2000 – PodCash Leader Network Attraction Mastery Workshop with Josh Elledge

27:40They don't care about who I am, or even if they fake sincerity, it just comes across poorly, I think, in that kind of a platform. So I'm going to help you do something where you can earn this a little bit better. Yeah. So essentially, listen, VIPs just don't respond to this stuff anymore. It doesn't work. And again, you're doing damage to yourself. I mentioned about advertising. Advertising is the tax you pay for being unremarkable. Ouch. This is Robert Stevens, the founder of Geek Squad, who said this. And I would throw in all of these other things. It's this, so listen, to leaders, I got to tell you that what it comes across as is desperate and amateurish.

28:23So again, don't do it. Leaders speak a different language. Leaders use the language of generosity to identify one another. Amateurs, knowing, leaders know that amateurs use the language of scarcity. What's in it for them? which again, that's not how, it's not really the way to build business today. So listen, I want you to think about and consider this. How many hours a week are you throwing away in the effort or you call it drumming up business? Because it's what you're supposed to do, right? A la the e-myth, like you need to be out there growing your business. But in terms of like, just kind of like more like kind of individual one-to-one just out there, you know, doing your best with no clear strategy to what you're doing other than this is, I guess, what I'm supposed to be doing, right?

29:20Again, please don't compete with something that anybody can do. And I want to further drive this home by addressing the L word, leads. How would you feel if someone thought of you as, oh, we got a lead coming in right here? Like, can they think of you as just a lead? And when you're talking with them, they're just making notes about who you are as a lead, and they're going to try to convert you to whatever, right? That feels icky. If there's one vocabulary thing I could help you with. And sometimes I use this word only to kind of like refer to what I'm talking about, bring them in, and then we could kind of work on the vocabulary.

30:02But stop using the word leads to refer to humans. It's degrading. I wouldn't want to refer to you as a lead. I don't want you to refer to me as a lead. Listen, we are both fantastic, amazing humans. And maybe we could do business together. Maybe not. It's completely, I don't know. Like we got to figure it out. And that's what leaders do. Leaders are going to check things out. They're going to do their due diligence to make decisions, right? So I'm a big fan of this book right here. It's The Go-Giver by Bob Berg. And if there's one book that you commit to reading this year, it's this book right here, because this is how you should be building business today.

30:35Lead in generosity. We're going to talk about that a lot. Okay. So let's go through, again, this fast pass to attracting VIP guests, and it's going to come down to three simple elements. If you got these three things, You're set for life. You're golden. This is all you need to do business today. Again, if you want to sell higher ticket, work with higher level types of clients, folks that have decent budgets, which quite frankly is a lot easier than selling to people who don't have money. So here's what you need. We've been talking about this noble intent. VIPs know what you want, right? Right from the moment you open your mouth or even before that, right?

31:19So you should be going for high value relationships, not sales. That sounds contrary. But again, if you come at me and I can tell you want a sale, it's going to really damage the relationship and your conversion rate. It's going to drop through the floor. If however, you're out to do good and make other people's desires come true first, and that's most important for you, then you're not going to have any problem doing sales, right? Because people know you just want to help them. And yes, you deserve to get paid for what you do, right? And that's another thing. Again, leaders, people who've been around for any length of time, aren't going to take advantage of you.

31:55Again, scarcity-minded people, they will take advantage of you. So don't hang out in those crowds. You need to, again, kind of level up here. Number two, we talked about this a bit, authority. And I'm going to talk just a little bit more authority before we move on to number three. But listen, how competent are you at what you do? How, I mean, you know, right? Are you good at what you do? Are you just not great, right? Well, you got to be honest about that and you need to lead with your best foot. Now, if you and I met in person, it would be really easy to kind of gauge your authority really quick.

32:27But unfortunately, most of us are doing business online digitally, which is again, great. But how do I judge your level of authority. Well, there's going to be some things I'm going to look for prior to me even accepting a meeting with you or whatever. I'm going to look at it. Everyone's going to look at this. They're going to check you out, right? So your job, and we'll talk about this here in just a second, but your job is basically know every move on the chessboard and get there. Anticipate that so that you know exactly what to give them when they're looking for whatever, right? And again, authority is not anything you're going to design overnight.

32:58So, and then finally, I'm going to talk about number three here. And that is platform and a VIP appropriate invitation, right? Not a discovery call, not grabbing coffee with some person that's running a 100-person organization. They don't have time for that. And listen, they get hit up with all of that stuff anyway. So it's just not going to work. So if you're going to reach out and extend an invitation, it better be something that they immediately want, right? And that will allow you to earn the time with anyone you want. If you can come up with that VIP-appropriate invitation, you're going to get your time with potential partners, clients, investors, and influencers.

33:45All right. Listen, you probably, like, I'm going to teach you a lot of stuff. I think you're going to go, yeah, that's common sense. Yeah, no, that checks out. Here's one. Let's say that your goal, and you have a little bit of time to do this, but your goal is to collect and attract a lot of butterflies, right? Because that's where success might be indicated, right? Or measured, right? So how would you do that? Well, unfortunately, a lot of the earlier stage or newbie entrepreneurs, or again, folks that are just kind of really new at this, they hear tactics. And so what they do is someone says, well, you got to have a butterfly net.

