How to Achieve Massive Growth in 2022

How to Achieve Massive Growth in 2022

Check out the latest episode below. Mr.Biz Radio provides business owners with the knowledge and insights needed to drive their companies forward.

Mr. Biz Radio: How to Achieve Massive Growth in 2022

Unedited transcription of the show is included below:


Welcome to Mr. Biz radio biz. Talk for biz owners during the next half hour, Mr. Biz, Ken Wentworth, a leading business advisor, and two time best selling author will cover topics. That'll help business owners run their companies more profitably and more efficiently. If you're ready to stop faking the and take your business onward and upward, this show is for you. And now here's Mr. Biz, Ken Wentworth.


All right. Welcome to another episode of Mr. Biz radio with me, Mr. Biz, Ken Wentworth. And this week we have a very interesting guest coming to us from like a bazillion yes, a bazillion time zones away. She he's been very gracious with her times. As a matter of fact, we even had to reschedule from a couple of days ago because of some travel issues I was having. And she was very gracious about that. So I'm grateful for that. And she's coming to his super early from osie land in Australia. This week's guest is none than real Bergen Doyle, who is a strategic advisor and entrepreneur that has spent the last 30 years growing businesses across the globe from Australia USA and more she has worked with and grown almost every kind of business imaginable from startups to SMEs, to corporate enterprises. One of them being a $1 billion company, furthermore, she founded a nonprofit called step up foundation that helped 19,000 adolescents, many of whom were underprivileged or at risk. So welcome to the show. Real.


Thanks for having me, Ken. It's fantastic to be


Here. Yeah. And thank you again for for, for, you know, your, your flexibility with us. I know it was a little bit okay. Back or whatever, but of course. Okay. So the interesting part, as I, as I mentioned, that Real's coming to us from Australia, we're based in Columbus, Ohio, and she actually lived in Columbus Ohio for a little bit. Is that, is that true? Real <laugh>


I did. I absolutely did. I I was working as a brand strategist at the time I'd made my I'd moved to the states. I'd become a published author and a global brand manager for a particular company. And then I made the transition to a amazing business called via as a brand strategist. And I got SED to the Columbus office from so San Francisco, York, and then to Columbus and Columbus has a very special memories for me. And I'm from Brisbane Australia. So I'm from Queensland and area Queensland, which is kind of like Florida. So it's called the sunshine state. We have famous for beaches and all of that. And here I was in Columbus, Ohio, and I'd get up in the, and there'd be snow all over the car and I'd be like, woo, this is so funny. Oh my God, I'm having so much fun scraping that ice off my thing. And all the, all the locals are like grumpy and unhappy about it, but I'm like, oh my God, this is the funnest thing ever <laugh>. So cause it was so different to what my, my previous life had been. So it was great and I made some amazing friends in Columbus and it was really impressed with the city itself. Loved it.


Yeah. I think it's, you know, obviously I I've lived here now for gosh, I I'm trying to think how long it's been. I, I came here originally to go to, to go to college and just stayed. And you know, we like to travel a good bit. It, you know, we've still been stayed based here. And I think there, a lot of people just think of, you know, Columbus as a Midwestern town and don't realize some of the, the culture that's here, the culinary aspect of it, a lot


Of art man, there's so much there's I was shocked by the art scene and the food scene I had, no, I had not associated that at all with, with Columbus. I had no expectation of, of that. And it was fantastic.


Yeah. Yeah. Well, so, so that's part of your, obviously your entrepreneurial journey, but tell us tell if you would, you know, bring us back, tell us your entrepreneurial journey from, you know, from beginning to where you're at now, if you would.


Okay, sure. So well the I'll, don't worry. I'm not gonna tell you my entire background, but I, I will give you a little insight in that my, my mother started her first business when I was three. And what happened was that her and her best friend were in the business together. And so one mom would take care of myself and the other mothers, two boys. So the three of us one mom would take care of the three of us for three or four day while the other mom ran, worked in the business and then they'd swap et cetera. So I literally grew up in my mother's from, she went on to have other businesses after that. So I grew up in small business. I used to get a cab. Can you imagine doing this now? I used to get a cab when I was six years old, I would get, have from school to my mother's business and wait for her to finish.


