Overview:

Josh Elledge from UpMyInfluence (who has spoken at Social Media Marketing World, Tony Robbins and the Podcast Movement - and been featured on TV, radio or print over 2,500 times in over 100 cities) will be sharing his remarkable strategy for setting appointments with high ticket decision makers who are extremely relationship oriented - including how to remove yourself from "overfished waters" and create your very own blue ocean via a unique "go giver" approach which lands him 30-50 ideal prospect appointments every single month (without spending a cent on advertising).

Transcription:

First up, we've got Josh Elledge from Up My Influence.

Video is now working. Awesome. Yeah, here I am. I'm more than just a disembodied voice. And Josh, I just like Josh has presented it. He's spoken at social media marketing world, Tony Robbins and the podcast movement and been featured on TV radio. Or print over two and a half thousand times in a hundred cities.

So I, I recently spoke at one of his, on one of his podcasts and I'm like, man, your system is just incredible. Like what, just his whole system from start to finish. I was like blown away and it's so systemized. And, and and so, so today what he's going to be sharing, he's got a strategy for setting appointments with high ticket decision makers who are extremely relationship oriented.

So including. How to remove yourself from the overfished waters and create your own blue ocean via a unique go giver approach, which lands in 30 to 50 ideal prospect appointments every single month without spending a cent on advertising. So without further ado, we will hand the, I'll hand the reins over to to Josh.

Scott, thank you so much. Did this work here? Just share screen. Did that, did that come up? Yep. Okay, cool. Cool. Cool. Cool. I'm usually pretty good at keeping an eye on chat to sometimes I do just kind of get to talk and pretty quickly, but I'm going to keep the chat window open. So my hope here is just to kind of just share as transparently as possible, like, what we do and kind of what we've done historically as an agency and, again, just make sure that I kind of pause just to make sure if there's any questions. Hey, hey Scott. How long do I need to stay within as well? Yeah, pro probably like 20 to 30 minutes. Okay. We can aim for, yeah. Okay. Well, good. I'm gonna, I'm a, I'm gonna slip through some of these slides pretty quickly.

Especially, you know, anything having to do with my Credentials or whatever. That's totally fine. But mainly what I want to show is kind of how we've been able to create predictable inbound sales as an agency. And this is actually a problem that we had to solve for ourselves because historically I had another company that did pretty well exited that company.

And then I found myself the owner of an accidental owner of an agency. I just kind of started because I was doing some pro bono stuff in our local community. And then people said, Hey, you're pretty good at getting folks on the press. And so we became a PR firm media consulting firm. And I had this problem that I think a lot of folks have in.

When you're an agency life or consulting, coaching and or larger B to B sales, especially when you're kind of at the level and that's consistency. So you know, as Scott had mentioned, like, I've done some pretty good speaking. Tony Robbins gig was like, really nice. Cause that was a good couple of months and new starts.

But then there was like, a period of time following that where. You know, it's like two months and it's like, you know, we don't have any new clients starting. What am I supposed to do? Like every day go out on the road or every week on the road. And I didn't want to be a road warrior. So we needed a system that, that just helped us consistency.

Cause usually a lot of consultants, coaches we've had over, we've launched over 200 clients now. So we have pretty good data. Inconsistency is like one of the biggest challenges that, that I think that, that we suffer from. So we wanted consistency. And at the same time too. Like I also don't really enjoy, I don't know about you, but I don't really enjoy kind of like real super salesy environments, like where someone's coming in and they're like, all right, what's your deal?

Pitch me your thing. And I'm like, no, no, it's not really, no, I'm not here for that. So I also like, I don't know if you're like me, but I tend to do more business in the green room. Like I, we get good word of mouth as an, you know, as a company. And I just wanted to. Kind of, you know, kind of get more of that.

And so really good book. In and that's this book right here. This is the book. I probably recommend. More than any other book, and it's go giver the red original red version by Bob Berg and John David man, or the green book. Go givers sell more. I believe for any of us who are selling higher ticket, probably the best book on sales that exists.

And it's, it's really more about the mindset about you know, kind of approaching relationships more generously stop with the sales, you know, the, the nonstop bro. He sales energy and really just focus on providing value to people and just. You know, again, just treat people like adults. And it's amazing what happens when you lead in that generosity.

So, kind of go through and share slides here as I kind of go through this pretty quickly. So, again, the problem that we needed to solve and the problem that we generally solve. For folks that we help is inconsistency. Maybe you're depending on one traffic source, which could be a little risky because, you know, we all know algorithms can change policies can change when you're depending upon you know, maybe social media platforms or something like that.

Stagnation drop sales, you feel like you just have to constantly be hustling out there on social stressed out you know, or again, you know, as I kind of identified earlier, just kind of the icky. Sales stuff, I'm not a big fan. So what I would argue is that you likely don't have a marketing problem.

You have a relationship problem and the, you know, really comes down to. You know, if we are in a position within our industries, and we've got hundreds of people that when asked, hey, who do you recommend for SEO? Hey, who do you recommend for design? Hey, and like, their number 1 answer is you it's kind of game set match at that point.

So, you know, it's like, if you're in real estate and in your local market, folks just send you. Leads on a constant basis. Like that's a good position to be in. So that means that, you know, your offer is generally pretty good. You you're good at delivering your services. You're usually pretty relationship oriented.

So let's do more of that. And again, I've, I've got some opinions on kind of bro. We marketing to not offend anyone. I'll kind of skip through that kind of quickly. But I don't like being sold at, I don't like being spammed at, and I. Dare say that most of us don't enjoy that. So you know, so here's here's kind of very, very high level.

