2018 Boot Camp Agenda
A more detailed schedule will be provided to those who register. NOTE: This schedule is tentative and subject to change, so check back for pre- and post-bonus sessions.
Thursday, April 5th
Happy Hour Reception: 5:00 p.m. to 6:30 p.m. – Open To All Attendees
Evening Session: 8:00 p.m. to 9:30 p.m.
Friday, April 6th
Producers Club and Accelerators Club Happy Hour Mixer: 5:30 p.m. to 7:00 p.m.
2018 IT Sales And Marketing Boot Camp Speakers
Discover The Secrets To Growing A Multimillion-Dollar MSSP
From “Rags To Riches” Shark Tank Star Robert Herjavec
If you want to know EXACTLY how to capitalize on the massive need for cyber security solutions and consulting – specifically which industries to focus on, how to staff and build your team, how to price, package and sell these solutions, where the EASY money is right now and where the biggest opportunities are going to be in the next three to five years – then you don't want to miss this candid, never-before-seen interview with Robert Herjavec.
Why should you listen to Robert on growing YOUR IT services business? For starters, he's actually DONE IT. In 1990, he started BRAK Systems out of his basement after getting fired from a general-manager position at the WiFi company Logiquest (he admitted starting the company simply as a way for him to pay his mortgage). Within 10 years, BRAK Systems became Canada's largest Internet security company and sold to AT&T for $30.2 million – not too shabby for a home-based IT start-up! He worked at AT&T for a period. He then took a job as VP of Sales for RAMP Networks, where he helped position the company and sell it to Nokia for $225 million.
In 2003 Robert founded Herjavec Group and rapidly grew it to become a global leader in information security, with a specialization in managed security services, IT compliance, incident response and remediation efforts for enterprise-level organizations.
What's important to note is that Robert's story is truly one of rags to riches. When he was only eight years old, his family fled Croatia with one suitcase and $20 in hand to live in a friend's basement for 18 months while they rebuilt their new life in Canada. His early jobs were as a newspaper delivery boy and a waiter. From there he bounced around in other careers in retail, TV and even as a collections agent. Even BRAK Systems was started out of desperation to pay the bills.
During his session, he will relate BACK to when he was first starting up with no cash, no customers, no list, no marketing and no resources, and dealing with all the same issues most MSPs struggle with in hiring, cash flow, marketing, sales, operations and customer service. I have had Robert speak twice to my Producers Club members and I spent an entire day at his office. He's written several best-selling books on entrepreneurial success and has invested in over 57 companies via Shark Tank. I promise you will find his insights into unlocking YOUR road to success to be both practical and inspiring.
(Side Note: To get a sneak peek, you should download a FREE excerpt of Robert's new book, You Don't Have To Be A Shark: Creating Your Own Success.)
To Download An Exclusive New Report On Advanced Business Development Strategies
Marketing Fundamentals To Extraordinary Growth And Profits: A Special Session For New Members
The legendary coach of the Green Bay Packers, Vince Lombardi, started every year’s training camp by saying, “Gentlemen, this is the football.” His methodical, repetitive coverage of the basics is just one of the reasons he never coached a team with a losing record and why he won five NFL Championships in a span of seven years.
When you get right down to it, success in business is no different. It’s simply the fundamentals deeply understood and applied meticulously, thoroughly and consistently. Fundamentals in marketing, selling and building a productive sales and marketing team – and EVERY single MSP that succeeds does so by correctly applying these fundamentals. NOT the shiny new penny or the proverbial easy button.
During this Boot Camp workshop session, Robin will cover the core fundamentals – boiled down and simplified – that you MUST have in place to reap the lasting benefits of a productive marketing system, well implemented. This session is designed specifically for those members who are new, feel “lost” or simply know they don’t yet have a firm grasp of the NECESSARY FUNDAMENTALS of building a productive, effective marketing plan for their IT services business.
Advanced Strategies For Business Development:
How To Double Your Income Without Doubling Your Client Base
Here’s a rookie mistake practically every small business owner makes: they only think in terms of “new” and “more” when it comes to marketing. I need more NEW clients. More NEW leads. More NEW traffic to my website. But the ugly fact is that the more clients you need to hit your income goals, the more stressful, complicated, difficult and problem-riddled your business life becomes.
