Cover art for podcast 321 Biz Development

321 Biz Development

362 EpisodesProduced by Clarence NappierWebsite

321 Biz Dev LLC is the number one company in the world offering sales systems and business development services for attorneys, CPAs, plastic surgeons, dentists, insurance brokers, real estate brokers, and helping any small business owner with a sales function wanting to increase sales productivity a… read more

362 Episodes | 2018 - 2021

White-Collar Small Business Owner Effort-Task Distributions

October 24th, 2021


This is an advanced topic for attorneys, CPAs, dentists, plastic surgeons, insurance brokers and real estate brokers with transaction prices at $1,000 and higher.

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321 Clients Never Work Alone

October 7th, 2021


This podcast episode was produced about 3 years ago, in 2018.

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The Sales Truth Table for Business Pros and Political Candidates

October 1st, 2021


Sales professionals and Republican political candidates will be more effective after listening to this info.

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You Sitting With Your Laptop Sipping Coffee At Starbucks Will Not Find New Clients For Your Business

June 3rd, 2021


Before I started the conversations, I observed what people were doing on their laptops while sipping coffee. The three people I observed worked in the legal, real estate and construction industries.

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I Helped a California Elderly Lady Pack For a Texas Move and She Gave Me $15,000 in Antique China

June 2nd, 2021


Talking to strangers has always put me in an advantageous position. You would be surprised at the new friends, business opportunities, and …

Converting Business Owner-Prospect Confrontational Appointments to Managed Expectations

June 1st, 2021


Confrontation is not the typical expectation on neither side of the transaction. It's only natural if left unmanaged. And, guess what? The business …

If I Can Build a Deck with Little Past Experience, Anyone Can Learn How to Sell

May 30th, 2021


But the best news of building this deck is I had little experience in building decks, but I attempted it even though I was so fearful.

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Don't Let Low Sales Performance Be Your Daddy

May 30th, 2021


"Who's Your Daddy?" is a slang expression used to show that something or someone has dominance over someone else.

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How Small Business Owners Can Be Both Aggressive and Professional to Increase Sales

May 29th, 2021


Aggressive is not what blog article readers and podcast episodes listeners think the word means.

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There Would Be Fewer Marketing Companies If They Were Paid on the Backend and Based on Client ROI

May 27th, 2021


What if marketing companies had to deliver a minimum amount of sales revenue in order to get paid?

If you like what you hear, please support the show. Support the show ($biz321321)

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Taking a Look At a Marv Levy Quote: "If It's Too Hard for Them, It's Just Right for Us"

May 27th, 2021


Marv Levy was the NFL Buffalo Bills coach from 1986 to 19997. Levy is credited with the phrase, “If It’s too Hard for Them, It’s Just Right for Us”. My military commander must have heard Coach Levy use the phrase …

321 Biz Dev Lead Generation for Professionals

May 24th, 2021


Effective June 1, 2021.

321 Biz Dev LLC is available to fill the new client gaps when small business owners occasionally have the following business …

321 Biz Dev Has Produced 500 Episodes But Never Provides Details About Specific Consulting Services

May 22nd, 2021


A big reason why we stopped providing sales system, business development detailed materials has a lot to do with two guys from Texas. Two guys from Austin found some detailed materials about the 321 Biz Dev system …

Our Competition Hates 321 Biz Dev Because They Do Not Serve Business Owners Like 321 Biz Dev Does

May 19th, 2021


The stories I can tell you about what 321 Biz Dev LLC experiences on a daily basis will make you both laugh and cry.

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Plumbers, HVAC Installers & Home Repair Technicians Just Walk Pass Potential Customers Every Day

May 19th, 2021


It's no secret that highly skilled trade business owners have the least amount of sales and business development training and experience. I'm speaking plumbers, HVAC installers and home renovation personnel.

Imagine the …

Small Business Owners Should Not Discount Products and Services Prices To Attract Customers

May 16th, 2021


It's very common for small businesses to copy big corporate marketing and adThe vertising strategies. One strategy which works for big corporations but miserably fails for small businesses is offering price discounts.

Be Careful About Low-Balling Vendor Proposals Especially When The Work Is Desperately Needed

May 16th, 2021


Yes, this is the worst thing a prospect can do to a small business owner when the prospect really needs the product or service.

I am talking about low-balling small business owner proposals. And I am emphasizing …

It's Inevitable That Business Owners Revenue Needs and 321 Biz Dev Services Will Come Together

May 16th, 2021


Certain arrangements and combinations just make perfect sense. Combinations-like a hamburger with fries, a hotdog and Pepsi at a baseball game, a shot of tequila, lemon, and salt combinations, a new pair of shoes with …

Small Businesses Using Marketing Campaigns Send Message Building Relationships Are Unimportant

May 16th, 2021


There is anecdotal evidence suggesting that consumers are more likely to buy from small business owners who put themselves ahead of impersonal, marketing campaigns.

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Los Angeles: Attorney Toni Long-The Long Law Group-Business and Entertainment Law

May 15th, 2021


Toni Y. Long is the Managing Partner and the founder of The Long Law Group, PC, with a practice focused on entertainment and business transactions. Her business and corporate practice focuses on corporate governance, …

California: Interview with Sam Altawil, J.D., Filling Human Resources Gaps Across the Country

May 12th, 2021


Mr. Altawil brings 25+ years experience working with private sector and non-profit organizations to strengthen human resources platforms.

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California Is Last Out of 50 States in Well-Run States for Business...But There Is A Silver Lining

May 11th, 2021


The truth is it takes effort and leadership to be number one in anything. The motivation for this article and podcast episode comes from a recent article from California Globe.

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Puerto Rico: Interview With Edje-Recording Artist, Producer, Studio Mastering

May 11th, 2021


Interviewed while in Rio Piedras, Puerto Rico, artist and producer Edje talks about how he got started writing music from learning music theory at a young age. Based in Atlanta, Edje does not use profanity in his lyrics …

Rio Piedras Puerto Rico: Announcing Upcoming Podcast Interview with Edje-Recording Artist and Producer

May 6th, 2021


Please don’t miss this sure to be exciting and informative podcast interview with recording artist and producer, EdJe. I was fortunate to get EdJe to be a guest while he is working on some projects in Rio Piedras, …

Big City Small Businesses Need 321 Biz Dev More Than Ever Before

May 5th, 2021


When conducting your market analysis, you will often hear the term “fragmented market,” and the fragmented industry meaning refers to a market that lacks major players that dominate the industry.

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You Got the Degree, the License and the Certification...You Gotta Do WHAT NOW to Find Clients?

May 5th, 2021


It would have been nice if dental, medical, law degrees came with clients ready to buy. And, add to the above statement, dental, medical and law …

Karla Sasser CPA, VIRTUALCFONOW.COM, Does Not Prepare Taxes

May 5th, 2021


I finally met a CPA who works with small business owners as a trusted advisor. Karla Sasser, CPA offers comprehensive consulting and management …

Note to Self: My Company Rules the Sales Systems and Business Development Space

May 5th, 2021


Little did I know that the corporate job I had in the early 2000's would be my professional and income producing salvation twelve years later.

So …

Making Future Marketing Investment Decisions When Your Last Marketing Investment Turned Into an Marketing Expense

May 5th, 2021


The marketing proposal starts as an investment and, at the end, the marketing dollars were an expense.

The "investment" presumed revenue dollars …

Nationwide: Karla Sasser, CPA - Episode 5 of 5 - Collaborating with IT Staff and Project Management Teams

April 19th, 2021


This is the fifth and final episode where Karla talks about outside IT consultants collaborating with company IT staff.

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Nationwide: Karla Sasser, CPA - Episode 4 of 5 - Analyzing Critical Data and Key Performance Indicators (KPIs)

April 19th, 2021


Karla defines KPI's as measurements of observed company performance  vs expected company performance. KPI's have broad industry usage from customer service to staffing to sales.

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Nationwide: Karla Sasser, CPA - Episode 3 of 5 - Evaluating Project Plans for Internal Control

April 19th, 2021


Karla says that the business topic of internal control is quite boring. Although boring, internal control procedures save money, reduce financial …

Nationwide: Karla Sasser, CPA - Episode 2 of 5 - IT Security Policy, Vendor Risk Assessment

April 18th, 2021


In Episode 2 of 5, Karla Sasser highlights drafting IT security policies and vendor risk assessments procedures to meet business owner needs.

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Nationwide: Karla Sasser, CPA - Episode 1 of 5 - Practice Introduction

April 18th, 2021


In Episode 1 of 5, Karla Sasser introduces listeners to her practice and extensive background in accounting, operations management and information …

Caller Prep Board Show on - Getting Zero-Cost Referrals: The Fifth of the Five Front-End Sales Activities

April 18th, 2021


This episode highlights the fifth and final of the front-end sales activities. Getting zero-cost referrals to your business is possible by providing your newest clients great sales experiences.

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Caller Prep Board Show on Closing - The Fourth of the Five Front-End Sales Activities

April 17th, 2021


The Closing activity is the fourth, and the final, of the five front-end sales activities. Your potential client has showed up to the appointment to meet with you about your product or service. The Closing activity …

Insight: Dental Practice Business Model and Revenue Woes

April 15th, 2021


My company saw the dental industry calamity coming in 2017, but dental practice owners were not ready for our company's business development …

Caller Prep Board Show on Appointment Setting is the Third, Front-End Sales Activity

April 15th, 2021


Setting Appointments is the third of five front-end sales activities. Listeners will get an introduction to 321 Biz Dev's proprietary sales system called SWAS (Selling Without Appearing to Sell).

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Caller Prep Board Show on Prospecting is the Second, Front-End Sales Activity

April 14th, 2021


The prospecting phase follows the contacting phase. The prospecting phase identifies who may want your product or service and who can afford your …

Sacramento California: Interview with CEO/Broker Greg Marshall, Allivantage Insurance Agency LLC - (916) 203-9151

April 14th, 2021


Greg Marshall is licensed as a financial advisor in Nevada, Texas, Virginia, Florida, Minnesota and California. Greg brings a people-centric approach to help consumers with their financial planning needs. His website is …

Caller Prep Board Show on Contacting is the First of Five Sales Activities

April 12th, 2021


Contacting is the front-sales activity most shunned by small business owners. There are many reasons for contacting to be least liked function of sales growth. This show will highlight some interesting areas about …

Caller Prep Board Show on Marketing is Not As It Appears to Be

April 10th, 2021


Broadcasting live Monday through Saturday to save small business owners anywhere in the world. Be careful about marketing pitches.

