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How to Sell Expensive Intangible Services Featuring Steve Gordon
Episode 648 • 19th September 2022 • Smashing the Plateau • Smashing the Plateau
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Bestselling author and marketing expert Steve Gordon gives you the blueprint for writing your own Million Dollar Book in days–not months or years–and shows you how to use your book to boldly win the best clients and command premium fees. In today's episode of Smashing the Plateau, you will learn how a book can help you sell something that is very expensive and completely intangible that your clients don’t understand.” Steve and I discuss:
  • How Steve became an expert in how to write a book [02:36]
  • A simplified process to create a book [06:02]
  • When a new consultant should think about creating a book [10:05]
  • The importance of narrowing your focus [12:33]
  • Recognizing your unique, opinionated worldview [15:01]
  • How a book leads to sales [17:09]
Learn more about Steve at https://unstoppableceo.net/, https://writeyourmilliondollarbook.com/, https://apply.writeyourmilliondollarbook.com/ Brief Description of Gift The Million Dollar Book URL for Free Gift Themilliondollarbook.org/smashing Thank you to Our Sponsors: The Smashing the Plateau Community https://community.smashingtheplateau.com Circle https://smashingtheplateau.com/circle

Transcripts

Steve Gordon:

It's hard to sell something that's very expensive

Steve Gordon:

and completely intangible that your clients don't understand.

David Shriner-Cahn:

Welcome to Smashing the Plateau.

David Shriner-Cahn:

We help consultants, coaches, entrepreneurs, and small business

David Shriner-Cahn:

owners build their business after a long career as an employee professional.

David Shriner-Cahn:

We believe you should be able to do what you love and get paid

David Shriner-Cahn:

what you're worth ,consistently.

David Shriner-Cahn:

I'm your host David Shriner-Cahn.

David Shriner-Cahn:

Today on Smashing the Plateau, I'm speaking with the CEO and founder of

David Shriner-Cahn:

The Unstoppable CEO, Steve Gordon.

David Shriner-Cahn:

In today's episode, you will learn how a book can accelerate the

David Shriner-Cahn:

growth of your consulting business.

David Shriner-Cahn:

Stay with us to hear all the details.

David Shriner-Cahn:

How do you feel about your business?

David Shriner-Cahn:

How would membership in a caring, collaborative community help you

David Shriner-Cahn:

work toward your goals faster, with fewer costly mistakes?

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A community where quality relationships are fostered through live events and

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our own private communication platform?

David Shriner-Cahn:

Where accountability partners are part of the structure and where templates,

David Shriner-Cahn:

guides, tools, and resources are provided?

David Shriner-Cahn:

A community dedicated to empowering consultants who are determined to

David Shriner-Cahn:

build their businesses following long careers, as high achieving employees?

David Shriner-Cahn:

If you are committed to getting your consulting, coaching, or small business

David Shriner-Cahn:

to grow, on your own terms, so that you can deliver great results to

David Shriner-Cahn:

your ideal clients, while supporting the lifestyle you want, and you

David Shriner-Cahn:

don't want to do it alone, consider applying to become a member of the

David Shriner-Cahn:

Smashing the Plateau Community.

David Shriner-Cahn:

Want to know if belonging to a community is right for you?

David Shriner-Cahn:

Schedule 15 minutes with me to find out.

David Shriner-Cahn:

Go to smashingtheplateau.com/15.

David Shriner-Cahn:

That's smashingtheplateau.com/15.

David Shriner-Cahn:

Now let's welcome back Steve Gordon.

David Shriner-Cahn:

Bestselling author and marketing expert steve Gordon gives you the blueprint for

David Shriner-Cahn:

writing your own million dollar book in days, not months or years, and shows you

David Shriner-Cahn:

how to use your book to boldly win the best clients and command premium fees.

David Shriner-Cahn:

Steve, welcome back to the show.

Steve Gordon:

David, thanks for having me.

