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321 Biz Development

321 Biz Development

By Rick Nappier, CE0
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 who wants to increase performance, productivity and profitability using superior business development and sales training tools. Podcast episodes focus on the four main sales functions: contacting, prospecting, appointment setting and closing.

No more than 5% of our actual sales and business development training is on our podcast.
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Currently playing episode

The Three Players in Sales Transactions With Three Separation Motivations

321 Biz Development

The Three Players in Sales Transactions With Three Separation Motivations

321 Biz Development

321 Podcast Episodes Now in Spanish
Introducing Yeilyn Rodriguez, VP, 321 Biz Dev LLC.
September 25, 2020
"It Only Takes 60 Seconds Or Less to Grow Your Business"
After you remove all the fluff, all the excuses and fake obstacles, 60 seconds per contact is all it takes to grow your business.
September 23, 2020
"Covid-19 Is Trying to Strip Business Owner Rights and Privileges: Did People Deserve to Have Businesses?"
How will small business owners respond to Covid-19 creating havoc for millions of US companies? Looking back, were US small business owners really serious about being successful? Or were small business owners just going for the ride and decided to abandon ship when things got tough?
September 14, 2020
"How to Close A Sale-The Background Information"
The biggest challenge white-collar small business owners and salespeople selling products and services at $1,000 and higher IS how to close a sale.
September 10, 2020
"Consumers Will Not Call to Give You Their Business-You Must Contact Them"
We dive into the reasons white collar small business owners, now more than ever because of this Covid situation, need to be proactive in finding new clients.
September 8, 2020
"SWAS-Selling Without Appearing to Sell-Highlights for White Collar Small Business Owners"
Many white-collar small business owners have struggled for years to establish their practices. When all the marketing gimmicks have been tried and money wasted, now might be the right time for business owners to take charge of finding new customers and clients.
September 8, 2020
Moving Your White-Collar Small Business Forward in a Post Covid-19 Environment
Is learning a sales system difficulty? No. Everyone is capable of learning new things. The first challenge is people are humans do not easily accept change. The other challenge is white collar business professionals cling to their degrees, licenses and certifications believing degrees, licenses and certifications fill voids for not have sales system experience and training. The truth is law, accounting, dental and medical schools do not offer sales system and business development training. Only a handful of companies offer professional sales system training to major corporations at a staggering cost of $25,000 per person.
September 6, 2020
Highlights for CPA Practices to Improve Productivity and Performance During Covid Situation
Small business owners cannot hope and expect new clients will come to them without any external effort.
August 30, 2020
Willingness is the Toughest Part of Reaching Your Personal or Business Goals
Whether it's losing weight, stopping to using tobacco, growing your church, finding confidence in talking to that girl, winning that political office or growing your business, building your WILLINGNESS power is more important than what you know or can communicate.
August 27, 2020
Stay The Course and You Will Win When It Feels Like You Are Losing
It's almost like the saying: "he who laughs last, laughs best".
August 27, 2020
Small Business Owners Must Discover Who They Really Are
Regardless of your status, to improve yourself, you must discover who you really are. Then, you can make changes.
August 27, 2020
Behaviors-Habits-Actions-Outcomes for Business Success
All white-collar small business owners can develop productive behaviors, habits, actions and outcomes for success.
August 27, 2020
The Big Difference Between Marketing and Consulting
Consumers, business owners, marketers and even some consultants have challenges understanding how marketing and consulting differ.
August 21, 2020
2015 Episode: You Thought Selling Would Be Easy
This is an episode I found in my archives from the year 2015, one year after I started my consulting firm.
August 21, 2020
The Gold Standard Training in Learning How to Prospect for New Clients
Covid-19 is presenting great opportunities for people to transition to sales jobs. There are hundreds of thousands of sales positions open across the U.S.
August 19, 2020
Upcoming Episode: How to Prospect for New Clients
It's a great combination. Prospecting for new clients scares the hell out of most people thinking about beginning sales careers. I would say 99% of companies do not teach new salespeople how to prospect. Even people who have sales jobs really don't know how to they "fake it until they make it" and hope they can make enough money through referrals.
August 19, 2020
Two Reasons Why Salespeople Quit Sales Jobs Or Get Terminated From Sales Jobs
Selling is not hard. The problem is companies do not give salespeople a good platform to learn how to sell. Please click HERE to read the blog version of this episode.
August 18, 2020
The Three Players in Sales Transactions With Three Separation Motivations
Please excuse my raspy voice in this episode. It's allergy season in Northern California.  This is very important episode highlighting the three players in a marketing transaction: the consumer, the marketer and the small business owner. The challenge comes when all three players have three separate and extreme motivations in the transaction. This is why a good sales system is needed. The small business owner is responsible for his or her transactions going smoothly in the consumer's best interest.
August 15, 2020
There's Power in Saying Hello to Others and Introducing Yourself
Regardless of your business or project, saying hello and introducing yourself is the most powerful tool you have. In fact, much of your business or project success is dependent upon saying hello and introducing yourself to people in public or on the phone.
June 30, 2020
How Does A Person Looking for Any Success Go From No Experience to Great Experience?
I cover several significant points in this episode that people may have never heard before.
June 26, 2020
California Insurance Brokerage's First Episode: How JW Insurance Services Helps Agents Become Successful
Jason Wilson CEO and I are teaming up to help new and struggling veteran insurance agents chart a career path to success in the financial services industry. We hope you enjoy our first episode.
June 25, 2020
Steps 5 and 6: Listen to Winning Team Biz Episodes and Read Books to Help You Become More Sure of Yourself
Everyone wants the money if they thought they could be successful.
June 23, 2020
Effort Determines Success in All Things
The six letter word, effort, is underestimated in its role in helping people become successful. There is no one-to-one substitute for effort; not social media, not paid advertising, nor any other medium to persuade or influence others.
June 23, 2020
If You Are Paid Well, But Still Feel Like A Slave, Start Your Own Business
With the push of social justice warriors tearing down statues, removing pictures and  "canceling" people's careers who do not share the same opinion, many people earning average to above average incomes are putting paychecks above the belief systems. And this is fine as long as you feel you can compromise your values for a paycheck. Prostitutes do it all the time. This episode recommends people, looking to break the chains of corporate and social justice slavery, start a part-time or full-time business. When a person owns and controls the method of creating his or her livelihood, you are less likely to surrender your beliefs. 
June 17, 2020
Winning Team Biz-STEP 4: Owning An Online Shopping Portal
If you have never owned a business, I want to make the concept of buying from your business simple. If you currently own a retail establishment like a hair salon, gas station, a catering business or a bakery, you already understand. Owning a business and purchasing from your own business in addition to having the majority of transactions coming from retail customers is the backbone of small business ownership. The majority of small business owners do not manufacture their own products from raw materials. The baker must buy ingredients like flour, sugar, ovens, etc. The hair stylist buys his perm and hair color materials from a supplier.
June 15, 2020
Interview with Ronda Kennedy- Attorney-Ventura County-CA District 26 Congressional Candidate
Ronda Kennedy is general practice attorney in Ventura County who brings years of experience helping Californians navigate the legal system. Ronda is also a Ventura County, California District 26 Congressional Candidate. I hope listeners enjoy this interview.  Ronda's practice areas include: personal injury, Chapter 7 bankruptcy, criminal defense, discrimination cases, business law, family law and landlord/tenant disputes. Click HERE to visit The Law Offices of Ronda Kennedy. Click HERE to visit Ronda Kennedy for Congress.
June 14, 2020
Steps 2 and 3: How to Add Three New Amway Retail Customers and Add Three New Amway Business Partners
This episode discusses the background on how to consistently add new retail customers and new business partners every month. An important training piece is intentionally omitted because I can only share this training with Winning Team Biz business partners.
June 11, 2020
Amateur Shopping Vs Owning a Business, Creating a Retail Base and Enjoy Other Business Owner Advantages
There are many advantages and features in owning an online shopping business. You can enjoy the same advantages as popular online shopping portals.
June 6, 2020
Are You Open to Other Ways of Making Money?
Are you open to other ways of making money? Of course you are or you would not have agreed to listen to short podcast episode. If you found this podcast episode on the Winning Team BIZ podcast, then you can tell me what you think afterwards. My name is Rick Nappier, Team Leader, Winning Team Biz. And if you received this podcast link from me or a Winning Team Biz member, then you already know this episode is about the Amway business. I’m returning to the Amway business after 20 because I’ve learned a lot since the year 2000. Plus, I feel the timing is perfect for every person to own a distributorship. But I will talk about that later. I hope you thanked the person who shared this link with you because he or she obviously likes because in the direct sales industry, it easier to work with people you like.
