Ken “Mr. Biz: Wentworth: From a Reluctant Radio Host to a Successful Business Thought Leader

This insightful podcast tells the story of Ken Wentworth, A.K.A “Mr. Biz” on why he quit his high-paying corporate job and launched his own consulting business.  He also reveals to us how a random guest in his radio show branded him as “Mr. Biz” which has become a hugely successful brand in business consulting.

About Ken “Mr. Biz” Wentworth

During his corporate career, Ken developed a diverse skill set by working in many different roles – Accountant, Investment Analyst, Operations Manager, Planning & Analysis Director and CFO for several different businesses. Academically, he has earned a BA in Accounting and Honors Master’s Degree in Financial Management.

He regularly speaks to professional organizations, hosts “B2B Radio” and founded Mr. Biz Solutions, an exclusive website created specifically to provide affordable business expertise for small business owners. He is often quoted and appears as an expert on small business topics in a variety of written & online publications as well as radio programs.
Ken resides in OH-IO (natives will understand 😊) with his wife and 3 children. Learn more at – When your business has challenges, Mr. Biz has your solutions!

He recently released his first book – “How to Be a Cash Flow Pro” (available on Amazon).

Listen to or download the audio Podcast via Soundcloud:

Watch the video here:

Show Transcript:

Jesse Stoddard: 00:00 Okay, I have Ken “Mr. Biz” Wentworth on the line today. Thank you for being here, Ken.

Ken Wentworth: 00:05 Yeah, absolutely. Thanks for having me.

Jesse Stoddard: 00:07 Yeah, I know you’re busy and have a lot going on, so I appreciate it. Let’s jump right in. I would love it if you could kind of fill in the gaps of the introduction I did for you by sharing your story. I like to call it the hero’s journey, it’s sort of like your marketing and sales and business story and, I would love it if you could share, you  the dream you originally had and maybe a point where you struggled. I’m sure it wasn’t all rainbows and ponies and then you know, where you’re at now. So I’d love to hear more.

Ken Wentworth: 00:34 There was no rainbows and ponies. There were a couple of unicorns. And there were also a couple of dragons though.

Jesse Stoddard: 00:41 I have a 10-year-old boy, eight-year-old daughter, so I know exactly what you’re talking about there.

Ken Wentworth: 00:45 There you go. It’s funny, I guess I’ll start with the journey was when I’m in my corporate career, so I worked 20 plus years at JP Morgan Chase and the end of the road there, which was nothing bad or any bad situation that happened. It was just, I knew that there was something I needed to do that was more. I know that sounds a little cliche or, or whatnot, but I literally come up with two ideas there that got shelved. The were revenue producing ideas, about $30, million dollars annually that got shelved because of politics, bureaucracy and it was really frustrating. I felt like I got a lot more to do. I can help people more, sort of my wings were being clipped a little bit I guess. And so I decided I’m going to resign, I don’t know what the heck I’m going to do next, but I’m going to resign and I’m going to figure it out.

Ken Wentworth: 01:33 I figured it out and then, I didn’t even know what I do was a thing back then. And so went through some talks with my mentor and we kind of figured that out and he said, you need to be a CFO for like six or eight businesses. And I said, well, that sounds great. How the heck do you do that? Twenty four hour day? But once I. So what I did was I, before I even launched my company or anything, I went out at his advice and got one client and he said, just dip your toe in the waters, see if this is what you’re supposed to be going. In about two weeks in, I’m like, there’s no turning back. This is awesome. I love it. My level of career fulfillment now is something that I didn’t even know it was like a possibility.

Ken Wentworth: 02:13 But I’ll tell you, as you mentioned, that it wasn’t always easy. And I feel like as an entrepreneur, all of us at one point or another hit that point in time where you no matter how confident you are, you start to hit some doubt. What if no one hires me? Now what? Right? Because I’m not in a corporate world anymore, I don’t have that paycheck that hits my account every two weeks. Nice and easy, right? So I have to get people to want to hire me and then, well, what if I’m not good at what I’m doing? You just all that self doubt stuff and it creeps in every once in a night. I think thankfully from talking with other entrepreneurs, I think for me, I don’t know if it’s good or bad, but I think that crept into my mind less than some of the other people that I’ve talked with.

