IAM423- Entrepreneur Helps Small Business Owners Take Control of Their Business

Stacey Brown Randall is a three-time entrepreneur, award-winning author of Generating Business Referrals Without Asking, host of the Roadmap to Grow Your Business podcast, and national speaker.

Her programs help small business owners and solopreneurs take control of their referrals, their client experience, and their business.

Stacey has had the privilege of helping well-known corporations and franchises such as Bank of America, Mass Mutual, International Minute Press, and Re/Max but her focus is on small business owners and solopreneurs.

Stacey has been featured in national publications like Entrepreneur Magazine, Investor Business Daily, Forbes, CEO World, Cheddar TV Network, and more.

She received her Master’s in Organizational Communication and is married with three kids, an 11-year-old son, and a 9-year-old daughter, and she and her husband are raising their 11-year-old nephew.

• CEO Hack: App- Bonjoro for connecting through videos
• CEO Nugget: Asking the question ‘Were you brave today'
• CEO Defined: Freedom and Control

Website: http://www.staceybrownrandall.com/

Facebook: www.facebook.com/staceybrownrandall
LinkedIn: www.linkedin.com/in/staceybrandall
Twitter: @staceybrandall
IG: @staceybrownrandall
www.generatingbusinessreferrals.com

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Transcription

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Intro 0:02

Do you want to learn effective ways to build relationships, generate sales, and grow your business from successful entrepreneurs, startups, and CEOs without listening to a long, long, long interview? If so, you've come to the right place. Gresham Harkless values your time and is ready to share with you precisely the information you're in search of. This is the I AM CEO Podcast.

Gresham Harkless 0:30

Hello, this is Gresh from the I AM CEO podcast and I have a very special guest on the show today. I have Stacey Brown Randall of StaceyBrownRandall.com. Stacey, it's awesome to have you on the show.

Stacey Brown Randall 0:39

Thanks for having me.

Gresham Harkless 0:40

No problem. Super excited to have you on and what I wanted to do was just read a little bit more about Stacey so you hear about all the awesome things that she's doing. Stacey is a three-time entrepreneur award award-winning author of generating business referrals without asking, host of the Roadmap to Grow Your Business podcast, and a national speaker. programs help small business owners and solopreneurs take control of their referrals and their client experience in their business.

Stacey has had the privilege of helping well-known corporations and franchises such as Bank of America, MassMutual, International Minute Press, and REMAX for her focus on small business owners and solopreneurs. Stacy has been featured in national publications like Entrepreneur Magazine, investor, Business Daily, Forbes, CEO World, Chatter TV network, and many more. She received her master's in organizational communication is married with three children, an 11-year-old son, a nine-year-old daughter, and she and her husband are raising their 11-year-old nephew, Stacey, are you ready to speak to the I AM CEO community?

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Stacey Brown Randall 1:33

Yeah, I'm ready.

Gresham Harkless 1:34

Awesome. Let's do it. So they kick everything off, I wanted to hear a little bit more about what I call your CEO story, what led you to get started with your business?

Stacey Brown Randall 1:42

You know, it's interesting, I do what I do today and have the opportunity to work with people, whether it's doing corporate training, or folks in my online program are the VIPs that I get to do one-on-one work with, truly out of sheer necessity. In the past, I actually had business failure, I had an HR consulting firm with big-name clients like KPMG, BDO, Ally Bank, and some really big-name companies, and that business would make it four years, not quite five years before it would fail.

And the lessons that I learned from that business failure while I was cleaning up my ego, and like getting over all that business failure stuff, I took a corporate job in between, it's really what helped me kind of change the direction when I launched my second business. And we're going on six years now. And it was all about, okay, I gotta figure out how to fill this pipeline with this business, I can't have another business failure.

And so I really figured out how to grow. I started my second business as a coach in coaching practice, it was productivity and business coaching. And I really started developing and building that business by following some strategies. I had learned the hard way through my business failure, and then started having some really great success with it, and then sort of did a pivot in my business and started teaching people exactly what I had learned about how to generate referrals without asking, and how to build a business that can actually be referral.

Gresham Harkless 2:54

Nice. That makes perfect sense. And I think a lot of times, you know, business owners are looking for business, for visibility and opportunities. But I think a lot of that comes down to being able to build those relationships, build that network. So I appreciate you for the course, you know, it's hard going through those difficult periods. But I think a lot of times, sometimes we can clam up and, and not want to do anything. But I appreciate you for basically not just helping yourself but also helping out so many entrepreneurs and business owners as well.

Stacey Brown Randall 3:19

Yeah, I've found in the beginning, I wasn't like, Oh, let me tell you about this business failure, I mean, let me just be honest, like, it wasn't like day one, I was like, well, that business failure party can tell you all about it. But over time, I got comfortable with telling the story of my business failure. And that helped like everything, it helped put it into perspective, it helped kind of say, Okay, right, it wasn't like God was picking on me with my business failure.

