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321 Biz Development

321 Biz Development

By Clarence Nappier
321 Biz Dev LLC is the number one company in the world offering sales systems and business development services for attorneys, CPAs, plastic surgeons, dentists, insurance brokers, real estate brokers, and helping any small business owner with a sales function wanting to increase sales productivity and performance using superior business development and sales training tools. Episodes focus on the four main sales functions: contacting, prospecting, appointment setting, closing and zero-cost referrals.

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Currently playing episode

Interview with Greg Marshall, Former General Contractor, Now Insurance Sacramento Insurance Broker

321 Biz Development

Interview with Greg Marshall, Former General Contractor, Now Insurance Sacramento Insurance Broker

321 Biz Development

White-Collar Small Business Owner Effort-Task Distributions
This is an advanced topic for attorneys, CPAs, dentists, plastic surgeons, insurance brokers and real estate brokers with transaction prices at $1,000 and higher.
October 24, 2021
321 Clients Never Work Alone
This podcast episode was produced about 3 years ago, in 2018.
October 7, 2021
The Sales Truth Table for Business Pros and Political Candidates
Sales professionals and Republican political candidates will be more effective after listening to this info.
October 1, 2021
You Sitting With Your Laptop Sipping Coffee At Starbucks Will Not Find New Clients For Your Business
Before I started the conversations, I observed what people were doing on their laptops while sipping coffee. The three people I observed worked in the legal, real estate and construction industries. Support the show ($biz321321)
June 3, 2021
I Helped a California Elderly Lady Pack For a Texas Move and She Gave Me $15,000 in Antique China
Talking to strangers has always put me in an advantageous position. You would be surprised at the new friends, business opportunities, and right-place, right-time situations that have come my way from simply saying "hello". Support the show ($biz321321)
June 2, 2021
Converting Business Owner-Prospect Confrontational Appointments to Managed Expectations
Confrontation is not the typical expectation on neither side of the transaction. It's only natural if left unmanaged. And, guess what? The business owner has the responsibility to control the appointment (321 calls appointments, interviews) with the prospect. Support the show ($biz321321)
June 1, 2021
If I Can Build a Deck with Little Past Experience, Anyone Can Learn How to Sell
But the best news of building this deck is I had little experience in building decks, but I attempted it even though I was so fearful. Support the show ($biz321321)
May 30, 2021
Don't Let Low Sales Performance Be Your Daddy
"Who's Your Daddy?" is a slang expression used to show that something or someone has dominance over someone else. Support the show ($biz321321)
May 30, 2021
How Small Business Owners Can Be Both Aggressive and Professional to Increase Sales
Aggressive is not what blog article readers and podcast episodes listeners think the word means. Support the show ($biz321321)
May 29, 2021
There Would Be Fewer Marketing Companies If They Were Paid on the Backend and Based on Client ROI
What if marketing companies had to deliver a minimum amount of sales revenue in order to get paid? If you like what you hear, please support the show. Support the show ($biz321321)
May 27, 2021
Taking a Look At a Marv Levy Quote: "If It's Too Hard for Them, It's Just Right for Us"
Marv Levy was the NFL Buffalo Bills coach from 1986 to 19997. Levy is credited with the phrase, “If It’s too Hard for Them, It’s Just Right for Us”. My military commander must have heard Coach Levy use the phrase because my commanding officer modified it and told the following to us: ““If It’s too Tough for Them, It’s Just Right for Us”. Support the show (
May 27, 2021
321 Biz Dev Lead Generation for Professionals
Effective June 1, 2021. 321 Biz Dev LLC is available to fill the new client gaps when small business owners occasionally have the following business conditions. 1.      Short-term revenue gaps when a few need clients are needed within a 30-day period. 2.      Longer-term agreements are available for up to 90 days if up to 10 new clients are needed. 3.      Territorial agreements are available after 321 Biz Dev LLC have served your new client needs for at least 90 days. A territory is defined as zip-code ranges or street boundaries. Support the show (
May 24, 2021
321 Biz Dev Has Produced 500 Episodes But Never Provides Details About Specific Consulting Services
A big reason why we stopped providing sales system, business development detailed materials has a lot to do with two guys from Texas. Two guys from Austin found some detailed materials about the 321 Biz Dev system online and tried to use it. They failed miserably because all of the information was not available online. I believe they found me on Twitter and began to download 321 Biz Dev content. By the way, I am no longer a Twitter, Instagram nor Facebook subscriber. Support the show (
