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The Most Essential Element of a Great Testimonial

May 18, 2022 by John Ray

The Most Essential Element of a Great Testimonial
North Fulton Studio
The Most Essential Element of a Great Testimonial
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The Most Essential Element of a Great Testimonial

The Most Essential Element of a Great Testimonial

While we are grateful for any client affirmation of our work, what makes for a great testimonial, one which is most effective? One word:  pain. Specifically, the client’s pain and dysfunction before our intervention.

The Price and Value Journey is presented by John Ray and produced by the North Fulton studio of Business RadioX®.

TRANSCRIPT

John Ray: [00:00:00] Hello. I’m John Ray on the Price and Value Journey. What’s the one essential element of a great testimonial? Every great testimonial involves pain. It’s the pain that you, as the professional services provider, freed your client from. I was reminded of this recently when I received a note from one of my North Fulton Business Radio guests, that’s one of the shows that I host. The note said, “I was so nervous wondering what I was going to say that I almost canceled. You made me forget I was on the show. We were just having a conversation, and it was so easy. Thank you so much for making my appearance so enjoyable.”

Now, imagine if the note had simply said, instead of what I just read, imagine if it had said the following, “You made me forget I was on the show. We were just having a conversation, and it was so easy. Thank you so much for making my appearance so enjoyable.” Now, the powerful testimonial that I read to begin with has been neutered somewhat. It’s now a nice compliment, nice to have, and these words feel good, but there’s something missing in the words that I read without referencing the pain. It’s the pain.

Let me read those original comments again. “I was so nervous wondering what I was going to say that I almost canceled. You made me forget I was on the show. We were just having a conversation, and it was so easy. Thank you so much for making my appearance so enjoyable.”

Stage fright is agonizing, and the nervousness of wondering whether you’ll say the right thing about your business involves a lot of angst and personal second guessing before that interview, speech or elevator pitch, whatever you’re delivering. This person lit up a fear many can identify with, and that gives that note a much greater impact.

Great testimonials are client-centered. They’re not centered on us as the services professional. Comments that I might receive about my show like, “John, you’re such a great host,” or “You’re so wonderful or a great guy,” well, they’re the skim milk, I’d call it, of testimonials. The skim milk version of testimonials. They might make me feel good, but the point of getting testimonials isn’t about me, unless the principal concern in my business is buffing up my own self-image instead of building the bottom line.

The reason you want testimonials is to help prospective clients who read them understand the pain you can deliver them from. You want others to read that testimonial and self-identify. Bottom line, it’s about them. Any endorsement you receive from a client is a precious gift you should be grateful for. And sometimes, it’s impossible to control what’s said when you are privileged to get a testimonial that’s unsolicited.

When you’re able to ask for an endorsement, though, ask your client to recall the pain they were in before you fix their problem and how their business and life has changed because of your involvement. The more specific the problem, ‘My sales were down 25%,” let’s say. And then the results, “My sales are now at an all time high and I’m not working 12-hour days,” the more those results are stated, the better.

The best testimonials are mostly about the client’s journey to a better business and life, and, yes, the role you played in that journey. But the emphasis is on the client. They’re the hero. It’s about them. And it starts with their pain. That’s the one essential element of a great testimonial.

I’m John Ray on the Price and Value Journey. Our show series can be found at PriceValueJourney.com or on your favorite podcast app. And we would be honored if you’d subscribe to the show and give us feedback along the way. You can email me at John@JohnRay.co. Thank you for joining me.

  

About The Price and Value Journey

The title of this show describes the journey all professional services providers are on:  building a services practice by seeking to convince the world of the value we offer, helping clients achieve the outcomes they desire and trying to do all that at pricing which reflects the value we deliver.

If you feel like you’re working too hard for too little money in your solo or small firm practice, this show is for you. Even if you’re reasonably happy with your practice, you’ll hear ways to improve both your bottom line as well as the mindset you bring to your business.

The show is produced by the North Fulton studio of Business RadioX® and can be found on all the major podcast apps. The complete show archive is here.

John Ray, Host of The Price and Value Journey

John Ray The Price and Value Journey
John Ray, Host of “The Price and Value Journey”

John Ray is the host of The Price and Value Journey.

John owns Ray Business Advisors, a business advisory practice. John’s services include advising solopreneur and small professional services firms on their pricing. John is passionate about the power of pricing for business owners, as changing pricing is the fastest way to change the profitability of a business. His clients are professionals who are selling their “grey matter,” such as attorneys, CPAs, accountants and bookkeepers, consultants, marketing professionals, and other professional services practitioners.

In his other business, John is a Studio Owner, Producer, and Show Host with Business RadioX®, and works with business owners who want to do their own podcast. As a veteran B2B services provider, John’s special sauce is coaching B2B professionals to use a podcast to build relationships in a non-salesy way which translate into revenue.

John is the host of North Fulton Business Radio, Minneapolis-St. Paul Business Radio, Alpharetta Tech Talk, and Business Leaders Radio. house shows which feature a wide range of business leaders and companies. John has hosted and/or produced over 1,300 podcast episodes.

Connect with John Ray:

Website | LinkedIn | Twitter

Business RadioX®:  LinkedIn | Twitter | Facebook | Instagram

Tagged With: John Ray, Price and Value Journey, pricing, professional services, professional services providers, solopreneurs, testimonials, value

Steve Markfeld, Berkshire Hathaway HomeServices Georgia Properties

May 18, 2022 by John Ray

Steve Markfeld
North Fulton Business Radio
Steve Markfeld, Berkshire Hathaway HomeServices Georgia Properties
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Steve Markfeld

Steve Markfeld, Berkshire Hathaway HomeServices Georgia Properties (North Fulton Business Radio, Episode 456)

Calling himself “The House Therapist,” Steve Markfeld made a move years ago from psychotherapist to a licensed Realtor, and he’s merged the skill set from his previous career to his current work. He and host John Ray talked about how he got into residential real estate, his move to Georgia, the difference between a real estate agent and a Realtor, how he helps both buyers and sellers, what you should look for in a Realtor, and much more.

