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The Referral Bench

The Referral Bench

By Ian Campbell & Phil Pelto
The Referral Bench Podcast is a weekly podcast for business owners, professional service providers and sales people who are trying to grow business and increase their sales revenue by selling through networking and referrals.

Through the course of this show, we’ll be providing educational content through interviews and discussions that will provide ideas and insight into how to generate more leads, close deals and grow your business with networking and referrals.
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Episode 89 - Who Do You Surround Yourself With?
I'm sure you've heard the old saying that we are the average of the people that we spend the most time with. Who are you spending your time with? In today's episode of The Referral Bench podcast Phil and Ian talk about how to think about the people who you're spending time with - are they challenging you and helping you grow? Check out today's episode and let us know your thoughts on our social channels! Get Social!   Check out our Facebook page Check out our LinkedIn page Contact Phil & Firestorm   Phil's LinkedIn Firestorm Website Contact Ian & Mission Suite   Ian's LinkedIn Mission Suite Website
20:23
August 11, 2022
Episode 88 - Tim Nicklas
Tim was born and raised in Pittsburgh, PA. He realized he wanted to live in Colorado when he was a 10-year-old boy watching Wild America on PBS. Tim studied mechanical and biomedical engineering and received both his BS and MS in from the University of Colorado at Boulder. During that time he was a National Science Foundation Fellow developing curriculum and teaching science and engineering to K-12 students. He always wanted to learn and teach others how stuff works using hands-on approaches.  Tim’s first job after grad school was in forensic biomechanics - investigating how trauma to the human body occurred. After a few years he returned to healthcare. In his 15+ year career in healthcare as an engineer, administrator, and entrepreneur, Tim has focused on using digital technology to improve how people move.  He began his study of Transactional Competence with Influential U over tens years ago and has applied it to create a healthcare innovation program and a digital health startup, as well as run a clinical department.  He’s now faculty and a client manager at Influential U where he again gets to learn and teach others how stuff works, this time through business education. He practices what he preaches and applies the Influential U methodology to referrals and sales and any exchange with other human beings. Tim also has certificates in Bioinnovation and Entrepreneurship, as well as Entrepreneurial Studies, from the CU Graduate Business School. He’s a graduate of the Bovine Metropolis Theater Imrov School where he’s performed in shows and brought the audience to the verge of laughter. He’s also a Distinguished Toastmaster. And, he developed and leads a program at Rose Medical Center called “Becoming Dads” to help men prepare for childbirth and being the father of a newborn. Tim lives with his wife Kara and two daughters 6 and 3 years old, in Denver, Colorado. He loves spending time with his family, especially outdoors. His favorite outdoor activities are mountain biking and climbing trees. LinkedIn: https://www.linkedin.com/in/tnicklas/ Influential U website: https://influentialu.global/ Free tools mentioned in podcast: https://influentialu.global/tools/ Check out today's episode and let us know your thoughts on our social channels! Get Social!   Check out our Facebook page Check out our LinkedIn page Contact Phil & Firestorm   Phil's LinkedIn Firestorm Website Contact Ian & Mission Suite   Ian's LinkedIn Mission Suite Website
47:54
August 04, 2022
Episode 87 - How to Start Your Own Networking Group
There are some places that just don't really have great networking groups. So, if you live in one of those areas, how do you build a good referral network? Well, starting your own group is always a good way to go! In today's episode of The Referral Bench Podcast, Phil and Ian talk about how to start your own networking group if there just aren't any good options for you where you're doing business! Here's the link to download Phil's PDF on how to start your own networking group! https://www.myfirestorm.com/start-your-own-networking-group Check out today's episode and let us know your thoughts on our social channels! Get Social!   Check out our Facebook page Check out our LinkedIn page Contact Phil & Firestorm   Phil's LinkedIn Firestorm Website Contact Ian & Mission Suite   Ian's LinkedIn Mission Suite Website
38:40
July 28, 2022
Episode 86 - How to Get Out of a Business Development Slump
Slumps. The Yips. Lost Mojo. Whatever you want to call it, we all go through it eventually. In today's episode of The Referral Bench Podcast, Phil and Ian talk about what to do when you find yourself in one of these slumps. How to understand it, how to deal with it, and, most importantly, how to get out of it. Check out today's episode and let us know your thoughts on our social channels! Get Social!   Check out our Facebook page Check out our LinkedIn page Contact Phil & Firestorm   Phil's LinkedIn Firestorm Website Contact Ian & Mission Suite   Ian's LinkedIn Mission Suite Website
31:53
July 21, 2022
Episode 85 - The Benefit of Having a Referral Network Going into a Recession
We've all been hearing a lot about a pending recession. Whether or not it's actually coming is something that remains to be seen, but those of us who've been through these types of things in the past have seen just how important it is to have a solid network to rely on to continue to grow your business regardless of what the rest of the economy does. In today's episode of The Referral Bench Podcast, Phil and Ian talk about the benefit of having a strong referral network when we see these occasional dips in the economy. Check out today's episode and let us know your thoughts on our social channels! Get Social!   Check out our Facebook page Check out our LinkedIn page Contact Phil & Firestorm   Phil's LinkedIn Firestorm Website Contact Ian & Mission Suite   Ian's LinkedIn Mission Suite Website
27:31
July 14, 2022
Episode 84: What's One Piece of Advice You Would Give a Younger You?
Hindsight is 20/20, we all know that. If you were able to have a conversation with yourself at 21 years old and just starting your career, what advice would you give? In today's episode of The Referral Bench Podcast, Ian and Phil talk about advice that they would have given themselves at the beginning of their careers and how it could've impacted them and their businesses now. Check out today's episode and let us know your thoughts on our social channels! Get Social!   Check out our Facebook page Check out our LinkedIn page Contact Phil & Firestorm   Phil's LinkedIn Firestorm Website Contact Ian & Mission Suite   Ian's LinkedIn Mission Suite Website
21:15
July 07, 2022
Episode 83: What Constitutes a Win in Networking?
Sometimes it's easy to let our "wins" go unnoticed. That might seem like the natural course to just keep pushing forward, but it's also a recipe for networking burnout and the mistaken idea that "networking doesn't work". In today's episode of The Referral Bench Podcast, Phil and Ian talk about all the different ways that networking can be hugely beneficial and identify some wins that you may not see right off the bat. Check out today's episode and let us know your thoughts on our social channels! Get Social!   Check out our Facebook page Check out our LinkedIn page Contact Phil & Firestorm   Phil's LinkedIn Firestorm Website Contact Ian & Mission Suite   Ian's LinkedIn Mission Suite Website
22:22
June 30, 2022
Episode 82: How Do You Stay Accountable?
Accountability can be a huge challenge, especially given the fact that networking can be so engaging that sometimes it's pretty easy to let the real purpose for it slip away. In today's episode of The Referral Bench Podcast, Ian and Phil talk about how they stay accountable to really using networking to actually grow their businesses. Check out today's episode and let us know your thoughts on our social channels! Get Social!   Check out our Facebook page Check out our LinkedIn page Contact Phil & Firestorm   Phil's LinkedIn Firestorm Website Contact Ian & Mission Suite   Ian's LinkedIn Mission Suite Website
21:06
June 23, 2022
Episode 81: When to Cut the Cord in a Networking Relationship
Some relationships just don't work out. It's true in life, it's true in business, and it's true in networking. But with all of this talk of "not keeping score" when it comes to networking, how do you know when it's time to cut the cord in a networking relationship and just let it fade away? In today's episode of The Referral Bench Podcast, Ian and Phil talk about how they make those decisions, and how to deal with it when you have to do so. Check out today's episode and let us know your thoughts on our social channels! Get Social!   Check out our Facebook page Check out our LinkedIn page Contact Phil & Firestorm   Phil's LinkedIn Firestorm Website Contact Ian & Mission Suite   Ian's LinkedIn Mission Suite Website
17:35
June 16, 2022
Episode 80: How to Identify Networking Opportunities That Are Actually Worth Pursuing
In a lot of places, there are enough networking opportunities to fill your calendar every day of the week. But how do you know which ones are actually worth pursuing? In today's episode of The Referral Bench Podcast, Phil and Ian talk about how to determine what's going to be a good event or networking meeting, and the ones that are just going to be duds. Check out today's episode and let us know your thoughts on our social channels! Get Social!   Check out our Facebook page Check out our LinkedIn page Contact Phil & Firestorm   Phil's LinkedIn Firestorm Website Contact Ian & Mission Suite   Ian's LinkedIn Mission Suite Website
26:11
June 09, 2022
Episode 79: Networking in a Hybrid Environment
Over the past couple years, the world has definitely changed. We've felt it in our personal lives and our business lives. But how do we move forward to make sure we're successful regardless of the environment we're in. The hybrid networking model isn't new, but now it's probably really here to stay. So how do you make the most of networking in a hybrid environment? Check out today's episode and let us know your thoughts on our social channels! Get Social!   Check out our Facebook page Check out our LinkedIn page Contact Phil & Firestorm   Phil's LinkedIn Firestorm Website Contact Ian & Mission Suite   Ian's LinkedIn Mission Suite Website
22:58
June 02, 2022
Episode 78: What Else In Your Life Can You Trace Back to Networking?
We're willing to bet that just about anything good in life can be traced back to networking or referrals. In today's episode, Phil and Ian walk back a couple particularly important relationships in their lives to their origin point to see how the value of relationships can really make a lifelong impact. Check out today's episode and let us know your thoughts on our social channels! Get Social!   Check out our Facebook page Check out our LinkedIn page Contact Phil & Firestorm   Phil's LinkedIn Firestorm Website Contact Ian & Mission Suite   Ian's LinkedIn Mission Suite Website
17:51
May 26, 2022
Episode 77: Tom Ramar
Tom Ramar is a performance-driven global enterprise leader with a successful track record of driving business growth in digital technology services and consumer goods dedicated to fostering maximum performance while creating an atmosphere of teamwork, velocity and execution. Tom started his professional career by enlisting in the Navy and attending Naval Cryptology School. After graduating at the top of his class, he was deployed to serve the Fleet in several capacities, supporting the NSA. Upon completion of his initial enlistment, he put himself through college (UCSD) using the GI Bill and enlisted in the Navy Reserve. After college, his professional opportunities led him largely into technology companies and consumer goods, where he excelled at Sales, Business Development and Operations roles. Concurrently, he was commissioned as an officer in the Navy Reserve, eventually deployed in support of Operation Iraqi Freedom (OIF) working with II Marine Expeditionary Force in Al Asad Iraq, consistently rated as the #1 officer in his peer group, eventually retiring as a Lieutenant Commander. Currently, he leads sales for one of the most innovative organizations in the Application Security space, as well as advises for private equity and cyber risk management companies. Check out today's episode and let us know your thoughts on our social channels! Get Social!   Check out our Facebook page Check out our LinkedIn page Contact Phil & Firestorm   Phil's LinkedIn Firestorm Website Contact Ian & Mission Suite   Ian's LinkedIn Mission Suite Website
36:32
May 19, 2022
Episode 76: Is There a Good Way to Reset Your Network?
