Buyer-First Sales for Business Owners with sales coach and author Carole Mahoney.

Show Notes Page: https://www.thehowofbusiness.com/570-carole-mahoney-buyer-first-sales/

Do you dread sales conversations or feel like you’re forcing your product or service onto people? Carole Mahoney, renowned sales coach and author of Buyer First, joins Henry Lopez to change the way small business owners think about selling.

Carole shares how collaborative selling can not only improve your results but also feel more authentic and aligned with your values.

You’ll hear how Carole went from hating sales to becoming one of the most respected voices in the industry - and how her rock-bottom moment led to a complete mindset shift. She explains how buyer behavior has changed, why consultative selling often misses the mark, and what business owners can do to connect more deeply with prospects.

You’ll also learn how to regulate your emotions before a big sales call and how to handle objections without pressure tactics.

Whether you’re just starting or looking to grow, Carole’s actionable advice will help you reframe sales as a collaborative and human-centered process.

This episode is hosted by Henry Lopez. The How of Business podcast focuses on helping you start, run, grow and exit your small business. The How of Business is a top-rated podcast for small business owners and entrepreneurs. Find the best podcast, small business coaching, resources and trusted service partners for small business owners and entrepreneurs at our website https://TheHowOfBusiness.com

Big Rocks - a prioritization and time management technique for small business owners.

Show Notes Page: https://www.thehowofbusiness.com/569-big-rocks/

If you’re always busy but still not making meaningful progress, this episode is for you. Henry Lopez introduces the “Big Rocks” method made famous by Stephen Covey, helping small business owners and entrepreneurs shift from reactive to purposeful weekly planning.

This isn’t about doing more - it’s about doing what matters most.”

“The key is not to prioritize what's on your schedule, but to schedule your priorities.” - Steven Covey

You’ll learn:

What Big Rocks really are—and how they differ from to-do lists.

How to define 2 to 5 meaningful tasks (Big Rocks) that will actually move your business forward each week.

Common mistakes to avoid (like creating Big Rocks that are too vague or too big).

How to integrate this method with time blocking for maximum impact on your small business.

Simple tools and tips to build your weekly planning habit.

Whether you’re managing a growing team or juggling solo responsibilities, this framework can help you reclaim focus and make consistent progress on what matters most.

This episode is hosted by Henry Lopez. The How of Business podcast focuses on helping you start, run, grow and exit your small business. The How of Business is a top-rated podcast for small business owners and entrepreneurs. Find the best podcast, small business coaching, resources and trusted service partners for small business owners and entrepreneurs at our website https://TheHowOfBusiness.com

The two most essential responsibilities every successful small business owner must embrace: making decisions and accepting personal mistakes.

Show Notes Page: https://www.thehowofbusiness.com/r245-two-responsibilities/

While the list of responsibilities is long for any entrepreneur, these two are foundational to the success of a small business owner or entrepreneur.

On this episode of The How of Business podcast, Henry Lopez shares personal insights and experiences to help aspiring and current business owners understand why the courage to decide, and the humility to own up to missteps, are traits that separate doers from dreamers.

From the pressures of leadership to the fear of failure, Henry offers motivation and practical advice to help you stay on track even when your confidence is shaken.

If you're considering business ownership, or already on the journey, this episode will inspire you to step up with confidence and resilience.

This episode is hosted by Henry Lopez. The How of Business podcast focuses on helping you start, run, grow and exit your small business. The How of Business is a top-rated podcast for small business owners and entrepreneurs. Find the best podcast, small business coaching, resources and trusted service partners for small business owners and entrepreneurs at our website https://TheHowOfBusiness.com

Own the Spotlight - practical strategies small business owners can use to turn public speaking from dread to delight, emphasizing the power of storytelling and authentic communication.

Show Notes Page: https://www.thehowofbusiness.com/568-linda-ugelow-own-the-spotlight/

In this episode, Henry Lopez speaks with Linda Ugelow, author of Delight in the Limelight and an expert speaking confidence coach, about overcoming the fear of public speaking.

Linda shares her personal journey from anxiety to mastery, highlighting how past experiences, especially in childhood, often create deep-rooted fears.

She reveals practical strategies entrepreneurs can use to turn public speaking from dread to delight, emphasizing the power of storytelling and authentic communication.

Linda also introduces her proven "7 Preparation Rituals," designed to reduce anxiety and help speakers deliver impactful presentations. Tune in to learn actionable techniques to boost your speaking confidence and authentically connect with your audience.

How can small business owners overcome public speaking fears?
Small business owners can overcome speaking fears by identifying the root cause of their anxiety, using storytelling to engage authentically, and preparing effectively through visualization.

Why is storytelling important in public speaking?
Storytelling creates authentic connections, captures audience attention, and helps speakers overcome fears by shifting focus from self-consciousness to delivering valuable messages.

What are effective public speaking preparation techniques?
Effective techniques include visualization, understanding potential challenges, healing past speaking traumas, voice training, and practical rehearsal strategies.

