How the Story Ends … Dictates Your Brand Success

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Originally published in the Solterra Stroll, this profile has been updated for online readers.

Ross Shafer is a man of many titles—six-time Emmy® Award–winning comedian, bestselling author, successful entrepreneur, and now, proud Solterra resident. From growing a career that spans stand-up comedy to high-stakes business consulting, Ross brings a unique blend of humor and hustle to everything he touches. With a sharp wit, a relentless drive for reinvention, and a deep love for family, Ross is a master of turning life’s detours into unforgettable punchlines.

A Family-First Funny Man

Ross Shafer might be a national name, but to him, family comes first. “I have three children—and thankfully, none of them followed in my career footsteps,” he jokes.

His son Adam Shafer owns a mortgage company in Washington and has two children with his wife, Holly. Ryan Shafer, a Digital Marketing Executive at Levi Strauss, also has two children with his wife, Anh. Lauren Shafer, the youngest, is pursuing her education at the University of Colorado Boulder. Despite his achievements, Ross beams with pride over his role as a father and grandfather.

Ross made the move to Solterra just five months ago to be closer to his fiancée, Allison Dalvit. “I absolutely love this community,” he says. “The Italian-style architecture, the scenic clubhouse, the views of the mountains, and being so close to downtown Denver—it’s everything I was looking for.”

Business Brilliance (With a Side of Humor)

Raised by a German father and a Blackfoot Indian mother, Ross learned early that resilience and a sense of humor were critical tools for success.His father wanted to fly airplanes but couldn’t afford lessons, so he bought plans for a full-size aerobatic biplane and built it in their garage—for $100. When the plane was finished, he taught himself to fly in airshows.

“My dad only had a 10th-grade education,” says Ross. “But he didn’t let that stop him from achieving great things...When I saw my dad fly upside down for 1,000 people, I knew my life had no limits.”

Ross caught the entrepreneurial bug early. By third grade, he was buying junk bikes and skateboards to refurbish and flip. In college, he bought his first house with a $600 down payment and sold it for a $10,000 profit. At 22, he bought a bankrupt stereo shop and added a pet store in the back—branding it as “Woofers & Tweeters.” ( Yes, really).

That kind of creative marketing became his calling card—and it led to buying and selling 23 businesses. “Make ’em laugh and they’ll remember you longer than any paid ad ever will,” Ross says.

From Open Mic to Emmy Gold

After a stressful week as a young entrepreneur, Ross wandered into a comedy club for relief. He had so much fun, he thought: “What if I could make strangers laugh? That sounds like a fun job.”

He obsessively studied comedy, taped late-night sets, and performed at open mics. Within two years, he was headlining. Five years in, he hosted his own Emmy-winning talk show, Almost Live! on NBC.

When ratings dipped, Ross turned to marketing again. He started a campaign to change the Washington State song to the rock anthem “Louie, Louie”. The stunt went viral, landing him on national talk shows. Esquire Magazine even gave the movement its Dubious Achievement Award.

The campaign’s success brought in new opportunities—from hosting Match Game on ABC to emceeing Days End and The Fox Late Show, competing directly against legends like Johnny Carson and David Letterman.

Ross has performed across the U.S., Canada, Mexico, Europe, and even in Saudi Arabia. One highlight?

“Sharing the stage with my comedy heroes like George Carlin, Albert Brooks, Jonathan Winters, and Shelley Berman. It was one of the most surreal, validating nights of my life,” says Ross. Also in attendance?  Ross’s friends Bill Maher, Jay Leno, Drew Carey, Richard Lewis, and Kevin Nealon.

A Star Is Born… and It Wasn’t Ross

While producing Almost Live!, Ross hired a quirky Boeing engineer as a comedy writer named Bill.

“He didn’t contribute much until one night our lead guest canceled. Billy said he could do something funny with liquid nitrogen,” Ross recounts. “I thought, is this guy a terrorist?”

Ross improvised: “Please welcome a staff member we like to call… Bill Nye the Science Guy!”

The rest is history. Bill Nye became a cultural icon and recent recipient of the Presidential Medal of Freedom.

Best-Selling Author (Accidentally)

Ross never set out to write books, but after repeated requests from corporate audiences, he wrote ten. Three became bestsellers:

• Are You Relevant?
• Nobody Moved Your Cheese
• Cook Like a Stud

“The other seven? They look great on a shelf,” he quips.

The Secret to Success?

“Resilience, enthusiasm, and confident effort is the difference between being fulfilled and being miserable.” Ross adds,  “Getting to the summit of any profession has a myriad of challenges, lots of rejection, and taking risks. You might experience a broken dream. Just keep working. Nobody fails in their career. Some people just quit too soon.”

What’s Next?

Ross is currently a high-demand keynote speaker, corporate comedian, emcee, and game show host. He’s also working on a new stand-up comedy special. From rebuilding brands to punchlines and presentations, his story is one of reinvention—and it’s far from over. Just don’t ask him to fix your stereo or fly a biplane.

Looking to energize your team, inspire your leaders, or bring unforgettable humor to your next event?
Ross Shafer is not just a six-time Emmy® Award–winning comedian—he’s a business reinvention expert who knows how to connect with audiences on both a personal and professional level. Whether you need a motivational keynote speaker, a quick-witted emcee, or HR-safe corporate comedy that brings real ROI, Ross delivers presentations that educate and entertain.