June 4, 2020
Winning Team Biz-Eight Steps to Succeed to the Amway Business
Hi my name is Rick Nappier. I’m the team leader for Winning Team Biz, a team I started to help people succeed in the Amway business using the 8 Steps System. I just restarted the Amway business around May 9, 2020 because it is now common for people to shop online. Twenty years ago, the majority of people did not want to purchase products and services online.
June 2, 2020
Branding Differences Vary Widely Between Large Companies and Small Companies
Small business owners incorrectly believe they can achieve the same branding results as large companies.
May 27, 2020
The Sales Definition of Value Proposition
Value Proposition is validated by prospects.
May 27, 2020
What Does the Word Value Mean in the Sales Industry
Currently, the word value is often used as a cliche. 
May 27, 2020
Every Salesperson Must Master the Power of Using the Phone and a Handshake
The power of using your phone to contact people and meeting people in public places with a handshake are very underrated. Don't let COVID-19 stop you from doing the same things you have always been doing.
May 27, 2020
321 Sales Onboarding for White Collar Sales Pros
If there is no sales onboarding for sales reps or even white collar small business owners, sales performance is almost guaranteed to have problems right from the beginning.
May 27, 2020
The Five Selling Styles of White Collar Small Business Owners
This episode highlights the difference ways attorneys, CPAs, dentists, plastic surgeons, insurance brokers and real estate brokers sell.
May 27, 2020
5 Percent of Salespeople Sell 95 Percent of All Products and Services
Just 10 years ago, the split used to be 20/80.
May 27, 2020
Why White Collar Small Business Owners Are Reluctant to Prospect in Public or On the Phone
We look at some reasons why this challenge exist.
May 27, 2020
A 2017 Weekly Sales Accountability No 1
This episode was produced in 2017 to help insurance agents and real estate agents improve performance using weekly accountability sessions.
May 27, 2020
A 2017, 321 Biz Dev Sales Accountability Excerpt
This episode was produced in 2017 to help new 321 clients start sales systems training.
May 27, 2020
Who Said Selling Would Be Easy?
This episode was originally produced in 2016. I found 80 episodes archived from a past podcast platform.
May 27, 2020
The 321 Biz Dev Corridor of Agreement System Helps White Collar Small Business Owners Close Successfully
This is 2016 podcast episode I found in my archives. Our consulting firm has seen hundreds of attorneys, CPAs, dentists, plastic surgeons, insurance brokers and real estate brokers get to a stage where prospects are ready to become clients...and then the business owners talk prospects out of becoming clients. The 321 Corridor of Agreement is a training topic directing business owners how to use wind down conversations and close deals.
May 27, 2020
Sales System Mastery Is More Powerful Than Technical Knowledge In Sales Driven Industries
This is a 2016 episode found in our archives. 321 was talking about sales mastery being more important than skills mastery for over 7 years. With the Covid-19 situation, it is imperative for white collar small business owners to become proficient in contact, prospecting and closing.
May 26, 2020
A 2016 Interview with Roberta Lucas, Fort Lauderdale Florida Realtor With One Sothebys International Realty
Back in  2016, I interviewed Roberta Lucas. Roberta was born in Brazil, spent her early adult life in Philadelphia and now sells luxury properties in the South Florida market.
May 26, 2020
The 321 Biz Dev LLC Plan for Independent Certified Public Accountant High Performance Post COVID-19 Lockdowns
This short episode highlights how 321 Biz Dev LLC can help CPAs, Accountants and Chartered Public Accountants in Canada. Business performance was already an issue for most CPAs before the Chinese Wuhan flu situation. Now, post COVID-19, CPAs are finding it even harder to keep their clients, add new clients and keep their practices liquid. Click HERE to read, May 18, 2020 article. If you are a small business owners and love capitalism, please vote to reelect Donald Trump for President.
May 26, 2020
I'm So Happy and Excited to Restart My Amway-USA Business
In the mid 1990's, I started the Amway business. Amway was my first to entrepreneurial experience as I was also beginning a management career in corporate America. Even though the corporate world had some amazing, very expensive training ($10,000), the best people and relationship training I ever had came from the Amway business.  Now in the late 1990's and around 2000, the Amway business went to digital online ordering. It was not successful because the public in the year 2000 was not fully onboard with online shopping. Now, online shopping is en vogue. Another reason why I am restarting with Amway is the need for more Americans, Canadians and people from around the world to start businesses. There are some legal tax advantages (check with your CPA or tax professional). Aside from having access to high quality products, Amway gives distributors a great Plan B method to generate income without the risk associated with spending $50,000 or more to be in business. Amway has great mentoring systems and coaching tools. In addition to Amway's time-tested personal development training, I will use 321 sales system training to help our team achieve their personal and financial goals. If you want to speak with me, please call me at 415-515-6760. If you want to become a new Amway IBO or simply shop, click HERE to visit my website.  Make it a great day!
May 11, 2020
Homeless Men and Women Can Teach White-Collar Small Business Owners How to Hustle Because The Homeless Make Their Paper
This episode was extracted from a 110-minute episode produced the week of 04/19/2020.
April 26, 2020
It Is Crystal Clear That Democrats Never Like Small Business Owners, Independent Contractors and Private Sector Employees
This episode was extracted from a 110-minute episode produced the week of 04/19/2020.
April 26, 2020
After COVID-19 Running Your White-Collar Small Business Will Never Be the Same
This episode was extracted from a 110-minute episode produced the week of 04/19/2020.
April 26, 2020
Capitalist White-Collar Business Owners Can Now Dominate Over Socialist and Disinterested Business Owners
This episode was extracted from a 110-minute episode produced the week of 04/19/2020.
April 26, 2020
Interview With Rochelle-Owner-Ooh La La Spa-Trinidad
Interviewing Rochelle was a pleasure and treat and it will be for people watching and listening to this content. Rochelle is a very professional, highly talented Trinidad aesthetician. Click HERE to visit Rochelle on Instagram. Click HERE to visit Ooh La La Spa.
April 23, 2020
Seven Topics About Capitalist, Fake Socialist Business Owners, Government Socialist Pimps, Homeless People and Reelecting Donald Trump
This COVID-19 situation has exposed some fake politicians who have claimed they loved Americans, namely Democrats. Now white-collar small business owners and hard-working, private sector workers need to make decisions to vote for Donald Trump for another term. Experiencing this shutdown, business owners now know that Democrats do not care about the free enterprise system. I also talk about how Democrat Socialists want to pimp small business owners, treating small business owners like prostitutes.  I also discuss how President Trump talks with the people instead of hiding from them...which is how white collar small business owners should work their businesses. The homeless have no fear nor pride to ask people for money. White-collar small business owners can learn from the homeless.
April 21, 2020
Comparisons Between Marketers, Consultants and Business Developers for White-Collar Small Business Owners
Today’s podcast episode is titled: Marketers, Consultants and Business Developers: Which is Best for Small Business Owners Marketers are Promoters, Sign Waivers, Business Postcards, TV ads, newspaper ads, door hangers, paid telemarketers, doorknockers, social media, website marketing, etc. Their job is to make the public aware of products and services, often without guaranteeing the business owner great results. Marketers are not legally or ethically obligated to deliver specific results…that’s not the job of the marketer. Consultants typically work with businesses who have specific challenges. These challenges could include upgrading information technology infrastructure, installing more effective HR guidelines, worker ergonomics to improve productivity, factory worker motion studies to eliminate redundant or useless work routines, motivational speakers to help sales teams focus, and companies like 321 Biz Dev LLC which help salespeople improve sales productivity and sales performance. These are men and women who have specific skills and experience in the industries they support. Business development companies perform sales functions on behalf of companies. Developing a pipeline is the overall function of a business development company. For white-collar small business not familiar with the word pipeline, a pipeline serves as the conduit to identify potential prospects and move these potential prospects through a sales system to convert prospects into clients. Developing a pipeline has four activities: contacting, prospecting, appointment setting and closing.  functions are primarily identifying potential clients.
April 17, 2020
Five Small Business Owner Topics Bringing Clarity About The COVID-19 Situation and Reelecting Donald Trump
Here are five topics related to how white-collar small business owners and hard working Americans should look at the corona virus situation and who Americans should vote for President in November 2020. If you are a small business owner or hard working American worker, please reelect Donald J. Trump.
April 10, 2020
The Four Types of White-Collar Small Business Owners Our Company Encounters Since the COVID-19 Situation
If white-collar small business owners were not performing at good performance levels before COVID-19, the performance situation got worse as COVID-19 is identifying some interesting challenges in finding new clients.
April 7, 2020
Our Company's Last Day on Social Media Plus Vote For Capitalism November 2020
Our company is excited and ready to return to traditional consulting and selling. We discuss how social media is not suitable for white-collar small business owners such as attorneys, CPAs, dentists, insurance brokers and real estate brokers. Then, we discuss how the Covid-19 situation has been used to destroy the American and world economies. We conclude that all American small business owners need to reelect President Donald Trump.