A better – and admittedly more advanced – way of approaching your business is thinking in terms of client and business “development” to hit or exceed your revenue and income goals. DEVELOPMENT is about looking at your business with fresh eyes and from a variety of different angles to find a path to greater profits and income from underappreciated and underperforming assets. It’s about being more STRATEGIC and THOUGHTFUL about how you achieve your desired outcomes. It’s also about FREEING you from the daunting oppression of needing all the NEW and NEXT clients. This is a liberating secret no small business understands, much less practices.
Once you understand BUSINESS DEVELOPMENT and how to get every client – and every activity, campaign, project and process – to pay off 3X, 5X or 10X what you’re getting now, you don’t necessarily have to hire more staff, run more marketing campaigns or add on more product lines; in fact, development lightens the load of having more STUFF to do, more stuff to manage, more stuff to go wrong and more stuff to keep track of.
This is how I’ve built a $12.5 million consulting firm (and growing) where 80% is recurring revenue with a staff of 20 people. I understand DEVELOPMENT and how to put the pieces together in a way where every project, every product, everyTHING aligns with, supports and is synergistic with everything else in the company. During my session at Boot Camp, I’ll give you very specific models and strategies for business DEVELOPMENT. I’ll peel back the layers of what we do to reveal how we ensure every new product and every new service is automatically a home run.
How To Profitably Grow Your Business
Without Angst Or Chaos
Do you want to grow your business, but you feel overwhelmed and discouraged by the sheer amount of STUFF to keep track of, fix, manage and get done? It feels like every time you make a little progress, some other unforeseen problem comes and knocks you on your butt – be it an employee not performing, a customer service issue, operational disarray, cash flow problems, the loss of a key client or ALL of these at the same time! So exactly HOW can you FINALLY get everything and everyone working together without friction? How do you get your employees to step up and OWN some of the problems and actually solve them without you having to micromanage the process? How do you build systems and processes that allow you to scale profitably, sanely?
These are the exact questions Gino Wickman is going to help solve for you during his extended Boot Camp session. It might make you feel a bit better that ALL business owners have and deal with these same frustrations – and they are NOT easy to fix.
However, by intentionally strengthening Gino's Six Key Components of your business, you'll have actionable processes and tools you can use to smooth out the edges and quiet the “noise” in your organization so you can get ahead of your problems and avoid them instead of dealing with them after they've already blown a hole in your best-laid plans and intentions.
During his session you'll discover:
- A process for identifying and strengthening the Six Key Components of your business so you can get to the root of your problems and get moving in the right direction.
- Five power tools to gain immediate control of the chaos in your business.
- The Vision Traction Organizer, which will instantly reveal shortcomings in your company vision that are stunting your growth.
- How to break down big goals into bite-sized, 90-day action plans so you can focus and stay out of overwhelm.
- How to conduct productive “Level 10” meetings with your team so you can quickly identify issues and opportunities without wasting time or creating blame, drama or more chaos.
- A proven methodology for hiring and building a highly productive, low-maintenance team of employees.
- How to systematize your way of doing business and create consistency.
IMPORTANT: Only Producers Club and Accelerators Club members will be given live access to Gino’s session. All other members will be attending a session with Robin Robins on the fundamentals of getting a marketing system in place. However, Gino’s session WILL BE VIDEO RECORDED and given to ALL members, as will Robin’s session.
Get A Sneak Peek At Gino’s Book
The Cybercrime "Technology Magic Show" LIVE
From The World’s Most Infamous Hacker
Kevin David Mitnick, once the most wanted computer hacker in the world – and the inspiration for two Hollywood movies and now a cyber security cult hero – is coming to speak to you at this year's Boot Camp.
In the early 1990s, Kevin landed on the FBI's Most Wanted list for one of the largest, most notorious, countrywide hacking sprees in history. He was finally arrested in 1995, after evading the FBI for over two years, for possession of and accessing confidential information from dozens of corporations, including Motorola and Sun Microsystems. At some point, he had control of the entire Pacific Bell network. Why did he do it? Just for fun (he never stole a dime from anyone).
Today, he is a cyber security consultant to Fortune 500 companies, performing penetration testing services and conducting social engineering classes for countless companies and government agencies. His latest book, Ghost In The Wires: My Adventures As The World's Most Wanted Hacker, was an instant New York Times best seller.
Kevin and The Global Ghost Team™ now maintain a 100% successful track record of being able to penetrate the security of any system they are paid to hack into, using a combination of technical exploits and social engineering.