May 22, 2021
Our Competition Hates 321 Biz Dev Because They Do Not Serve Business Owners Like 321 Biz Dev Does
The stories I can tell you about what 321 Biz Dev LLC experiences on a daily basis will make you both laugh and cry. Support the show (
May 19, 2021
Plumbers, HVAC Installers & Home Repair Technicians Just Walk Pass Potential Customers Every Day
It's no secret that highly skilled trade business owners have the least amount of sales and business development training and experience. I'm speaking plumbers, HVAC installers and home renovation personnel. Imagine the possibilities if trades business owners could capitalize on the relationships they could build as they come in contact with hundreds of consumers and other business owner per week. Support the show (
May 19, 2021
Small Business Owners Should Not Discount Products and Services Prices To Attract Customers
It's very common for small businesses to copy big corporate marketing and adThe vertising strategies. One strategy which works for big corporations but miserably fails for small businesses is offering price discounts. Support the show (
May 16, 2021
Be Careful About Low-Balling Vendor Proposals Especially When The Work Is Desperately Needed
Yes, this is the worst thing a prospect can do to a small business owner when the prospect really needs the product or service. I am talking about low-balling small business owner proposals. And I am emphasizing proposals when prospects really need the products or services. Support the show (
May 16, 2021
It's Inevitable That Business Owners Revenue Needs and 321 Biz Dev Services Will Come Together
Certain arrangements and combinations just make perfect sense. Combinations-like a hamburger with fries, a hotdog and Pepsi at a baseball game, a shot of tequila, lemon, and salt combinations, a new pair of shoes with that new suit or dress, and tortilla chips with guacamole-all make sense. Support the show (
May 16, 2021
Small Businesses Using Marketing Campaigns Send Message Building Relationships Are Unimportant
There is anecdotal evidence suggesting that consumers are more likely to buy from small business owners who put themselves ahead of impersonal, marketing campaigns. Support the show (
May 16, 2021
Los Angeles: Attorney Toni Long-The Long Law Group-Business and Entertainment Law
Toni Y. Long is the Managing Partner and the founder of The Long Law Group, PC, with a practice focused on entertainment and business transactions. Her business and corporate practice focuses on corporate governance, maintenance and formation, asset / stock purchases and sales, securities, and other corporate issues, as well as serving as general corporate counsel to many of her clients.  Toni’s entertainment practice focuses on several areas, including production, talent representation, motion picture, television and new media development, distribution, licensing, and private equity investment. Toni graduated with a BA from Stanford University and received a JD from UCLA School of Law. She was recognized as a “Top Attorney” for Corporate Law by Pasadena Magazine, from 2012 to 2019 and as a “Rising Star” by Los Angeles Magazine, July 2007. Support the show (
May 15, 2021
California: Interview with Sam Altawil, J.D., Filling Human Resources Gaps Across the Country
Mr. Altawil brings 25+ years experience working with private sector and non-profit organizations to strengthen human resources platforms. Support the show (
May 12, 2021
California Is Last Out of 50 States in Well-Run States for Business...But There Is A Silver Lining
The truth is it takes effort and leadership to be number one in anything. The motivation for this article and podcast episode comes from a recent article from California Globe. Support the show (
May 11, 2021
Puerto Rico: Interview With Edje-Recording Artist, Producer, Studio Mastering
Interviewed while in Rio Piedras, Puerto Rico, artist and producer Edje talks about how he got started writing music from learning music theory at a young age. Based in Atlanta, Edje does not use profanity in his lyrics and draws his musical inspiration from all genres. Check out Edje on Instagram. Support the show (
May 11, 2021
Rio Piedras Puerto Rico: Announcing Upcoming Podcast Interview with Edje-Recording Artist and Producer
Please don’t miss this sure to be exciting and informative podcast interview with recording artist and producer, EdJe. I was fortunate to get EdJe to be a guest while he is working on some projects in Rio Piedras, Puerto Rico.
May 6, 2021
Big City Small Businesses Need 321 Biz Dev More Than Ever Before
When conducting your market analysis, you will often hear the term “fragmented market,” and the fragmented industry meaning refers to a market that lacks major players that dominate the industry. Support the show (
May 5, 2021
You Got the Degree, the License and the Certification...You Gotta Do WHAT NOW to Find Clients?