North Fulton Business Radio is broadcast from the North Fulton studio of Business RadioX® inside Renasant Bank in Alpharetta.

Berkshire Hathaway HomeServices Georgia Properties

Berkshire Hathaway HomeServices Georgia Properties is a part of HomeServices of America, the #1 real estate company in the Nation. The brand, among the few organizations entrusted to use the world-renowned Berkshire Hathaway name, brings to the Metro Atlanta real estate market a definitive mark of stability, strength, quality, and innovation.

Company Website |LinkedIn | Instagram

Steven Markfeld, LSA, ABR, RESS, Licensed Realtor, Berkshire Hathaway Home Services Georgia Properties

Steven Markfeld, LSA, ABR, RESS, Licensed Realtor, Berkshire Hathaway Home Services Georgia Properties

Steve has sold real estate for the past 18 years. First in New York and for the past 12 years, in Metro-Atlanta, Georgia. Prior to entering the real estate industry, Steve was a mental health professional, who worked in many settings as a direct practitioner, as well as, a supervisor/trainer.

He has integrated his experience as a therapist into an empathetic consultant who helps his clients navigate the stressful, though exciting, time of buying and selling homes.

LinkedIn

Questions and Topics in this Interview:

  • How did you get started in real estate?
  • Are the terms real estate agent and Realtor interchangeable?
  • What is your unique advantage as a Realtor?
  • Does any client stand out in your memory?
  • How is the market?
  • What are your thoughts on Investor buyers?

North Fulton Business Radio is hosted by John Ray and broadcast and produced from the North Fulton studio of Business RadioX® inside Renasant Bank in Alpharetta. You can find the full archive of shows by following this link. The show is available on all the major podcast apps, including Apple Podcasts, Spotify, Google, Amazon, iHeart Radio, Stitcher, TuneIn, and others.

RenasantBank

 

Renasant Bank has humble roots, starting in 1904 as a $100,000 bank in a Lee County, Mississippi, bakery. Since then, Renasant has grown to become one of the Southeast’s strongest financial institutions with over $13 billion in assets and more than 190 banking, lending, wealth management and financial services offices in Mississippi, Alabama, Tennessee, Georgia and Florida. All of Renasant’s success stems from each of their banker’s commitment to investing in their communities as a way of better understanding the people they serve. At Renasant Bank, they understand you because they work and live alongside you every day.

 

Special thanks to A&S Culinary Concepts for their support of this edition of North Fulton Business Radio. A&S Culinary Concepts, based in Johns Creek, is an award-winning culinary studio, celebrated for corporate catering, corporate team building, Big Green Egg Boot Camps, and private group events. They also provide oven-ready, cooked from scratch meals to go they call “Let Us Cook for You.” To see their menus and events, go to their website or call 678-336-9196.

Tagged With: A&S Culinary Concepts, Berkshire Hathaway Home Services, North Fulton Business Radio, realtor, renasant bank, residential home sales, Steve Markfeld

LIVE from WORKBENCHcon 2022: Caleb Harris, YouCanMakeThisToo

May 17, 2022 by John Ray

Caleb Harris
North Fulton Studio
LIVE from WORKBENCHcon 2022: Caleb Harris, YouCanMakeThisToo
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Caleb Harris

LIVE from WORKBENCHcon 2022: Caleb Harris, YouCanMakeThisToo (Organization Conversation, Episode 20)

Caleb Harris, owner of YouCanMakeThisToo joined host Richard Grove and Stephanie from Uncommon Outpost on this live episode of Organization Conversation, broadcast from WORKBENCHcon 2022. Caleb is a content creator through YouCanMakeThisToo and builds custom furniture through The Custom Furniture Guy. He talked about how to embrace failure, his path to making, going to law school, getting organized, and much more.

Organization Conversation is produced by the North Fulton studio of Business RadioX® inside Renasant Bank in Alpharetta.

Caleb Harris, YouCanMakeThisToo

Caleb Harris, YouCanMakeThisToo

For Caleb Harris, making and teaching are two of his biggest passions, second only to being a husband and father.

YouCanMakeThisToo is about sharing what he has learned along the journey of making, whether that’s furniture, content, or business; and connecting with like-minded individuals who are obsessed with creating and sharing.

He was raised in a rural county in Tennessee with one of the poorest school districts in the country. His mother chose to homeschool him, and that allowed him to accelerate his schooling and do unconventional things, like spend four months working and living with various uncles were who professional contractors, and study during off time.

Caleb started college at Austin Peay State University shortly before he turned 17. In 2008, he graduated with a degree in Criminal Justice: Homeland Security and was commissioned in the Army as an Engineer Officer. After a year of training, he moved to Germany and immediately deployed to Iraq. Two years later he deployed to Afghanistan.

After redeploying from Afghanistan, Caleb moved back to the states and was stationed at Ft. Leonard Wood, Missouri. After six and a half years of service, he decided to resign his commission to spend more time with his family. Ideally, he wanted to start his own business and be able to set his own hours.

In 2014, he moved to Memphis and started law school. His second year of law school he discovered content creation as a career option, which opened up a new world of possibilities.

Content creation would allow him to create his own business, make things, teach others, and support my family. In his third semester of law school he launched his YouTube channel and started learning how to shoot and edit video.