Ken Wentworth: 02:58 But it’s still is. It’s been there. And so overcoming those hurdles and really grabbing yourself by the bootstraps and getting out of that. And I’ll tell you, one of the things that helped me with all that kind of stuff was getting my own radio show, which was not part of my journey, was not part of the plan, at least at the time I came on, was a guest on a couple of shows as a subject matter expert and this expert whatnot. And the second time I was there, the guy at the station, the general manager, said, you need to get your own show. And I said, I don’t want to host a radio show. That’s not what I do, you know, that’s not what I do. Long story short, they wore me down and I said, okay, fine, I’ll do eight shows. And it was a weekly show at the time.

Ken Wentworth: 03:41 I’ll do eight and I’ll see if I like it. And I will tell you, Jesse and I don’t know if you had this experience when you started your podcast. I did some research before I did my first show and got really, really prepared about 413 % over prepared as a matter of fact. Did my first show and it was just a half hour long. And so I got done with it and I’m like, man, I know that the first segment was rough, but I think the second two were okay. So I listened to the audio afterward and I wanted to crawl under a rock. I said I have to figure this out because that was abysmal. And I don’t want anyone to hear it because it was so bad. And so anyway, it’s like anything else, right? That is the journey, right? So that was an example of the journey and how it works.

Ken Wentworth: 04:30 So I didn’t want to do it and then I get sort of, okay, I’ll do it and I get excited about it and I prepare and I’m like, I think it was okay overall. And I listened to, it was awful. I’m like, crap, I’m signing on to do seven more of these awful shows. Right? So I’m like, I got to figure it out. What else are you going to do? So I literally went out and I found three national radio hosts and I reached out to them. I’m a firm believer in the Steve Jobs quote, “If you don’t ask, the answer’s always no”. What’s the worst they’re going to do? They’re going to say, who the heck is Ken Wentworth? I don’t know who he is. And they ignore me. Well, actually I reached out to four one of them, didn’t respond, three of them responded and on the phone with two of them.

Ken Wentworth: 05:10 So again, you just never know unless you ask, right? I was able to pick their brain a little bit, got some advice. The second show got a little better, the third show got a little better, and after the fourth show, I’m like, okay, let’s sign on for two more months. So I kept doing that and moving on further and further. But that was a big part of, from a marketing perspective for me growing my business initially because it automatically positions you, begins to position you as a thought leader. Of course, if you go on the radio and you sound like a complete idiot, that’s the opposite. Right? But, thankfully people must have, at least I tricked them enough to think that I knew what I was talking about. So it worked out, it worked out well. And so I would go to, locally here I would go to a networking event or something like that.

Ken Wentworth: 05:56 They will say, “Oh, Mr. Biz for the radio”. And now “Mr Biz” that brand was derived from the radio, someone literally, a guest on the show, during the show and asked me questions and they were about three different aspects of business and literally after the third answer, he’s like, “Man, you’re like, Mr. Business, like, you know about it a little bit about everything in business” As that happened, I see in the studio, the general manager of the station is running down, he’s outside the studio window and he’s going like this, “Right on the nose, right on the nose” because we get done with the show and he’s like, “You’re Mr. Biz, from to this day forward, you’re Mr. Biz”. I’m like, I don’t want, I don’t want to do that. He’s like, well, we’re going to use it. And they ran with it.

Ken Wentworth: 06:38 Thankfully it did because that brand has been built and it’s, it’s worked really well. So that was another marketing piece that sort of came out of the radio show. But yeah, it’s the journey again and there’s still bumps in the road every day or not every day. But you know, they pop up down again and I’m in the process of starting a new business. So that’s been, there are trials and tribulations with that. We got a whole website built and then things started to crumble. The foundation website wasn’t the best. And so I literally just a couple of weeks ago had to say, “Okay, time out, we’re going to rebuild the whole website on a new platform”. It wasn’t planned, certainly wasn’t a planned expense. I can tell you that. But those kinds of things happen and it’s just, it’s like I even told my kids, you can have a pity party for like five minutes, right? Woe is me, the stinks, blah, blah blah. And then suck it up and get moving forward. Because no one’s going to do it for you. You just gotta suck it up and figure it out because no one else will do it. So, you’re a product of your environment. And so I try to live that in our house and in business and everything else. So that’s probably way longer answer than you’re looking for, but that’s the journey there.

Jesse Stoddard: 07:56 No, in fact, you said something that jumped out at me, how Mr Biz came from a customer you gave me a – it’s kind of like a little light bulb moment for me, how many times in my life where I’ve seen with other people where you have all these ideas about what you think you are and what your, what your businesses and then a customer tells you what you really are or it gives you your name. That can be sometimes the most powerful method of finding your brand because that’s the perception that the customer has a view, which is all that really matters, right? You can engineer certain things, but if they’re telling you here, this is what we see, how we perceive you, chances are other people perceive you that way too.