Don’t settle for a generic speaker—book someone with real credentials and unmatched versatility. Hire Ross Shafer for your next event!

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Why Workplace Rudeness Is Increasing

I never thought rude and disrespectful behavior in the workplace would be tolerated. In the near past, tolerating rude and disrespectful behavior toward the boss and your coworkers wasn’t a thing. Why is it now? I have some ideas about how this evolved:

• Post Covid, the workplace talent pool is much smaller — so managers aren’t quick to reprimand or dismiss people who are essential to the organization’s functioning structure. Consequently, some of your workforce knows they have job security, even with their bratty behaviors.
• Y & Z generation workers who grew up with native computing and internet skills became the de-facto V.P. of technology in their homes. They were rewarded by management (mom and dad) without the dues-paying regimen of following a company hierarchy. It was easy to be arrogant.
• Most organizations are hiring “gig” workers; part-timers who get paid to do essential tasks on the job, but don’t necessarily fall under the same rules of conduct as the salaried team members. Said another way, they are able to get away with being quirky and obstinate.
• Almost daily, younger workers are comfortable “sounding off” on their social media platforms. The more outrageous their opinions, the more followers they can attract. As their fan base grows, so does the unconscious encouragement to let that attitude spill over onto their coworkers and management.

How Rudeness Affects Your Company Culture

Unchecked rudeness doesn’t just irritate your team — it actively sabotages your brand. Toxic behavior:

• Lowers morale
• Increases employee turnover
• Damages client relationships
• Weakens your company’s reputation

Simply put: good people won’t stick around if they feel disrespected. Protecting your culture protects your profits.

Effective Strategies for Managers to Address Rude Behavior

You can’t control how people feel, but you can set expectations for how they act.

• Model Respect: Employees mirror leadership. Show the behavior you want to see.
• Address Issues Immediately: Small slights grow into major conflicts if ignored.
• Offer Clear Communication Guidelines: Teach your team what respectful communication looks like in your environment.
• Train for Emotional Intelligence: Provide resources and workshops to boost self-awareness and empathy.

Setting Clear Boundaries: Compliance or Goodbye

It’s simple: You can’t allow jerks to thrive.

After coaching and clear warnings, if someone still behaves rudely, you must be ready to part ways. Loyalty to the broader team means removing toxic influences — even if they’re top performers. “Compliance or Goodbye” isn’t harsh — it’s leadership with backbone. I am not suggesting you build a command-and-control environment. But rather, design your organization as a place where coworkers feel collaborative and safe from emotionally disturbing outbursts. Drama created by rude people needs to be put on notice.

Final Thoughts: Protect Your Team, Protect Your Brand

Leaders set the tone. By handling rude behavior swiftly and consistently, you protect your culture, your people, and your business future.

Need help building a resilient, respectful workplace culture?

Book Ross Shafer to energize your next leadership event or corporate meeting.

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Why Client Relationships Matter More Than You Think

A common mistake many businesses make is assuming that clients will always remain loyal without consistent effort. The truth is that clients, especially long-term ones, need to be nurtured and reminded of their value. Just like any other relationship, businesses must continuously invest time and energy to maintain trust.

Client relationships are the foundation of any thriving business. Without loyal clients, revenue becomes unpredictable, and even the most skilled sales teams can’t replace the impact of a lost relationship. Maintaining engagement isn’t just about selling more — it’s about ensuring that clients feel valued and respected.

Here’s a true story about losing a client (and a fortune) because of simple neglect.

At a recent board meeting, I heard about a financial advisor we’ll call Mr. Careless. Fifteen years ago, a local dry cleaner trusted him to manage an investment account. Over time, it grew to nearly $500,000.

But because Mr. Careless prioritized his “bigger” clients, he neglected the dry cleaner. No holiday cards. No check-ins. No relationship-building.

The Million-Dollar Moment

During the holidays, Mr. Careless bumped into the dry cleaner at a Bass Pro Shop. Small talk led to a major revelation:

“I sold my business last month for $13 million.”

Stunned, Mr. Careless offered to help manage the new fortune — but said he’d reach out after the holidays.

By mid-January, tragedy struck. The dry cleaner passed away unexpectedly.

The High Cost of Neglect

Trying to salvage the situation, Mr. Careless contacted the dry cleaner’s widow. Her chilling reply?

“I didn’t even know we had a stockbroker.”

Because there was no relationship or trust, the family managed the $13 million estate themselves — cutting Mr. Careless out completely.

Result:

• Fifteen years of casual neglect lost him millions in potential commissions.
• Future family referrals? Gone.
• Reputation? Tarnished.

How to Build Client Trust That Lasts

Don’t let this happen to you. To keep loyal clients (and grow their lifetime value), you must:

Stay Engaged: Regular check-ins aren’t optional. Building client loyalty doesn’t happen by accident. According to Harvard Business Review, nurturing professional relationships requires active, ongoing engagement. Make it a point to check in regularly with your clients, whether it’s through email, phone calls, or in-person meetings. This keeps the relationship alive and shows that you care about their continued success.

Be Proactive, Not Reactive: Waiting for clients to reach out in times of need is a missed opportunity. Instead, stay ahead by regularly offering proactive solutions, especially when you spot emerging trends or challenges in their business. By keeping your clients informed and prepared, you show that you’re not just waiting for issues to surface, but actively working to prevent them from impacting their success.