David Shriner-Cahn:

So I can't believe that it's been five years since you were

David Shriner-Cahn:

on Smashing the Plateau back in 2017.

David Shriner-Cahn:

You and I were both podcasting back then.

David Shriner-Cahn:

We're still podcasting.

David Shriner-Cahn:

Now that says something about either our lunacy or, or our

David Shriner-Cahn:

perseverance, or maybe both.

Steve Gordon:

Pig headed, determination.

David Shriner-Cahn:

Yeah, and it was a great episode.

David Shriner-Cahn:

Then we're going to get into that in a little bit.

David Shriner-Cahn:

I'd love to hear a little bit more about your background that will

David Shriner-Cahn:

clue people in on how you became an expert on writing a book.

Steve Gordon:

So I've been working with, and in myself, professional services for.

Steve Gordon:

more years than I want to admit at this point, but let's just say I'm

Steve Gordon:

past the two decade mark and heading towards the three decade mark.

Steve Gordon:

And I started my career in an engineering firm and bought that firm after I'd

Steve Gordon:

been there for about four years out of college and learned really quickly that

Steve Gordon:

it's hard to sell something that's very expensive and completely intangible

Steve Gordon:

that your clients don't understand.

Steve Gordon:

And, I left that firm 12 years ago and started helping, other

Steve Gordon:

professionals with their marketing.

Steve Gordon:

And one of the very first things that I wanted to do was write a book.

Steve Gordon:

established my own authority and expertise.

Steve Gordon:

And at the time I found that to be really difficult.

Steve Gordon:

It took, took a couple of years to actually get it done.

Steve Gordon:

I threw two book drafts in the garbage on the way to getting one done.

Steve Gordon:

And when I finally published my first book in 2014, it changed everything.

Steve Gordon:

Really almost overnight.

Steve Gordon:

I had a one and a half person, local marketing consulting firm at the

Steve Gordon:

time, and really didn't have any clients outside of our local area.

Steve Gordon:

And we went in about a week, during the launch from being that local one

Steve Gordon:

and a half person marketing firm to, having clients reaching out to us from

Steve Gordon:

literally all over the world and it changed our business virtually overnight.

Steve Gordon:

And we doubled that year.

Steve Gordon:

We doubled the year after we've grown ever since.

Steve Gordon:

And since then I've written five books and we've reversed, engineered

Steve Gordon:

a process to do it really quickly.

Steve Gordon:

And now we've helped dozens of other professionals do the same thing.

David Shriner-Cahn:

So you've had, a major shift in your business.

David Shriner-Cahn:

In particular, since you've written your book and now that has become

David Shriner-Cahn:

something that you focus on.

David Shriner-Cahn:

Your audience hasn't really changed a whole lot is what I'm hearing, but what

David Shriner-Cahn:

you're offering for them has changed.

Steve Gordon:

It's grown.

Steve Gordon:

So in my first book, which is called Unstoppable Referrals, I talked about

Steve Gordon:

this referral process that we had been developing with our clients at

Steve Gordon:

the time where we would use what we called a referral kit, which is, might

Steve Gordon:

take a number of different forms.

Steve Gordon:

It might be a presentation that you go to your clients and you

Steve Gordon:

offer through them or your referral partners and you offer through them.

Steve Gordon:

That might be a white paper.

Steve Gordon:

It might be, at the time we were doing, audio CDs, believe it or not.

Steve Gordon:

And we had a client who was using a book and it turned out that the

Steve Gordon:

book was really, the most effective of all of the forms that we tried.

Steve Gordon:

And when I wrote my book and applied all those same principles and realized

Steve Gordon:

not only is it the most effective, it's the most effective by 10 X, our

Steve Gordon:

clients started seeing that and they started asking us, Hey, you've had

Steve Gordon:

so, so much success with your book.

Steve Gordon:

I'd really, I've always been thinking about writing one.

Steve Gordon:

Could you help me write one?

Steve Gordon:

And I resisted for a long time because it was tough to get that first book out.

