In this episode of Small Business Quick Wins, host Jay Schwedelson interviews Craig Jooste, president of Genie Senior Services, about effective demand generation tactics and strategies for driving business awareness in the senior services industry. They explore the importance of marketing technology, CRM systems, and the "foundational 4" system for business success.

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Key Discussion Points:

(00:01:56) Introduction to Craig Jooste and Genie Senior Services: Craig shares the story behind Genie Senior Services and how the business helps seniors during the relocation process.

(04:03) Overview of Genie Senior Services' Business Model: Craig dives into the business model and the key areas that make the franchise successful.

(08:24) Importance of Bedside Manner in Hiring: The role of compassion and communication when hiring for senior services.

(10:39) Marketing Strategies for Genie Senior Services: Craig discusses how they raise awareness and generate demand for their services.

(15:54) Leveraging Marketing Technology and CRM Systems: The role of technology and CRM systems in driving business efficiency and growth.

(17:20) The "Foundational 4" System for Business Success: Craig explains the foundational pillars that contribute to long-term business success.

(19:32) How to Connect with Craig Jooste: Where listeners can learn more about Genie Senior Services and connect with Craig.

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Guest Bio:

Craig Jooste is the president of Genie Senior Services, a franchise specializing in senior relocation services. Originally from South Africa, Craig moved to Canada and has a background in franchising, having worked with 1-800-Got-Junk? and launching Wow 1 Day Painting. He co-founded The Local Handyman Group and now leads Genie Senior Services, focusing on helping seniors relocate with care and professionalism.

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In this episode, host Jay Schwedelson sits down with Brian Luciani, Chief Growth Officer at SMB Franchise Advisors and Stadium Ventures. They dive into the world of franchising and explore its potential for small businesses, covering everything from business readiness to trending franchise categories.

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Best Moments:

(01:35) Brian shares his journey into franchising, starting from his teenage years and evolving into a career in investment banking and venture capital

(03:36) Who franchising is suitable for and what business readiness looks like

(05:52) How to evaluate whether a business is ripe for franchising

(08:25) Current trends in the franchising world and which categories are gaining popularity

(10:22) Economics of Franchise Ownership: The financial dynamics of owning single vs. multiple franchise units

(11:03) The importance of franchisee profitability to the overall success of the franchisor

(12:25) Exploring the complexities and opportunities in operating multiple units and brands within the franchising ecosystem

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Guest Bio:

Brian Luciani is the Chief Growth Officer at SMB Franchise Advisors and Stadium Ventures. He brings a wealth of experience in franchising, investment banking, and venture capital, having been involved in the industry since he was 14 years old. Brian and his team at SMB Franchise Advisors have successfully helped over 550 brands franchise their businesses, providing invaluable expertise in growing franchise systems across various industries.

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In this episode, host Jay Schwedelson discusses referral marketing with Stephanie Love from Thryv.

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Best Moments:

(00:56) Jay and Stephanie discuss the importance of referral marketing and its benefits

(02:04) Stephanie explains what referral program marketing is and its effectiveness

(03:04) The first step to setting up a referral program is understanding the incentive

(04:23) The second step is ensuring a way to track referrals

(06:43) The third step is clearly communicating the referral program to customers

(09:03) The lifetime value of a referred customer is 16% higher than a non-referred customer

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In this episode, host Jay Schwedelson chats with Steve Jones from Microsoft about how small businesses can effectively harness AI to boost efficiency and enhance customer experiences. They explore practical, accessible AI tools and strategies that don’t require extensive technical expertise.

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Best Moments:

(02:51) How AI can augment human capabilities, making business processes more efficient

(04:28) How AI chatbots can revolutionize customer service and sales for small businesses

(06:10) How AI can help create personalized marketing campaigns that resonate with customers

(07:37) Steve gives an overview of Microsoft's Copilot and how it integrates with Office tools to streamline operations

(10:37) Understanding the significance of prompt engineering in optimizing AI interactions

(12:44) Exploring AI applications in managing inventory and improving operational efficiency

(13:52) How AI can be used for tasks like logo creation and email writing, making these tools accessible for small business owners

(16:17) Jay announces an upcoming webinar focused on AI tools and strategies for small businesses

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Guest Bio:

Steve Jones is a Principal Group Engineering Manager at Microsoft with over 20 years of experience in the technology industry. He is passionate about AI and its potential to transform businesses. Steve has been with Microsoft for the last 4 years and is deeply involved in the company's AI initiatives, particularly with Microsoft's Copilot. He also has a side business in real estate investing, where he applies AI tools to enhance his entrepreneurial endeavors.