Caleb graduated law school with honors and went full-time operating YouCanMakeThisToo, and his commission business, The Custom Furniture Guy.

Connect with Caleb:  Website |Instagram | YouTube | Facebook

About Organization Conversation

Organization Conversation features interviews with movers and shakers in storage and organization, from professional organizers to the creative and talented Brand Ambassadors who use Wall Control products every day. You’ll hear tips, tricks, and how-tos for storage and organization, as well as receive first access to Wall Control promotions. We talk with our suppliers and partners to give you a look behind the scenes at how we operate, what makes our family-owned and operated brand tick, and some of the fun and interesting insights that go into making our business run. We love our guests, as they are engaging and entertaining with interesting experiences to share. By focusing on those guests and the amazing stories they tell, we hope you will be enriched and find your time listening to the Organization Conversation podcast as time well spent.

Organization Conversation is hosted by Richard Grove, and broadcast and produced from the North Fulton studio of Business RadioX® inside Renasant Bank in Alpharetta. You can find the full archive of shows by following this link. The show is available on all the major podcast apps, including Apple Podcasts, Spotify, Google, Amazon, iHeart Radio, and others.

About Richard Grove

Richard Grove, Host, Organization Conversation

Richard Grove‘s background is in engineering but what he enjoys most is brand building through relationships and creative marketing. Richard began his career with the Department of Defense as an engineer on the C-5 Galaxy Engineering Team based out of Warner Robins. While Richard found this experience both rewarding and fulfilling, he always knew deep down that he wanted to return to the small family business that originally triggered his interest in engineering.

Richard came to work for the family business, Dekalb Tool & Die, in 2008 as a Mechanical Engineer. At the time Wall Control was little more than a small ‘side hustle’ for Dekalb Tool & Die to try to produce some incremental income. There were no “Wall Control” employees, just a small warehouse with a single tool and die maker that would double as an “order fulfillment associate” on the occasion that the original WallControl.com website, which Richard’s grandmother built, pulled in an order.

In 2008, it became apparent that for the family business to survive they were going to have to produce their own branded product at scale to ensure jobs remained in-house and for the business to continue to move forward. Richard then turned his attention from tool and die to Wall Control to attempt this necessary pivot and his story with Wall Control began. Since that time, Richard has led Wall Control to significant growth while navigating two recessions.

Connect with Richard:

Instagram | Twitter | LinkedIn

About Wall Control

The Wall Control story began in 1968 in a small tool & die shop just outside Atlanta, Georgia. The first of three generations began their work in building a family-based US manufacturer with little more than hard work and the American Dream.

Over the past 50+ years, this family business has continued to grow and expand from what was once a small tool & die shop into an award-winning US manufacturer of products ranging from automobile components to satellite panels and now, the best wall-mounted tool storage system available today, Wall Control.

The Wall Control brand launched in 2003 and is a family-owned and operated business that not only produces a high-quality American Made product but sees the entire design, production, and distribution process happen under their own roof in Tucker, Georgia. Under that same roof, three generations of American Manufacturing are still hard at work creating the best tool storage products available today.

Connect with Wall Control:

Company website | Facebook | Instagram

Tagged With: Caleb Harris, content creation, Organization Conversation, Richard Grove, The Custom Furniture Guy, Wall Control, WORKBENCHcon 2022, YCMT2, YouCanMakeThisToo

LIVE from RISKWORLD 2022: Allison Scaia, The Hartford

May 17, 2022 by John Ray

The Hartford
Minneapolis St. Paul Studio
LIVE from RISKWORLD 2022: Allison Scaia, The Hartford
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The Hartford

LIVE from RISKWORLD 2022: Allison Scaia, The Hartford

Allison Scaia, VP of Product Development for The Hartford, joined host Jamie Gassmann LIVE in the R3C booth at RISKWORLD 2022. She described the focus of their Health Services team, to dive deep into the claims data of existing clients both for better serving their clients and to provide a holistic view of trends, both current and future. She said the data analyzed by The Hartford is currently focused on musculoskeletal issues and that they offer services such as virtual ergonomic assessments to help workers stay productive and healthy.

Workplace MVP is underwritten and presented by R3 Continuum and produced by the Minneapolis-St.Paul Studio of Business RadioX®.

This show was originally broadcast from the RIMS 2022 RISKWORLD Conference held at the Moscone Center in San Francisco, California.

Allison Scaia, VP, Product Development – Health Services, The Hartford

Allison Scaia, VP, Product Development – Health Services, The Hartford

Allison Scaia is VP of Product Development in Health Services for The Hartford. She is focused on driving innovation and top-line opportunity for The Hartford in the newly created Health Services team that capitalizes on their market-leading position as #1 in Leave Management, #1 in Fully Insured Disability, and #2 in Workers’ Compensation.

Allison is a proud alumna of The Hartford’s Leadership Development Program with experiences across Personal Lines Product Management, Claims, Performance Analytics, Process Improvement (Six-Sigma Black Belt Certified), and IT.

For more than 211 years, The Hartford has provided people and businesses with the support and protection they need to pursue their unique ambitions, seize opportunity and prevail through unexpected challenges. They view underwriting human achievement to be at the heart of what they do, aiming to build resilience in their communities, empower personal and business success for their customers and create a culture where their employees can thrive.

Allison Scaia LinkedIn

Company website | Company LinkedIn

About Workplace MVP

Every day, around the world, organizations of all sizes face disruptive events and situations. Within those workplaces are everyday heroes in human resources, risk management, security, business continuity, and the C-suite. They don’t call themselves heroes though. On the contrary, they simply show up every day, laboring for the well-being of employees in their care, readying the workplace for and planning responses to disruption. This show, Workplace MVP, confers on these heroes the designation they deserve, Workplace MVP (Most Valuable Professionals), and gives them the forum to tell their story. As you hear their experiences, you will learn first-hand, real-life approaches to readying the workplace, responses to crisis situations, and overcoming challenges of disruption. Visit our show archive here.

