E2A 049: Becoming a Key Person of Influence with Mike Reid 

Every entrepreneur dreams of being a person of influence – THE go to person in their field. Our guest today has created a formula to help you do just that.

In this episode of The Entrepreneur to Author Podcast, your host Scott MacMillan speaks with Mike Reid, co-founder and CEO for the Americas of Dent Global, co-author of the Canadian edition of Key Person of Influence: The Five-Step Method to Become One of the Most Highly Valued and Highly Paid People in Your Industry and host of the Dichotomy Podcast. They dive into his philosophy about how any entrepreneur can become a key person of influence – and, you guessed it...writing a book is a key part of it.

EPISODE LINKS

Dent Website: dent.global

Dent Community: dent.community

Grab a PDF copy of Key Person of Influence here

Key Person of Influence Score card: scorecard.dent.global

GUEST BIO

Mike Reid is co-founder and CEO for the Americas of Dent Global, a business accelerator best known for helping 6-7 figure founders to establish themselves as the ‘go-to’ person in their industry.

Mike is the co-author of the Canadian edition of ‘Key Person of Influence’ and host of the Dichotomy Podcast, helping leaders navigate the dichotomies the face in business and life.

Entrepreneur named Key Person of Influence as ‘One of the top business growth accelerators in the world’ and Dent was recently named the ‘2021 Business Enabler of the Year’ at the British Business Excellence Awards as well as ‘2021 Business Advisor of the Year’ in the Growing Business Awards.

With offices in London, Sydney and Toronto serving all timezones, Dent has a team of 50+ people and has acquired award-winning businesses in IT, video, awards and publishing to form a full-service strategy and implementation group for entrepreneurs.

CONNECT WITH MIKE

Facebook: facebook.com/mikejamesreid

LinkedIn: linkedin.com/in/mikejamesreid

Instagram: @mikejamesreid

CONNECT WITH SCOTT

Episode Transcript

Please note: The transcript is produced by a third-party company from an audio recording and may include transcription errors.

Scott MacMillan:

You're listening to the Entrepreneur to Author podcast.

Announcer:

Welcome to the Entrepreneur to Author podcast, the podcast that brings you practical strategies for building authority and growing your business. And now, here's your host, Scott MacMillan.

Scott MacMillan: 

Mike Reid is co-founder and CEO for the Americas of Dent Global, a business accelerator best known for helping six to seven figure founders to establish themselves as the go-to person in their industry. He's co-author of the Canadian Edition of Key Person of Influence, the five-step method to become one of the most highly valued and highly paid people in your industry. And host of the Dichotomy podcast, helping leaders navigate the dichotomies they faced in business and life

Entrepreneur named Key Person of Influence as one of the top business growth accelerators in the world. And Dent was recently named the 2021 Business Enabler of the Year at the British Business Excellence Awards, as well as the 2021 Business Advisor of the Year in the Growing Business Awards. And I can speak from personal experience that Mike is one of the most insightful thinkers and helpful humans I've met when it comes to helping small business owners scale up and stand out as he's been my advisor and business coach for the past three and a half years. Mike, welcome to The Entrepreneur to Author Podcast. Thanks so much for joining us.

Mike Reid:                    

Scott MacMillan. Thank you so much. It's an honor to be here.

Scott MacMillan:          

Lovely. Listen, to start, perhaps you can give our listeners a bit of a flavor of your origin story as an entrepreneur. I think that'd be super interesting to hear.

Mike Reid:                    

Yeah, totally. So Scott, ever since I was a teenager, I had this fascination and this enthusiasm for entrepreneurship and business. Of course, I didn't really know what it meant to be an entrepreneur at the time, but it seemed like a pretty exciting and cool thing to do. And I think partly why I was drawn to it was because my grandfather ran a business. I'm Australian, as you can hear from my accent, and for anyone who's curious, who's listening in. And so my grandfather ran a pretty successful water meter business in Australia, so kind of more industrial revolution type of company, but it was a family business. They grew it, they ended up selling it, and I always loved my grandfather. I was inspired by him. And I think as I grew up, I started to become more and more interested in this idea of how do we use business as a way to accelerate progress and growth.

