MMS #105 - Live Shows & Podcasts for B2B Demand Generation with Carson Heady and Brandon Lee

[00:00:01] Welcome to Mastering Modern Selling, Relationships, Social and AI in the Biurecentric Age.

[00:00:08] Join host Brandon Lee, founder of FistThumb, alongside Microsoft's number one social seller, Carson V Heady, and Tom Burton,

[00:00:16] author of the Revenue Zone and co-founder of Leedsmart, as we explore the strategies and stories behind successful executives and sales professionals.

[00:00:24] Dive in to Business Growth, Personal Development and the pursuit of excellence with industry leaders.

[00:00:30] Whether you're a seasoned executive or an aspiring leader, this podcast is your backstage pass to today's business landscape.

[00:00:38] This is Mastering Modern Selling, brought to you by FistThumb.

[00:00:59] I keep every time I think about the episode counts, I think back to the early episodes.

[00:01:03] I think back to when it started and when you guys kind of came to me with the idea, but then I also think about the early episodes and how far we've come.

[00:01:12] Yeah, for sure. For sure. So everybody with your on the podcast, thank you so much for joining us.

[00:01:19] As usual, if you like what you hear, you think that we got some things to share that are valuable. We'd really appreciate a five-star review.

[00:01:28] Maybe even take a screenshot in your phone share with some people that can find value on it.

[00:01:33] We're trying to increase our subscribers because why do a show for not going to get in front of lots of subscribers, right?

[00:01:39] And then for our audience that it is on here with us live on LinkedIn, as always.

[00:01:48] Welcome and we appreciate your comments. Especially today, Carson is just you and I, we don't have Tom here babysitting us.

[00:01:55] And I know I'm sorry to bother you.

[00:01:57] I mean, he kind of curals us, you know, brings us back when we go or ride. But you know, who knows?

[00:02:03] I know, I know. You know, Tom maybe joining us in the comments. I think he's on a plane somewhere.

[00:02:10] But you know, I always get on off the plane for like jumping up and getting upset at us, you know.

[00:02:17] You can buy it. You probably get to think we grew in the show, but, and so for everybody, if you join us in the comments, we're going to, you know, we'll bring a lot of comments up on screen and we'll answer questions and really you help us make the show a lot better.

[00:02:30] So thanks for joining us.

[00:02:32] And then I will throw this out as always our show is sponsored by FISBUM, which is my company.

[00:02:38] But, and Carson's a partner with us. And it looked if you, if you are struggling with creating content using content using LinkedIn to either drive traffic to your trade show booth or to use a live show in a podcast, which is what we're going to talk about today.

[00:02:57] Or use it with your own personal brands in order to create qualified pipeline and increase your revenues.

[00:03:04] We might be able to help you, and we'd love to chat with you if that is something of interest to you.

[00:03:09] The last thing you're going to say, Carson, next week's going to be a great show, we have Mr. Mark Hunter coming back, which is always a good time.

[00:03:16] I think this is episode. This is the third time Mark's coming back. It might be our, you might be our Alec Baldwin of Saturday Night Live.

[00:03:24] Like we might be our most, our most returning gas. So what do you call it?

[00:03:29] Everybody will have the Mary Levine. So yeah, it's getting close there.

[00:03:33] That's it. That's it. So all right. Well, Carson, today's topic, we are, we are talking about leveraging live shows, leveraging podcasts for building pipeline and building relationship.

[00:03:47] And obviously affecting or influencing revenue. We're going to go in a couple of different directions here with everybody.

[00:03:56] I know you, I want to start with you with the with this part. You are a co-host here.

[00:04:03] You have your salesmen on fire show and you're on a co-host and I always forget the name of the name of the other show.

[00:04:09] Connected teamwork with Helka Favre.

[00:04:13] There you go. We have Helka and I always forget the name of it. I'm sorry, but so you've got three different solar primes. It's changed names. So that's fair.

[00:04:21] No, it's so is ours. So there you go. But you're doing out with Helka.

[00:04:27] Tell me, just give everybody an overview. Like how do you find these shows are helping you in not just building your personal brand, but actually filling pipeline and closing deals.

[00:04:38] Yeah, not to great call out brand. And then I think you know, I always contemplate like our audience and the message that we want to deliver in this show.

[00:04:48] And this is a topic that comes up a lot when I'm talking to executives that work with partners that support our ecosystem and technology.

[00:04:57] And it all comes down to differentiation, right? Everyone of the shows that I take part in has a very specific role.

[00:05:06] You know, obviously a couple of them being more around sales and leadership and another being all around building and nurturing team culture, right?

[00:05:14] And these are things that are top of mind for a lot of organizations, a lot of executives, a lot of teams that we collectively support.

[00:05:22] And I think, you know, look, I'm an outcomes guy and I think a lot of people listening probably are as well. I think it's important to be mindful that, you know, the groups that we serve as a part of this show are looking to solve unique challenges and problems.

[00:05:37] And what these shows have done number one, they allow you to show up be your authentic self.

[00:05:45] Showcase expertise, get for NGA, yourself or your solution or whatever it is.

[00:05:52] And when I think about outcomes, which amazing about this president and I love to get your thought because I know you have a lot of very specific tangible outcomes.