April 5, 2020
Eight Topics For White Collar Small Business Owners Related to Covid-19 Mess
These topics provide some background on the Covid-19 impacts and what white collar business owners need to do to save their businesses.
April 3, 2020
I want to introduce every Realtor in North America to Ray Yenkana. After working in the real estate industry, I can tell viewers that it's rare to find a broker who actually helps Realtors succeed in the industry.  Ray was kind enough to spend a few minutes to share his journey and what he has learned to support Realtors.
March 31, 2020
A 100-Minute Basic Economic Course for Small Business Owners Dealing With the Corona Virus Impact
This podcast episode is produced during the perfect time COVID-19 is in the news. I felt it was important to let small business owners and concerned individuals know what communism, socialism, and capitalism. Economics is more than just about financial education. Economics also has psychological, emotional and political components.
March 27, 2020
Did the Corona Virus Disaster Cause Your 'Get Up and Go' TO "Get Up and Leave'?
Often without strong sales fundamentals, the “Get Up and Go” never gets up. What do I mean by this statement? People’s perceived get up and go never was there to begin with. You see. If salespeople are closing occasional deals, without using a sales system, deals were not predictable in nature. Meaning, if the salesperson does not use the pipeline approach to methodically move potential clients through the contacting, prospecting and appointment setting and closing phases, then transactions were by referral or luck. When the salesperson believes he or she is productive and is not using a sales system, an occasional transaction is misleading. Being misled about productivity creates a false sense of reality. This false sense of reality over time limits salesperson growth and maturity. What does it mean when a salesperson’s spirit “Gets Up and Leaves”? When does it take for the “Get Up and Leave” to kick it?
March 25, 2020
How White-Collar Small Business Owners Can Benefit from the 321 Virtual Account Executive Services
With the current panic and fear mongering, many white-collar small business owners (attorneys, CPAs, dentists, plastic surgeons, insurance brokers and real estate brokers) may be seeking solutions to still connect with potential clients.  The 321 Virtual Account Executive service keeps small business owners in the game while this health situation is resolved.
March 23, 2020
The Fear of Rejection and Failure Can Be Removed By Using A Sales System
This is an episode I recorded 18 months ago, but just found the recording.
March 19, 2020
When You Are Old Enough, You Know Enough: 321 Biz Dev LLC Was Created for a Time Like This
The more things change, the more things remain the same. 321 Biz Dev LLC saw the impacts of the 2009 real estate debacle where millions of Americans got laid off and thousands of business shut down.  The coronavirus panic, whether you believe in it or not, may result in the same economic disaster.  321 Biz Dev LLC started as a result of the 2009 economic challenge. This video will discuss what happened between 2009-2014 and what white-collar small business owners can do in 2020 to stay in business.
March 17, 2020
Interview with Amrit Sura, Re/Max Realtor, Abbotsford, British Columbia, (778) 999-1531
From Kenya to London to the Middle East to Metro Vancouver, Amrit is the consummate real estate professional, serving British Columbia's Fraser Valley.  Amrit has a very diverse international business and work background.  Interviewing Amrit and learning about how Canadian real estate is sold were definitely a treat. Any British Columbia buyer or seller will be great served by using Amrit's services.
March 16, 2020
A Contrarian's Perspective on the Subject of Marketing
White-collar small business owners are confusing the benefits and advantages of marketing with the benefits and advantages received big companies like Apple, Disney, and Royal Caribbean.   White-collar small business owners will never get results anywhere close to results received by big corporations.
March 16, 2020
The Attorney Business Development Plan by 321 Biz Dev LLC
The show is in four parts: 1. The first part will identify challenges independent law firms have in finding client cases. By independent law firms, I mean law firms which do not have contracts with federal, state or local municipalities. These independent law firms handle accident/injury, criminal defense, business, bankruptcy and estate planning, 2. The second part describes the existing landscape in which attorneys function. 3. The third part has two sections: a) 321 provides a solution where the attorney has complete control in finding new client cases, and b) 321 outlines other methods for attorneys to find more clients cases with 321 helps. 4. The fourth part identifies why some attorneys experience droughts in providing legal services and find it difficult to find new clients without paying high marketing fees.
March 10, 2020
LIVE Blog Talk Radio Show-March 9 2020-Thoughts About Minorities Working in the Sales Industry
I’ve hesitated doing a show like this for almost 5 years since I started 321 Biz Dev LLC. It’s a very sensitive subject for most people…people who are minorities in the sales industry and prospects who may be clients of minority salespeople. This show may surprise many of you too because my definition may be a little different than what most people expect. The sales industry is not for everyone, but as a contradiction, anyone can learn how to sell. Selling is a way of earning a living that is totally different than showing up on a 9-5 job to perform tasks for a paycheck. As a former F500 employee sales manager, the way I’ve always looked at selling as the activity generating paychecks for everyone in the company. That’s right. If you work at any private sector job (not a government job) getting a paycheck, it’s the sales revenue (new business, keeping current clients) that allows non-sales employees to take home a paycheck. For independent white-collar small business owners like attorneys, cpas, dentists, plastic surgeons, insurance brokers and real estate brokers, another hurdle comes into play besides the obstacles preventing most white-collar small business owners for maximizing productivity and maximizing performance.
March 9, 2020
LIVE BlogTalkRadio-March 05 2020-How To Beat Your Competition Using A Sales System
In more detail, how does the WCSBO beat the competition? The WCSBO: Contacts and prospects when competitors will not. Is friendlier when the competition is not friendly at all. Smiles when in public places when the competition does not smile in public places. Introduces himself or herself in public places when the competition does not want to be noticed. Converts strangers into new friends when the competition avoids people. Gives out his/her business card and asks for the new friend’s contact info when the competition does not. Has a professional prospect interview approach at the appointment when the competition stumbles and looks disorganized. Started the relationship when he or she first made contact with the prospect when the competition is starting the relationship cold, meeting the prospect for the first time. Does not product pitch when the competition makes product pitching a priority. Does not necessarily need to ask for the business because the prospect is more than willing to become a new client…but the competition has beg for the business and may not add the prospect as a new client. Is showered with referrals from the now, new client when the competition not only did not add the new client…the prospect who said No has no intention of referral friends, family or colleagues to the competition. If you want to be a white-collar small business owner guest, click HERE.
March 5, 2020
Live From BlogTalkRadio-March 04 2020-How Poor Sales Leadership Stresses Out Salespeople
Salespeople are stressed out when they are unable to see themselves being successful selling high priced products and services. Think about it for a moment. As a salesperson with the potential to earn $5,000-$25,000 per transaction, the salesperson is unable to make it happen because everytime the salesperson meets with potential clients, the saleperson cannot close. Today's show is sponsored by Karla Sasser, CPA, in Metro Los Angeles. Podcast listeners can also listen to the content on Blog Talk Radio by clicking HERE:
March 4, 2020
Live From BlogTalkRadio-Selling Without Appear To Sell
Selling Without Appearing to Sell (SWAS) is the ultimate benefit of the 321 sales system. SWAS for designed and launched in 2015 and serves as the foundation for all 321 sales system and business development practices. One of the biggest challenges in selling is consumers' negative opinions of salespeople. And rightfully so...the focus has always been on the salesperson's best interests instead of the consumer's best interest. At appointments, consumers are ready to say No to salespeople using tricks and gimmicks. SWAS works in favor of consumers. Today's episode is sponsored by Richa Gupta, Yoga Teacher, A Richa Life, New Delhi India (Noida District). Want to be live guest? Click HERE to follow us on BlogTalkRadio.
March 2, 2020
The Number One Real Estate CEO IS Not in the USA
I was an active Realtor for about 8 years and am getting back in the industry in 60 days. Since the time I started selling real estate, I've never found a real estate company which actually helped agents improve performance until about six months ago. However, the real estate company and CEO are not in the United States of America. Look. I have no issue with stating the truth. I don't care what American city it is. Unless the agent has perfected or discovered his or her own system to make money real estate, 99% of the real estate brokers are not helping their agents. Mainly, I'm speaking about training agents how to find their own clients. There are no agent onboarding systems to help agents who never sold anything in their lives. What I am excited about is finally my company's sales system and training have been validated. This CEO in another country does offer agent onboarding to help agents move through the sales learning curve.
February 29, 2020
288 White-Collar Small Business Owners in 36 US Cities
Starting February 25, 2020, 321 Biz Dev LLC is in full production mode with the a 2020 goal of adding two attorneys, two CPAs, two dentists, and two plastic surgeons in 36 cities in the United States. This is a total of 288 white collar small business owners. As white-collar small business owners are added, they will be included on our website preferred business owners. Then, 321 will turn on our version of digital marketing using the professional services of SiteMarket, owned by Genie, President of This move effective February 25, 2020 is a triple win for white-collar small business owners, consumers/business owners and 321 Biz Dev LLC. Click HERE to view the YouTube version.