What I'm going to kind of go through over the next 20 minutes. And that is the, these are kind of the 3 pillars that we've used for ourselves. And we've helped create a lot. Of high ticket sales for others, and that is 3, you know, kind of aiming for 3 years, your authority how we're going to leverage platform in order to facilitate more new conversations and and how we're going to really focus on relationships and not trying to just trying to push people into sales where it's.

Just kind of a little awkward or uncomfortable. So done some good stuff. Here's some background. I'll just, I'll just suffice to say like, I'm, you know, just kind of a typical small business owner. Like, I love what I do love my family love, you know, nerdy stuff. My wife's downstairs catching up on the Mandalorian so we can kind of get started in the new season.

So, in the background, I had to shut a door like it's too loud. So, here's the reality another really good book. I want to, I want to shout out. I think I've got a slide right here. It's marketing rebellion by Mark Schaefer. And I think that there are other good books out there to the kind of talk about the state of the consumers brains right now.

And big companies know, this is why I think you've seen a lot of evolutions and how advertising is done. It used to be 4 to 5 dentist degree that, you know, it's just very factual and very just kind of it's very salesy today. Ads are just not real salesy. And they know these big advertising companies and these big, big companies know it's all about relationship.

It's all about being memorable. It's all about connection and. Unfortunately, far too many amateur business owners don't really get this, and they try to get transactional way too quickly in the relationship, and it ends up just being a bunch of noise. So you are not to blame for the state of the market.

It just is what it is. I would argue that it is absolutely harder To get you know, platforms like Facebook and other advertising platforms. You know, it's just noisier. Consumers have become hyper resistant because of being bombarded with spam ads, DMS, anybody else? I love the LinkedIn DM experience.

It's not awesome anymore. It used to be a great place where you could connect and make some sales and that's not it still works. It's just more difficult today because people have their guard up. And so what happens is again, the, you know, it's like marketers flock to everything until they ruin it. And so it's like the, the fields have been decimated.

The locusts have come gone, took everything they could, and they've left a population that is hyper resistant to being sold out. And so you know, at the end of the day, we have to decide what is it that that we. Really want to do now. Some of these things are fantastic and they work particularly well for maybe lower ticket offers, but for high ticket stuff, it's just a lot more difficult and a lot less profitable and you end up having to do a lot more spraying prey, maybe collateral damage while you're just out trying to get a little too salesy too quickly.

And so. The idea is that instead of being labeled as a spammer, instead of being labeled as an amateur, how could we just let our reputation and the value of our offer do the work for us? And a really, you know, a great professional business leader who has a great reputation doesn't have to work really hard.

People come to them because they're just well known and that's where we want to get. And we want to get there as quickly as possible so we don't have to do all the other nonsense. So. You know, I, I want us to, and I'm hoping maybe you can kind of be honest about, I'm not going to ask because we don't have a time for a whole lot of like Q and a but I would like you to just ponder on this.

And that is like, how much time do you spend. On a daily, weekly or monthly basis, just out there drumming up business and some of it might feel pretty ineffective. I don't know if you've ever been at a conference or a vendor hall, and you've been standing at a booth and you're just standing there and standing there and standing there.

And it just feels like a really big waste of time. If you're a founder and a CEO, maybe that's good time spent. Maybe it's not. But, you know, the, the, the, the saying that I think kind of goes along with what I'm talking about. Is that advertising is the tax you pay for being unremarkable. And so I guess if I had one wish for you, it would be that you had the level of remarkableness within your industry.

You could still advertise if you want to, I did not say don't advertise, but it's a tax, you know? And so if you have to advertise in order to cashflow, that might be a problem. If you have plenty of cashflow, you're doing well. And advertising is just adding to that's probably a better position to be in.

But I think that also for fairly honest about how we like being marketed to maybe we don't like being treated like a number. I don't like it. I don't like people selling at me. I don't like people using scripts on me. It just doesn't feel good. And it's a non starter. If you slide into my spam or DM bog or in my spam, my email.

Or my box and just come at me with some script. It is a hard pass. It is a hard. No, don't have time too busy. It can work maybe with early, early, early stage business owners, but not with sophisticated business owners. And I'll just say this too, is that intention is so critical. If we are approaching business with a, yeah, it's just a numbers game and I'm just going to sell, sell, sell baby.

I think consumers are at the level of sophistication that we all know what you're doing. That's my belief. So if. You know, have you ever I'm sure you've dealt with someone that's you know, just a motor mouth spam person, right? There's a salesperson. It just doesn't feel good. Like, we all know what they want.

And because we know that they're concerned more about their needs than ours. It's again, really hard for us as customers to engage. So I'm just going to go through this really quickly. And I just want to ask the question. It's about authority, because 1 thing we know about consumer behavior today is consumers do their due diligence.

I'm not going to give anyone. More than a couple thousand dollars without doing some pretty deep due diligence on them. Yeah. Thank you so much. John for adding those, those books there. But yeah, authority is a currency and authority is like, right now, for example, you could do a search for my name and I think it's going to be.

Okay. I think it's going to be pretty good. I think Google is going to give you a pretty good view of who I am and the contribution that I've made over the past. Yeah. A couple of decades because I've shown up and I've served consistently. I, I'm a big fan of collaborations. I'm a big fan of being out there doing good stuff.

And I think Google will reflect that. And guess what? Your customers are going to Google. Google you too. So they're going to look at your LinkedIn. They're going to look at your website, and they're going to try to make snap decisions about you as quickly as possible. But when you have higher perceived authority in your industry your conversion rates go up.

Your sales cycle shorten you get speaking opportunities. You get more partnerships. I've been at conferences where I've been just another face in the crowd. I've also been to conferences where I've been the keynote speaker. And I got to tell you that usually the keynote speaker gig you get better opportunities from that.

People just kind of come out of the woodwork to engage with you. They'll respond to your emails because they're like, Whoa, you are someone that is really important to me. I know who you are. I know your reputation. I've heard about you. So anything that you do. Do in regards of like outreach generally performs a little bit better.