[00:06:00] What I find is magical is clean, feels person.

[00:06:03] It's not a big leader.

[00:06:06] I'm not able to get certain meetings that I, you know, need to look with business executives.

[00:06:13] I've asked them to be on a show.

[00:06:16] That's what you can message to get to the table.

[00:06:19] We bring it on and then we'll start talking, I understand where portfolio, which is in their previous, they can start to understand a little bit more about what value I'm not able to bring.

[00:06:30] And it might look different to what I initially envisioned, but the beauty is the relationship starts there.

[00:06:35] You never know exactly what that right magic message is going to be to give somebody to come with a table.

[00:06:40] But inviting somebody to be on your show does a few different things.

[00:06:44] It will spotlight and showcase that person that might be a potential client, might be a potential mentor.

[00:06:50] You're going to learn something.

[00:06:52] You never know where that relationship is going to go.

[00:06:54] And the other thing is now you've also added that body.

[00:06:58] You're going to get with their audience.

[00:07:00] Your show is going to gain some traction through that, have that avenue.

[00:07:04] And it's compounded.

[00:07:06] We'll be able to be able to play time.

[00:07:11] Yeah, I really appreciate you saying it that way.

[00:07:14] It's a person, you know, I think everything that you made me think of there when you were saying it.

[00:07:20] So you have three different shows that are really three different versions of content, similar to overlap.

[00:07:27] But the key that I've heard you say is it's all three of them have content that your customers care about in some area of their business.

[00:07:35] And so it also then helps expand your personal reputation because when we have a show and this is one of the ways that I think it's,

[00:07:47] I share with a lot of CEOs or sea-sweep and business owners.

[00:07:52] You can think of a live show and a podcast like this one similar to a breakout session at your most important trade show.

[00:08:02] But if we deconstruct it, what are we doing at a trade show when we spend a lot of money in a sponsorship,

[00:08:12] 1520 grand or more in a sponsorship and what comes with it is a breakout session.

[00:08:18] And then you're in the agenda and you have your topic and you get to choose who you put on stage.

[00:08:24] And the goal is to get as many people in the audience as you can because you get to be on stage and sometimes you invite your customers to come on stage and share their stories and be a part of it.

[00:08:37] And you got this little opportunity that you paid for where you get to be on stage, you tap people in the audience.

[00:08:45] You get to build your brand awareness, you get to go on stage, you go hi, I'm so and so this is who I am.

[00:08:51] This is what we're going to talk about today. You get to share your expertise and like I said a bit ago, you get sometimes you bring your customers on stage with you and you let them tell their stories.

[00:09:04] Isn't that sound a lot like what we do every stinking week?

[00:09:08] And we're not spending 25 grand at a one-time event in order to make it happen.

[00:09:13] And I think that this is why live shows and podcasts are so important.

[00:09:20] And I know a lot of people will look at and say, oh we tried to show years ago and it didn't work, it didn't pay off.

[00:09:29] I think a lot of companies start shows but they don't necessarily know how to extend it or how to

[00:09:37] How to look at the attribution of the conversations that generates.

[00:09:44] And so without the right attribution models, they erroneously come to the conclusion that the show didn't really lead to any business.

[00:09:52] And so they shut it down and move on. But I think one of the things that teams that leaders really need to take a look at is,

[00:10:01] when you look out from that lens of a trade show, you find a lot of value in that,

[00:10:06] but it's always looking at the ROI, 15 grand, 20 grand, 30 grand, 50 grand sponsorship

[00:10:12] Is it really worth it to get a couple hundred people in the audience?

[00:10:17] What if you could do that every single week?

[00:10:21] And in your industry, you become known as the show.

[00:10:25] And I really wish Tom was here with us today because he's got some great data on his other show to around the horn and wholesale distribution

[00:10:33] and what they've been doing with it but I'll be prepared to talk about it.

[00:10:36] So I think just kind of laying that foundation, what Carson said was he's got three shows with different content

[00:10:43] but the cause at all that content is important to his customers.

[00:10:47] You know what I was trying to lay for everybody is a vision of what a wife showed pod pass pan do for you by showing the analogy of doing

[00:10:56] of comparing it to a breakout session which is very, very expensive.

[00:11:00] Carson, would you take halins? Would you explain not for people to understand like the foundation of the shows in the value of them?

[00:11:05] Yeah, I think that's brilliant, Brandon. I mean look we talk on the show a lot about there is no magic silver bullet you know you got to be where your customers are and you've got to invest in these different mediums

[00:11:17] but we talk a lot about being on LinkedIn in different social channels and things of that stature.

[00:11:21] You know the beauty of doing these shows is that first off you have the ability to send invitations to the people that you want to send by geography, by industry vertical, by keywords,

[00:11:35] whatever it is. You can also show up on LinkedIn, X, Instagram, TikTok, wherever you want furthermore you have the opportunity to engage the live audience throughout.

[00:11:47] I mean we have a lot of prolific commenters throughout these shows and I love that.

[00:11:53] You know people that I feel like I know because they comments on our show constantly so you can immediately get my audience.

[00:11:58] One of the other elements too is the ability to solicit for guests that are people that you want to learn from.

[00:12:06] People that you want to co-present to their audience and your audience, that you think your audience can benefit from so what I think about my audience who are some of those guests speaker or second really impact my audience.