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In this episode, host Jay Schwedelson interviews Dan DeGolier, CEO and founder of Ascent CFO Solutions, to explore the critical role of having a financial expert in your small business. Dan shares invaluable insights on managing cash flow, securing lines of credit, and the benefits of engaging a fractional CFO.

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Best Moments:

(03:08) The most common pitfall: not understanding cash flow and its associated risks

(04:24) How and when to approach getting a line of credit

(06:10) Why even small businesses should have someone dedicated to finances

(07:27) The rising trend of fractional CFOs and outsourced business roles

(10:26) Common scenarios where businesses seek fractional CFO services

(13:20) The assessment phase when onboarding a new client and analyzing their financial processes

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Guest Bio:

Dan DeGolier is the CEO and founder of Ascent CFO Solutions. With extensive experience in finance, particularly with technology companies and entrepreneurs, Dan's company offers fractional CFO services, providing businesses with the financial expertise they need without the commitment of a full-time hire.

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ascentcfo.com, Resources hub page: https://ascentcfo.com/resources

LinkedIn: https://www.linkedin.com/company/ascent-cfo-solutions/

Insights by Ascent CFO is a custom data visualization solution for founders, entrepreneurs, and executives that consolidates data sources, tracks key metrics, and displays business performance in real-time. https://ascentcfo.com/insights

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In this episode, host Jay Schwedelson discusses when and how to fire a client with Stephanie Love.

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Best Moments:

(01:25) Is it okay to fire a client? When should you fire a client?

(02:52) Signs to look for when firing a client: nightmare clients vs. misaligned vision

(04:36) Importance of firing rude clients to maintain team morale

(06:28) How to actually fire a client: have a direct conversation and document everything

(07:17) Dealing with potential negative reviews after firing a client

(08:35) Try to salvage the relationship first before terminating, if possible

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In this episode, host Jay Schwedelson sits down with Debra Corey, Chief "Pay It Forward" Officer at DebCo HR and acclaimed author, to identify the top traits of BAD BOSSES and how small business owners can navigate common HR challenges without a dedicated HR department.

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Best Moments:

(01:14) Debra Corey’s background in HR and her mission to help leaders

(03:37) The 10 types of "bad bosses" and the common pitfalls like micro-managing

(07:51) Why delegation and trusting your team are crucial

(09:01) HR strategies for small businesses without an HR department

(11:05) The profound impact of showing appreciation to employees

(12:13) How to deliver feedback without being harsh or inconsiderate

(13:24) Where to find Debra Corey's work, including her website and books

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Guest Bio:

Debra Corey is the Chief "Pay It Forward" Officer for DebCo HR and an author of six books on various HR topics, including leadership, company values, engagement, and recognition. With a long career in HR roles across different organizations, Debra's mission is to share her experiences and learnings to help businesses and leaders improve their practices.

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In this episode, host Jay Schwedelson interviews Todd Caponi, the founder of Sales Melon, best-selling author, and sales expert. They discuss the importance of transparency in sales, how to guide customers through the buying process, and how to negotiate effectively.

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Best Moments:

(01:39) Todd Caponi's background and how he became interested in sales and behavioral science

(03:35) The importance of negative reviews and how they can actually increase sales

(08:36) Advice on how to approach the sales process and guide customers through the buying journey

(11:37) The importance of giving salespeople leeway in negotiating and providing a "toolbox" for closing deals

(15:54) Todd's favorite movies and books about sales

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Guest Bio:

Todd Caponi is the founder of Sales Melon, a best-selling author of The Transparency Sale, and the host of the "Sales History Nerd" podcast. He has held seven different sales leadership roles, including a $3 billion exit to Salesforce in 2013. Caponi is an expert in sales and behavioral science, and he is passionate about helping businesses sell more effectively by embracing transparency and guiding customers through the buying process.

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