Change happens. And sometimes that change requires developing new connections and leaving some of your old connections behind. But, like everything else in life, there's a right way to do this and a wrong way to do it.  In today's episode of The Referral Bench Podcast, Phil and Ian talk about how to handle it when you have to move on from your current network, as well as some ways other people have done it that went very very badly. Check out today's episode and let us know your thoughts on our social channels! Get Social!   Check out our Facebook page Check out our LinkedIn page Contact Phil & Firestorm   Phil's LinkedIn Firestorm Website Contact Ian & Mission Suite   Ian's LinkedIn Mission Suite Website
21:04
May 12, 2022
Episode 75: Stacy Riley
After earning a B.A. in psychology and spending a decade as a business owner in the performing arts Stacy was ready for a transition. Since 2019 she has enjoyed using her creative strategic and relationship-building skills to connect partners and bring both market awareness and new business to Fusion Legal & Tax. During off-hours you can find Stacy singing at a private event practicing her French engrossed in the latest binge-worthy TV series or exploring beautiful Colorado. Check out today's episode and let us know your thoughts on our social channels! Get Social! Check out our Facebook page Check out our LinkedIn page Contact Phil & Firestorm Phil's LinkedIn Firestorm Website Contact Ian & Mission Suite Ian's LinkedIn Mission Suite Website
55:29
May 05, 2022
Episode 74: Opportunity is Everywhere! Go Find It!
Opportunity can be difficult to see at times. Being able to pursue it sometimes just means choosing to do so. In today's episode of The Referral Bench Podcast, Phil and Ian talk about the opportunities that are all around us and how we can apply the same idea to our referral connections. Check out today's episode and let us know your thoughts on our social channels! Get Social! Check out our Facebook page Check out our LinkedIn page Contact Phil & Firestorm Phil's LinkedIn Firestorm Website Contact Ian & Mission Suite Ian's LinkedIn Mission Suite Website
24:06
April 28, 2022
Episode 73: How We Use LinkedIn to Get Referrals
Everyone's on LinkedIn but most people aren't using it well, and they're typically not getting the results that they would expect to. In today's episode of The Referral Bench Podcast, Phil and Ian talk about how they're using LinkedIn to make connections, get referrals, and get results! Check out today's episode and let us know your thoughts on our social channels! Get Social! Check out our Facebook page Check out our LinkedIn page Contact Phil & Firestorm Phil's LinkedIn Firestorm Website Contact Ian & Mission Suite Ian's LinkedIn Mission Suite Website
26:32
April 21, 2022
Episode 72: Tish Gance - People Are Talking About You...Make Sure It's Good
Standing at a towering height of 4’ 11”, Tish has always had a unique perspective on the world.  She was a puzzle prodigy by the age of 4, learned chess at 5, performed her first oil change (solo) on a car at 8, full brake job by 12, and had rebuilt a carburetor from start to finish at 15. In High School as “queen of the geeks” she ran the chess club and took state her junior and senior years in team and individual competition.  With great power comes great responsibility, so she used her chess skill to hustle extra money while she put herself through college to get her degree in graphic design. While she was working in the printing industry, Tish watched many epic failures of customers doing their own marketing, and decided needed to do something about the lack of common sense in design and small business. So she started Apexd by Design, her own Brand Experience Design business in 2015.  Her love of cars and games has been as steady as her lack of filter between her brain to her mouth, all of which have gotten her into some great opportunities and also in some interesting predicaments over the years. She owns 3 vintage Fiats which she does most of the work on herself, is owned by 5 cats (don’t ask how that happened), and met her boyforever Logan at her weekly board gaming group Get Social! Check out our Facebook page Check out our LinkedIn page Contact Phil & Firestorm Phil's LinkedIn Firestorm Website Contact Ian & Mission Suite Ian's LinkedIn Mission Suite Website
52:02
April 14, 2022
Episode 71 - How to Track the Value of Your Referral Relationships
Tracking the value of a relationship can feel a little transactional and a bit counterintuitive, but it can be really important to make sure that you're focusing your time and attention on the relationships that are generating the best results.  In today's episode of The Referral Bench Podcast, Phil and Ian talk about some of the ways that you can effectively track your referral relationships and make sure you're achieving your goals. Check out today's episode and let us know your thoughts on our social channels! Get Social! Check out our Facebook page Check out our LinkedIn page Contact Phil & Firestorm Phil's LinkedIn Firestorm Website Contact Ian & Mission Suite Ian's LinkedIn Mission Suite Website
18:56
April 07, 2022
Episode 70 - How to Get Value Out of Any Networking Group or Event
If your only goal with networking events is to use them as a prospecting channel, then your efforts are bound to have a diminishing return. That doesn't have to be the case, though. If you take the opportunity to use networking events as a channel to help you deepen your relationships you'll find yourself getting something even more valuable than a single client out of your events. You'll get stronger referral partners who will help you grow far beyond that. In this episode, Phil and Ian talk about their perspectives on how to continue to get more referrals, even if no one new is showing up to your events. Check out today's episode and let us know your thoughts on our social channels! Get Social! Check out our Facebook page Check out our LinkedIn page Contact Phil & Firestorm Phil's LinkedIn Firestorm Website Contact Ian & Mission Suite Ian's LinkedIn Mission Suite Website
29:45
March 31, 2022
Episode 69 - How to Set Goals and Track the Effectiveness of Networking Events
In today's episode of the Referral Bench Podcast, Phil and Ian talk about how to track the impact and effectiveness of the networking events that you're going to. Check out today's episode and let us know your thoughts on our social channels! Get Social! Check out our Facebook page Check out our LinkedIn page Contact Phil & Firestorm Phil's LinkedIn Firestorm Website Contact Ian & Mission Suite Ian's LinkedIn Mission Suite Website
30:16
March 24, 2022
Episode 68 - What's the Difference Between Prospecting and Networking?
All networking isn't created equal. Whether your focus is trying to find new clients or on trying to find referral partners, the different goals of networking can make you stick out like a sore thumb. Both goals are fine, as long as you navigate the terrain well...and don't end up being "that guy". In today's episode of The Referral Bench Podcast, Phil and Ian talk about the difference between going to a networking event for prospecting and going to an event to build your network. Check out today's episode and let us know your thoughts on our social channels! Get Social! Check out our Facebook page Check out our LinkedIn page Contact Phil & Firestorm Phil's LinkedIn Firestorm Website Contact Ian & Mission Suite Ian's LinkedIn Mission Suite Website
34:45
March 17, 2022
Episode 67: My Unhealthy Relationship With Networking
Any healthy relationship needs boundaries, and that includes our relationship with our businesses and the activities that we pursue to build that business. It can be really easy for that relationship to become unhealthy pretty quickly. In this episode of The Referral Bench Podcast, Phil and Ian talk about how networking can become unhealthy, and how to set healthy boundaries to make sure your efforts stay successful. Check out today's episode and let us know your thoughts on our social channels! Get Social! Check out our Facebook page Check out our LinkedIn page Contact Phil & Firestorm Phil's LinkedIn Firestorm Website Contact Ian & Mission Suite Ian's LinkedIn Mission Suite Website
23:29
March 10, 2022
Episode 66 - The Anatomy of a Referral
In this episode of The Referral Bench Podcast, Phil and Ian dissect the anatomy of a referral that Phil brought to Ian from both sides - Ian's side as the person being referred, and Phil's side as the person doing the referring. Check out today's episode and let us know your thoughts on our social channels! Get Social! Check out our Facebook page Check out our LinkedIn page Contact Phil & Firestorm Phil's LinkedIn Firestorm Website Contact Ian & Mission Suite Ian's LinkedIn Mission Suite Website
28:28
March 03, 2022
Episode 65: Why You Should Stop Planning and Start Taking Action
It's easy to get lost in the planning when you're trying to figure out how to start to develop your network and ultimately close new business. In today's episode, Ian and Phil talk about why sometimes you just have to start taking action. Check out today's episode and let us know your thoughts on our social channels! Get Social! Check out our Facebook page Check out our LinkedIn page Contact Phil & Firestorm Phil's LinkedIn Firestorm Website Contact Ian & Mission Suite Ian's LinkedIn Mission Suite Website
19:42
February 24, 2022
Episode 64: How The Right Questions Can Help You Build More True Relationships
The right questions can be the lynchpin of a successful referral relationship. In this episode of The Referral Bench Podcast, Ian and Phil talk about why they're important and the right kind of questions that you should be asking. Check out today's episode and let us know your thoughts on our social channels! Get Social! Check out our Facebook page Check out our LinkedIn page Contact Phil & Firestorm Phil's LinkedIn Firestorm Website Contact Ian & Mission Suite Ian's LinkedIn Mission Suite Website
18:08
February 17, 2022
Episode 63: Are You Authentic in Your Relationships?
The only way that you can develop relationships is to show people who you really are. In today's episode, Ian and Phil talk about why it's so important to be "fearlessly authentic" when it comes to the relationships that you're trying to develop. Check out today's episode and let us know your thoughts on our social channels! Get Social! Check out our Facebook page Check out our LinkedIn page Contact Phil & Firestorm Phil's LinkedIn Firestorm Website Contact Ian & Mission Suite Ian's LinkedIn Mission Suite Website
19:43
February 10, 2022
Episode 62: Why You Should Know Who Is Going to Be at the Events You Go To Before You Go
When you go to networking vents, there are almost always ways to make them more productive if you actually know who's going to be at the event that you can connect with. In this episode, Ian and Phil talk about why it's important to know who will be there, and how you can find out. Check out today's episode and let us know your thoughts on our social channels! Get Social! Check out our Facebook page Check out our LinkedIn page Contact Phil & Firestorm Phil's LinkedIn Firestorm Website Contact Ian & Mission Suite Ian's LinkedIn Mission Suite Website
15:10
February 03, 2022
Episode 61: Don't Just Show Up, Get Involved!
In today's episode of The Referral Bench Podcast, Phil and Ian talk about why it's important to do more than just show up to networking events and networking groups, and actually get involved in the ones that you're going to. Check out today's episode and let us know your thoughts on our social channels! Get Social! Check out our Facebook page Check out our LinkedIn page Contact Phil & Firestorm Phil's LinkedIn Firestorm Website Contact Ian & Mission Suite Ian's LinkedIn Mission Suite Website
14:58
January 27, 2022
Episode 60: What Prompts You to Reach Out to Someone?