Steve Gordon:

And I wasn't quite sure we had the process down enough to do it for anybody

Steve Gordon:

else, but I kept getting asked and I kept getting asked and it really is

Steve Gordon:

the lynchpin for our referral strategy.

Steve Gordon:

So now we lead with, Hey, let's create your book because that's

Steve Gordon:

going to make every other bit of marketing that you do better.

Steve Gordon:

And we also then will teach them the referral strategy on the back.

David Shriner-Cahn:

So tell me a little bit about this process to create a book

David Shriner-Cahn:

and how you've really simplified it.

Steve Gordon:

So the first two attempts that I had to write a book were

Steve Gordon:

probably like what most people do.

Steve Gordon:

they want to do it and they have some general ideas and maybe you've

Steve Gordon:

got a rough outline and I would sit down to write and I'd be all full

Steve Gordon:

of caffeine and excitement and.

Steve Gordon:

be off to the races and I'd get through a chapter or two.

Steve Gordon:

And then somewhere along the lines, things would just take a left turn

Steve Gordon:

and I'd look at the, that what I'd written the next day and go, where

Steve Gordon:

am I going with this I'm lost now.

Steve Gordon:

And that was a wall for me.

Steve Gordon:

And so I heard a podcast interview back in, it was late 2013.

Steve Gordon:

I started writing that first book in January of 2014.

Steve Gordon:

And I can't remember who was being interviewed, but he described his

Steve Gordon:

process and how he broke down his book.

Steve Gordon:

And I thought, oh, okay, that's perfect.

Steve Gordon:

That's what I need.

Steve Gordon:

So I went and broke down and outlined what became Unstoppable Referrals

Steve Gordon:

in about six hours in one day.

Steve Gordon:

And I was able to outline it to such a great level of detail that when I

Steve Gordon:

started writing, I never had an issue looking at a blank page with that

Steve Gordon:

little annoying blinking cursor that wants to, wants to take you under.

Steve Gordon:

And that was really the difference.

Steve Gordon:

So I got up every day before the family was up and I wrote for an hour and every

Steve Gordon:

time I did that, I'd open the laptop and the next prompt was right there.

Steve Gordon:

And one of the real keys was, using questions.

Steve Gordon:

So we, the way we do it now with clients is we typically help them

Steve Gordon:

organize about a 10 chapter book.

Steve Gordon:

And, sometimes it's eight, sometimes it's 15, but give or take 10 chapters.

Steve Gordon:

And inside each chapter, we use the rule of three.

Steve Gordon:

So there's three main points.

Steve Gordon:

And again, these are hard and fast rules, but they're guidelines.

Steve Gordon:

And then in inside each of those main points, we have them lay

Steve Gordon:

out three questions to ask.

Steve Gordon:

And when they get down to that level of detail.

Steve Gordon:

And, but the fact that we're using questions really

Steve Gordon:

helps the brain keep going.

Steve Gordon:

And that is what speeds up the writing.

Steve Gordon:

And so my record for writing a book is eight hours.

Steve Gordon:

I wrote a book that's just shy of a hundred pages and eight hours using

Steve Gordon:

this method and our clients routinely who aren't professional writers,

Steve Gordon:

who most of them would tell you.

Steve Gordon:

I'm not that comfortable writing.

Steve Gordon:

They'll come in.

Steve Gordon:

And in about 30 minutes a day, over the course of 30 days,

Steve Gordon:

they'll have their book finished.

Steve Gordon:

The first draft will be done.

Steve Gordon:

It'll be ready to edit and publish.

Steve Gordon:

Wow.

David Shriner-Cahn:

And what kinds of results.

David Shriner-Cahn:

Do these folks get once they get the, and is this their first book typically?

Steve Gordon:

For most of them, it's their first book.

Steve Gordon:

We do have a number, a growing number of clients who are coming back for their

Steve Gordon:

second or third or fourth book with us.

Steve Gordon:

But for most of them, it's their first book.

