Advantage Magazine - Spring 2014

Th e M a r k e t i n g M a g a z i n e f o r E n t r e p r e n e u r s , Bu s i n e s s L e a d e r s a n d I d e a - M a k e r s

M

A

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RECRU

IT,

DEVEL

A

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OP, ENCOU RAGE

BUIL

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E

$4.99

spring 2014

Y

our company's long-term goals should impact its approach to onboarding new team members. With the right people in place, professional development can assure that all ships rise with the tide.

DREA M TEAM AND

D

YOUR

Feature Article |

Adam

's Adv an

CLOSING QUESTIONS International sales expert Jack Daly shares the four foundations of a winning company culture. p. 14

p. 8

tage | p. 4 New R elease s | p. 5 Noise Make rs | p.

7

ADVANTAGE MEDIA GROUP AdvantageGROUP Media Group is an international publisher dedicated to entrepreneurs, ADVANTAGE MEDIA business leaders, and professional speakers. We help clients Write, Publish, Monetize, and

Market their books and content to grow their businesses. Advantage has one mission: to help our clients and their constituencies Learn & Grow™.

WRITE

PUBLISH MONETIZE MARKET

Your Book

Your Book

Talk Your Book™

Launch Your Book™

Create your book in less than a day without ever having to put pen to paper

Quickly and easily publish your book for ultimate authority, celebrity, and expert status

creation system

publishing system

Your Book

Your Book

Monetize Your Book™ Book The Business™ online learning system

marketing system

Create passive income by converting your book and content into online learning

A turnkey, done-for-you branding, positioning, and marketing system for authors and experts

TELL US HOW WE CAN HELP YOU BEST 843.414.5600 advantagefamily.com

In this issue...

8 | One Team, One Dream

All companies want the best person for the job, but cultivating talent is a steady process.

Constant recruiting and continued education are necessary to shape a team that can best work toward a company's goals. By Christina Wells

4 | Adam’s Advantage

Above all else, teambuilding is the ladder by which a company's goals are reached. By Adam Witty

DEPARTMENTS

6 | Publicity Speaks

Action steps to help you achieve your marketing goals.

By Scott Manning, guest columnist

14 | Closing Questions

Advantage Activity 5 New releases from the first quarter; print and eBook best seller lists

Noise Makers 7 A look at recent print, radio and digital media hits for Advantage clients

Advantage Team 7 Meet the new members of Advantage's sales team

Jack Daly is a celebrated sales and sales management expert with more than 30 years of field-proven experience. He discusses the importance of company culture, why seeing is believing when it comes to the publishing process, and the welcomed challenges that come with being an author.

Event Calendar 10 Dates of note and client anniversaries in the upcoming months

Advantage People 12 Advantage welcomes a steady stream of visitors to its Charleston, SC headquarters

Authors on Books | Write for everyone...

“My books are water; those of great geniuses is wine.

Everybody drinks water.” —Mark Twain

OpeningNumber: Choose wisely...

$840,000

The estimated cost of a bad hire

(based on a $62K/year salary employee terminated after 2.5 years) http://www.sayitcommunications.com/talent-clone-blog/bid/202101/Infographic-What-Is-the-Cost-of-a-Hiring-a-Bad-Employee

843.414.5600 advantagefamily.com ADVANTAGE MEDIA GROUP

Publisher of Business, Self-Improvement, and Professional Development Books and Online Courses

Follow: /advantagemediagroup /advantagefamily /company/advantage-media-group

CEO

Marketing Editor

Marketing Assistant

Edi tori al Di rec tor

Editor & Art Director

Publicity Editor

Senior Editor

Gues t C ontri butor

Adam Witty George Stevens

Advantage Magazine Issue 26 Spring 2014 © Advantage Media Group. All rights reserved. Trademarks used by permission.

Christina Wells Jenn Ash

Katie Biondo

Brooke White

Denis Boyles

Scott Manning

S P R I N G 2 0 1 4 | A D VA N TA G E M A G A Z I N E | 3

Adam’sadvantage

There's no understating the importance of teambuilding

T

he past two days I have spent a lot of time thinking about goals and teams.