Treat every client like a “top” client: Every client, regardless of their size or status, deserves your best service. When you treat each one as a top priority, they feel valued and appreciated. Personal attention goes beyond answering queries—it’s about understanding their unique needs and aligning your offerings to exceed their expectations. Providing tailored services makes clients feel seen and heard, solidifying their loyalty and trust in your business.

Avoid This Common Business Mistake

As Forbes warns, even seasoned professionals fall into the trap of assuming loyalty is automatic  mistake that often proves costly.  Relationships aren’t one-time transactions; they require ongoing effort, empathy, and care.

The Bottom Line:
If you don’t actively nurture your clients, someone else will — or worse, no one will, and you’ll lose out completely. The key to sustaining client loyalty is to recognize that loyalty is earned, not given. Businesses must actively work to retain their clients by continually proving their value. In a competitive market, clients will seek out better service if they feel neglected, no matter how long they’ve been a part of your business.

Final Thoughts: Protect Your Clients, Protect Your Business

Research from Gartner shows that companies investing in long-term loyalty programs see significantly higher lifetime client value compared to competitors. Don’t be Mr. Careless. Build real, lasting relationships that withstand life’s changes.

Want to energize your team and build a stronger client-focused culture?

Book Ross Shafer for a keynote guaranteed to shift your leadership mindset.

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In today’s highly competitive market, customers do their research before making a purchase. They compare prices, features, and brand promises. But just before committing, they conduct a final test — a subconscious assessment: How easy will it be to do business with you?

What Customers Expect Before Buying

When evaluating a purchase, customers want three key things:

1. Safety: They want a no-hassle return policy. They need to feel confident they can get their money back if dissatisfied.

2. Reliability: They expect the product or service to meet the promises made by your brand — no glitches, defects, or difficult implementation.

3. Simplicity: They dread the return or cancellation process. Nobody wants to go through an interrogation about “why” they’re unsubscribing or returning an item. Customers want easy resolutions — not conflict.

You can see how this all builds toward the ultimate question: How easy will it be to buy from you? To make this point clearer, take a look at these Harvard Business Review insights on Customer Service Excellence.

Why Customer Trust Starts With Who You Hire

Can you hire people who naturally possess empathy, humility, and curiosity? The answer is Yes… and No.

During the hiring process, here are signs you’ve found someone who may become a customer service superstar:

• They ask thoughtful questions during the interview.

• They seek clarification rather than pretending to know everything.

• They remain calm under pressure.

• They grew up valuing helpfulness — whether rewarded or not.

How to Identify Trainable Talent

However, not every great candidate is naturally curious or empathetic. Should you pass them up? Not necessarily.

Some outstanding future employees may not yet know how to demonstrate curiosity or emotional intelligence — but those skills can be taught.

Cultivating Curiosity in your Employees

The non-curious can be coached to develop the habit of curiosity. The key is to bring their lack of curiosity to light. Once they’re aware, guide them to practice asking Open-Ended Questions. Mind Tools outlines how to use WHO, WHAT, WHERE, WHEN, and WHY to get people talking and demonstrating genuine interest. Open-ended questions show interest, spark real conversations, and make customers feel heard — which is the cornerstone of exceptional service.

Through feedback and practice, non-curious individuals can form new habits. This behavior shift can lead them to genuinely listen to customers and help solve problems. LinkedIn Learning offers courses on empathy and communication that can be very beneficial for this training process.

The Curiosity Exercise:

1. Have new hires practice daily open-ended questioning.

2. Reinforce the behavior with positive feedback: “Thanks for taking the time to understand the customer’s concern,” or “They really felt heard.”

3. Assign them to teach others. Teaching solidifies learning and turns new skills into habits.

Culture of Caring: Lessons from Nordstrom

For my book ARE YOU RELEVANT?, I interviewed Bruce Nordstrom, CEO of Nordstrom Department Stores. Under his leadership, Nordstrom grew from $20 million to $2 billion in sales. I asked him, “How do you train employees to be so customer-focused?”

He gave a surprisingly simple answer:
“Oh, we don’t train people for that. We leave that kind of training up to their parents.”

In other words, empathy and other-centeredness need to be part of the person — but with the right coaching, culture, and incentives, even average hires can evolve into customer service superstars.

Final Thoughts: Building a Customer-First Culture

Customer service excellence starts with hiring the right mindset — and nurturing it through training, feedback, and leadership by example. When your team learns to see the customer’s concerns as their own, your business will stand out in the most crowded industries.

Want to build a team of customer experience champions? Start by fostering curiosity, empathy, and humility — from day one.

Ready to Inspire Your Team With a Powerful Customer Service Keynote?

Ross Shafer has helped Fortune 500 companies build high-performance customer-centric cultures. His keynotes blend business humor, real-world examples, and actionable takeaways that teams remember — and use.

Book Ross for your next event and give your audience a customer service mindset shift they’ll never forget.

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In an age where job competition remains fierce—even amid widespread talent shortages—professionals must find ways to stand out. The secret? A powerful personal brand.

Your personal brand is how the world perceives your value. It’s not about flashy self-promotion—it’s about consistently showcasing your personality, leadership, and contributions in a way that sets you apart and builds lasting credibility.

What Is a Personal Brand, and Why Does It Matter?