In today's episode of The Referral Bench Podcast, Phil and Ian talk about what they use as prompts to reach out to the different people in their referral networks. Check out today's episode and let us know your thoughts on our social channels! Get Social! Check out our Facebook page Check out our LinkedIn page Contact Phil & Firestorm Phil's LinkedIn Firestorm Website Contact Ian & Mission Suite Ian's LinkedIn Mission Suite Website
14:32
January 20, 2022
Episode 59: Focus on Activity and Let the Results Come
In today's episode of The Referral Bench Podcast, Phil and Ian talk about how to focus on the right activities to show get the results you're looking for. Check out today's episode and let us know your thoughts on our social channels! Get Social! Check out our Facebook page Check out our LinkedIn page Contact Phil & Firestorm Phil's LinkedIn Firestorm Website Contact Ian & Mission Suite Ian's LinkedIn Mission Suite Website
14:46
January 13, 2022
Episode 58: It's Not About Who You Know, It's About Who Knows You
In today's episode of The Referral Bench Podcast, Phil and Ian talk about how important it is to make sure that you're well known in the circles that will help you build your business. Check out today's episode and let us know your thoughts on our social channels! Get Social! Check out our Facebook page Check out our LinkedIn page Contact Phil & Firestorm Phil's LinkedIn Firestorm Website Contact Ian & Mission Suite Ian's LinkedIn Mission Suite Website
13:51
January 06, 2022
Episode 57: Take Ownership of Your Referral Network
In today's episode of The Referral Bench Podcast, Phil and Ian talk about why it's important to take ownership of your referral network and some action steps that you can take to start to do it in the new year! Check out today's episode and let us know your thoughts on our social channels! Get Social! Check out our Facebook page Check out our LinkedIn page Contact Phil & Firestorm Phil's LinkedIn Firestorm Website Contact Ian & Mission Suite Ian's LinkedIn Mission Suite Website
44:21
December 30, 2021
Episode 56: How and Why to Pick a Niche for Your Business
In today's episode of The Referral Bench Podcast, Phil and Ian talk about the importance of picking a niche for your business - both for marketing purposes and for more referrals!  Check out today's episode and let us know your thoughts on our social channels! Get Social! Check out our Facebook page Check out our LinkedIn page Contact Phil & Firestorm Phil's LinkedIn Firestorm Website Contact Ian & Mission Suite Ian's LinkedIn Mission Suite Website
44:21
December 23, 2021
Episode 55: How Do YOU Plan for the New Year?
In today's episode of The Referral Bench Podcast, Phil and Ian talk about how to plan for the coming year in business and referrals! Check out today's episode and let us know your thoughts on our social channels! Get Social! Check out our Facebook page Check out our LinkedIn page Contact Phil & Firestorm Phil's LinkedIn Firestorm Website Contact Ian & Mission Suite Ian's LinkedIn Mission Suite Website
44:21
December 16, 2021
Episode 54: Should You Pay for Referrals?
In today's episode of The Referral Bench Podcast, Phil and Ian talk about referral incentive programs. How well do they work? Are they worth putting together? Is there a way to build them without making it feel so transactional? Check out today's episode and let us know your thoughts on our social channels! Get Social! Check out our Facebook page Check out our LinkedIn page Contact Phil & Firestorm Phil's LinkedIn Firestorm Website Contact Ian & Mission Suite Ian's LinkedIn Mission Suite Website
33:50
December 09, 2021
Episode 53: How to Provide Value to a Referral Partner When You're New
In today's episode of The Referral Bench Podcast, Phil and Ian discuss a few ideas that you can use to provide value to a referral partner when you're new to your business or in a new city and starting your network from scratch. Check out today's episode and let us know your thoughts on our social channels! Get Social! Check out our Facebook page Check out our LinkedIn page Contact Phil & Firestorm Phil's LinkedIn Firestorm Website Contact Ian & Mission Suite Ian's LinkedIn Mission Suite Website
35:12
December 02, 2021
Episode 52: Your Hustle Doesn't Impress Me...Your Results Do
In today's episode of The Referral Bench Podcast, Ian and Phil talk about the reality of "the hustle" when it comes to networking and networking events. Are all those events you're going to really making an impact? Maybe not. It might be better to focus your time and avoid the burnout. Check out today's episode and let us know your thoughts on our social channels! Get Social! Check out our Facebook page Check out our LinkedIn page Contact Phil & Firestorm Phil's LinkedIn Firestorm Website Contact Ian & Mission Suite Ian's LinkedIn Mission Suite Website
34:45
November 25, 2021
Episode 51: Can You Scale a Company With Only Referrals?
In today's episode of The Referral Bench Podcast, Ian and Phil discuss the question of whether or not you can really scale a company using only referrals. It was an interesting conversation with a lot of different points to discuss, so check it out and let us know your thoughts on our social media channels! Get Social! Check out our Facebook page Check out our LinkedIn page Contact Phil & Firestorm Phil's LinkedIn Firestorm Website Contact Ian & Mission Suite Ian's LinkedIn Mission Suite Website
35:17
November 18, 2021
Episode 50: How to Make a Sales Introduction
Making a sales introduction is always a highlight of your day if you're focused on building a business of referrals. No, it's not necessarily business coming to you, but by now you should know that the key to growing your business with referrals isn't getting...it's GIVING. In today's episode, Ian and Phil talk about how to make an effective sales introduction to two people you think could potentially do business together, but may not have explicitly asked for the introduction. Contact Phil & Firestorm Phil's LinkedIn Firestorm Website  Contact Ian & Mission Suite Ian's LinkedIn Mission Suite Website
34:45
November 11, 2021
Episode 49: How to Ask for a Sales Introduction
We all know that, for all of our talk of wanting to meet more people and grow our network, that the holy grail of introductions is the sales introduction. At the end of the day, that's what we want, and what we're working for. After all, that's WHY you want to make all of those other connections - it's the strongest way you'll be able to develop the connections with the people who will ultimately buy from you. But you don't get what you don't ask for. And sure, there may be some times when these introductions are just handed over to you, it's tough to reliably grow a business that way. In today's episode, Ian and Phil talk about how to go about asking for a sales introduction to set yourself up for success. Contact Phil & Firestorm Phil's LinkedIn Firestorm Website  Contact Ian & Mission Suite Ian's LinkedIn Mission Suite Website
30:47
November 04, 2021
Episode 48: How Do You Decide When to Make an Introduction?
In today's episode of The Referral Bench Podcast, Phil and Ian talk about how you should be deciding when you should be making a networking introduction. Contact Phil & Firestorm Phil's LinkedIn Firestorm Website Contact Ian & Mission Suite Ian's LinkedIn Mission Suite Website
28:16
October 28, 2021
Episode 47: How to Respond to a Bad Networking Introduction
In today's episode of The Referral Bench Podcast, Phil and Ian talk about how they respond to a networking introduction that just doesn't seem like it's a worthwhile connection. Contact Phil & Firestorm Phil's LinkedIn Firestorm Website Contact Ian & Mission Suite Ian's LinkedIn Mission Suite Website
25:05
October 21, 2021
Episode 46: Don't Make Business Connections Without a Business Reason
In today's episode of The Referral Bench Podcast, Phil and Ian do a deep dive into the perils of making a business connection without a business reason. Contact Phil & Firestorm Phil's LinkedIn Firestorm Website  Contact Ian & Mission Suite Ian's LinkedIn Mission Suite Website
14:06
October 14, 2021
Episode 45: You Can't Be a Secret Agent When Building Your Referral Network
In today's episode of The Referral Bench Podcast, Ian and Phil talk about the importance of making sure people know who you are and what you're doing when you're starting your business. Contact Phil & Firestorm Phil's LinkedIn Firestorm Website  Contact Ian & Mission Suite Ian's LinkedIn Mission Suite Website
10:60
October 07, 2021
Episode 44: TJ Slattery - Just Start Making Calls
TJ Slattery co-founded Zuni Street Brewing Co in Denver, CO and operated as the business manager to plan, fund, build, and launch the brewery in the Denver Highlands. After opening in early 2017, TJ’s day-to-day revolved around the mechanics of running the business, but he also had a heavy focus on building a unique culture and finding ways to compete in the heavily saturated Denver brewery market. While enjoying the fruits of building and operating a Denver brewery, TJ also battled with partner issues and the demands of an ever changing market. After exiting Zuni Street in February of 2020, TJ pivoted careers and is now a Business Advisor at Cultivate Advisors, and works with small business owners and entrepreneurs to grow and scale their business. Cultivate Advisors partner with small business owners to create scalable systems that allow the business to develop and grow at an accelerated rate. We are industry agnostic and partner with business owners who are not looking for answers on their industry but more on the ‘how to’ in growing and maintaining a business. We work 1:1 with business owners to train, develop and coach on all the hats required in running a successful, fast-growing business. Some of those hats include Vision & Planning, Operations, Productivity, Financials, Sales, Marketing, Leadership, and Recruiting. Learn more about TJ: Website LinkedIn Contact Phil & Firestorm Phil's LinkedIn Firestorm Website Contact Ian & Mission Suite Ian's LinkedIn Mission Suite Website
44:20
September 30, 2021
Referral Discussions: How to Use Your Network to Retain Your Clients
In this episode of The Referral Bench Podcast, we'll circle back on Mike Black's interview where he discusses how he's able to use his referral network to better serve his clients and lead to higher client retention! If you didn't hear our interview with Mike, make sure to check it out! Contact Phil & Firestorm Phil's LinkedIn Firestorm Website Contact Ian & Mission Suite Ian's LinkedIn Mission Suite Website
07:35
September 28, 2021
Episode 43: Eric Walters - Be More Bold in Your Get to Know You Questions
Eric Walters is the Managing Partner and co-Founder of Summit Hill Wealth Management and loves his work.  He’s helped affluent clients protect and grow their wealth through financial planning and investment management since 2006.  Prior to founding Summit Hill Wealth Management Eric was a Senior Director and Team Leader at BNY Mellon Wealth Management and helped lead their Rocky Mountain region. Eric Walters and Summit Hill Wealth Management are frequently quoted by some of the most reputable financial news outlets in the country.   Eric graduated Magna Cum Laude from Columbia University and has multiple professional designations and affiliations: NAPFA-Registered Financial Advisor CERTIFIED FINANCIAL PLANNER™ Professional - Click for Verification Member of the XY Planning Network CFA® charterholder Member of the CFA Institute Eric is a board member at Arma Dei Academy, a Classical Christian School that his children attend. Eric loves spending time with his family.  He grew up in Wisconsin and loves the outdoors.  He enjoys cycling, mountain biking, hiking, fishing and camping. His wish list includes climbing Mt. Rainier, fly-fishing in Patagonia, and to camp and hike on each continent.  Learn more about Eric: Website LinkedIn Contact Phil & Firestorm Phil's LinkedIn Firestorm Website Contact Ian & Mission Suite Ian's LinkedIn Mission Suite Website