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Caller Prep Board: The Intro Show on Blog Talk Radio

April 9th, 2021


Here's our first show on from a live radio show on Blog Talk Radio. Biz Owners Caller Prep Board. Visit The 30-minute show is live at 8am (ET).

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Insight: I Never Learned Something New From Someone Who Agreed With Me

March 29th, 2021


There is something about the human mind, especially in the area of business development, where business owners push back on new information to improve sales productivity and sales performance.

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Insight: White-Collar Small Business Must Have Confidence in Their Sales Systems

March 29th, 2021


A sales system is a visible, logical and repeatable set of steps to move a product or service from a business to a consumer with predictable, …

Prospects Do Not Care About Your Credentials Until You First Show You Care About People

March 28th, 2021


Consumers are telling 321 Biz Dev that credentialed providers are leading conversations with their education and experience at appointments instead of, first, getting to know consumers.

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When Does a Seemingly Great Marketing Investment Sink to a Disappointing Marketing Expense?

March 25th, 2021


The business owner saw her ads on television, heard her company's name on the radio, and saw her posts on social media platforms. The business owner even received the marketing mailer at her address...and it look …

What Salespeople Should Know About Overcoming B2B Outbound Call Jitters

March 23rd, 2021


Call is also a noun where people are forced into dialogue. You cannot call someone and expect the other person not to say anything.

Combining the …

Why 321 Biz Dev Never Hypes Up Our Business Consulting Content

March 19th, 2021


321 Biz Dev is not a marketing company. Our content is about helping business grow their businesses using tried and proven sales systems. When there is hype, you will find overpromises.

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321 Biz Dev Five Podcast Interview Programs to Support Small Business Owners

March 19th, 2021


I'm hanging out in Metro Atlanta this week and finally had time to complete the formal podcast interview programs to help small business owners connect with more prospects.

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Why White-Collar Small Business Owners Do Not Talk About Their Businesses In Public

March 17th, 2021


Part of the reluctance for white-collar small business owners not to talk about their businesses comes from feeling their products and services are …

Sacramento: Demi Giro Talks About Her Journey to Recovery and Working As A New 321 Biz Dev Vice President

March 16th, 2021


I hope listeners find this interview with Ms. Giro, who is progressing well in her recovery program, interesting. She has skills that are a perfect match as a 321 Biz Dev business development specialist. To work as a …

Hair Stylists-Estheticians-Tattoo Artists: Monday Is 10% Off Podcast Interviews

March 15th, 2021


Through April 30, Hair Stylists, Estheticians and Tattoo Artists received 10% off on 25-minute podcast interviews IF you call us or we call you, Mondays. Ten-percent off reduces the $145 fee for the podcast interview to …

San Francisco: Valencia Talks About Selling San Francisco Bay Area Homes and Taking the Wealth to Texas, Georgia and Florida

March 13th, 2021


East Oakland native and California real estate broker discusses wealth distribution opportunities created by supercharged San Francisco Bay Area real estate. Californians need to consider making good financial …

What Is Business Development? A Definition for Small Business Owners

March 11th, 2021


Business Development is increasing sales revenue by building an active, healthy sales pipeline. An active, healthy sales pipeline is defined as …

How to Use 321 Biz Dev, 25-Minute Interviews to Grow Your Business

March 9th, 2021


Both white collar and traditional small business owners are liking the 25-minute interviews to help them generate more business contacts and client. …

Another Fishing Story: Going to the Deep Sea...Where the Big Fish Are

March 8th, 2021


This episode using a fishing analogy and is about salespeople leaving the safety of calm waters along the shore or fishing from a nice bridge to drop their lines into water…with hundreds of other fishermen. This analogy …

What CPAs Must Do Now To Remain Competitive

March 4th, 2021


I have to admit that it's tough sometimes for my company to clearly and indisputably differentiate itself from marketing companies. I have to tell WCSBOs that marketing is about exposure, images, and perception. Often, …

Several Game-Changing, Podcasting Benefits and Features For Independent Hair Stylists

March 2nd, 2021


But here is what I know as a son and nephew of a family owned barbershop-hair salon combo chain in Tampa, Florida. There are more stylists than …

San Francisco: Valencia Burton, California Real Estate Broker, DRE 01329676-Discuss Real Estate Probate Sales

March 1st, 2021


Finally, 321 Biz Dev LLC has found a competent Northern California real estate broker willing to work with probate attorneys to help California sellers move through the sometimes awkward process of selling homes of …

321 Biz Dev and General Smabo Will Interview You and Upload to Top Podcast Platforms

February 26th, 2021


321 Biz Dev has added traditional small business owners to its client base through General Smabo. Smabo is an acronym for "small business owner". Covid-19 government lockdowns and shutdowns have crushed small business …

San Francisco: Valencia Burton, California Real Estate Broker, Helps Realtors Finally Make Money

February 23rd, 2021


It's taken my company years to find a real estate broker like California real estate broker, Valencia Burton, who understands that real estate agents need help learning how to transition from the 9-5 to hourly or salary …

Georgia: Interview with Bryant Maude-President/CEO-Liberty Water USA

February 19th, 2021


Bryant's business has been open for three days as of the date of this interview. What a tremendous Patriot who decided to elevate Life, Liberty and the Pursuit of Happiness by bringing an American product to the …

Real Estate Agent Solutions for Real Estate Sales Woes

February 19th, 2021


Every agent has the right to generate enough money to make their real estate careers successful. Although there are typically more agents than …

I'm Finally Off Social Media for Business...Plus General Smabo Offers to Small Business Owners

February 17th, 2021


My CPA client in Florida sealed the deal for me to leave social media for business...and leave social media for everything else. Plus, check out how General Smabo helps small business owners get their messages to the …

Business Owners Get Paid When Making Themselves Vulnerable When Prospecting

February 16th, 2021


Business owners suffer financially and lower their business stature by keeping their mouths shut instead of facing rejection and making themselves …

San Francisco: Valencia Burton, California RE Broker, Speaks About Real Estate from Human Experience Perspective

February 14th, 2021


Valencia Burton, Broker/Owner of Buddha International Realty, is an East Oakland California native and has been a California real estate broker for over 10 years. She has a unique perspective about the real estate …

The Differences Between Pull Vs Push Marketing Concepts

January 26th, 2021


This is an advanced topic covered by 321 Biz Dev LLC. Ninety-five percent of white-collar business owners lose business because they push instead of …

Business Musical Chairs Fueled and Made Worst By Covid-19 Lockdowns Is No Longer A Theory-It's a Law

January 25th, 2021


Now, we have an evolving situation with businesses struggling to stay open and erratic shutdown orders, after being open for 20, 30 or more years.

Oakland: Interview with Kenneth Session, California Statewide Real Estate Broker

January 23rd, 2021


A true titan in the California real estate industry, Kenny Session is the real deal. After restructuring from the mid 2000's real estate and mortgage crisis, Kenny is connecting buyers and seller with agents throughout …

Facebook, Twitter and Instagram Are Not Good Primary Tools for White-Collar Small Business Owners

January 23rd, 2021


Social media is for social issues. Finding clients for your white-collar small business is not social.

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If You Fear Looking For New Clients, Then It is Questionable You Are a True Business Owner

January 17th, 2021


This is a red alert episode. Please do not listen if hearing truth is a challenge.

If the business owner is not making an effort to increase revenue more than the competition, then he or she is not really a business …

Small Business CEO's Main Duty is to Ensure the Survival of the Company

January 15th, 2021


What our consulting firm sees is many white-collar small business owners are deficient in finding new clients. Yes, business owners think about …

Now I Understand the Difficulties in Finding a CPA

January 14th, 2021


Can you imagine a situation where a Los Angeles CPA is the most talented in the city, but interviews with prospects are adversarial? The CPA knows his or her industry well, but is unable to connect with the prospect to …

Life Insurance Sales Team MELTdown and How It Happens

January 12th, 2021


This episode is sponsored by future Life Insurance Broker Yeilyn Rodriguez who should be licensed in January 2021.

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Advantages Give White-Collar Small Business Owners Greater Results Than Opportunities

January 11th, 2021


This episode highlights intermediate to advanced small business owner material for attorneys, CPAs, dentists, plastic surgeons, insurance brokers and real estate brokers. Each industry has an advantage component …

321 Biz Dev Helps Real Estate Agents Close Transactions in 90 Days or Less

January 8th, 2021


321 Biz Dev advises agents and their brokers to take a different path than the training programs most real estate trainers use. 321 Biz Dev believes …

Interview with Joseph Gwynn, San Francisco Real Estate Broker

January 7th, 2021


A graduate of University of California, Santa Barbara with a Bachelor’s degree in Mathematical Science, Joseph also earned his MBA from San Francisco State University.  Joseph wrote his MBA thesis on the housing crash …

321 Biz Dev Skills Match White-Collar Business Owner Knowledge and Experience

December 31st, 2020


It has come to my attention that white collar professionals assume 321 Biz Dev sales system training, business development experience and our ability …

321 Connects Consumers and Professionals Looking for One Another

December 29th, 2020


Are you a consumer looking to connect with a business professional such as attorney, a CPA, a dentist, a plastic surgeon, an insurance broker, or a real estate broker?

Are you a business professional looking for a …

Social Media Is The Worst Place for White-Collar Professionals to Find New Clients

December 9th, 2020


As a consulting firm CEO, I've studied this situation for the last six years. Now, in 2020, most white-collar professionals (attorneys, CPAs, …

321 Biz Dev Can Help Allstate, Farmers and State Farm Agencies Sell More Life Insurance

December 8th, 2020


There are more franchise agencies selling life insurance but these are the most popular names. Many agents selling at franchise, brand name insurance …

Feature Your Business on the 321 Biz Development Podcast

December 5th, 2020


321 Biz Dev offers 60 second slots for $35 to small business owners, upon acceptance of your business products and services.