It would have been nice if dental, medical, law degrees came with clients ready to buy. And, add to the above statement, dental, medical and law schools and CPA certification classes do not offer business development courses in their curricula. I can also add insurance brokers, real estate brokers, hair stylists, plumbers, HVAC companies, medical group CEOS, and homebuilders to industries where business development education is not taught. It's opening day for your business. Or, maybe, opening day was 5, 10, or 15 years ago. The industry you chose as your business is not producing the level of income you want, need or expected. Support the show (
May 5, 2021
Karla Sasser CPA, VIRTUALCFONOW.COM, Does Not Prepare Taxes
I finally met a CPA who works with small business owners as a trusted advisor. Karla Sasser, CPA offers comprehensive consulting and management advisory services. Support the show (
May 5, 2021
Note to Self: My Company Rules the Sales Systems and Business Development Space
Little did I know that the corporate job I had in the early 2000's would be my professional and income producing salvation twelve years later. So what happened on November 10, one week after I started my company on November 3? Support the show (
May 5, 2021
Making Future Marketing Investment Decisions When Your Last Marketing Investment Turned Into an Marketing Expense
The marketing proposal starts as an investment and, at the end, the marketing dollars were an expense. The "investment" presumed revenue dollars would exceed the investment by twice or higher the marketing investment. Support the show (
May 5, 2021
Nationwide: Karla Sasser, CPA - Episode 5 of 5 - Collaborating with IT Staff and Project Management Teams
This is the fifth and final episode where Karla talks about outside IT consultants collaborating with company IT staff.
April 19, 2021
Nationwide: Karla Sasser, CPA - Episode 4 of 5 - Analyzing Critical Data and Key Performance Indicators (KPIs)
Karla defines KPI's as measurements of observed company performance  vs expected company performance. KPI's have broad industry usage from customer service to staffing to sales.
April 19, 2021
Nationwide: Karla Sasser, CPA - Episode 3 of 5 - Evaluating Project Plans for Internal Control
Karla says that the business topic of internal control is quite boring. Although boring, internal control procedures save money, reduce financial theft, and give business owners peace of mind that their companies are operating at optimum levels.
April 19, 2021
Nationwide: Karla Sasser, CPA - Episode 2 of 5 - IT Security Policy, Vendor Risk Assessment
In Episode 2 of 5, Karla Sasser highlights drafting IT security policies and vendor risk assessments procedures to meet business owner needs.
April 18, 2021
Nationwide: Karla Sasser, CPA - Episode 1 of 5 - Practice Introduction
In Episode 1 of 5, Karla Sasser introduces listeners to her practice and extensive background in accounting, operations management and information technology.
April 18, 2021
Caller Prep Board Show on - Getting Zero-Cost Referrals: The Fifth of the Five Front-End Sales Activities
This episode highlights the fifth and final of the front-end sales activities. Getting zero-cost referrals to your business is possible by providing your newest clients great sales experiences. Support the show (
April 18, 2021
Caller Prep Board Show on Closing - The Fourth of the Five Front-End Sales Activities
The Closing activity is the fourth, and the final, of the five front-end sales activities. Your potential client has showed up to the appointment to meet with you about your product or service. The Closing activity decides whether you make a sale or lose a sale. Support the show (
April 17, 2021
Insight: Dental Practice Business Model and Revenue Woes
My company saw the dental industry calamity coming in 2017, but dental practice owners were not ready for our company's business development solutions. Hopefully, there is still time to help a few dental practices get back on track. Support the show (
April 15, 2021
Caller Prep Board Show on Appointment Setting is the Third, Front-End Sales Activity
Setting Appointments is the third of five front-end sales activities. Listeners will get an introduction to 321 Biz Dev's proprietary sales system called SWAS (Selling Without Appearing to Sell). Support the show (
April 15, 2021
Caller Prep Board Show on Prospecting is the Second, Front-End Sales Activity
The prospecting phase follows the contacting phase. The prospecting phase identifies who may want your product or service and who can afford your product or service. Most people believe prospecting is a mechanical activity. However, prospecting over the phone or in person is a psychological activity. The reason the majority of small business owners do not want to prospect is because their brains refuse to allow prospect to take place. Support the show (
April 14, 2021
Sacramento California: Interview with CEO/Broker Greg Marshall, Allivantage Insurance Agency LLC - (916) 203-9151
Greg Marshall is licensed as a financial advisor in Nevada, Texas, Virginia, Florida, Minnesota and California. Greg brings a people-centric approach to help consumers with their financial planning needs. His website is
April 14, 2021
Caller Prep Board Show on Contacting is the First of Five Sales Activities
Contacting is the front-sales activity most shunned by small business owners. There are many reasons for contacting to be least liked function of sales growth. This show will highlight some interesting areas about contacting. Support the show (
April 12, 2021
Caller Prep Board Show on Marketing is Not As It Appears to Be
Broadcasting live Monday through Saturday to save small business owners anywhere in the world. Be careful about marketing pitches. Support the show (
April 10, 2021
Caller Prep Board: The Intro Show on Blog Talk Radio
Here's our first show on from a live radio show on Blog Talk Radio. Biz Owners Caller Prep Board. Visit The 30-minute show is live at 8am (ET). Support the show (
April 9, 2021
The 321 Biz Development Program for Small Business Owners
This information is effective March 31, 2021. Support the show (
April 8, 2021
Insight: I Never Learned Something New From Someone Who Agreed With Me
There is something about the human mind, especially in the area of business development, where business owners push back on new information to improve sales productivity and sales performance.