48:47
September 23, 2021
Referral Discussions: How to Grow your Business in the Middle of a an Economic Downturn
In this episode of The Referral Bench Podcast, we go back to Dave Johnson's interview. Dave described how his team grew their business by 40% during the pandemic with 90% of their new business coming from referrals! If you didn't hear our interview with Dave, make sure to check it out! Contact Phil & Firestorm Phil's LinkedIn Firestorm Website Contact Ian & Mission Suite Ian's LinkedIn Mission Suite Website
16:19
September 21, 2021
Episode 42: Shannon Stone - Be Fearlessly Authentic
Shannon Stone lives a passion filled life dedicated to helping others and thrives in the quiet understanding that the answer to every question is, “always love more”.  Shannon is a native of Denver Colorado and has been in banking and finance for 18 years.  She graduated from University of Denver with a Masters in International Busines and is currently serving as a Senior Relationship Manager in the Commercial Banking Division of AMG National Trust (AMG) which is a diversified financial services company headquartered in Denver Colorado that has been helping businesses, individuals and nonprofit companies identify and secure their financial freedom and success for more than 40 years.  Shannon works directly with business owners, nonprofit leaders, and affluent individuals to better understand their path to financial freedom.   She currently manages the depository and treasury management needs of large and small businesses, nonprofit organizations, foundations, and associations. She also works with affluent individuals to find unique financing solutions for their comprehensive wealth portfolios.  Prior to joining AMG, Shannon had her Series 7 and 66 License and served as Senior Relationship Manager in the Executive Business Banking Group with Wells Fargo.  Shannon currently serves as a Board Member for GlobalMindED, a Colorado nonprofit organization that is passionate about closing the inequity gap in education for underprivileged communities.  She also serves on the GlobalMindED Foundation and Funders Equity Team and is a Co-Lead for the GlobalMindED Mentorship Program where she organizes a team of 24 mentors that offers guidance on key career stepping-stones to a group of diverse, first generation college students. Shannon is a mentor within the program as well. Shannon also works with students and professionals to understand the mental and emotional underpinnings of health and wellness, how to heal from trauma and better manage the stress, overwhelm and “busyness” of our lives through meditation and alternative healing methodologies.  Shannon just launched a webinar called SOL (Seeds Of Light) as a gathering place of collective minds that is open to people who want to share a deeper understanding of the energy that makes up the mental, emotional, spiritual and physical landscape of our personal and professional lives. Learn more about Shannon: LinkedIn Contact Phil & Firestorm Phil's LinkedIn Firestorm Website Contact Ian & Mission Suite Ian's LinkedIn Mission Suite Website
52:28
September 16, 2021
Referral Discussion: Getting More Referrals By Communicating With Your Network
In this special episode of The Referral Bench Podcast, we circle back on our conversation with Rick Kaufmann in Episode 13. Rick pointed out that he gets more referrals from his referral partners simply by keeping in touch with them after they make the referral. If you didn't hear our interview with Rick, make sure to check it out! Contact Phil & Firestorm Phil's LinkedIn Firestorm Website Contact Ian & Mission Suite Ian's LinkedIn Mission Suite Website
10:60
September 14, 2021
Episode 41: BK Martin - Find Out Who's Going to Be at the Events You're Going To
BK is a mortgage puzzle solver. Purchasing a home is one of the largest transactions most people will ever undertake and it can be a complex nightmare. Utilizing his skill as a problem solver and years in the industry he helps people navigate the process and turns the nightmare into a dream. Learn more about BK: Website LinkedIn Facebook Contact Phil & Firestorm Phil's LinkedIn Firestorm Website Contact Ian & Mission Suite Ian's LinkedIn Mission Suite Website
42:49
September 09, 2021
Referral Discussions: How to "Give First" to Grow Your Network and Your Business
In this special episode of The Referral Bench Podcast, we revisit David Oates' advice to focus on giving before you can expect to get any referrals from your network. If you didn't hear our interview with David, make sure to check it out! Contact Phil & Firestorm Phil's LinkedIn Firestorm Website Contact Ian & Mission Suite Ian's LinkedIn Mission Suite Website
13:05
September 07, 2021
Episode 40: Amy Reczek - Don't Just Attend Things, Get Involved In Them
People and Connection is the secret sauce to any successful business or professional. Connection inspires action. Amy has a passion for the art of strategic communication and sales techniques within business. She likes getting people excited about what she is excited about. Building a successful career by building relationships. Amy founded Sales and Presence after 17 years as a respected high-level Senior Sales Executive in corporate sales. She earned countless awards and was ranked within the top ten in the company. She holds her bachelor’s degree in Psychology, has extensive business and sales training, and is certified in nonverbal communications. Amy is a certified virtual training, a member of NSA, speaks at national conferences, and is the author of "So You're in Sales". She helps her clients forge solid relationships with strategic partners across all organizational levels to create lifelong customers. Learn more about Amy: Website LinkedIn Facebook Instagram Sales Book Contact Phil & Firestorm Phil's LinkedIn Firestorm Website Contact Ian & Mission Suite Ian's LinkedIn Mission Suite Website
46:20
September 02, 2021
Referral Discussions: Networking While Diversifying Your Business Development Efforts
In this episode of The Referral Bench Podcast, we dive into Gary Goldwasser's point that, while he diversifies his business development efforts, networking is still his strongest avenue for new business. If you didn't hear our interview with Gary, make sure to check it out! Contact Phil & Firestorm Phil's LinkedIn Firestorm Website Contact Ian & Mission Suite Ian's LinkedIn Mission Suite Website
10:32
August 31, 2021
Referral Discussions: Build a Process to Develop Referral Relationships
In this special episode of The Referral Bench Podcast, we dive into Dan Smink's statement back in his interview that hope is not a strategy. If you're going to develop a productive referral network, then you'd better have a process to develop it! If you didn't hear our interview with Dan, make sure to check it out! Contact Phil & Firestorm Phil's LinkedIn Firestorm Website Contact Ian & Mission Suite Ian's LinkedIn Mission Suite Website
12:28
August 31, 2021
Episode 39: Jaimee Keene - If I’m thinking about someone, I use that as a reason to reach out to them
Jaimee Keene focuses on the disposition and acquisition of office, medical office, industrial and mixed-use properties throughout Denver, with specific expertise within Denver’s Northwest and Boulder County submarkets. Jaimee’s 20 years of experience in the industry includes commercial real estate brokerage, valuation, and appraisals. Jaimee’s background as a commercial real estate appraiser and broker brings insightful dialogue to share with investors and owners. As a natural collaborator, business owners trust Jaimee to advise them through commercial real estate transactions and strategy. Not only does she help owners with buying and selling properties for their business, but she also aids investors in identifying and purchasing investment-grade office and industrial properties.  She’s an MBA graduate and a licensed commercial broker who has earned the coveted MAI designation from The Appraisal Institute.  Prior to joining Benchmark Commercial Real Estate in 2021 as the firm’s Vice President of Office and Industrial Sales, Jaimee was named Avison Young’s top performing broker in Denver. In 2016 and 2019 she was nominated as a "Woman of Influence" by CREW Denver (Commercial Real Estate Women), and she is entering her third year as a mentor in CREW’s mentorship program.  As a life-long resident of Colorado, Jaimee takes advantage of the ultimate Colorado lifestyle including golf, back-country skiing, hiking, camping, and mountain biking. She has competed in three Ironman 70.3 events a relay cyclist, and competed in her first mountain bike race at the Vail GoPro games in 2019. She’s currently building out a Sprinter conversion van with her two teenage sons for the upcoming mountain bike racing season. It's a project of passion, creativity, and a last bit of connection before her boys leave home for college. Learn more about Jaimee: Website LinkedIn Contact Phil & Firestorm Phil's LinkedIn Firestorm Website Contact Ian & Mission Suite Ian's LinkedIn Mission Suite Website
46:49
August 26, 2021
Referral Discussions: Make Sure You're Surrounding Yourself With People Who Are Having the Same Conversations
In this special episode of The Referral Bench Podcast, we dive into a statement that Justin Davis made during his interview about how important it is to surround yourself with people who are not only talking to the same people, but are having the same types of conversations as well. If you didn't hear our interview with Justin, make sure to check it out! Contact Phil & Firestorm Phil's LinkedIn Firestorm Website Contact Ian & Mission Suite Ian's LinkedIn Mission Suite Website
13:08
August 24, 2021
Episode 38: Jeremy Herider - Focus on the Activity, Let the Results Come
Originally from Lancaster, California, Jeremy is first and foremost a proud Dad of two beautiful, amazing daughters, Taylor and Ryan. He found his strength as an athlete from an early age. He was a three-sport letterman in high school and an MVP in baseball. He graduated from Gonzaga University where he was an All-Pac10 Infielder. His pro baseball career took off not long after. But his drive didn’t stop there and neither did his list of accomplishments. Jeremy was the first contracted player with the Diamondbacks to get a hit in the history of the organization. He was later drafted by the LA Reign, officially making him a two-sport professional athlete. More recently, Jeremy has been named a CrossFit Champion, taking home 1st Place for the Deadlift/Box Jump event. Of course, now Jeremy has shifted his focus once again as a productivity consultant for Fortune 500 companies, private business coach, and motivational speaker.  Jeremy’s Optimal Self Coaching program and podcast boil down this lifetime of achievement into tangible, attainable habits that anyone can adopt for success.  No success story, including Jeremy’s, happens by accident. Begin yours with Optimal Self.  Learn more about Jeremy: LinkedIn Contact Phil & Firestorm Phil's LinkedIn Firestorm Website Contact Ian & Mission Suite Ian's LinkedIn Mission Suite Website
49:00
August 19, 2021
Referral Discussions: Balance Your Short Term Goals with the Long Term Objectives of Networking
In this special episode of The Referral Bench Podcast, we dive into a point that Tina Ramey made back in her interview that you need to be able to strike a balance between the long term objectives of building your referral network and the short term goals you need to meet to keep yourself moving. If you didn't hear our interview with Tina, make sure to check it out! Contact Phil & Firestorm Phil's LinkedIn Firestorm Website Contact Ian & Mission Suite Ian's LinkedIn Mission Suite Website
12:41
August 17, 2021
Episode 37: Patty Block - It's Not Who You Know, It's Who Knows You