February 25, 2020
Pride and the Boogeyman Syndrome Hurt Sales Performance
Pride, with regard to business performance, is defined as the fear of doing the things to grow the business is greater than the need to grow the business. This pride thing is not new, but pride is becoming more of a factor today. Why is this? It is our opinion at 321 Biz Dev LLC that white-collar small business owners are less engaged than they were 15 years ago and earlier. There are several reasons based on our research. Part of the reason might be that today’s business owners are less competitive than 2005 and earlier. My professional opinion is social media and digital marketing are root causes. For some reason, white-collar small business owners bought into the simplicity of posting and uploading. Business owners had their warrior wings plucked by the allure of forgoing making genuine business contacts to be replaced with choosing the path of least resistance using social media. Social media and digital marketing have had devastating impacts on white-collar small business owners’ desire to earnestly put effort into finding new customers.
February 24, 2020
Office Managers Should Learn How To Become Business Development Managers
Office managers: this is an important trend to spot. If your office is not getting any new clients, the practice is failing. The role of the office manager up to 2009, in our humble opinion, is dead as a dinosaur. As the old cliché goes, that was then…this is now. Moving forward in 2020 and beyond, 321 Biz Dev LLC sees the office manager role as one which supports the white-collar small business owner’s revenue generation goals more than the administrative needs. The new dawn of the Office Manager transitioning to Business Development Manager is here to stay.
February 20, 2020
Closing the Sales Experience Gap Requires Forced, Predictable Behavior
Just about every day, 321 Biz Dev LLC encounters situations with white-collar small business owners that present opportunities to offer better training. Of course, I do not mean training about performing legal, accounting, dentistry, plastic surgery, insurance or real estate duties. All white-collar business owners have already received that training. The training I’m speaking about is the type where business owners take actions to acquire new clients. Do you know that insurance agents and Realtors have the most time to identify new sales opportunities? About 70% of the total time to find and close a client is available for contacting and prospecting. The remaining 30% is the time spent completing life insurance applications for insurance agents or driving buyers around the community looking at properties, or doing open house for people selling homes. As tasks become more complex such as is for attorneys, CPAs, dentists and plastic surgeons, time to find new clients drops to as low as 30% with 70% of the remaining spent performing legal, accounting, dentistry and surgery tasks. So, it may be clear already how the sales experience gap exists. What are white-collar small business owners doing if they are not performing tasks related to fulfilling client orders?
February 13, 2020
Second Interview with Richa Gupta, Owner, A Richa Life, Yoga Teacher, New Delhi, India
This is the second interview with Richa who was invited to talk about personal growth and overcoming challenges. Now, this 42 year old former garment industry executive knows a lot of overcoming challenges. She has had a career change, loss of a sibling, and has begun a period of self-introspection.   Richa is a beast in the gym and operates an online yoga teaching business to help people anywhere in the world with Internet access begin their journey to better health. You can find Richa on Instagram under the handle: a_richa_life.
February 11, 2020
Business Development: The 7 Top Components
Did you know that there is no formal business development training in the public domain for white collar small business owners? I believe 321 Biz Dev LLC dominates the market for this niche group of attorneys, CPAs, dentists, plastic surgeons, insurance brokers and real estate brokers. Yes, there are thousands of marketing programs for white-collar small business owners. Remember what 321 said about marketing programs? When you hear the phrase marketing program, replace the word “marketing” with “chance”. When you hear “marketing program”, also think of big businesses like Disney World, Samsung, Apple, Tesla, Coca-Cola, etc. These big companies have no choice but to create marketing programs to stimulate millions of people to buy. In contrast, business development is far more detailed than a marketing program. When you hear the phrase business development, think “solution”. What is the 321 Biz Dev business development plan for our company? Yes, it started with working first with insurance agents, then Realtors. Over the last two years, we added attorneys, CPAs, dentists and plastic surgeons. But this is not 321 Biz Dev plan in its entirety.
February 11, 2020
Background on White-Collar Small Business Owner Sales Panic and Anxiety
Most panic attacks stem from people not being comfortable with other people in general. Even when people are out in public and they do not know one another, you can feel the invisible barriers people put between themselves. Some people may go out of there way to avoid walking next to someone or looking them in the eyes. Have you ever stood in a crowded elevator or an escalator and everyone is looking into space or have their eyes fixated on insignificant objects?
February 11, 2020
Interview with Eliza Serna-Senior Manager-Tofer and Associates, Law Offices Throughout Los Angeles and The Inland Empire
It was truly a pleasure to interview Liz Serna, J.D., LL.M, Senior Manager at Tofer and Associates, A Professional Law Corporation in California with offices in Upland, Woodland Hills, Hawthorne, headquartered in Beverly Hills.  Liz is a seasoned veteran in the legal industry as she prepares for the California State Bar Exam. She talks about how Tofer, the law firm, gave her a start to work for a people-friendly law practice; a law firm where clients feel like family.  Please listen to what Liz says as she provides an overview of what Southern Californians should consider in the event of a car accident, slip and fall, or dog bite. Please click HERE to visit Tofer and Associates on the Internet.  Please contact Liz at (909) 222-7488 and you can follow Liz on Instagram. We hope you enjoy this episode. Rick Nappier, CEO, 321  Biz Dev LLC
February 10, 2020
Behavior, Habits, Actions and Outcomes: A Must Listen for White Collar Small Business Owners
Today’s podcast episode is titled: Behaviors, Habits, Actions and Outcomes Determine How You Perform in the Sales Industry. I really do not like these type of podcast topics because I am not a psychologist and I don’t play the role as a psychologist on TV. The brain is a very complex body part. It can start or stop men and women from taking action. Although I cannot speak on the vast subject of psychology, I can retrace my path to becoming a salesperson. I want to look back about 20 years and identify how behaviors, habits, actions (or lack thereof) decided how I evolved as a salesperson. But before I start, I want everyone to try to block the words “selling”, “sales”, and “salesperson”. Frankly speaking the majority of is done is not selling and sales…and we are not salespeople. I prefer the word “consultant” and you will hear why in this episode. Now, I’m still going to use the words selling, sales and salesperson…but I will end the podcast episode with hopefully everyone seeing themselves as consultants.
February 6, 2020
White-Collar Small Business Owners: Your Conference Room is an Asset
I did a podcast episode similar to this one over year ago. This episode is an update to the previous one because there are even more reasons for white-collar small business owners to utilize their conference rooms to generate more potential customers and earn passive income. Before we provide the benefits and features for white-collar small business owners to visualize their conference rooms being used as marketing opportunities and to increase cash flow, we have to make the following statement to define what a business is. The definition of business is to move a product or services from a vendor to a customer or client for a profit. Unfortunately, owning a business creates many ways to move a product or service from a vendor to a customer or client without making a profit.
February 4, 2020
Four Factors White-Collar Small Business Owners Should Consider
These four items are both important for 321 Biz Dev LLC and our clients’ businesses. For 321 Biz Dev, the four factors drive who we select to offer our consulting services. 321 promotes our consulting services to high populated city with white-collar small business owners selling high price products and services. We know if one industry white-collar small business owner does not use our services, it is likely another business owner in the same industry will. And of course, 321 has verified all business owners have some type of productivity challenge. The productivity challenge is either or are both related to contacting and prospecting and/or closing deals. This podcast episode marks the first time we have identified how the four factors impact white collar small business owners.
February 3, 2020
White-Collar Small Business Owners Can Discover Who They Are By Improving Sales Proficiency
I’m telling all listeners on this podcast episode that I’m not a motivational speaker. This episode may sound like a motivational speech, but it is not. My personal thought on motivational speakers is the motivational speech should come during/after salespeople skill and practice development. Motivational speeches before sales skills are developed, in my opinion, are a waste of money because there is no foundation to link motivational speeches. This episode is being produced after five long and hard years developing sales systems and business development services for white collar small business owners.
January 29, 2020
The Three Sales Hell Situations for White-Collar Small Business Owners
Sales Hell could have different meanings to different people. This podcast episode will define sales hell as situations where there is money to be made but the white collar small business struggles with putting together a plan for success. People may know that 321 Biz Dev LLC defines white-collar small business owners as: independent attorneys, independent CPAs, private practice dentists (not franchised), independent plastic surgeons, independent financial advisors and insurance agents and real estate brokers (not real estate agents). 321 stopped supporting individual real estate agents in 2019 because many real estate agents just didn’t have the minimum business experience to understand how 321 could help them.
January 28, 2020
321 is the Consultant Firm of Choice for White-Collar Small Business Owners
I did a podcast episode similar to today’s episode about 5 years ago when I compared two cost-benefit analyses: the first being white-collar small businesses interviewing a full-time sales rep to set appointments and the second option of using 321 business development services. What has changed since 2015? Well, 321 has gotten a lot better in delivering more powerful sales systems and our experience has grown since 2015. 321 Biz Dev LLC is the number one choice for white collar small business owners looking for affordable, sales performance solutions.