Ken Wentworth: 08:33 Right? And that’s what the GM of the radio station, he said, “here’s the thing, you’ve ever heard that thing, you can’t give yourself a nickname.? He said you didn’t give yourself this nickname. And the funny part, a little side note, tangent to that story, at least I found it humorous when he was trying to talk me into using the Mr. Biz name. He said, “have you ever watched Sex and the City?” And I said, “No, I haven’t. And by the way, give me your man card because you just lost it for 30 days.” “No, no, no. I watched it with my wife.” I’m like, “Right”. But he said there was a character on there and the character’s name is “Mr Big.”. And I said, well, “Is he a jerk or what?” He’s like,”no, he’s like this rich, successful businessman.” He said, “so some people, at least maybe even some women that watch that.” I said, “You said it right there. Some women that watch Sex and the City, they might equate, subconsciously Mr. Big to Mr. Biz, he says very similarly. And I’m like, “that didn’t really help sell me on it, but okay”. A different perspective I guess. And it stuck.

Jesse Stoddard: 09:37 So since this is The Marketing Strategy Show and obviously a business and your experience covers a wide variety of different things, but let’s focus more on maybe marketing and sales. Who were some of your marketing mentors or perhaps sales mentors or business mentors that helped you with marketing maybe?

Ken Wentworth: 09:55 Yeah. You know, there’s a few, and I’ll tell you the one right now that I – here I am dogging on, the general manager station about watching Sex and the City and say something along those lines. But I got to say, I kind of have a mini man crush right now, Frank Kern. So I’ve been, I got hit with a Frank Kern Facebook Ad, back in, probably October and started doing some research and consuming some of his stuff. And I think the guy’s amazing. I love the guy. I like his attitude. I like his approach to things. He’s not too serious. He likes to have a good time, but he’s obviously super knowledgeable in his approach. And I’m an analytical person, so I mean, I’m typically a skeptic to start and so, you know, who’s this guy first of all right?

Ken Wentworth: 10:52 And so I started doing some research. I know it sounds like he’s had some success. Well then I got, I find like three other people that are doing very similar things to him as far as their setup and how they approach things and they’re wildly successful as well. Which just reinforced in my mind the way he’s doing things. It also just tied in with the fact that this new business I’m launching, which is a continuity program, which, you know, Frank has a continuity program. So I’m like if this guy knows that I’m – so I literally on purpose got into his marketing funnel and I am telling you – I’m not lying to you Jesse and this gonna make me to be a complete nerd. I would take notes on the emails I got. I got into his marketing funnel on purpose just so I could say, “Oh, well if I click on this video, what email do I get next?”

Ken Wentworth: 11:41 Does he send it to me the next day or does he sent me in two days? And then if I don’t do anything with that email, does he send me one? You know, how frequent, what’s the frequency and what does it, what does the text, the copy, et cetera. Again, I analyze the heck out of those you can probably tell, but I was literally just trying to learn from the master of – how he does things in his approach. So I literally had to tell him a friend of mine who’s in digital marketing and I said literally, I got into this funnel on purpose just so I can learn how he does things and sees what his sequences and is nurture campaigns and how it works and things like that. But really right now it’s Frank Kern, like 24/7 for me because again, so much of what he does ties into what I’m doing with my new continuity program.

Ken Wentworth: 12:30 And as a matter of fact, that’s why I wrote a book. I heard Frank Kern in October and I literally, I was listening to one of his things I found out. He bought his book funnel. I’m like, man, that sounds like a really good idea. And I always thought about writing a book and I came out of the office at home and I went into my wife and I said, guess what? New Idea. And she’s like, “Oh geez,” my wife’s a nurse, she’s not a business person whatsoever. And she was like, “what now?” And I said I’m going to write a book. And she said, “you gotta be kidding me.” And I said, “and I’m going to write it like in the next six weeks like I’m just going to knock this thing out.” And she’s like, “Oh, good Lord.” So I got the book done.

Ken Wentworth: 13:07 And the funny part is literally the tie end into that is literally last night she and I were driving somewhere and I said, she goes, because I had an idea after I wrote the first book on, I have two more books in my head. And I had sort of a rough schedule. What I wanted to do, and she said, “Yeah, that sounds like Mr. Biz is pumping the brakes on that second book there.” And I said, “no, I’m starting on Friday.” “You got to be kidding me. Really?”

Jesse Stoddard: 13:33 So the only problem with Frank Kern is that he is both a genius and hilarious and that’s just too much.