Steve Gordon:

And most businesses only need one.

Steve Gordon:

One book will transform your business.

Steve Gordon:

And the results obviously vary greatly by the type of business they are.

Steve Gordon:

But almost universally, what we see is they get this initial sort of bump

Steve Gordon:

in the marketplace because it's an exciting thing to publish a book.

Steve Gordon:

Most business owners have thought about it at one point or another, and

Steve Gordon:

they, when we talk to people, they constantly are telling us, oh yeah,

Steve Gordon:

I've had this on my bucket list for 10 years or 15 years or 20 years.

Steve Gordon:

And when you go out to your network and say, Hey, I just wrote a

Steve Gordon:

book I'm really excited about it.

Steve Gordon:

I would really appreciate your help in getting the word out.

Steve Gordon:

People get really excited.

Steve Gordon:

It gives them some good dues to go share about you and they

Steve Gordon:

really want to get behind it.

Steve Gordon:

So that typically will lead to, the first wave of new clients

Steve Gordon:

coming in for our authors.

Steve Gordon:

In that first batch.

Steve Gordon:

And it's really exciting to see we'll have people text me and they'll say,

Steve Gordon:

Hey, I just shared my book for the first time and you won't believe it.

Steve Gordon:

I've got five people that are willing to share it, or, I

Steve Gordon:

shared it with somebody who.

Steve Gordon:

I know I should have been a client of ours for years.

Steve Gordon:

And, now he really understands what we do and we're meeting to

Steve Gordon:

talk about how we can help him.

Steve Gordon:

So it's fun to watch when those sorts of things happen.

David Shriner-Cahn:

Steve, how long are folks commonly in business

David Shriner-Cahn:

before they write a book like this?

Steve Gordon:

Most of the people we work with are, they've been in business

Steve Gordon:

for at least a few years, but we've actually got, three, now we have used

Steve Gordon:

this process to launch their business.

Steve Gordon:

we're working with an educational consultant out of California.

Steve Gordon:

And, she was a teacher who wanted to move into the private sector, start

Steve Gordon:

her own consulting business and worked with her to get her book written.

Steve Gordon:

She launched it last November and within a month she had

Steve Gordon:

received national media coverage.

Steve Gordon:

She's been mentioned in national media, had a couple of feature articles

Steve Gordon:

on her since then, and went from no business to a thriving now consulting

Steve Gordon:

practice in, in less than a year.

Steve Gordon:

So it really works at all stages.

David Shriner-Cahn:

Yeah.

David Shriner-Cahn:

so for somebody who may be a longtime employee, somebody who's mid to high

David Shriner-Cahn:

level, who has been in the workforce for 20, 25 or 30 years or more, and they

David Shriner-Cahn:

either decide they want to transition into consulting, or they've been pushed

David Shriner-Cahn:

out of their job and they decide that they don't want to do that anymore.

David Shriner-Cahn:

They want a consulting business.

David Shriner-Cahn:

How soon should they think about a book?

Steve Gordon:

I think if you're going out to do consulting in an area where

Steve Gordon:

you already have expertise because of your role and in your corporate job,

Steve Gordon:

I think one of the very first things that you should do is write the book.

Steve Gordon:

It's going to leap-fund you ahead, maybe five, even 10 years

Steve Gordon:

from where you would've been.

Steve Gordon:

Otherwise you're going to be perceived in the market as an

Steve Gordon:

authority and an expert right away.

Steve Gordon:

And you, and I both know this transition from having a, a regular

Steve Gordon:

job and a regular paycheck into the entrepreneurial world into consulting

Steve Gordon:

is a tough transition for people.

Steve Gordon:

And I, a lot of that has to do with the fact that it's, you now have all

Steve Gordon:

of these options for what you should do with your day and your time.

Steve Gordon:

And when you're in a job, you've got guardrails.

Steve Gordon:

When you come out into a consulting practice that you're trying to build,

Steve Gordon:

and you're trying to get clients as the kind of first order of the day.