You gotta remember this is the seventies, right? So there wasn't the structure for women to be supported with childcare. So you just, I guess you did what you had to do. Yeah. So so yeah, I grew up literally, literally at her feet in various different businesses. And by the time I was a teenager, my had a business together and I worked in the business after school and on weekends and so on. And then on school holidays, they would actually take three or four days off and I would run the business. So <laugh> so I just, I grew up and it was in my blood and the SME world, the smaller, medium size business. And then I went to uni, I was very clear business, was my thing. Went to university, came out of that. Got hired out 400 people to for my dream job.


It was incredible. I, I get to work with a company here called results, Corp and results. Corp was the largest advisor to the SME market in Australia, New Zealand. And so at 21, I was taught how to, to grow any business, any time. I got to work with every kind of business imaginable right then and there at my first two years out, I was working on everything from hospitals to hotels, to accounting firms, to architects, to pubs, to restaurants, you know, handy men, what, whatever Floris think of anything you can. And I was literally teaching them how to grow their businesses quickly and successfully. And it was an amazing experience. It was a very high pressure environment. So I learned quickly to produce results. And I ended up doing that very well and got promoted and ended up running a team of consultants.


And I oversaw the growth of 120 SMEs for a year at a time all the fully guaranteed program. So it was an incredible experience. And I got to work in that. I got to work with Paul dun and Chris Newton, J Abraham and Michael Gerber. And also got to meet Robert Kiosaki and bla singer and just a heap of Dori caught over amazing groups of amazing mentors that I got to meet and work with. And then I decided that I was actually interested in the whole health of a business, not just the sales and marketing side. And so I started my first business when I was 23, 23, nearly 24 with 1100 bucks to my name and no clue except that I was passionate <laugh>. And it was a strategic planning firm that I had no right to be in <laugh>, but I was passionate about the whole health of the business.


And what does it look like when you really think about what you want and then go after and create that. And and we grew from zero to 400 active clients in a short space of time. We became the largest provider of strategic planning and advisory in, in our state. And I was young enough to not know what I was doing. So I did what my mentors and books said. And I replaced myself in the business. The business ran without me within two years and CA took six months off and traveled to states. And and then came back, sold it, decided to sell it. And went on from there, moved to the states, as I said, became a global brand manager and then met VE and became a brand strategist and started working on billion dollar companies and $400 million companies and, and realized they're exactly the same as SME, small to medium size enterprises, except they have more zeros, more complacency and more politics.


And but it was an amazing experience. And I got to live in the us, I got to live in SA California New York, Ohio, and Florida. They're like four different countries. <Laugh> if you're unclear, they're completely like four different countries. So it was an amazing experience. I was there for nearly five years, came home to Australia and started my nonprofit, had had this idea when I was living in San Francisco for this nonprofit, I was too chicken to do it. <Laugh> I finally got the courage up and did it when I came home. And that ran for 10 years that you mentioned called step up and we grew that to three countries. And then I, I decided to go back to my passion of SMS and I launched, raised $1.8 million in two and launched one of the fastest growing franchise companies in Australia. And then there's more from there. <Laugh>


Yeah. Yeah. It's awesome. Well, you know, time flies when you're having fun, we're gonna hit a break here, but we'll continue the stories. We're gonna find out more about what Will's doing now, but come back after the break, we'll get the Mr. Biz tip of the week and we'll dive back in with will Bergen Doro


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Right. Welcome back to the show. And as I mentioned that the before the break, it's time to much biz tip of the week, as we always do at the beginning of the second segment, and this week's tip is focus on your strengths and hire experts for your weakness. These are things, again, it sounds very obvious, but I've see this in working with business owners all the time. Some of it's a little bit of ego and some of it's a little bit of lack of self-awareness. You have to know what you're not good at and, and be honest with yourself and whatever those things are. It's, it's all right. We, we, we all, can't be good at everything. There's things that you're not good at that are critical to your business, hire experts. For those, don't be afraid to, to hire someone because the, the knock on impact of that, the Q cumulative impact of that is massive.


I promise you if your business has, let's say eight critical skills that are needed, and let's say you're really good in five of them. If you get experts to help you in the other three, your business will absolutely explode. So do not be afraid to do that. Hire experts for your weaknesses. That is the Mr. Miss tip of the week. We get back in and talking with real. I wanted to mention, you can follow real, real on LinkedIn or Facebook, or you can go out to our website. We can find out all the types of information and her fir her name is spelled altogether So let's get back in. I know you had a little bit more to share on your entrepre journey real, so, so, so pick up where you left off, if you would. Sure.