But he's certainly hand-picked me to learn some things coming out from it, that I can now share with others. And now I get to have a successful business coming out of it. So definitely there for a reason and has a reason, it has a purpose. I wouldn't change it. But it did take time before I was comfortable talking about it. And now it's been so long. I mean, I just I'm just happy to tell anybody about it. Because I think that if you can learn from my mistakes, why in the world, do you need to go make them yourself?

Gresham Harkless 4:04

Yeah, yeah, that makes perfect sense. Which was why I definitely, you know, appreciate you for doing that. Because I think, we can definitely, you know, go and make those mistakes ourselves. But it's the really great thing that we can do with people, like yourself that are willing to share is that you can tap into your mindset and type into some of the things that you've learned to be, you know, successful ourselves.

So I know you touched on it a little bit with your business now. Can you tell us a little bit more about your business, and what it is you're doing for your clients? And, of course about your book and all the awesome things you're working on.

Stacey Brown Randall 4:29

Yeah, sure. So I do have a few online courses. I also opt to offer them as VIP options for people who want to work on one with me, but for the majority of what I do with my online programs, I have grown by referrals, which is the program where I teach people my five-step process to how to generate a referral explosion in their business, specifically, referrals you never ever asked for it.

That's my thing. I don't think you should be asking for referrals, but I do think you should be getting them and so I teach a process of what that looks like that isn't gimmicky, or inauthentic. And so that's my main program, growth by referrals. I also have a sticky client experience. It's another online program that helps make sure you're actually referable, like your business is ready to be referable before you decide you want to go get those referrals.

Then I have other masterclasses and other products that I have available for people who are looking to get better at business development referrals and client experience. So that's the main focus right now my business, of course, I'll do corporate training for companies that have like a team of sales professionals.

But really, I focus in on people coming to my online program, that individual financial advisor, I'm running their own operation, or that realtor or that business coach or consultant, that attorney, that CPA that's kind of started their own firm, that's kind of like the market that I go after, in terms of really being able to help them and help them be successful. So it's really online programs that I do have one-on-one options with VIP and some corporate training as well. And then, of course, the book is Generating Business Referrals Without Asking, and it's available wherever books are sold.

Gresham Harkless 5:52

Nice, I appreciate that. And I appreciate those two aspects, you kind of pointed or touched on, being able to make sure that you're getting those referrals, you know, without asking to have an opportunity to get those referrals. But I think one of the parts that a lot of people miss as well, too, is that second part you kind of touched on, which is making sure your business is referable.

Because a lot of times, we don't realize or we can't get past what it is that we do, we don't realize that no one can really refer our business and maybe even speak to anybody else about what exactly we do. So making sure you have those two pieces in order is key to kind of be successful.

Stacey Brown Randall 6:20

Yeah, absolutely.

Gresham Harkless 6:22

Nice. And so you might have touched on this a little bit already. But I wanted to ask you for what I call your secret sauce. And it could be for you personally or for your business. But what do you feel kind of sets you apart and makes you unique?

Stacey Brown Randall 6:33

I'm actually in an industry that's been around for decades and decades, and I haven't been around for decades and decades. So it's interesting. I'm like most people who have a business and want to get referrals for it. When you think about my second business, my business and productivity coaching practice, I was like, I want referrals.

And I went out like most people and figured out okay, how do we get referrals, and then all the information and all the discussion points and all the books and the articles and the trainings are all on. Well, here's how you ask for them. And for me, that instantly felt weird, and icky. If I'm being honest and a little bit too salesy for me, like I don't have any issue with sales, I think sales are a necessary part of life, but I don't need it to be overly salesy.

And that's what asking felt like, to me, I like to call asking for a referral as a cousin to a cold call, I just don't want to do it. And so most people don't want to receive it, they don't want to be on the receiving end of it, nor do they want to be on the giving end of that asking for referrals. So what I really set out to do is like, Hey, can I figure out how to get referrals and not ask for them?

And in the beginning, it wasn't like, I've got an idea, let's go, like test this hypothesis. It was more like, let's just see if I can figure this out. And let me just do some things and see what works. And then as it started to work, my first year as a business generated over 112 referrals, actually exactly 112 referrals, that I didn't ask for and have every year sent over 100 referrals received without asking, then my clients started saying, Hey, what are you doing? Like, you're getting crazy successful, and you're raising your rates, and it's hard to get on your schedule. And when that worked, I was like, Oh, let me show you what I'm doing.