January 22, 2020
Interview with Jeffrey G. Marsocci, Attorney, Raleigh, North Carolina
Just to name a few certifications, Mr. Marsocci is a Certified Medicaid Planner™, a certification granted by the CMP™ Governing Board and Mr. Marsocci is an accredited attorney with the Dept. of Veterans Affairs Mr. Marsocci is the author of numerous book, including The Plain English Attorney series Estate Planning Basics, The Long Term Care Solution and other books on Mr. Marsocci holds seminars and webinars for clients, financial advisors and other attorneys on topics related to life and estate planning and develops and presents continuing legal education courses for attorneys and life insurance agents. Click HERE for The Law Office of Jeffrey G. Marsocci
January 17, 2020
Interview with Ilya Lipovich-CEO & Co-Founder, Web & App Development-Silicon Valley California
Ilya describes his company's services at a level where CEOs across multiple industries can understand. Listening to the podcast interview, Ilya talks the what, who and why clients select Cider for their web and app development services. Even the tough question about SEO/PPC return on investment Ilya's response was thorough. I now have a better understanding how SEO/PPC work. But the even tougher question about what can Cider clients expect, i.e., ROI, from web/app development, Ilya thoroughly explained web/app client expectations in the big picture of moving products and services to market. I loved every minute of this podcast interview and hope listeners will, too. Thanks for listening! Click HERE to visit Cider. Click HERE to connect with Ilya Lipovich on LinkedIn.
January 15, 2020
The Two Types of Small Business Owners: One Waiting for Customers; The Other Looking for Customers
The first one is the conclusion that the majority of small business owners are probably not maximizing their sales revenue potential. Yes, small business owners are probably making enough to support themselves and keep the business open. If performing at a level for the sake of keeping the doors open and not seeking to elevate a business where a company is grabbing significant market share is satisfactory, then there is no need for small business owners to seek any counsel to do better…which is probably the environment in the small business community. The second conclusion is the minority of small business owners are probably maximizing their sales revenue efforts, or are at least open to further increasing sales revenue and market share.
January 15, 2020
There Is No Glass Ceiling Obstacles In the Small Business Owner Environment
When men and women start CPA practices, law firms, dental clinics, surgery centers, real estate brokerages and insurance agencies, they people think that they will be successful because millions of people in America need accounting services, legal services, dental treatment, elective and medically necessary plastic surgery, need to live in a home or apartment, and have at least some type of insurance product. So, is there a glass ceiling in the small business arena? Is some sociological barrier or ceiling stopping a man or woman from hitting their financial goals? I mean the business owner is at the top of the ladder. There is no higher person above the business owner. Do small business owners wake up and say “someone is stopping me from achieving my goals”? Who is that someone? The glass ceiling implies that someone is stopping minorities and women from succeeding on a level playing field. Again, who is this person or persons stopping any person, regardless of gender and/or race, from hitting their financial goals?
January 11, 2020
The 321 Blind Referral is More Effective and Profitable Than Networking Group Referrals
321 is working for the business owner by contacting, prospecting and setting appointments and assisting with the closing. Most small business owners do not want to contact and prospect. Most small business owners do not have time to contact and prospect, and or Most small business owners do not know how to contact and prospect. 321 is working with the business owner because mastering a sales system and business development are tough. When I worked as a corporate sales manager, after new sales executives were hired, it took them 30-60 days to learn the process. And these newly hired sales managers WANTED to work in sales. They passed the sales psychology assessment tests.
January 9, 2020
321 Added Website-Digital Marketing and Life Coaching Services to Better Support Our Business Clients
I would say that approximately 60% of the business owners we contact have no websites or do not have a functional websites appealing to potential clients. The old saying “beauty is in the eye of the beholder” might be factual, but as a consulting firms referring prospects to white-collar business owners, I can tell you that first impressions are important. When I use the phrase “functional website”, I’m not referring to a website with many bells and whistles. Small business owners should not need to spend $2,000 or more for a functional website. In my professional opinion, a website should include the following: A home page giving a product or service summary and how the product or service helps potential clients or customers. A short bio of the owner(s). A link to provide detailed product, service benefits and features. A call-to-action box where interested people can leave their contact information. An instant chat box for the office to engage prospects with strong interests. A business email address. This is the big one. I would estimate that 70% of business owners use Gmail, Yahoo or Hotmail domains as business email addresses. Over the 2019 Christmas and New Year holidays, I was contemplating this life coaching void to help 321 business owner clients. Luckily or by fate, I met the best life coach I could have met that can help my clients move forward in their personal lives. The owner, Cid Lough, is a professional life coach based in Monterey, California. Cid has the credentials to help people move forward in their lives. I can’t explain her services better than she can, but I will tell you this. After Cid and spoke for a couple of hours, in person, and over the phone, she is the right person and the perfect addition to help small business owners achieve their business and personal goals. Click HERE to contact Genie, Website Developer and Digital Marketing professional, Site Markit. Click HERE to Site Markit on Instagram. Click HERE to contact Cid Lough, Joyful Wellness Life Coach. Click HERE for Cid Lough on Instagram. Click HERE to visit 321 Biz Dev LLC.
January 7, 2020
Interview with Cid Lough-A Joyful Wellness LIfe Coach-Monterey California
321 Biz Development kicks off the year 2020 with our first podcast guest of the year: Cid Lough, Life Coach from Monterey California. Cid brings a wealth of experience to individuals and business professionals, helping them push through the "dirty pain". Over the years, I have met a lot of life coaches-all who know how to help people-but I must say that Cid brings out the best in people. I hope everyone enjoys our first podcast episode for 2020.  We hope you enjoy this episode. Make it a great day! Please click HERE to visit Cid on the Internet. Please click HERE to visit Cid on Instagram.
January 3, 2020
Interview with Andrena Sawyer, Owner, P.E.R.K. Consulting, Baltimore Maryland
From the West African nation of Sierra Leone to Baltimore, Andrena Sawyer, Owner of P.E.R.K. Consulting is the go-to business owner to establish your legal entity, strategic planning and business development to start your business the right way. It was quite a pleasure listening to Andrena talk about her own journey after working with social services agencies for a number of years. All of Andrena's comments are time-tested...and listeners will definitely agree. I hope you enjoy the interview. Click HERE to visit Andrena on the Internet.
December 28, 2019
The 2020, 321 New Biz Development Podcast Introduction
We will run the same introduction in 2020 saving us hundreds of hours in production time.
December 26, 2019
The Year 2019, 321 Biz Development Podcast Guests
2019 was a fantastic year for our company and clients. As 2019 nears to closing, I want to recognize 321 Biz Development podcast, small business owner guests.
December 23, 2019
Karla Sasser, CPA-The Cyber CFO Highlights Cloud Accounting Advantages
Karla is a 321 client and is one of the few CPAs in America that has a tremendous financial/technical background combined with a great personality. Karla, a 20-year accounting industry veteran speaks on the advantages business owners, of any size, gain by transitioning accounting operations to the cloud.
December 19, 2019
Nineteen 321 Hot Topic Episodes Bundled into ONE MEGA Episode
This is our company's last topic based podcast episode for 2020. Instead of uploading almost 400 minutes and 19 separate episodes, we produced ONE MEGA episode and provided the most important information from each of the 19 episodes. We will still do podcast interviews until December 31, 2019, Happy Holidays from 321 Biz Dev LLC!
December 19, 2019
Why It is Unprofitable for White-Collar Business Owners to Attend Networking Events
I stopped attending chambers of commerce meetings and joining popular networking groups about ten years ago. I had no problem with mingling with and meeting people and enjoy being around people. I would not work in the sales industry if I had issues with people. This podcast episode is from a productivity perspective. For white-collar small business owners, their time is worth $1,000-$3,000 per hour or more. Attending a networking event typically uses most of the morning driving to and from the event including plus the hour or two at the event. So these 3-4 hours could be worth up to $12,000 or more in lost revenue attending the networking event. Every attendees’ ultimate reasons for attending network events is to get referrals. And are referrals provided to others? Absolutely…but not enough to justify 3-4 hours and losing $12,000 or more in revenue.
December 12, 2019
Using A Virtual-Repeatable-Logical Sales System Is All Salespeople Need to Become Successful
I learned about VLR about 20 years ago when I worked in corporate America. Then when the U.S. economy crashed in California, Arizona, Las Vegas and South Florida, I found VLR very applicable when I started 321 Biz Dev LLC. A sales system is not a technique in the sense where prospects are tricked into doing business. A sales system is very consumer friendly with the goal of providing prospects great sales experiences. If you ask prospects want they ultimately want when they spend their monies, prospects converting to clients say they had no problems saying YES when they enjoyed interactions with salespeople. It is not uncommon for prospects to premium prices if they feel the sales experience is equivalent to the premium price.