[00:12:20] And then furthermore who are those potential guests that could eventually be people that we could have a mutually beneficial relationship.

[00:12:29] You know I've had deals that have come out of cost and loss that has become that summer never responded to a prospecting mail.

[00:12:38] And so like I said if we're no exactly where these relationships are in the building to you the last thing that I really want to make sure I had found on.

[00:12:46] There's the ability to leverage the contest in today's day and age. You know what's amazing when we create a live show.

[00:12:53] And like first off you've got a made for a team that works on this mastery modern selling show.

[00:13:00] There are ways that even if you don't have the ability like I became a very accidental podcast host in the pandemic I was actually lamenting like man I really missed just thinking around talking to people about sales having.

[00:13:14] And then I realized I could do it anywhere. So we had this idea of like let's just record these on Microsoft teams turned into beginners publishing people were responding.

[00:13:24] I had people were not to be saying Carson I want to be on your podcast and I'm like I don't have a podcast.

[00:13:31] That's like another responsibility but when I realized two things one that I could create these whenever I wanted and post them and two that it was actually good for my brand to have that differentiating of having a show because not everybody doing what I do has a show embraced it.

[00:13:48] And then that's when I said hey let's let's buy into this being able to leverage that content after every show we do you know we get bite size chunks which are maybe 30 second to a minute videos of people can resonate with we can reach a.

[00:14:03] And then I said let's take a look at the fact that we can leverage AI to turn the entire world on transgress into a really an article.

[00:14:10] Yeah, obviously you're going to put your own personal touch on the medical.

[00:14:12] But when you can set out on article based on our own words in seconds flat there's value there and so you know as I talk to sales teams as I talk to marketing teams this is an area where I can coach them you know my own customers today better.

[00:14:26] I then you know I approve you as a tech company sales leader when I'm talking to sellers managers marketing.

[00:14:34] I can help them understand these concepts and how they can leverage this technology.

[00:14:39] Second flat making that more productive and stand out from the crowd.

[00:14:45] That's really that's really good.

[00:14:48] You know, a person let's here's what I want to do with this first wall can we could we put up carols comment on on screen we got to address that and then come on.

[00:15:00] I'm an accidental most things are all aren't we all.

[00:15:05] I'm not a little bit of a little bit of an accidental sales but never intended to go into sales.

[00:15:10] Yeah, I was an accidental entrepreneur crazy but I think I think a lot of us end up doing a lot of things accidentally because we see something and we just kind of start sniffing and going down a path and next you know you're like oh here I am.

[00:15:25] I want to I want to do this for everybody listening let's let's coordinate this a bit because this topic can go with lots of different directions.

[00:15:34] I think you and I should address four key things.

[00:15:37] Four key ways that we could use a show to fill pipeline.

[00:15:42] So number one would be prospects as a guest and then we can talk about how we do that.

[00:15:48] Number two would be how we shared links to the show with a purpose generally how do we share links to pass episodes with perspective customers and use that to build rapport and create conversations.

[00:16:03] The third one and I know this one you'll have a lot to say is using the invitations inviting your prospects to be a part of the show or come listen to the show we're share episodes of the show.

[00:16:16] And then I think the fourth one would be how do we use the content from the show to amplify it out and use that to build our personal brand.

[00:16:25] And I think you know within that there's things like we can tap the bit on how we leverage the live audience versus the recorded audience.

[00:16:33] How this builds brand awareness and brand reputation and and then we can also even address in there.

[00:16:41] How we use the content in a variety of different mediums who we use video we use written we use long form we have short form we can tap into those but I think those four key things I'm just trying to make it easier for our listeners to understand.

[00:16:54] We're going to talk about how we we invite prospects to become guests on our show.

[00:17:00] How we shared links to past episodes with the purpose especially for prospects.

[00:17:06] How we use it to invite our prospects to come watch our show and then how we use the show content after the fact to further grow our reputation and use it to build relationships with people.

[00:17:20] So Carson you want to start there with.

[00:17:23] How have you used your show to build prospect relationships by inviting them to become a guest on one of your shows yeah.

[00:17:33] I took the great call out Brandon and I love that and there's some there's some key components that I think fit in each of those four pillars I think you nailed them when you think about prospect is guests.

[00:17:44] What's the ultimate goal you're after I mean you're really looking to extend your reach of influence right.

[00:17:51] There's a few different value ads around the guests that you can have you know number one is who are the guests that are going to really serve a value to my potential audience.

[00:18:01] I've realized over my many many years of prospecting that not every single customer is going to react in response and the message that you know you think they were on tour that you want them to respond.

[00:18:13] One of the biggest mistakes a lot of sellers make is that they believe that sending a message to a customer or a prospect about what they care about.

[00:18:22] I mean, I think that's the biggest thing that we're going to do is we're going to be able to get a new response.

[00:18:23] That's not the case.

[00:18:25] We talk on the show all the time about the quality of your message for probability that they will respond.

[00:18:30] What is that right message that's going to be the most compelling thing to respond?

[00:18:34] Yeah there's ways that we can do that where you know I'm going to send something this very mission focus for a mission dragon something I found there.

[00:18:41] There's something I saw in there company that works.