321 Biz Dev will 60 second slots for $60 to small business owners who wish to record their own …

A Contrarian's Perspective About Marketing

December 3rd, 2020


You might want to drink some coffee on this episode. I completely nerded out. But, personally, I loved this episode.

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Let's Feature Your White-Collar Business on the iHeart Podcast Network

November 30th, 2020


We are excited to announce that after two months of waiting for our application to be reviewed by iHeart Podcast, 321 Biz Dev LLC is now on the platform.

Our content is unique in discussing sales topics typically heard …

Someday Is Today for White-Collar Small Business Owners...Tomorrow Never Comes...Yesterday Is Too Late

November 29th, 2020


Nothing is clearer with these Covid-19 lockdowns than understanding you can only focus on today. Tomorrow never comes. Meaning, prior to Covid-19 …

One Business Owner Should Never Feel Inferior to Another Business Owner… Both Are Business Owners

November 25th, 2020


In B2B selling, this one of the biggest problems stopping independent salespeople from selling to other business owners.

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What You Don't Know in the Sales Industry Will Hurt Your Business

November 24th, 2020


Ever heard of the cliché, it's not who you know but what you know?

The meaning of this saying is people get ahead in life based on their connections, not so much on their skills or knowledge. It is a saying that people …

321 Does Not Charge Marketing Fees...321 Installs Sales Systems to Help Business Owners Improve Sales

November 20th, 2020


Marketing companies perform a specific service. Consulting firms help companies improve existing sales system or install sales systems where none …

Note to Self: You Own the Company...Act Like An Owner

November 20th, 2020


Ever have one of those moments when self-doubt creeps in your life?

Being a business owner is never an easy venture. It was never meant to be easy, …

The Sales Boogeyman is Holding Back People in Their White Collar Small Businesses

November 20th, 2020


The first challenge to succeed in business is our past beliefs. As children, we were told never to talk to strangers because people we do not know …

Request for Information and Invitation to Interview You...Changing Economic Conditions

November 15th, 2020


Because white collar small business owners do not want or do not have the time to prospect for my potential clients, 321 Biz Dev LLC takes the lead …

What It Takes to Work as a 321 Business Development Professional

November 12th, 2020


Business Development is one of the most obscure industries that I've come across in my 20+ years of working in the corporate and independent business worlds.

Some say business development is selling. Others say it's the …

Interview (2017) with Erika Badillo, Sacramento Realtor

October 22nd, 2020


This interview was uploaded from a 2017 interview from another podcast platform.

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When is Digital Marketing Effective and For Which Businesses (2017 Episode)

October 22nd, 2020


This episode was found on another platform. Just transferring to this platform.

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Highlights of How to Succeed in Life Insurance Sales...The Steps to Success Unknown to Even Popular Agencies

October 6th, 2020


I estimate 95% of insurance agencies, brokerages and agents have not been trained to succeed. 321 can fix that.

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Yeilyn Rodriguez VP-321 Biz Dev LLC Talks About Learning How A Consulting Business Works

October 5th, 2020


Cuban American Yeilyn Rodriguez was recently added as a VP at 321 Biz Dev LLC as we expand our consulting services to the English and Spanish …

Spanish Podcast Introduction with Yeilyn Rodriguez, VP

September 29th, 2020


Ms. Rodriguez is almost ready to talk business in Spanish.

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321 Podcast Episodes Now in Spanish

September 25th, 2020


Introducing Yeilyn Rodriguez, VP, 321 Biz Dev LLC.

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"It Only Takes 60 Seconds Or Less to Grow Your Business"

September 23rd, 2020


After you remove all the fluff, all the excuses and fake obstacles, 60 seconds per contact is all it takes to grow your business.

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"Covid-19 Is Trying to Strip Business Owner Rights and Privileges: Did People Deserve to Have Businesses?"

September 14th, 2020


How will small business owners respond to Covid-19 creating havoc for millions of US companies? Looking back, were US small business owners really …

"How to Close A Sale-The Background Information"

September 10th, 2020


The biggest challenge white-collar small business owners and salespeople selling products and services at $1,000 and higher IS how to close a sale.

"Consumers Will Not Call to Give You Their Business-You Must Contact Them"

September 8th, 2020


We dive into the reasons white collar small business owners, now more than ever because of this Covid situation, need to be proactive in finding new …

"SWAS-Selling Without Appearing to Sell-Highlights for White Collar Small Business Owners"

September 8th, 2020


Many white-collar small business owners have struggled for years to establish their practices. When all the marketing gimmicks have been tried and …

Moving Your White-Collar Small Business Forward in a Post Covid-19 Environment

September 6th, 2020


Is learning a sales system difficulty? No. Everyone is capable of learning new things. The first challenge is people are humans do not easily accept …

Highlights for CPA Practices to Improve Productivity and Performance During Covid Situation

August 30th, 2020


Small business owners cannot hope and expect new clients will come to them without any external effort.

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Willingness is the Toughest Part of Reaching Your Personal or Business Goals

August 27th, 2020


Whether it's losing weight, stopping to using tobacco, growing your church, finding confidence in talking to that girl, winning that political office …

Stay The Course and You Will Win When It Feels Like You Are Losing

August 27th, 2020


It's almost like the saying: "he who laughs last, laughs best".

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Small Business Owners Must Discover Who They Really Are

August 27th, 2020


Regardless of your status, to improve yourself, you must discover who you really are. Then, you can make changes.

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Behaviors-Habits-Actions-Outcomes for Business Success

August 27th, 2020


All white-collar small business owners can develop productive behaviors, habits, actions and outcomes for success.

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The Big Difference Between Marketing and Consulting

August 21st, 2020


Consumers, business owners, marketers and even some consultants have challenges understanding how marketing and consulting differ.

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2015 Episode: You Thought Selling Would Be Easy

August 21st, 2020


This is an episode I found in my archives from the year 2015, one year after I started my consulting firm.

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The Gold Standard Training in Learning How to Prospect for New Clients

August 19th, 2020


Covid-19 is presenting great opportunities for people to transition to sales jobs. There are hundreds of thousands of sales positions open across the U.S.

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Upcoming Episode: How to Prospect for New Clients

August 19th, 2020


It's a great combination. Prospecting for new clients scares the hell out of most people thinking about beginning sales careers. I would say 99% of …

Two Reasons Why Salespeople Quit Sales Jobs Or Get Terminated From Sales Jobs

August 18th, 2020


Selling is not hard. The problem is companies do not give salespeople a good platform to learn how to sell.

Please click HERE to read the blog …

The Three Players in Sales Transactions With Three Separation Motivations

August 15th, 2020


Please excuse my raspy voice in this episode. It's allergy season in Northern California. 

This is very important episode highlighting the three players in a marketing transaction: the consumer, the marketer and the …

There's Power in Saying Hello to Others and Introducing Yourself

June 30th, 2020


Regardless of your business or project, saying hello and introducing yourself is the most powerful tool you have. In fact, much of your business or …

How Does A Person Looking for Any Success Go From No Experience to Great Experience?

June 26th, 2020


I cover several significant points in this episode that people may have never heard before.

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California Insurance Brokerage's First Episode: How JW Insurance Services Helps Agents Become Successful

June 25th, 2020


Jason Wilson CEO and I are teaming up to help new and struggling veteran insurance agents chart a career path to success in the financial services industry.

We hope you enjoy our first episode.

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Effort Determines Success in All Things

June 23rd, 2020


The six letter word, effort, is underestimated in its role in helping people become successful. There is no one-to-one substitute for effort; not …

If You Are Paid Well, But Still Feel Like A Slave, Start Your Own Business

June 17th, 2020


With the push of social justice warriors tearing down statues, removing pictures and  "canceling" people's careers who do not share the same opinion, many people earning average to above average incomes are putting …

Winning Team Biz-STEP 4: Owning An Online Shopping Portal

June 15th, 2020


If you have never owned a business, I want to make the concept of buying from your business simple.

If you currently own a retail establishment like a hair salon, gas station, a catering business or a bakery, you …

Interview with Ronda Kennedy- Attorney-Ventura County-CA District 26 Congressional Candidate

June 14th, 2020


Ronda Kennedy is general practice attorney in Ventura County who brings years of experience helping Californians navigate the legal system. Ronda is also a Ventura County, California District 26 Congressional Candidate. …

Steps 2 and 3: How to Add Three New Amway Retail Customers and Add Three New Amway Business Partners

June 11th, 2020


This episode discusses the background on how to consistently add new retail customers and new business partners every month. An important training piece is intentionally omitted because I can only share this training …

Amateur Shopping Vs Owning a Business, Creating a Retail Base and Enjoy Other Business Owner Advantages

June 6th, 2020


There are many advantages and features in owning an online shopping business. You can enjoy the same advantages as popular online shopping portals.

Are You Open to Other Ways of Making Money?

June 4th, 2020


Are you open to other ways of making money? Of course you are or you would not have agreed to listen to short podcast episode.

If you found this …

Winning Team Biz-Eight Steps to Succeed to the Amway Business

June 2nd, 2020


Hi my name is Rick Nappier. I’m the team leader for Winning Team Biz, a team I started to help people succeed in the Amway business using the 8 Steps System.

I just restarted the Amway business around May 9, 2020 …

Branding Differences Vary Widely Between Large Companies and Small Companies

May 27th, 2020


Small business owners incorrectly believe they can achieve the same branding results as large companies.

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The Sales Definition of Value Proposition

May 27th, 2020


Value Proposition is validated by prospects.

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What Does the Word Value Mean in the Sales Industry

May 27th, 2020


Currently, the word value is often used as a cliche. 

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Every Salesperson Must Master the Power of Using the Phone and a Handshake

May 27th, 2020


The power of using your phone to contact people and meeting people in public places with a handshake are very underrated. Don't let COVID-19 stop you from doing the same things you have always been doing.