Workplace MVP Host Jamie Gassmann

Jamie Gassmann, Host, “Workplace MVP”

In addition to serving as the host to the Workplace MVP podcast, Jamie Gassmann is the Director of Marketing at R3 Continuum (R3c). Collectively, she has more than fourteen years of marketing experience. Across her tenure, she has experience working in and with various industries including banking, real estate, retail, crisis management, insurance, business continuity, and more. She holds a Bachelor of Science Degree in Mass Communications with special interest in Advertising and Public Relations and a Master of Business Administration from Paseka School of Business, Minnesota State University.

R3 Continuum

R3 Continuum is a global leader in workplace behavioral health and security solutions. R3c helps ensure the psychological and physical safety of organizations and their people in today’s ever-changing and often unpredictable world. Through their continuum of tailored solutions, including evaluations, crisis response, executive optimization, protective services, and more, they help organizations maintain and cultivate a workplace of wellbeing so that their people can thrive. Learn more about R3c at www.r3c.com.

Company website | LinkedIn | Facebook | Twitter

Tagged With: Allison Scaia, health services, insurance, Jamie Gassmann, musculoskeletal injury, R3 Continuum, RISKWORLD 2022, The Hartford, Workplace MVP

Julie Hullett, Julie Hullett Concierge, LLC

May 17, 2022 by John Ray

Time Well Spent with Julie Hullett
Nashville Business Radio
Julie Hullett, Julie Hullett Concierge, LLC
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Time Well Spent with Julie Hullett

Julie Hullett, Julie Hullett Concierge, LLC (Nashville Business Radio, Episode 44)

Julie Hullett returned to the show to share her work as a personal concierge, as well as an exciting new development in her firm’s growth. She and host John Ray talked about the variety of services she offers, from vacation planning to personal shopping, to event planning and managing projects, and more. All this work helps her clients gain time for other high value activities for them and reduce their stress. Julie also announced her new podcast, Time Well Spent with Julie Hullett, which will feature interviews with people and small businesses who have mastered time management to make space for what’s most important to them. The show will debut on the Business RadioX network and on all the major podcast apps on June 6, 2022.

 Nashville Business Radio is produced virtually from the Nashville studio of Business RadioX®.

Julie Hullett Concierge, LLC

Nashville’s favorite Personal Concierge, Julie Hullett, and her experienced team offer customized concierge and personal assistant services in Nashville and beyond. Stop running errands and get your free time back!

Their Luxury Concierge and Personal Assistant Services will take care of your travel planning, shopping, and entertainment needs, providing you with only the very best. Whether it’s planning the trip of a lifetime, booking spa appointments, or dinner reservations at the best restaurants in town, they make sure all their clients enjoy a VIP experience.

They also offer a wide range of Personal Shopping Services. Whether you need help selecting the perfect outfit for an upcoming event, or a unique gift for someone that you love, they make sure you get the very best. Simply tell them what you need, and they will select and personally deliver the items right to your door.

If you consistently find yourself short on time, you’re not alone. Most people feel there aren’t enough hours in the day to fit in errands, volunteer hours, kids, work, family and culinary experiments. Julie Hullett Concierge Lifestyle Management Services will manage your to-do lists, so you have more free time to enjoy the things you love.

Company website | LinkedIn | Instagram

Julie Hullett, Owner, Julie Hullett Concierge, LLC

Julie Hullett, Owner, Julie Hullett Concierge, LLC

Julie Hullett founded Julie Hullett Concierge, LLC so that she could use her personal strengths and panache to give clients the best of life – more free time.

Professionally, her career has allowed her to become an expert at managing and executing efficient operations while developing diverse business relationships. She has established a strong reputation and network in Nashville and attributes this level of excellence to her pride in her work, her integrity, and her genuine concern for those she serves.

Nashville is her home, and for years she has dreamed of starting a business that allows her to have fun utilizing her expertise and experience to provide peace of mind and decreased stress for her clients. When she worked in a corporate environment, she consistently found herself short on time. There weren’t enough hours in the day to fit in her runs, volunteer hours, and culinary experiments so she knew it was time for a change.

They have adopted the term “concierge service with panache” because they do just that. They use our professional skills and flair to decrease your workload so you can have time to enjoy life.

LinkedIn

Questions and Topics

  • What a Personal Concierge does
  • How they can help you manage your life so you can get your time back
  • Home and Lifestyle management
  • Her new podcast, Time Well Spent with Julie Hullett

Nashville Business Radio is hosted by John Ray and produced virtually from the Nashville studio of Business RadioX®.  You can find the full archive of shows by following this link. The show is available on all the major podcast apps, including Apple Podcasts, Spotify, Google, Amazon, iHeart Radio, Stitcher, TuneIn, and others.

Tagged With: Julie Hullett, lifestyle management services, Nashville Business Radio, personal assistant, personal concierge, personal shopping, time management, Time Well Spent with Julie Hullett

Curtis and Marty Schmidt, HangTime Store

May 16, 2022 by John Ray

HangTime Store
North Fulton Studio
Curtis and Marty Schmidt, HangTime Store
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HangTime Store

Curtis and Marty Schmidt, HangTime Store (Organization Conversation, Episode 19)

Curtis Schmidt, CEO, and Marty Schmidt, COO, of Dixie Seal & Stamp and HangTime Store, joined host Richard Grove in the studio on this episode of Organization Conversation. Curtis and Marty both joined the family business and have not only successfully transitioned it from the previous generation, but have introduced new products through HangTime, creating a collaboration with Wall Control that has been highly successful. They and Richard discussed the history of the company, the development of the HangTime product line, their niches, and much more.

