Fractionals Unplugged with Jay Kingley

Carla Titus, a Fractional Chief Financial Officer of Wealth Worth Within, discusses the challenges faced by business owners in managing their finances and the solutions she provides. She helps business owners evaluate how their billable hours are impacting performance and profitability, and she assists in making data-driven decisions to improve financial outcomes. Carla's ideal clients are sophisticated business owners who struggle with the complexity of financial decision-making. By working with her, clients see increased profits, improved cash flow, and better compensation for themselves. Carla emphasizes the importance of proactive planning and scenario analysis to navigate uncertainty and achieve business goals. In this episode, she makes these points: Fractional CFOs help business owners evaluate the impact of billable hours on performance and profitability; Proactive planning and scenario analysis are essential for navigating financial complexity and uncertainty; Financial management is crucial for business success and requires expertise and strategic decision-making. Email Carla at info@wealthworthwithin.com Connect with Jay Email Jay at jay.kingley@referabilitymaven.com if you're a fractional executive, fractional community leader, or fractional community marketplace proprietor and would like to be a guest on our show. Subscribe to our YouTube channel by clicking here.

Rich Daniels, a Fractional General Counsel, talks about the importance of legal risk mitigation for small and medium-sized businesses. Rich explains that his role is to help businesses save money, mitigate risk, and focus on their core business. Rich discusses common contract issues and the consequences of not understanding contracts. Kay takeaways from the episode include: Fractional General Counsel provides personalized legal advice tailored to the specific needs of small and medium-sized businesses. Contracts are a critical aspect of business and should be thoroughly understood to avoid legal issues. Business owners often overlook legal risks, but being proactive and addressing legal issues can save money and protect the business. Email Rich at rdaniels@intrepidlegalinc.com. Connect with Jay Email Jay at jay.kingley@referabilitymaven.com if you're a fractional executive, fractional community leader, or fractional community marketplace proprietor and would like to be a guest on our show. Subscribe to our YouTube channel by clicking here.

How do you know when a prospect will buy or pass. Here's what you need to know: * Qualifying prospects involves determining if they meet the fit and impact criteria. * Understanding what prospects believe about their future is crucial in predicting their buying behavior. * Prospects are more likely to buy if they believe their future will be worse than the present. * Providing hope and offering solutions that align with prospects' goals and timeframe is essential. * Convincing prospects that working with your company offers high ROI and is the best alternative is key. Connect with Jay Email me at jay.kingley@referabilitymaven.com to set up a conversation to discuss your gap and if it is large enough what you can do to close it. Also email me if you're a fractional executive, fractional community leader, or fractional community marketplace proprietor and would like to be a guest on our show.

Taylor Crane, founder of Fractionaljobs.io, discusses how Fractional Jobs is an open job board connecting companies with fractional talent. Fractional Jobs does not act as an agency and does not charge a percentage fee. Fractionals can join the network by entering their email address and do not need to create a profile or pay any money. Fractional Jobs sends job opportunities to fractionals based on their function area, and they can choose which ones they're interested in. The platform is designed to be a no-brainer for fractionals looking for work. Email Taylor at tc@fractionaljobs.io. Connect with Jay Email Jay at jay.kingley@referabilitymaven.com if you're a fractional executive, fractional community leader, or fractional community marketplace proprietor and would like to be a guest on our show. Subscribe to our YouTube channel by clicking here.

Paul Arugs is a fractional chief customer officer, serving B2B and B2C services industries with Au$5m - Au$100m annual revenue with 20 - 200 employees. Paul helps mid sized companies embed data-driven customer strategy across their organizations. This fosters a more evidence based, customer centric culture that focuses on capability rather than campaigns to drive sustainable growth. In this podcast, Paul drops many insights including how monthly and quarterly targets place companies on a short term, sales and lead gen based treadmill, making it difficult for even the leadership team to look more than 6 months ahead; and that lowering customer acquisition costs in and of itself is the wrong way to look at it. Email Paul at paul@paulco.com.au. Connect with Jay Email Jay at jay.kingley@referabilitymaven.com if you're a fractional executive, fractional community leader, or fractional community marketplace proprietor and would like to be a guest on our show. Subscribe to our YouTube channel by clicking here.