[00:18:43] When I think about leveraging a show.

[00:18:46] I mean, I have another show called connected teamwork right.

[00:18:50] What are a lot of my prospects a lot of my prospects and business leaders right they've created an a kind of culture.

[00:18:58] They may have poor pillars that they value and the beauty of outreach is scale.

[00:19:05] I remember when I was working so I took a fiber I've known him for a couple of years.

[00:19:11] He did a coaching and training session or a team work and kind of a culture building for our teams a couple of years back and I liked it so much every chapter where it's in I was like, we got to do something together.

[00:19:26] I don't know what it looks like but I'd love to do something together.

[00:19:29] So we've bandied our own ideas and doing these shows and to that point, we've changed the title a few times.

[00:19:34] We started out doing some things that were sales related we started doing some other things around you know limiting beliefs and a pressing limiting beliefs in career and then we settled on teamwork.

[00:19:45] And the message that I was sending out we were talking about going out and getting great guests and he has a consulting practice.

[00:19:52] I was working with healthcare executives and now I work with nonprofit executives and what's a commonality right you've got these executives that are creating a nurturing culture is within their organization.

[00:20:05] And so ideally the outreach was intended to say, hey would you be willing or be interested in being a guest on this show and the amazing turnout.

[00:20:17] Who can do is overwhelming how many people were replied.

[00:20:20] They were applied to the prospecting message but one that sounded probably very similar to one of their sales outreach and don't get me wrong.

[00:20:28] I would imagine I was prospecting message as a higher probability than some because I'm being very targeted but you never know what message they're going to react and respond to and the beauty was they said yes to being on the show.

[00:20:39] We got an introductory conversation we kept it to being about the show didn't talk about my organization but as we developed more of a report.

[00:20:47] Yes, what happens you start to talk about what you do what matters and I've had multiple of these turn into deals and opportunities and we find.

[00:20:58] Yeah, yeah, I think that's you know I appreciate you sharing out with everybody and anyone who's listening.

[00:21:05] You know there's lots of ways to convert a show and the content into tangible opportunities and revenues but you've got to build up to it.

[00:21:16] It's not like turn it on and again we've talked about this before.

[00:21:21] P.O. start following from the sky.

[00:21:23] But this is a very I think I really like this strategy around inviting your prospects to become guests on the show and you know Carson you and our both it's big in the partner space you with the Microsoft partnership ecosystem.

[00:21:37] And we have you know we have like 50 partners with this month that we work with as well and one of the ways that I like to use the show is you know it's mastering modern selling and I think Mark Hunter coming on the show next week Mark is a fist bump partner of ours.

[00:21:56] The way that I developed the relationship with Mark was through the show.

[00:22:01] Now granted, I comment on his posts, I've engaged Mark in other ways but the way that really.

[00:22:09] solidified our relationship more was because we reached out and asked Mark to be a guest on the show which he gladly did because he wants to grow his own personal brand and he saw our show.

[00:22:21] He's an opportunity to expose his brand in himself and his message to potentially a new audience so show often people are just very excited to become a guest on their show.

[00:22:34] And then the way that I used it the way that we used it is I had free pre show calls with our guests where I get to know them they get to know us and his Carson said earlier I don't use this to sell.

[00:22:47] If I did that would be pitch sloppy they would see right through us and be like oh true this guy.

[00:22:52] But it's your building relationship you're getting to know each other and usually at some point they'll go well Brandon tell me about your company I'm not really sure what you do.

[00:23:03] And guess what we've now got this relationship going and Mark's been a guest on the show couple of times but he's also one of our partners.

[00:23:11] The friendly listening you can do this with your guests like we have competitive solutions set babies and shame-yout who are clients of ours where we manage and promote their show.

[00:23:25] One of their strategies with the show one is build their brand and their reputation and their industry by being seen as the host of the show.

[00:23:34] But one of their core strategies to is inviting their prospective customers to come be a guest on their show and talk about their challenges with using data to make quality decisions.

[00:23:48] And again what better way to reach out to her perspective so here's our options.

[00:23:53] 80 up 30 minutes for a demo. Right or hey you know what we have the show and we talk about these things and we want to continue to be interested in coming on as a guest and sharing your experience as a title in your name of your industry or the name of their company which when do you think people are going to be more excited to respond to.

[00:24:19] Yeah and your intent has to be to serve and add value it can't be to sell to your point Brandon.

[00:24:26] You know that's not what's going to get people to respond and I don't ask people to be on my show to sell them I ask them so that I can explore the relationship.

[00:24:34] Frankly I know that I'm going to learn from every guest that I have and if there is something that transpires as a result.

[00:24:40] Great I just so happened to ask senior leaders and organizations that I am paid the develop great relationships with and ultimately I find that is a great path to developing relationships.

[00:24:52] I also as we segue into the next piece because I want to get your thoughts on the value of sharing links to past episodes you know how we're you do we develop that building report especially as you entice more people to kind of you know come into the community come into the into the collective I think that's key.

[00:25:09] I also want to point out something that's there.

[00:25:13] You know very poignant for a lot of people that may have considered a show in the past done a show in the past that it didn't work or might be considering a show today.

[00:25:22] What at the suit was it when mastering modern selling really kind of blew up because I mean we've done 105 of these now right.