So I want to give you a hack. This is something that I've learned. I have been a journalist. I've been a syndicated newspaper columnist to over a million readers for about 15 years now. And I can tell you that a journalist credential or just the fact that you have a platform or you are. I'm using your platform for good to celebrate and collaborate with others.

It just seems to get you in the door a lot better. And all of us have access to platform. In fact, we all have social media accounts. Some of us are content creators on YouTube, podcasts, that sort of thing. And most of us, unfortunately use those platforms, especially earlier stage folks. They're not doing enough collaborations.

They're doing stuff. That's kind of just. I don't know, thumping their chest and saying, look at me when in fact you have one of the greatest gifts for networking that exists on the plot on the planet and that's platform. So, with platform. It allows you to reach out and shine the light on others. Is there anybody give me a thumbs up in the chat.

Give me a little emoji. Do you use your platform and highlight or celebrate others, thumbs up high five, any kind of emoji in the chat, any kind of emoji on the screen, or is it all about you.

I'll wait for, I'll wait for a response or two. There we go. Scott gives me a thumbs up, which means he uses his platform to shine the light on others. Yes. I like it. Okay. What happens? How does that other person feel when you do that? How do they feel? They probably feel pretty good. In fact, How to win friends influence people.

Let's go back old school and what is one of the best things that you can do to make other people feel amazing. It's celebrate them, make them have them feel the feelings of significance. How much does that cost? Pretty cheap. It's pretty, pretty, pretty cheap. Yeah. And so what we want to do is like this quick little tweak where you use your plan.

Like if you go check out my social media, it's almost always just talking about other people. And guess what? Those other people really like that. And that helps me deepen that relationship. I don't have. You know, super, super strong agendas with people. I have the desire to collaborate and do good stuff together.

But we'll get into that in just a second, but the fastest path to networking up is by leveraging platform and generosity. I truly believe this and you will get to a point, especially if you're very thoughtful about who you're spending your time and who you're investing in. You will get to a point where you will not be able to out give the market.

So I mentioned the GoGiver, excellent, excellent, life changing book. And it's one that I wish all bro y marketers would read. Because it just talks about kind of the golden rule. So, what happens, I'll just share with you kind of, these are my numbers here. And these are very consistent numbers that, that we see when other people adapt this strategy.

So, this would be. We, we work primarily with podcast podcast. There's some inherent benefits. I don't have time to get into why this is the case, but this is pretty typical. This number goes from 0 to 10. I'll kind of have you ignore the blue and the red, because that's kind of, you know, our. Client engagement, like how we work with them, but here's this is very typical when you start promoting your platform and you're like, I want to celebrate others.

Now, you have to set thresholds on who that is. It's not every in the US. We'd say Tom, Dick and Harry, right? It's it's you have to say if. My goal is to connect with other collaborators or folks that maybe fit my persona for partners, JV partners, investors, influencers, clients, use your platform to do something nice for them.

I keep going back to platform because you can give and in the go giver, he talks about other ways that you could just serve other people. I just happen to believe that platform is one of the most efficient ways where you can very publicly collaborate, do something together. And now you have a friend for life.

This yellow represents what's going to happen. People are going to see what you're doing and guess what they're going to do. They are going to want to reach out and say, Hey, I noticed that you had so and so on your podcast or YouTube, or you did a live stream with them or whatever. You know, I saw that your little note there that you're looking for other guests.

Would you consider me? And then of course you kind of have to just look at who that is and you're going to get more and more yellow. Okay. And yellow would be 100% inbound organic. As of today, I have been 3 years, 3 months, and 20 days 100% inbound. I talk with about 40 plus of my dream customers every single month.

I do zero advertising, I do zero, I mean, like I said, I use my social for mostly celebrating other people. But it's nice to not have to stress about that. So again, consistency and predictability. It's this way, week after week, after week, month, after month, after month. And people will also, when you start getting really good at this, people will book weeks and months in advance.

We had one client that was booked eight months in advance, just so people could be on his podcast. He was in a very pro marketing industry, fitness. Fitness trainers are very entrepreneurial, like to be known for what they do. But yeah so in podcasting, which is, I'm a fan of podcasts because there's a lot of discovery possibilities there.

Other stuff works. My biases podcast would be, I just probably because of my. You know, what I've been exposed to as well. But there's some other benefits. So so again, what you want to do is you just want to create proximity, create the excuse of doing something together. Proximity leads to familiarity.

Familiarity leads to know, like, and trust, and we only do business today with those people to whom we know, like, and trust. And so it just makes sense that you're going to create more and more and more opportunities. So you can get to a lot more know, like, and trust. I would tell you the Huey Lewis. Story of he was the news another time.

So so again, I want to just review this really quick. How can you use generosity to build more high value relationships? Number one, heart's got to be in the right place. No faking. If you are just, if you have sales breath, this is not going to work for you. And actually it will work against you. And people will hate you.

If you try to use. Your platform and then just kind of do a little fake out on them and try to sell at them. Do not do that or the world will, we will all hate you. So please don't do that. Just be a genuine good person and just trust the process. Again, just capture attention with sincerity, some authority, authority is going to really help.

And then again, you want to give away something that's going to earn you proximity. Proximity just means. Time together, right? And, and, you know, again, the more time you can spend together, the more that relationship is going to blossom. So think about this. What if you spent every week creating two to three new friendships with high level business leaders?

What could happen In your business, if you're an agency owner, consultant coach, and it was all about getting in the room with the right people. And again I'm sure we've all heard about, like, the law of averages. You're the average of the 5 people you hang around with most, which is if you in business are, let's say, on a scale from 1 to 10, you're a solid 5.