Ken Wentworth: 13:42 So he is one of the reasons why I like his approach, he’s not too stuffy. You know, it’s like the Goldilocks, this porridge is too cold., this one’s too hot, this one was just right. Love listening to the guy. I’d love to go have beers with them. You’d be laughing your butt off and it’d be fun. And he’s just a super genius. One of the things that I take from him that I just marvel at is – I heard him speak at the conference a couple weeks ago that was in San Diego. They had it on his Facebook Page and how he, just his ability to write copy, just ad lib. I’m terrible with that like I just don’t have that part of my creative gene. And you know, especially again, you’re talking about marketing on your show so often and focused around that as I was explaining that literally someone just earlier today is when you read copy from someone and it’s like, and I me use this obscure example just to overdramatize it, but it could be if someone is skilled at copywriting, it’s like a program on how to like braid a horse’s tail and by the end you go, I got to buy this, this is going to be amazing.

Ken Wentworth: 15:01 And you’re like, you don’t have a horse Ken, what are you talking about? But that difference. And you know, even at that conference, as I recall, maybe it was another speaking thing, I saw him, do, you know, he asked someone in the audience, so it’s completely, well, unless it was planted, which I don’t think it was just completely adlibbed. He said, well, what’s Your Business? I don’t even know what the business was. And he said, well, I’d probably say something like this and just off the cuff, and it was amazing and I’m like, I want to buy it. I don’t even know where it is, but I’ll buy it, because he, I think he has that gift to be able to do that copy so well. And it’s not for me, it’s not the over the top sales stuff like, buy this or you’re going to get cancer tomorrow kind of thing or it’s not, it’s not too soft.

Ken Wentworth: 15:45 It’s like, again, that Goldilocks thing, it’s like perfect to me, there’s a sales element to it. He can bring some emotion into it to make it effective, but it’s not so emotional that you’re like, oh my gosh, seriously. I marvel at his ability to be able to do that and I wish it was something that I could do easier. I sit down to write copy and it’s like, oh my gosh, I write it. I’m like, this is terrible. Crumble up, throw it away.

Jesse Stoddard: 16:09 And educational and goodwill and all those great things are involved. What is marketing to you, Ken? If you had to define it or create a working definition if somebody said, what’s marketing? What would you tell them? What is marketing? There’s no right answer. By the way. This is whatever, however, you can define it.

Ken Wentworth: 16:33 Yeah. Now I’m trying to think though. I guess I would say marketing is I guess some simplistically, I like to use the KISS method, right? Getting out your message, getting out your brand and your product message in an effective way. Maybe that’s oversimplifying it a little bit, but there’s this

Ken Wentworth: 17:02 as you well know, I mean the topic is so broad and there are so many different angles from which you can attack it. And so that’s why I feel like I kind of have kind of need to have a pretty broad definition or whatever to make sure I’m encapsulating everything that is entailed in. Especially in today’s day and age, there’s just so many different avenues and platforms you can use to do that. And so, I applaud you with the podcast, again, from my experience in my radio show, it’s great content and it helps again establish something that is, a lot of it ends up being a marketing, not that you’re doing marketing and you’re pitching yourself, but people can see and when they’re going to hire you, they go out and they look for stuff, right? And they see a podcast, even though it might be something that’s free and they get a feel for what you’re like and what I want to work with this guy would not want to work with this guy and become, definitely becomes a big marketing piece for you in a positive way. And in goodwill, as you had mentioned, you’re giving good content to people and helping them.

Jesse Stoddard: 18:08 And what would be the difference between marketing and sales? And in this question, there’s a little context here that might help. Oftentimes there’ll be a sales department or there’ll be salespeople and they’re at odds with marketing people that’d be one way to look at it. But usually it’s just there’s a misperception or there’s not, there’s a lack of understanding and maybe they’re the same. I don’t know.

Ken Wentworth: 18:30 What do you think? Well, it’s funny when you mentioned that because I was actually going to bring that up. So I have a company that I partnered with often. It’s called Tire Traction and it’s essentially there’s a marketing piece to it and there’s a sales piece to it. So there are two guys. One is a marketing guru, digital marketing guy, website guy, one as a sales consultant guy. And it’s funny, we do a monthly facebook live session of the three of us were, we do essentially like a panel and we take questions from people, business owners, and everything. And literally, inevitably at some point during the conversation, the marketing guy will say, “Geez, Sale isn’t selling enough. And the sales guy says, well, Marketing was better and make it easier for me to sell.” So there’s definitely a push and pull to that. And that’s what I would say is marketing leads to sales.