34:26And so they cool, and they go buy a butterfly net. And then they're like, now what? And they're like, well, just start running up and down, start selling to your family and friends on Facebook, right? And which is weird to me. But people do it. And they're constantly posting all these sales messages to their high school friends and stuff, which is just, and then their high school friends are like, wow, this is weird. I don't want to follow this person. And then Facebook knows what you're doing, so they don't want to show you to people. So anyway, enough of that. All right, that is ridiculous. If you grab a butterfly net, start running up and down the street like a maniac, swinging your butterfly net around, trying to catch butterflies.

34:59Listen, that is a way. That is a way to collect butterflies. It's a lot of work. And at the end of the day, if you stop doing that, how many butterflies are going to keep catching? None, right? It involves you doing that tactic over and over and over again every single day. And it gets tiring. And again, there may not be that many butterflies in your neighborhood. There aren't in mine. So if you wanted to attract a bunch of butterflies, what would you do? I think some of you have already come up with this answer. This is why a lot of this is so common sense. You would plant a butterfly garden.

35:38in. Doesn't that make sense? That is what you must do today. You have to create an environment where leaders want to engage with you. If you don't do that, you're just making life way too hard for yourself. There's a much easier way. All right, let's get back to authority. All right, this is my plan for, I think most of us can do these six items. And you know what? I'm going to tell you right now, this isn't the answer to your problem. Authority is just something that you want to work on on a regular basis. You're going to build Rome one brick at a time. And it's probably going to take you years to get, like if you're in your industry, let's say you're a solid three, like you're not going to become a four or five overnight.

36:25You're just not, right? But you can work at it. And in six months, sure, you can get to a four. Six to 12 months from there, you can get to a five, right? People earn their way, okay? Please dispense with this idea. I know a lot of gurus talk about easy overnight success and fame and riches and stuff like that. It's a compelling story. It's really marketers are, it's very easy to sell stuff when you promise people the moon. But I'm going to tell you right now, authority is not one of those things. Authority is earned. And savvy consumers and decision makers know how to read between the lines. I can tell when someone's being fake and phony and just, you know, again, throwing up a bunch of media logos.

37:04I mean, I can tell, like, we all know when we see fake authority, don't fake this, right? Just earn it brick by brick, one day at a time. And you know what? When was the best, when, there's the Chinese proverb, right? When is the best time to plant a tree? All right, 20 years ago. Now, if you didn't plant the tree 20 years ago, when's the second best time that's realistically that you could do, right? It's today. You gotta start planting. you've got to plant your tree today. And you know what? Future you, so future you a year from now is going to say, thank you so much. Thank you for joining that workshop, the Attraction Mastery Workshop.

37:40Thanks for getting some good ideas. You down, hopefully by the now, download that workbook that I talked about. It's free. I'm just going to email it to you, right? Download that because I'm going to spend a lot of time on stuff like this included. I'm going to get you thinking about what you need to do, right? But I want you to keep teaching. I want you to work on your social proof, work on your brand weekly, work on PR and visibility, work on who you're associated with. And I really want you to start celebrating others, which is really going to get into my third area here. So let me ask you this.

38:10If you had 10 times the authority in your industry that you currently have, what would happen to you in business? Chances are you would have shorter sales cycles, which means faster revenue. You would have higher conversions because people can tell you're an industry leader. You're very good at what you do, right? That has to be earned. So that means you're going to earn more revenue. Listen, I just want to tell you, it gets easier. If you're early or newer in business, I promise you, the longer you stay in it, the more consistent you are, it gets easier. You will be a household name in your industry as long as you stay in the game.

38:53And as long as you keep doing the right stuff and you keep showing up as a steward and a voice in your industry and you're contributing. Now, you're not just out there taking, you're out there giving, right? Givers, and here's one thing I've learned, is that if you continue to give to your industry, you will get to a point where the industry will start rewarding you. And again, you've got to earn that, okay? You'll get speaking opportunities that you hadn't before. You'll get partnership opportunities that you haven't gotten before. You're going to get a lot of inbound opportunities that you hadn't got before.

39:29And I want that for you. You deserve that. I truly believe that every person has a message that can positively impact the world. Okay. We just have to put our best foot forward. So let's get to number three here. The fastest path to increased authority is platform. Bar none, it is the most elegant way to earn authority. and it is the most elegant way to build wonderful key relationships with your dream ideal connections. You must use platform. This is an amazing gift that's been given to you, and unfortunately, most amateurs are using platform wrong. They're using it to celebrate themselves when they should be using it to celebrate others.

40:07It's a gift that you can give to others that is going to earn you a lot of favor back. Have you ever used media credentials? Have you ever been giving a press badge? Have you ever been invited to be kind of like, again, you're not part of the rank and file. You're a little bit unique, right? I've gone to events where I've been given a press badge, right? And it is a completely different experience. I remember one in particular I went to was like a, it was an Inc event and Groco, and they gave me a press badge because, again, I'm a traditional working media plus as a podcaster. Again, these are things that you can use if you are willing to do a job.