Aim for the 6s and 7s. 8s are probably going to be a little out of reach. Twos and threes, probably a little under qualified to do a whole lot. 1 thing I've learned about successful business leaders and professionals is we have a lot going on. So, I've got tons of things happening right now. So if you approach me and we chat, we're probably going to find a way to do something together.

It might not be your primary offer, but we just want to be open to that. And then ultimately here, and this is really important is when we look at cash, which cash the lifeblood of the business and cash pretty much can solve nearly every problem in business, except, you know, a messed up philosophy, I guess, unless you want to hire a coach to get that fixed for you.

But we need more cash cash solves a lot of problems of business. So revenue comes from closed sales closed sales come from sales conversations. Sales conversations come from meaningful relationships with qualified buyers. If you are selling products that are $2,000 on up, you are gonna need to have a conversation with that person.

You are doing relationship-based, consultative selling, hopefully, right? Not just trying to automate your way into big ticket sales. It just doesn't work that way. So we just need to create a lot more meaningful relationships and I believe that meaningful relationships come with circ come from circulating with more of the right people.

We are just constantly out there spending time. And building friendships and relationships. Think of like one of the most successful conferences you've ever been to, where you had some really good networking. Try to recreate that every single week, and I believe you can totally do that. So again, I'm going to go through a couple of 3 that yeah, I work with a lot of consultants, blah, blah, blah, blah.

Just a couple of examples of people. And I'm going to just talk generically. About what these folks did, independent of the fact that we were working together pace and B. J. do a lot of A. P. I. work a lot of tech work. They work on systems and companies again, started a podcast called tech therapy, started interviewing their dream, ideal partners and clients and ended up making a lot of really quick money.

And it was really nice. And 1 thing you'll get to. Is, is we need a lot of good data. We need information. We need validation of our offers. The faster you can talk with more and more and more of your dream customers pacing BJ, I think will transparently tell you that their first offer was not awesome, but the market let them know what the market wanted.

And because of that, they were able to pivot really quick, made some tweaks. And now you know, again, have all the sales they want. These, these guys are big time techies. Jerry's a brand guy. Jerry again, took his podcast, was a little bit more thoughtful about how he could use it to serve other people, make other people feel great spend some time cultivating relationships with, with centers of influence.

And as a result ended up doing about 60k in his first 90 days. And he was an existing podcaster. This was a guy that already had, I want to say a couple of hundred, maybe episodes under his belt. But again, like most content creators was doing it for the audience. You could still serve an audience.

And, and I'm not saying you have to stop doing like if you're like, well, I just do solo episodes where I teach. That's cool. But could you add to that and create maybe a separate spotlight thing where again, you could use this to network with people and shine the light on other people. Russ, here's the guy that was booked out 8 months in advance.

And this dude chats with like 6 to 9 figure business leaders. And he does real estate transactions, syndication deals again just was thoughtful about who she wanted to get in the room, reached out, said, Hey you know, I know you and Guy have been friends in the industry for some time. Why don't we chat some time at school?

Why don't we just celebrate you on our podcast? Like it's a great invite, by the way, that people say, yes, here's an Aussie David right. Okay. This doesn't always happen. But it makes me look really good when it does. David does a lot of culture leadership stuff and the organization closes 6 figure deal right out of the gate.

Again, that does not always happen. But man, does that make me look good? All right Sonia masterminds 25, 000 sold seven of them. Now, these folks all had to work really hard but I would argue that they enjoy the work a lot better than having to be a nonstop salesperson. They lead in generosity.

They're focused on relationships and just allow the sales to happen. This guy got off the road. He was a road warrior. No longer had to do that. Is an intellectual property law attorney all he does. He does he stopped all his ads, didn't have to do physical bus stop ads and all this other stuff.

And as a law firm handed up in 60 days, realized he had to hire a couple of other attorneys because he recognized the power of generosity. Here's another Aussie Alexis. She's a life coach. I mean, honestly, she's just kind of like a little bit woo for my taste, a little, you know, spirit. She's very good.

Her people love her, but she just reached out to people that were exceptionally qualified and then just offered to have a conversation with them, share that with her audience and turned into good stuff. Joanna also great stuff. So here's the only ways you can screw this up because I just want to set some guardrails here.

Don't start selling it your friends. Don't just chill, please relax. It just allow the net people, smart business leaders know what they want and need. If you sell me on, on you know, some service that I don't need, I'm going to say, well, I don't know that I really need that right now. And I was never going to be a buyer.

So we may as well just kind of figure that out in a, as friends, rather than, you know, me kind of having to go through your sales. Stuff and have it be all uncomfortable. Let's just figure that out as friends and just trust that people know what they need business high level of business leaders know what they want and need and you just have a thoughtful conversation and we'll figure out what the best use how to max out that relationship.

Also, you can screw it up if you're not committed to growing your network. If you're only just focused on sales, sales, sales, it's going to be a little hard. If you're too hooked on the easy, automatic sit on your toilet and sip martinis and make riches, that's a lie. It just doesn't work like that. And, and professionals know that.

Also, if you're just kind of really, really new and, and, and. You're going to have to invest some time and resources into these people. And if you try to cheap out too much on them they'll feel it. So anyway, that's let me kind of share my screen or take my share screen off. I can, if we have any time left happy to answer questions, but Scott, you're the arbitrator of that.

If we don't. You know, happy to be of service. I'll put my contact information in the chat. And by the way, I should just also share this that Scott, thank you so much for being guest on our podcast. We do have a really good audience. We have over 100, 000 on social. My daily podcast is the thoughtful entrepreneur.

Always looking for really, really smart domain experts, like people like, really geeked out on something that my business owner audience, my audience tends to be business adults. If, you know, something that they would probably value. I would love to have you as a guest. And again, I'll put that contact information in the chat window because I would, I would, I'm always a daily show.