Ken Wentworth: 19:24 and not the other way around. And, and I think there’s definitely a big difference between the two, marketing gets you in the door, marketing opens the door for sales, they’re the ones ringing the doorbell and opening the door and then it’s up to the salesperson to close the deal, to finish things off. But marketing helps open that door. And if you’re a company that has a salesperson that has, poor marketing and not effective, gosh, it’s got to be tremendously frustrating because again, you’re out there banging on that door and it’s just never opened because your brand isn’t known well enough or your products aren’t known well enough. And so it’s difficult to get those meetings and things like that. So I think they need to work somewhat hand in hand, but yeah, I mean you got to have good marketing to help your salespeople out for sure.

Jesse Stoddard: 20:18 So you work with a lot of small businesses, right? So if you were approaching a small business and you want it to provide for them a great marketing strategy or they said we need to know what to do with marketing, what’s the strategy, overall, how would you instruct them? How would you help him out and what would make a good marketing strategy?

Ken Wentworth: 20:39 Yeah. For me, it really depends on the business and what they are doing or have done in the past. I tried to look at all those things and I’m not, I’m certainly not a marketing genius like yourself or anything like that. But it just depends. I mean, I’ve got businesses that some of them were pretty far along and I’m sure you deal with this actually way more than I do even. But one of the first questions I asked is what is your ROI? And 75% of the time they look at me like I just spoke a foreign language, number one, and number two they say, well, we think it’s working pretty well. Know what sales have you gotten from this particular marketing campaign you’ve done?

Ken Wentworth: 21:23 And so a lot of them don’t even track that. I’ll tell you one, I won’t mention their names at all, embarrassing. I had one client that I recently boarded about a couple months ago. I’m looking what they’re spending on marketing and they’re paying for Yellow Pages Ad. Not Kidding, and it’s not a business that would have any business being in the yellow pages, but they’ve been in business for 28 years. So somewhere along the line, probably 15 years, 20 years ago they got some yellow pages ads and just kept churning them out. It’s like, when’s the last time someone called from the yellow pages? I mean, I know I get yellow pages at the house and the first thing I do is put it in a recycling bin and I don’t mean that to be rude, it’s just why you don’t need it. Right. So it really just depends on the company.

Ken Wentworth: 22:07 But I do tell people, so I have a couple of guidelines that are tied directly into the marketing piece in that you need to spend between two and 15 percent of your annual revenue on marketing. Even in lean times, you can’t cut it out. You can’t say, “jeez, we’re going to cut out marketing.” You just cannot do that. You gotta find a way to still be spending that 2% at a minimum and 15% admittedly, is definitely on the high end, but it depends. And with the particular situation you’re in, where, for example, you may be in a business where you’re a brick and mortar in a local business that was a competitor of yours just went out of business. You may say, I’m going to do a 90-day blitz and I’m going to spend a ton of money and I’m going to capture that market share while it’s hot and while it’s looking for who’s not whom I’m now going to go to.

Ken Wentworth: 22:55 So that’s an example of where you might jump up and that in that double-digit range where you would be spending that kind of money on it. But, so I guess to get back to your question, t really depends on the business. And I don’t mean to be ambiguous about my answer, but they’re all different as I started to think through some examples, they’re all different and it just depends where they’re at in the market. Are they a digital-only business? Is it just e-commerce? Is it brick and mortar? But, you know, overall it’s again, it’s the same thing. It’s getting your name out there and getting your brand and that brand awareness is obviously huge. And so how you capture that, I want to try to think out of the box on things.

Ken Wentworth: 23:37 And that’s one of the things I’d like to try to do for businesses is give them a different angle to say, have you ever thought about doing so? This might be completely outrageous, but have you ever thought about this? And I’ll give you one quick example. I have a client who sells commercial vehicles, commercial trucks, basically box trucks for the most part. So as you can imagine, the side of those box trucks is huge, right? So I had another client that what we’re trying to figure out some new marketing angles for him. So I literally partnered with two of them together and it just came to me and I said, the box truck, a company also rents outbox trucks, all of them are just plain white. One of my other clients go to home and I said, and I actually had a third client that does vehicle wraps.

Ken Wentworth: 24:25 So I really, I really tied all this in, but we made a long story short, we made a wrap for the side of the box truck rental trucks that advertised company B and they paid the rental company to have a moving billboard. So he’s got six trucks on the road every day that those trucks are being operated in different areas of the city and it’s a brick and mortar business. So he’s getting a ton of rolling advertising. He got the wrap with fairly inexpensive, stuck it on the truck. He’s paying essentially, to rent that moving billboard space from the, from the truck company. Truck companies get an additional revenue stream from it that he wasn’t expecting, so it ended up being a huge win-win because now his brand awareness went through the roof as you can imagine because all of a sudden it looks like he has six trucks on the road all over town, right?