[00:25:30] It didn't it wasn't some overnight sensation I mean there were several episodes that were literally just you and Tom and me talking and all of a sudden it was like.

[00:25:40] Exponential hockey stick growth we started having who number one in the social selling category we started having absolute rock star guests that were like very well known prolific often and thought leaders.

[00:25:56] My point is don't do five six ten shows and then just call it a day in that in this and this will also feed.

[00:26:05] The next couple of bullet points because it's going to feed the ability to send content past content.

[00:26:11] And it's also going to be the ability to leverage the content that you have in different ways what are your thoughts how are you think value and being able to share links to past episodes.

[00:26:23] Yeah I think there's there's a couple of things there Carson and thanks for setting up.

[00:26:29] Look there's there's an organic way of sharing past episode content and then there's the targeted paid campaign episode that we use and I'll share both.

[00:26:38] So number one and we talked about this all the time in the show about going slow to move fast.

[00:26:43] When you're doing your research around your prospects and you can start to identify with some of their challenges are what things that they're working on are doing.

[00:26:51] We have now 105 episodes of topics now Brandon maybe the first 25 we don't share anymore because we weren't as good.

[00:27:00] However, let's see the last 55 from 50 on we have 55 shows that we can share as a link with somebody and a message that said.

[00:27:12] From my research I'd noticed that your company is is you know, challenged with this or your your hiring more FDRs or you laid off FDR teams and you're looking at it whenever it may be.

[00:27:24] Here's a link to this episode that was on this with this person as a guest here's a link to this episode with this person as a guest and we get to leverage like.

[00:27:35] Hey, here's our episode with jab one.

[00:27:37] Here's our episode with Daniel Disney.

[00:27:40] Here's our episode with Alice Hyman like and we have such a variety of guests on it.

[00:27:46] We have such a variety of topics that we can usually find a show that's going to add value to every prospect no matter what's going on in their business and an opportunity for us to show up differently and say as you always say show up to serve show up to serve.

[00:28:03] Now for people with me this isn't passive.

[00:28:07] It's strategic and it's active but we are showing up to serve.

[00:28:11] It just means that we're not leaving with the pitch slap but of course we're strategic.

[00:28:16] Of course we want more deals or course we want to close more opportunities.

[00:28:20] But we're just not going to do it by going by my stuff by my stuff by my stuff.

[00:28:24] We strategically show up and go, here's four different episodes, here's three different episodes.

[00:28:29] Here's the links.

[00:28:30] This is why I'm sharing them with you.

[00:28:33] Let me know anyway that I can help you.

[00:28:37] And sometimes I get no response.

[00:28:41] Sometimes I get, hey thank you, it's more generic, thanks for sharing it.

[00:28:45] And sometimes I get, oh my gosh, thank you so much.

[00:28:48] I'm going to take a look at it and I go, hey when you're done listening to it, let me know if you want to talk about it.

[00:28:53] I got want to be there, the more I can help serve, the more that I'm getting a position myself has that trusted advisor and we know trusted advisor get more deals.

[00:29:04] Now the second way is to pay the campaign side.

[00:29:09] And I'm not, I could spend the whole show talking about this but let's just do it really, really quickly.

[00:29:16] We take shorts to the four minute clips from every episode and we turn that into a post that we then put into an ad.

[00:29:29] And that ad goes to a custom audience so for us, we have, and there's probably people listening to us that are going, hey I must be in that database you probably are.

[00:29:39] We have a list of about it's about 5000 CEOs, CROs and CMOs from US-based companies and the $10 million, a range in some professional service industry.

[00:29:54] Well we do as we take a short from every episode and we put it with the paid brand campaign to that custom audience.

[00:30:02] We want them to see us. It's part of a ICU everywhere and I feel like I get to know you. Now one of the things that we do is that if somebody has watched over 50% of one of our clips,

[00:30:16] we then move them into a retargeting campaign and that retargeting video talks about our three-touch framework that is how we leverage content and link in to create qualified pipeline with trade shows,

[00:30:29] live show and podcast and C-suite personal branding. So that's the way that we do it much more strategic with paid campaigns, and you know we aren't spending a couple thousand dollars a month with LinkedIn advertising, but I can tell you this too.

[00:30:44] Over 70% of our leads, of our inbound leads to come in, they come from our show or my personal brand.

[00:30:54] So 70% of them and just a quick story I had a conversation today with somebody who said first conversation, he said oh my gosh, I feel like I know you from the show, I see you all the time.

[00:31:06] He reached out to us. It was an inbound lead and said, you know hey I'm ready to start working on my personal brand as a CEO of a company can we talk.

[00:31:17] And the first thing he said was oh you look exactly like you do on your show I see you all the time.

[00:31:22] I had no idea he was watching our show.

[00:31:26] And I'll tell another story, I have new clients who actually before they became a client they referred me to somebody who became a client.

[00:31:36] And when I when I call her I said hey thank you thank you for referring her why did you refer I didn't really even know she's like oh my gosh I've been watching your show for the past three months because of all the shows I'd listen to.

[00:31:49] Yours is the only show I actually watch like I'd walk it off and I watch your show.

[00:31:55] And then she referred somebody who they were talking to about LinkedIn like oh you need to call Brandon.