I just returned from an annual mastermind retreat in which I huddled

with six other entrepreneurs from the Charleston region to talk about growing businesses. This is an annual event to which I always look forward. A common theme, year in and year out, is the destination we have set for our organizations, the current team assembled and

his business, he needed more people rowing the boat than just him.

Advantage author Jack Daly, another seven-figure professional speaker likes to say, “If you don’t have an assistant, you are an assistant!” Jack comments that he is continually amazed at the number of entrepreneurs, speakers, and authors who are too cheap to hire and delegate. Instead, they try to keep a little bit more money in their pocket and do everything

future team required to achieve the set growth goals.

themselves, never really getting ahead.

In the last issue of Advantage Magazine, I mentioned

With 22 full-time team members at Advantage, I now real-

Advantage’s five-year BHAG (big hairy audacious goal) to

ize that I am in the people business. It is my job as CEO to

grow from 100 books published per year

recruit, hire, nurture, and grow great people, people who can

to 1,000 books published per year by De-

make a difference and help take our

cember 31, 2018. Setting a big goal for

organization to the next level. As we

an organization can be very powerful. For momentum to build and to put your organization in a place to achieve the goal, you MUST build a team of competent and capable people.

As any organization grows, the job of leadership moves from doing to delegating. Furthermore, the job of the leader increasingly becomes more about re-

With 22 full-time team members at Advantage, I now realize that I am in the people business.

multi-billion dollar company says that he spends 10-20 percent of every week focused on recruiting and hiring. In other words, building a team of A-players.

This doesn’t just apply to big companies. I remember interviewing Advantage author Steve Gilliland many years ago.

would suggest asking yourself if you have the right team you need to get your business to where you want it to be? If the answer is not a resounding yes, then you might want to get started now.

Building a team is a process, never an event. You will always be work-

cruiting the right people to join a team.

Marc Benioff, the Founder & CEO of Salesforce.com, a

enter the second quarter of 2014, I

ing at this. If you are growing rapidly, you will constantly be hiring new “net” additions. If your organization is more mature, you should always be thinking about upgrading your team, no different than the GM of a professional sports team. Building a great team is the most important job that any entrepreneur has.

Steve has successfully built a seven-figure speaking business, a feat few speakers ever accomplish. I asked Steve, “what was the most important decision you ever made in your business?” Without hesitation, Steve replied, “I hired my first employee.” He went on to say that it would have been much

Adam D. Witty, Founder & Chief Executive Officer

easier to put that $40K into his pocket, but he knew to build

awitty@advantageww.com

4 | A D VA N TA G E M A G A Z I N E | A D V A N T A G E F A M I L Y . C O M

Advantage activity n e w r efrom l Advantage e a s Authors es

Happy Belly

Nik

Off the Record

Hyper Sales Growth

180 pp.; paperback; $14.99

152 pp.; paperback; $14.99

208 pp.; hardcover; $19.99

40 Irrefutable Steps to Building a Substantial Speaking Business

Grin and Bare It

Imagine Living without Type 2 Diabetes

Hipotiroidismo, Salud & Felicidad

Steve Gilliland, CSP, CPAE

126 pp.; paperback; $14.99

100 pp.; paperback; $14.99

302 pp.; hardcover; $28.99

21 Ways to Build Your Dental Practice with a Book

Beyond the Glass

A Woman's Guide to Feeling Vibrant, Light, and Balanced Nadya Andreeva 332 pp.; paperback; $21.99

A Young Man's Journey of Courage to Live in Spite of Cancer Kelli Ritschel-Boehle

Secrets to Building a Successful Retirement and a Lasting Legacy Adam Cufr

A Parent's Guide to Little Teeth Randy Hamilton

Discover a Natural Alternative to Pharmaceuticals J. Murray Hockings

100 pp.; paperback

The 7 Stages of a Dental Practice Life Cycle

Safe & Sound

Michael A. Pincus, D.D.S.