Steve Gordon:

There are easily a thousand things you could choose to do.

Steve Gordon:

And, most of them won't give you the level of authority that having a book will give.

Steve Gordon:

And, the book will allow you to focus your efforts around that.

Steve Gordon:

It'll allow you to let the book go and promote you, instead of you

Steve Gordon:

going and trying to sell people and working with you, it'll go do

Steve Gordon:

that hard work out in front of you.

David Shriner-Cahn:

How hard is it to write a book when you haven't

David Shriner-Cahn:

really decided on exactly what kind of niche you're going to serve?

David Shriner-Cahn:

Because one of the challenges I see with new consultants is they have

David Shriner-Cahn:

built up their expertise over decades.

David Shriner-Cahn:

They have pretty broad expertise, in a discipline.

David Shriner-Cahn:

So there are a lot of different kinds of problems they could solve.

David Shriner-Cahn:

There are different kinds of ideal clients that they could pursue.

David Shriner-Cahn:

And they're often really challenged to go narrow and pick one to focus on.

David Shriner-Cahn:

Is that a challenge for writing a book before you've really

David Shriner-Cahn:

established much of a practice.

Steve Gordon:

We work with people who've been in business for

Steve Gordon:

decades and they still haven't made those critical decision.

Steve Gordon:

They're still working with any client that comes along.

Steve Gordon:

So don't know that it necessarily is unique to people who are new

Steve Gordon:

to consulting, but I do think it's an important decision to make.

Steve Gordon:

It's one of the things that when we have a client come in.

Steve Gordon:

One of the first conversations we're going to have is, who are we really

Steve Gordon:

serving and how narrow can we make that?

Steve Gordon:

And I will tell you that it's hard to make that market too narrow

Steve Gordon:

for most consulting practices.

Steve Gordon:

And you think about most consultants they're going to work with anywhere

Steve Gordon:

from five to 50 clients in a year, on average, maybe there are a few, that'll

Steve Gordon:

have a few more than that, but we're not talking about needing to go out

Steve Gordon:

and find 10,000 people to work with.

Steve Gordon:

And so that, that gives you a unique advantage compared to a lot of businesses.

Steve Gordon:

You almost can't create a market too small to serve.

Steve Gordon:

So I've got a financial consultant that we work with.

Steve Gordon:

We've done four books with him.

Steve Gordon:

And, when we started working together, his main market was anyone

Steve Gordon:

who was preparing for retirement.

Steve Gordon:

And then, within that he had a sub niche of people who were members

Steve Gordon:

of the state retirement system here in Florida, where were both based.

Steve Gordon:

And then he of sub-nitched that down to professors at one of the universities

Steve Gordon:

in the city where he's located.

Steve Gordon:

That's maybe 10,000 people total.

Steve Gordon:

And since doing that, he's had four record years in a row with a total

Steve Gordon:

universe of prospects of 10,000 people.

Steve Gordon:

You can't get it too small.

David Shriner-Cahn:

Yeah.

David Shriner-Cahn:

That's assuming that they have the interest, the need, the resources.

David Shriner-Cahn:

Sure.

David Shriner-Cahn:

And the willingness to pay you.

Steve Gordon:

You it's gotta be a viable market.

Steve Gordon:

It's gotta be a group of people who would normally buy the type of thing

Steve Gordon:

that you're offering, but you've gotta work really hard to get it too small.

David Shriner-Cahn:

Steve, are there things that consultants and

David Shriner-Cahn:

people selling their expertise?

David Shriner-Cahn:

Can do in advance of deciding to write a book, that'll make the process easier.

Steve Gordon:

So I think the number one thing to have, and I think this

Steve Gordon:

is really foundational to starting the business, but it also is vital to

Steve Gordon:

writing the book you need to have what I call your opinionated worldview.

Steve Gordon:

And what I mean by that is, when most people start a business, they start it

Steve Gordon:

because they believe that there is, some problem out there in the world and that

Steve Gordon:

they have a unique approach to solving it.