And then that forced me to refine it down into my five steps. But I'll tell you, what makes me different from everybody else in my industry who's been teaching referrals for decades and decades is that I figured out how to generate referrals consistently with the stream, that can actually help fill your pipeline of clients.

But you're going to do it without asking for them. The main thing about referrals today is here's how you ask or you get them by paying for them. And what I teach is a process where you don't ask, you don't pay, you're not overly promotional or gimmicky. And you get to stay in that genuine place that most of us want to be by being authentic.

Gresham Harkless 8:32

Yeah, that's exactly what I was going to touch on, is like kind of authenticity, because you can kind of be who you are, you don't have to step outside of who you are to be something that's not in line. Because I think a lot of times when you do that, I don't know what's worse than not getting referrals, but you kind of run the race, the risk of doing that, because you can shun people from wanting to even work with you or even talk to you sometimes.

Stacey Brown Randall 8:51

Yeah, I mean, I think it all comes down to that language views. I think is critical, whether it's in our marketing and our communication like it all comes down to the language piece. And, and I always tell folks, that the language that I teach people so that they're not asking for referrals, it's got to feel normal.

And if it doesn't feel normal for you, I write very gender neutral when I'm teaching people, but I'm like, it doesn't feel normal for you. You've got to work it so that it does feel normal for you what most people can appreciate, which is like, it's just the stuff we all want to say. And that communication piece is so very important.

Gresham Harkless 9:21

Exactly. Yeah, communication is definitely everything. So what I wanted to do is switch gears a little bit, and I wanted to ask you for what I call a CEO hack. This might be an app, a book, something from your book, or a habit that you have. But what's something that makes you more effective and efficient?

Stacey Brown Randall 9:35

It feels so self-serving to give hack from my book, so I'm not going to but there's actually a great app that I have been using, but I really think so out of the referral side and jumping into the client experience side. One thing that I've really started using is an app called Manjaro which allows you to set it, there's a number of them out there like I happen to prefer to use Manjaro but it is an app that allows me to send a quick video to people when they join my growth by referrals program.

When they join, we load up their emails into the app, and it allows me to send a quick little welcome video. And I can do it whenever it just shows up a new students join, here you need to send the video to them. And then I always tell folks, I can do it when I'm on my morning, walk around evening walk.

So being showered isn't necessarily something I have to worry about. Just an opportunity for me to connect with the people who have bought my program, we have students in the growth by referrals program and send them to different countries all over the world. I am never gonna even meet the people who are two states away from me, let alone the people who are halfway around the world for me.

And so this gives me an opportunity to connect one-on-one with them, send them a direct video, but do it in under like a minute or two. Because it's right there on my phone, I can just set it up. I don't have to worry about lighting and camera and all that kind of stuff. It's just from my phone. And Manjaro handles sending it out for me and the open rates are amazing. The response I get back from my new students, they really appreciate that extra touch with the client experience.

Gresham Harkless 10:54

Yeah, absolutely. I think especially in this day and age, you sometimes feel like whenever you do, you know, sign up for a program you're never gonna talk with anybody. But to even get that touch. And that video, especially if it's coming directly to you is definitely something that is it kind of takes everything over the top.

Stacey Brown Randall 11:08

Right.

Gresham Harkless 11:09

Nice. And so now I wanted to ask you for what I call a CEO nugget. And this is a word of wisdom or piece of advice. Or if you could happen to be a time machine, what would you tell your younger business self?

Stacey Brown Randall 11:17

You know, it's one thing I always think that would serve me well, in my younger years and serves me well today and will continue to serve me well. And it's actually something I started doing with my daughter. And so I have three kids, like you mentioned in my introduction, and they're almost 12, 11, and nine. So as you can imagine, it's really loud in our house.

And it's a lot of crazy. There are two boys and a girl. And it's just, so you know, one thing I can start doing with my daughter, but I also noticed that I do with the boys as well. But particularly with her is asking her the question, were you brave today? So when she started a new school and you know, did you go up and talk to somebody that you didn't know, were you brave today?

For me, it was usually figuring out a new piece of technology, like was brave today into the technology. I think asking yourself that question. I don't need the answer to be yes. But I do think if we can ask that question up to like a step outside myself. I think that's an important part of being an entrepreneur. And it's a question we should be able to ask ourselves.

Gresham Harkless 12:07

Yeah, absolutely. I would definitely you know, echo that. And I think and I forgot Sara Blakely, the founder of Spanx. I remember she was talking about her father, I don't know if you ever heard that story. But she said, every day, every night at dinner, her father would ask her you know what she did? I think what she did was that she was afraid of doing. And if she never did anything, he would be disappointed.