A Novel T.S. Krupa

130 pp.; paperback; $14.99

312 pp.; paperback; $18.99

Street-Proven Systems & Processes. How to Grow Quickly & Profitably Jack Daly

El Acertijo de la Enfermedad al Descubierto Steve F. Hotze

A Comprehensive Guide to Window Replacement Scott R. Young

How to Stand Out in a Crowded Market and Dramatically Differentiate Yourself as the Authority, Celebrity and Expert Adam Witty

122 pp.; paperback; $14.99

140 pp.; paperback; $14.99

Advantage Best Seller List: March 2014 Title

Author

1

When Rice Shakes the World

Milo Hamilton

2

Bulls, Bears and the Ballot Box

Bob Deitrick, Lew Goldfarb

3

Advantage eBook Best Seller List: March 2014 Title

Author

1

Hypothyroidism, Health & Happiness

Steven F. Hotze

2

Bulls, Bears and the Ballot Box

Bob Deitrick, Lew Goldfarb

Hypothyroidism, Health & Happiness Steven F. Hotze

3

Fitness Model Diet

Jennifer Nicole Lee

4

Safe & Sound

T.S. Krupa

4

Around the World in 69 Days

Wei Chen

5

Warrior Sales Monk

Todd Zaugg

5

Hormones, Health & Happiness

Steven F. Hotze

6

Entrepreneur's Secret to Creating Wealth

Chris Hurn

6

Wading into Chaos

Bob Holdsworth

7

Not by Chance

Tim Thayne

7

Book the Business

Adam Witty, Dan Kennedy

8

Referrals, the Professional Way

Frank Maselli

8

Life...Don't Miss It

Gary Kunath

9

10 Essentials to Save Your Sight

Edward Kondrot

9

Investing for Retirement

Robert Harwood

10

Unwritten

Jofi Baldrich

10

Bear Bryant on Leadership

Pat Williams S P R I N G 2 0 1 4 | A D VA N TA G E M A G A Z I N E | 5

publicityspeaks | Scott Manning Addition by multiplication

W

Three profit multipliers that can help your business thrive in 2014 and beyond hat will you do differently this year?

Isn’t this the question we all ask ourselves and others? It’s usually asked “what will be different in 2014?”, but the key difference in my version to you today is “what will You do differently?”

We’ve all heard the saying before; you can’t do the same thing and expect a different result. I would assume that your goals fit into the three most common goals of all entrepreneurs: make more money, spend more time with family, and grow your business (preferably with less effort).

We’re now a few months into the year so it’s time to give you a little progress report, a check-up of sorts. When Adam and the superstars over at AMG asked me to contribute to this issue, they specifically wanted me to give you some tactical action steps that would help you achieve your goals. Before I do this, it’s important to address why anyone usually falls short of their expectations, and the answer is simple. With every client I work with, we try to accomplish more—more time, more money, more customers, more/better lifestyle—and we do it by doing something different, because the business you have as it is will only give you the results you are getting, unless you change some key factors.

When business owners come to me with a list of goals they are most often goals that aren’t achievable unless we first fix the foundational model of the business, realigning it so that working smarter not harder is possible.

This is done by affecting three things first.

My suggestions, as you face the rest of 2014 and beyond, are what I call my 3 Profit Multipliers.

6 | A D VA N TA G E M A G A Z I N E | A D V A N T A G E F A M I L Y . C O M

First, we want to reverse engineer your business income flow, or what is known as your money pyramid, by restructuring prices that will get you to your goals. If you take any existing business, it is an uphill battle to achieve the desired revenue, doing business the way it’s always been done. That is why you must adjust your price and transaction value for maximum profit.

Second, we are going to establish who exactly your ideal client should be based on this new pricing structure, which services or products are the most lucrative and who will willingly and happily line up to pay these fees without your having to convince or coerce them. Successful selling should not be selling at all; rather, when you choose the best clients, you will influence them through your marketing and the experiences they go through with your business.

Finally that brings us to the third Profit Multiplier. We have to make both one and two possible by creating marketing systems and materials that leverage your time and enhance your ability to command premium prices and sell without selling. This is done through high quality professional psychological based marketing. If you are going to be respected as an expert and influencer, you have to look that way, market that way; you need a book that represents you and goes before you to do the positioning in advance of your sales or presentation. I suppose since you are reading this you already know that.