Steve Gordon:

And, I've had consultants push back on this and say, I do it like everybody

Steve Gordon:

else does it, but yes, that may be true.

Steve Gordon:

But most of the time there's a twist that is uniquely yours.

Steve Gordon:

And it's often that twist that you're building the whole business around.

Steve Gordon:

And yeah, you want to have this reason why we exist Thinking done coming into it.

Steve Gordon:

I think that's really important to have

David Shriner-Cahn:

What's your unique worldview for your business?

Steve Gordon:

My, my unique worldview is that selling

Steve Gordon:

professional services is different.

Steve Gordon:

That the way that most of us are taught to market and sell works really well if

Steve Gordon:

you're selling a product, but when what you're selling is your own expertise,

Steve Gordon:

you have to take a different approach.

Steve Gordon:

Most of the sales techniques that work really well for products actually,

Steve Gordon:

erode trust if you're selling yourself.

Steve Gordon:

It's very hard to use some of those sales tactics and then go jump in the

Steve Gordon:

phone booth and come back out in your Superman Cape to save the day as the

Steve Gordon:

super consultant and have the person that you just arm wrestled to the sell,

Steve Gordon:

with all your fancy closing lines and scripts and all this other stuff that

Steve Gordon:

people teach and then have them accept your advice as a trusted advisor.

Steve Gordon:

And you've gotta take a different approach.

Steve Gordon:

and that's really everything that we do comes from that place of

Steve Gordon:

equipping consultants to, to be able to make that very different

Steve Gordon:

type of sale and make it easier.

Steve Gordon:

and more simply.

David Shriner-Cahn:

Yeah.

David Shriner-Cahn:

How closely aligned is the process you're describing to consultative sales, where

David Shriner-Cahn:

you're as the salesperson, you're just helping a prospect, solve a problem.

Steve Gordon:

I really think that the book is the sort of the tip of the sphere in

Steve Gordon:

that, one of the reasons that we lean on that tool so heavily is that for a lot

Steve Gordon:

of the people that we work with, putting on the salesperson hat, isn't their first

Steve Gordon:

desire when they wake up in the morning, it's not what they see themselves as.

Steve Gordon:

And what the book allows them to do, and of course there are

Steve Gordon:

other formats you could do.

Steve Gordon:

You could do this in a presentation, you could do it in other formats.

Steve Gordon:

We just find that the book carries so much more authority with it and is easier to

Steve Gordon:

share than any other thing that we found.

Steve Gordon:

But the book allows you to take all of your best thinking around how you solve

Steve Gordon:

a particular problem for a particular type of person and package it in a way

Steve Gordon:

that's very easy for people to share.

Steve Gordon:

It's no risk to the prospects, because there's no scary salesman,

Steve Gordon:

that's going to jump out of the pages and make 'em buy something.

Steve Gordon:

And it gives you the space to make your entire case.

Steve Gordon:

And so one of the things that we walk all of our clients through is we're.

Steve Gordon:

We're laying out the book, as we want to start with, what is the

Steve Gordon:

problem that the people you're trying to serve are grappling with.

Steve Gordon:

And not only that, what are the consequences of it?

Steve Gordon:

Because they may have an inkling of some of the consequences because

Steve Gordon:

they may be experiencing them.

Steve Gordon:

But you, as the expert know that if they don't address this, they're a big,

Steve Gordon:

scary monsters right around the corner.

Steve Gordon:

And they need to know about that.

Steve Gordon:

So we need to tell 'em those things that builds trust.

Steve Gordon:

Then we need to lay.

Steve Gordon:

Your approach to solving the problem, we call it your unique mechanism.

Steve Gordon:

And this is I always like to equate it to the Wizard of Oz.

Steve Gordon:

you've just been, dumped by the tornado, into this strange place and you want to

Steve Gordon:

get home and everybody tells you, you have to follow the yellow brick road.

