In this episode, host AJ Riedel talks to Nick Eckert, founder of Sr. Training and Consulting. We talk about how Nick leverages his engineering background to simplify OSHA requirements for small and medium businesses, his unique approach to qualifying leads through an Amazon bestselling book, and why he believes "failing early and often" is the key to consulting success.

4:55 Learn Nick's creative methods for building client relationships despite being "not naturally outgoing"
11:15: Learn how Nick handles prospects who don't recognize they have safety problems
Connect with Nicholas Eckert
LinkedIn: https://www.linkedin.com/company/105541284/
Website: https://www.srconsultingky.com/

Show Notes:
Are you struggling to find clients who actually recognize they need your help? How do you transform failures into valuable data that drives your business forward?
In this episode, host AJ Riedel talks to Nick Eckert, founder of Sr. Training and Consulting, who helps small and medium-sized businesses navigate OSHA requirements and build world-class safety cultures.

What You'll Learn in This Episode:
• How to approach prospects who don't recognize they have a problem yet
• Strategies for using a book as a lead generation tool rather than a revenue producer
• The benefits of an ascension model from social media to books to online courses to consulting
• How to overcome the challenge of cold calling when you're not naturally outgoing
• Why learning from failure is more valuable than quick success
• Tactics for nurturing leads who aren't ready to become clients
• How to analyze competitors to find your unique positioning

Why You Should Listen to This Episode
If you're building a consulting practice in a field where clients often don't recognize they need help until it's too late, Nick's creative approaches to client acquisition will help you rethink your marketing strategy. His refreshing perspective on embracing failure as valuable data rather than setbacks provides a mental framework that can help any consultant persevere through challenging early years.

Listen to These Key Moments:
[4:33] Nick's biggest challenge: Finding clients when no one wants cold calls and how he overcame his natural reluctance to knock on doors.
[6:46] Books as lead generation: How Nick uses his Amazon bestselling book to qualify prospects and generate warm leads rather than focusing on book revenue.
[11:15] The "we don't have problems" objection: Nick's clever techniques for shifting the conversation with prospects who don't recognize safety issues.
[15:23] Nurturing not-ready prospects: How Nick uses regular value-first content to stay top-of-mind with prospects who aren't ready to buy.
[21:54] Advice for new consultants: "Fail early and fail often, and learn from it" - Nick's counter-intuitive perspective on early business struggles.
[27:27] Competitor analysis: How to look at competitors not as threats but as teachers of what works and what gaps you can fill.

Connect with Nicholas Eckert
LinkedIn: https://www.linkedin.com/company/105541284/
Website: https://www.srconsultingky.com/

Confused About Why Your Marketing Isn't Bringing in Enough Clients? Discover Exactly Which Parts of Your Marketing Need Attention. Take the Consultant's Marketing Scorecard today and get clarity on what's breaking down and what needs fixing. https://cms-2025.scoreapp.com/

If you liked today's episode, do these two things:
Click subscribe on whatever podcast platform you use to make sure you don't miss future episodes

Leave me a review in your podcast app or YouTube so other self-employed consultants can learn about the podcast

Connect with me:
LinkedIn: https://www.linkedin.com/in/ajriedel/
Book an Exploratory Consultation: https://calendly.com/ajr-2/exploratory-consultation
Thriving Consultant newsletter: https://ajriedel.mykajabi.com/newsletters/the-thriving-consultant
Website: https://www.ajriedel.com/
Email: ajr@4rmg.com
Until next time, keep thriving through!

In this episode, host AJ Riedel talks to Frank Keck, CEO and founder of CoreBuild. We talk about how Frank built a thriving consulting business with 95% repeat clients by discovering his unique value proposition and having the confidence to charge what he's worth. Learn his practical strategy for building relationships through free workshops that convert to paying clients, and how he adapted his marketing approach after the pandemic changed everything. (9:40 Finding your value proposition, 19:34 Doubling your fees, 34:53 Morning routine for success)

Connect with Frank

LinkedIn: https://www.linkedin.com/in/frankkeck/

Website: corebuild.solutions

Show Notes:

Are you undercharging for your consulting services, and as a result, working with clients who don't value your expertise?

In this episode, host AJ Riedel talks to Frank Keck, CEO and founder of CoreBuild, a company that helps develop confident leaders, collaborative teams, and profitable organizations where people can thrive.

What You'll Learn in This Episode:

• How Frank built a consulting business with an exceptional 95% client retention rate over 24 years
• Why being able to clearly articulate what you do is crucial for effective marketing
• The power of "test drive" marketing through free workshops that convert to paying clients
• How to overcome the fear of charging what you're really worth
• Strategies for building relationships with organizations that lead to long-term business
• How to use targeted data tools like Seamless.ai to identify and reach your ideal clients
• The importance of delegating tasks you're not good at to focus on your strengths
• How implementing a structured morning routine can transform your mindset and business

Why You Should Listen to (or Watch) This Episode

If you've ever struggled with defining your value as a consultant or lacked confidence in your pricing, Frank's journey provides a roadmap to building both inner confidence and external success. His practical approach to marketing, relationship-building, and personal development offers actionable insights that can help you differentiate yourself in today's competitive consulting landscape.