In 2006, Patty founded The Block Group to empower women business owners who are experts in their fields.   As their trusted advisor, she brings a unique perspective, having experienced and solved many of the same complex issues  women face, as leaders, as moms, daughters and sisters.  Having seen the same struggles time and again, Patty teaches women how to shift their mindset and build their confidence to generate more revenue with less stress by reimagining pricing and selling.  She’s a firm believer that, when women earn more, everyone around them benefits - their staff, their family and their  community.  Her life journey--the good and the bad--allows her to course correct clients by leading and advising with compassion,  empathy and quiet resolve.   Learn more about Patty: Website LinkedIn Contact Phil & Firestorm Phil's LinkedIn Firestorm Website Contact Ian & Mission Suite Ian's LinkedIn Mission Suite Website
42:41
August 12, 2021
Referral Discussions: Get More Meetings With Less Effort With Your Referral Network
In this special episode of The Referral Bench Podcast, we dive into Nate Jorgensen's interview where he discusses the idea that he gets a meeting for just about every referral that he gets to talk about doing business. If you didn't hear our interview with Nate, make sure to check it out! Contact Phil & Firestorm Phil's LinkedIn Firestorm Website Contact Ian & Mission Suite Ian's LinkedIn Mission Suite Website
12:51
August 10, 2021
Episode 36: Beth Klepper - It's Always On You to Make the Ask
Beth Klepper started creating videos in kindergarten. With the neighborhood kids as her actors, brothers and sisters as pushy directors and producers, and an 80s-style camera always in hand, Beth always knew the power of video and storytelling. She earned her master’s degree in film and spent a decade producing live entertainment and television shows for AXS TV. She told a wide range of stories, producing reality shows, travel shows and celebrity gossip shows. She also produced live concerts for groups like “The Zac Brown Band,” “Def Leppard, “The String Cheese Incident" and many more. She also continues to teach Public Speaking and Interpersonal communication at Metro State University. In 2014, Beth founded Mainstream Video Production, working with more than 100 organizations and creating more than 1,500 videos. Mainstream continues to help businesses increase revenues, save hours and tell their story through video. Mainstream specializes in full-service production (think storyboarding, shooting and editing) and supports those who want to DIY their videos through Mainstream’s online Video Marketing 101 course. Learn more about Beth: Website LinkedIn Contact Phil & Firestorm Phil's LinkedIn Firestorm Website Contact Ian & Mission Suite Ian's LinkedIn Mission Suite Website
46:30
August 05, 2021
Referral Discussions: Make the Person Referring You Look Good
In this special episode of The Referral Bench Podcast, we dive into a statement that Hilani Ellis made back in episode five. Are you making sure that the person who referred you always looks good for doing so? If you didn't hear our interview with Hilani, make sure to check it out! Contact Phil & Firestorm Phil's LinkedIn Firestorm Website Contact Ian & Mission Suite Ian's LinkedIn Mission Suite Website
11:18
August 03, 2021
Episode 35: Joyce Feustel - ASK People for Recommendations on LinkedIn
At the age of 61 Joyce Feustel founded Boomers’ Social Media Tutor and went full-time with her business in March 2013 after retiring from a 17-year career in sales. She was delighted to have finally found her professional calling. Through her tutoring and training services, she helps business professionals and job seekers to use social media, especially LinkedIn and Facebook, more effectively and productively. People who are 50 and older are especially drawn to using her services, as she is a baby boomer. Her tag line is “Making Social Media Simple, Easy and Fun.” A graduate of the University of Wisconsin-Madison with degrees in business and education, Joyce has lived in the Denver area for 25 years. Learn more about Joyce:  Website LinkedIn Facebook Instagram  Contact Phil & Firestorm Phil's LinkedIn Firestorm Website  Contact Ian & Mission Suite Ian's LinkedIn Mission Suite Website
46:33
July 29, 2021
Referral Discussions: Why Don't People Ask for Referrals?
In this special episode of The Referral Bench Podcast, we do a deep dive into a statistic that Hector Simoudis dropped on us back in episode four of the podcast. Why do so few people ask for referrals? We talk more about it in this episode. If you haven't listened to Hector's interview, be sure to check it out! Contact Phil & Firestorm Phil's LinkedIn Firestorm Website Contact Ian & Mission Suite Ian's LinkedIn Mission Suite Website
13:20
July 27, 2021
Episode 34: Will Dukes - People Don't Refer You to Help You Out, The Do It To Help the Referral Out
Will Dukes helps grow business through strategic alignment of their branding, marketing, and sales processes.  Clients of his company, SalesPartners Florida, save thousands on ineffective marketing while simultaneously increasing conversion and profitability. A 7th-generation Floridan and former Regional Teacher of the Year, Will holds a Global MBA degree and has trained at national levels on the topics of sales, leadership, communication, and networking skills. Will fundamentally believes you can serve others and make the world a better place through solid, ethical business practices, and his role is to help you do just that. Learn more about Will: Website LinkedIn Facebook Instagram Contact Phil & Firestorm Phil's LinkedIn Firestorm Website Contact Ian & Mission Suite Ian's LinkedIn Mission Suite Website
43:60
July 22, 2021
Referral Discussions: Ask & Be Intentional
In this special episode of The Referral Bench Podcast, we dive into a statement that Blair Koch made back in episode three of the podcast. We dive into how to ask for referrals and introductions, and how to make sure you're intentional about it. If you haven't listened to our interview with Blair, be sure to check it out! Contact Phil & Firestorm Phil's LinkedIn Firestorm Website Contact Ian & Mission Suite Ian's LinkedIn Mission Suite Website
15:26
July 20, 2021
Episode 33: Victor Rampaderat - Show Me Your Friends and I'll Tell You Who You Are
An ex-gangster and high school dropout who was told by his vice principal he'd never amount to anything. Banned from the entire region he now lives in. The son of two factory workers with no formal education. Vishal (Victor) Rampaderat has been a serial entrepreneur over the last two decades. His latest startup, Discourse is a Diversity, Equity & Inclusion Training company focused on corporations, law enforcement and government institutions. Learn more about Victor: LinkedIn Contact Phil & Firestorm Phil's LinkedIn Firestorm Website Contact Ian & Mission Suite Ian's LinkedIn Mission Suite Website
49:39
July 15, 2021
Referral Discussions: Stop Selling and Just Say Things That Make Sense
In today's special episode of The Referral Bench Podcast, we dive into a statement that Shea Phelan made all the way back in episode 2 of our podcast. If you haven't listened to Shea's interview, be sure to check it out and let us know your thoughts on this episode! Contact Phil & Firestorm Phil's LinkedIn Firestorm Website Contact Ian & Mission Suite Ian's LinkedIn Mission Suite Website
11:09
July 13, 2021
Episode 32: Antonio Garrido - There's No Plan B
Antonio is a charismatic and experienced trainer, speaker, consultant and author in the areas of sales, management and strategic planning. Using the proven Sandler techniques and methodologies, Antonio is well known for his expertise in developing and training powerful sales strategies and tactics – his clients learn how to win more sales, in less time, while creating a common sales language and dynamic prospecting culture. Antonio’s Favorite Sandler Rule: Rule 35 “If your competition does it, stop doing it right away.” Antonio’s Sandler Specialism: Questioning Strategies, his latest book is, Asking Questions The Sandler Way. Antonio’s Overriding Management Principle: “For prospects to see you as better than your competitors, first they have to see you as different from them. If they ‘zig’, you should ‘zag’.” Learn more about Antonio: LinkedIn Sandler Miami's LinkedIn Contact Phil & Firestorm Phil's LinkedIn Firestorm Website Contact Ian & Mission Suite Ian's LinkedIn Mission Suite Website
52:34
July 08, 2021
Referral Discussions: Identify Your Ideal Referral Partner Profile
In this special episode of The Referral Bench Podcast, Phil and Ian do a deep dive into the statement that Dean Isaacs made from all the way back in Episode 1. Check out that first episode if you haven't heard it yet and let us know your thoughts on our discussion! Contact Phil & Firestorm Phil's LinkedIn Firestorm Website Contact Ian & Mission Suite Ian's LinkedIn Mission Suite Website
14:26
July 06, 2021
Episode 31: Adrian Savage - It Only Takes One Success to Make it Worth It
In today's episode of The Referral Bench Podcast, Phil and Ian talk with Adrian Savage, Founder of Deliverability Dashboard. He left the corporate world 10 years ago and first became a marketing automation consultant, building a successful business within a couple of years despite having no website, no business cards and doing very little direct marketing. In recent years, he's niched right down into the world of email deliverability. He’s helped clients send more than a billion emails and knows exactly what needs to be done to avoid the spam folder and get people’s attention. He’s advised many well-known companies including the Shark Group when they wanted to maximize their email performance. His unique RACE Method shows you exactly what you need to do to double your open rates and be heard by more of your audience. Learn more about Adrian: Website LinkedIn Contact Phil & Firestorm Phil's LinkedIn Firestorm Website Contact Ian & Mission Suite Ian's LinkedIn Mission Suite Website
36:32
July 01, 2021
Episode 30: Bill Caskey - You Are the Brand
In today's episode of The Referral Bench Podcast, Phil and Ian talk with Bill Caskey, President of Caskey Achievement Strategies. Bill is a sales development leader and expirimenter who has been improving B2B sales teams and executives since 1990. His philosophies and strategies have fueled explosive growth in sales and profits for his clients. Bill's passionate about sharing his ideas about selling, business, life, money, and meaning. But his work expands beyond B2B and individual training and coaching; he is the author of Same Game New Rules, Rewire The Sales Mind, and The Sales Playbook, to name a few. He also co-hosts two podcasts: The Advanced Selling Podcast, a weekly podcast counseling sales forces and leaders who seek to improve their business - and The Bill Caskey Podcast, a deeper dive into achievement. Bill's success and passions are rooted by his family and community service. He spends time with his wife, Jane, and their two daughters, Kelly and Kara, who work in Indianapolis and Denver. He is also the creator of The 2X Group (.com), a small group coaching program for B2B sales people, and The World Class Sales Leader (.com) program, helping sales managers and leaders inspire and motivate their teams. Learn more about Bill: Website LinkedIn Contact Phil & Firestorm Phil's LinkedIn Firestorm Website Contact Ian & Mission Suite Ian's LinkedIn Mission Suite Website
35:25
June 24, 2021
Episode 29: Rich Cocuzzo - You Have Three Focuses as a Business Owner - Build Business, Take Care of Your Clients, and Nurture Your Network
In today's episode of The Referral Bench Podcast, Phil and Ian talk with Rich Cocuzzo, Founder and President of Sales Velocity Advisors. Rich provides sales consulting and fractional sales leadership services, Rich helps companies build or lead sales teams to accelerate profitable growth. Prior to founding Sales Velocity Advisors in 2018, Rich spent 30 years with FedEx in Sales and Sales Management. Today, his focus is serving the small to mid-size business community by sharing his sales expertise and experience. Learn more about Rich: Website LinkedIn YouTube Contact Phil & Firestorm Phil's LinkedIn Firestorm Website Contact Ian & Mission Suite Ian's LinkedIn Mission Suite Website