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321 Sales Onboarding for White Collar Sales Pros

May 27th, 2020


If there is no sales onboarding for sales reps or even white collar small business owners, sales performance is almost guaranteed to have problems …

The Five Selling Styles of White Collar Small Business Owners

May 27th, 2020


This episode highlights the difference ways attorneys, CPAs, dentists, plastic surgeons, insurance brokers and real estate brokers sell.

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A 2017 Weekly Sales Accountability No 1

May 27th, 2020


This episode was produced in 2017 to help insurance agents and real estate agents improve performance using weekly accountability sessions.

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A 2017, 321 Biz Dev Sales Accountability Excerpt

May 27th, 2020


This episode was produced in 2017 to help new 321 clients start sales systems training.

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Who Said Selling Would Be Easy?

May 27th, 2020


This episode was originally produced in 2016. I found 80 episodes archived from a past podcast platform.

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The 321 Biz Dev Corridor of Agreement System Helps White Collar Small Business Owners Close Successfully

May 27th, 2020


This is 2016 podcast episode I found in my archives.

Our consulting firm has seen hundreds of attorneys, CPAs, dentists, plastic surgeons, insurance …

Sales System Mastery Is More Powerful Than Technical Knowledge In Sales Driven Industries

May 26th, 2020


This is a 2016 episode found in our archives. 321 was talking about sales mastery being more important than skills mastery for over 7 years. With the …

A 2016 Interview with Roberta Lucas, Fort Lauderdale Florida Realtor With One Sothebys International Realty

May 26th, 2020


Back in  2016, I interviewed Roberta Lucas. Roberta was born in Brazil, spent her early adult life in Philadelphia and now sells luxury properties in …

The 321 Biz Dev LLC Plan for Independent Certified Public Accountant High Performance Post COVID-19 Lockdowns

May 26th, 2020


This short episode highlights how 321 Biz Dev LLC can help CPAs, Accountants and Chartered Public Accountants in Canada. Business performance was already an issue for most CPAs before the Chinese Wuhan flu situation. …

I'm So Happy and Excited to Restart My Amway-USA Business

May 11th, 2020


In the mid 1990's, I started the Amway business. Amway was my first to entrepreneurial experience as I was also beginning a management career in corporate America. Even though the corporate world had some amazing, very …

After COVID-19 Running Your White-Collar Small Business Will Never Be the Same

April 26th, 2020


This episode was extracted from a 110-minute episode produced the week of 04/19/2020.

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Interview With Rochelle-Owner-Ooh La La Spa-Trinidad

April 23rd, 2020


Interviewing Rochelle was a pleasure and treat and it will be for people watching and listening to this content. Rochelle is a very professional, highly talented Trinidad aesthetician.

Click HERE to visit Rochelle on …

Comparisons Between Marketers, Consultants and Business Developers for White-Collar Small Business Owners

April 17th, 2020


Today’s podcast episode is titled: Marketers, Consultants and Business Developers: Which is Best for Small Business Owners

Marketers are Promoters, …

Five Small Business Owner Topics Bringing Clarity About The COVID-19 Situation and Reelecting Donald Trump

April 10th, 2020


Here are five topics related to how white-collar small business owners and hard working Americans should look at the corona virus situation and who …

The Four Types of White-Collar Small Business Owners Our Company Encounters Since the COVID-19 Situation

April 7th, 2020


If white-collar small business owners were not performing at good performance levels before COVID-19, the performance situation got worse as COVID-19 …

Our Company's Last Day on Social Media Plus Vote For Capitalism November 2020

April 5th, 2020


Our company is excited and ready to return to traditional consulting and selling. We discuss how social media is not suitable for white-collar small …

Eight Topics For White Collar Small Business Owners Related to Covid-19 Mess

April 3rd, 2020


These topics provide some background on the Covid-19 impacts and what white collar business owners need to do to save their businesses.

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March 31st, 2020


I want to introduce every Realtor in North America to Ray Yenkana. After working in the real estate industry, I can tell viewers that it's rare to find a broker who actually helps Realtors succeed in the industry. 

Ray …

A 100-Minute Basic Economic Course for Small Business Owners Dealing With the Corona Virus Impact

March 27th, 2020


This podcast episode is produced during the perfect time COVID-19 is in the news. I felt it was important to let small business owners and concerned individuals know what communism, socialism, and capitalism.

Economics …

Did the Corona Virus Disaster Cause Your 'Get Up and Go' TO "Get Up and Leave'?

March 25th, 2020


Often without strong sales fundamentals, the “Get Up and Go” never gets up. What do I mean by this statement? People’s perceived get up and go never was there to begin with. You see. If salespeople are closing …

How White-Collar Small Business Owners Can Benefit from the 321 Virtual Account Executive Services

March 23rd, 2020


With the current panic and fear mongering, many white-collar small business owners (attorneys, CPAs, dentists, plastic surgeons, insurance brokers …

The Fear of Rejection and Failure Can Be Removed By Using A Sales System

March 19th, 2020


This is an episode I recorded 18 months ago, but just found the recording.

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When You Are Old Enough, You Know Enough: 321 Biz Dev LLC Was Created for a Time Like This

March 17th, 2020


The more things change, the more things remain the same. 321 Biz Dev LLC saw the impacts of the 2009 real estate debacle where millions of Americans got laid off and thousands of business shut down. 

The coronavirus …

Interview with Amrit Sura, Re/Max Realtor, Abbotsford, British Columbia, (778) 999-1531

March 16th, 2020


From Kenya to London to the Middle East to Metro Vancouver, Amrit is the consummate real estate professional, serving British Columbia's Fraser …

A Contrarian's Perspective on the Subject of Marketing

March 16th, 2020


White-collar small business owners are confusing the benefits and advantages of marketing with the benefits and advantages received big companies …

The Attorney Business Development Plan by 321 Biz Dev LLC

March 10th, 2020


The show is in four parts:

1. The first part will identify challenges independent law firms have in finding client cases. By independent law firms, I mean law firms which do not have contracts with federal, state or …

LIVE Blog Talk Radio Show-March 9 2020-Thoughts About Minorities Working in the Sales Industry

March 9th, 2020


I’ve hesitated doing a show like this for almost 5 years since I started 321 Biz Dev LLC. It’s a very sensitive subject for most people…people who are minorities in the sales industry and prospects who may be clients of …

LIVE BlogTalkRadio-March 05 2020-How To Beat Your Competition Using A Sales System

March 5th, 2020


In more detail, how does the WCSBO beat the competition? The WCSBO:

  • Contacts and prospects when competitors will not.
  • Is friendlier when the …

Live From BlogTalkRadio-March 04 2020-How Poor Sales Leadership Stresses Out Salespeople

March 4th, 2020


Salespeople are stressed out when they are unable to see themselves being successful selling high priced products and services. Think about it for a …

Live From BlogTalkRadio-Selling Without Appear To Sell

March 2nd, 2020


Selling Without Appearing to Sell (SWAS) is the ultimate benefit of the 321 sales system. SWAS for designed and launched in 2015 and serves as the …

The Number One Real Estate CEO IS Not in the USA

February 29th, 2020


I was an active Realtor for about 8 years and am getting back in the industry in 60 days. Since the time I started selling real estate, I've never found a real estate company which actually helped agents improve …

288 White-Collar Small Business Owners in 36 US Cities

February 25th, 2020


Starting February 25, 2020, 321 Biz Dev LLC is in full production mode with the a 2020 goal of adding two attorneys, two CPAs, two dentists, and two …

Pride and the Boogeyman Syndrome Hurt Sales Performance

February 24th, 2020


Pride, with regard to business performance, is defined as the fear of doing the things to grow the business is greater than the need to grow the business. This pride thing is not new, but pride is becoming more of a …

Office Managers Should Learn How To Become Business Development Managers

February 20th, 2020


Office managers: this is an important trend to spot. If your office is not getting any new clients, the practice is failing.

The role of the office …

Closing the Sales Experience Gap Requires Forced, Predictable Behavior

February 13th, 2020


Just about every day, 321 Biz Dev LLC encounters situations with white-collar small business owners that present opportunities to offer better …

Second Interview with Richa Gupta, Owner, A Richa Life, Yoga Teacher, New Delhi, India

February 11th, 2020


This is the second interview with Richa who was invited to talk about personal growth and overcoming challenges. Now, this 42 year old former garment …

Business Development: The 7 Top Components

February 11th, 2020


Did you know that there is no formal business development training in the public domain for white collar small business owners? I believe 321 Biz Dev …

Background on White-Collar Small Business Owner Sales Panic and Anxiety

February 11th, 2020


Most panic attacks stem from people not being comfortable with other people in general. Even when people are out in public and they do not know one another, you can feel the invisible barriers people put between …

Interview with Eliza Serna-Senior Manager-Tofer and Associates, Law Offices Throughout Los Angeles and The Inland Empire

February 10th, 2020


It was truly a pleasure to interview Liz Serna, J.D., LL.M, Senior Manager at Tofer and Associates, A Professional Law Corporation in California with …

Behavior, Habits, Actions and Outcomes: A Must Listen for White Collar Small Business Owners

February 6th, 2020


Today’s podcast episode is titled: Behaviors, Habits, Actions and Outcomes Determine How You Perform in the Sales Industry.

I really do not like …

White-Collar Small Business Owners: Your Conference Room is an Asset

February 4th, 2020


I did a podcast episode similar to this one over year ago. This episode is an update to the previous one because there are even more reasons for …

Four Factors White-Collar Small Business Owners Should Consider

February 3rd, 2020


These four items are both important for 321 Biz Dev LLC and our clients’ businesses.