Ken Wentworth: 25:21 Holy Heck, you know, and so just that of trying to think outside the box on something and it’s a type of business you wouldn’t – in his business, he doesn’t use box trucks so you wouldn’t expect to see his name on the side of the box truck. But that was an example of and it actually just worked out well that I happen to have three clients in those three businesses. I was able to kind of pull them all together and make it a triple win kind of for everyone. But the company that we did the advertising for got a huge return. He’s literally, he called and he didn’t know that the wraps had been installed in the truck shed until – he called me at 10:00 AM the morning that the first truck went off a lot and he’s like, how many trucks are out there?

Ken Wentworth: 26:02 Because I’ve literally gotten four phone calls in two hours. I’ve been open people saying, “hey, I just saw your truck” And again, he doesn’t have a business, he will use a truck. And he’s like, “Oh yeah, great. You saw our trucks, so what can I do for you?” So anyway, trying to think about outside the box. And again, it just depends on the business and sort of how we look at it from that perspective.

Jesse Stoddard: 26:21 You kind of answered another question I had, was to share maybe a great marketing strategy and you just did. That was a really good example of- and also collaborative. You know, win-win That’s really cool. Are you, I don’t know if you’re a gadget guy or technology, do you have technology tools that you recommend or maybe apps on your phone or certain things that you use on a regular basis or CRM tools or anything that you want to mention that, that you like to use?

Ken Wentworth: 26:47 Yeah, I’d say the biggest one for me is, I’m not a super gadgety guy. I’m not an iPhone guy, I’m a Samsung Guy, but I’ve got a Samsung ^. I think they just came out with a 9. So that’ll give you a, frame it for you a little bit there. I went from a 3 to a 6, so I kind of made a quantum leap when I moved to a 6 as well. But no, the biggest thing for me and some of it again was Frank Kern driven, I started using Infusionsoft, which has been invaluable. And now I’m curious about Kartra the new thing that he and the Webinarjam guys collaborated on, so I’ll be checking that out. It’s one of those parts of my business that I could definitely be better at. But I’m not much of a gadget guy, shouldn’t be more than I probably am.

Jesse Stoddard: 27:42 That’s one reason why I wanted you to hear. I actually, I can talk all day long with people that are strategic marketing folks that are in analytics and they’re really high level in terms of the ivory tower and academia. But I think it’s more beneficial for most of my listeners to hear what works in the real world. You know, so, and, and if you don’t need a lot of technology that’s even better, right? It’s less stuff that can break. It’s less complication and it’s less extra fees you’re paying. So, so nothing against low tech.

Ken Wentworth: 28:18 The Infusionsoft thing of literal and I talk to someone again, a guy I worked with pretty often, a partner with a lot of different things, digital marketing guy, and he said, you gotta check out Infusionsoft. He said it’s like almost having an assistant because you can set things up and it just happened on an automated basis. He said you don’t have to worry about follow up. You have to build everything, right. You’ve got to build the house, but then it just takes care of itself for the most part. And I’m still learning. I just got my Infusion account in December and I’ve been trying to work in some training here and there and kind of figured out and playing around with things. I’m building some campaigns and he shared some of his campaigns with me and so I’m picking them apart and figuring out stuff. But that’s been huge. What that leaves me through Jesse is saying, Jesus Infusionsoft tells me that much. What else is out there that I should be using that could make my life even easier? You know, probably even more.

Jesse Stoddard: 29:19 You look like you might be a reader. So I’m wondering if you have any books you recommend, business books, marketing, sales books, anything that is on your top list, top five list or anything?

Ken Wentworth: 29:32 I still go back and read it on, browse through different parts of it all the time, but I’m a huge fan of Tim Ferris and I got started with the Four Hour Work Week and I literally still go back. I know that thing is how many years old now, but I still go back and pop through different sections of that to sometimes let a fire under my butt, to be honest with you. And think about “Jesus I gotta – I’m not thinking about things the way I should be and so it sort of helps me level set. I’m a 10X Grant Cardone fan for sure. Loved 10X the same thing. I’ll pop through different sections of that book. I’m just to really. I mean, I think the general message of that, I first heard it 10X, okay, great.