I'm always looking for really, really great guests. And by the way, you'll also see our own generosity platform and exactly how it works. And you're welcome to, by the way, take. Any idea you see. I'm here to make the world a better place and try to cut down on the, on the spammy, broey marketers in any way that I can.

Yeah, you know, that's awesome, Josh. And I think every person here would be a a candidate for that in terms of being an expert in their space. Yeah, yeah. Would you be able to also show that, that that like flow chart you showed to me the other day on the call? Yeah, yeah, sure. Give me just a second.

Let me pull that up. Cause yeah, this, this will be pretty helpful. For those of you who are, have marketing minds and you can read a flow chart pretty well. I'll just break this down really quick. This is our system. You don't have to do what we do, but I will tell you that we've blown hundreds of thousands of dollars and failed.

Thanks. experiments to get to something that works pretty well. And we've also wasted, you know, years in just things that did ask like versions of this that did not work as well. Okay, so really quick. Here's how our flow works. Again my job, here's what most lead gen, here's what they do. And again, nothing against lead gen, I believe it has its purpose.

It may or may not be a fit for you. Just depending on who you're trying to reach out to. But I've interviewed dozens of lead gen companies. Most of them, not all of them, but I'd say majority of them. Let me be fair. A majority of them generally go from here and try to get to a discovery call pretty quickly.

It's usually let me just get to the point, right? It's like, or it's not real sincere. And every time you reach out to someone, they're going to be like, what do they want? Why are you reaching out to me? You contacted me. What do you want? Right? Unless we have a long term friendship or relationship. That's usually the first question that they're going to ask.

So when you reach out and say, listen, you're successful in your business. I interview. Dental entrepreneurs, for example, like if you, let's say you serve dentists with marketing services, Hey, guess what? We have a podcast or we have a YouTube channel and it's all about celebrating other dentists. And so we would love for you to be a guest on the podcast.

They say, yes, that would be great. I would love to be known for what I do. I would, you know, and some people have a desire to give back. Some people have a desire for the PR component of it. They just want to be known and seen for what they do. Our job is to provide them an incredible experience and just let the, what's the expression, the chips fall where they may.

I, I'm not sure if I say that correctly, but that's the idea, right? Is just trust. But here's the thing like if you snoop around our website, you're going to see one page, I'll just show you this really quick where you can see, by the way, this is a really valuable page. These are about 50 some clients where we are still actively getting them to 100% inbound.

So you can kind of look at what their requirements are. These requirements happen to be the kind of people that they're looking to connect with or potentially engage with. Right? So you'll see you know, what you know, kind of the requirements. So by influence or I'm thoughtful entrepreneur.

We have some requirements. It's pretty simple. Like, we're just basically, if you're doing 6 figures in business and your B to B, it's probably going to be, you're probably gonna be a great fit for our audience. Okay. So, but here's what we're doing. See, we're reaching out and we're saying. Okay. We would love to celebrate you because we're reaching out and they go, why is this person reaching out?

They go, Oh, they just need guests for their podcasts. Cool. And by the way, not everybody who applies is going to be a good fit for, and I'll get to this in just a second. Like, so I just want to be very, very clear that the, the opportunity here is to network and build more relationships and just trust that a percentage of those people are going to see value in what you do.

And they're going to be interested in continuing that conversation. And I can tell you the numbers here in just a second. So because of this, you can filter and vet very aggressively. And then when you have someone that's like, yep, that's a fit, send them through. We send a nurturing sequence. And again, you'll see that, like, if you want to be a guest on the thoughtful entrepreneur, I'm going to send you a series of short little videos.

Here's the questions I'm going to ask. Here's who's in my audience. Here's some things you need to know about, you know, what we generally talk about. Okay. I'm giving them, so it's a drip sequence, but it's not about me. It's about them. Now, what I'm earning is a virtual proximity. So the more that they see me, okay.

If you've ever had a sales call where someone gets on the call and they're like, Scott, I just got to tell you. I've read your book. I've watched all your videos. I spent like an hour on your website. Like I went through all of that. Scott, how's that call going to go? Probably. Yeah. I mean, they're usually a style if they're, if they're at that stage.

Yeah. Right. Right. So, so we, what we did is we created a lot of proximity, which led to familiarity, familiarity, bias, and now. They feel like they know you because they've been watching your stuff. So we want to make it insanely easy for people to get to know you. I'm a huge fan of short form video.

Short form video is very digestible. They're watching you. They're seeing you. You know, again, you just want to be in good practice of like looking straight into the lens and into the soul of the camera, because that means you're establishing eye contact with the person that's watching your videos.

But now they feel like they know you a little bit and that usually makes things go a lot better. So again, I'm not saying my way is the way that you should do it, but this should definitely bring up some ideas. So then typically what happens after the, you know, they get this sequence, they're like coming in, like, if this is somebody who is eventually going to become a client.

And about what we find is once we get this dialed in about 20 to 25% are going to engage on a primary bigger ticket offer. Now, on top of that. Another 50%, and I really mean, it is that high. It's going to be other types of engagements, collaborations, introductions, cross promotion type stuff. You know, just all kinds of good things happen when.

Professionals network with other professionals. And again, I'm not talking about, I don't know if you have like a B and I and where you're at, but it's not 1 of those things. Most of those small networking groups. Unfortunately, the US are kind of not my jam. You get to decide who comes in the room because.

It's your platform. It's you are the host. Now, in this case, you know, now the system is pretty much done everything. You just need to pop on, spend some time with them, make them look good in front of your audience. And then you're ready for the big line. This is, this is the most salesy thing that you'd have to do.

Hey, that was really great. I'm going to, my team's going to get this published in about 30 days. Yeah. Why don't we chat next week and maybe see if there's something we should be doing together. That's it. That's all you have to do. And if you do that, they will say, yes, percentage wise 99. 9 something percent of the time.