For 321 Biz Dev, the four factors drive who we select to offer …

White-Collar Small Business Owners Can Discover Who They Are By Improving Sales Proficiency

January 29th, 2020


I’m telling all listeners on this podcast episode that I’m not a motivational speaker. This episode may sound like a motivational speech, but it is not. My personal thought on motivational speakers is the motivational …

The Three Sales Hell Situations for White-Collar Small Business Owners

January 28th, 2020


Sales Hell could have different meanings to different people. This podcast episode will define sales hell as situations where there is money to be …

321 is the Consultant Firm of Choice for White-Collar Small Business Owners

January 22nd, 2020


I did a podcast episode similar to today’s episode about 5 years ago when I compared two cost-benefit analyses: the first being white-collar small …

Interview with Jeffrey G. Marsocci, Attorney, Raleigh, North Carolina

January 17th, 2020


Just to name a few certifications, Mr. Marsocci is a Certified Medicaid Planner™, a certification granted by the CMP™ Governing Board and Mr. Marsocci is an accredited attorney with the Dept. of Veterans Affairs

Mr. …

Interview with Ilya Lipovich-CEO & Co-Founder, Web & App Development-Silicon Valley California

January 15th, 2020


Ilya describes his company's services at a level where CEOs across multiple industries can understand. Listening to the podcast interview, Ilya talks …

The Two Types of Small Business Owners: One Waiting for Customers; The Other Looking for Customers

January 15th, 2020


The first one is the conclusion that the majority of small business owners are probably not maximizing their sales revenue potential. Yes, small business owners are probably making enough to support themselves and keep …

There Are No Glass Ceiling Obstacles In the Small Business Owner Environment

January 11th, 2020


When men and women start CPA practices, law firms, dental clinics, surgery centers, real estate brokerages and insurance agencies, they people think …

The 321 Blind Referral is More Effective and Profitable Than Networking Group Referrals

January 9th, 2020


321 is working for the business owner by contacting, prospecting and setting appointments and assisting with the closing. Most small business owners do not want to contact and prospect. Most small business owners do not …

321 Added Website-Digital Marketing and Life Coaching Services to Better Support Our Business Clients

January 7th, 2020


I would say that approximately 60% of the business owners we contact have no websites or do not have a functional websites appealing to potential …

Interview with Cid Lough-A Joyful Wellness LIfe Coach-Monterey California

January 3rd, 2020


321 Biz Development kicks off the year 2020 with our first podcast guest of the year: Cid Lough, Life Coach from Monterey California. Cid brings a wealth of experience to individuals and business professionals, helping …

Interview with Andrena Sawyer, Owner, P.E.R.K. Consulting, Baltimore Maryland

December 28th, 2019


From the West African nation of Sierra Leone to Baltimore, Andrena Sawyer, Owner of P.E.R.K. Consulting is the go-to business owner to establish your …

The 2020, 321 New Biz Development Podcast Introduction

December 26th, 2019


We will run the same introduction in 2020 saving us hundreds of hours in production time.

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The Year 2019, 321 Biz Development Podcast Guests

December 23rd, 2019


2019 was a fantastic year for our company and clients. As 2019 nears to closing, I want to recognize 321 Biz Development podcast, small business owner guests.

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Karla Sasser, CPA-The Cyber CFO Highlights Cloud Accounting Advantages

December 19th, 2019


Karla is a 321 client and is one of the few CPAs in America that has a tremendous financial/technical background combined with a great personality.

Karla, a 20-year accounting industry veteran speaks on the advantages …

Nineteen 321 Hot Topic Episodes Bundled into ONE MEGA Episode

December 19th, 2019


This is our company's last topic based podcast episode for 2020. Instead of uploading almost 400 minutes and 19 separate episodes, we produced ONE MEGA episode and provided the most important information from each of …

Why It is Unprofitable for White-Collar Business Owners to Attend Networking Events

December 12th, 2019


I stopped attending chambers of commerce meetings and joining popular networking groups about ten years ago. I had no problem with mingling with and …

Using A Virtual-Repeatable-Logical Sales System Is All Salespeople Need to Become Successful

December 12th, 2019


I learned about VLR about 20 years ago when I worked in corporate America. Then when the U.S. economy crashed in California, Arizona, Las Vegas and South Florida, I found VLR very applicable when I started 321 Biz Dev …

The Slow Gruuv Version Interview with Richa Gupta, Owner, A Richa Life, New Delhi India Yoga Teacher

December 11th, 2019


If you are listening to the podcast episode in India, London, Canada, Australia, New York, Los Angeles, Miami, San Francisco Bay Area...or wherever you live, you must contact Richa to learn more about her yoga and …

Interview with Vidal Espinosa, Founder & Principal Partner, Invictus Advisors-San Diego California

December 11th, 2019


Vidal has an amazing story growing up in Tijuana, Mexico as a kid, keeping his eyes on his father who worked as an accountant. So, Vidal became an accountant like his father.

Vidal Espinosa is the Founder and Principal …

Interview Richa Gupta, Owner & Yoga Teacher, A Richa Life, New Delhi India (Noida District)

December 9th, 2019


If you are listening to the podcast episode in India, London, Canada, Australia, New York, Los Angeles, Miami, San Francisco Bay Area...or wherever you live, you must contact Richa to learn more about her yoga and …

IRR, Internal Rate of Return: How to Measure Marketing Campaign Effectiveness to Generate Sales Revenue

December 9th, 2019


Here’s my question to listeners. Have you ever had a gut feeling that a marketing investment was going to be either good or bad? You crossed your …

Excerpt from Interview with Wesley W. Green, Founder, Golden West College Athletic Services-Los Angeles

December 5th, 2019

Located in Southern California, GWCAS has evolved into a national network of campus administrators including, but not limited to, university/college …

Social Media's Dirty Laundry: How Social Media Slows Down Business Productivity

December 4th, 2019


At best, social media is an inexpensive way to advertise products and services.
Top social media challenges: 
The name is wrong because selling is never social, people do not make big ticket, high price item purchases …

Challenges for White-Collar Business Owners Prospecting At Their Levels and Above

November 29th, 2019


This podcast episode is a perplexing one because it deals with the superiority-inferiority complex among business owners and prospects.

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Being Professional, Aggressive and a Woman in the Sales Industry

November 26th, 2019


The first goal is to help both men and women mix two selling characteristic which, on the surface, appear contradictory to 99.9% of salespeople.

The second goal is to help women understand that the sales industry is …

Interview With Alex Moghadasi, Principal, MBA, CPA-Ryan Tax Defense-Tampa-Florida

November 23rd, 2019


Listen to Alex speak about the tax challenges individuals and small business owners face.

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Could Business Success Be As Scary as Business Failure?

November 21st, 2019


321 Biz Dev LLC has actually met people who are afraid to use a sales system because it may expose some deeper fears. Imagine this. Your brain says you are a great business owner. Your educational credentials say you …

Small Business Owners and Hard Working Employees Will Be Devastated by Socialist Economic Policies

November 20th, 2019


The conversation about socialist economic policies is not hard to understand but socialism has many moving parts. With the parts, isolated by …

White-Collar Small Business Owners with Credentials and Experience, But Without Enough Clients Can Buy Willingness

November 18th, 2019


One of the 321 sales system modules talks about the three components white-collar business owners need to maximize selling their products and …

From Standing Challenges Facing Small Business Owners CPAs Can Resolve

November 15th, 2019


Today’s podcast episode is more like a public service announcement to small business owners and CPAs across the United States. Some listeners might call this episode a marketing campaign and listeners know how I much …

How 321 Biz Dev LLC Supports Small Business Owners Add More Clients

November 15th, 2019


321 Biz Dev LLC or 321 offers two separate services, which if combined, give white-collar small business owners the power to add more clients to …

Why Is It Difficult for White Collar Business Owners to Care About Their Prospects?

November 14th, 2019


I asked the million-dollar question just now. Thanks to Katina Person, CEO, Allegiance Biz LLC, in Washington DC for giving the inspiration to …

Clients Must Validate "Value", Not Salespeople Saying They Provide "Value" Selling Their Products and Services

November 13th, 2019


If you have worked in the sales industry for at least 5 years, you have heard of the phrase or have used the phrase “I want to provide value to my prospects and clients.” Many sales organizations tell their reps in …

Capitalist White-Collar Small Business Owners Increase Sales Revenues Instead of Cutting Expenses

November 9th, 2019


In business, I see a similar situation where small business owners want to cut expenses to earn a profit instead of finding solutions to increase …

SWOT: The Capitalist's Tool to Improve Sales Performance

November 8th, 2019


This is the first official capitalism podcast episode and I wanted to get the party started by talking about how white-collar small business owners …

Our First Podcast Episode About Capitalism and White-Collar Small Business Owners

November 8th, 2019


After producing over 200 podcast episodes about 321 sales systems and business development services, it's now time to shift to our first love: the subject of capitalism.

Capitalism drives the private sector but benefits …

White-Collar Small Business Owners Now Know How Ineffective Social Media Is

November 6th, 2019


About the same time, Facebook was luring white collar sales people like CPAs, attorneys, dentists, plastic surgeons, insurance agents and realtors to …

Sales System Training Should Be More About How Prospects Feel About Their Sales Experiences

November 3rd, 2019


Starting our sixth year in business on November 1, 2019, new business insights never stop coming. But isn’t that true for most businesses after they survive the first 2-5 years?

During the month of October 2019, our …

Major Differences Between Marketing Companies and Business Development Companies

October 29th, 2019


These following definitions are provided to describe how your dollars spent for marketing can be characterized in two ways:

  • Dollars spent for …

Calling for 321 White-Collar Clients is a Piece of Cake Compared with Finding 321 White Collar Clients

October 24th, 2019


Every business always something it has to deal with and 321 Biz Dev LLC is no exception.

Just to give white-collar small business owners who may …

Why White-Collar Small Business Owners Are Reluctant to Talk to Others About Their Businesses

October 23rd, 2019


This episode and its content about feedback from sales system training sessions, prospect conversations and words from the streets. Something interesting happens when speak with lots of people: you begin to form an …

How Estate Planning and Business Law Attorneys Benefit by Working with 321 Biz Dev LLC

October 22nd, 2019


The four reasons why estate planning and business law attorneys should work with 321 are:

  1. White-collar business owners have levels of higher …

Work Your White Collar Small Business While The Iron is Hot!