Good news. Because I rely so much on Adam and his team for my clients, and he puts me to work making his clients a lot of money, we have decided to team up and give you a personal client appreciation gift, call it the present of profit!

I have agreed to provide 25 complimentary and confidential Profit Multiplier Business Author

Strategy Consultations. It will be my pleasure to dialogue with you about your results so far in 2014, and most importantly, what you want your results to be the rest of this year. Then we can discuss how to most effectively maximize your Three Profit Multipliers, including my suggestive steps to make it all happen.

This is a $2500, 100 percent complimentary, joint gift from Adam and me, for being an AMG author. Consultations last 45-60 minutes.

Business goals can't be achieved unless the foundation model of the business is fixed.

You can get in line and schedule your Business Profit Multiplier Strategy Call with me by going to this website: www.themilliondollarmethods.com/amg/ I look forward to talking to you and learning more about your business, your goals and objectives for 2014 and beyond.

Scott J. Manning is the creator of Million Dollar Methods and has developed many proven models for all types of businesses, specializing in professional practices, information marketing, coaching and consulting, and other product and service-based businesses. You can learn more about Scott and his methods, and request your Business Profit Multiplier Strategy Call, compliments of Adam and Scott, by going to this website: http://www.themilliondollarmethods.com/amg/ .

noisemakers | Advantage clients in the headlines Del Harris Honored for his leadership and service with the Coach Wooden "Keys to Life" Award at the Legends of the Hardwood breakfast.

The award is given to a player or coach who models the characteristics of UCLA men's basketball legend, Coach John Wooden

Greg Williams Launched online course "The Master Negotiator: Using Body Language in Your Negotiations."

Get a sneak peek at AdvantageLibarary.com

Corrine Sandler Appeared on Lifestyle Talk Radio Network

Steve Gavatorta Led a workshop for a mastermind group of auto repair shop owners in February

Maria Ferrante-Schepis Keynoted the American Fraternal Alliance National Conference in Tucson, AZ

advantageteam |

Have you been making noise in local, regional or national media? Let us know and we’ll feature you in next issue’s Noise Makers!

E-mail: jash@advantageww.com

Advantage Team Member Profile

The Newest Members of Our Sales Team Keith Kopcsak

Charles Pollak

VP of Business Development

Business Development Consultant

Mitchell Broderick

Michael Huh

Business Development Consultant

VP of Business Development

As part of Advantage's new long-term goal of publishing 1,000 books by 2018, the sales team plays an integral part in recruiting new authors each and every day. The Road to 1,000 is a journey, as Mitchell states. "It epitomizes the importance of goal setting. The road is long, the weather changes, the hills are steep and plenty. We keep walking nonetheless. Inches become miles, steps become dreams."

With the addition of the newest members, achieving these goals is more attainable then ever.

Learn more about the various products and services that our team can suggest for your business. | p. 2 S P R I N G 2 0 1 4 | A D VA N TA G E M A G A Z I N E | 7

RECRU

IT

DEVEL OP ENCO URAGE

Always be

1 TEA M

the proper

teams in place, achieving

goals becomes more difficult.

Without the proper teams in place, achieving goals becomes more difficult. When considering the goals for your business in this year, and the years ahead, it’s important to focus your efforts on aligning your current team members with these goals and plan for ways to complement your current team with the roles and people to achieve the desired results.

As a growing company ourselves, we’ve put forth a great deal of effort in aligning our team with our goal of reaching 1,000 new authors published, annually, by the year 2018—we call this our Road to 1,000. With all of them rallying behind this mission, we can take a step back and assess who we have on our team now and who we’ll need in order to reach this goal. Of course, we’re not going out and adding all the 50 new team members we believe we’ll need all at once. Instead, we’re projecting out and estimating when we’ll need the new team members and, when the time is right, positions are posted.

Another philosophy we wholeheartedly believe in is to always be recruiting. This means every day of the year we are promoting our company, its core values and its vision to attract the right kind of people to

8 | A D VA N TA G E M A G A Z I N E | A D V A N T A G E F A M I L Y . C O M

join our team. That way, when we’re ready to actively begin recruiting, we have a pool of A players, already waiting to be considered for the opening.