A Personal Brand is the way you present your professional identity to the world. It’s not just about your resume or job title—it’s the sum of your actions, personality, insights, and contributions to your organization. Leaders and hiring managers notice individuals who consistently demonstrate character, initiative, and strategic thinking.

Here are three powerful actions you can take to establish a compelling personal brand and get recognized for the value you bring.

1. Bring a Deliberate and Memorable Personality to the Workplace

Your personality is your natural differentiator. Even before you speak, your presence, energy, and attitude communicate who you are. But to stand out, you must showcase your personality with intention.

Let your enthusiasm, confidence, and professionalism shine through in every interaction. Leaders remember people who consistently bring positivity and a solutions-oriented mindset. Whether you’re presenting in a meeting or contributing behind the scenes, your personality becomes your signature.

When you step up and deliver strong performance, you reinforce your personal brand as someone reliable and high-impact—qualities every company wants in a leader.

2. Initiate Ideas That Contribute to Organizational Growth

Want to get noticed by senior leadership? Start thinking like them.

Demonstrate your value by bringing forward strategic ideas that help the company grow—whether by increasing revenue, improving processes, or saving costs. It’s not enough to be good at your job; you must also show that you understand the bigger picture.

Be proactive. Stay informed about your industry trends, competitors, and innovations. When you suggest new initiatives, back them with research, metrics, and practical options. Leaders are impressed by professionals who think critically and offer well-thought-out solutions—not just opinions.

This habit shows you’re committed not just to your role, but to the future of the organization.

3. Volunteer to Take the Lead on Projects

Leaders are made, not given. If you want to be recognized as leadership material, you need to seek responsibility, not shy away from it.

When new initiatives or important projects arise, be the one who says, “I’ll take the lead.” Even if you don’t have all the answers, showing a willingness to own outcomes demonstrates courage, problem-solving ability, and commitment—key ingredients in building your brand as a trusted team player and future leader.

Leadership doesn’t require a title. It requires action. By leading projects, you demonstrate you can manage people, processes, and results.

Elevate Your Role from Employee to Influencer

Let’s recap: You’ve elevated your visibility by doing three key things:

• You’ve put your personality on display to foster trust and connection.

• You’ve presented thoughtful ideas that align with business goals.

• You’ve taken initiative to lead, not just follow.

In doing so, you’re not just showing up for a job—you’re showing up as a future leader who can help the company thrive.

One Important Reminder: Consistency Builds Trust

Once you’ve built your personal brand, the real challenge is consistency. Every interaction should reflect the professional identity you’ve cultivated. Failing to meet expectations can erode the very reputation you worked hard to build.

But with commitment and authenticity, your brand becomes your greatest career asset.

The post Why Is It Important for You to Build Your Own Personal Brand? appeared first on Ross Shafer, Funny Motivational Speaker - Official Website.

As a former college football player and leadership consultant to Fortune 500 companies for over 22 years, I’ve had the opportunity to observe a wide range of leadership styles. One individual who stands out as a prime example of what true leadership looks like, both on and off the field, is NFL quarterback Tom Brady. Known as the GOAT (Greatest of All Time), Brady’s leadership extends far beyond football and offers valuable lessons for business leaders navigating the complexities of today’s world.

Though Brady retired from professional football in 2023, his leadership principles remain incredibly relevant as we move further into 2025. As organizations face new challenges—from the rise of hybrid work models to economic instability—Brady’s leadership lessons continue to shine.

Managers vs. Leaders: The Tom Brady Approach

In traditional corporate environments, managers often “bark orders” and expect employees to follow based on their seniority. Tom Brady, with more seniority than any NFL player in history, demonstrates a stark contrast to this “Command and Control” leadership style. While managers often rely on authority to enforce compliance, Brady’s teammates follow him not because they have to, but because he is a master encourager.

Brady’s leadership is built on consistency, discipline, and a relentless pursuit of excellence. He leads by example, constantly pushing himself to be better through relentless study and training. His ability to coach teammates to be their best selves—both on and off the field—is what makes him an extraordinary leader in sports and beyond.

The difference between managers and leaders becomes clear when examining Brady’s impact. Managers may focus on managing tasks and ensuring deadlines are met, but leaders, like Brady, inspire their teams to push boundaries, achieve greatness, and continually evolve. This type of leadership is particularly relevant in 2025, when businesses face a landscape marked by rapid technological advancements and the challenge of adapting to shifting market demands. True leadership, as Brady demonstrates, is about fostering engagement and inspiring people to rise above the status quo.

The Business Future of Tom Brady

As we look toward 2025 and beyond, one question remains: what’s next for Tom Brady? Many business leaders are watching closely to see if Brady will follow in the footsteps of former NFL quarterback Roger Staubach, who successfully transitioned into business after retiring from football. Staubach applied the leadership principles he honed on the field to build a thriving real estate empire, eventually selling his company for $613 million in 2008.

If Brady chooses to pursue a similar path, we can expect him to succeed in whatever venture he embarks on. His relentless focus on personal and professional growth, along with his natural ability to inspire and motivate, will undoubtedly translate well into the business world. Whether Brady enters the world of entrepreneurship, corporate leadership, or coaching, his success will not be measured by his title, but by the impact he has on the people he leads. If Brady decides to step into a business role, he would bring a unique set of qualities—emotional intelligence, persistence, and the ability to lead through challenges—that are essential for modern business success.