So I, I had, I came back to Australia. I started my nonprofit. At that point. I was working as an account director of a major advertising agency and working on household name brands and decided that my love was the SME market and wanted to create something that made a difference in that space and actually did what you are doing, which is make a difference and help people discover things at us, don't know about how to grow their businesses. Right. That's an amazing tip you just give, and I see it all the time. You are completely correct. Do what Ken said, everybody. So so yeah, so I, I decided to create a business where I had had a BA one of the companies I worked for worked with accountants, right? We coached and consulted with accountants and taught 'em how to grow their firms.


And one of the things I knew about accountants is they're not very good at actually teaching clients how to grow their businesses. They're good at telling them what happened after the fact. Yeah, so we created a franchise where an accounting firm would buy a business in a box, a consulting and coaching business in a box kind of thing. And they could add a million dollars in revenue and make a massive difference to their clients. And, and we did that. I raised $1.8 million to in two weeks to, to out that business. We became the 11th fastest growing franchise company in Australia. We had 65 franchisees in two years flat was a very successful. And then we had a big fat learning experience. I had a big fat learning experience and lost a lot after a cumulative revenues of about 14 million. So that was a, that was an amazing experience, but we made a difference to thousands and thousand of here in Australia, New Zealand and looked my wounds for a bit.


And then actually strangely enough, met a group of dairy farming families and helped them launch a sustainably farmed milk which is still sold in the major super markets here today. And then got head hunted to be the CEO of a hundred dollar construction company which I came back and did, came back to Brisbane to do that. And ran a team, ran a 200 person team a group of companies and had an absolute blast. I'm currently the CEO of a company that I own part of in the construction space as well. And really in the last few years we have we have what's my, how about I explain this <laugh> so my focus has basically been growth to sum up all of that for the last 30 years, I have been growing my own or other people's enterprises. And from, as you said, from startups to SMEs to be in all companies and absolutely love it. If, if there's any, anything we need to talk about is how to grow a business. That's my space. And now I have about eight different businesses from construction to agriculture, to tech where we own a significant share of those. And we focus on growing those. And then I work with a handful and by handful, I mean, a literal handful of people around the world who are committed to growth and love us.


Yeah. Well, I mean, it is a fascinating journey and I love sort of the ebbs and flows of it, right. You kind of in the corporate world, out of the corporate world, and, and by the way, going all the way back, you, you were destined to do what you do real, right. Basically at the, at the foot of your parents, as their growing businesses, et cetera. I mean, you, you grew up with that. You grew up with that, that entrepreneurial gene that they probably passed down to you as well as seeing it day in, day out as a, as a youngster. Yeah,


Absolutely. I absolutely did. And, and I, I think there's just an unconscious there is something about people say it's in your blood, there is an unconscious competence that just is from being in that space. And of course my mum started, she had no idea what she was doing, but she just had a lot of courage and pluck and she's smart and she worked hard and I saw all that. And she was very good. And in the business, my parents did together. They were great. They had, they, they were very clear on what, what roles they both played and they did a good job of that. And yeah, it's, I've been, I feel very blessed, very, very lucky. I also got really incredibly lucky early in my career to meet all of those famous high profile people that I ended up being mentored by. So I've had some luck, I've had some learnings and it's been an amazing, amazing any, I, you know, I, in Australia here, I'm listed in the top 50 female entrepreneurs in the country. I've been a Telstra business woman of the year finalist, which is a big deal here. So I've been very blessed with, with also those kinds of recognitions. But the fun for me is, is seeing something grow whether it's mine or someone else's, it's what I'm passionate about. Yeah.


Well, and that's why we're gonna talk during the third segment, we've got a couple minutes left here, but in the third segment, we're gonna pick Real's brain about some things that are happening. So we're at the beginning of 20, 22 now, and we're gonna talk about some things that she sees in the marketplace that, that she thinks is gonna happen in 2022. We should be taking advantage of in order to achieve that, you know, massive growth in all of our businesses. But with about two minutes left here in this segment, I wanted to ask you, you know, what, what, how important is strategy? How important is strategy for growing your business? I know it's a loaded question.


Oh my God, it's the perfect question. <Laugh> actually people don't normally ask me that straight up. The answer is incredibly strategy. I know that incredibly important. I know that one of the, I think it's Jack Welsh says, or somebody says culture eats strategy for breakfast, but in, and I totally get that. But for me, if you don't have a strategy, you've got no chance at building a culture. Anyway. So if you are, if, and by strategy, look, most people are confused by strategy. Most business owners don't actually understand what it means. And fundamentally what it means is where do you wanna be by when and the, what you're looking for is the strategy. The, the way forward, the plan that will get you from a, where you are now to be where you wanna be in the fastest, most efficient, most profitable, easiest, most leveraged way.