40:48Now, you're not doing it just for the free ticket, although free tickets are nice. You're doing it because you're there to work. You're there because you're going to be telling stories. You're going to be focusing your platform on other people. In my case, it's a newspaper column or a TV segment or radio or, again, the podcast or however, right? Because people recognize that I've got that press badge on. I've got that media badge. People treat me differently. During that GroCo event, by the way, the Inc. Magazine event, I was harangued for two and a half days, in a good way, right? People saw that and were like, oh, what did you do media for, right?

41:25And just, it was like, wow, this is, I feel attractive. I felt like, like I was somebody important. And why? Because I'm known based on this indicator that I am somebody that has access to platform. And I use that platform to celebrate other people. That's why people pay such big money to PR firms and rightfully so, because you get, if you get favorable press coverage, it can make all your wildest dreams come true. It really can. I've seen it, right? But again, you want to earn this both, you know, again, you know, when you want to be celebrated, it feels really good. And I'll just ask you this.

42:05How do you feel when somebody celebrates you? How do you feel about this other person? It feels good, right? It feels good to be featured. It feels good for somebody to say, I appreciate what you do. What you're doing makes the world a better place? How do you feel about the person who tells that to you or shares their stage with you and recognizes you? You probably feel a lot of appreciation toward this person. Doesn't this, doesn't this like, you get where I'm going here? Like, doesn't this feel good? Doesn't this feel like, you know, if we lead in generosity that we make other people feel good and then they feel good about us.

42:42And again, we do this with noble intent. We do this in full integrity. This is a really, really enjoyable way of doing business in the world. So listen, you're at a crossroads right now. You got two choices. You can move in the direction of serving and connecting with leaders organically and authentically through generosity, noble intent, or you can go to the bro-y, spammy, salesy, lead gen amateur route, right? You're going to have to go one of two directions here if you want to increase your business, right? And again, if you're comfortable with selling at leads and all that other stuff, okay, well, maybe that's just where you are right now until you get your nose punched enough.

43:31And then you're like, hmm, maybe Joshua's telling me something there that one day when I watched the Attraction Mastery Workshop here. Listen, again, leaders do number one. They just don't do number two because they don't need to anymore. And the reason that they're successful is because they committed to relationships. They're playing the long game and they recognize that it is who, not how, right? You are the combined average of the people that you associate with. All right, so let's talk about platform. Well, there are a lot of platforms you could use. Social media is a platform. YouTube is a platform.

44:06And podcasts is a very unique platform. And there are a lot of inherent benefits when we think about how we can use platform in a positive way and we can level up quickly. Nothing on the planet that I've ever seen and we look at everything comes even close just because of some baked in aspects to how podcasting works. So number one, podcasting is easy. You show up on Zoom, record your conversation. That's a podcast, right? There are AI tools that have made this so insanely easy. Even if you dabbled with podcasting in the before and you're like, there's a lot of work, right? It doesn't have to be a lot of work.

44:47There's so many great tools and great experts out there that can help you with that. You just have to show up and hit record, right? Now, hopefully you're putting some thought in here. And again, we'll talk about strategy and intention and all that sort of thing. But again, podcasting is just not that difficult. You record someone else on Zoom or whatever platform you want, right? And that's a podcast, right? There are some people that might want to gatekeep what a podcast is. I wouldn't pay attention to that, right? It's your podcast. you can do whatever you want. You create your own art. Number two, there are thousands of high quality guests for each active podcast.

45:23Right now, if you were to start a show and start, say, I am looking for guests, you know what's going to happen? You're going to get a lot of guests. Right now, they're probably not going to be the right guests for you. And we need to talk about that. So tap the brakes just a little bit. But see, these guests are paying big money to podcast guest agencies whom we love and PR agencies whom we love. Why? Because they help us get recognition and celebration, increasing our authority and influence, right? But they're paying big money right now to be seen on platforms. So if you're willing to show up in generosity as a giver and not just a taker and say, absolutely, I'll share my stage with you.

46:03I would love to have a conversation and share that with my audience. All of a sudden, you are like me at the Grow conference with the press badge and people are like, oh, me, me, me, me, me, me. And they want to associate with you. Well, isn't that a much different dynamic than sliming up someone's DMs? Is this making sense? I hope, right? Number three, this one is probably going to give you a lot of us who are watching this a lot of relief. If you are new and you do not have a big audience, You can compete or level up a lot faster because of the way the podcasts are distributed. It's just a little bit more nebulous, right?

46:45So if you invite me to collaborate with you on YouTube, the very first thing I'm going to do is look at your numbers. In podcasts, again, it's just you can figure out with some degree of certainty where a podcast may be. But largely, you can win over bigger guests with a great guest experience and some decent branding. And again, just being 100 % focused on being a great host, which means you're going to take very good care of your guests. and you develop a track record and a reputation of that. So if you're earlier stage, I don't see anything better out there on the planet. Okay. You might be asking, okay, I see where you're going, but how am I going to do business with folks that, you're telling me to start a podcast and then all of a sudden I'm going to be doing business with these people?