Leadership Under Pressure: What Business Leaders Can Learn from Brady

The ability to lead under pressure is a timeless trait. In 2025, leaders are tasked with navigating a rapidly changing business landscape that includes economic uncertainty, technological disruptions, and shifting workforce dynamics. Just like Brady and Staubach did on the field, today’s leaders must remain unshakable when faced with intense pressure and challenge.

Brady’s resilience was most evident when he was asked about retiring after the New England Patriots’ tough 30-27 loss to the Los Angeles Rams in 2021. His response was, “I can’t say. I don’t want to make a permanent decision over a temporary emotion.” This level of emotional intelligence remains a defining trait for leaders, especially as business landscapes become more volatile and unpredictable in 2025.

Brady’s ability to stay calm and focused when under pressure serves as a model for business leaders facing challenges in the modern world. Leading with confidence during high-stakes situations, keeping a level head, and making informed decisions are crucial to success in 2025’s fast-paced business environment.

Tom Brady’s Leadership Style is Shaping the Future of Business

Tom Brady’s leadership is about more than just sports victories—it’s about creating cultures of high performance through empathy, encouragement, and consistent dedication. Today, in a post-pandemic world where hybrid work and remote teams are common, leadership styles that encourage self-motivation, accountability, and adaptability are more important than ever.

Brady’s leadership is rooted in his ability to adapt to changing circumstances, a skill that will continue to serve him and those who follow his principles in the future. Whether leading a team on the football field or navigating the complexities of modern business, Brady’s philosophy will continue to shape leaders in 2025 and beyond.

Ready to Take Your Leadership to the Next Level?

If you’re inspired by Tom Brady’s leadership and want to implement similar strategies in your organization, it’s time to act. Ross Shafer, TV Emmy-winning talk show host and keynote speaker, has spent over two decades helping leaders unlock their full potential. As the author of 11 books on leadership, customer experience, and team motivation, Ross offers actionable strategies to help you lead like a champion.

Book Ross Shafer for your next keynote and learn how to apply leadership principles in your business. Whether you’re navigating uncertainty, motivating your team, or leading through change, Ross’s insights will help you excel in today’s competitive business landscape. Transform your leadership approach and start implementing the winning strategies of true leadership today.

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After a keynote presentation in Detroit, I sat next to a man who radiated confidence, kindness, and a sense of clarity that was hard to ignore. At 61, he looked fit, carried himself with quiet authority, and had just accepted a prestigious award for “Best in the Industry” sales growth. For the sake of this story, we’ll call him Mr. Toplin—a CEO who leads a large household appliance manufacturing firm based in eastern Michigan.

This wasn’t a flashy Silicon Valley startup or a viral consumer tech brand. His company sells practical, reliable products we all use—but rarely rave about. Yet what sets this company apart is that it has achieved an unprecedented 9 years of 40% year-over-year growth. That’s not just impressive—it’s elite.

Curious, I asked Mr. Toplin what he believes is the #1 reason for this level of sustained success. Without hesitation, he replied:

“We only hire and associate with people who have 100% integrity.”

The Simple Formula Behind Extraordinary Results

To Mr. Toplin, integrity isn’t a buzzword. It’s the core principle behind every hiring decision, leadership choice, and business transaction. I pressed further: What exactly does “integrity” mean in his world?

He replied, “It means surrounding yourself only with people who are solid in character. They never lie. They don’t cheat. They don’t steal. They don’t deceive others to get what they want. If they see dishonesty, they walk away—even if it’s from a friend or peer.”

He went on to explain that being around people with flexible morality is a risk—to your business, your culture, and your peace of mind. He’s willing to pay more to bring on talent that demonstrates not just skill, but unquestionable character. Why? Because trust builds loyalty, and loyalty fuels performance.

Can You Pass the Integrity Test?

Let’s take a moment to reflect on Mr. Toplin’s “Integrity Test.” Ask yourself:

• Have you ever lied for personal gain?

• Have you bent the truth to avoid consequences?

• Have you ever gone along with unethical behavior due to peer pressure?

• Have you compromised your principles to get something you really wanted?

• Have you lost sleep fearing you’d be exposed?

• Have you damaged a relationship through dishonesty?

If any of these made you squirm, you’re not alone. But facing these questions head-on is how we grow. It’s how we restore the foundation of trust, both in business and in life.

Integrity Isn’t Soft. It’s Strategic.

One of the most powerful takeaways from our 22-minute conversation was this: Success favors the trusted.
Mr. Toplin’s approach proves that success doesn’t have to come from cutthroat tactics or clever maneuvering. It can come from something profoundly simple—living and leading with integrity.

When you’re honest in your actions, you eliminate the mental drain of cover-ups and the emotional stress of regret. You stop wasting energy protecting lies and start investing that energy into building something real.

The Business Impact of Character-First Culture

Here’s the real kicker: This character-based approach has helped his company become a magnet for top talent in a notoriously tight labor market. High-performing employees want to work in a culture that’s consistent, trustworthy, and authentic. Customers feel the difference, too.

While other companies may fall into scandals or lose customer trust through careless behavior, his company has built a brand of predictability and respect—the true currency of long-term business.

Final Thoughts: Integrity is Your Legacy

Mr. Toplin doesn’t just talk the talk—he lives it. He doesn’t lie to his wife, his children, or his staff. He doesn’t cut corners in business, even when it costs him. And he sleeps well at night knowing that his success hasn’t come at the expense of his conscience.