Ken Wentworth: 30:17 10X your goals. Okay, well I’m not one to like set low goals. So if I set a high goal and then you 10X it, it’s almost like, if you’re not ambitious enough to go, you just throw your hands up and go, there’s no way. Right? But that’s his point right at the book and it is powerful to sort of set that thing at 10X and then sort of reverse engineer, like how can I make that happen? And so that’s, that’s been a powerful and for me,. Sell or Be Sold, again, another Grant Cardone’s book, I’m a big fan of. That was probably the biggest ones I would say that I, that I find myself going back and revisiting that I’ve read and there’s some that I bust through and I’ll never pick them up again. And then other ones that, you know, the classics that I’ll go back and be like, what, what?

Ken Wentworth: 31:08 There was a chapter in that book and I’ll go back and reread it again just to sorta give me a light, fire or whatever, and get me to go on, whatever.

Jesse Stoddard: 31:17 So let’s finish up with a little bit more about you. Tell me about your unique selling proposition and most importantly, what’s a good referral for you for Mr. Biz?

Ken Wentworth: 31:27 So it’s actually evolving a little bit right now. So, my existing company went with financial partners. I’m a fractional CFO for small businesses, so, a small business that is really good at making widgets or whatever their business is, but don’t have the business or financial expertise needed a little bit of guidance there. I’m able to help them and, they need that, but they don’t necessarily need someone full time. And so again, that’s where I can step in and help them on a part-time basis.

Ken Wentworth: 32:02 And again, my engagement with each client is different. It just depends where they’re at in their journey and what they need and even evolves over time. A lot of times, initially it’s still a lot more and then it becomes less as we do the heavy lifting in sort of right the ship a little bit. We get a more of a BAU. track. But I’m also now evolving. I mentioned my new business and that is – I had some small businesses that were literally would come to me and say, “Jeez, can we need your help?” And I would say, you know what, this is gonna sound really silly, but as your potential future CFO, I would tell you it’s not a good financial decision to hire me because you don’t have the revenue to support it. And so I started thinking, how can I help those small businesses?

Ken Wentworth: 32:47 And those are, I’m calling them micro businesses. So these are businesses that generally probably would be under a million in annual revenue, but again, they might be really good at what they do, but they just don’t have that business sense. The poster child for this was there’s a guy in town here that has a landscaping company and this guy is just, I mean very admirable guy, military veteran, works his butt off and so we dug into things and during the season here, in a northern climate so the landscaping kind of goes dead in the winter, but he’s working his butt off and he’s making like $30,000 a year for working during the season, 65-70 hour weeks and then like this is not how it should work. I started helping him for free because I just, the guy is super admirable.

Ken Wentworth: 33:35 I wanted to help him. But after a while I’m like, I gotta figure out how to – I can’t help everyone for free so how can I do this? And that’s when I came with a continuity program. Sets Mr.Biz Solutions in and targeted at smaller businesses that would be, anywhere from startup to in a million. It could be below that. But generally speaking, I think once you get above a million, you’d probably need someone more one-on-one, like what I do with a partner. So it’s a continuity program. We’ll do live streams. I knew last year it was every week, I’ve got a marketing website guy that does one every other week. And then we’ve got a sales consultant guy that’s on there every other week. I have my radio show, my radio show is part of that, so we do two of those a week and there were release articles, videos, and all that stuff.

Ken Wentworth: 34:21 There’s tons of fresh content every single week on that. But. So yeah, it’s evolving, really small business owners that need help from an overall business or financial perspective or really sort of who I’m able to help the best. I think I’m sort of my target audience I guess I would say.

Jesse Stoddard: 34:40 And how can people find out more about you or get in contact with you? They have questions, and also if you have any special offers or anything going on right now that you want to let us know about.

Ken Wentworth: 34:51 I’m on Linkedin. I’m like, there’s actually, believe it or not, I know someone actually bust my chops a little bit because on Linkedin I am Ken “Mr. Biz” Wentworth and someone was like, he was actually introducing me at a speaking gig I had and he was like, “yeah, when I first heard about and I went out and found him on and I said, Ken “Mr. Biz: Wentworth, like, who is this guy think he is.?

Speaker 2: 35:13 There’s a reason for it, not just because that’s part of my brand, but literally I had someone come to me and say, I tried to look you up on LinkedIn and there are like 15. Ken Wentworth. So I’m like, “well, this is a way to differentiate myself worth 15 or so. I’m on Twitter, I’m at Mr. Biz tweets, Facebook, Mr. Biz Solutions or Wentworth Financial Partners, is the website. I will literally go out, my book is on Amazon and I literally went out and because I knew I was going to come on on the podcast here, I went out and changed the pricing on the book and it’s actually not, it’s not just for the podcast people and I’ll run through,I run it through a Sunday, I think.