March 29, 2021
Insight: White-Collar Small Business Must Have Confidence in Their Sales Systems
A sales system is a visible, logical and repeatable set of steps to move a product or service from a business to a consumer with predictable, favorable results. By definition, a sales system works. And, for this reason, a sales system is rarely changed.
March 29, 2021
Prospects Do Not Care About Your Credentials Until You First Show You Care About People
Consumers are telling 321 Biz Dev that credentialed providers are leading conversations with their education and experience at appointments instead of, first, getting to know consumers. Support the show (
March 28, 2021
When Does a Seemingly Great Marketing Investment Sink to a Disappointing Marketing Expense?
The business owner saw her ads on television, heard her company's name on the radio, and saw her posts on social media platforms. The business owner even received the marketing mailer at her address...and it look great...and it felt great getting the advertising piece in the mail just like the other 1,000 recipients. This post and related podcast episode will look at how, why and when money spent to grow the business seen initially as an investment sours into a marketing expense.
March 25, 2021
What Salespeople Should Know About Overcoming B2B Outbound Call Jitters
Call is also a noun where people are forced into dialogue. You cannot call someone and expect the other person not to say anything. Combining the words "cold" and "call", you have a recipe for total call reluctance, at least on the side of the salesperson. It will be very difficult for salespeople to make outbound calls if the above is on salespeople's minds.
March 23, 2021
Why 321 Biz Dev Never Hypes Up Our Business Consulting Content
321 Biz Dev is not a marketing company. Our content is about helping business grow their businesses using tried and proven sales systems. When there is hype, you will find overpromises. Support the show (
March 19, 2021
321 Biz Dev Five Podcast Interview Programs to Support Small Business Owners
I'm hanging out in Metro Atlanta this week and finally had time to complete the formal podcast interview programs to help small business owners connect with more prospects.
March 19, 2021
Why White-Collar Small Business Owners Do Not Talk About Their Businesses In Public
Part of the reluctance for white-collar small business owners not to talk about their businesses comes from feeling their products and services are superior. Please listen to the episode to hear my definition of superior. The other part of the reluctance is due to white-collar small business owners feeling that their prices are so high only few people can afford to buy the products and services. Support the show (
March 17, 2021
Sacramento: Demi Giro Talks About Her Journey to Recovery and Working As A New 321 Biz Dev Vice President
I hope listeners find this interview with Ms. Giro, who is progressing well in her recovery program, interesting. She has skills that are a perfect match as a 321 Biz Dev business development specialist. To work as a business development specialist with 321 Biz Dev requires a level of mental maturity that is often not found in candidates with cookie cutter work experience and backgrounds. Demi brings a skill set where listening and believing the sky is the limit. Support the show (
March 16, 2021
Hair Stylists-Estheticians-Tattoo Artists: Monday Is 10% Off Podcast Interviews
Through April 30, Hair Stylists, Estheticians and Tattoo Artists received 10% off on 25-minute podcast interviews IF you call us or we call you, Mondays. Ten-percent off reduces the $145 fee for the podcast interview to $130 if you call us or we call you. Support the show (
March 15, 2021
San Francisco: Valencia Talks About Selling San Francisco Bay Area Homes and Taking the Wealth to Texas, Georgia and Florida
East Oakland native and California real estate broker discusses wealth distribution opportunities created by supercharged San Francisco Bay Area real estate. Californians need to consider making good financial decisions, or, in some cases, remaining in potential chaos. Support the show (
March 13, 2021
What Is Business Development? A Definition for Small Business Owners
Business Development is increasing sales revenue by building an active, healthy sales pipeline. An active, healthy sales pipeline is defined as contacts being made on a regular basis, entering the sales pipeline, and prospects at the appointment stage are being converted to new clients, and zero cost referrals are generated throughout various stages of the sales pipeline. Support the show (
March 11, 2021
How to Use 321 Biz Dev, 25-Minute Interviews to Grow Your Business
Both white collar and traditional small business owners are liking the 25-minute interviews to help them generate more business contacts and client. This episode details how to professionally use the 25-minute interviews. Support the show (
March 9, 2021
Another Fishing Story: Going to the Deep Sea...Where the Big Fish Are