Yeah, I guess ever since a teenager, I really sort of felt a need to prove myself. I think that's really where the origin of it comes from. I had this need to want to prove my worth value in the world as I reflect on it. I think part of the reason was because I had a grandfather that was very successful in business, so there was certain things that I was aspiring to his level and the things that he'd achieved in life. And in many ways, I came from a very fortunate privileged background. So I didn't want to go through life with any kind of handouts. I wanted to prove that I could create things, I could build value in the world, I could create something from scratch and be able to prove myself worth in independent of any support or good fortune that I might've come into just by virtue of being born into the right country and the right place and the right family and so on and so forth.

So I think a big part of that deep drive was coming from that place as a teenager. And then I spent a lot of my teenage years really looking at different businesses and thinking up ideas. And I can't say I was super entrepreneurial as a kid, wasn't the kind of kid that was flipping stuff on eBay or Amazon in the very early days. But I certainly had love for business and I wanted to hang out with entrepreneurs. So I ended up going through, I studied an accounting and finance degree at university, and I was pretty studious and academic kid and performed well at school and at university. But during that time, I ended up joining an entrepreneur club at university. I was in a bunch of hackathons and startupathons and things like that. And that kind of gave me a taste for entrepreneurship. And then after I finished university, I tried starting a business with a friend of mine from uni who we were creating a new type of reusable coffee cup.

It was a silly idea, I'm embarrassed to even talk about it right now. But basically, we wanted to have this new type of reusable coffee cup where the innovation we had was we would put the problem with takeaway coffee is huge culture in Australia of coffee drinking. If anyone's ever been to Australia, you'll know it's like a mecca of great coffee in the world if you have never been, you'd never imagine it to be, but it's this mecca of amazing coffee. And so we wanted to create this reusable cup where we have this scent infused pot on the lid, and people would be able to get this aroma of cinnamon and chocolate and vanilla, and you'd add this whole sensory dimension to drinking coffee. And so anyway, we had this crazy idea. We wanted to make this cup and all these espresso type scent pods.

And if you could see me now, it's like there's a big smirk on my face because highly capital-intensive business, lots of startup costs. We didn't have any money, we were just trying to figure it out as we went along. And I ended up meeting my now business partner, Glen, in my early twenties where he was launching what became today our business called Dent, Dent Global, and we're a coaching and training company. And anyway, long story short, at the very beginning of launching that business in Australia, Glen was giving a talk at a small little event. I happened to be in the audience, we met, we connected, we hit it off. And so he said, "Why don't you come work with me for a bit? I'll teach you everything I know and then continue on with this business idea that I had." We ended up connecting.

We launched a big conference for entrepreneurs about six weeks later with 500 people in the audience. And all of a sudden, I was like, "Oh no, this is me. This is my place." And so I ended up joining him and my other business partner, Daniel in the business, and we co-founded the business from there. And the rest is history. So I think my entrepreneurship interest in entrepreneurship was sort of born from a desire and a need to prove my worth, but it was also born from a place of I wanted to perform, I wanted to win in life. I wanted to outperform my peers highly competitive by nature. And I think that was a big driver as well.

Scott MacMillan:          

Yeah, that's fantastic. And now you're helping other people realize that same dream for those who have never worked with one, what do you do as a business advisor and coach for the people that you work with?

Mike Reid:                    

Yeah, so obviously there's a lot of coaches and advisors in the world today. 12 years ago, when we launched an accelerator for the founders of traditional service businesses, we were building it from the paradigm of what Silicon Valley had done for technology companies, which was Silicon Valley created these incredible incubators where you would... As a tech technology founder, you'd join an incubator, you'd get access to mentors and support and guidance from other founders that had succeeded before you and could advise you and guide your mentor you. You'd get access to resources and funding, you get access to connections and a network. And basically, it was as many resources as possible in order to accelerate the growth of your startup. And we felt like that was amazing for tech companies, but there wasn't that same environment for traditional services. And we just happened to really love services and had my two other business partners had spent a bunch of time in services businesses prior to that.