Organization Conversation is broadcast from the North Fulton studio of Business RadioX® inside Renasant Bank in Alpharetta.

HangTime Store

HangTime StoreHangTime® is an exclusive decorator of Wall Control metal pegboard panels.

They offer exclusive stock designs that will help you bring a little pizzazz to your garage or any wall space that needs a splash of creativity coupled with organization and functionality.

If you don’t see a design that you like, they can print your artwork. Using their customization tool, you can be as creative as you want while making a unique piece that fits your wants.

Connect with Hangtime:  Website | Instagram | Facebook | Twitter | YouTube

Dixie Seal & Stamp

Dixie Seal & Stamp was founded in 1897 in Atlanta. At this time the company made rubber stamps, corporate and notary seals, embossers, and engraved signs. One of the company’s first accounts involved making brass stencils, which were used on Coca-Cola crates.

In 1947, Stephen Schmidt returned from military service in World War II and at the invitation of Wrigley, his wife’s uncle, joined the company. Three years later Wrigley retired, and Schmidt purchased Dixie. At the time Dixie Seal & Stamp Company was located at 83 Poplar Street in Atlanta and had only six employees.

As of 1993, the Dixie Seal & Stamp Company boasted 90 employees, a 50,000 square foot complex of buildings, and the production of over 7,000,000 specialty license plates per year. Among these were plates for Disneyland, Walt Disney World, professional sports teams, schools, colleges, automobile dealerships, and other businesses.

Now, Dixie is enjoying its new location in Tucker, GA. The 114,000 square foot building is very accommodating to allow the fourth generation family business to continue steady growth and expansion of product lines.

Company website

About Organization Conversation

Organization Conversation is hosted by Richard Grove and broadcast and produced from the North Fulton studio of Business RadioX® inside Renasant Bank in Alpharetta. You can find the full archive of shows by following this link. The show is available on all the major podcast apps, including Apple Podcasts, Spotify, Google, Amazon, iHeart Radio, Stitcher, TuneIn, and others.

About Richard Grove

Richard Grove, Host, Organization Conversation

Richard Grove‘s background is in engineering but what he enjoys most is brand building through relationships and creative marketing. Richard began his career with the Department of Defense as an engineer on the C-5 Galaxy Engineering Team based out of Warner Robins. While Richard found this experience both rewarding and fulfilling, he always knew deep down that he wanted to return to the small family business that originally triggered his interest in engineering.

Richard came to work for the family business, Dekalb Tool & Die, in 2008 as a Mechanical Engineer. At the time Wall Control was little more than a small ‘side hustle’ for Dekalb Tool & Die to try to produce some incremental income. There were no “Wall Control” employees, just a small warehouse with a single tool and die maker that would double as an “order fulfillment associate” on the occasion that the original WallControl.com website, which Richard’s grandmother built, pulled in an order.

In 2008, it became apparent that for the family business to survive they were going to have to produce their own branded product at scale to ensure jobs remained in-house and for the business to continue to move forward. Richard then turned his attention from tool and die to Wall Control to attempt this necessary pivot and his story with Wall Control began. Since that time, Richard has led Wall Control to significant growth while navigating two recessions.

Outside of Richard’s work at Wall Control he enjoys helping other business owners, operators, and entrepreneurs along their own paths to success by offering personal business coaching and advising through his website ConsultantSmallBusiness.com. Richard has developed an expansive and unique skillset growing and scaling Wall Control through a multitude of challenges to the successful brand and company it is today. Richard is happy to share his knowledge and experience with others who are looking to do the same within their own businesses.

Connect with Richard:

Instagram | Twitter | LinkedIn | Richard’s Website

About Wall Control

The Wall Control story began in 1968 in a small tool & die shop just outside Atlanta, Georgia. The first of three generations began their work in building a family-based US manufacturer with little more than hard work and the American Dream.

Over the past 50+ years, this family business has continued to grow and expand from what was once a small tool & die shop into an award-winning US manufacturer of products ranging from automobile components to satellite panels and now, the best wall-mounted tool storage system available today, Wall Control.

The Wall Control brand launched in 2003 and is a family-owned and operated business that not only produces a high-quality American Made product but sees the entire design, production, and distribution process happen under their own roof in Tucker, Georgia. Under that same roof, three generations of American Manufacturing are still hard at work creating the best tool storage products available today.

Connect with Wall Control:

Company website | Facebook | Instagram

Tagged With: Curtis Schmidt, Dixie Seal & Stamp, Hangtime Store, Marty Schmidt, metal pegboard, Organization Conversation, Richard Grove, Wall Control

Learning from a Martial Arts Studio

May 16, 2022 by John Ray

Learning from a Martial Arts Studio
North Fulton Studio
Learning from a Martial Arts Studio
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Learning from a Martial Arts Studio

Learning from a Martial Arts Studio

A flyer from a martial arts studio offers a lesson to professional services providers who want better results from their business development activities:  focus on client outcomes, not inputs such as certifications or experience.

The Price and Value Journey is presented by John Ray and produced by the North Fulton studio of Business RadioX®.

TRANSCRIPT

John Ray: [00:00:00] Hello. I’m John Ray on the Price and Value Journey. Recently, I ran across a flyer for a local martial arts studio. Now, here are the bullet points this flyer prominently displayed to attract parents who are interested in possibly enrolling their children. Better academic results. Now, to reinforce this point in the background of this flyer behind an image of smiling children was a report card with straight A’s. Improve self esteem, develop discipline, character development, respect for others, increased concentration and focus.