October 18th, 2019


I want to say this right now on my own podcast that using a sales system and working your business consistently will separate a white-collar small …

Good Sales Indoctrination vs Poor Sales Indoctrination: Salespeople Are Trained In One Or The Other

October 16th, 2019


This is one of those podcast episodes where every person working in sales or thinking about working in sales needs to hear…and at the same time, this is the podcast episode no one wants to hear. Therefore, this podcast …

If You Can Ride A Bike, You Can Train White-Collar Business Owners How to Use A Sales System

October 16th, 2019


I know the title seem ridiculous. And, no the title is not a professional attack on white-collar business owners like CPAs, attorneys, dentists, …

Experienced Real Estate Agents or Experienced Life Insurance Agents Need Only Apply - Eat What You Kill

October 14th, 2019


321 Biz Dev LLC only reports on and create podcast episodes about actual encounters with small business owners and salesperson when we speak with or train them.

There is a big challenge experienced by the majority of …

Private Practice Dentists Should Work With 321 Biz Dev LLC

October 14th, 2019


Dentists were one of the first white-collar business owners we supported back in 2010 when 321 Biz Dev LLC was getting started under our previous …

How White Collar Small Business Owners and 321 Biz Dev LLC Can Work Together

October 11th, 2019


Many small business owners are asking if it's a good idea and easy to work with 321 Biz Dev LLC.

The answers are yes and yes!

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Don Willis-Future Atlanta Realtor - (678) 923-2988

October 8th, 2019


Don is one of our company's newest real estate sales system trainees. Before Don gets his Georgia license, I told him to introduce himself to at …

The Word ATTEMPT in Finding New Clients Is Less Scary Than The Word CONTACT for New Clients

October 8th, 2019


Maybe if sales managers used the word, ATTEMPTS, 99.9% of salespeople would not have extreme fear about contacting and prospecting.

Here are a few …

Team 321 is Assembled to Support Small Business Owners in the US and Canada

October 4th, 2019


After hearing these employer sentiments over and over again, for almost one year, 321 Biz Dev LLC worked to assemble a team of consultants to provide …

White-Collar Business Owners Need Sales Onboarding to Make More Money

October 3rd, 2019


The definition of onboarding is: the action or process of integrating a new employee into an organization or familiarizing a new customer or client with one's products or services.

If you have worked in any job, you …

Connie Correia-Vertex Insurance Solutions, Inc-California Insurance Broker & Employer Benefits Consultant-(916) 764-6458

September 30th, 2019


Connie Correia is the most informed California Health Insurance Broker I've met since I left a Los Angeles-based, Fortune 500 health insurance company, selling large group health insurance.
What puts Connie's health …

Why White Collar Small Business Owners are Losing Money By Not Using A Sales System

September 29th, 2019


Maybe it does not matter. But I can’t believe white collar business owners want to experience slow sales, low revenues, and discontent in their …

RHIPs: The Solution to Help Small Business Owners Manage Health Insurance Premiums

September 25th, 2019


We at 321 are offering a business solution; a first of its kind for small business owners battling rising health insurance expenses.

RHIPs, Revenues …

Why You Win with Public and B2B Prospecting When You Feel Like You Are Losing

September 23rd, 2019


This episode was produced at the tail end of 7-day Mediterranean cruise in Southern Europe.

There are three ways salespeople win when they publicly prospect face-to-face or make B2B outbound calls.

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A New Pareto Principle: 5% of Salespeople Producing 95% of Sales

September 12th, 2019


I lay this situation squarely at the feet of the social media movement which convinces salespeople to shift sales performance responsibility to digital marketing.

It was just 12 years ago where salespeople found …

Three Ways To Tell You Have Made a Solid Business Connection

September 6th, 2019


The first way to tell you have made a true business connection:

1. The prospect has a real business concern, business need.

2. Adding more clients …

Consumers to Salespeople: Shut The Hell Up

September 3rd, 2019


The nicer way of saying "shut the hell up" is "please let consumers talk some at appointments."

For the last 45 years, psychologists who study …

20 Seconds, 5 Minutes to Effectively Remove The Awkwardness of Contacting and Prospecting

August 29th, 2019


This is a challenge for every salesperson…even me…but I know how to manage the anxiety and awkwardness of connecting with people on a B2B call, but especially face-to-face where people experience the most uneasiness.

So …

Renting vs Owning Your Company's Sales and Marketing System

August 26th, 2019


In contrast, if the salesperson owns the marketing system, he or she can leverage ownership for many, many years and control how fast or slow the …

CPAs and 321 Biz Dev: A Small Business Owner's Perfect Business Growth Team

August 25th, 2019


We are excited to produce this episode about CPAs and my company working together to support small business owners.

  • The easiest thing to do is what …

Using a Great Sales System Guarantees Lots of Referrals

July 31st, 2019


This is a short podcast episode from Las Vegas, Nevada. It's about 107 degrees, so I had time to do this podcast before going to hang out.

When new clients enjoy great sales experiences, business owners and salespersons …

Two Important Sales Phrases to Understand: Sales Training and Business Development

July 28th, 2019


Speaking with a Tampa business owner today, I got this sincere question asked.

This Tampa business owner was not embarrassed to ask me my definitions of sales training and business development. She had a good idea what …

The Day I Figured Out What I Was Doing in My Sales Career...But Being Alert I Didn't Miss Out

July 24th, 2019


After leaving corporate America in 2000, I began selling in the independent sales industry (insurance, mortgages, and real estate). It wasn't long …

Remedies for Salespeople Fear of Rejection & Fear of Failure

July 23rd, 2019


Here’s a topic no one wants to discuss or, or that can’t provide a solution for salespeople looking to overcome fear of rejection and fear of failure …

A Phone and A Handshake Are the Two Most Powerful Sales Tools...More Powerful Than Any Digital Marketing Solution

July 19th, 2019


The main advantage of using your phone to contact people or businesses is your can call to set appointments faster than any other methods. While on the phone, you will usually reach the decision maker or the office …

Marketers’ Words Will Tell You if Marketing Strategies Favor Them or Your Business

July 17th, 2019


Potential customers are seeking the marketing specialist’s expertise because business owners are looking for solutions. Marketing specialists often …

Do Looks Matter in Becoming a Sales Superstar?

July 15th, 2019


Today’s topic is probably the least talked about in public but the most thought about subject my company hears when we individually meet with small business owners and salespeople.

No. Sales professionals do not start …

Small Business Owners and Salespeople Should Put Social Media in Last Place in Marketing Their Products and Services

July 12th, 2019


Social Media has never proven itself as a winning marketing strategy. In fact, the only people making money with social media are Facebook, Instagram and Twitter. 

This podcast episode explains how salespeople were …

The Crappy To Happy Home Message to Home Sellers, General Contractors and Real Estate Investors

July 9th, 2019


Crappy 2 Happy Homes is a real estate investment firm which does three things: 

1. Help home sellers looking for practical selling solutions when …

321's Professional Media Marketing Is More Powerful Than Social Media Marketing

July 9th, 2019


My oh my have things changed so quickly. According to my business partner and technology confidant, Genie, President at SiteMarkit, that’s (spell it …

Is Free Social Media Posting To Be Seen On Instagram A Nail In The Coffin for Small Business Owners?

July 7th, 2019


Before the fee, the majority of small business owners and salespersons I’ve spoken with were not making money posting their ads to social media sites when there was no fee. Now that the free option is no longer …

Why I Don't Like Sales Lead Generation Programs...Sales Leads Do Not Help People Learn How to Sell

July 5th, 2019


What I’m getting it, as I said earlier, is selling is an entrepreneurial activity to escape the need to be heavily dependent on external inputs to be …

Interview with Samantha Brookes, CEO-Mortgages of Canada, Book Author-"Cash is Queen"

July 5th, 2019


I've known Samantha, a Toronto business owner, for almost 18 months and I am thrilled she's doing one of her first interviews with me to talk about her new book, "Cash is Queen".
Samantha also talks about using past …

The Power of 3: How Realtors, Loan Officers and Insurance Agents Can Work Together

July 4th, 2019


This is a podcast from 2015 uploaded to this new platform.

Realtors, Loan Officers and Insurance Agents can work together to build strong networks to generate new business, refer business to one another and get …

Free Webinar: Part 3 of 5-Part, Life Insurance Selling

July 2nd, 2019


This Friday, July 5, 321 will conduct a free sales training session on Part 3 of a five-part insurance sales system.

As if prospecting for insurance …

Interview with Catherine Smart, Manager, Blue Mountain Village Foundation for Damon Allen Celebrity Golf Tournament-Canada

June 27th, 2019


Today’s podcast segment features our guest, Catherine Smart, Manager, Blue Mountain Village Foundation, in the great nation of Canada.

Catherine comes on the 321 Biz Development show to provide some details about the …

Interview with Jive Communications, Account Executive, AJ Smith, Lindon, Utah

June 25th, 2019


AJ Smith was gracious enough to be a guest to give listeners a peak into the Jive Communications audio/video/conferencing communication platform.

My company has been a Jive customer for almost 5 months and we have had …

Upgrading Your Small Business from Technician to Entrepreneur Status

June 25th, 2019



Working your business as a technician is earning money but being close to the job you didn’t like. Operating your business as an entrepreneur has a lot more benefits. But developing and achieving the entrepreneurial …

Defining Sales Productivity and Sales Performance

June 18th, 2019


The definitions of these two words, productivity and performance, are mysteries to white collar salespeople based on our conversations with hundreds …

What If Your Selling Skills Were Like Kawhi Leonard's Basketball Skills and Personal Demeanor?

June 16th, 2019


I really mean Kawhi Leonard's basketball skills combined with his quiet calmness whether he is winning or losing.

No doubt, Kawhi Leonard, a native of Compton California played an instrumental part of Toronto’s darling …

When Your Sales Performance Epiphany Arrives, Will You Respond?

June 15th, 2019


This podcast focuses on my walk with sales performance and how I got to get this point. An epiphany can happen in any aspect in your life. What’s important about an epiphany is will you recognize it and will you take …

The Five Traditional Selling Styles Plus 321's Meaningful Dialogue Selling Style

June 10th, 2019


Items 1-5 are the following five selling styles. Item 6 is the selling style created by 321 Biz Dev LLC.