47:43Okay. Don't overcomplicate this. we are not in the business here of inviting people so you can pitch at them if you do something like that we are all going to boo you like not only will people be uncomfortable if you do something like that like the people will hate you if you do that i mean that feels like a bait and switch you just cannot do that right it is it is uh that reputation whoo you will get you're gonna get beat by the ugly stick from the PR community. If you start abusing guests, you cannot do that. You have to honor your commitment as a host, and you have to do good. But you might be thinking, well, okay, go, go, go, go, okay.

48:25I promise not to do that, but I still want to do business, right? Because that's what we're talking about. Okay. Again, don't overcomplicate this. All right. If you and I went to an event, and then we got invited to this special VIP mixer, and there are some legit, really great folks in this room. And you grabbed a coffee, you grabbed a water, you grabbed a drink, you're just kind of mingling around, getting to know people. You know what? You're going to do just fine. Why? It's because hopefully, hopefully you've relaxed a little bit. Okay. You're not going to be running around with sales breath, right?

49:07And by the way, if you do that, yeah, people are going to be doing 180s as soon as you show up. Don't be a me monster. You want to focus on service. Your goal, if you have a goal here, your goal is not to get people to buy your thing. Stop with that. You got to relax, man. You got to let go of the sales breath. So what I find works best when you're working with leaders is you just have to be ready to be of service and just trust the market. Because if you talk with 10 leaders in that room and you're genuinely just looking to help people and be good and you're open to whatever the outcome is, you want to get to a point where you become friends with this leader.

49:49Because I'll tell you this, two leaders that like each other are going to find ways to do business together. Have you heard of this? The term that I like to use is doing business in our whisper networks. It's not showy. It's not flashy. it's the quiet conversations. Like you used to have that meme of, you know, doing business on the golf course or, you know, for me, it was in the speaker lounges or the VIP lounges, right? That hang out and we'd just get to talking like, oh, what do you do? What do you do? Oh, interesting. Yeah, let's grab some time sometime. I don't know if there's anything we should be doing, but I'd love to find out.

50:26That is where my best business comes from. And when I talk with, again, and I've done a lot of interviews over 2000, that is a common refrain. I hear over and over and over again. Where does your best business come from? Word of mouth, networking, organic. It just, everything feels like it was just designed to be that way. You have to support that pattern. If you try to interrupt it by being pushy or salesy, it ain't going to work. You're going to find yourself like it's going to feel like you're swimming upstream every day. I want you to just move with the flow. And this feels, it sounds like it might be a little less effective.

51:00It's not. You will make more sales. You're going to make more sales faster. People are going to want to do business with you. And if they're not in market, right? Because some will, some won't, and that's okay, right? But if you can say, if you can evoke in this other person, oh, good, Josh, now I have a friend who does what you do. Game set. Like, it's good. That's what I want, right? Like, I'm not going to change their mind. If they're not in market, I'm not going to bother changing their mind. How silly is that, right? Instead, I just want to show up as a friend and as a friend would. I'm going to act in service.

51:36And again, leaders are not going to let you give too much before they're going to want to reciprocate. But you have to give them the space to reciprocate without those asks. Now, again, I think you should be intentional about evoking that. All right. And again, if you and I are working together, we're going to get real specific about the language and how to do this and how to create a really great environment for this so you can do this week after week. But again, I want you to maintain the pattern of generosity. This is the go-giver. So let's talk just for a moment now about how we get the exact right people to show up.

52:15And very simply, it's editorial justification. So because this is your show, because this is your platform, you get to set the rules. Now, if you're ridiculous with the rules and you're unicorn hunting, you're not going to get too many people, especially at the beginning, right? So you need to be able to create an environment where you're attracting the right kind of people within reason. So again, you're the host, you get to decide what you talk about. Now, it's really easy to have an application for your podcast and there are requirements and You can say you need to be the founder of a company doing X amount or you have this number of employees.

52:54And, you know, be careful with this because you need to make sure that you're doing this with editorial justification. If you're just being too explicit or too on the nose, it's going to look like you're trying to pull some kind of funny business. Right. So, again, we want to celebrate great leaders and identify with them because you can't interview everybody. And even with a daily show, we end up having to decline about a third to 50 % of all of the applications that come in. And you'll need to do the same thing. And even Bob Berg, the author of The Go-Giver, is a bit judicious on where and how he spends his time and generosity.

53:34So there's just time that you can spend with everybody giving generously. And then, you know, again, for the right people who you know where there's a real opportunity there, we want to be thoughtful about who those folks are in the room. And you want to design a show that is irresistible to not just the demographic profile of your ICP or your customer avatar or your partner avatar or the investor or influencer you're looking to attract, but you also really want to focus on the psychographic profile. In the download that I offer you, I think there's some resources around this. So you want to make sure you opt in for that.

54:09Get that free 19-page workbook as we kind of go through this, talk about your ICP or your customer avatar. All right. But again, values alignment is probably going to be the most important thing. What does somebody need to believe in before they engage with you, you know, from a collaboration or partnership or from a client perspective? And you want to front load that on the front end. So the podcast should be the perfect filter to let in your ideal people. And again, kind of let those that aren't necessarily really good fit, that there wouldn't be necessarily good fit for this show as well. All right, so let's get thinking about this now.