Now, what’s missing from this list? Well, there was nothing about the experience of the instructors. nothing about the belt level of the instructors, whether even the instructor uses deodorant or is pleasant to be around. There wasn’t anything about the instructor. The point is that this martial arts studio understands what parents are looking for as they buy for their children. Parents are looking to help their kids get ahead. They’re looking for transformation, for outcomes for their children. It’s not that the instructor isn’t important. It’s just that the experience and expertise of the instructor is assumed, as is, of course, the use of deodorant.

Clients of professional services firms are no different in the way they assess services providers. They are looking for improvement in and transformation of themselves and their business. It’s not that our certifications, degrees or even our experience don’t matter, but what gets us to the table with our best-fit clients is demonstrating an understanding of what they’re looking for. You see, clients buy outcomes, not inputs.

And what else was missing from that flyer? Well, there wasn’t any mention of price. No exclusive offer, no discounts, no freebies. If we understand the wants, dreams, problems and hang-ups of our clients, we don’t need to lead with price.

I’m John Ray on the Price and Value Journey. Past episodes of this series can be found at Price Value Journey or on your favorite podcast app. We’d be honored if you’d subscribe to the series, and we’d love to get your feedback. You can email me John@JohnRay.co. Thank you for joining me.

  

About The Price and Value Journey

The title of this show describes the journey all professional services providers are on:  building a services practice by seeking to convince the world of the value we offer, helping clients achieve the outcomes they desire and trying to do all that at pricing which reflects the value we deliver.

If you feel like you’re working too hard for too little money in your solo or small firm practice, this show is for you. Even if you’re reasonably happy with your practice, you’ll hear ways to improve both your bottom line as well as the mindset you bring to your business.

The show is produced by the North Fulton studio of Business RadioX® and can be found on all the major podcast apps. The complete show archive is here.

John Ray, Host of The Price and Value Journey

John Ray The Price and Value Journey
John Ray, Host of “The Price and Value Journey”

John Ray is the host of The Price and Value Journey.

John owns Ray Business Advisors, a business advisory practice. John’s services include advising solopreneur and small professional services firms on their pricing. John is passionate about the power of pricing for business owners, as changing pricing is the fastest way to change the profitability of a business. His clients are professionals who are selling their “grey matter,” such as attorneys, CPAs, accountants and bookkeepers, consultants, marketing professionals, and other professional services practitioners.

In his other business, John is a Studio Owner, Producer, and Show Host with Business RadioX®, and works with business owners who want to do their own podcast. As a veteran B2B services provider, John’s special sauce is coaching B2B professionals to use a podcast to build relationships in a non-salesy way which translate into revenue.

John is the host of North Fulton Business Radio, Minneapolis-St. Paul Business Radio, Alpharetta Tech Talk, and Business Leaders Radio. house shows which feature a wide range of business leaders and companies. John has hosted and/or produced over 1,300 podcast episodes.

Connect with John Ray:

Website | LinkedIn | Twitter

Business RadioX®:  LinkedIn | Twitter | Facebook | Instagram

Tagged With: Business Development, certifications, client outcomes, inputs, John Ray, martial arts, martial arts studio, outcomes, Price and Value Journey, pricing, professional services, professional services providers, solopreneurs, value

Your Price is Not the Client’s Cost

May 13, 2022 by John Ray

Your Price is Not the Client's Cost
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Your Price is Not the Client's Cost

Your Price is Not the Client’s Cost

Your price and what the client mentally weighs as their cost are two different figures, a vital concept for us as professional services providers to understand. (In this episode, I quote from Kevin Kelly’s post, 103 Bits of Advice I Wish I Had Known. You can find that post here, and there’s a ton of value in it, guaranteed.)

The Price and Value Journey is presented by John Ray and produced by the North Fulton studio of Business RadioX®.

TRANSCRIPT

John Ray: [00:00:00] Hello. I’m John Ray on the Price and Value Journey. Kevin Kelly is the Founding Executive Editor of Wired. He’s a prolific writer, and a wise observer, and commentator of all things technology. For his 70th birthday, Kelly offered 103 bits of advice I wish I had known. What he calls Bits of Unsolicited Advice he’s compiled and added to over time.

One of those bits of wisdom involves pricing. What you actually pay for something, he writes, is at least twice the listed price because of the energy, time, money needed to set it up, learn, maintain, repair, and dispose of it at the end. Not all prices appear on labels, he says. Actual costs are two times listed prices. Now, these wise words are written from a buyer’s point of view, of course. Whatever business you’re in, it’s important to apply this buyer’s perspective to your own product or service.

What’s the cost of purchasing, which a buyer may be considering? What are not only the hard dollar cost, but as Kelly references, the cost, which are intangible as well? As professional services providers, if we’re not considering the cost of change and addressing it up front in our conversations with prospects, we’re missing out. Most prospects haven’t thought it through enough to think of actual cost being twice the listed price, but that prospect sitting in front of us knows intuitively there’s a cost premium, which is more than the check they’re writing to us.

For example, small business owners thinking about making a change with accounting services providers are inevitably thinking about what they’ve got to do to pull the records together for their new provider. The intangible cost that they are mulling could include the time necessary to get a new services provider up to speed, the unknown. It’s the devil I know versus the devil I don’t syndrome. The aggravation and frustration of making a change. It could be embarrassment about how shoddy their books are. Maybe it’s the fear of telling the current accountant that they’re getting replaced. Some of these intangible costs can be actively lowered by any of us as the services provider.