  1. Aggressive selling
  2. Need-Oriented selling

The Sales Consultants Are Many But The Results Are Few

June 7th, 2019


This podcast is not intended to belittle any other company’s services. But we do at 321 Biz Dev LLC want to put some competitive distance between …

321 Recruiting and 5-Star Sales Training Support for Brokers Managing Realtors, Insurance Agents or Loan Officers

June 5th, 2019


This video advertises 321 Biz Dev LLC’s service to help Real Estate Brokers, Insurance Brokers and Mortgage Brokers recruit and maximize sales performance using 321’s 5-Star sales training and business development …

Interview with Lorraine Santirosa, Realtor HomeSmart Realty West, San Diego, Serving Military Veterans and Families

June 4th, 2019


Jamaica-born, England-raised, Lorraine Santirosa brings 15+ years real estate experience, serving U.S. military veterans and families in the San Diego Area.

Lorraine recalls her first real estate transaction with a …

Real Estate Marketing Gimmicks Cannot Defeat Real Estate Digital Marketing Companies

June 3rd, 2019


For real estate, the trend is shifting towards gimmicks. By gimmicks, I mean the approach to generate real estate sales is moving away from long-term career development and moving to short-term methods to drive sales …

Insurance Brokers and 321 Work Well Together

June 3rd, 2019


 Over the last three years, 321 has never detailed how we can work with Insurance Brokers. This podcast is produced after 321 has helped hundreds of insurance brokers and agents improve sales productivity, performance …

CPAs and 321 Work Well Together

June 2nd, 2019


Over the last 6 months, 321 has never detailed how we can work with CPAs and accounting firms. This podcast is produced after we have signed agreements to support two CPAs in California.

Let’s do a quick overview of …

Two Sales Executives from Both Coasts Who Helped Me Improve Sales Performance

May 30th, 2019


Mark, a San Francisco CEO, and Harley, a Boston Elder Law Attorney, helped me understand what independent selling is all about.

I owe them both a huge debt of gratitude.

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Ella Rivkin CEO, ERPS Group Inc, Brooklyn NY, From Russian Refugee to American Entrepreneur

May 23rd, 2019


What a great story by Ella Rivkin. She owns a accounting firm and financial planning company in Brooklyn, NY.

Ella details how she accelerated her drive to become versed in the English language at the age of 14. 

Ella …

321's Definition of Top Producer and It's a Numbers Game

May 23rd, 2019


Every salesperson, especially in real estate, insurance or other industries where sales volume is measured annually, has heard of the phrase “top …

The Commission Split Controversy and How to Be in Business on Day 1 After Licensing

May 22nd, 2019


This podcast is about two subjects: the commission split controversy and how to be in business on the first day you are license.

Commission split controversies started around 2006 before the real estate and mortgage …

Why Small Business Owners Are in the Sales Fog

May 21st, 2019


This podcast is going to one of the easiest one we’ve ever done because this podcast titled “The Sales Fog” is a culmination of many podcasts on the …

Interview w/Andrea Esse, Metro Detroit, Broker/Owner ReMax Defined, Motto Mortgage Defined

May 15th, 2019


Andrea Esse is a Metro Detroit real estate and mortgage broker with 4+ offices.

321 is grateful to have Andrea Esse as our most recent podcast guest.

Listen More to Sell More At Appointments

May 11th, 2019


There’s a saying that goes like this: “The first person who talks loses

We always said, "Whoever talks first loses" but it isn't quite as simple as that. People will tell you things (if you just shut up!) when given the …

I Hate the Company, I Hate the Pay, I Hate My Boss...But I Am the Boss

May 10th, 2019


I was under some sinus and allergy medication while recording this podcast. So I apologize in advance.

On October 31, 2014, I fired myself as "Rick …

Face-to-Face and B2B Telephone Prospecting: Predictable, Responsive and Efficient.

May 7th, 2019


I admit that this podcast flies in the face of what most business owners are doing to find customers. The truth is that face to face and telephone prospecting is not easy. 

I mean…it’s technically easy. Each …

Never Underestimate Your Skills, Never Overestimate Another Person’s Skills

May 6th, 2019


I hope this podcast helps salespeople or anyone who might have this feeling about himself or herself.

If you are a salesperson, whether you are new or a veteran salesperson, the belief that you are inferior to another …

The 321 Template to Reverse Engineer Your Business Sales Design

April 30th, 2019


I’ve been struggling with releasing information for free about how small business owners can improve their companies’ sales profitability. Okay, 321 uses words for a specific purpose. Profitability is defined as revenue …

Start a 321 Sales Training Center (STC) in Your U.S. or Canadian City

April 30th, 2019


321 STCs will discuss strong business topics with local business owners which include the four main sales functions: contacting, prospecting, appointment setting and closing. Each of these four functions has at 10 hours …

321 Biz Dev Weekly Sales Accountability Session No 1-Contacting and Prospecting

April 30th, 2019


We explore the nuts and bolts of traditional contacting and prospecting to find new clients.

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321 Biz Dev-Weekly Accountability Session-"Belief, Value and The Sales System"

April 30th, 2019


We discuss several sales topics about how people develop belief system, product or service value and the sales system.

Click HERE to visit us on the Internet

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Karla Sasser, CPA in Simi Valley California Testimonial About 321 Sales Training

April 28th, 2019


I want to thank Karla for the testimonial about 321 sales training helping to improve her sales skills.

Karla Sasser, CPA can be reached at (805) 328-4523 or you can visit her website by clicking HERE.

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Sales Challenges Inside the Bubble, Sales Solutions Outside the Bubble

April 27th, 2019


What an amazing, revealing week of discoveries for the week April 22-April 26!

If I were able to detail the events my company’s experiences, you …

Agents Can Take Back The Real Estate Industry from Multi-Billion Dollar Tech Companies

April 25th, 2019


Last week, I had a very serious and informative interview with two titans in the real estate industry, Kim and Rob Campbell, two Tennessee area brokers who owned 15 ReMax offices, managing 400 agents.
I want to thank …

Interview with Kim and Robb Campbell-Real Estate Business Expansion Experts

April 21st, 2019


This is a groundbreaking interview with national real estate professionals who have found the best way for real estate agents to succeed!

Kim and Robb did an excellent job recapping what the real estate industry was …

Interview-Laureen K Insurance Group-Insurance Broker-Downtown Atlanta

April 19th, 2019


What a great interview with Laureen Bennett, Owner of Laureen K Insurance Group.

Laureen brings many years of hands-on, property and casualty experience from working as a claims examiner at a national insurance company.

The 321 Business is So Hard, But I Like It So, So Much

April 19th, 2019


This is a long overdue podcast which discussing why I love the sales training and business development business.

The four reasons are:

  1.  I believe …

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

April 16th, 2019


Greg Marshall has a story to tell.

321 helped Greg install a structured sales system. And, guess what happened within one year? Greg closed a mega insurance transaction.

Greg talks about how the lack of sales training …

The 321 Weekly Sales Accountability Sessions Start April 22, 2019

April 15th, 2019


Starting April 22, 321 is starting this accountability sessions for existing clients in the cities you see in the image. The accountability sessions will cover the most important sales and business development content …

Interview with Top Producer Las Vegas Realtor-Linda Naw

April 14th, 2019


Listeners will definitely enjoy this in-depth interview with a Top Producer Realtor, an agent in the Entertainment Capital of the World, Las Vegas.

Linda talks about her humble beginnings, growing in the ghetto section …

Interview with Philadelphia's K.Shawn Singletary, Realtor, PA Real Instructor, Success Coach

April 13th, 2019


I enjoyed interviewing K.Shawn Singletary, a native of the City of Brotherly Love, has a lot to say on this podcast.

K.Shawn makes a strong case to support why buyers and sellers in addition to people looking for a …

Selling: Rational Versus Irrational Logic

April 9th, 2019


This is important podcast because selling is both a logical and emotional for the salesperson and the prospect. Selling is never irrational with …

The Salesperson's Value Proposition Must Exceed The Prospect's Expectation

April 9th, 2019


The note to self is a reminder to always be empathetic to business owners we call. The olive branch is a way of saying 321 wants to partner with you.

How 321 Helped A California Insurance Agent Go From a Non-Productive Agent to a Consistent Producer

April 5th, 2019


This is the short version of life insurance agent who went from being non-productive to being a consistent producer.

Her name is Cherry, a life insurance agent in California. She is also a registered nurse but inactive …

What White Collar Sales Pros Need to Know About B2B Phone Calls

April 3rd, 2019


The podcast is about people wanting to know how to call small business owners to see if the company has a need for your product or service. There is nothing more challenging in sales than B2B phone calls and …

The Onion Skin Behind a Successful White Collar Salesperson

April 2nd, 2019


In the United States as well with other parts of the world, and unfortunately not in every nation, men and women can make decisions to start a business.

But what is the drive to own a business? I’m not talking about any …

Converting White Collar Pro Social Media "LIKES" to Prospects

April 2nd, 2019


This podcast is targeted to white collar sales pros mainly because they market big ticket, high price items.

This podcast is giving just about all …

White Collar Sales Professional Prospecting Power Needs Four Things To Be Successful

April 1st, 2019



When it comes to Face-to-Face and B2B phone prospecting, white collar sales pros have to believe in four things:

  1. You must believe in your …

Take Control of Your Business Before Billionaire Digital Marketing Controls Your Industry

March 31st, 2019


If you learn how to find your own clients, you will not need to buy leads.

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Close More Often Using the 321, 3-Point, Sales System Close

March 29th, 2019


You’re at the appointment. The prospect has agreed to meet with you at their home or their business. So, you’re 50% there. 

What you do at this point, moving forward will determine if you leave the appointment empty …

White-Collar Sales Pros Need a Good Closing Sales System

March 28th, 2019


The Frenchman, Louis Pasteur, a world-famous biologist responsible for pasteurization, which bears his name, was a process person. He coined the …

White Collar Sales Professionals and Managing Sales Anxiety

March 27th, 2019


We will discuss how sales anxiety begins, why sales anxiety exists, and the two stages sales anxiety rears its ugly head.

Click HERE to visit us on the Internet.

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Interview with Sheneya Wilson, CPA, MBA, PhD Candidate, CEO of Fola Financial LLC

March 25th, 2019


Everyone business owner listening to this podcast should get to know Sheneya Wilson. Ms. Wilson is a shining-star of business, money and finance. 