Ben Wolf, founder and CEO of Wolfs Edge Integrators provides fractional Integrators and COOs to growing mid-market companies. Ben's focus is on building a roster of team-first Integrators to serve clients. Ben provides deep insight into the challenge the solo fractional COOs face in building their business and how Wolfs Edge Integrators solves the business development challenge. He also shares his move from an independent contractor model to one of partnership. Email Ben at bwolf@wolfsedgeintegrators.com. Connect with Jay Email Jay at jay.kingley@referabilitymaven.com if you're a fractional executive, fractional community leader, or fractional community marketplace proprietor and would like to be a guest on our show. Subscribe to our YouTube channel by clicking here.

... so why are you still doing them? 95% of fractional executives base their sales process on starting with a discovery call or conversation. How do you know if your prospect has one or more issues that you can help them with if you don’t ask? Whether you must do a discovery conversation depends on your level of genius or as the lawyers like to call it your intellectual property. Fractionals with insight and wisdom don’t do discovery conversations because they don’t need to discover. Prospects engage with these fractionals to discover the truth as to why they are in pain or why an opportunity seems out of reach. In this discovery conversation, the prospect learns from the fractional the path forward allowing them to go from squalor and misery to prosperity and success. If you have insight or wisdom, then stop doing discovery calls and start helping those in your target market discover what’s holding them back. Every time you do a discovery call, you are telling your prospect you’re average. Connect with Jay Email me at jay.kingley@referabilitymaven.com to set up a conversation to discuss your gap and if it is large enough what you can do to close it. Also email me if you're a fractional executive, fractional community leader, or fractional community marketplace proprietor and would like to be a guest on our show.

Ross Stockdale works with SMB B2B service companies as a fractional CMO to help them grow profitably in 12 months or less. His approach is to take owners out of the marketing seat and into the investor seat. Ross's formula for success is Leadership + Strategy = Growth. Ross believes that marketing a business is about communicating to clients and prospects where they are, not where you are. Adapting the messaging, target audience, offer, and service to the market works better than wishing the market would bend to your will. Email Ross at j.ross.stockdale@gmail.com. Connect with Jay Email Jay at jay.kingley@referabilitymaven.com if you're a fractional executive, fractional community leader, or fractional community marketplace proprietor and would like to be a guest on our show. Subscribe to our YouTube channel by clicking here.

Ryan Walter is a Managing Director with ProCFO Partners - a marketplace for senior level fractional CFOs. ProCFO Partners believes the financial function is not just about managing and reducing cost but serving as a catalyst for growth. ProCFO Partners provides expert part-time/fractional CFO’s who ride co-pilot with you looking out the windshield ensuring you achieve your goals and strategies. There is no upfront cost to join ProCFO Partners provided you meet their criteria which Ryan walks through in the video. Payment is made as a percentage of revenue during your affiliation with them. Email Ryan ryan.walter@procfopartners.com Connect with Jay Email Jay at jay.kingley@referabilitymaven.com if you're a fractional executive, fractional community leader, or fractional community marketplace proprietor and would like to be a guest on our show. Subscribe to our YouTube channel by clicking here.

Email Henning at henning.schwinum@vendux.org Zach Selch of Global Sales Mentor brings over 35 years experience in international sales for manufacturing companies. His speciality is in creating 3rd party distribution networks as an extension of your internal sales team. Zach has onboarded over 1,000 channel partners in 135 different countries. Hear why Zach says it's critical that you support your distributors not manage them. Zach says your distributors aren't your customers they are your sales channel and you must manage them as such. Email Zach at zach@globalsalesmentor.com. Connect with Jay Email Jay at jay.kingley@referabilitymaven.com if you're a fractional executive, fractional community leader, or fractional community marketplace proprietor and would like to be a guest on our show. Subscribe to our YouTube channel by clicking here.