But if she did something, even if she didn't succeed, he was happy. He you know, give her high five and all of that. But it kind of conditioned her to understand that, especially with running a business, you kind of have to do those things you're afraid to do those things that are brave, do those things that might end up being a failure, but you start to get used to it, I guess to a certain degree because that's part of life. And that's really definitely part of you know, running a business and entrepreneurship.

Stacey Brown Randall 12:48

Yeah. And I think when you have to answer that question was No, no, no, multiple times and multiple days and weeks in a row. It does force you to kind of shift your thought process about maybe I don't want to answer that was I brave today. Question with a big fat no, again do something brave. So I think it can also help jumpstart some motivation.

Gresham Harkless 13:06

Yeah, absolutely. No, that's definitely a great thing as well. So now, I wanted to ask you my absolute favorite question, which is the definition of what it means to be a CEO. And we're hoping to have different quote unquote, CEOs on the show. So Stacey, what does being a CEO mean to you?

Stacey Brown Randall 13:17

I think for me, it means freedom and control. It's that ability, it's not that I don't work hard, it's that I get to work when it works for me. And that's important with a growing family and all the things that I have in my life. And I'm gonna be honest, I like my control. Like it just, I mean, I think I've spent years and years acting like, I don't like control.

And finally, like, whatever. I just like my control. I just like things the way I like them. And you know what, in some ways, that's okay. In other ways. It's not, right? So I mean, there's moderation in everything. But for me kind of being in control, I really, that really motivates me and gets me jazzed up.

And then having the freedom to work, when and where I want to work is important as well, I still work a lot. But I also know that if I want to take off on a Wednesday and pick up my daughter early from school, I don't have a boss to check in with and tell them I'm going to do that I just go do it and that's really important to me as well.

Gresham Harkless 14:06

Yeah, absolutely. I think a lot of times, you know, when you start working, you start doing all these things, you know, to build a family to you know, provide for your family. And sometimes you lose perspective on why you're doing exactly what you're doing.

And sometimes you want to be able to, you know, go Wednesday at lunchtime to go meet your daughter or do whatever you want to do, and to have the flexibility to be able to do that is huge. And, and I definitely you know, I think that's a phenomenal definition and perspective.

Stacey Brown Randall 14:29

You know, it also means that I'll admit this so I was out yesterday was a Sunday and it was challenging baseball season in our life and so I sat out in the hot sun from like 11 am to 5:30 pm and by the time the second baseball game rolled around, I was that mom sitting there with a notepad on her lap working on some notes for an upcoming podcast episode that I needed to do so you know being able to work when you want to work also.

I mean, sometimes you work when you don't want to but to be honest, I was like this is my second game today. Let me do some work. So there I was the one mom right and so you have other moms and dads and they're all watching the game. And I'm like just telling my kids to hit notes or an upcoming podcast episode. So I like that too. I like that. And I don't feel bad about that. I like that kind of flexibility in my world.

Gresham Harkless 15:11

Yeah, absolutely. He ground for being out in the hot sun as well, too. So you have that opportunity, to get ready for that podcast episode. And like you said, you know, I think, uh, you know, even when I grew up, I remember, you know, my parents being out there, you know, in the stands, you know, whatever.

My mom was crocheting and doing things like that, but you remember those things. So, being there, you know, goes really, really far. So you've been able to kind of be there. And also, you're ready for your podcast, interviews are something that's really awesome. So I appreciate that perspective.

Stacey Brown Randall 15:34

Yeah.

Gresham Harkless 15:35

Well awesome, Stacey. I appreciate you and I appreciate your time even more. What I wanted to do is pass you the mic so to speak, just to see if there's anything additional you can let our readers and listeners know and then of course, how best they can get a hold of you and find out about all the things you're doing.

Stacey Brown Randall 15:48

Yep, so the home is staceybrownrandall.com when they want to find out any information on the book “Generating Business Referrals Without Asking” on my podcast Roadmap to Grow Your Business, there are definitely places to the book is available wherever books are sold the podcast with all the podcasts listening apps, and in the home base being staceybrownrandall.com would be the place I would tell folks to get started. Of course, I'm on most of the social media sites. Just look for me for my full name Stacey Brown Randall.

Gresham Harkless 16:14

Awesome. Well, we'll make sure to have those links and that information in the show notes as well so that everybody can follow up. But thank you so much again, Stacey. I hope you have a great rest of the day.

Outro 16:22

Thank you for listening to the I AM CEO Podcast powered by Blue 16 Media. Tune in next time and visit us at iamceo.co I AM CEO is not just a phrase, it's a community. Be sure to follow us on social media and subscribe to our podcast on iTunes Google Play and everywhere you listen to podcasts, SUBSCRIBE, and leave us a five-star rating grab CEO gear at www.ceogear.co. This has been the I AM CEO Podcast with Gresham Harkless. Thank you for listening.

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