Throughout the year, we share an inside glimpse of who we are as a company and as a team, in order to showcase what it is like to be part of the Advantage Family (you can find photos of us at events, social gatherings, conducting contests and enjoying the company of our extended family—our authors—on page 12). We also attend local events to meet and greet some of the top talent in our industry. All of these efforts enable us to truly live our core values for all to see, and for those who relate to who we are, what we believe in and what we aim to accomplish, they’ve now found a potential future home to continue their careers.

With your mission in alignment with the goals of your entire organization, and a system to continuously recruit top talent, your focus lands on creating and maintaining systems and programs to enable your talent to flourish. At Advantage, we believe in being perpetual students, learning all the time, wherever we are, whatever we’re doing. If we don’t know the best way to accomplish something, you can bet we’re do- ing our due diligence to find a solution and educate ourselves on how to implement it into our business.

Putting a professional development program in place allows your team members to strive toward expert status in their respective roles. Give your team the tools and goals they need to be the best of the best.

Enable your talent to flourish.

eam building is just as much about the quality of the people on your team as it is about the education and professional development programs you offer to continue to sharpen their abilities within your organization.

Without

recruiting.

Encouragement

1 DRE AM is half

the battle.

BUILD

ING LA STING TEAMS T H AT D RIVE R E S U LT S

Some ways to creatively offer opportunities to build your team members’ expertise may include tuition reimbursement programs for classes and certification, required and elective reading, hosted webinars, the ability to join professional groups and associations related to their area of expertise and even team/staff meetings, which serve to inform the group what each department is doing to reach the company goals.

Although we hope that our teams will remain

Encouragement is half the battle when it comes to building your team. With management and the entire company behind them, encouraging them to continue in their pursuit of growth and excellence, your team will always be on the cutting edge in marketing, sales, business and any other areas on which your business depends.

pany, whether that be 1,000 new authors or

intact for many years, the reality is that people move on to explore new roles and new career paths. At all costs, maintain a focus on building "one team behind one dream" and equip individuals with the tools and resources to expand their knowledge and expertise. All business leaders should strive toward affording his or her staff the experiences and growth opportunities necessary to propel them to the next level in their careers. After all, their dedication and continued efforts have enabled you to be one step closer to your goals as a comtripling revenue. With the right hands on board and all hands on deck, your company

With the

right hands on board, your company will be bound for

smooth sailing.

will be bound for smooth sailing.

Christina Wells is Marketing Manager at Advantage Media Group, leading the company’s efforts to attract both the right clients and the right team members. If you would like to connect with Christina and discuss your team building efforts, you may reach her at cwells@advantageww.com.