54:50And I want you to do some math in your head and start thinking about how your life could be completely different six months from now, 12 months from now. And if all you did was build two new ideal relationships week after week after week, what would happen six months from now or 12 months from now? Well, you'd have 50 or 100 by the end of a year new high-level relationships. Don't undervalue this. This can change a life and forever change the future for the rest of your life. This 50 to 100 people can forever change how you and who you are in the world if you're focused on building relationships with the right people, right?

55:41We're creating one plus one equals 11 dynamics. Now, not everyone is going to engage or collaborate with you, but a majority should. And what I mean by that, I'll get to some conversion, some numbers here toward the end. So stick around for that. But again, I want you to think about what could happen if you built a hundred new meaningful relationships with your dream ideal connections or partners. Okay. Again, life-changing. And if only, say only 20 % of these people engaged on your primary offer, again, do the math. If you're selling high ticket, this is pretty significant. And I'm not suggesting this is the only thing you do in business.

56:27But again, for those who are exceptionally qualified, this is a great fast pass lane for those who meet all those qualifications. So you can do more business authentically, generously, and again, show up in people's lives in just a very honoring and noble way. And also you're not capped at two. You can do more than two. I do about six to eight interviews, six to eight interviews every week. And I have been doing that for many years. So by now I have a pretty good network and I have a huge roster of clients. We've launched over 200 concierge level clients through our podcast leader network. We're really, really good at this now.

57:09Some things I'm, most things I'm pretty mediocre. This is my zone of genius. And so here is what we typically see when we work with the clients, just, you know, cause I'm sure you're interested in like, okay, I like this. This is exciting. This is very intriguing, but how do the numbers work? Well, here are some pretty common numbers that we see with our clients. Again, at that VIP level, this is what we're able to co-create together. So we have huge networks. So we do have some advantages in that we've already built a huge network of PR professionals who we love and serve with great guest opportunities.

57:48And we promise to always treat their guests with great care and really, really do all of our best work to celebrate their guests so that we keep getting those introductions, right? So it's really easy for us to kick in a few introductions each month. And if you can see my slide here, you'll kind of see month to month what the breakdown typically looks like. Our clients coming in, it's usually pretty easy for them to come up with a few introductions out of their entire network, all of social media, all of the groups and networks that they're a part of. Associations are part of their email list, their lost leads list, which I don't like the L word, but you know what I'm talking about, right?

58:26People who you engage with and for whatever reason didn't pull the trigger. Now you get to reinvest in those relationships in a very generous and giving and honoring way. But here's the beautiful thing about podcasts and why podcasts beat everything on the planet when it comes to setting up express lanes to get you time with your ideal people. It is simply supply and demand. Again, for every decent interview show out there, there are hundreds, if not thousands of potential guests already looking to be on podcasts. So just show up and be the giver and you get to earn that time together, right? So look at this.

59:06You get about six to eight months down this road. Yellow is inbound. These people come to you. You didn't even have to do anything to attract them. Now, I want to share with you a secret about where our business comes from. We have been 100 % inbound, as of when I'm recording this, since November 2019, which is about four and a half years, 100 % inbound. I just don't ever have to worry about where my business comes from. I want that for you too. Are you willing to lead Panetta did, right? Joanna has become a rock star in her industry. I mean, she was already, you know, doing good, right? She was already committed to building relationships and networking and truly like she showed up to the conferences and she's built some meaningful relationships.

1:00:00But then when she launched the podcast, she was able to activate this network that she had built. and as a result has done many, well, we'll just say several, big, big deals. And I'm so, so proud of Joanna because again, she's got the right energy, the right heart and givers win with this system. Takers don't. Takers lose and then throw in the towel. Givers win. Joanna's a giver and she has closed multiple big deals, six-figure type deals. All right. David Lindsay. Here's another one. By the way, not everybody hits it out of the park in the first couple of weeks. David did. And I like that because that makes me look good when I share a story like this.

1:00:52David closed a huge deal on his very first podcast and has got paid speaking gigs as a result of this. So again, incredibly proud of David. He's an Aussie. Jerry Foster, if you've dabbled with podcasting in the past and you're like, that was a lot of work with not a lot of reward, well, Jerry can identify with that. And matter of fact, you can watch these videos. I'll share these with you. I'm going to give you, by the way, at the end of this, I'm going to give you a 14-day free trial to just poke around in our podcast leader network. And I want you to watch the video from Jerry because Jerry will talk to you podcaster to podcaster.

1:01:30If you have dabbled with podcasting or you're an existing podcaster, Jerry was podcasting and probably would tell you didn't have a lot of direct business that was coming out of that work. We got working together instantly. Jerry, within his first 90 days, ended up doing a lot of sales. And by the way, this is not 375 % on what you'll see for our podcast leader network, which is now just a wonderful platform that anybody can use. Jerry was a concierge client, so he made some big investments, but it paid off big time for him. By the way, as a consumer advocate, I'm talking money. So disclaimer, disclaimer, disclaimer, your mileage may vary.