I have only had 1 person in 1500 invitations ever say, no, it's okay. I don't want to talk to you. It's just weird to say no at that point because of reciprocity familiarity, we've already built a relationship. It's normal. Now, here, we have to approach this conversation in curiosity. So don't approach it with an agenda.

If you do that, remember what I talked about earlier. They're going to hate you. Everyone's going to hate you. Don't do that. You have to just be cool. Be cool and just be open. It's like the same vibe is if you met someone at a conference, you hit it off. And you're like, Hey, let's chat next week. So let's see if there's something we should be doing together.

That's pretty much it. So you wouldn't show up there and start pitching at them. Like, you just want to explore the relationship. Tell me more about this. Tell me more about that. You already asked them some questions in the podcast that by the way, would probably reveal what you need to know so that you know how to, like what to talk about here.

But I usually just ask a lot of questions. I try to see, Hey, is there anything I can do, you know, pro bono? Is there anyone I can introduce? Is there anything else I can do for you that would be nice? And then, you know, we get to talking and I'm like, well, look, I mean, I could share with you what we do. I don't know if it's a fit for you and I, but and then I'm really, I'm that casual about it.

And then I share and then they tell me. And they are an adult and I trust them because either they see it's a bit or it's not a fit. And if it's not a bit, I said, not a problem. I am so grateful. We got connected. Here's some other things. I'd be happy to do and thrilled to do. So, and that's pretty much it.

But again, what I find is pretty consistently about 20 to 25%. Once you dial in, who's coming in the room are going to engage because if, you know, it's like another great way to think about this is If you were to just walk into a room of 10 business professionals, all fitting your customer persona, and you had a meaningful conversation with each of them, right?

What percentage of them of those of that group of 10, do you think would engage with you? If it's like 40, 50%, cause you have a no brainer offer, that's about probably what you're going to experience here. It's no different. This is the make friends button. And the make friends button is. So enjoyable. It is so much better than having to be a spammy amateur.

It is so enjoyable to just build relationships with amazing, collaborative, generously minded people. I should also point out that most people who are interested in being a guest on podcasts tend to be pretty generous. Like, they're just good people. Selfish scarcity minded people usually just want to keep it all for themselves.

They're not networking and collaborating in this group. So, while all the other amateurs are just kind of, you know, trying to fight over the same slice of bread. All the leaders are quietly behind the scenes, doing great stuff, collaborating together, doing good things, serving audiences together and building relationships and doing big business together.

How's that Scott? Yeah, that was, that was that was awesome. And, and what I really like about what you've done, cause I've read the Bob Berg's go give a book. And I've also, I've also found the more relational that I've been in business. Cause originally I was just like direct response, copywriting, all that sort of thing.

But the more relational I've been, the more smoothly my businesses flowed. But what I love about what you've done is you've actually made it. A system so you can actually like plan it out and actually crunch the numbers and it's almost like running Facebook ads or doing webinars where you go this many people turn up this turns into this this turns into that so you've systemized that GoGiver sort of approach.

So with that said, let's throw it out there for questions and see if anyone's got any, any questions. Yeah, and I'll put my schedule link in here. If you're like, well, Josh, I got a lot of questions. Totally cool. I'm happy to be of service. I I'm here to, I know what my mission is like, and that to me is the most important thing, however, I can help.

I'm just thrilled to be of service. But yeah you know, if we have a few minutes, love to answer any questions. And while we're answering questions, if everyone just wants to give some feedback for Josh too on what they thought of his presentation or the main thing you got out of it, that would be that would be great.

So Josh, I've got a question. Hi, it's Greg. And my question is, I don't know, say in 2019, how many podcasts there were out there, but I'll bet you the number of podcasts that are in the market are a gazillion more than back in 2019. Okay. So, so how does one amplify one podcast over another, like how do you cut through this forever increasing amplification of noise and distraction and, and some of it's BS.

How do you decide because what I'm getting is that we are carbon units, we have limited time and physiological and mental capacity for ingesting any more information. So how, how, how do you, how do you get through that and around that given what you're doing in a noisy marketplace? Yeah. Hey, great stats.

Okay. Here's, here's my experience. So I've been the host of nearly 2000 episodes of podcasts. I've been a guest on over 300 podcasts. Here's what I know. Podcast listeners. Tend to be a very attractive demographic. They are good listeners, but they, to your point, they are spread super thin. Most people, when they start a podcast, they're focused on, I got to build a big audience so I can get massive value from selling from that stage.

Or connecting with audiences, and that can happen, but it's a lot harder today. It was nothing back in 2015 to start a podcast and get a thousand listeners a day. It was nothing. It was so easy. Today, most podcasts, I would argue, probably have under 200 listens per episode. That said, One thing that all of our podcasts that we launch tend to be very hyper specific.

So here's, and this really plays into the strength of podcasts, right? Just like there's a YouTube video for about everything. There's also a podcast for about everything. Right? So, where we are focused on deriving value from the audience. It's pretty stressful, which is why most podcasters don't live to see 20 episodes.

They get in, they do it. They're like, wait a minute. I did all that work and I got 34 listens. That's not worth my time, especially when no one's ringing, you know, calling my phone or anything like that. So some of this is, is again, we, we want to celebrate and we want to promote the guest as best we can.

But at the end of the day, you know, we, we need to let them know, listen, if you want to be on a big show with. 5, 000 non player characters listening or randos, you know comic book fans or whatever, this is not the show for you. If you need that vanity metric, I'm not a good fit for you. However, if you want to be in front of 100 CEOs in the cardboard manufacturing industry, guess what?