49:57
June 17, 2021
Episode 28: Connor Dube - When you learn something, take action on it
In today's episode of The Referral Bench Podcast, Phil and Ian talk with Connor Dube, Director of Sales and Marketing with ActiveBlogs. Connor is an active speaker, multi-show podcast host, entrepreneur, and B2B marketing blogger. Since starting his first business at age seven, Connor has successfully managed multiple eight-figure sales and marketing departments, been featured on leading industry podcasts, platforms, event stages, and has helped colleges modernize their curriculum on social selling. Connor’s current focus is at Active Blogs, assisting business development leaders by adding high-dollar figures to their pipeline with strategic content marketing and social media support. Learn more about Connor: Website LinkedIn Contact Phil & Firestorm Phil's LinkedIn Firestorm Website Contact Ian & Mission Suite Ian's LinkedIn Mission Suite Website
45:37
June 10, 2021
Episode 27: Stephanie Shivar-Hogan - Never Miss Twice
In today's episode of The Referral Bench Podcast, Phil and Ian talk with Stephanie Shivar-Hogan, of Gallantry Coaching and Consulting. Stephanie is founder and Chief Executive Officer of Gallantry Coaching & Consulting.  She is a Certified Coach with the International Coaching Federation, and a nationally recognized speaker and Certified Trainer of the New York Times Best Seller, The 12 Week Year. Stephanie’s most recent experience in corporate America was gained at Northwestern Mutual in Colorado—a Top 5 producing office in the United States. During her tenure at Northwestern Mutual, Stephanie held the roles of Chief Marketing Officer, Chief Growth Officer, and Chief Development Officer.  Prior to her time with Northwestern Mutual, Stephanie was Vice President of Mortgage Finance at Pulte Mortgage in Colorado. Stephanie's practice spans multiple industries including finance, accounting, real estate, healthcare, insurance, IT and marketing. She has partnered with Fortune 500 CSuites, front line leaders, corporate team members, entrepreneurs and everyone in between. With more than 2 decades of coaching experience, Stephanie became a certified trainer in 2019 for a global initiative led by Google called #IAMREMARKABLE.  In addition to delivering #IAMREMARKABLE to underserved segments of financial and real estate industries with over 500 attendees, she has continued to cultivate her experience as a scalability expert and delivered training on Unconscious Bias, Diversity and Inclusion 101, and The 12 Week Year developed by New York Times Best Sellers, Brian Moran and Michael Lennington. Stephanie is a 3rd-generation native Coloradoan who enjoys travel, skiing, hiking, and spending time outdoors with her four children and husband, Dan. Learn more about Stephanie: Website LinkedIn Facebook Twitter Instagram Contact Phil & Firestorm Phil's LinkedIn Firestorm Website Contact Ian & Mission Suite Ian's LinkedIn Mission Suite Website
48:58
June 03, 2021
Episode 26: Michael Morten - Build a World Where Your Perfect Clients Come To You
In today's episode of The Referral Bench Podcast, Phil and Ian talk with Michael Morten, Owner of Morten Design, Co. Michael grew up in an entrepreneurial household with his parents starting multiple businesses while growing up. He started working in his family's motorsports manufacturing business in junior high making parts after school. Over the years he worked nearly every job in the business from production to shipping to sales to management. He eventually found running the design and marketing side of the business was seriously fun.  Helping forge a strong brand saw the company grow in awareness in the racing community and gain interest from OEMs like Ford and General Motor and other industries outside of motorsports. He always took pride when people said they thought the company was much larger because of the touch points they had with the business and the quality of the products.  Michael decided to start his own business, Morten Design Co, in 2015 to help other companies build a strong impact after noticing so many struggled with inconsistent branding. He thought he could bring his experience of design work. brand development and management to other small and medium sized businesses to help them attract better clients. He now works with clients on brand creation and strategy, logo development, and illustration. Michael also creates stickers and hand made art prints of his own illustrations and sells them at local boutique stores in the Denver area, as well as his Etsy store. Learn more about Michael: Website Instagram Facebook Twitter YouTube Contact Phil & Firestorm Phil's LinkedIn     Firestorm Website     Contact Ian & Mission Suite Ian's LinkedIn     Mission Suite Website
46:21
May 27, 2021
Episode 25: Jeri Morgan - I Love Networking
In today's episode of The Referral Bench Podcast, Phil and Ian talk with Jeri Morgan, CEO and Managing Partner of Code Blue Computing. Jeri is Co-Author of the best- selling books Hack Proof Your Business and Adapt and Overcome. Code Blue Computing is a Security First organization specializing in Cyber Security, IT Consulting, and Cloud Services.  Code Blue Computing was named the 2012 Small Business of the Year by the City of Thornton, Colorado and the 2014 Emerging Business of the Year by The Broomfield Chamber of Commerce. Jeri was nominated for the Denver Business Journal Outstanding Women in Business Award in 2016 and in 2019.  A common- sense leader with a multi-faceted background in Manufacturing, Operations, and Logistics Jeri has a knack for meeting Business Owners exactly where they are to help them build best business practices as it relates to operations, security and utilizing technology to improve their bottom line. Learn more about Jeri: Facebook     LinkedIn     Contact Phil & Firestorm Phil's LinkedIn     Firestorm Website     Contact Ian & Mission Suite Ian's LinkedIn     Mission Suite Website
43:37
May 20, 2021
Episode 24: Greg Digneo - What is the Content Gap?
In today's episode of The Referral Bench Podcast, Phil and Ian talk with Greg Digneo, Founder of Content Guppy, a marketing agency that specializes in creating SEO Content that will turn your blog into your company’s biggest lead gen channel. Learn more about Greg: Twitter     LinkedIn     Contact Phil & Firestorm Phil's LinkedIn     Firestorm Website     Contact Ian & Mission Suite Ian's LinkedIn     Mission Suite Website
32:37
May 13, 2021
Episode 23: Brent Widman - The Three Things You Can Control Are Your Activity, Your Mindset, And Your Schedule
In today's episode of The Referral Bench Podcast, Phil and Ian talk with Brent Widman, Professional Business and Sales Coach at Southwestern Consulting. Brent Widman is a professional sales coach from Southwestern Consulting, a division of The Southwestern Company. Southwestern has specialized in sales execution and training for over 158 years. At the workshop you will get at least 10 new ideas that you can use to get more sales, make more money, and have more fun at work! Learn more about Brent: LinkedIn     Contact Phil & Firestorm Phil's LinkedIn     Firestorm Website     Contact Ian & Mission Suite Ian's LinkedIn     Mission Suite Website
46:08
May 06, 2021
Episode 22: Candice Kingston - Tell People HOW They Can Refer You Business
In today's episode of The Referral Bench Podcast, Phil and Ian talk with Candice Kingston, Owner of Kingston Coaching. Candice Kingston is a speaker, author, and leadership coach who works with small business owners and high-level professionals to help grow personally and professionally. The working title of her upcoming book is Your Imposter Moment: Understanding How to Tame our Limiting Beliefs.  Her superpower is uncovering roadblocks that may be holding you back from reaching your true potential and creating a life and business you love.  She spent 12 years in corporate working in Health insurance - not exactly loving it and through the help of coaching, discovered a place where she finally felt like she could make an impact and help others. She works with those suffering from a lack of confidence, overwhelm (doing all the things), and self-awareness. Learn more about Candice: Website     LinkedIn     Contact Phil & Firestorm Phil's LinkedIn     Firestorm Website     Contact Ian & Mission Suite Ian's LinkedIn     Mission Suite Website
43:38
April 29, 2021
Episode 21: Kristy LaPlante - Expand Your Network Through Teaching
In today's episode of The Referral Bench Podcast, Phil and Ian talk with Kristy LaPlante, President + CEO of Insight DCS. Kristy spent 15 years developing a deeply intricate knowledge of digital marketing and business platforms + technologies, and hold expert-level certifications in Google Analytics/AdWords/AdSense, Hubspot, Facebook, Amazon (Marketing and Selling), Oracle Marketing Cloud, Salesforce and Adobe. In her “spare time” she teaches courses in Email, Social Media, Search, Display, Amazon and Analytics. Why? Because she strongly believes that sharing your passion — and empowering others — is the definition of success. Her goal is to empower all businesses by providing them with globally-proven strategies. As a technology-focused consultant, Kristy works tirelessly to ensure that every company, of every size, has the tools, resources and equipment necessary to operate efficiently & effectively in an increasingly tech-enabled landscape. She methodically uncovers the RIGHT tools and strategies for businesses, and crafts leading-edge GTM strategies drive success. Learn more about Kristy: Website     LinkedIn     Contact Phil & Firestorm Phil's LinkedIn     Firestorm Website     Contact Ian & Mission Suite Ian's LinkedIn     Mission Suite Website
51:51
April 22, 2021
Episode 20: Jamie O'Kane - Pick a Freakin' Niche
In today's episode of The Referral Bench Podcast, Phil and Ian talk with Jamie O'Kane, Principal of Abundant Beans Tax & Accounting. Jamie is the owner and operator of the firm Abundant Beans Tax & Accounting. She received her Bachelor of Science Degree in Accounting from Colorado State University in 2003. Her firm focuses on providing advanced tax planning strategies, tax preparation, growth consulting and accounting services for women-owned veterinarian and dental practices across the country. Jamie is also the founder and host of The Abundant Beans Podcast. The Abundant Beans Podcast is a weekly podcast that brings to light the struggles, successes and purpose of entrepreneurs all over the world. Our goal is to better equip experienced and inexperienced business owners alike with relatable content that helps people take that next step in growth and fulfillment of their potential. Jamie was born and raised in Golden, Colorado. She has two school aged kiddos, one engineer husband and a rescue kitty. Learn more about Jamie: Website     LinkedIn     Contact Phil & Firestorm Phil's LinkedIn     Firestorm Website     Contact Ian & Mission Suite Ian's LinkedIn     Mission Suite Website
47:02
April 15, 2021
Episode 19: Kendall Prine - If You Think Two People Should Connect, Make the Introduction