1:02:11I need to be very clear on that. I am not going to make income promises for you. You have a lot of variables that I don't have control over. So I can only back up the part that I'm responsible for. And it's, again, methodology. You need to execute. So this I really love for Kelly O 'Hare. Kelly is a self-proclaimed introvert. I would say, I dare say probably more than 50 % of our clients would call themselves introverted. They don't want to run around doing TikTok dances to drum up business. I don't want to do that. I know I come across as, you know, loud or whatever you want to call me. But after stuff like this, or when I spend a lot of time with people, I mean, I'm a hundred percent focused and in service to that relationship, but I need to go lay down sometimes.

1:03:01But Kelly would be someone that she just absolutely loves it because she doesn't have to stress about building new friendships. These are people that are coming to her and want to spend time with her. Now, here's another thing. So she loves this system. It's perfect for people that, again, just don't necessarily want to throw themselves out there in a very visible public way. They could just quietly do nice things for people, earn relationships, and do business. Now, here's another amazing thing about Kelly. She is booked for the next seven months straight. Think about that from a business development or a sales development perspective.

1:03:43Imagine if you had seven months of sales appointments booked straight in advance. Okay, that is not even within the realm of, like, that doesn't even make sense to say that. but that's effectively what she has. Again, it's going to, not everyone's going to engage and do business with her, but more than 50 % will do something, right? And it could be a wide variety of things. It could be collaborations, introductions, partnerships, that sort of thing. But again, generally, we like to see about a 20 % conversion on our client's big ticket offers. Here's another great example. Annie Dickerson with Good Egg Investments.

1:04:17Wonderful, wonderful, wonderful service what they do and they work with good people and they were looking for investors. and she got them within her first five podcast episodes. She had gotten two very, very good clients. And you can, again, you can see the numbers on the screen and just very, very proud of good people who are committed to doing good things. Pace and BJ will tell you if, and here we go, this is an interesting example. If you are somewhat flexible on your offer that you bring to the market, or you are open to getting some validation. There is no better validation process on the planet than starting a podcast, spending time, earning a friendship, and then having a candid one-on-one conversation with your potential customers slash friends and getting their honest feedback about what they like or don't like about your offer.

1:05:08They'll tell you. And by the way, you're not smarter than the market, and I am not smarter than the market. You got to trust the market. And the gold standard for validation is private one-on-one conversations with people where you are asking them, would they consider paying for the offer that you have? And they'll tell you, right? And Pace and BJ will be the first to tell you that they completely changed their offer after they got about 15 conversations in because when they started having the conversations, the market was saying, you know, that's good, but you know what I really need is this.

1:05:39And they said, okay, we'll do that, which I think is pretty smart. Again, they do IT consulting services. If you're looking for ultra high net worth connections, here's Eric. Eric was a road warrior in order to build those kinds of relationships. So if you've been getting good gigs or getting good connections through hitting the road and hitting up trade shows and that sort of thing, if you don't want to do that as much, well, we could just set up a system where they'll all come to you. And that's exactly what Eric does. And he has built a lot of great relationships, now has a very, very classy mastermind that he runs.

1:06:15And all those folks, again, coming through the podcast, which is just such a great way to deepen relationships. Alison Kaczkowski does events, works with a lot of fitness influencers. Again, she is booked out for quite a while and does phenomenal work. She absolutely loves the authentic nature. It feels to her just absolutely elegant. No more sales, no more uncomfortable, awkward pitching and that kind of stuff. She just allows business to happen and it does. Alison Kay is amazing. And again, And I'm just so proud of the success that she has created by being willing to lead with noble intent, generosity, and platform.

1:07:04So how many chances do you need or do you have to make a first impression? Well, you get one, right? And so listen, here's what you need. You need a precise and intentional plan. You cannot guess at this. Please don't burn bridges by doing this in an improper way or in a way that just does not work very well. There's a lot of micro decisions. Listen, we have made probably hundreds of thousands of dollars in mistakes. We've been at this for five years now, both ourselves internally and, again, working with pretty much anybody in the B2B space. If I learn what you do and who you're looking to serve, chances are I can tell you exactly what you need to do.

1:07:50I can tell you exactly what your podcast needs to look and sound like. I can tell you exactly what your guest experience needs to look like. I can tell you exactly where to find those people. That's the kind of support I could help you if there's an opportunity for us. You do need a professional guest management system. You don't want to invite people over to your theme park and then you give them a bad experience because that is not good for your reputation. So you don't want to do this haphazardly. You also want to make sure that you know how to get your content published and repurposed and how to actually grow your audience and how to involve your guests in that.

1:08:25Most guests are not very good at helping you promote. But there are, again, best practices that we've been doing for over five years I can help you with if there's, again, an opportunity for me to be of further service. Again, in the free booklet or workbook that I gave you, there's going to be some great ideas there. And there's a whole lot more. And again, I'm going to give you some ideas on maybe some ways that we could work together. And I'm going to give you a free trial for some stuff. So it's free anyway. So you don't need to worry. All right. Also, you need, and this is really important, you need the skills to lead leaders.