S P R I N G 2 0 1 4 | A D VA N TA G E M A G A Z I N E | 9

Event Calendar SUNDAY

MONDAY

TUESDAY

WEDNESDAY

2

3

Advantage Anniversary: Rich Webb

6

Advantage Anniversary: Clyde Ishida Greg Hammond Ron Ware

13

THURSDAY

7

Advantage Anniversary: Almon Gunter David Hislop

14

8

Advantage Anniversary: Nader Bazzi Steve Clark

15

Income Tax Day

4

Advantage Anniversary: Del Harris

9

16

AMG at Dig South Space Walk Event

10

AMG at Dig South

Advantage Anniversary: Ron Seaver Scott Ferrell

PubSmartCon, Charleston, SC

17

PubSmartCon, Charleston, SC

Advantage Anniversary: Tara Kennedy-Kline Tim Wambach

20

Easter Sunday

21 Martin Luther King, Jr. Day

Advantage Anniversary: Doris Houk Gary Turner

27

22

29

Advantage Anniversary: Harold Mills

5

Mother's Day

Advantage Anniversary: Harold Kurstedt Miles Kierson

18

AHIMA Annual Conference Phoenix, AZ

Cinco de Mayo

12

6

Advantage Anniversary: Bob Walton, Tonya Shadoan Robert Deitrick Lew Goldfarb

1

Advantage Anniversary: Glen Lerner Kevin Clark Shary Duff

19

1

26

Memorial Day

Fortune Leadership Summit Orlando, FL

Advantage Anniversary: Tracee Wells

27

3

NSA Convention, San Diego, CA

Advantage Anniversary: Jim Serger, Jr. Ana Richardson Marty Higgins

11

12

Advantage Anniversary: Robert Guy

18

PubSmartCon, Charleston, SC

Advantage Anniversary: Cassandra Joubert Todd Smith

Advantage Anniversary: Patrick Riddle Kevin Harris

19

Advantage Anniversary: Michelle Prior

26

25

FPA Retreat Miami, FL

2

FPA Retreat Miami, FL

Advantage Anniversary: Dan Kennedy, Greg Wych Clint Stitser, John Baxter

9

8

14

Fortune Leadership Summit Orlando, FL

Happy Birthday to AMG’s Brooke White

21

Advantage Anniversary: Jay Hewitt

10

Advantage Anniversary: Tim Pelton

16

17

Advantage Anniversary: Linda Franklin Peter Arthur-Smith

23/30

NSA Convention, San Diego, CA

Advantage Anniversary: William Brahm

1 0 | A D VA N TA G E M A G A Z I N E | A D V A N T A G E F A M I L Y . C O M

24

3

FPA Retreat Miami, FL

Advantage Anniversary: Michael Goldberg

10

Advantage Anniversary: Isaac Wright

16

15

Advantage Anniversary: Brady Roberts

22

Author Success University Teleseminar–4 PM ET

AHIMA Annual Conference Phoenix, AZ

Advantage Anniversary: Almarie Chalmers Steven Cesari

23

Annual Conference 17 AHIMAPhoenix, AZ

Happy Birthday to AMG’s Katie Biondo

24

Advantage Anniversary: Ashton Harrison Forrest Beck

28

29

30

31

Advantage Anniversary: Allen Neuenschwander Nancy Banfield Johnson

4

June Advantage Anniversary: David Smith Stan Levanduski

Advantage Anniversary: Kenneth Ma

22/29

5

Advantage Anniversary: Daniel Yachter Jelynne Jardiniano Karen Phelps

Advantage Anniversary: Michael Sprouse

9

Father's Day

Author Success University Teleseminar–4 PM ET

Advantage Anniversary: Melise Blakeslee

Advantage Anniversary: Ghislaine Labelle Tom Jenkins

15

30

7

20

2

Advantage Anniversary: Belinda Johnson-White Elizabeth Vasquez Suzie DeBusk

8

24

Advantage Anniversary: Daisy Saunders

13

Happy Birthday to AMG’s George Stevens

25

23

Advantage Anniversary: Dave Ramos

Advantage Anniversary: Sue Caperton

11

SATURDAY

Advantage Anniversary: Scott Tucker

28

Advantage Anniversary: Brian Crabtree

4

FRIDAY

Apr. May 1

April Fool's Day

Advantage Anniversary: Eddie Overdyke

11

EO Nerve Conference Philadelphia, PA

Advantage Anniversary: Thomas Casey Happy Team Member Anniversary to Jenn Ash

18

Advantage Anniversary: David Brown

25

5

6

7Advantage Anniversary: Kojo Pobee James Billmaier Tom Antion Herbert Johnson

Advantage Anniversary: Lauren Wynn

12

EO Nerve Conference Philadelphia, PA

Advantage Anniversary: Juliana Tu Happy Team Member Anniversary to Christina Wells

19

Advantage Anniversary: Carl Casanova James Babiuk James Malinchak

26

Author Success University Teleseminar–4 PM ET

Advantage Anniversary: Scott East Ivan Aguilar

13

EO Nerve Conference Philadelphia, PA

14

EO Nerve Conference Philadelphia, PA

Advantage Anniversary: David Johnson

20

21 Advantage Anniversary: Carl Gould

27 Advantage Anniversary: Kelli Boehle

28 Advantage Anniversary: Terry Hawkins Jayson Dunbar

How to be different: Give up trying to do something smart.

Everyone else already thought of it.

T

Stupid Same Different Smart

rying to be smart? Don’t bother.