In today's episode of The Referral Bench Podcast, Phil and Ian talk with Kendall Prine from Canavan, Syddall & Associates. Kendall Prine is an experiential learner, gaining understanding through people and their stories. She started her career by working in jewelry where her energy for sales was ignited by connecting with clients, seeing and celebrating their biggest moments. After 10 years of stories in high-end retail and specialty sales markets, building relationships is the biggest part of her approach and professional philosophy today. She joined the Canavan, Syddall & Associates accounting firm in 2018 through the power of referrals and baseball (a story for another day!). At CSA, Kendall gets to exercise her passion for people and connection every day because, just like Kendall, everyone at CSA wants business owners to feel like they have an advocate in their corner. Kendall wants to hear the stories of entrepreneurs, their dreams, goals, and questions. She believes that all questions should be asked, and works tirelessly to ensure that her clients feel empowered every day to run their business. Learn more about Kendall: LinkedIn     Contact Phil & Firestorm Phil's LinkedIn     Firestorm Website     Contact Ian & Mission Suite Ian's LinkedIn     Mission Suite Website
32:27
April 08, 2021
Episode 18: Jen Gouette - You Can't Be a Secret Agent in Real Estate
In today's episode of The Referral Bench Podcast, Phil and Ian talk with Jen Gouette, Licensed Realtor with Coldwell Banker. By making an industry leap to real estate from a 23-year career in Logistics.  Jen found professional success at a high level, selling her first million in a month within her first year which helped to earn her the title of Rookie of the Year at her brokerage.  She has made a high level commitment to her real estate education, having been mentored and coached by several of the most highly acclaimed real estate coaches in the industry.  Jen is passionate about the needs and goals of her clients, and won't stop until she's converted them into raving fans, high-fiving from the closing table.  Jen has a heart for agent engagement and invests her time in new agent mentoring as well as collaborating with seasoned agents..  In her spare time, she loves chick weekends with her girlfriends, decorating projects, taking the mic at the local comedy club, and spending time with her hubby, kids and grand-kiddos. Learn more about Jen: LinkedIn     Contact Phil & Firestorm Phil's LinkedIn     Firestorm Website     Contact Ian & Mission Suite Ian's LinkedIn     Mission Suite Website
36:33
April 01, 2021
Episode 17: Mike Black - Build Your Network As a Way to Serve Your Clients
In today's episode of The Referral Bench Podcast, Phil and Ian talk with Mike Black with Paige Black. Mike Black is the CEO/Partner of Paige Black. His diverse educational background and obsession with innovative technologies provide a unique perspective for helping clients solve strategic marketing challenges. After a Master’s of Social Work degree from the University of Denver, he spent several years leading family therapy teams at the Department of Psychiatry at the University of Colorado. In his spare time, he built computers from scratch. The knowledge, insight, and experience he gained culminated in forging a mission—helping small to mid-sized businesses optimize target marketing through digital solutions. He launched the company now known as Paige Black in 2019. Learn more about Mike: Website     LinkedIn     Contact Phil & Firestorm Phil's LinkedIn     Firestorm Website     Contact Ian & Mission Suite Ian's LinkedIn     Mission Suite Website
44:31
March 25, 2021
Episode 16: Dave Johnson - We Saw 40% Growth in 2020 Because of Our Network
In today's episode of The Referral Bench Podcast, Phil and Ian talk with Dave Johnson from C Squared Solutions. Dave has been described as a leader, teacher, mentor, and problem solver who has experienced high growth and turn-around situations. He was part of the founding team at Sprint, part of the turn-around team at Bank of America and taken two companies from early stage to IPO. He was also part of the senior management team that turned around Sodak Gaming and Evolving Systems; two public companies where shareholder value increased over $1.5 billion. Dave is known for his talent in forming strategic plans and implementation steps that succeed. This success is accomplished through rolling up the sleeves and getting into the details. He produces teams that hit measurable goals, on time with remarkably high morale. His mentorship led strong teams that innovated and continued successfully for many years. Dave has been the CEO of four companies (2 privately owned and 2 publicly traded), and CFO of five public companies. Company sizes ranged from $1 MM to $1 billion in annual sales. Dave possesses 30 years of hands-on management experience from such companies as KPMG, Sprint, Bank of America, Zentec, Evolving Systems, Encorp. Learn more about Dave: Website     LinkedIn     Contact Phil & Firestorm Phil's LinkedIn     Firestorm Website     Contact Ian & Mission Suite Ian's LinkedIn     Mission Suite Website
37:21
March 18, 2021
Episode 15: Phil Pelto
In today's episode of The Referral Bench Podcast, Ian interviews Phil to talk about Firestorm and what brought him to co-found The Referral Bench Podcast. Phil Pelto is passionate about teaching and coaching and loves to see his friends and clients grow and succeed. As a salesperson he quickly learned that building relationships and working from referrals was the best way to go. With MyFirestorm he is able to spread that idea far and wide. MyFirestorm works with other business owners and "rainmakers" that are frustrated with the old school ideas of smile and dial or quote and hope. MyFirestorm teaches its members how to build long term strategic partnerships and how to build a solid network of contacts that will send you a steady flow of high quality referrals. To quote another great networker, "If I had to name the single characteristic shared by all truly successful individuals, I'd say it is the ability to create and nurture a network of contacts." -Harvey Mackay- Contact Phil & Firestorm Phil's LinkedIn       Firestorm Website       Contact Ian & Mission Suite Ian's LinkedIn       Mission Suite Website
44:17
March 11, 2021
Episode 14: Ian Campbell
In today's episode of The Referral Bench Podcast, Phil interviews Ian to talk about Mission Suite and what brought him to co-found The Referral Bench Podcast. Ian Campbell has been in marketing and sales for over 20 years, with six of those years helping clients automate their sales and marketing efforts using Mission Suite. Ian works with his clients to strengthen the results of their sales and marketing efforts by implementing marketing automation and CRM software and strategies that allow them to spend more time working with people most likely to buy. Contact Phil & Firestorm Phil's LinkedIn       Firestorm Website       Contact Ian & Mission Suite Ian's LinkedIn       Mission Suite Website
40:14
March 04, 2021
Episode 13: Rick Kaufman - Keep Communicating for Real Relationships in Business
In today's episode of The Referral Bench Podcast, Phil and Ian talk with Rick Kaufman from AmeriStar Insurance. Rick Kaufman has nearly twenty years of sales experience and over that time has had more than 2,500 sales appointments with the vast majority generated by referral.  Starting in the mortgage business working out of his parent’s basement and then launching his own mortgage company in the early 2000s, he eventually transitioned into the home & auto insurance industry.  Since starting with his current company, AmeriStar Insurance, based in Wayzata, Minnesota, over 98% of his 750 clients have been referrals. He’s passionate about the importance of adding value to referral partners by what he calls “systematic authenticity”. Learn more about Rick: Website     LinkedIn     Contact Phil & Firestorm Phil's LinkedIn     Firestorm Website     Contact Ian & Mission Suite Ian's LinkedIn     Mission Suite Website
53:44
February 25, 2021
Episode 12: David Oates - Be a Giver First
In today's episode of The Referral Bench Podcast, Phil and Ian talk with David Oates a Crisis PR practitioner with more than 25 years of experience in the field. Starting his career as a U.S. Navy Public Affairs Officer and later as the communication head of several for-profit entities, he has a wealth of first-hand knowledge in dealing with a broad range of issues, including mass layoffs, large-scale accidents, product recall, inappropriate acts by executives and more. David is an Accredited Public Relations specialist who received his master’s degree in business administration from San Diego State University and a bachelor’s of arts degree from the University of Maryland. More than 90 percent of his new clients come through personal referrals. Learn more about David: LinkedIn     Contact Phil & Firestorm Phil's LinkedIn     Firestorm Website     Contact Ian & Mission Suite Ian's LinkedIn     Mission Suite Website
46:13
February 18, 2021
Episode 11: Gary Goldwasser - Networking is the Number 1 Strategy
In today's episode of The Referral Bench Podcast, Phil and Ian talk with Gary Goldwasser from Transworld Business Advisors. Gary Goldwasser is a Business Broker in Denver, Colorado. Gary had bought and sold three of his own businesses prior to being a business broker. He always knew he would someday end up being a Business Broker and thought he would be perfectly built for this career because of his understanding and passion for small business owners. He has been the top Broker in his office for 3 of the last 4 years. Gary is also currently the #1 Business Broker out of all 600 Brokers in all of the Transworld offices around the world. Gary prides himself on taking a relationship-first approach in life and in his business. Gary is born and raised in Colorado and is well connected. Learn more about Gary: LinkedIn     Contact Phil & Firestorm Phil's LinkedIn     Firestorm Website     Contact Ian & Mission Suite Ian's LinkedIn     Mission Suite Website
41:45
February 11, 2021
Episode 10: Dan Smink - Hope is Not a Strategy
In today's episode of The Referral Bench Podcast, Phil and Ian talk with Dan Smink from C1 Partners. After finishing his Master of Business Administration (MBA) in Georgetown University, Dan Smink went to Colorado. There, he founded C1 Partners after seeing the great need of small businesses for digital marketing support. He has led the strategy and marketing efforts for large healthcare providers like Centura and multinational medical device companies such as Covidien, McKesson, and Thermo Fisher. In his most recent client-side role, Dan led Covidien’s Global Market Strategy effort for its abdominal surgery market. He found ways to expand the business from $200 million to $1 billion. His client-side experience constitutes significant work for all kinds of companies, from those with less than $1 million to those with greater than $40 billion. For all of these companies, he has led efforts to resolve his clients’ problematic business situations and return them to a state of growth. Dan is also active in his community. He has been appointed by two separate Denver mayors to help lead the Board of Directors of local non-profit organizations. As chairman of the Mental Health Center of Denver (MHCD), a healthcare services company, Dan’s leadership and guidance helped grow the organization from $25 million to $50 million in less than three years. Learn more about Dan: Website   LinkedIn   Contact Phil & Firestorm Phil's LinkedIn   Firestorm Website   Contact Ian & Mission Suite Ian's LinkedIn   Mission Suite Website
49:38
February 04, 2021
Episode 9: Justin Davis - Make Sure to Surround Yourself With People Who Are Having the Same Conversations With the Same People
In today's episode of The Referral Bench Podcast, Phil and Ian talk with Justin Davis from Soaring Technologies. Justin Davis is the Managing Director of Denver-based Soaring Technologies, which celebrates its 5th birthday in April. Focused on scalability, automation, and empowering its clients to work remotely, Soaring provides managed IT services and custom web development to small and mid-sized businesses across the front range, out of state, and even internationally.  Justin has been in tech for 19 years in various positions, from helpdesk, to systems administration and architecture, to software engineering and IT leadership.  He enjoys the outdoors, travel, and good food. Learn more about Justin: Website LinkedIn Contact Phil & Firestorm Phil's LinkedIn Firestorm Website Contact Ian & Mission Suite Ian's LinkedIn Mission Suite Website