And so we created this incubator or this accelerator for traditional service businesses 12 years ago, we hated calling ourselves a business coach because frankly, there are coaches out there who you work with one to one and they'll help you grow your business. But often you might find a coach that works with a handful of clients that is coaching another business owner on how to grow and scale, and yet they haven't really scaled their own business themselves. And we didn't want to do that. We wanted to build a scalable productized business that could operate globally and all over the world and put our clients through a accelerator process that's less based on a unstructured regular rhythm of meetings and conversations to guide and coach our clients, but more based on a highly structured process that works through a methodology that focuses on the production of assets in order to help that business grow.

And so we wanted to create that same environment that Silicon Valley had created for tech companies, for traditional services. So inside our accelerator, it's a whole raft of mentors and guides that work with our clients through a 12 month or more program. There's access to supplier networks. There's a very select peer group that we gamify the process to create a level of accountability and consequences if you don't do the work. And of course, as one of those guys, one of those mentors, yes, I coach people along their journey and help them kind of recognize what they need to do and what's missing and show them how to build these assets and the right tools to be using, et cetera, et cetera.

So I play the role of coach within a bigger ecosystem of an accelerator. And so what I do as a coach is very structured based on a lot of methodology and framework. But not to say that there isn't a place for, if you are a business coach, that in some instances as a CEO of a company with 20, 30, 40, 50 staff, millions in revenue, maybe what you need is not structured tactical guidance. What you actually need is conversations with a mentor that can help you overcome some of the limiting beliefs in your own mindset that's holding you back from growth. So there are horses for courses, but that's the role I play.

Scott MacMillan:          

Excellent. That's a really good distinction. And one of the things that you're most well-known for at Dent is that accelerator that you're talking about that helping business owners establish themselves as a key person of influence in their industry. Could you talk a little bit more about that? What is a KPI and why is it so important?

Mike Reid:                    

So what we discovered 12 years ago was every industry revolves around an inner circle of people and businesses that are seen as the go-to business or person or brand for what they do. And at a very basic level, I think anyone listening can understand that if you look to your own industry, but particularly we'll talk about the person that there are certain people that tend to attract better opportunities. They tend to be the ones that are invited to come and speak at conferences. You hear them on podcasts, they've published books, they've shared thought leadership, they've got a compelling vision and message, and they tend to attract an audience. They tend to attract people that resonate with their ideas, that want to follow them, want to learn from them, become educated by them, and they want to use their products and services in order to advance whatever area of life or business they're trying to advance or so forth.

And what we realized about that particular type of person within any industry was that there's probably five to 10% of every industry of the inner circle of the industry made up of these key people influence. The 80 to 90% of the majority is made up of what we call worker bees and a small subsection of newcomers or newbies to any industry. So every industry kind of like concentric rings, starts with the newbies on the outer fringe. You then move into the worker bee majority of where the majority of people are, and we call them worker bees because whether you're a business owner or you're an employee, you have all the functional skills the industry requires. You're good at what you do, you deliver value, but the way you're positioned in the market is still pretty commoditized. No one really sees you as particularly unique or that valuable or that different from your competitors.

And so the sad reality is that the vast majority of the industry is fighting over not that many opportunities because in a very competitive landscape, profit evaporates and you basically just the market's willing to tolerate basic wages at best. Whereas this top five to 10% of every industry is dominated by these key people of influence. And they've got positioning, they have brand, they're seen as unique and different people are willing to pay a premium for what they do, whether as the owner or as a consultant, or possibly even as a high-profile leader or an employee. And what those key people of influence were doing was something kind of different to what the majority of the industry were doing, which was number one, they had a compelling vision around what they were up to in the world, and they could communicate it powerfully through their pitch.