December 12, 2019
The Slow Gruuv Version Interview with Richa Gupta, Owner, A Richa Life, New Delhi India Yoga Teacher
If you are listening to the podcast episode in India, London, Canada, Australia, New York, Los Angeles, Miami, San Francisco Bay Area...or wherever you live, you must contact Richa to learn more about her yoga and fitness services. Did you know that India is the birthplace of yoga? Richa left a blooming career in the garment trade to working on her health as millions of Indian people suffer from chronic diseases like diabetes. Did you know India has the greatest number of diabetes cases in the world? Kick back and put on your headphones or listen to this interview with Richa while you are driving. Richa's on Instagram. Richa's mobile number is +91-9891908476 Richa's email: We hope you enjoy this podcast episode. Rick Nappier, CEO 321 Biz Dev LLC
December 11, 2019
Interview with Vidal Espinosa, Founder & Principal Partner, Invictus Advisors-San Diego California
Vidal has an amazing story growing up in Tijuana, Mexico as a kid, keeping his eyes on his father who worked as an accountant. So, Vidal became an accountant like his father. Vidal Espinosa is the Founder and Principal Partner at Invictus Advisors, a bi-national consulting firm whose mission is to be a strategic partner for business owners to make better financial decisions. Managing a portfolio of over 100 clients, with total assets over $10,000,000, Vidal has lead the organization to open multiple offices throughout the United States and Mexico while increasing the annual budget from $25,000 to a $1M dollars in just three years. As a self-made author, entrepreneur and business owner he understands what it takes to start and run a business effectively. With over more than 20 years of accounting and taxation experience he has worked for large accounting firms such as KPMG and Deloitte. With a critical eye for substance and quality, strong in budgets, cash forecasts, business, IRS, and Internal Audits he provided tax advice to various corporations including being an external CFO for various multinational companies like Sushi ITTO and Sanyo. He is Certified Public Accountant in Mexico from the Universidad Panamericana in Mexico City and Cetys Universidad in Tijuana in addition to holding a Masters Degree in International Business by Universidad Iberoamericana and Business Management by IPADE Business School in Mexico. As a former professor at Loyola University, he focused on resolving and analyze competitive problems related to the International Markets for Small and Medium Companies. Visit Invictus Advisors on the Internet. Vidal Espinosa can be reached at (619) 677-6512
December 11, 2019
Interview Richa Gupta, Owner & Yoga Teacher, A Richa Life, New Delhi India (Noida District)
If you are listening to the podcast episode in India, London, Canada, Australia, New York, Los Angeles, Miami, San Francisco Bay Area...or wherever you live, you must contact Richa to learn more about her yoga and fitness services.  Did you know that India is the birthplace of yoga? Richa left a blooming career in the garment trade to working on her health as millions of Indian people suffer from chronic diseases like diabetes. Did you know India has the greatest number of diabetes cases in the world? Kick back and put on your headphones or listen to this interview with Richa while you are driving. Richa's on Instagram. Richa's mobile number is +91-9891908476 Richa's email: We hope you enjoy this podcast episode. Rick Nappier, CEO 321 Biz Dev LLC
December 9, 2019
IRR, Internal Rate of Return: How to Measure Marketing Campaign Effectiveness to Generate Sales Revenue
Here’s my question to listeners. Have you ever had a gut feeling that a marketing investment was going to be either good or bad? You crossed your fingers, hoping you would gain new clients. The marketing company laid out a plan to expose your business to the masses in your community or maybe even to a larger population like your city or even your state. You paid the $5,000 or maybe even more money to the marketing company. Now 321 Biz Dev LLC is not throwing shade at, dissing, or tearing down marketing companies because everyone is grown and makes their decisions, hopefully using the best information available at the moment. But what if you had a way to measure how good or bad a marketing investment is before you make the investment? What if you good make the decision to invest your hard-earned money with confidence using business calculation giving your clear evidence that the investment is either worthwhile or a waste of money?
December 9, 2019
Excerpt from Interview with Wesley W. Green, Founder, Golden West College Athletic Services-Los Angeles
Located in Southern California, GWCAS has evolved into a national network of campus administrators including, but not limited to, university/college athletic directors, coaches, athletic trainers, educators and academic advisors. GWCAS has matched and placed over 171 student athletes with scholarships and universities/community colleges across the U.S., ultimately alleviating financial burdens on their families. ​A non-profit organization founded by Coach Wesley Green in 2009, Golden West College Athletic Services works to match minority student athletes with suitable colleges and universities.  GWCAS assists students and parents with college placement, scholarships and academic services. GWCAS is not a recruiting agency and we're more than a placement agency.  We offer student support services such as guidance, advice, recommendations and college life skills to assist athletes in  successfully transitioning and balancing their academic and athletic careers.   Our strategy is based on preparing students for the next phase of their lives. ​Who are GWCAS Students & Alumni? GWCAS student athletes have been placed in universities across the nation and as college graduates many have advanced to pursue higher degrees and on to successful careers in fields such as engineering, medicine, sports, education, communications, entertainment and law.  Other GWCAS students have been successfully drafted and play on professional U.S. and international sports teams. Golden West College Athletic Services
December 5, 2019
Social Media's Dirty Laundry: How Social Media Slows Down Business Productivity
At best, social media is an inexpensive way to advertise products and services. Top social media challenges:  The name is wrong because selling is never social, people do not make big ticket, high price item purchases based on social interactions. People who make big ticket, high price item purchases are not searching for legal, accounting, dental, plastic surgery, insurance or real estate purchases on social media. Most people on social media are people trying to selling to others who are trying to sell their products and services on social media. It’s like going to a convention and trying to sell your great book to other authors in attendance trying to sell their great books. At worst, and this statement borders conspiracy theory, social media was created to slow down productivity.
December 4, 2019
Challenges for White-Collar Business Owners Prospecting At Their Levels and Above
This podcast episode is a perplexing one because it deals with the superiority-inferiority complex among business owners and prospects.
November 29, 2019
Being Professional, Aggressive and a Woman in the Sales Industry
The first goal is to help both men and women mix two selling characteristic which, on the surface, appear contradictory to 99.9% of salespeople. The second goal is to help women understand that the sales industry is wide open to establish income parity with men. We merge the two goals into this one episode.
November 26, 2019
Interview With Alex Moghadasi, Principal, MBA, CPA-Ryan Tax Defense-Tampa-Florida
Listen to Alex speak about the tax challenges individuals and small business owners face.
November 23, 2019
Could Business Success Be As Scary as Business Failure?
321 Biz Dev LLC has actually met people who are afraid to use a sales system because it may expose some deeper fears. Imagine this. Your brain says you are a great business owner. Your educational credentials say you have the skill, talent and expertise to perform tasks in the legal, accounting, dental, plastic surgery, real estate or the insurance professions. Your bank account says you really need to improve your sales skills, not technical skills, to connect with people to grow your business. And then finally, you find 321 Biz Dev LLC. Then, this inner-voice inside your brain says I know I’m good at what I do, I need the business, I need the money…but the brain says “not so fast…I don’t think we are ready to mentally solve this problem yet…let’s take it slow until we (you and that inner voice are talking) have fully thought this thing through.
November 21, 2019
Small Business Owners and Hard Working Employees Will Be Devastated by Socialist Economic Policies
The conversation about socialist economic policies is not hard to understand but socialism has many moving parts. With the parts, isolated by themselves, socialism appears harmless. But when all parts are assembled, socialism is very harmful to businesses and individuals who want to be successful and carve out a plan to be wealthy. When you hear the word socialism, think of the concept everyone’s goals being pushed to the middle for everyone to be average. If a person or business wants success above average, socialism will not let you unless you know someone in government to give you a pass to behave outside of the set social norms. A socialist economic policy would cause significant harm to the U.S. private sector, small businesses across every industry.
November 20, 2019
White-Collar Small Business Owners with Credentials and Experience, But Without Enough Clients Can Buy Willingness
One of the 321 sales system modules talks about the three components white-collar business owners need to maximize selling their products and services. The three components are capacity, capability and willingness. Let’s learn about each component attorneys, CPAs, dentists, plastic surgeons, real estate brokers and insurance brokers must possess to convert prospects to clients.
November 18, 2019
From Standing Challenges Facing Small Business Owners CPAs Can Resolve
Today’s podcast episode is more like a public service announcement to small business owners and CPAs across the United States. Some listeners might call this episode a marketing campaign and listeners know how I much dislike using the phrase “marketing campaign”. I’m laughing right now…sort of…because it’s not a marketing campaign because 321 Biz Dev LLC calls 99.9% of the white-collar small business owners we support and call prospects for our 321 white collar small business clients. 321 Biz Dev LLC will find small business owners who want to improve business performance and 321 Biz Dev LLC will find CPAs wanting to help small business owners improve performance.