48:54
January 28, 2021
Episode 8: Tina Ramey - Find Balance Between Your Short Term Goals and Long Term Objectives
In today's episode of The Referral Bench Podcast, Phil and Ian talk with Tina Ramey from Volkbell HR Services. Working in the family business that her dad started, Tina learned the importance of engaging a team to work together in order to build a successful organization. Over the last 25 years, she has managed, developed and trained individuals and groups across the country, focusing on sales, management and leadership. She has worked with business owners to find success by thinking strategically, asking the difficult questions and ensuring their people are engaged to drive the company mission and goals. Her specialties are in training and development, primarily around improving workplace communication as well as individual and team coaching. Through these roles she has also been an advisor to various companies and CEO peer groups, bringing resources and connections to support their initiatives. Tina and her business partners created VolkBell HR Services to bring small and mid-sized companies experienced HR professionals through an outsourced partnership, on an as needed basis. Their team of HR professionals have a heart for small business and look to match practical HR with our client's culture and management styles. They love what they do and have fun supporting so many businesses either onsite or virtually! Learn more about Tina: Website LinkedIn Contact Phil & Firestorm Phil's LinkedIn Firestorm Website Contact Ian & Mission Suite Ian's LinkedIn Mission Suite Website
27:46
January 21, 2021
Episode 7: Craig Jones - Make Sure People Know They Can Refer You Without Issues
In today's episode of The Referral Bench Podcast, Phil and Ian talk with Craig Jones from The Colony Group. As Managing Director for Colony’s Rocky Mountain Region, Craig has expertise managing the wealth of business owners, entrepreneurs, and professionals. Craig is also a Co-President of the Colony Sports & Entertainment practice. He demonstrates a thorough understanding of complex issues that individuals face through various transitions in their lives. He advises clients in developing wealth accumulation and preservation strategies appropriate to their unique circumstances. Craig served as one of three co-founding partners of the Denver based wealth management firm, Jones Barclay Boston, in 1994, which merged with The Colony Group at the start of 2017. Prior to Jones Barclay Boston, he developed skills in management, finance, tax, and strategic planning with various entities including Mellon Bank, PepsiCo, Price Waterhouse, and EW Scripps. Craig was named to the list of Best-in-State Wealth Advisor published by Forbes in 2020. He is a Certified Private Wealth Advisor® and earned a Juris Doctor and MBA from Case Western Reserve University. He earned his BS degree from Allegheny College where he double majored in Economics and Political Science. He is a Vice President of the Denver Board of Water Commissioners, a member of the Investments and Wealth Institute, Colorado and Denver Bar Associations, and the Sigma Pi Phi Fraternity (The Boule). Craig is a board member of Invest in Kids, Delta Eta Boule Foundation, and Stanley British Primary School. Outside of Colony, Craig enjoys spending time with his life partner Robbie Barr. She and Craig enjoy international and domestic travel, hiking, film, and cooking together at home. His passions include following the life journey of his adult son Milan, road cycling, jazz and classical music, and following various team sports. Learn more about Craig: Website LinkedIn Contact Phil & Firestorm Phil's LinkedIn Firestorm Website Contact Ian & Mission Suite Ian's LinkedIn Mission Suite Website
41:43
January 14, 2021
Episode 6: Nate Jorgensen - I Get A Meeting For Almost Every Referral
In today's episode of The Referral Bench Podcast, Phil and Ian talk with Nate Jorgensen from Office Interiors. Nate Jorgensen joined Mike Butler and  Office Interiors in the late summer of 2013 to entrench himself into the world of commercial office furniture and design. In 2013 Office Interiors was primarily a pre-owned furniture resource and since then has grown and evolved into a $3M revenue dealership in Denver in addition to opening a dealership in Arizona in 2018. Nate spent 16 years in the wedding and special events industry where he unconsciously was able to build a powerful referral network and upon making the change to commercial office furniture in 2013 worked mindfully, diligently and intelligently to build an even more power network in a new industry. Learn more about Nate: Website LinkedIn Contact Phil & Firestorm Phil's LinkedIn Firestorm Website Contact Ian & Mission Suite Ian's LinkedIn Mission Suite Website
43:59
January 11, 2021
Episode 5: Hilani Ellis - Make The Person Referring You Look Good
In today's episode of The Referral Bench Podcast, Phil and Ian talk with Hilani Ellis from Exceptional Admins. Hilani Ellis is the well-known business owner behind Exceptional Admins, a boutique specialized placement and training firm. Her depth of expertise stems from working for over a decade as an administrative professional. Her previous roles were anything but ordinary. It’s the dynamic job circumstances that helped Hilani build a unique foundation, atypical of traditional administrative roles. Later in her career, Hilani transitioned from holding a corporate seat to launching Exceptional Admins. The mission and vision of the firm is to support leaders and other administrative professionals with their talent needs, whether hiring or training. Today, Hilani’s journey grants her an edge when she engages with others on the topic of authentic leadership and/or administrative greatness. Her understanding of the job’s complexities brings a clarity and energy to a trailing and misunderstood field. She believes everyone has unique gifts that support being highly impactful to business goals. Learn more about Hilani: Website LinkedIn Contact Phil & Firestorm Phil's LinkedIn Firestorm Website Contact Ian & Mission Suite Ian's LinkedIn Mission Suite Website
47:56
January 08, 2021
Episode 4: Hector Simoudis - Head Trash
In today's episode of The Referral Bench Podcast, Phil and Ian talk with Hector Simoudis from VP Legacies. Hector, a well-traveled Greek, born and raised in the Middle East, experienced a melting pot of cultures from an early age. He considers himself lucky to be exposed to so many different lifestyles, cultures and walks of life. Blessed with the ability to travel to 39 countries, it was in the poorest of communities that Hector learned the value of relationships and education. A natural people-person, Hector engaged with many individuals and sought to listen and to learn from them. And what he learned was money and materialistic goods didn’t make people happy, personal connections and education did. Thus building relationships and creating educational opportunities became a life-long mission for Hector. On his way to achieving that mission, Hector developed a taste for entrepreneurship. At the age of nine, Hector set his old toys out on a bed sheet, draped them over his front lawn, and sold them to neighbors and passersby. His entrepreneurial spirit grew from there. From raking leaves to opening an American candy shop in his community in the Middle East, Hector knew he had a flair for business. These experiences made him who he is today - a connector, who values meaningful relationships above all. Co-Founding VP Legacies with his best friend, Jonny Havey, Hector's number one focus is to build long-lasting relationships with clients and partners. Learn more about Hector: Website LinkedIn Contact Phil & Firestorm Phil's LinkedIn Firestorm Website Contact Ian & Mission Suite Ian's LinkedIn Mission Suite Website
50:00
January 07, 2021
Episode 3: Blair Koch - Ask - Be Intentional - Do Your Homework
In today's episode of The Referral Bench Podcast, Phil and Ian talk with Blair Koch from TAB Denver West. A bit of background on me:  I believe that owners of privately held business hold the key to local and regional success - and was always drawn towards work which I felt enabled this in some way. I started in little companies like IBM, General Motors, and EDS. This is where I learned how not to do things! I am a change agent by nature - I like to make things happen and happen fast. After my big company experience, I went and joined my first start-up, a technology company. In a start-up, you get to wear many hats and it was so much fun. I helped take them public – this was in a time when you had to be profitable for a fair amount of time before you could consider an IPO. Shortly after the IPO, I left when I realized that a couple of key players on the management team did not know how to run a publicly-traded company... I joined another technology company, in the same space, that had IPO’d about a month prior to my previous company. I was there for 10 years in executive positions. Half the team I managed was overseas and I helped bring new products to market, including in new countries. When I left we were a $500,000,000 multi-national company. Again, the company got too big for me and I moved on. From there I worked with a few more start-ups, some more successful than others. In 2000, I started my own business – focused on small to mid-sized businesses  (SMBs) and in 2005 I began my journey with The Alternative Board. This is where I could finally - and truly - put my passion into practice. SMBs and facilitating CEO Advisory boards while providing 1-1 coaching for business owners is allowing me to give back to the community in a way that is more impactful than I could have hoped for. Small business is the economic engine of this country and to be able to help these businesses thrive and allow their owners to live the rich rewarding life they deserve is truly the most psychically rewarding thing I have ever done. I love all-things-business and helping business owners achieve their vision of success is my passion… my clients can attest to that. Contact Blair: Website LinkedIn Contact Phil & Firestorm Phil's LinkedIn Firestorm Website Contact Ian & Mission Suite Ian's LinkedIn Mission Suite Website
37:02
January 07, 2021
Episode 2: Shea Phelan - Stop Selling and Just Say Things That Make Sense
In today's episode of The Referral Bench Podcast, Phil and Ian talk with Shea Phelan from Hosted Solutions. Here's a bit about Shea: Colorado Native- grew up in Vail and attended CSU in Fort Collins Worked in Tech Sales for 7 years Specialty in Small Business SaaS Solutions Named Colorado Business Magazines’s “2019 Most Powerful Salespeople” History of being a top 5 Producer for: GEICO (2,000 Sales Reps) Zillow (300 Sales Reps) Hosted Solutions (2 Sales Reps) Doubled the size of Hosted Solutions in terms of employees (5 years) Tripled the size of Hosted Solutions in terms of revenue (7 years) Learn more about Shea: Website LinkedIn Contact Phil & Firestorm Phil's LinkedIn Firestorm Website Contact Ian & Mission Suite Ian's LinkedIn Mission Suite Website
34:35
January 07, 2021
Episode 1: Dean Isaacs - Create An Ideal Referral Partner Profile
In today's episode of The Referral Bench Podcast, Phil and Ian talk with Dean Isaacs from The Vantage Group. Dean Isaacs is a serial entrepreneur with over 20 years of hands-on business growth, sales and marketing experience. He works with business-to-business companies across the U.S. that range from start-ups to the Fortune 500. His passion is helping small and mid-sized businesses achieve their growth goals by developing and implementing high impact sales and marketing strategies. Learn more about Dean: Website LinkedIn Contact Phil & Firestorm Phil's LinkedIn Firestorm Website Contact Ian & Mission Suite Ian's LinkedIn Mission Suite Website
45:28
January 07, 2021