Henning Schwinum is the founder and CEO of Vendux - a market place that connects fractional sales executives to clients. Vendux reduces the friction for a client bringing on a fractional sales executive using their proprietary PerfectMatch™ system to identify the ideal sales leader matched to their unique business requirements. Vendux has been in business for almost 5 years and has over 700 fractional and interim sales executives in its database. Henning shares his own journey which motivated him to start Vendux to help fractional sales executives overcome their number 1 challenge which is to get clients. Henning emphasizes that Vendux is one channel to market and should never be your only channel to market. There is no cost to become part of the Vendux community. Email Henning at henning.schwinum@vendux.org Connect with Jay Email Jay at jay.kingley@referabilitymaven.com if you're a fractional executive, fractional community leader, or fractional community marketplace proprietor and would like to be a guest on our show. Subscribe to our YouTube channel by clicking here.

...so why are you marketing yourself as average? The tragedy is when a fractional executive who is in the top 20% of their peers in terms of the impact they can make on their clients goes to market as if they are average or worse. In this podcast, I take you through how to identify and communicate your genius that clients so desperately need and are happy to pay for. The challenge you and everybody else has is that you spend all your time and have clarity about the genius that makes you great at what you do. This is in the trees and weeds of your service delivery. But the genius that your clients care about in your marketing and sales efforts is the intellectual property at the forest level embodying your insight and wisdom. But as you know, you can't see both your trees and weeds and your forest and you've got to be in your trees and weeds. I'll give you that path forward on how you can resolve this seemingly intractable conundrum so you can build a business that gives you the income to fund your lifestyle, make a material impact on your clients, get paid, and do it all on your terms not someone else's. Connect with Jay Email me at jay.kingley@referabilitymaven.com to set up a conversation to discuss your gap and if it is large enough what you can do to close it. Also email me if you're a fractional executive, fractional community leader, or fractional community marketplace proprietor and would like to be a guest on our show.

Karina Mikhli is the founder, muse, and CEO of the largest Fractional Executive community - Fractionals United. She's grown the community from 0 to 6,500 in a bit more than a year. Fractionals United provides its members with a range of reasons to join from a supportive community, education, partnerships with other fractionals, and a range of benefits you might find in corporate but not as a solo business person. Karina shares what she believes are the big challenges for fractional executives and her advice on how to overcome them. Did you know that membership is free? Learn why this is a community that should be on your list to join and participate. The best way to connect with Karina is on LinkedIn. You can also visit the Fractionals United website. Connect with Jay Email Jay at jay.kingley@referabilitymaven.com if you're a fractional executive, fractional community leader, or fractional community marketplace proprietor and would like to be a guest on our show. Subscribe to our YouTube channel by clicking here.

John Arms is an inspirational voice in the Fractional Executive community who extolls the benefits of executives throwing off the yoke of the corporate world and making a professional impact on their terms. John leads Voyageur University where he and his partner provide copious education and teaching on how to join and thrive in the fractional ecosystem. John drops his wisdom throughout the show. His mantra is "learn, learn, learn, learn. Fractional will be normal in 5 years. Your ability to thrive here depends on how aggressively you embrace learning about it. From us. From others. From people talking about leadership, innovation, and growth in relevant, interesting and meaningful ways." Email John at john.arms@voyageuru.com and visit the Voyageur University website. Connect with Jay Email Jay at jay.kingley@referabilitymaven.com if you're a fractional executive, fractional community leader, or fractional community marketplace proprietor and would like to be a guest on our show. Subscribe to our YouTube channel by clicking here.