“I may not always get what I want,” he told me, “but I refuse to trade a billion-dollar deal for a lifetime of regret.”

That mindset is rare. And that’s why it’s so powerful.

Ask yourself: What legacy are you building? Would your employees, your family, or your customers say they trust you—completely?

The road to lasting success isn’t paved with shortcuts. It’s built on character, consistency, and integrity.

Want to inspire your team with more real-world leadership stories?
Visit RossShafer.com for keynote presentations and business culture insights.

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If you’re looking to grow your consulting business, build trust with clients, and create sustainable income, the following strategies will help you stand out in a competitive marketplace.

FOUR TIPS TO HELP A CONSULTANT BE MORE VALUABLE TO CLIENTS

1. Set Clear, Measurable Goals with Clients

One of the most common reasons consulting engagements fail is a lack of clarity. Clients hire you to solve problems—so be crystal clear on what you’re going to deliver, when, and how success will be measured.

Before signing a contract, define deliverables with deadlines. For example, instead of saying “help improve team productivity,” offer a goal like: “increase project delivery rate by 20% over 90 days.” This approach builds confidence and accountability.

To stay productive—especially if you’re working remotely or independently—adopt a time management system like Time Blocking or Pomodoro. These methods help minimize distractions and maximize billable hours.

2. Your Client is the Customer—Treat Them That Way

While you may be brought in as a high-value expert, never forget that your client is your customer. Their business goals and satisfaction should always come first. Listen more than you speak. Be solution-oriented. Avoid taking credit—focus instead on delivering outcomes that make your client look like the hero.

Even if you’re brought in as a strategic advisor, you should adopt a service mindset. This mindset not only increases client retention but also encourages referrals and repeat engagements—two of the most powerful ways to grow your consulting practice organically. Learn more about client-centric consulting from Harvard Business Review.

3. Be More Available Than the Contract Requires

Many consultants operate with strict time limits: “10 hours per month,” “one strategy call per week,” etc. While boundaries are necessary, being slightly more available than expected can set you apart. Clients value responsiveness and proactivity.

I always provide my personal phone and email to clients—even when I know they won’t use it. The gesture alone demonstrates commitment, and in my experience, it deepens trust and opens up conversations that lead to bigger projects.

According to McKinsey & Company, today’s organizations are increasingly looking for consultants who can serve as collaborative partners—not just advisors. Your availability shows you’re committed to their long-term success, not just a one-time fix.

4. Build Daily Routines That Prevent Burnout

Successful business consultants often juggle multiple clients. While it’s exciting to be in demand, the mental load can lead to burnout if not managed well.

Take structured mental breaks during your day. Whether it’s a 15-minute walk, a short mindfulness session via Headspace, or even simply turning off notifications during deep work periods—mental recovery is key to staying sharp and creative.

These pauses also create space to think about business development. During your breaks, reflect on:

• Who might benefit from your expertise next?

• What problems are trending in your niche?

• What services can you offer that solve those emerging problems?

Final Thoughts: Long-Term Consulting Success Requires Intentionality

Growing a successful business consulting practice doesn’t happen by accident. It requires clear deliverables, consistent communication, long-term relationship-building, and a service-oriented mindset. When you treat your consulting work like a business—complete with goals, metrics, and client satisfaction strategies—you’ll unlock consistent revenue and long-term success.

Stay disciplined. Stay curious. And above all, stay committed to delivering extraordinary value.

Ready to Inspire Your Team or Event Audience?

Ross Shafer is one of the most sought-after motivational business speakers in North America. If you’re planning a corporate event, leadership summit, or annual meeting and want a speaker who blends humor with high-impact strategies, book Ross Shafer today.

The post How to Succeed as a Business Consultant: Proven Strategies for Long-Term Growth appeared first on Ross Shafer, Funny Motivational Speaker - Official Website.

…I didn’t know that writing jokes and telling carefully crafted stories were being noticed by my heroes. So, I was blown away when The Tonight Show Host, Johnny Carson, sent me a handwritten note saying, “I like your stuff.”

Some writers and authors have a knack for using language that can really move people. Some writers and authors have been able to influence millions with their words alone. What does it take to become an effective and successful author or writer?

In this interview series, called “5 Things You Need To Be A Successful Author or Writer” we are talking to successful authors and writers who can share lessons from their experiences.

As part of this series, I had the pleasure of interviewing Ross Shafer. Ross Shafer is a former headlining standup comedian and Emmy-winning talk and game show host. He has written (11) books on performance, market growth, customer friction, and leadership. Ross’s latest book (2021), co-authored by Allison Dalvit, is titled: “RATTLED — Crazy A** Stories of Extreme Resilience to Help You go from Shook to Solid.”

Thank you so much for joining us in this interview series! Before we dive in, our readers would love to “get to know you” a bit better. Can you tell us a bit about your ‘backstory’ and how you got started?

As a 10-year-old, I was a secret smart ass. When I heard adults talking, I thought they were boring. So, I would whisper wisecracks to myself. As I got older, I stopped whispering and would finish other kid’s sentences with non-sequitur remarks. My friends would laugh because my words and thoughts surprised them. From then on, my school writing assignments were sprinkled with surprises the teacher didn’t see coming. The revelation that “properly placed” words could illicit emotions like laughter and tears, was my gateway into a standup comedy style. Winning standup comedy competitions led to hosting TV shows. TV became a platform for writing books. And the books propelled me into becoming an Intl. corporate keynote speaker. Every jump in my career came as a result of being able to tightly string the right words together.