[00:32:02] And now they're a client and they're coming down as a client and it's all because of the show whether it's organic and people find it and they come and they listen to it or it's through our paid targeted campaign.

[00:32:16] And we put the show in front of people and we put the show in front of people not to sell.

[00:32:21] We put the show in front of people to get more people to subscribe to our page and follow our page so that they watch the show.

[00:32:29] Those are the two ways that we really use content from a show to grow pipeline.

[00:32:34] That's amazing, Brandon I'm going to make a statement that will piggyback off that piece but also segue us into the next bullet item.

[00:32:43] And here's my message to the individual contributor out there who's just trying to improve your brand or the small organization that doesn't have a budget to be spending.

[00:32:56] There are ways to not spend a dime.

[00:33:00] It have cost effective in the management creation right I mean we're not doing a pitch to go out and create your own show and pay a lot of money or you know to buy a lot of ads especially if you're just a humble individual contributor.

[00:33:13] Right I can taste links on these questions and I can attach them to you got a part of my LinkedIn profile where I'm a co-host of mastering.

[00:33:25] I learned talent or connected teamwork or I'm the host and salesman on fire and I can attach some of these popular episodes you can put content you.

[00:33:33] I think on those titles where come to go to my LinkedIn profile and there's going to be a link in that.

[00:33:40] I'm going to go up and links to pass shows furthermore.

[00:33:46] How you that I get out of talking to some of these guests.

[00:33:52] I will say like in coaching my team.

[00:33:56] In my own sales methodology, I incorporate things that I've learned from the guests almost every single day whether it's how I'm scheduling my day.

[00:34:05] I'm approaching my own you know, liver and discipline.

[00:34:10] I'm getting a technology and methodology that I have to do in the Asian top.

[00:34:14] So across the board, I'm learning so much that it's amplifying elevating my game.

[00:34:21] I'm also creating my brain at an individual contributor as a sales leader.

[00:34:26] I'm not sure if you're going to have a small consultant or a building.

[00:34:33] I'm going to start and then start thinking people is yes, I mean everybody's going to listen.

[00:34:37] If you ask 100 people after you go to a show.

[00:34:41] People will say yes to kids and that's kind of how it caught fire with their content over 100.

[00:34:49] I think there's a lot of power in that and the ability to leverage those links for your personal brand and offer for your company brand.

[00:35:02] Number three, I'm going to talk about you being the invitation.

[00:35:05] I'm going to talk about the things we're going to show you.

[00:35:08] A brand and you made a great comment number one, a lot of those.

[00:35:11] There's a lot of leap nurturing that kind of goes on here.

[00:35:14] You don't know everybody is watching the show.

[00:35:16] There's a thing that's going to come up to call the workers.

[00:35:19] There's always people that are out there kind of watching but you don't know that they're watching the show until you run into them at some type of an event.

[00:35:26] It's like, gosh, I love your show.

[00:35:29] I literally had a guy that stopped in Seattle.

[00:35:32] You know that's filled with brand and league.

[00:35:35] I'm like, Jackson, Brian, I'm like, you're ahead here, man. You're your goal.

[00:35:40] So you've never had holes watching and I think there's this value.

[00:35:43] But the other element too when you're thinking about the cost of effective demand generation, how can you leverage the invitation?

[00:35:50] Okay, so the reason it has an amazing team.

[00:35:54] I linked in events which you can go out to do.

[00:35:57] I was talking to somebody yesterday.

[00:35:58] I was talking to somebody who was one of the customers who ran their energy to market engines and marketing team.

[00:36:04] And I was just looking around that school.

[00:36:06] You have a company page, you've got creative events.

[00:36:09] And by any individual can invite up to one thousand in connection for we.

[00:36:17] I got a call from an extra figure on the other day.

[00:36:21] And it's like, hey, you promote this event for me.

[00:36:23] And there was it was mutually beneficial because I had some customers that fit into this vertical.

[00:36:29] Why promoted it to a thousand people took me a couple of minutes with the clear.

[00:36:34] And we can stack in the attendance went from like man to over 100, right? Within seconds.

[00:36:41] And my point is when you think about how can you leverage the invitation to this show by prospecting the part of the show.

[00:36:49] You can look at different industry verticals. You know, we look at what people that are in professional coaching and so.

[00:36:57] Marketing.

[00:36:59] Think about your audience where are they?

[00:37:02] And then leverage the opportunity to be able to get that invitation into their inbox.

[00:37:06] It may not be able to work to the first show.

[00:37:09] I've been down a hundred and show the chances that you've touched them in a tank.

[00:37:13] And I've been playing this place for the planet to line.

[00:37:15] Maybe they can.

[00:37:17] The last thing I'll see on that thread and I'm looking at your thoughts on this brand because you're the master of this and you've seen a lot of the statistics is.

[00:37:24] We're live screaming to multiple different black people, right?

[00:37:28] So we joined.

[00:37:30] I'm electing to say, hey, I'm going to show this to you.

[00:37:33] I'm going to show this to you.

[00:37:34] I've been working for a hundred thousand followers on X.

[00:37:36] I'm going to show this to you.

[00:37:37] I can post a YouTube.

[00:37:40] I can post a YouTube.