This episode using a fishing analogy and is about salespeople leaving the safety of calm waters along the shore or fishing from a nice bridge to drop their lines into water…with hundreds of other fishermen. This analogy will look at the more riskier, deep-sea fishing done by salespeople who put out the effort to reap the big rewards. Support the show (
March 8, 2021
Sales Systems Plus The Law of Large Numbers Equal Sucessfully Moving Through the Sales Learning Curve
This is the episode white-collar and traditional business owners want to listen to. Support the show (
March 7, 2021
Miami: Yeilyn Rodriguez, Vice President, 321 Biz Dev, First Solo Episode En Español
This is truly awesome. Congratulations Ms. Rodriguez. Support the show (
March 6, 2021
What CPAs Must Do Now To Remain Competitive
I have to admit that it's tough sometimes for my company to clearly and indisputably differentiate itself from marketing companies. I have to tell WCSBOs that marketing is about exposure, images, and perception. Often, buyers discover that the true product or service offering or promised result is much different than what the marketing claimed. Consulting, on the other hand, is about providing solutions that typically involved modifying existing systems, behaviors or activities. Consulting also requires direct participation by the client. Support the show (
March 4, 2021
Several Game-Changing, Podcasting Benefits and Features For Independent Hair Stylists
But here is what I know as a son and nephew of a family owned barbershop-hair salon combo chain in Tampa, Florida. There are more stylists than people wanting hair services on a regular basis. Plus, this is something hair stylists already know. It's hard to get new hair customers and it's easy to lose your current hair customers. On one hand, hair customers are loyal to their stylists-customers swear their stylists are the best. Then, on the other hand, one bad hair situation or an expected personality clash situation may flare up and dissolve the bond between the hair stylist and customer. Support the show (
March 2, 2021
San Francisco: Valencia Burton, California Real Estate Broker, DRE 01329676-Discuss Real Estate Probate Sales
Finally, 321 Biz Dev LLC has found a competent Northern California real estate broker willing to work with probate attorneys to help California sellers move through the sometimes awkward process of selling homes of loved ones who have passed away. Valencia Burton is a 20-year California real estate veteran who wants to work with more probate attorneys, sellers and buyers. This is what true, proactive business development looks like Support the show (
March 1, 2021
321 Biz Dev and General Smabo Will Interview You and Upload to Top Podcast Platforms
321 Biz Dev has added traditional small business owners to its client base through General Smabo. Smabo is an acronym for "small business owner". Covid-19 government lockdowns and shutdowns have crushed small business owners. As businesses begin to limp back to reopen status, small business owners have to do more to promote their businesses. Facebook, Instagram and Twitter are not reliable methods to find more customers. Support the show (
February 26, 2021
San Francisco: Valencia Burton, California Real Estate Broker, Helps Realtors Finally Make Money
It's taken my company years to find a real estate broker like California real estate broker, Valencia Burton, who understands that real estate agents need help learning how to transition from the 9-5 to hourly or salary world to independent small business environment. Realtors in California and across the United States can now get the caring, mentorship and true business development so they can make money. Support the show (
February 23, 2021
Georgia: Interview with Bryant Maude-President/CEO-Liberty Water USA
Bryant's business has been open for three days as of the date of this interview. What a tremendous Patriot who decided to elevate Life, Liberty and the Pursuit of Happiness by bringing an American product to the marketplace with a great message. Support the show (
February 19, 2021
Real Estate Agent Solutions for Real Estate Sales Woes
Every agent has the right to generate enough money to make their real estate careers successful. Although there are typically more agents than escrows that can be closed every month, agents need to make efforts to be the agents who consistently make money. Support the show (
February 19, 2021
I'm Finally Off Social Media for Business...Plus General Smabo Offers to Small Business Owners
My CPA client in Florida sealed the deal for me to leave social media for business...and leave social media for everything else. Plus, check out how General Smabo helps small business owners get their messages to the public through podcasts.
February 17, 2021
Business Owners Get Paid When Making Themselves Vulnerable When Prospecting
Business owners suffer financially and lower their business stature by keeping their mouths shut instead of facing rejection and making themselves vulnerable. Support the show (
February 16, 2021