So we have a belief that as leaders and as entrepreneurs, you get what you pitch for and you're always pitching. And I'm on a podcast here, I'm having a conversation with you, Scott, but really in some form or another, I'm delivering a pitch. And simply see a pitch as it's a vision, it's a message, it's a narrative, and I'm here to tell a story. And hopefully that story is compelling, and it attracts people to that narrative and that story, and therefore the work that we do. But it's not pitching from the perspective of I'm trying to pitch for a client here. I'm pitching a vision into the world. I'm trying to enroll hopefully your audience in a way of thinking and behaving that is positive, that's beneficial for them, that moves them to a better place. So when we talk about a great pitch, great leaders, key people of influence, have an ability to get up and talk about what they do clearly and concisely, and they can enroll others in their vision.

They're often also publishing their ideas. In many cases, they've written books that give them authority and positioning in that area. They're not selling their own time. They're often, they've productize what they're doing, so they're avoiding the trap of just trading time for money, but they've got scalable value that they can deliver to the world. They've built a profile in online media, traditional media, and they're often well-connected to other key players in the space. And they find ways to partner with them to do joint ventures, to do collaborations. And it's those five skills, we call them the five Ps, which is pitch, publish, product, profile, and partnerships that when those five things come together, you work those soft skills, you develop business assets in those areas. That's the thing that really separates a key person of influence from a worker bee in the industry.

Scott MacMillan:          

Now, this is The Entrepreneur to Author Podcast, so I'd be remiss if I didn't double click a little bit on the publish bit. Why is publishing so important as one of these five critical KPI pillars?

Mike Reid:                    

Well, if you imagine what a good pitch is. A good pitch is beginning the conversation with your audience. So we just imagine a scenario where you're at a networking event and you get to, someone asks you the question, what do you do? And we get an opportunity to 30 to 60 seconds explain what we do, and hopefully we hook that listener's attention enough for them to be going, "Okay, interesting. Tell me more. I'm curious, how does that work? That sounds fascinating. Tell me more. You know what that sounds so interesting. It's not for me, but I know someone who that would be perfect for." And that's the power of a great pitch is it's either, oh my God, that's for me or not for me, but I know someone who this would be ideal for an example of a not-so-great pitch is just the polite response.

Cool. And your kind of the person glazes over, you lose their interest, they're off having a conversation with the next person. So a good pitch opens a conversation, it opens the window of listening. But then once we've opened that window of listening, we then need to demonstrate credibility and authority, and we need to more deeply educate and prime that listener or our audience around our ideas or our methods, our way of doing things. So that hopefully can more deeply enroll them in the vision of what's possible for them. And that's what published content does. It builds authority, number one, right? Gives you authority around that particular domain of expertise. And partly the reason for that is that the word author, the word author sort of sits nestles within the word authority. It's having authority means you are the author of ideas.

And of course, there's no really no original ideas in the world, but it's more about how do you synthesize what you're seeing, what you're observing, how you do what you do with your clients that has a slightly unique take or a spin or a way that you express it that all of a sudden the market sees that as different, unique. And I think that an important thing to underscore here is that, sorry, Scott. I know I'm talking a little bit around the subject of publishing, but where I'm getting there is that it is important to realize that differentiation isn't about being radically different. It's not a 180-degree change in orientation, often five, 10, 15% different from what the cost standard narrative is in your industry can be enough to have that edge over your competition.

And so publishing is key because it builds authority and it puts your ideas into a container of value, whether that's blogs, articles, online or a physical book as the most powerful format, the most powerful container of value. And that container can then be marketed, it can spread far beyond you having to get up and have that conversation with your audience. So if we can take your ideas, we can package it for a format like a book, a container of value. I can have a thousand of those out there communicating those powerful ideas with our audience, priming and educating whether or not I'm in the room. And that's of course driving interest and inbound inquiry back to the business.

Scott MacMillan:          

Yeah. Beautiful, beautiful. There's such a variety of different people that you've worked with at Dent, many of whom I suspect never imagined that they would ever write and publish a book. How do you help people get over the notion that maybe they have nothing to say, nothing to write about, or that they simply don't have the ability to write something that others would want to read?