Steve Gordon:

Your unique mechanism is the yellow brick road, and that's going to end

Steve Gordon:

at this beautiful gleaming gemed, Emerald city, which is going to

Steve Gordon:

be your gateway to your future.

Steve Gordon:

And so at the end of the book, we want to paint that picture of what's possible

Steve Gordon:

for that person, once you've transformed them and take them on that journey.

Steve Gordon:

When you're able to do that, you can do things that are typically

Steve Gordon:

hard for most consultants.

Steve Gordon:

That is, you can address all of the objections that commonly come up in sales

Steve Gordon:

conversations all up front in the book.

Steve Gordon:

You can address all the questions that come up.

Steve Gordon:

You can address all of the ways clients sabotage themselves as consultants.

Steve Gordon:

We know all the time that we can, lead the horse to water, but we

Steve Gordon:

can't always make them drink.

Steve Gordon:

And we can point out all of the places where they're going to,

Steve Gordon:

they're going to blow themselves up.

Steve Gordon:

If they don't follow our advice.

Steve Gordon:

All of.

Steve Gordon:

Increases their trust in you.

Steve Gordon:

It increases their relationship with you and all of that can

Steve Gordon:

be done before you ever meet.

Steve Gordon:

Which means when they show up, you have the experience of them

Steve Gordon:

basically trying to sell you on why you should take 'em as a client.

Steve Gordon:

And that's an easy sales conversation to have.

David Shriner-Cahn:

Yeah, it is very different.

David Shriner-Cahn:

Steve, I want to, first of all, congratulate you on what you've done with

David Shriner-Cahn:

your own business is pretty remarkable.

David Shriner-Cahn:

And congratulations also on serving folks, that can really benefit by having a book.

David Shriner-Cahn:

If somebody wants to go deeper with anything we've discussed, access any of

David Shriner-Cahn:

the resources you might have available, or get in touch with you, where would

David Shriner-Cahn:

be the best place for them to go.

Steve Gordon:

Yes, David, what we've done.

Steve Gordon:

We've set up a page where they can get a copy of my latest book, which

Steve Gordon:

is called the million dollar book, which will lay out our whole system

Steve Gordon:

for how you can write your own seven figure business book that will,

Steve Gordon:

attract the kind of clients you want.

Steve Gordon:

And, I'd love to make a copy available to anybody listening, for free.

Steve Gordon:

They can go to themilliondollarbook.org, themilliondollarbook.org/smashing,

Steve Gordon:

and they can get a copy there.

Steve Gordon:

And, Again, completely free.

Steve Gordon:

We want to get that out to as many people as we can so that it'll help as

Steve Gordon:

many consultants as it possibly can.

David Shriner-Cahn:

My guest today has been the CEO and founder of

David Shriner-Cahn:

unstoppable CEO, Steve Gordon.

David Shriner-Cahn:

Steve, I want to thank you again for coming back and joining us.

Steve Gordon:

David.

Steve Gordon:

Thank you.

Steve Gordon:

It's been a lot of fun.

David Shriner-Cahn:

When you visit the Smashing the Plateau website at

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smashingtheplateau.com, you'll find a summary of each episode, along with

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the links we mentioned on the show.

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On today's episode with Steve Gordon, we learned how a book can accelerate

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the growth of your consulting business.

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Are you building a community?

David Shriner-Cahn:

Check out Circle, the all in one community platform for creators and brands.

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Bring together engaging discussions members, live streams, chat

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events, and memberships, all in one place, all under your own brand.

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Circle is the platform we use in the Smashing the Plateau Community.

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I love the way Circle puts your people, discussions and content all in one place.

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Get a free 14- day trial of Circle at smashingtheplateau.com/circle.

David Shriner-Cahn:

That's smashingtheplateau.com/circle.

David Shriner-Cahn:

I'm David Shriner-Cahn.

David Shriner-Cahn:

Thank you for taking the time to listen to our show.

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