The First Step To Building A Great Business Is To Know Your Gap. Every service provider is pitching and hard selling every Fractional Executive on how they can help you build a great business, get all the clients you want, and make a ton of money. Before you pay attention, you first need to reflect on the gap between where you are and where you want to be. Einstein famously observed that "Insanity is doing the same thing over and over again and expecting different results." If your gap is small then you want the same result every day, so embrace the status quo and you have no need to make big changes in your business. You can safely tune out all the pitches and hard sells you're getting 20 times a day. But if you do have a gap that is uncomfortably large, then you need to heed Einstein's advice and make some changes in how you are doing your business. Connect with Jay Email me at jay.kingley@referabilitymaven.com to set up a conversation to discuss your gap and if it is large enough what you can do to close it. Also email me if you're a fractional executive, fractional community leader, or fractional community marketplace proprietor and would like to be a guest on our show.

Jamie Munoz is the Founder and CEO of Catalyst Integrators®. Catalyst Integrators helps badass full time Integrators easily make their career transition to fractional and support them with community, coaching and clients. Jamie explains how the EOS ecosystem works and how her company supports fractional integrators in getting clients, forming community, training and education, and perhaps most importantly having fun doing what they love. Email Jamie or visit her website. Connect with Jay Email Jay at jay.kingley@referabilitymaven.com if you're a fractional executive, fractional community leader, or fractional community marketplace proprietor and would like to be a guest on our show. Subscribe to our YouTube channel by clicking here.

Nancy Fox runs the Fractionals Connections Community. The FCC is a professional and business development community - learning, collaboration, networking and business growth. Their mission is to help fractional execs build a thriving fractional executive business, with a continuous pipeline. Nancy shares her wisdom on why free is never free and what fractionals should focus on in order to build a successful business. Email Nancy or visit their website. Connect with Jay Email Jay at jay.kingley@referabilitymaven.com if you're a fractional executive, fractional community leader, or fractional community marketplace proprietor and would like to be a guest on our show. Subscribe to our YouTube channel by clicking here.

Will Simpson is a renaissance man. He's a Fractional COO, book author, and former professional poker player. Will compares himself to a wet blanket and stresses how the role of a COO is make the visionary's dream become a reality. He emphasizes the importance of people over product and how reaching across the aisle to those in different roles is a key success factor. Will shares how his experience as a poker player provided him with experience necessary to become a top COO. Email Will or schedule a conversation at his website. Connect with Jay Email Jay at jay.kingley@referabilitymaven.com if you're a fractional executive, fractional community leader, or fractional community marketplace proprietor and would like to be a guest on our show. Subscribe to our YouTube channel by clicking here.

Paul Jones runs the Fractional Elite Collective which allows fractionals to actively participate in the ongoing transformation of the work landscape through the fractional executive movement. Paul explains how this is a movement that signifies a profound shift in how we operate professionally. The FEC is based on an unwavering commitment to the abundant mindset, bringing together fractional executives who embody this ethos and actively share pivotal thought leadership on the evolving role of fractional executives today. For those who want to dip a toe in the water, check out Paul's free community for fractional executives. Email Paul at paul@bridgio.io or visit his website. Connect with Jay Email Jay at jay.kingley@referabilitymaven.com if you're a fractional executive, fractional community leader, or fractional community marketplace proprietor and would like to be a guest on our show. Subscribe to our YouTube channel by clicking here.

Scot LeVan, a Fractional CIO and CEO of x86 Services observes that most small to mid-sized businesses don't have technology, policies and processes that will scale. Scot helps these companies mitigate their risk of a security breach and scale their technology to enable their company to communicate inside and outside the organization through people process and technology. Scot also talks about the necessity of making sure the cost of your IT as a percentage of your revenue shrinks as you grow. Scot talks about the influence his grandfather had on him professionally and gets the Penn State call and response correct demonstrating his loyalty to the Nittany Lions. Email Scot at info@x86services.com, give him a call at +1.215.326.9499 or visit his website. Connect with Jay Email Jay at jay.kingley@referabilitymaven.com if you're a fractional executive, fractional community leader, or fractional community marketplace proprietor and would like to be a guest on our show. Subscribe to our YouTube channel by clicking here.