Mike Reid:                    

That's a great question. So one of the ways of thinking about this is often when we work with our clients at the beginning of this journey, they tend to have a fear that it's like, you know what? I don't see myself as a thought leader. Sure, I work with clients, clients are happy, we get good results for them, but there's nothing really that unique or different or special about what we do. We just do what we do, get the great result. But if I look at many of our competitors, I struggle to really see what is it about what we do that's so unique or different? And is there enough substance here for us to even write a whole book about? I don't know doesn't, I don't feel comfortable with that. So that's one of the big fears and objections. And so, one of the ways to think about that is to sort of ask ourselves the question, well, what is a thought leader?

And the way I see thought leadership is if you have the ability to be able to move one person from a place of a lack of awareness, understanding, uneducated, and essentially what they're saying is they're saying, no, not interested in what you do or your ideas. And through the communication of those ideas and through starting to turn light bulbs on for them, imagine these little light bulbs that are going off on the head where you start to give them a change in perspective. You shift their existing paradigm into a new paradigm. If you can do that with one person, and I almost guarantee that anyone who's listening, if you're a business owner, you're a leader, everybody's had this experience based on the work you do with a client, that you've had conversations, you've been able to shift their perspective and help them see the path forward differently.

You've given them a paradigm shift. If you can do that with one person, then you are leading that person through thought to a new paradigm and a new way of thinking. So that is thought leadership, right? You are leading them through thought from an old way of thinking to a new way of thinking that is positive, that moves the needle for them, that helps shift their mindset, shifts their behavior, and gets them closer to the destination of where they're trying to get to. So if you can do that with one person, you're a thought leader. The problem is that you are just probably a badly packaged thought leader, meaning that you can do this one to one with someone in a meeting, but you haven't packaged the ideas into a form that can happen one to many. And when we can move the packaging from one to one to many, then you've started to build an asset that conveys that thought leadership at scale.

And really that's the point that society will recognize you as an or author, a thought leader, et cetera. And so what I encourage everyone to think about is, okay, if I can take what I can do with one person, I can repackage it into a form that I can do it one to many, then I do have valuable insights. I do have enough to share, I do have enough to say. And the other thing, Scott, I'd suggest here is that, as you'd know as well, is that it's predictable That if you're good at what you do, we all have a sense of imposter syndrome that I'm not enough, I don't have enough. What would I really say that's different?

And with the right structure to slow you down and help examine this unexamined process that you do with clients to slow you down and examine the ideas that you take for granted that you don't see as that special, in fact, for many people who aren't introduced to your work, that would be a light bulb moment, that would be a paradigm shift. You take it for granted because by proximity, you're so close to your own ideas and own work, you've started to devalue it. And if we can go through that structured process by slowing you down, then before it 20, 30,000, 40,000 words starts to come out of you and Scott, I'm sure you could talk to clever ways, you can do that through audio or writing or being interviewed. And so it's entirely possible if you come in with an open mind and let go of any sort of preconceived notions that you can't.

Scott MacMillan:           

Yeah, I love that you touched on the different media as well, because there's obviously the different ways that you can transfer the knowledge out of your head and get it onto the page. But of course, publishing is also more than about a book if you're a published author, but you're also prolific when it comes to creating and publishing content in general in multiple different forms. How do you think about content production and distribution, broadly speaking, beyond the book, right? There's video, there's YouTube channels, there's podcasts, like we're doing here, and you have your own podcast as well. What's the big picture around publishing and how do you think about that?

Mike Reid:                    

So look, I will caveat this by saying that I'm fortunate in that I have two other business partners, one of which Daniel Priestley is truly a prolific author, writer, commentator. Dan's written four or five bestselling books on business and entrepreneurship, I've co-authored one of those with him. So I'm very lucky to be part of a business and an ecosystem where I get to leverage the intellectual property of multiple people within the business. And I think that's just an important point to underscore when thinking about publishing as well, is it doesn't all have to come from you necessarily. So you might be play a role of more of operations within your business within a partnership. You might play a role of chief of marketing, and you've got a partner that is more the creator personality. You might be the creator and you might have others in the business that can equally leverage the intellectual property of the business.