November 15, 2019
How 321 Biz Dev LLC Supports Small Business Owners Add More Clients
321 Biz Dev LLC or 321 offers two separate services, which if combined, give white-collar small business owners the power to add more clients to their practices. The first service 321 offers is sales system training for business owners. The 321 sales system is a visible, logical and repeatable approach to add new clients. The second service 321 offers to small business is business development. 321 defines business development as appointment setting for attorneys, CPAs, dentists, plastic surgeons, insurance brokers, and real estate brokers. The 321 sales system platform was written for the life insurance industry…which is the hardest product to sell. 321 designed the insurance sales system in 2013. The 321 business development system was written for CPAs because accounting professionals interact the most with other small business owners.
November 15, 2019
Why Is It Difficult for White Collar Business Owners to Care About Their Prospects?
I asked the million-dollar question just now. Thanks to Katina Person, CEO, Allegiance Biz LLC, in Washington DC for giving the inspiration to produce this podcast episode. Katina is a client, a friend and a regular listener to the 321 Biz Development podcast. We talked yesterday about the “value” podcast episode I just uploaded November 13 and we started talking about how 99% of white-collar business owners like attorneys, CPAs, dentist, plastic surgeons, insurance brokers and real estate brokers are well-trained in the industries. Of course they are well-trained. They have law licenses, medical certifications, dental certifications, accounting certifications, real estate licenses and insurance licenses. Second, the majority of salespeople believe in investing in some type of personal development training. Salespeople pay thousands of dollars to attend weekend seminars with big-name speakers. But we have discovered at our company is product training and motivational training alone, do very little to build rapport with prospects at appointments. It’s almost as if the professional sales industry has forgotten about the people with sit in front of in offices meeting with business prospects or at kitchen tables meeting with consumer prospects. Listeners may think I’m overestimating this building rapport gap the sales industry has with prospects.
November 14, 2019
Clients Must Validate "Value", Not Salespeople Saying They Provide "Value" Selling Their Products and Services
If you have worked in the sales industry for at least 5 years, you have heard of the phrase or have used the phrase “I want to provide value to my prospects and clients.” Many sales organizations tell their reps in training that the company’s products and services provide value. So sales reps repeat this word “value” or use the word “value” in some kind of way to increase their hopes prospects will buy and become clients. And the majority of sales reps use the word “value” indiscriminately. Meaning, sales reps mostly use the word becomes it sounds great…or they think prospects will be more likely to do business than not do business. Listeners will gain a little insight of the level of detail we at 321 Biz Dev LLC put into developing a sales system that leaves no stone unturned. It’s communicating topics such as understanding words and phrases using like value that gives white collar small business owners a competitive advantage to be first, not last. The overuse of the word “value” is similar to the cliché “taking your business to next level”. I know listeners have heard this phrase “taking your business to the next level” used a million times in training sessions or at motivational speaker seminars.
November 13, 2019
Capitalist White-Collar Small Business Owners Increase Sales Revenues Instead of Cutting Expenses
In business, I see a similar situation where small business owners want to cut expenses to earn a profit instead of finding solutions to increase revenues. It’s almost as if business owners are saying “I own the business but I have no ideas how to increase sales so I will take the easy route by cutting expenses”. The profit equation is: Revenue – Expenses = Profit. Yes. There are two ways to generate profits. You can cut expenses to make a profit. Or, you can increase revenue to earn a profit.  Guess which method to earn a profit is more difficult? You guessed correctly. Cutting expenses is the easy way to earn a profit. But cutting expenses has some damaging effects.
November 9, 2019
SWOT: The Capitalist's Tool to Improve Sales Performance
This is the first official capitalism podcast episode and I wanted to get the party started by talking about how white-collar small business owners should evaluate their sales functions using SWOT. For business owners not familiar with SWOT, SWOT is acronym for Strengths, Weaknesses Opportunities and Threats. SWOT is typically taught in upper division management and MBA levels. At my former Fortune 500 employer in Los Angeles, we used SWOT many times to prioritize how we could improve sales performance. I strongly believe small business owners can get a bigger bang out of SWOT than large corporations because changes are more visible and happen quicker than impacts realized by large corporations.
November 8, 2019
Our First Podcast Episode About Capitalism and White-Collar Small Business Owners
After producing over 200 podcast episodes about 321 sales systems and business development services, it's now time to shift to our first love: the subject of capitalism. Capitalism drives the private sector but benefits everyone! From professional athletes, movie stars, technology workers, real estate tycoons, and stock traders who earn millions or billions of dollars per year to the attorney law firm, CPA practice, dental clinic, plastic surgery center, insurance agency and real estate broker who earn $1M per year to man who just got laid off from work and needs government assistance until he returns to full-time employment, capitalism is 100% responsible for paying and/or funding all of America's lifestyles, activities and situations.
November 8, 2019
White-Collar Small Business Owners Now Know How Ineffective Social Media Is
About the same time, Facebook was luring white collar sales people like CPAs, attorneys, dentists, plastic surgeons, insurance agents and realtors to its social media platform. The attraction with Facebook is that it gave white collar small business owners the appearance they were advertising like they would using mailers, running ads in a newspaper, paying for commercials on the radio or doing television spots. And the method to upload marketing images and videos, at no cost, was too good to be true. But it was true. White collar small business owners could upload pictures and videos and…just like that…see these uploads…and think everyone in their local area, across the country or even around the world would see their posts. Click HERE to listen to podcast featuring White-Collar Small Business Owners and Salespersons
November 6, 2019
Sales System Training Should Be More About How Prospects Feel About Their Sales Experiences
Starting our sixth year in business on November 1, 2019, new business insights never stop coming. But isn’t that true for most businesses after they survive the first 2-5 years? During the month of October 2019, our company did sales system consultations with a variety of business owners across the US and in another country. And this is when these insights were revealed. Have you ever been to a big-name motivational speaking event and the speaker spends hours or the entire weekend talking about how you need to improve confidence, goal setting, and your mindset? And as small business owners and salespeople, this focus on self-improvement is very important. I would not be where I am today without the 10-20 motivational speakers I’ve heard speak on critical, thought-provoking personal development topics. But as small business owners and salespeople, have you ever attended training where the focus is on prospects, and how prospects look at you, the salesperson during the sales cycle?
November 3, 2019
Major Differences Between Marketing Companies and Business Development Companies
These following definitions are provided to describe how your dollars spent for marketing can be characterized in two ways: Dollars spent for marketing your products or services is an investment if you make enough sales. Dollars spent for marketing your products or services is an expense if you do not make enough or no sales.
October 29, 2019
Calling for 321 White-Collar Clients is a Piece of Cake Compared with Finding 321 White Collar Clients
Every business always something it has to deal with and 321 Biz Dev LLC is no exception. Just to give white-collar small business owners who may become 321 Biz Dev LLC clients some insight into our new client acquisition operations, our company trains white-collar business owners how to maximize productivity, performance and profitability using a proven sales system.
October 24, 2019
Why White-Collar Small Business Owners Are Reluctant to Talk to Others About Their Businesses
This episode and its content about feedback from sales system training sessions, prospect conversations and words from the streets. Something interesting happens when speak with lots of people: you begin to form an understanding about how people think. 321 has spoken with hundreds of white-collar small business owners and salespersons across the US, Canada and other countries.
October 23, 2019
How Estate Planning and Business Law Attorneys Benefit by Working with 321 Biz Dev LLC
The four reasons why estate planning and business law attorneys should work with 321 are: White-collar business owners have levels of higher education in their areas of expertise closely matching the experience 321 has in sales. White-collar small business owner transaction prices are a good fit for 321 services. Since most of 321’s experience is working with small business owners, we are very comfortable in contacting, prospecting, setting appointments and helping business owners learn how to professionally close. 321 does not call consumers at their homes. The reasons people need white-collar small business owner services are necessity-based.
October 22, 2019
Work Your White Collar Small Business While The Iron is Hot!
I want to say this right now on my own podcast that using a sales system and working your business consistently will separate a white-collar small business from his or her competition. What I see and hear when speaking with business owners is both astonishing and shocking. But most importantly, it’s the relief I see on the white-collar small business owners’ faces when they now have a predictable way to work their businesses.
October 18, 2019
Good Sales Indoctrination vs Poor Sales Indoctrination: Salespeople Are Trained In One Or The Other
This is one of those podcast episodes where every person working in sales or thinking about working in sales needs to hear…and at the same time, this is the podcast episode no one wants to hear. Therefore, this podcast episode represents a dichotomy of what needs to happen contrasted with what no salesperson wants to do, at first…or, as the reason why I started 321 Biz Dev LLC, I knew getting people to learn how to sell better would initially be tough. So what are we talking about here in this episode? Yes, that’s right. The most feared and misunderstood word in our society today. That feared, misunderstood word is Indoctrination.