Can you share the most interesting story that occurred to you in the course of your career?

I didn’t know that writing jokes and telling carefully crafted stories were being noticed by my heroes. So, I was blown away when The Tonight Show Host, Johnny Carson, sent me a handwritten note saying, “I like your stuff.” Jay Leno told me, “You’re one of the funniest guys I know.” I got the same comment from President George H.W. Bush and actor Michael J. Fox. Practically all of my media heroes acted like they knew who I was. Getting that kind of acceptance was the greatest validation an aspiring writer/performer could hear.

What was the biggest challenge you faced in your journey to becoming a writer?

The greatest challenge for any writer has to be editing. In the beginning, I was disorganized and overwrote everything as if I was recording my life in real time. I suffered a lot of rejection because editors would say, “You take too long to get to the point.”

How did you overcome it?

An editor for a local paper took me under his wing and said, “You can cut out half the words in your story and nobody will miss them. He was right. A shorter story was more dramatic and read faster. He also told me, “Stop burying the lead of the story.” I didn’t know what that meant until he explained, “I want you to grab the reader by the throat in your first sentence. The backstory doesn’t get the reader’s attention. Before anything else, tell me who died or who was rescued. Brutal editing gave my stories more pace and tension. And, I got a raise! More money motivated me to be brief and interesting.

Can you share a story about that that other aspiring writers can learn from?

As a standup comedian I was doing pretty well on my own but I wanted to make the leap the TV Show circuit but I didn’t know how to do it. A fellow comic, Wil Durst, told me to spend time with a comedy coach named Jim Richardson in San Francisco. Jim made me watch three dozen comedians who were guests on The Tonight Show with Johnny Carson. We would use a stopwatch to count how many laughs per minute these comics would get. Six laughs per minute was the magic number. I went to work shaving down the set-ups of my jokes to fit that formula. And it worked! I thought a pretty funny 20 minutes but when I cut it down to 8 minutes I was immediately funnier and my career took off like a rocket. I’d encourage every writer to read your favorite authors and take note of how they exercise brevity to structure their characters, their chapters, and their words. If you want to write a book or a story that is a “page-turner” edit out every single word that doesn’t drive your idea forward.

Can you share a story about the funniest mistake you made when you were first starting? Can you tell us what lesson you learned from that?

I was the opening comedy act for hit singer Eddie Rabbitt (Driving my Life Away). Each night I would hear him tell the audience: “People ask me if my name is really Rabbitt. Yes, it is. We are known as the Rabbits of Tennessee.” It didn’t get a laugh and I thought he was wasting what could be a funny moment. One day, I thought of a joke for Eddie. The joke was, “People ask me if Rabbitt is my real name. It is. It was tough growing up with the last name Rabbit. It was especially hard for my sister, Bunny.” He loved that joke and couldn’t wait to tell it on stage that night. Sadly, Eddie told it like this, “Rabbit is my real name and it was really hard for Bunny Rabbitt…that’s my sister’s name, Bunny Rabbitt.”

That lesson underscores how important word placement is to a story. In a joke, the last word (punchline) is what reveals the unexpected surprise. I wrote the joke to send the listener in the wrong direction. The last word pays off the set up with his sister’s name. Eddie revealed a confusing punchline too soon. If you want to build tension into humor or drama, wait until the last word or two to jolt the reader.

In your opinion, were you a “natural born writer” or did you develop that aptitude later on? Can you explain what you mean?

I wasn’t a natural born writer. I was a natural born listener. I could find humor in the context of a conversation. But I didn’t know how to put down on paper what I wanted to say, in the proper order. It took time to acquire a toolbox of writing forms to choose from. Every writer should learn how to employ the devices of simile, paradox, non-sequitur, context, metaphor, juxtaposition, red herring, distinct character traits, and authentic sounding dialog. Those tools will keep the story interesting for the reader…and for you.

What are some of the most interesting or exciting projects you are working on now?

Myself and my co-author, Allison Dalvit, just finished my 11th book: “RATTLED — Crazy A** Stories of Extreme Resilience to Help You go from Shook To Solid.” This is the book we always wanted to write for our five children. RATTLED is a jaggged tour of our lives…the tragedies….the triumphs…and how we got back up when our collective asses got kicked hard. Every writer who has made a living ‘writing on assignment’ has always wanted to finally sit down a write a tale they think needs to be written…without worrying if it will be a commercial success or not. For us, this was an 19-month project we did during the Covid lockdown. We are extraordinarily happy with how it turned out.

Here is the main question of our interview. Based on your experience, what are the “5 Things You Need To Be A Successful Author or Writer”? Please share a story or example for each.

1. EXTREME DISCIPLINE: In my lifetime, I have studied who succeeds, who fails, and why either of those outcomes happened. I did it as an observational kid. I did it in high school and became our Student Body President. As a college football player, I saw what differentiated the best players from the rest. The hardest workers never wavered from their plan. They ate well and got more sleep. They got to the gym early. They studied more game film. If they screwed up, they had a short memory for failure and went back on the field to do better. The same is true in writing. When I was a comedian, the two hardest working joke writers were always Jerry Seinfeld and Jay Leno. Both of them were very busy performers. With their cross-country travel schedules many of us wondered how they could have time to write? However, they never went a day without spending hours writing new material…often times into the middle of the night. Today, they are arguably the happiest and wealthiest comedians in the world.