There's a podcast for that. So the saying is like a pot like traditional media and a lot of media is a mile wide and an inch deep podcasts are designed to be an inch wide and a mile deep. So the 2nd, so their primary benefit. Here, and I want you to think about this. The primary benefit is the relationship build with this person.

We want to always be very transparent, authentic with everybody about the realities of what our audience is. And by the way, when you cope, when you produce content what I'll tell people is I always shoot it in video. Number one, because I want to see it. I want us to see each other. But number two, I'm going to create video clips and I'm going to share that on other social media as well.

So I'm going to do everything I can to promote them far and wide on the podcast. And I'm not sure if that answers your question. But you're absolutely right. Like it's a really, really noisy field, but at the same time, it's actually really easy to get guests. And even though there are a lot of podcasts, There are orders of magnitude for potential guests.

You can go on any podcast matchmaking platform and you can see it for yourself. There's usually 20 to like 100 X more guests than there are podcasts doing a podcast. Can be work if you don't get the, you know, get the system streamlined and stuff. So yeah, so most people don't do it. Most people would rather just show up on somebody else's platform and hope and pray for the best.

And by the way if you've been a guest on podcasts and you're not knocking it out of the park on sales, it's probably because you're only doing about 25% of the work that you should as a guest. There are so many ways as a guest, you can make money by being a guest on a podcast that don't involve that hosts audience.

I don't rely on it because I know my audience already kind of likes me a little bit. So I'm going to work. Tooth and nail to take that content that created with that podcast. I say, cool, I'm just going to treat your engagement with your audience as great as a bonus. I'm mainly here because I want to capture this content.

Well, please let me record. Is that cool? And like, I'll ask them that. And they always say yes. That's a great. Cause I'm going to promote your show to my, my audience and I'm going to have my team slice and dice that. Me being in the interview chair, that is so much content for social media. And I'm going to get them promoting me.

I'm going to get the glam squad behind me. And they're going to promote that podcast content of me being interviewed to my own audience. And that absolutely will get activity from a sales and marketing perspective. Yeah, hopefully all of that someone answered that question. Yeah, that's awesome.

We got another question from Zach. So that's got making a podcast been on my mind for a while, but I'm struggling to find a purpose to do it considering I'm in the fitness and health niche. For example, my clients don't listen to health fitness podcasts, not commonly. Other podcasts seems much easier.

So, yes, yes. Let me just illustrate 1 other play here. And that would be more of a B to B to B play. So for example, Russ, he's he's consumer product. Right? And so, but what he was looking at is he wanted joint venture partners and he's like, listen, I just want to get to meet other. Influencers in my space and see if they're open to partnering in some way, if they'll promote my thing, I'll promote their thing.

Like, it was such a no brainer for him. In fact, I mean, it landed him some really big speaking invites. I think he's on hiatus with this podcast because of some of the opportunities that came about. So so I just wanna make sure. Struggling to find a purpose to do it. Fit fitness niche. So ask yourself, who is the most valuable person that you could be building relationships with consistently and design a podcast around that.

Now, I'll tell you that if let's say that you do SEO marketing and you serve brick and mortar businesses. Do not start a podcast about SEO marketing. No one's going to say no one's going to listen, but your customer, like, it's, you're not going to get the right people in the room, right? You're just going to talk about SEO.

And if like, that's like a mismatch. So so for example, like you want to create a podcast around your client. And it needs to feel like a little bit of a spotlight showcase podcast, or again, I'm just using podcasts. You could do live streams on LinkedIn. You could do about anything again. They're just kind of have to just look at, like, where your audience is and and.

What are you comfortable with? What's easy for you? What fits in your workflow? But I would also argue that you know, I do about, I do a daily podcast, and that means that I record about seven to eight, nine episodes every single week. And people look at that and go, how do you do that much work? I'm like, because it's 3 30 minute spots on Tuesday, 3 30 minute spots on Wednesday and 3 30 minute spots on Thursday.

That's just what 1. 5 that's 4 and a half hours out of a 40 hour work week. What else are you doing if you're not talking with, like, you know, like, again, where is growth? For most of us, growth comes through, through relationships. So I want to spend as much time as I can building new relationships, investing into relationships, doing nice things for other people.

And then just because other business leaders can impact your business positively in ways that you could never do on your own. Is that 1 plus 1 equals 11 thing? Yep. No, that's, that's, that's great. And one last question. Oksana. Josh, thank you so much. I thought I talk fast, but I think I don't even get a silver after listening to Josh.

Love the book. My question is if you Only work in the local market. For example, if I, if my customer's Australian, because I'm involved in the product and I'm not interested to ship the physical product to London and, you know, California, would you think it's still beneficial to go to the global platform?

Or would you stay local? Because I noticed you have some people from Australia. Again, if the audience are global, it makes sense. But if your audience is local, yeah, wouldn't, wouldn't be beneficial. Yeah, so there are going to be some ways of client attraction, which it's going to be a little tougher to use.

Like, for example, like we use as a podcast host. We use tools like pod match and Facebook groups. And we, you know, obviously constantly talking about it on social media. Some of those are not going to be as effective because that's more of a global audience on social media. Now here's what I would do.

I would find every local regional business owner Facebook group, LinkedIn group. Any network association paid or unpaid, I would join all of them. And when you pop in there, you say, listen, you guys are amazing. We just started a podcast. We just want to give back, like we love Brisbane or whatever. Right.

And so we love doing business here. And so therefore you know, we just want to celebrate great business leaders in our community. So it's a hyper local podcast. Live stream, whatever you're doing, right? And also, I'll tell you you don't so there, there was one time where you know, for some of you are like, I don't have anybody in my audience play by the rules here but like I was at a conference for my wife.

It's a world that I am a nobody in. Like it's just not my audience. It's marriage and family therapy type stuff. That's not what I do. That's my wife. But I was at a conference and I was a part of this group, this Facebook group, with my wife and a lot of the other people here, and I looked at the permissions.