And most business owners are so busy being busy, that they never stop to figure that out. In fact, most business owners can tell me what they don't want versus what they actually want. Most people are not clear on what they want this business, which is by the way, a vehicle for your life, for your wealth and for your legacy, and to make a difference in your sector. Most people are not clear on what they want that actual vehicle to provide them in terms of profits and therefore, what revenues, therefore, how many people do we need to serve? How are we gonna do that in a profitable way? They don't even, they don't have that thing for 10, 10 years out, five years out, in two years out, they're so busy being busy on their businesses in their face. The biggest thing they could do is stop and think about that. And then you work backwards from that, that that's the other one thing I'll just say before we wrap up, most people try to move forwards from where they are now. It's incredibly difficult to do that because all you see is your constraints and current circumstances, you have to go out to the future and work backwards from there.


Yeah, no, I, I love it. And that's, that's what I do. You you're right. When I have a new client, I start with that. First of all, what, what, how do you wanna exit this business? And, and what's that timeframe, and then let's work backwards from there. So exactly what you're talking about. So in this week, we're talking with real Berg oil. You can find out more at follow on LinkedIn and Facebook, where to come back and get her tips. And some things she sees for 2022 that will help all of us grow our business.


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All right. Welcome back to this show and we are sorry about that. Click the wrong button. Welcome back to Mr. Biz radio. We've got we've got our mascot Bowie BI Barque in the house and, and he, he's not liking something here. So you might hear some barking in the background long for that. He's not usually in the in, in the studio with us, but he is today. All right. That's enough tough guy. Alright, so look real. You've had this amazing career, you've done all these things. You've helped so many businesses. So help us talk to us about some trends that you see that are going to happen in 2022 and how we can best take advantage of those to grow our businesses.


So in terms of trends, I think there is we've all seen some incredible things happen during this crazy time that we didn't think would happen, right? So one of the companies I'm CEO of and own part of is a construction company and we build in the retail space, but specifically the luxury retail space, luxury retail has gone through the roof. <Laugh> who would've thought it. Right. et cetera, in terms of 2022. Really what I prefer to talk about is, is actually the market's gonna do what the market's gonna do, right? And in COVID we saw, I saw exact same businesses, exact same challenges in terms of the pandemic and the impact of that. And one made it. And one didn't. Why was that in literally the same neighborhood, right? Why was that? Well, mostly it's the mindset of the owner and the actions.


They took the strategy, they focused on their perspective, all of those things. So for me, I've always said, you wanna watch what's going on? You wanna keep an eye on what your competitors doing, and then you just get on with it. <Laugh>, you're not yout. Just need to know what's up. You don't need to actually be driven by that. So for me, it's more about my experience has been, if you focus on adding value, if, if a business owner focuses on adding as much value as they possibly can in 20, 22, they will grow their business. That every business that I, I, I step into to take, to, to be a, become an owner, or I start working with a, with a client to help them grow. The first thing I look for is how can they add more value? Where how, and to whom can they add more value?


Can they change the way they do business? Can they make it easy for their customers to buy? And you've seen people transition to that in comfort, right? So, so it's really is about where and how can I add more value? And then what I've found is this is I've been doing this specifically in this very uncertain times that we've gone through. I found that there are three keys to thriving. One is perspective. And by that I don't mean keep a positive mindset. Although that's really important. What I mean is, is business is a long game. Business is a marathon, not a sprint, right? So you have to keep your eye on the prize. Where do you wanna be in 10 years? Not in five, not in two, not in one in 10. Think about how old I've got 11 year old son, where do I want to be?


When he's turning 21, what do I want my businesses to be doing by then? That's the way to think about it because you always underestimate what you can do in the short term in the longer term. So where do you wanna be in 10 years? Keep your eye on that prize. And by that, I mean, profit, and what's the profit you want outta the business based on that, what what's, the revenue need to be, et cetera, et cetera. Right? And I've got about five things I work on at that end, but where do you wanna be? And keep your eye on that prize have a long term perspective. That's the first thing, the second thing is, what is your strategy? If that's where you wanna be, what is the fastest easiest plan to get you there? As I said, most people don't stop and think about that.