So sort of see it more as you're unpacking intellectual property, packaging it, and that many people can be publishers of that within the business. If the starting point is you create some kind of anchor content and probably ideally on an anchored anchor medium. So I'll explain. When you write a book that is a sort of a pillar piece of content that you can repurpose in lots of different ways the whole book could be split up into little blog posts of 30, 40 plus posts. Each of those sections of the book could be slightly adapted to be a YouTube video. That YouTube video could be edited into a Reel version or a short version. It could be edited into a YouTube. It could, little parts of it could be edited down into ads. So it really helps if you start with one pillar piece of content.

And I think many people will ask, what should that pillar piece of content be? Should it be a book, should it be YouTube channel? And I think what's most important is worrying less about the context, which is the medium and worrying more about the content to start with. So what am I trying to say? What's the destination of where we move people to? What's the outcome we want to be known? For example, we're very known for helping entrepreneurs become key people of influence or Scott, you're very known for helping entrepreneurs go from entrepreneur to author. So entrepreneur to author, key person of influence. It's an outcome, it's a destination that we get our clients to. And there is a unique methodology that you have to do it. You call it your steps method. We call it the five Ps. We're very clear on who it's for, the problems that it addresses to begin with.

So if we can map the architecture of that narrative, and we can get the storyline out, I find personally writing is a great way to get that storyline out so that you can at least have a body of work that talks to a specific destination that you get clients to, that you want to be known for. And then with that pillar piece of content, we can then fractal that out into a variety of mediums. So you can have The Entrepreneur to Author Podcast, The Entrepreneur To Author, YouTube Channel, The Entrepreneur to Author Book, key person of influence, same principle.

So I think for anyone listening, think about that, what's that pillar piece of content? And then pick a one channel that you want to make your main focus, whether that's video as the medium, podcast as the medium, or writing as the sort of medium and pick one that best suits your personality. Maybe you're the kind of person that can, is beautifully elegant and eloquent in how you write because it forces you to slow down and think, connect ideas. Or maybe you're the kind of person that just likes to get up and talk. And it's like for the life of me, I couldn't sit there and sit in front of a computer and type, but if someone asked me questions in this format on a podcast, I could talk for days.

Scott MacMillan:          

Yeah, that's such a good point. And that's exactly what I did with my book. I started with Entrepreneur to Author the book, and then the first 18 episodes of this podcast really break down each of the chapters of the book and cover the same terrain. And then we did blog articles that cover the same topics, but not everybody has that same bias that I do where just like you pointed out, I feel most comfortable in starting with the writing because it forces me to slow down. I can structure my thoughts. Some people may start with a podcast and then can take that IP and repackage that into a book. You talked again about KPI, which I is something I wanted to jump back to and chunk up a little bit about Dent Global and KPI. And talk about what type of entrepreneur in your experience benefits the most from participating in a program like KPI, Key Person of Influence, and what in your view allows somebody to be most successful with it once they're actually in?

Mike Reid:                    

So I mean, our process works very well for a entrepreneur or a founder who, so particularly its founder, we tend to work with founders and helping them build founder brands. And we do it for traditional service businesses. So if you're running a business that's really based on your knowledge, your intellectual property that you deliver to your client, maybe it's an accounting practice, a legal firm, a financial services business, a chiropractic clinic or a health clinic, you're a coach consultant, but it's the value of what you do is based on your expertise in intellectual property and what you deliver tends to be a high value service. So you're not selling a little widget online or an online course for $99, but you have a package that ranges into the 1,000 or more that we are very, very good at helping you scale that kind of business.