1:09:00If you are just guessing at this and your energy is off or it just feels weird, you're not going to fool anybody. So you need to make sure you're going into this with a pure heart, with clear eyes. You know exactly what to say. You know exactly what to do so you can create favorable outcomes for everybody. And then finally, you're probably going to need some support because you're going to have a lot of questions that are going to come up. We're talking sales. We're talking partnerships. We're talking big collaborations. And how do you create an environment that is going to very naturally, organically create that for you where nobody ever feels sold to, which you must adhere to.

1:09:43No guessing at this stuff. But again, I could tell you that there's a lot of stuff. I'm going to give you just a really quick overview of our system here. If you want to really do a deep dive, again, I'm going to give you a 14-day free trial, which you may have already seen on the page where I can go much more in detail during that 14-day free trial if you want to learn exactly what we have figured out over the years. This is how it works. So up my influence historically with our VIP levels, we create, run, and operate this podcast on behalf of our client. Now, the client's going to come in as the talent or the host of the podcast, and we are going to magnetically attract their ideal guests, have them go through an application process, then schedule once they're validated and vetted.

1:10:29And this part right here, you're going to see in the middle, you see where it says reminder and SMS video, confirmation video, edification video. This is so critical to get right because what we are doing is we are shaping intention in a very natural way where it feels like this is a hundred percent your guests idea. I mean, ultimately they're calling all the shots, but we want to work with them. Now, I don't have a background in like sales master. I'm not a sales trainer. My background is in media consulting and PR. And so I'm the guy that you would call if you say, I got a two and a half minute TV segment.

1:11:12I want to sell thousands of copies of my book, but I know I'm not allowed to sell. And I said, that's right. You're not allowed to sell. So how do you do that anyway? Again, you have to present things in a very story-driven. You have open and closed loops. I mean, there's a lot that goes to this, but what you want to do is when these people are going through this flow, you don't want to have them show up cold and just think of you as some schleppy podcaster. Otherwise, you've really missed the opportunity there because they don't respect you or they don't see value to getting to know you. What you want to do is evoke so much curiosity and you want them to feel like, oh my gosh, Josh seems like someone I should probably get to know.

1:11:55I don't really know what he does exactly, but he seems like a pretty legit guy. That's your goal. And this edification video, it is going to be 100 % focused on guest service. Here are the questions I'm going to, you deliver videos to your guests. You say, here's the questions I'm going to ask. Here's a little bit you probably want to know about who's in our audience. Here's some audio and video tips. And again, you want to just start cultivating this relationship. And again, you're shaping intention. You're using virtual proximity that's going to create familiarity, ultimately giving you familiarity bias, where they're going to come in and they're finally going to show up and you're going to show up to show up for this podcast together.

1:12:31And that's where you're going to get, they're going to come in feeling like they know you already. You want that, right? What you don't want them doing is popping in like, yeah, I don't know who you are. I'm just here to promote my thing to your audience. You don't want that. Cause otherwise that's just an exercise in futility, right? So you want good people who really want to get to know you. So we want to shape intention. So now initially where they're like, yeah, I'm happy to serve an audience. Sure. I'm happy to talk about what I do. It's good for them. It's good for me. And now you want them to be very genuinely curious about who you are and what you do, right?

1:13:07So that we're shaping toward a collaborative relationship. You then truly do the guest to solid. You are absolutely going to pull all the stops and give them a great experience. If you're not willing to do that, that's not the system for you. You have to be willing to give without any expectation of return. When you do that, that's where you give them the space to reciprocate, to return. You can't ask for it. You just have to allow it to happen naturally. Now, let me ask you a question. If you were part of a panel and you got to know the other panelists, let's say in an event. And after that whole experience of being on that panel together, you turn over or you lean over to one of the other panelists.

1:13:51You're like, I really appreciate what you had to say about X, Y, Z. It sounds like we believe in the same stuff. Hey, let's grab coffee or something sometime. I'd love to see maybe if there's something we should be doing together. Okay. That's how I did most of my business historically. It's the exact same thing here. Don't complicate this. It's just two leaders who are friends getting to know each other. And again, as long as you're within the right, like you got the right people in the room, you're not unicorn hunting, you got the right people in the room, you're going to end up doing business with a lot of these people.

1:14:21So then you would just say, hey, let's chat again next week. I don't know if there's anything for us to do, but I'd be happy to see if I can help, if I can brainstorm, if I got any ideas. I don't know if you know what I do or whatever, but happy to be of service, right? And that's it. That is completely, 100 % authentically your energy. And if you can't get there, go read The Go-Giver and then come back and again, you'll be ready for me at that point. But in this follow-up meeting, your goal again is not to sell them. Your goal is to hopefully evoke in them. But again, it's completely up to them and you've got to understand and honor the rules of engagement.

1:14:57Ask good questions, show, you know, obviously be curious about them. See if you can help. See if you can be of service, right? Your goal should be to get them to say words to the effect of, oh, good. Now I have a friend who does what you do. And that's it. That's your goal for this call. And then simply as two leaders who like each other would do, you'll just figure out how you can create the greatest value together. Now, remember, because of who they are, there is a strong likelihood that they are going to need what you have to offer, right? And it could be something even better. Your life can change simply from the right connection.