They're not even clear everyone's strategy is, and they they're just busy being busy. So what's the actual strategy. And, and where is the leverage? Where are the leverage points in your business? Because most businesses have massive untapped opportunities in their own businesses. Most people still to this day, Ken, it blows my mind. I learned this stuff when I was 21. <Laugh> I'm now a lot older than that. But people still don't track their conversion rates. I'm like, what? Who do you not track your conversion rates? That's how can you plan if you dunno what conversion rates are, right? Because your conversion rate tells you how many leads you have to generate, which tells you what you have to spend on marketing. And if you know what your conversion rate is, you can literally say, I need X number of leads. That's it. That's all I have to do is do that because of that.


And I'm gonna get that result. Yeah. And people just don't do that math. So we're, that's a leverage point in the business. The other leverage points are how much people spend with you, how often they come back. Well, these are all basic stuff, but I'm still shocked to this day and it's not wrong. It just is how it is. Cuz people are so busy being busy that they miss these things right in front of them. And you can't see the forest for the trees when you're in your own forest, you have to have someone like you or like me go, Hey, but what about X? And what about Y and Hey, what about this? I worked with a company recently very, a successful company in the agricultural space. They produced these big headers, these big fronts, right? 60 foot fronts for tractors to, to, to harvest they, they, their customers have to replace them, right?


Every few, every five, seven years. Mm-Hmm <affirmative> in the history of the business. Have they ever gone back to a single customer? No, no one. And they're massively successful. Oh my gosh. Wildly successful. And they've never gone back to a existing customers said, Hey, you wanna replace that? They just have people come to them. And so they go, oh, that's good. We can, that's fine. We'll just do that. But they're missing this whole untapped market that would literally make them one of the biggest Mar players in the market here in Australia. And they are, by the way, the only people on the planet that make a 60 foot header and they could literally take over the us. So anyway, there's just untapped leverage points in every business that the business owners, as amazing as they are at what they do often miss those things because they're not marketers, they're not sales people.


They're not HR people. They're not this. They're not that they're great at what they do. So you have to get support to look at where those other leverage points and find them. There is always an easier way and missed opportunities sitting right in front of every business I have ever dealt with. And as you said, I have dealt with thousands in the us, in the UK, in Asia and Australia, New Zealand, all over the world. So that's the, that that point, this, the third point is actions. You gotta take action. People say, well, what action? Well, the actions that support the strategy that fulfill on your long term perspective, not, oh my God, this guy is falling chicken. Let all this stuff is going down. The market's crashing. This is happening. This is COVID da, da, da, no. What actions secure your business, your family, and make a difference to your customers.


That mean they stick and drive profits. What are the actions that do that? And what are the actions that forward your game to your long term perspective? And look, I have, I have, one of my businesses has been shut down. By the time we reopen it will have been two full years from going from a seven figure thriving business to nothing in a minute. That's what happened. And that's happened to so many people, right? So but what I noticed is that we have to make, to really thrive in what is going to continue to be uncertain times. We're not at a new normal yet. What is really important is that you make the short term acute decisions we have to make based on what's going on, but you make those decisions inside the context of your long term perspective. And you are tweaking your strategy as you go, but you have a strategy.


You are clear on what you're doing while you're doing it. How many of this you need, what out the fastest way to get market, all that stuff. You're tweaking that you're correcting, checking and correcting you go, and you are taking the actions that short term required acute things to deal with the acute circumstances we find ourselves in, but you're doing them in the context of that longer term, play the people who do these short term decisions, which we've all been forced to do without that longer term perspective. And without any strategy, burn cash and end up suffering, make mistakes. They don't need to make and put themselves further behind in ever being able to achieve that goal. So make sure you are thinking clearly about that long term picture and make the short term decisions you have to make inside that context. So tho those would be my three keys for thriving and the continued uncertainty that we face.


I, I love it. I love it. And, and you, and I obviously think very, very similarly like, and I, I know we're running out of time, but I wanted to mention, I love what you said about perspective and I can even say it semantically. So the one business owner that says, oh my gosh, what are we gonna do? And then another business owner says, oh my gosh, what are we gonna do? Chaos creates opportunity. And that perspective is huge. Time, time is we're running out time here, but I wanted to thank you again, real for coming on, follow her on LinkedIn, Facebook R Berg and Thanks so much for coming on real. I've really appreciate it.


Thanks so much for having me. It's been fabulous and I've been so nice to be reconnected with Columbus. So thank you, Ken.


Yeah, absolutely. Thanks for watching everyone as always, no forget cash flow is kink


<Laugh> and queen <laugh>.


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