There was no problem. Like I could go, I could do all I could do. I could go live into this very large Facebook group. And so I went to the coordinator of this event and I'm like, would you mind if I just did a quick live stream with you and just talked about like what you're doing here? And like, who should be coming to this event?

She's like, are you kidding? I would love that. That is a response. You will get quite a bit by the way, because Most people are concerned about selling your giving. And so because you do that, so all I did is I said, hey, I'm live on the ground with so and so right now. And, you know, and I asked her a question.

I don't, you know, I know that I have a, an effervescent personality. I'm not everyone's cup of tea. You don't have to be like me. Again, shine the spotlight on other people. And so all I did is I said, you know, tell us about what she was like, oh, she started going on and on and on talk about I said, would you mind if we talk to some of the vendors here?

She goes, are you kidding? Yes. And so we're like, live and like, so then we're talking to the vendors. The vendors thrilled happy. I said, okay. And I like, I don't just I was just asking the questions really and she was doing all the talking and then I hit stop. And then she's like, who are you? And thank you.

Or she said, thank you so much for doing that. And who are you? And I said, well, I might know my wife, blah, blah, blah, blah. She goes, oh, yeah. Okay. All right. And then I connected them and they started talking. My wife didn't have an ask. I didn't have an ask. How much did that cost me? Nothing. It cost me nothing, but yet I deepened a relationship there.

If it pays off in anything, cool. If not, okay. Oh, like how I got the Tony Robbins speaking gig. It's because what's his name? David Meerman Scott, newsjacking wrote a book. I did a YouTube video talking about how much I love newsjacking and what a superstar David Meerman Scott is. And so I create a bunch of content around news back when we were a PR firm.

And I, I messaged him. I said, Hey you know, I just want to let you know that I don't know if you saw a tag on this or whatever, but I just wanted to show you what I produced about you because I love your work so much because Josh, that's really cool of you. Thanks so much. And that was kind of the end of it.

And then a year later, I'm going to Tony Robbins Business Mastery, and I saw that David Meerman Scott was going to be one of the speakers. I said, Hey, I don't know if you remember me. He goes, Josh, I remember you. Of course I do. And I'm like, well, hey, I'm going to be there. I'd love to catch up with you. I can grab a picture with you after your presentation.

He goes, absolutely. So. He speaks, he goes to his table, like there's some table, he has a booth set up or whatever. So I go over and I talk to him, I say, John or David, it's Josh, you know, it's like, oh, yeah, yeah, yeah. I'm like, let's grab that photo. And then, yeah, and he goes, Hey, let me ask you, and I asked him this question.

I said, Hey, just out of curiosity, it's probably way too early for me to, you know, be on stage. Like you did, you were amazing by the way. But I know he's got an online. Series. That's well attended. Who would I talk to about maybe throwing my hat in the ring and see if that's, you know, I would be qualified for something like that.

And he goes, hang on a second, let's go find him. And so immediately like leaves the booth, leaves his wife to the booth and he's like, he's a super tall guy. And he's like, takes off. He's like, follow me. And so we're like, kind of like meandering, like, like beelining it through this big crowd. And he takes me directly to this woman who is responsible for all of Tony Robbins, digital education.

Yeah. And he goes, this is Josh, this guy, da, da, da, da, started selling me to her. And I'm like, I'm cool. And, and so he's like, you need to get him scheduled right away. This guy's a rock star, da, da, da, da, da, da, da. And, and I didn't ask David to do any of that. So we got connected. And of course, you know, we made it work.

And then I was able to kind of have that speaking experience, which again, it was online and stuff like that, but. What a cool opportunity. And again, it was because the seeds I planted long ago. Where you plant your seeds are, is not necessarily where you'll reap your harvest, but we plant them anyway.

Yeah, that's, that's that's awesome. Thank you, Josh. I think let's give Josh a hand of applause. That was awesome awesome presentation. What we might do, we might just go into a breakout room just for five minutes and and just that, yeah, and just basically share what you learned from Josh's presentation and then what you're going to take away from it.

So we'll go, on YouTube. There's we got 19 of us so we might just break up into like five breakout rooms and and we will or maybe four breakout rooms and we'll be back very soon.

Thank you.

Okay. Okay. Okay. Okay. Silence.

Hey guys, we are, we are back. So we might just do, might just take, take from one person and see what your biggest takeaway so far. Yeah, so, so far has been Mandy, do you want to share what your biggest takeaway was? Sure. Yeah. Thanks, Josh. I took a bunch of notes from that session. So thank you so much.

A big thing for me and I think a couple of people in the group as well mentioned is obviously the focus on relationships, but and it was something that I thought about that I really need to be more intentional about who or else has my target audience and market. And really building those more and making more of a conscious effort to schedule that time.

Like you said, Josh, like you've got these blocks of time throughout your week just. Make it happen. Right. So, yeah, that was one of the big things. There was a bunch of things and actions I'm going to take. But yeah, thanks, Josh. Really appreciate it. Yeah, that's that's awesome. Thanks, Mandy. And Josh, I know it's late there, so I'd love for you to stay for this one, but don't feel like you, you yeah, you have to if you've got other things to do.

So I think you're eight o'clock or something over there in the, in the US. So that's, that's And the new episode of Mandalorian is calling my name. So I'm a, I'm a Marvel, Star Wars, sci fi, geek and stuff. So I will just put my if anyone is interested in being a guest on our podcast, we'd love to have you certainly reach out.

We are always looking for collaborations. We've got great audiences. I would just be honored to partner and explore, you know, how we could do good stuff together. Yeah. No, no. Awesome. And thanks for, yeah. Thanks for joining us. It's been yeah, it was, it was an awesome presentation. So really appreciate it.