Frank Bria – Author and Business Mentor

Frank Bria is a self-titled “recovering consultant”. He started off his career in the banking and high-tech finance world. He did a lot of tech start-up work and one of the companies he helped to get the banking business off the ground ended up selling for $175 million. He traveled all over the world and spent a lot of time with venture capitalist where he grew his consulting business. While it became very lucrative, it was also very exhausting. Frank came to a moment where he realized a change was needed. He started to see all the things he had been teaching to the larger companies about positing their products to sell were the same things that small business owners needed to know. Some of the initial feedback he received was that it was going to be too expensive for small business owners to do the same scaling techniques as the larger corporations. By educating small business owners that the broad concepts of scaling a business properly are not expensive at all. Now, Frank helps coaches, consultants and experts turn their six figure businesses into seven figure businesses. To be a successful consultant or coach, it can be a difficult life to live, income aside, because you are trading time for money quite a bit. Not a lot of people can tell you how to transition from one to the other. If you are starting from scratch, it is a little easier because you really don’t have anything to lose. Whereas when you are already operating a six figure business, you don’t really have that much time because you are so busy. The question Frank always gets asked is how do you take, what is basically that commodity that he charges so much for and now dedicate to build something else without losing income and taking years to grow their business.

 

The Secret to Growing Your Business From Six to Seven Figures

The secret is using information to build a better business. Many times using split testing or other tactics are good ways to learn what is working and what isn’t. The problem is that many people don’t have a strategy to leverage the framework to learn from what is happening and react to it. Most prospects, as they are growing go through certain phases. Where you can really learn about the various stages of growth is by seeing what happens in retail. If you go into a store and you are wandering around, you go through stages as you come closer to making a buying decision. If a customer is standing outside of a store loitering, he needs to have some information that would motivate him to get into the store. Once he makes it into the store, he is still kind of just wandering around and as soon as the sales person asks to help him, there’s a pretty good chance that he would say “I’m just looking”. There is an instant message. The reason that he doesn’t want to talk to a salesperson is because he really doesn’t know what he wants. Basically, he is just experiencing things. Frank Bria calls this type of person a looker. There are a lot of “lookers” in people’s email list. Many people are on email list that are just trying to figure out whether or not they are interested in buying anything yet. However, there is a transition that happens somewhere along this journey that turns “lookers” into “shoppers”. Really good retail people can sense this. When someone is aimlessly looking in the aisles, but when they start reading labels and making comparisons, this is the transitional behaviour a sales person looks for. Now the sales person can engage the “shopper” with a beneficial conversation. At some point, a decision to purchase is realized. Have you ever been in a retail store and haven’t been able to find a cashier? The buyer wants to buy and can’t buy. On the internet, when you go to purchase something when you are ready to buy, you may not be able to find what you are looking for easily. There are very specific calls to action that large corporations use that help to minimize the lack of finding a “cashier” when the buyer is ready to buy. Fortune 500 companies spend billions of dollars on advertising to generate traffic. While small business don’t have the money to advertise on such a large scale, they really don’t have to. The small business owners can learn a lot from this. In order for an expert to build and monetize a list and a following, they have to learn how to segment their audience and interact with them differently

The secret is using information to build a better business.

Scale: How to Grow Your Business by Working Less

Frank wrote this book to help small business owners learn about scaling their business using the “four keys of scale”:

• Concept
• A Business Model
• Accessing a Market
• Building Processes

If you want to learn more about or connect with Frank Bria, check out his links below and remember he welcomes all questions, comments and inquiries! Scale to Success Website Frank on YouTube Frank Bria on Google Plus Frank on LinkedIn Frank Bria on Facebook Follow Frank Bria on Twitter Scale to Success Podcast Show Send an email to Frank Bria Here are the highlights of my conversation with Frank Bria if you are in a hurry:

• Who is Frank Bria? (3:20 Mark)
• The first natural law of nature about scaling. (17:00 Mark)
• The second natural law of nature for scaling. (18:15 Mark)
• What are some of the best entrepreneurs doing to earn 7 figures? (31:30 Mark)
• Frank’s Break Away moment. (46:00 Mark)

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