During his session, Kevin is going to perform what has been dubbed “The Technology Magic Show,” where he will demo LIVE hacks and show what cybercriminals are doing RIGHT NOW to get into YOUR clients' networks. This session will arm you with information you can use to better protect your clients, as well as give you compelling research, data and real-world examples to incorporate into your marketing campaigns, webinars and seminars to underscore the importance of putting cyber security solutions in place.
Why "Yes" Is The Last Thing You Want To Try And Get
From A Prospect Or Client You’re Trying To Close
Everything you've been taught about getting to “Yes” when selling a prospect is fundamentally wrong. Not wrong in the sense that you want to drive prospects away, but wrong in the sense of seeing a “No” as a damaging deal-killer to be avoided. Truth is, if you know how to use “No” effectively, along with labeling, mirroring, tactical empathy and bringing up negatives to reframe them, you can lower your prospects' defenses, get more useful information about their motives and negotiate far better deals for yourself AND your prospects without strong-arm tactics or manipulation.
Chris's strategies are founded in well-researched psychological principles and field experience gained during his 24 years as a high-stakes hostage negotiator for the FBI. In recent years he's been working with entrepreneurs, sales professionals and executives to teach them how to negotiate better business deals for themselves and their companies. I can practically guarantee you've never heard this information before from any sales trainer, and you'll instantly see how powerful it is. You'll learn:
- How to build genuine rapport and trust without using old, played-out sales tactics.
- A simple process for structuring questions to uncover your prospects' buying motives, hidden agendas and other “black swans,” to avoid getting blindsided or missing the mark altogether.
- How to elegantly deal with price resistance or requests to lower your price by finding out if you're the “fool” or the “favorite.” Once you know how to do this, you'll never be stalled or frustrated with a price objection again – AND you'll never have to discount again.
- How to instantly spot when someone is trying to play YOU using guilt, half-truths or strong-arm negotiation tactics, so YOU don't get “taken” for the fool.
Note From Robin: When I first learned about Chris Voss and read his book, Never Split The Difference, I was HOOKED. Since then I've studied dozens of his strategies and absolutely love his approach to influencing others in a very low-key, non-confrontational way. His process quickly lowers your prospects' defenses and helps them feel more understood and more comfortable, and fosters a feeling of trust – which is exactly what you want to happen during any interaction with a client or a prospect where you're trying to get them to move forward with a recommendation, solution or project.
As I've said many times, people make decisions based on emotion and then justify with logic; so if you attempt to sell using facts and rational arguments, you'll end up incredibly frustrated, getting nowhere fast with clients and prospects who won't take your advice, who make poor value judgements (price resistance) or award their business to another, lesser-qualified competitor. To be effective at helping others – at selling – you MUST learn the strategies Chris is going to teach you during his session.
How To Build Trust, Eliminate Price Resistance
And Become A Sought-After Authority In Your Field
Secrets To Dramatically Growing Your Income, Credibility
And Celebrity Power By Being An Author
Do you often lose sales to cheaper, lesser-qualified competitors? Do you struggle to get prospects to see the TRUE value of what you bring to the table? Would you like every sales meeting to go MUCH easier, right from the start? Then you need to hear what Adam Witty has to teach you about using a book to become the go-to expert in IT services to your chosen market.
If you’ve been a student of Robin’s for any period of time, you’ve undoubtedly read about other members successfully using a self-published book for prospecting and as a powerful sales tool – and that’s why we’ve brought Adam in to go deep on this extremely powerful yet grossly underused marketing strategy.
Adam and the Advantage|ForbesBooks team have helped over 1250 entrepreneurs, business leaders and professionals around the globe WRITE, PUBLISH, MONETIZE and MARKET a book to grow their business. During this session, Adam will cover:
- What key components and structure MUST go into your book to make it an effective marketing and sales tool.
- Sneaky tricks to getting a book written and published FAST. Most people make the process WAAAAAY harder than it needs to be.
- What Authority Marketing actually is, with real-life examples, and how to apply it into a consulting business to close more sales and attract higher-profile clients.
- Specific strategies for using your book to get strategic partners to promote you, media interviews, speaking engagements and drastically accelerate your sales process.
Winner of the 2017 Better Your Best Competition and Spokesperson for Technology Marketing Toolkit, Inc.