Technology has made transfer records, for example, quite easy. We can lower fear of the unknown and a potential aggravation by covering the onboarding process we have for new clients. Even for the embarrassment-related intangible, we can lower the burden, the intangible cost the prospect might be feeling by discussing how there’s nothing they have that’s going to shock us. So, they need not feel shame or guilt.

If this thought exercise is brand new to you, then talk with your clients and ask them what their reservations were when they brought their business to you. The value you receive from these conversations, I assure you, will exceed the intangible cost of them.

I’m John Ray on the Price and Value Journey. Past episodes of this series can be found at PriceValueJourney.com or on your favorite app. And we’d be honored if you’d subscribe to our series. You can also contact me directly. John@JohnRay.co. Thank you for joining me.

 

 

About The Price and Value Journey

The title of this show describes the journey all professional services providers are on:  building a services practice by seeking to convince the world of the value we offer, helping clients achieve the outcomes they desire and trying to do all that at pricing which reflects the value we deliver.

If you feel like you’re working too hard for too little money in your solo or small firm practice, this show is for you. Even if you’re reasonably happy with your practice, you’ll hear ways to improve both your bottom line as well as the mindset you bring to your business.

The show is produced by the North Fulton studio of Business RadioX® and can be found on all the major podcast apps. The complete show archive is here.

John Ray, Host of The Price and Value Journey

John Ray The Price and Value Journey
John Ray, Host of “The Price and Value Journey”

John Ray is the host of The Price and Value Journey.

John owns Ray Business Advisors, a business advisory practice. John’s services include advising solopreneur and small professional services firms on their pricing. John is passionate about the power of pricing for business owners, as changing pricing is the fastest way to change the profitability of a business. His clients are professionals who are selling their “grey matter,” such as attorneys, CPAs, accountants and bookkeepers, consultants, marketing professionals, and other professional services practitioners.

In his other business, John is a Studio Owner, Producer, and Show Host with Business RadioX®, and works with business owners who want to do their own podcast. As a veteran B2B services provider, John’s special sauce is coaching B2B professionals to use a podcast to build relationships in a non-salesy way which translate into revenue.

John is the host of North Fulton Business Radio, Minneapolis-St. Paul Business Radio, Alpharetta Tech Talk, and Business Leaders Radio. house shows which feature a wide range of business leaders and companies. John has hosted and/or produced over 1,300 podcast episodes.

Connect with John Ray:

Website | LinkedIn | Twitter

Business RadioX®:  LinkedIn | Twitter | Facebook | Instagram

Tagged With: cost, John Ray, price, Price and Value Journey, pricing, professional services, professional services providers, solopreneurs, value

Allergies

May 12, 2022 by John Ray

allergies
North Fulton Studio
Allergies
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Allergies (Episode 75, To Your Health with Dr. Jim Morrow)

On this episode of To Your Health, Dr. Jim Morrow discussed allergies, which can affect a lot of people in the Southeast U.S. He covered the symptoms, why you would not want to get an x-ray, the best treatments for allergic rhinitis, diagnosing food allergies, the use of an EpiPen and much more.

To Your Health is brought to you by Village Medical (formerly Morrow Family Medicine), which brings the care back to healthcare.

About Village Medical (formerly Morrow Family Medicine)

Village Medical, formerly Morrow Family Medicine, is an award-winning, state-of-the-art family practice with offices in Cumming and Milton, Georgia. The practice combines healthcare information technology with old-fashioned care to provide the type of care that many are in search of today. Two physicians, three physician assistants and two nurse practitioners are supported by a knowledgeable and friendly staff to make your visit to Village Medical one that will remind you of the way healthcare should be.  At Village Medical, we like to say we are “bringing the care back to healthcare!”  The practice has been named the “Best of Forsyth” in Family Medicine in all five years of the award, is a three-time consecutive winner of the “Best of North Atlanta” by readers of Appen Media, and the 2019 winner of “Best of Life” in North Fulton County.

Village Medical offers a comprehensive suite of primary care services including preventative care, treatment for illness and injury, and management of chronic conditions such as diabetes, congestive heart failure, chronic obstructive pulmonary disease (COPD) and kidney disease. Atlanta-area patients can learn more about the practice here.

Dr. Jim Morrow, Village Medical, and Host of To Your Health with Dr. Jim Morrow

Covid-19 misconceptionsDr. Jim Morrow is the founder of Morrow Family Medicine. He has been a trailblazer and evangelist in healthcare information technology, was named Physician IT Leader of the Year by HIMSS, a HIMSS Davies Award Winner, the Cumming-Forsyth Chamber of Commerce Steve Bloom Award Winner as Entrepreneur of the Year and he received a Phoenix Award as Community Leader of the Year from the Metro Atlanta Chamber of Commerce.  He is married to Peggie Morrow and together they founded the Forsyth BYOT Benefit, a charity in Forsyth County to support students in need of technology and devices. They have two Goldendoodles, a gaggle of grandchildren and enjoy life on and around Lake Lanier.

Facebook | LinkedIn | Twitter

The complete show archive of To Your Health with Dr. Jim Morrow addresses a wide range of health and wellness topics.

Dr. Morrow’s Show Notes

Allergies

  • When you hear someone talk about having allergies, usually they mean rhinitis or upper respiratory symptoms (runny nose, watery eyes, itching eyes and ears and nose, sneezing).
  • Allergies also can be due to food, medications, animal dander or plants.