[00:37:42] I can post a YouTube.

[00:37:43] I can post a YouTube.

[00:37:45] I can post a YouTube.

[00:38:04] I can post a YouTube.

[00:38:05] You know, a person who's a person, is he really saying all that for everybody?

[00:38:08] A person says something.

[00:38:09] He doesn't say it is much for a while but he says it.

[00:38:12] It is anything you can do to increase the probability of your success.

[00:38:17] Right?

[00:38:18] And these are ways to stay top of mind to increase, call it your personal brand, your reputation, your business brand.

[00:38:26] With very, very small requirements like small time requirements.

[00:38:32] You can go to your career event a week ahead of time and it creates a post and LinkedIn.

[00:38:42] And then you can share it to your personal account.

[00:38:45] You can tag people that are going to be a part of it.

[00:38:48] You can tag your speakers and take advantage of their network.

[00:38:51] You can go into the event and hit the button that says manage and it says invite.

[00:38:57] And it pulls up everybody that you're connected to, a first connection.

[00:39:01] And you just start clicking where you could choose by company.

[00:39:04] You can go in and scroll search by company and add a company name and I'll show you everybody that is your first connection.

[00:39:09] From that company you can click a button and invite all of them in this person's head.

[00:39:14] You invite up to 1,000 people.

[00:39:19] Maybe 990 of them don't come to the event.

[00:39:22] Maybe 990 of them don't even accept the invitation.

[00:39:27] But all 1,000 of them are going to see your name.

[00:39:30] They're going to see the show and you're going to be top of mind for that split second.

[00:39:34] If you do this every week, you do a routine.

[00:39:37] Yes, some people are going to go stop because I'm not interested.

[00:39:42] But what we do know about marketing right now and if you're an individual producer, you're a marketer.

[00:39:48] Carson used the right word earlier, demand, how do we create demand?

[00:39:53] They need to see us multiple times.

[00:39:55] They need to see us lots of times.

[00:39:56] They need to see us in lots of places.

[00:39:59] And so we can use the invitations as way to,

[00:40:02] and we're reminding them that we're here.

[00:40:05] We're reminding them who we are, but we're not asking them for their demo time.

[00:40:11] We're saying, I'm a host of a show.

[00:40:14] This is our guest this week.

[00:40:15] This is the topic we're talking about.

[00:40:18] Come on over if you want.

[00:40:21] And over time what happens is more and more people start coming.

[00:40:25] I'm going to address an elephant in our room right now.

[00:40:28] We're not getting really good commenting engagement today.

[00:40:32] And I don't know why.

[00:40:34] You know, I mean, some shows we get in it are climate-surges blown up.

[00:40:37] So if you're watching this or you're on the podcast,

[00:40:40] Carl has made two comments.

[00:40:43] And nobody else has commented today, which is unusual for us now.

[00:40:46] Sometimes it's because re-stream has a glitch and it doesn't actually stream it to all of our locations.

[00:40:51] Maybe it's just, it's the week.

[00:40:54] You know, we're coming to the end of the quarter and more people are focused on closing deals.

[00:40:58] There's lots of reasons.

[00:41:00] But it doesn't bother me because we don't do this just for the live show.

[00:41:07] This is going to go to the podcast and there are some people that listen to our podcast every week

[00:41:12] when they're on a treadmill or they're on a rowing machine or they're out for a run

[00:41:17] or they're behind their steering wheel.

[00:41:19] They listen to the podcast.

[00:41:20] So even if we don't get great live engagement, we still have the podcast.

[00:41:24] We have the shorts.

[00:41:26] We have the transcripts from a show that we turn into a newsletter with more detail for people

[00:41:32] that want to consume it.

[00:41:34] We also have the link for future use that when somebody and maybe you're listening to this

[00:41:39] and you go, man, that's what Brandon did to me.

[00:41:41] When somebody asked about, hey, how are ways that we can use a live show or a podcast?

[00:41:45] I'm going to send them a link to this episode.

[00:41:47] So hey, we did an entire show on how to leverage live shows and podcast for lead gen

[00:41:52] and demand creation.

[00:41:55] There are so many ways that we can use this in the invitation is just one of the easiest ways

[00:42:00] to stay top of mind.

[00:42:02] Now, I am going to jump Carson if you don't mind.

[00:42:04] I'm going to jump to the end of the show too.

[00:42:07] And here's something.

[00:42:08] The event has registration.

[00:42:11] So people can say, you know, they'll get in and invite through LinkedIn and they go, yeah,

[00:42:14] I want to attend.

[00:42:16] And they're in a registration.

[00:42:18] So with the end of a show, you can go to the event and click and see everybody who registered

[00:42:24] or said they want to do attend.

[00:42:26] And you could just go down the list and anybody who you're not a connection request

[00:42:30] or connection with.

[00:42:32] And if they're an ICP of yours or somebody you want to meet,

[00:42:36] what I do is it pops it up as like a pop up window.

[00:42:39] And what I do is I look and I can see who they are.

[00:42:42] If they're a first connection and there's someone you want to talk to.

[00:42:45] Send them a message and you go, hey, thanks so much for registering for the show.

[00:42:49] What do you think of it?

[00:42:50] Use it to open up a conversation.