This episode is hosted by Henry Lopez. The How of Business podcast focuses on helping you start, run, grow and exit your small business. The How of Business is a top-rated podcast for small business owners and entrepreneurs. Find the best podcast, small business coaching, resources and trusted service partners for small business owners and entrepreneurs at our website https://TheHowOfBusiness.com

Focus Without Burnout: Smarter Strategies for Entrepreneurs.

Show Notes Page: https://www.thehowofbusiness.com/567-skye-waterson-focus-without-burnout/

In this episode of The How of Business, host Henry Lopez is joined by ADHD strategist and coach Skye Waterson to explore powerful strategies for entrepreneurs who struggle with focus, burnout, or executive dysfunction.

Skye and Henry break down how to work with your brain instead of against it, using tools like time blocking, effective delegation, and Skye’s free “focus filter” to bring clarity and momentum to your workweek.

Henry and Skye also discuss why finding a non-business hobby matters for stimulation, how to prioritize tasks with intention, and ways to turn long-term goals into manageable weekly actions.

This episode is hosted by Henry Lopez. The How of Business podcast focuses on helping you start, run, grow and exit your small business. The How of Business is a top-rated podcast for small business owners and entrepreneurs. Find the best podcast, small business coaching, resources and trusted service partners for small business owners and entrepreneurs at our website https://TheHowOfBusiness.com

Good Debt Bad Debt: How to Borrow Strategically in Business.

Show Notes Page: https://www.thehowofbusiness.com/566-good-debt-bad-debt/

In this episode of The How of Business, host Henry Lopez reframes how small business owners think about debt. While consumer debt is often harmful and emotionally charged, Henry makes the case that strategic borrowing, or good debt, can be an essential growth tool for entrepreneurs.

Henry walks through key differences between personal and business debt, outlines how to identify smart uses of debt (like funding revenue-generating assets or covering working capital gaps), and warns against the dangers of relying on debt to prop up an unprofitable business model.

Also learn about core financial concepts including leverage ratios, opportunity cost, and the time value of money, and how to apply them when making borrowing decisions. Henry shares practical tips, such as using low-interest loans over high-interest credit cards, keeping operating reserves, and not rushing to pay off good debt early if it’s working for you.

This episode is hosted by Henry Lopez. The How of Business podcast focuses on helping you start, run, grow and exit your small business. The How of Business is a top-rated podcast for small business owners and entrepreneurs. Find the best podcast, small business coaching, resources and trusted service partners for small business owners and entrepreneurs at our website https://TheHowOfBusiness.com

Transitioning from manager to leader is more than a title change - it’s a mindset shift. In this episode, executive coach James Turk shares insights from his book The Giving Game, including his F45 Playbook for new leaders.

Show Notes Page: https://www.thehowofbusiness.com/565-james-turk-manager-to-leader/

Whether you’re stepping into leadership yourself or supporting someone who is, this conversation is packed with practical advice to lead with influence, not just authority.

Drawing from decades of experience in leadership development and coaching, James introduces his F45 Playbook - a roadmap for the first 45 days in a leadership role. He emphasizes the importance of self-awareness, relationship-building, and aligning with a greater purpose. Whether you’re stepping into a leadership role yourself or promoting someone into one, James explains how to approach the transition thoughtfully and sustainably.

One of the core themes of the conversation is the power of leading with influence rather than relying solely on authority. James discusses the challenges that often arise when new managers are promoted from within—especially when they have to supervise former peers—and provides a framework for navigating that shift effectively. He also shares tips on delegation, developing team trust, and fostering a positive culture through clear definitions and expectations.

From running a virtual team to supporting team member growth, James outlines what it takes to build a thriving organization rooted in performance and purpose. He also shares the origins of The Turk Group and how his varied career journey—from art galleries to acting to executive coaching—informs his approach to leadership.

This episode is essential listening for any small business owner seeking to equip new managers, clarify their own leadership style, or build a stronger, more empowered team.

This episode is hosted by Henry Lopez. The How of Business podcast focuses on helping you start, run, grow and exit your small business. The How of Business is a top-rated podcast for small business owners and entrepreneurs. Find the best podcast, small business coaching, resources and trusted service partners for small business owners and entrepreneurs at our website https://TheHowOfBusiness.com

The essentials of Small Business Systems with host Henry Lopez.

Show Notes Page: https://www.thehowofbusiness.com/r242-small-business-systems/

Building a self-managed business starts with solid systems. In this short solo episode of The How of Business, Henry Lopez shares practical advice on how to develop, implement, and improve the systems that help small businesses scale, delegate, and operate consistently.

Whether you're just starting out or need to escape the chaos of doing everything yourself, this episode is your roadmap to operational freedom.

This episode is hosted by Henry Lopez. The How of Business podcast focuses on helping you start, run, grow and exit your small business. The How of Business is a top-rated podcast for small business owners and entrepreneurs. Find the best podcast, small business coaching, resources and trusted service partners for small business owners and entrepreneurs at our website https://TheHowOfBusiness.com