2. REWRITE, REWRITE, REWRITE: Writing is hard. Most times it’s a lonely pursuit. There is nothing worse than writing in a vacuum. If you are the only judge of your writing, how do you know if it’s any good? At some point you will have an editor who can help you get through the rough spots. But I also have a few trusted pals who are willing to read my first and fifth drafts. They tell me when a passage doesn’t make sense or when I’ve under-explained a core premise and when I have repeated myself. All I can say is, don’t trust that your first draft will be your last.

3. KILL YOUR EGO: Writers cannot have a thin skin. If you want to be a great writer you will have to risk your fragile ego in order to put your unbridled imagination on paper. In the beginning of my career, I was afraid to do or write anything that would embarrass my father. I admired my dad and he was the judge by whom I measured all success. I had graduated from college and took a job as an advertising copywriter. One night I went to a comedy club and left thinking, “That was amazing! I bet I could do that.” Months later, (and countless open-mic nights) I was finally moonlighting as a comic. When my dad showed up at a smokey nightclub to see my act, he was disgusted, “You are gonna blow up your college degree for something like this? Are you on drugs?” No, I wasn’t on drugs. I was trying to find something more rewarding than writing men’s T-Shirt ads. At some point I had to kill my ego — stop trying to let my father force my path. For years, he would look at me and shake his head. Finally, he was proud of me when I was named the host of a big league network talk show…a TV show I couldn’t have landed if I hadn’t logged hundreds of hours in smokey nightclubs.

4. DON’T GET MARRIED TO YOUR BOOK TITLE TOO EARLY: It is a mistake to give your embryonic book a title even before you have written the book. If you title the book too early you will try to write to the title instead of letting ‘the book’ find its own way. I’ll use my current book RATTLED as an example. For months, we were living with the title, TWO WORDS. The premise was that we could crystallize all manner of fresh advice into simple two-word phrases. As the book’s content evolved, the less we liked our title. That led to dozens of alternative titles. We couldn’t agree on a single one. Then, we looked at our book through a totally different lens; a lens that made us focus on the real guts of the book. It wasn’t about the two words. It was about the trials in life we manage to overcome. One word, RATTLED, said it all. We could finally get some sleep.

5. DO YOUR OWN MARKETING: Nobody will care more about your writing than you do. So, don’t expect that some company will hear about your book idea and volunteer to make it into a bestseller. I’ve been paid an advance from major book publishers who exercised control over the content, the title, editing, and the marketing. I’ve also self-published books so I could take a chance with my own instincts. In both cases, if I wanted the books to actually sell, I had to dig in and promote the books myself. That’s just how it is. If you don’t know how to promote your book, learn. The web is full of “How To Sell Books” and “Best Author Practices” articles and videos. You can also publicize your book on Twitter, Facebook, LinkedIn, Instagram, YouTube, and by contacting “influencers” who will review your book for a price. Contact your local bookstore and offer to do a book signing. Propose a book event where you, the author, shows up and reads passages from your own book. Otherwise, you will grow old and sad waiting for the extra books in your garage to sell themselves.

What is the one habit you believe contributed the most to you becoming a great writer? (i.e. perseverance, discipline, play, craft study). Can you share a story or example?

Discipline for sure. But not just the discipline of establishing a daily writing goal. For me, it’s the discipline of constantly being mindful, “What’s in this for the reader?” “What value am I providing for the reader?” “Am I making the reader care about this subject?” “Does the reader want the protagonist to win?” “Is the reader going to stop reading because I am over explaining?” I never adopt any arrogance about my writing. Quite the opposite. I think writers should approach the project with humility and curiosity. Most writers know that the story will likely evolve. As writers we should always be surprised by what comes off the page next. That comes from my standup days. I would write jokes for hours — jokes I thought would “destroy” the audience that night. But in the end, the audience always judged whether I was funny or not.

Which literature do you draw inspiration from? Why?

As a kid, it was comic books. I probably had 300 comic books. I loved the heroes and the villains. I loved the drama and the story lines. I even loved it when the cover would say, “Superman Dies!” Even though I knew that was impossible, I suspended reality until I finished the last page. Today, I am drawn to whodunnit crime dramas. (Elmore Leonard, Dan Brown, David Baldacci, Arthur Conan Doyle), I love to learn something and not be able to predict the ending.

You are a person of enormous influence. If you could start a movement that would bring the most amount of good to the most amount of people, what would that be? You never know what your idea can trigger.

This was a question my coauthor and I thought about a lot when writing RATTLED. It was cathartic writing gut wrenching stories we had locked away for decades. We would like to start a movement where OTHER PEOPLE would have a place to tell THEIR stories of triumph over tragedy — a series of RATTLED books for teens, grandparents, couples, etc. We don’t want other people’s life lessons to be lost to their own families. There is a legacy in every family. A legacy that would inspire children, grandchildren, and great grandchildren to know how their ancestors lived, loved, worked, and survived.

How can our readers further follow your work online?

www.RossShafer.com is the website. Allison and I have a fun, short web tv series we publish each week on www.YouTube.com/User/RossShafer

Thank you so much for this. This was very inspiring!

Note: This article incorporates insights from Ross Shafer’s interview in Authority Magazine, which can be read here.​

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