And so the reason people succeed in our program is because they come in with an established business where they've gotten past some of the early things of, you've set up a company, you've figured out how to do payment processing, you've got your first handful of clients on board and you've got some referrals out of it and things like that. You've broken through that initial proof of concept stage of a business, which is that startup phase, and you've reached that 100,000 in revenue or more and now got something to play with and work with and build a team around. Most of our clients tend to be in that a 100,000 to a couple of million range when we first start working with them. And maybe it's them or just a small team, but their ambition is that we want to grow this into what we call a lifestyle boutique, which means you're in a business doing a half a million to a couple of million in revenue, you've got high revenue per person in the business.

So businesses that operate on a 100,000 revenue per person or less, for example, you've got five people on the team, you're doing five, 600,000 in revenue. By the time you pay those people you pay tax and overhead and everything else. There's not a lot of profit left over. So it's still very labor driven, it's very human being driven, and that's expensive. And we can turn that business into a business that does more like 200,000 revenue per person. So a million bucks with five, six people on the team, and you've got a really profitable lifestyle boutique. You pay that team, you pay overhead tax, you've got a good chunk of profit leftover.

What's driving the difference is really the creation of intellectual property assets. It's leveraging some more technology. It's converting your sales process from a one-to-one process to a one-to-many process. It's developing layers of product that are great at generating leads and then warming and priming those leads and making sure you're oversubscribed with calls and opportunities so that you can present a core business that's in demand. So I think it really works for that kind of avatar. And anyone who comes into our process, Scott, is they're ambitious, they're driven, they recognize that it's a noisy, competitive market. They recognize that they can't just sort of sit behind the scenes in their business and hope it takes off. They've really got to step forward and become more of the face of the business and the face of the brand and that, yeah, if they're willing to do that, we can really rock it with them.

Scott MacMillan:          

With them. Amazing, amazing. Yeah. So Mike, this has been really value packed, and I'm sure there are listeners out there who are keen to learn more beyond what you and I have talked about. What's the best place for people to get in touch with you?

Mike Reid:                    

So if you look Google Key Person of Influence or Dent, that's a really great start. You'll see kind of lots of good things show up. If you want to see some of our client stories and examples and people who've been through this process, and it's the impact it's had on them, I recommend us go to dent.community and you'll see a raft of really amazing stories and case studies and examples there. And if you want to join me for an upcoming workshop where I'll introduce you to these principles and these ideas and the method and how exactly it works in a business, then I run a 90-minute session that unpacks the process in a lot more detail. Just go to www.kpiwebclass.com and you'll be able to book in for a time.

Scott MacMillan:          

Fantastic. And we'll put those links in the show notes so that if anybody missed that in the run through, it's easy to access. Mike, I appreciate you not only for being on the podcast and sharing your wisdom with our audience, but also for the support that you've provided me as we've been working together over the past few years. So thank you so much for doing this. I really appreciate it.

Mike Reid:                    

Yes, Scott, it's been a pleasure to work with you. I'm so thrilled to have the relationship we do of both friend and traveler through life and client as well. And I just want to commend you, the way you joined our accelerator was through some serendipity, and you've taken the business from strength to strength each month and each year as it's gone by, and you really are living and breathing the ethos of being a key person of influence. You've got the book, you've got the podcast, you're out there, you're prolific in the market, you're attracting great quality clients, you're in demand, you're oversubscribed. You built a great little team around you. So if you are all thinking as someone listening to this about publishing a book, or you kind of to resonate with this idea of you want to become that key person of influence in your industry, I highly recommend, of course, like connect with us.

But more importantly, if you've thought about writing a book, don't be afraid to just send Scott a message, reach out to him, have that conversation, because sometimes we just need to have a conversation with someone to get the wheels in motion to kind of grease the momentum of what we're trying to achieve in our business. And business as hard enough as it is becoming a leader in your industry is hard enough as it is without just that support factor. Just having someone to bounce ideas, to have someone to be accountable to. And either way, you're going to be in incredible hands with Scott. So yeah, just a little plug for you too, buddy.

Scott MacMillan:          

Oh, thank you so much, Mike. Really appreciate it. As we wrap up this episode of Entrepreneur to Author, remember this now is the time. Time to write, time to publish, and time to Grow. I'm Scott MacMillan. Until next time.