Ken Wentworth: 36:04 So, I cut the price on that and actually the kindle version will be starting on Wednesday, so tomorrow it will be $.99. You can get the book and the book’s called How To Be a Cashflow Pro. It’s not personal, it’s a small business owner, specific. So there are 50 plus tips in there. I’m very, $.99, I am very sure you would get your money’s worth and then a lot more for $.99. So it’s out there on Amazon. I said Wednesday through Sunday it’ll be $.99 for the Kindle version of the paperback, I think it’s $6.99. So yeah, absolutely. And as Mr. Biz Solutions gets rolling we’ll be running some specials and I’ll be, I’ll be hitting some Frank Kern- like Facebook Ads out there and everything too. So at the end of the day, I love helping people and that’s why I do what I do.

Ken Wentworth: 37:04 And it’s not just a cliche, of course, I want to make a living. I can’t do it for free or whatever. But I, that’s what gets me out of bed in the morning. I mean, having, as you alluded to earlier, having those Aha moments with people. It’s powerful, absolutely powerful. I had – I promise I’ll shut up after this one, but I had a business owner literally tell me who want to meet me in person. He is a small construction business and he’s an old-school construction guy. So picture an old-school construction guy. We’re sitting in a Panera bread and we’re at a little two top table and he leans over and he gets sort of uncomfortably close like, in my airspace. And he said, “I want to kiss you right now.” And I said, “Scott, that is not part of the deal.

Ken Wentworth: 37:52 Okay, that’s going to cost you a lot more.” But he said I wanted to meet you in person. I only want to tell you, you not only saved my business, but you also saved my marriage. Because he said his business wasn’t working, his wife was putting pressure on him and saying, you gotta get a job. Like we’ve got three kids. This just isn’t working. I know it was a dream of yours, but I’m sorry you got to get a job. And so when he was doing, as a small business owner, and I’m sure a lot of people can relate, this is, he said I was working 10 hour days. So I’m like, that’s not enough. So I’m working 12 hour days and that’s not enough. So I’m working 14 hour days and that’s not enough. So we’re at 16 hour days. All the.

Ken Wentworth: 38:29 while I’m doing all that to try to make this work. But I’m alienating my family more and more because now I never saw my kids. All daddy does is sleep and work and my wife has to take care of her job in the house and the kids because I’m never here. All I’m doing is working. He said, so everything was spiraling out of control. He said, you, we’re going to marriage counseling because she literally had gotten to just completely fed up and said this isn’t working. And was starting to talk about divorce and things like that. So that’s when he said, okay, you were my last ditch effort. And he said I didn’t tell you at the time because A, it was embarrassing and B, I don’t want to put that pressure on you. That was my issue, not yours, but he said I wanted to tell you, you know what they say, happy wife, happy life.

Ken Wentworth: 39:11 I’m living it now. But literally that comment I could’ve floated home and I think I mentioned my wife’s a nurse, so she’s a very caring, touchy, feely type person. I came home and told her and she literally started to stand in our kitchen, started crying. And to know that you could have that type of impact for people not only in a business and helping them not go on there and people not lose their jobs and things like that. But for someone to say something like that, I mean, you cannot put a price tag on that. I mean, the intangible benefit, the intrinsic value, you feel that man, “I really feel like I contributed to that guy and really help that guy not just as live his life, had a significant impact on his life. Just that kind of stuff that just fueled me even more like this is so awesome.

Ken Wentworth: 40:01 You know, you can help people like this.

Jesse Stoddard: 40:02 That’s what it’s all about, right? Thank you. Ken. So just to wrap up here, by the way, who else should I interview for this Marketing Strategy Show? Does anybody come to mind?

Ken Wentworth: 40:12 The guy I mentioned a couple times, his name is Jason Case, and he’s on Linkedin as well. You can go out and check him out and see if you think you’d be a good candidate for the show. I think it would be, but he literally, he started last April, so he’s been doing it for almost a year. He does a video every single day and most of the videos are just the two or three minutes long, but it’s some different tips, some different marketing tip or SEO or digital marketing angle or something marketing related. So he has a whole library of videos you can go out there and check it out and see some of this, some of this stuff. But I think he definitely is a good candidate to come on the show.

Jesse Stoddard: 41:00 Awesome. Well, thank you for your time. I really appreciate it. Ken. This has been informative and great stories too. Thank you.

Ken Wentworth: 41:07 Good. I’m glad. Well, thanks for having me. I really appreciate it.

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