Allergic Rhinitis

  • The diagnosis of allergic rhinitis should be made when history and physical findings are consistent with an allergic cause
    • g., clear rhinorrhea,
    • pale discoloration of nasal mucosa,
    • red and watery eyes
    • and one or more of the following symptoms:
      • nasal congestion,
      • runny nose,
      • itchy nose,
      • or sneezing.
    • Individuals with allergic rhinitis should be assessed for the presence of associated conditions such as
      • asthma,
      • atopic dermatitis,
      • sleep-disordered breathing,
      • conjunctivitis,
      • rhinosinusitis,
      • and otitis media.
    • Specific testing (blood or skin) should be performed for patients with a clinical diagnosis of allergic rhinitis
    • who do not respond to empiric treatment,
    • or when diagnosis is uncertain,
    • or when determination of specific target allergen is needed.
  • Sinus imaging should not routinely be performed in patients presenting with symptoms consistent with allergic rhinitis.
  • Intranasal steroids should be prescribed for patients with allergic rhinitis whose symptoms affect quality of life.
  • Oral second-generation/less sedating antihistamines should be suggested for patients with allergic rhinitis and primary complaints of sneezing and itching.
  • Intranasal antihistamines may be prescribed for patients with
    • seasonal,
    • perennial,
    • or episodic allergic rhinitis.
  • Oral leukotriene receptor antagonists should not be prescribed as initial therapy for patients with AR.
  • Combination pharmacologic therapy may be prescribed for patients with allergic rhinitis who have inadequate response to monotherapy.
    • The most effective combination therapy is
      • an intranasal steroid
      • and an intranasal antihistamine.
    • Immunotherapy should be prescribed for patients with allergic rhinitis who have inadequate response to pharmacologic therapy.
    • Avoidance of known allergens or environmental control may be considered in patients with allergic rhinitis who have identified allergens that correlate with their clinical symptoms.

Allergy Testing

  • There are many types of allergies:
    • environmental,
    • foods,
    • drug,
  • An estimated 10% to 30% of the global population has an allergic disease.
  • Clinical presentations of allergic diseases, respiratory infections, and autoimmune conditions have similar features.
  • Allergy and immunologic testing can help clarify the diagnosis and guide treatment.
  • The allergens suspected in an allergy are identified through
    • antibody
    • or skin testing.
  • For patients with an inhalant allergy, skin testing is preferred.
  • In patients with food allergies, eliminating the suspected allergenic food from the diet is the initial treatment.
  • If this is ineffective, antibody or skin testing can exclude allergens.
  • Patients with an anaphylactic reaction to an insect sting should undergo specific antibody or skin testing.
  • Skin testing for penicillin can help when penicillin administration is indicated
    • and there are limited alternatives.
    • Testing for other drug allergies has less well-determined sensitivity and specificity,
      • but can guide the diagnosis.
    • Patch testing can help identify the allergen responsible for contact dermatitis.

Food Allergies

  • Patients with suspected food allergies are commonly seen in clinical practice.
  • Although up to 15 percent of parents believe their children have food allergies,
    • these allergies have been confirmed in only 1 to 3 percent of all Americans.
  • Family physicians must be able to separate true food allergies from
    • food intolerance,
    • food dislikes,
    • and other conditions that mimic food allergy.
  • The most common foods that produce allergic symptoms are
    • milk,
    • eggs,
    • seafood,
    • peanuts,
    • and tree nuts.
  • Although skin testing and blood assays may help in the evaluation of suspected food allergies,
    • they should not be performed unless the clinical history suggests a specific food allergen to which testing can be targeted.
  • Furthermore, these tests do not confirm food allergy.
    • Confirmation requires a positive food challenge
      • or a clear history of an allergic reaction to a food
      • and resolution of symptoms after eliminating that food from the diet.
    • More than 70 percent of children will outgrow milk and egg allergies by early adolescence,
      • whereas peanut allergies usually remain throughout life.
    • The most serious allergic response to food allergy is anaphylaxis.
      • It requires emergency care that should be initiated by the patient or family using an epinephrine auto-injector,
        • which should be carried by anyone with a diagnosed food allergy.
  • There are no recommended medications to prevent allergic reactions to food.
    • Allergen-specific immunotherapy or immunotherapy with cross-reacting allergens
      • is not recommended to treat food allergy.
    • Some environmental allergens cross-react with foods, such as:

 

ENVIRONMENTAL ALLERGEN                  CROSS-REACTIVE FOODS
Birch pollenCarrots, celery, fresh fruit (e.g., apples, cherries, nectarines, peaches, pears), hazelnuts, parsnips, potatoes
Grass pollenKiwi, tomatoes
Ragweed pollenBananas, melons (e.g., cantaloupe, honeydew, watermelon)

 

Nonallergic Rhinitis

  • Chronic nonallergic rhinitis encompasses a group of rhinitis subtypes
    • without allergic or infectious etiologies.
  • Although chronic nonallergic rhinitis represents about one-fourth of rhinitis cases and impacts 20 to 30 million patients in the United States,
    • its pathophysiology is unclear
    • and diagnostic testing is not available.
  • Characteristics such as no evidence of allergy or defined triggers help define clinical subtypes.
  • There are several subtypes with overlapping presentations, including:
    • nonallergic runny nose,
    • senile or geriatric rhinitis,
    • gustatory rhinitis,
    • drug-induced rhinitis,
    • hormonal rhinitis, and
    • occupational rhinitis.
  • Treatment is symptom-driven and similar to that of allergic rhinitis.
    • Patients should avoid known triggers when possible.
  • First-line therapies include
    • intranasal corticosteroids,
    • intranasal antihistamines,
    • and intranasal ipratropium (a drying agent).
  • Combination therapy with decongestants and first-generation antihistamines can be considered
    • if monotherapy does not adequately control symptoms.
  • Nasal irrigation and intranasal capsaicin may be helpful but need further investigation.

Tagged With: allergic rhinitis, allergies, asthma, congestion, Dr. Jim Morrow, epipen, Food allergies, To Your Health, Village Medical

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