Listen to These Key Moments:

3:18 Getting Your Name Out There - Frank shares how his biggest initial challenge was defining what he actually does and communicating it effectively to potential clients. (03:18)

12:43 Finding What Works in Marketing - Learn how Frank built his business by speaking at professional organization chapters, giving potential clients a "test drive" of his services. (12:43)

19:34 Doubling Your Fees - Frank reveals how a business coach pushed him to double his fees, and how this not only increased his revenue but improved how he felt about himself. (19:34)

27:15 Building a Board of Directors - Discover how Frank created a personal "board of directors" with mentors in different areas of his life and business. (27:15)

34:53 Morning Routine for Success - Frank details his transformative morning routine that helped him shift from a victim mindset to a creative mindset. (34:53)

Resources and Links Mentioned:

• CoreBuild: Frank's leadership and team development company
• Seamless.ai: Tool Frank uses for targeted prospecting
• "Embrace Your Freakness": Frank's first book
• "Key Person of Influence" by Daniel Priestley
• SHRM (Society for Human Resource Management) and PMI (Project Management Institute): Organizations where Frank spoke to build his business

If you liked today's episode, do these three things: 1) click subscribe on whatever podcast platform you use to make sure you don't miss future episodes, 2) leave me a review in your podcast app or YouTube so other self-employed consultants can learn about the podcast, 3) head over to https://www.ajriedel.com for show notes and other resources to help you grow your consulting practice.

Connect with Frank

LinkedIn: https://www.linkedin.com/in/frankkeck/

Website: corebuild.solutions

Connect with me

LinkedIn: https://www.linkedin.com/in/ajriedel/

Website: https://www.ajriedel.com/

Email: ajr@4rmg.com

Until next time, keep thriving through!

This interview features AJ Riedel speaking with Beverly Flores, founder of Thyme Out Consulting, on the "Thriving Through" podcast. Beverly shares her journey from a 24-year career at a Fortune 100 company to becoming an independent business consultant and coach who helps businesses and individuals unlock their potential.

The conversation explores:

• Beverly's transition from corporate life to entrepreneurship
• The importance of knowing your "why" and core values (hers are courage and freedom)
• Overcoming fear and building confidence in business
• Her mindset approach for handling rejection and pricing services
• Lead generation strategies and networking approaches
• The value of helping clients see their full potential
• Her future vision of expanding her coaching business while maintaining freedom to travel

Beverly offers practical advice for consultants and coaches, including the power of silence in pricing discussions, not letting fear control decisions, and defining success on your own terms rather than society's expectations. The interview showcases Beverly's philosophy of "be limitless" and focusing on possibilities rather than limitations.

Connect with Beverly Flores:

LinkedIn: https://www.linkedin.com/in/bevflores/

Website: thymeoutconsulting.com

🔔 Subscribe for more interviews with successful independent consultants.

Show notes

From Corporate Leader to Thriving Consultant: How Beverly Flores Secured 13 Clients in 6 Months Through Courage and Authentic Connection

Are you ready to break free from your corporate job but fear is holding you back? How do you confidently price your services when you're just starting out?

In this episode, host AJ Riedel talks to Beverly Flores, founder of Thyme Out Consulting. We talk about Beverly's journey from a 24-year corporate career to securing 13 clients in her first six months as a consultant, the power of letting silence work for you in pricing conversations, and defining success beyond financial metrics. Discover how to leverage your core values to overcome fear and build a business that aligns with your authentic self. Tune in and learn practical strategies for generating leads, handling rejection, and creating a consulting business that gives you both professional fulfillment and personal freedom.

Timestamps for Key Moments

• 13:32 - Courage as a Core Value: Beverly explains how identifying courage as her core value helped her overcome fear
• 25:17 - The Power of Silence in Pricing: Beverly shares the critical technique of staying silent after stating your price
• 31:35 - You Are Not Your Emotions: Important mindset shift for handling rejection and disappointment
• 35:57 - Call the Second List: Powerful story about persistence after rejection with a client who gave up halfway
• 38:27 - Lead Generation Tactics: Beverly's practical approach to finding new clients through Chamber of Commerce
• 41:14 - Building an Email List: Overcoming reluctance to reach out to people with valuable content
• 47:43 - Four Buckets of Success: Beverly's framework for defining success beyond financial metrics

Resources:

• Thriving Through Podcast: https://www.ajriedel.com/podcasts/thriving-through
• Website: https://www.ajriedel.com/
• Email: ajr@4rmg.com
• Free Exploratory Consultation: https://calendly.com/ajr-2/exploratory-consultation
• Take the Marketing Momentum Assessment: https://aj-jjsg4yy5.scoreapp.com/

Connect with Beverly Flores:

• LinkedIn: https://www.linkedin.com/in/bevflores/
• Website: thymeoutconsulting.com