It’s tough to be smarter than a billion other people who beat you to it. Instead, think of something different and dumb. A Google search will show you how different you are. Let’s say you search your smart idea in quotes for exact word order, and the search engine gives you a million links. That means your idea has already been implemented, maybe even a million times.

But search a dumb idea and you’ll look like a creative genius— seventeen hits, showing your idea is way different.

Do something stupid? Intentionally?

That’s just...stupid.

We couldn’t be more serious. Sometimes stupid will kill you.

But do stupid right, and it’s genius.

This boring, derivative, piece of crap business book shows you how to: • Get twice your share of revenue by being different • Be different by having big ideas • Have big ideas by being willing to be stupid

Then, if you want to go deeper and get new things done three to eight times faster, we’ll show you ways to: • Get a starring role map of your people • Use the three actions to transform to a high performance organization • Rearrange the work so you hand it off just in time to the right star for the next action

Another Boring, Derivative, Piece of Crap Business Book

by Mike Veeck and Allen Fahden. Available spring of 2014. For more, visit www.funisgoodteam.com

Advantagepeople

1

2

4

5

SPEAKING OUT:

1: Advantage CEO Adam Witty speaks at a session during the Global Speakers Summit (GSS) in Vancouver. 2. As part of an initiative to publish 1,000 books by 2018, the sales department has acquired a gong to encourage healthy competition. Here, Michael rings the gong signifying a new author joining the Advantage family. 3: After filming at Advantage Center, Praxis sent a nutritious and delicious gift basket. 4. The Advantage team enjoys a reception in January, welcoming three new members of our sales team. Charles and Michael pictured with Adam. 5. Mitchell chats with his new Advantage teammates.

AUTHORS IMMERSED:

3 1 2 | A D VA N TA G E M A G A Z I N E | A D V A N T A G E F A M I L Y . C O M

6: It's always a treat when authors come to Advantage Center for their Author Immersion Workday™. Nancy Eberhardt and colleague Ashley Weckback visited in February. 7. James Holloway came from Texas to spend time with the Advantage team for his Workday in February. 8. Bill Riley poses with the team after a morning of meetings. 9. Karen Powell visited for her workday in early March.

6 7

8

9

closing

questions

What can entrepreneurs do to improve the culture within their team?

Get the culture right, and all else in your business will be easier. The four (not one) foundations to a winning culture are recognition systems, communication systems, personal and professional development processes, and empowerment processes. If you push me for one example, it's the power of a handwritten note. It will have lasting impact for years to come!

As a seasoned speaker who mentors sales teams, why did you decide to write a book now?

I’ve had it on my to-do list for nearly two decades. It sure is thrilling to finally have it checked off the list! These systems have enabled my clients to robustly grow their businesses at the top and bottom line and the book will now allow more business owners and sales professionals to step up their businesses. The “now” of your question is key. The delay historically is a result of a packed speaking and travel schedule. The Talk Your Book™ process made the book a reality.

We were able to schedule the interviews to fit my speaking and travel schedule, and the rest of the team at Advantage then took the book to the finish line.

Jack Daly

is an international expert in sales and sales management with more than 30 years of field-proven experience. His book, Hyper Sales Growth, was published by Advantage Media Group in February.

How does having a book change your business?

The answer is multilayered. My speaking calendar is being further challenged with additional opportunities (we like those challenges!). We launched a new channel of business—Leveraged Sales Coach— which provides a virtual sales coach team to assist clients with the implementation of my selling systems and processes. The book is generating new business for this channel, as well as assisting our clients with the implementation of the processes. The book has also raised the awareness of the “Jack Daly” brand, which has generated more interest in our website and its many offerings: audio and video products, newsletter, online Sales University, webcasts, and other tools designed to assist people increase sales, profits and income.

How did working with the Advantage team make a difference in your book publishing process?

The Advantage team made all the moving parts pretty invisible to me, so I could stay focused on my core business. I had the occasion to visit the Advantage office in Charleston and I saw first hand all the things that need to happen behind the scenes.

1 4 | A D VA N TA G E M A G A Z I N E | A D V A N T A G E F A M I L Y . C O M

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MAIL Advantage Media Group 65 Gadsden St • Charleston SC 29401

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