October 16, 2019
If You Can Ride A Bike, You Can Train White-Collar Business Owners How to Use A Sales System
I know the title seem ridiculous. And, no the title is not a professional attack on white-collar business owners like CPAs, attorneys, dentists, plastic surgeons, real estate brokers and insurance brokers. 321 is looking for people who want to learn how to train white-collar business owners how to increase sales productivity and sales performance. Literally, there is distinct and totally separate training to find clients. Own a law firm, CPA practice, dental practice, or a plastic surgery center does require training that may last 12 years. As the owner of sales systems and business development, I can't advise consumers on legal, accounting, dental or medical matters but I can help white-collar business connect with prospects and add more clients. If you want to learn a skill at a same level and proficiency you have riding a bike, then give us a call at 833-321-3212 for an interview. CPAs, insurance professionals and real estate professionals are encouraged as well as anyone who wants to be good at something. Make it a great day!
October 16, 2019
Experienced Real Estate Agents or Experienced Life Insurance Agents Need Only Apply - Eat What You Kill
321 Biz Dev LLC only reports on and create podcast episodes about actual encounters with small business owners and salesperson when we speak with or train them. There is a big challenge experienced by the majority of independent real estate agents and life insurance agents. The percentage of agents who fail or never make enough money could be as high as 90%. A 2014 life insurance trade website put the number of agents who quit the financial services at 87%. A real estate report in 2015 put the average real estate income at $32,000. And, it’s no secret in the real estate industry that real estate agents broker-hop to find brokers offering the easiest way to sell homes without doing a lot work…a way which does not exist.
October 14, 2019
Private Practice Dentists Should Work With 321 Biz Dev LLC
Dentists were one of the first white-collar business owners we supported back in 2010 when 321 Biz Dev LLC was getting started under our previous business name. If you own a private practice dental practice, this episode may appeal to you.
October 14, 2019
How White Collar Small Business Owners and 321 Biz Dev LLC Can Work Together
Many small business owners are asking if it's a good idea and easy to work with 321 Biz Dev LLC. The answers are yes and yes!
October 11, 2019
Don Willis-Future Atlanta Realtor - (678) 923-2988
Don is one of our company's newest real estate sales system trainees. Before Don gets his Georgia license, I told him to introduce himself to at least 5 people per day, so when he has the Georgia real estate license, Don will have about 100 contacts to call. Boom!
October 8, 2019
The Word ATTEMPT in Finding New Clients Is Less Scary Than The Word CONTACT for New Clients
Maybe if sales managers used the word, ATTEMPTS, 99.9% of salespeople would not have extreme fear about contacting and prospecting. Here are a few situations to acknowledge about the ATTEMPT sales activity: Not everyone wants to buy now (but you won’t know, unless you ask). Not everyone has the money to buy now (but you won’t know, unless you ask). But someone wants to buy now or in the future (but you won’t know, unless you ask). But someone has the money to buy now (but you won’t know, unless you ask). If your sales system is good, most people will buy (but you must ask). I If your sales system is bad or nonexistent, most people will not buy (even if you ask).
October 8, 2019
Team 321 is Assembled to Support Small Business Owners in the US and Canada
After hearing these employer sentiments over and over again, for almost one year, 321 Biz Dev LLC worked to assemble a team of consultants to provide solutions to meet the needs of small business owners. Specifically, the following are what small business owners want: · Small business owners want CPAs who can do more than just produce financial reports. · Small business owners want health insurance brokers who can more than just provide employer benefits quotes. · Small business owners want website developers and digital marketing specialist who can do more than just throw up websites and post to social media sites without any logic. · Small business owners want business development solutions that deliver with good ROI and not marketing campaigns where, 99.9% of the time, small business owners never make a profit.
October 4, 2019
White-Collar Business Owners Need Sales Onboarding to Make More Money
The definition of onboarding is: the action or process of integrating a new employee into an organization or familiarizing a new customer or client with one's products or services. If you have worked in any job, you have probably had some introduction to the company philosophy, company owners, the products and services, and how you will do your job. In corporate sales, every sales rep is sent to the company’s vendor for sales training, regardless of the salesperson’s past experience listed on his or her resume. Here’s a shocker for my listeners: sales onboarding has very little to do with a company’s products or services. Sales onboarding usually introduces account executives to the company’s sales system. Then, after sales onboarding, introduction to the company’s products or services follows. Unfortunately, independent white-collar business owners have no sales onboarding in opening their law practices, dental practices, CPA practices, plastic surgery centers, real estate business or insurance agencies.
October 3, 2019
Connie Correia-Vertex Insurance Solutions, Inc-California Insurance Broker & Employer Benefits Consultant-(916) 764-6458
Connie Correia is the most informed California Health Insurance Broker I've met since I left a Los Angeles-based, Fortune 500 health insurance company, selling large group health insurance. What puts Connie's health insurance expertise in a class by itself is her diligent pursuit to assure small business owners have the most current information to make the best decisions for their company and employees. Connie also works with the California legislature to stay up-to-date with the many legislative health insurance changes by having a seat at the political tables in Washington D.C. and Sacramento as health insurance policy is drafted. All California small business owners, trade organizations and associations with health insurance and benefits concerns should contact Connie Correia at (916) 764-6458
September 30, 2019
Why White Collar Small Business Owners are Losing Money By Not Using A Sales System
Maybe it does not matter. But I can’t believe white collar business owners want to experience slow sales, low revenues, and discontent in their industries. 321 believes a few business owners are looking for business development solutions to stay on top by grabbing market share. 321 Biz Dev LLC partner with CPAs and health insurance brokers across the U.S. with the goal to help our business clients maximize sales productivity, sales performance and sales profitability. This episode is about: What two small business owners communicated to me this week. A 48-minute phone conversation I had with a white-collar business owner with 20+ years industry experience. A two-hour mini sales training session with a Realtor And other real-world interactions with small business owners across the US and Canada. What specifically am I seeing and why does it matter? 
September 29, 2019
RHIPs: The Solution to Help Small Business Owners Manage Health Insurance Premiums
We at 321 are offering a business solution; a first of its kind for small business owners battling rising health insurance expenses. RHIPs, Revenues and Health Insurance Premiums, is a two-fold business solution. As a former health insurance sales executive in Los Angeles I saw small business owners being challenged with rising health insurance premiums. Since the late 1990’s, there were rarely any times health insurance premiums dropped for small business owners. The bad news is health insurance premiums have always increased and will continue to do so. Any person telling you health insurance premiums can be reduced year over year and make health insurance benefits practical for employees, and offered to employees by employers as hiring and retention incentives is not being honest.
September 25, 2019
Why You Win with Public and B2B Prospecting When You Feel Like You Are Losing
This episode was produced at the tail end of 7-day Mediterranean cruise in Southern Europe. There are three ways salespeople win when they publicly prospect face-to-face or make B2B outbound calls.
September 23, 2019
A New Pareto Principle: 5% of Salespeople Producing 95% of Sales
I lay this situation squarely at the feet of the social media movement which convinces salespeople to shift sales performance responsibility to digital marketing. It was just 12 years ago where salespeople found business by contacting and prospecting for business. This entire social media era is about reducing sales performance in the small business community.
September 12, 2019
Three Ways To Tell You Have Made a Solid Business Connection
The first way to tell you have made a true business connection: 1. The prospect has a real business concern, business need. 2. Adding more clients should be a top concern for every business 3. The prospect wants to succeed and but has difficulty identify a plan or implementing a plan. 4. The prospect is humble enough to acknowledge sales performance needs help. The second way to tell you have made a true business connection: 1. The prospect recognizes your business can fill the void. 2. The prospect acknowledges your sales system will work for their business. 3. The prospect is an active partner in the sales system. Meaning, the prospect understands he or she will need to improve team members’ sales performance. The third way to tell you have made a true business connection: 1. The prospect values your services and pays with the understanding he or she will receive favorable ROI. No business development specialist would offer a marketing solution where the marketing investment is equal to or higher than sales revenue. 2. The prospect understands the difference between a marketing campaign and marketing solution.
September 6, 2019
Consumers to Salespeople: Shut The Hell Up
The nicer way of saying "shut the hell up" is "please let consumers talk some at appointments." For the last 45 years, psychologists who study consumer behavior have extensive studies proving consumers are least likely to buy when salespeople dominate conversations at appointments.
September 3, 2019
20 Seconds, 5 Minutes to Effectively Remove The Awkwardness of Contacting and Prospecting
This is a challenge for every salesperson…even me…but I know how to manage the anxiety and awkwardness of connecting with people on a B2B call, but especially face-to-face where people experience the most uneasiness. So what specifically is the awkwardness in the prospecting stage where you want to see if the person may be a good fit for your product or service? The challenge most salespeople have is thinking too much. I mean thinking what the person will say if you approach him or her. Will the person yell at you for trying to start a conversation with them? Will the person run from you, shouting that “someone just tried to sell me something?”
August 29, 2019