I …

Why Our Company Was Kicked Out of the Local Chamber of Commerce

March 22nd, 2019


This happened almost 5 years ago when our company started helping chamber members more than the local chamber of commerce.

Click HERE to visit us on the Internet.

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Cherry Frame-Financial Services Advisor-Serves GA, FL, OK, MD and CA Resident Insurance Needs

March 19th, 2019


Cherry is a California native and resident and is now helping people in Georgia and Florida. Just over the last few weeks, Cherry has helped a South Georgia resident with his insurance needs and before that she helped a …

Entrepreneurial Appropriation: Lead Generation Companies Dirty Little Secret

March 18th, 2019


This podcast will define what I call entrepreneurial appropriation. I must admit that I wish I had the millions it takes to have gotten into the game back in 2009. There’s nothing illegal about what I’m about discuss. …

Will Longstanding, Well-Established Franchised Insurance Agencies Be Zillow'd Out Too?

March 16th, 2019


I had the great opportunity to briefly chat with an up and coming insurance agency CEO and franchiser. Based on our company's conversations with longstanding, well-established insurance agency owners, I've come to the …

What Selling, Sales Training Is

March 13th, 2019


Here’s the short explanation of selling is:

Selling is about finding mutual agreement between prospects and salesperson by seeing a product or service is a good fit.

Here’s how a large majority of salespeople define …

Life Insurance Agents Improve Closing Ratios with 321's Prospect Interview Sales System

March 11th, 2019


Insurance Agents, particularly life insurance agents, may find this podcast very valuable as it discusses the top challenges for selling life …

Understanding Sales Anxiety in the Most Important Sales Stages

March 6th, 2019


Prospects, say, according to many sales journals and studies conducted by behavioral psychologists, that most interactions with salespeople are …

The State of the American Small Business Owners

February 28th, 2019


 Talk about socialism among U.S. Democrat politicians is on the rise.

What would a U.S. socialist presidency look like? Let’s pretend it’s January …

The Economics, Math and Finance Every White Collar Business Owner Should Know

February 22nd, 2019


This broadcast covers economic, math and finance information white-collar business professionals should know.

I wish I had more time to add more to …

Big or Small Business: Are Branding Activities and Results The Same

February 20th, 2019


In my opinion and from my studies and experience working as sales executive in corporate America, there is a significant different on a grand scale …

Feedback from "How Do I Sell Correctly" Questionnaires

February 19th, 2019


Our company randomly solicited 18 small business owners, mainly from the US and Canada and several from around the world, to find them about their …

321 is Back on Blog Talk Radio

February 18th, 2019


We like podcasting, but we also like live shows. We will post our live shows here in addition to original sales training and business development material.

321 Biz Dev on BlogTalkRadio

Click HERE to visit us on the web.

The Oddities of Social Media Selling and How We Got to This Point

February 14th, 2019


Let’s talk a little economics, math and finance and why every man, woman and child should study these subjects to be informed. I majored in Business …

How Much is Each B2B or Face-to-Face Contact Worth?

February 12th, 2019


What puzzles me the most about my question is when did this activity significantly slow down where salespeople STOPPED reaching to contacts? It was almost as if one day, salespeople were professionally and proactively …

What CPAs Should Know About Their Business Clients' Needs

February 10th, 2019


Two articles from and the AICPA which is the American Institute of Certified Public Accountants (the national organization…each state has CPA member board) talks about how business clients are …

Understanding and Overcoming Sales Anxiety at Appointments

February 6th, 2019


Most of selling is about the psychology of how prospects and salespersons feel in a sales process. Selling is not one-sided in favor of salespeople …

A Comprehensive Podcast about Selling for White Collar Professionals

February 5th, 2019


This podcast covers a variety of very important topics geared towards white collar professionals.

  1. Salespeople's lack of desire to be …

Downloadable Sales and Business Development Training Sessions

January 29th, 2019


We are excited to announce that 321 sales and business development training sessions will be available for download in a few weeks.
There will be four downloadable sessions or one download with all four sessions, both at …

Transactional Selling vs. Relationship Selling

January 25th, 2019


Often, white-collar sales professionals believe they are connecting with prospects using relationship sales skills when in reality transactional …

Starting Your Sales Career the Right Way or the Wrong Way

January 23rd, 2019


This is a short podcast to highlight how some salespeople in some white-collar professions start their sales careers without have a blueprint.


White-Collar Professionals Now Have a Sales Training Source

January 22nd, 2019


  321 Biz Dev LLC supports white-collar professionals with three options:

  • Training your company to find clients,
  • Setting B2B appointments for your …

Low Sales Productivity: The Biggest Threat To White-Collar Pros and the U.S. Economy

January 10th, 2019


This podcast might be one of the most serious podcasts I’ve done in a few months. We at 321 believe all of our podcasts highlight the importance of mastering your skills as a salesperson.
But this podcast will do a deep …

Should High End Service Providers Limit Luxury, Lavish Lifestyle Social Media Post?

January 9th, 2019


 Our company surveyed about twenty people in California about how they felt about seeing luxurious social media posts from service providers who charge $5K, $10K or more for their services. 
Nineteen out of twenty said …

Pounding the Pavement-Face to Face and B2B Phone Prospecting

January 8th, 2019


The phrase “pounding the pavement” was a phrase used up to early 2000’s and is still used in limited conversation today by traditional salespeople.
Pounding the Pavement sales and marketing described salespeople who …

321 Business Advisory Community for White-Collar Professionals

January 7th, 2019


Today’s podcast topic is starting a Business Advisory Community (BAC) if you are an attorney, a CPA, a financial planner, a mortgage broker or a real estate broker located in the US or Canada. 

A Business Advisory …

The One Minute or Less Positive Feedback from a Naples Florida Sales Training Client

January 5th, 2019


Sales training is so obscure...I wish I could change that but I cannot.
The millennial business owner with twelve years experience was astonished …

White-Collar Professionals are Hungry

January 4th, 2019


The sales systems designs for CPAs, Insurance Brokers, Real Estate Brokers, Dentists, Attorneys and Website Developers are not new designs for our company.

321 has had these sales systems since 2015. But the time is …

Homeless People Know How to Prospect Better Than Salespeople

January 4th, 2019


This is an updated podcast to one I did a few years ago about how the homeless are better prospectors who need to make $50 per day than people working in sales who can make $500-$2,000 per day.

California easily has …

We Are Unconstrained, Unrestricted to Grow Our Company and Help Small Business Owners

January 2nd, 2019


This podcast is about our company's 2014 beginnings to help insurance agents, support white collar professionals in 2018 and, for 2019, grow our …

Sales Training Session Excerpt with Florida Small Business Owner

December 29th, 2018


These four minutes were at the end of a 150-minute sales training session (1st session of 5). This session was conducted December 28, 2018. Yes, our …

White-Collar Professionals Need to Start Prospecting and Asking for Business

December 21st, 2018


Our goal for 2019 is to help white-collar professionals spend no more than 5% of their marketing efforts on social media and assist CPAs, lawyers, …

Karla Sasser, CPA-The Cyber CFO in Simi Valley California

December 20th, 2018


Karla is a 20-year, professional experienced in corporate audits, red flag fraud and serving as an expert compliance consultant for the cannabis …

How to Successfully Conduct a Prospect-Salesperson Interview

December 18th, 2018


This podcast previews the new 3-hour course to help white-collar professionals close deals with clients with at a higher close rate.

The …

The Sales Psychology of Telephone and Face-to-Face Business Prospecting

December 17th, 2018


321 has a holiday offer for small business owners and salespersons wanting to get a jump on 2019 by learning how to prospect.

Telephone and …

Sales Maturity Advances Using a Sales System

December 14th, 2018


We are starting our 5th year as a sales and business development company. And boy have we seen some stuff in the independent sales environment.

I have to admit we started 321 Biz Dev looking at just one industry, …

Various Important Sales and Business Development Topics

December 12th, 2018


321 covers about six topics on this podcast. We have been busy working with white collar business owners. Topics include: business social media to …

Interview with "The Authorities" Book Author, CPA, MBA-Ursula Garrett

December 4th, 2018


Here's a CPA with her finger on the pulse of business. Ursula has a national and international following of women entrepreneurs who have a burning …

The CIRA Sales System by 321 Biz Dev LLC

November 22nd, 2018


CIRA is a sales system for CPAs, Insurance Agencies/Brokers, Real Estate Brokers and Attorney Law Firms.


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Welcome to The 321 Generation

November 9th, 2018


This podcast represents our 2nd wave of podcasts to talk about how successful sales performance requires you to dig deep to overcome life's obstacles.

Engineering a Sales Process for Insurance Agents

October 26th, 2018


In 2015, our company helped over 100 life insurance agents learn how to use a sales process. Insurance products are the most difficult to sell …

Understanding Business...a 321 8-Hour Sales Training Session

October 25th, 2018


This podcast highlights the 321 module "Understanding Business". We cover very important topics to help people who have never owned a business and …

Don't Skip Sales Cycle Stages to Dash to Your Product Knowledge

October 22nd, 2018


This podcast provides general information why it is important not to skip sales cycles stages under the pressure to talk about your product or service.

Many salespeople lose business because the meeting with prospects …

Stop Trying to Close Prospects As Soon as You Meet Them

October 21st, 2018


Without a sales system, salespeople and business owners are prone to trying to close prematurely. The ABC (Always-Be-Closing) mindset, without a …

Closing Scenario Purposely Done Wrong

August 28th, 2018


This is a closing scenario for an insurance appointment. As you might notice, the closing work is NOT done at the end. The closing process begins long before the agent meets with prospects at the appointment.

Closing …

Overview of 321's Professional Closing Training

August 27th, 2018


Closing is one of the most important sales functions. Unfortunately, salespersons and business owners miss the mark, leaving consumers feeling …

321's Contacting & Prospecting Training Overview

August 27th, 2018


321's contacting and prospecting training is a 2-hour session. This class is ideally for white-collar professionals like attorneys, cosmetic …

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