1:15:39I'm sure if you think through your life of some of those most important client or partner relationships that you've built, that's simply what we are going to be able to tee you up for week after week after week. And we do that through this system, which we call the Podcast Leader Network. And so through this system, it doesn't matter what stage of business you're in. If you're baby brand new in business, we've got solutions for you. If you are well along your way and you're in the 6785 or 6789 figure territory, we have solutions for you. We have worked with all of the above. One of our core values is democratization.

1:16:23I truly believe that everybody has a message that can positively impact the world. If you are a good person, and generally when you get around people, they feel that in you, then you just simply need to create the butterfly garden so that they will come and want to spend that time with you. And then lo and behold, you have all the business you want. You can be 100 % inbound. It doesn't take that long. All you have to simply do is keep showing up in service to your industry. You are seen as a giver. People love you for it. And the meaningful relationships that you build week after week through the Podcast Leader Network that we are going to co-build with you.

1:17:09We've got the whole system here. We have designed a podcast system in a box. It's more than just a podcast in a box. It is everything you need, including guest nurturing and attraction and this incredible guest experience so that people see that you treat this very seriously and they want to associate with you because of who you are and the value that you bring. You deserve this. You deserve to work with people that we get to associate and network with in our network. Um, so if you've enjoyed this, if what I've been sharing with you is resonating, then, then this is absolutely for you. So again, we've got solutions all the way from free to$4.97 a month to, if you want that VIP, ultimate VIP experience where we can get really quick results and really substantial results where we will take an ownership in those results, then we have solutions at that level as well.

1:18:12So next step is let's just chat. Now, if you scan this QR code, it's going to take you to a schedule page. And either myself or one of my team members would be delighted to get to know you. I want to know what you do, right? Because Podcast Leader Network may be an incredible solution for you. There may be some other stuff we should be doing as well. I'm always looking for great guests for my podcast, The Thoughtful Entrepreneur, where I have interviewed more than 2 ,000 6, 7, 8, 9 figure business leaders. And I would love for you to join the roster. I have an amazing audience of what I call business adults.

1:18:53I would love to share your story. I would love to share your offer, right? So we'll talk about that. And that begins when you scan the QR code, or if you're watching this on our workshop page, you may see the schedule form directly below. Maybe you've already filled it out, but that's the next step. we'll grab 15, 30 minutes, get to know one another, and then we'll figure out where we go from here. But I am so honored that we've connected. I don't know how it happened, but I'm very, very grateful. Chances are there was a mutual friend that connected us, someone who really, really loves what we stand for, our values, and the revolution that we are creating.

1:19:30We're helping to de-junk the B2B world. We're working very hard and doing great work to cut down on all the just ridiculous B2B spam, where true business leaders can do business together in their own quiet whisper networks, and they can work together in service and create that amazing dynamic day after day, week after week after week. And we live in such calm and serenity because it's predictable and people start scheduling weeks and months out in advance. So you just don't ever need to worry about where your next business is going to come from. I'm so honored that we've connected. Let's chat.

1:20:12And I can't wait to learn more about what you do and your work in the world. And again, the impact that you want to create in the world and how I can help you with that. Again, upmyinfluence.com slash call or hit the QR code, or you may see the form directly on the page. And as I mentioned, not only am I looking for great podcast guests, but as I mentioned earlier, we have launched over 200 podcasts in our podcast leader network. I know a lot of great centers of influence. So even if you're not necessarily fit for my show, I probably know some other great connections that my team and I would be delighted to help make for you and with you.

1:20:53Listen, thank you so much for spending your time with me. I'm truly honored. I hope that I've provided you a ton of value. I hope I've inspired you with some amazing action steps already. And the journey is just beginning because when we chat, I'm probably going to have two or three immediate ideas, potential connections for you right out of the gate. And we'll figure that out. And certainly we'll see if it makes sense for us to partner together through our podcast leader network or on other ways as well. Have a wonderful rest of the day. We'll see you on the call. I can't wait to learn more about you and what you do.

1:21:26Thank you so much for watching. Take care.

1:21:34Thanks for listening to the Thoughtful Entrepreneur Show. If you are a thoughtful business owner or professional who would like to be on this daily program, please visit upmyinfluence.com and click on podcast. We believe that every person has a message that can positively impact the world. We love our community who listens and shares our program every day. Together, we are empowering one another as thoughtful leaders. And as I mentioned at the beginning of this program, if you're looking for introductions to partners, investors, influencers, and clients, I have had private conversations with over 2 ,000 leaders asking them where their best business comes from.

1:22:16I've got a free video that you can watch right now with no opt-in or email required where I'm going to share the exact steps necessary to be 100 % inbound in your industry over the next six to eight months with no spam, no ads, and no sales. What I teach has worked for me for more than 15 years and has helped me create eight figures in revenue for my own companies. Just head to upmyinfluence.com and watch my free class on how to create endless high-ticket sales appointments. Make sure to hit subscribe so that tomorrow morning, that's right, seven days a week, you are going to be inspired and motivated to succeed.

1:22:58I promise to bring positivity and inspiration to you for around 15 minutes every single day. Thanks for listening and thank you for being a part of the Thoughtful Entrepreneur Movement.