutional clients by providing liquidity in the mortgage market. He outlines the significance of digital marketing in his company's success, recounting his transition from traditional to digital strategies which fueled growth during challenging times. With a remarkably high closing ratio of 96%, Abby reveals the secret to successful mortgage trading while sharing personal anecdotes that highlight his resilience and entrepreneurial spirit. This episode is a treasure trove of insights for aspiring entrepreneurs and those interested in the mortgage industry. Key Takeaways: Surrounding Business Landscape: Abby explains how the secondary mortgage market thrives on providing liquidity, describing the roles banks and private lenders play. Entrepreneurial Resilience: Abby shares how his father's work ethic and his own determination enabled him to pivot successfully during the financial crisis. Importance of Digital Marketing: Digital marketing was crucial to Abby’s business survival and growth, even outperforming traditional marketing strategies. Unique Sales Proposition: The company’s approach includes options like partial loan purchases, which cater to unique financial needs of clients. Market Insights: Abby discusses how economic trends, like those in 2008, directly influence the mortgage market and its players. Notable Quotes: "We provide liquidity to the secondary mortgage market to keep the Ferris wheel going round and round." "We really take for granted in this country the ease in which one can go down that entrepreneurial journey." "It was the digital marketing that really supercharged our success." "The last thing we want is properties; we want the paper, not the bricks." "I learned a lot from my father's mistakes… his experiences."
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    35 mins
  • The Chris Voss Show Podcast – Moments In Time: Stories About Artists and Songs Of The 50s, 60s, And 70s. For Fans of Music … From A Music Fan Paperback by Tom Locke

    The Chris Voss Show Podcast – Moments In Time: Stories About Artists and Songs Of The 50s, 60s, And 70s. For Fans of Music … From A Music Fan Paperback by Tom Locke
    Dec 15 2024
    Moments In Time: Stories About Artists and Songs Of The 50s, 60s, And 70s. For Fans of Music ... From A Music Fan Paperback by Tom Locke Amazon.com Mitstories.com Hubcs.com In February 2024 "Moments In Time" received its 5th award when it was selected as a Book Excellence Award Winner in the Music Category. Out of thousands of books that were entered into the 2024 Book Excellence Awards competition, I am honored that my book was selected for its high quality writing, design and overall market appeal. Moments In Time is all about music. This book will put a smile on your face as the author, Tom Locke, takes you back in time to the music of the 50s, 60s, and 70s with entertaining, informative stories about known and forgotten artists and songs. To top it off, Tom has made this book interactive by creating access to the songs featured in each of these stories. One click and you’ll be listening, singing, and dancing. These stories will provide you with answers to questions about artists and their songs. How did Tommy James come up with the title for his hit record, “Mony Mony”? Who was the three-time Oscar winner to have a Top 10 record at the age of 67? What motivated Doc Pomus to write “Save The Last Dance For Me”? When did the original version of “Blue Velvet” appear on the music charts? What singer was classified as a two-time “one-hit wonder”? The perfect escape back to yesteryear, these stories will provide insight for both young and old, and perhaps jog your memory about the fun times you experienced because of this era of music, which continues to be embraced today. “I have met many people in the field of Rock & Roll these past 60 years, but no one has impressed me more when it comes to reflecting on the history of this music genre. Tom Locke is a true Rock & Roll historian who really knows the detailed history of the evolution of this great music. He has written a book that is worth its weight in Solid Gold." – Mr. Music, Norm N. Nite, legendary Deejay & Author Tom Locke lives in Vancouver, B.C., Canada, spending the majority of his time writing and executive producing in the entertainment industry. Over the past 25 years, Tom has also studied and consulted on the impact of digital technology in business. It was during this period of time that he introduced the online world to his music creation, “Moments In Time.” He has a passion for music. Writing this book was a natural for him as he was weaned on the music of the 50s, 60s, and 70s while growing up in Toronto. The book became a reality thanks to the online listening audience at Treasure Island Oldies, who encouraged Tom to share his impeccably researched music segments that he has produced on a weekly basis for this show since August 2000.
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    42 mins