[00:42:53] If you're not connected to them, send them a connection request.

[00:42:56] And notice you register for our show.

[00:42:57] Thank you so much.

[00:42:59] I noticed we're not connected.

[00:43:00] Can we be connected?

[00:43:01] What did you think of the show?

[00:43:03] What comments do you add?

[00:43:05] Anything you can use it to create conversations and expand your network.

[00:43:10] There's so many ways.

[00:43:11] I think the live show in podcasts is just the best.

[00:43:16] It's really one of the best and easiest ways to grow personal brand and grow profile blind.

[00:43:22] It's incredible.

[00:43:23] If anybody is out there listening would love to get some comments on maybe your thoughts,

[00:43:28] what you've learned, whether you've tried a show or not before,

[00:43:32] thoughts about a show that you may be considering.

[00:43:35] And Brandon, I think you perfectly teed up.

[00:43:38] The multiple ways of those pillar number four, how you can use the content from the show.

[00:43:43] I'm going to touch on a couple extra ones as well.

[00:43:46] Content repurposing is an amazing element of doing a live show.

[00:43:53] The ability to repurpose it into a blog post as an example.

[00:43:59] So, I mean, I will literally go out and like the day after this goes live.

[00:44:04] It's out on my YouTube because I'm streaming live to YouTube.

[00:44:08] I can go into edit on my YouTube video.

[00:44:11] I can go into subtitles and I can copy the entire transcript.

[00:44:16] I can go out to chat GPT and I can say, write me a long, formatted, descriptive,

[00:44:23] subjective article from this transcript.

[00:44:27] And there it is.

[00:44:28] And I mean, you can dictate with your Earth clumps.

[00:44:32] Do I want to remove the names of the people?

[00:44:34] Like I want to make any actual subjective article or are there things that I want to add or incorporate?

[00:44:40] Like do I want bullet points?

[00:44:41] So, I want key takeaways.

[00:44:42] Do I want actionable items that keep the food today?

[00:44:46] You're the one guiding the AI.

[00:44:49] And so, the beauty is I can literally turn that into a blog post in the very next end.

[00:44:55] Something else I'll throw out there because look,

[00:44:56] I know we're talking to a lot of people that have big aspirations.

[00:45:00] And currently writing, my fifth book, which is a labor of love.

[00:45:05] It is called the show must go on and I will absolutely whatever it takes.

[00:45:10] It will come out this year.

[00:45:11] That is my promise.

[00:45:12] I said it at the beginning of the year.

[00:45:14] I did a little bit of a love with it because it's challenging to turn along you and John.

[00:45:20] The greatest company in the world.

[00:45:23] And you walk about a wife and free kid to travel to find a way to book.

[00:45:28] That's why it's taken me like four years to do it.

[00:45:31] However, what's amazing is the ability to go back.

[00:45:35] Like if I Google my name or if I go out to YouTube, there are hundreds of videos.

[00:45:41] Like I cast that that on of other people's shows.

[00:45:46] I can go to YouTube if I can find a little touch to ask for my wife.

[00:45:49] I'm not even a transparent thing.

[00:45:52] I can think of past it and I can literally say,

[00:45:56] Take verbatim.

[00:45:57] The words that Jonathan said in this transcript write it in first person.

[00:46:03] And there's the words.

[00:46:05] I wrote it.

[00:46:06] I said it.

[00:46:07] Now it's not going directly into the books but it absolutely helps me with the outline of the book.

[00:46:13] I can be signed in here.

[00:46:15] There is my type.

[00:46:16] My words that I said to Brandon Lee two years ago and a show are there in pristine condition.

[00:46:23] And I can turn that into a book.

[00:46:25] How easy is it for you to turn your words into an ebook as an example,

[00:46:31] and now you're published author.

[00:46:32] It's another element of your personal brand in a way that you can download amongst the crowd.

[00:46:38] Matter.

[00:46:39] These things absolutely matter.

[00:46:41] Whether it's turning it into blog posts, freeing into your LinkedIn post at today.

[00:46:45] I can't tell you how many times I take an old episode and say little things that we said about a topic a year ago.

[00:46:52] It becomes my blog book for the day or my LinkedIn post event.

[00:46:56] You could repurpose the content in perpetuity.

[00:46:59] You can use this forever and turning it into like you said.

[00:47:04] Social media snippets, turning it into articles, blog posts, books.

[00:47:08] How powerful is that?

[00:47:10] You know, you know, a person how powerful is that?

[00:47:15] Explain to people because I think sometimes we get so excited about,

[00:47:20] oh, when you take this and turn into an ebook and you take this and do that.

[00:47:23] We take the video and turn it into shorts.

[00:47:27] Why do we do all that?

[00:47:28] And how powerful is it?

[00:47:29] Like what is that?

[00:47:30] What does that do for you as an independent or as an individual producer?

[00:47:36] What does that do for you?

[00:47:37] Well, I mean you said it earlier, right?

[00:47:39] And I mean, it's not everybody is going to be watching this show right now live.

[00:47:44] So there's believe it or not, there's people out there closing deals.

[00:47:47] It's the end of the month, end of the quarter, right?

[00:47:49] However, the fact that this show is going to exist tomorrow on Spotify or wherever you enjoy your podcasts.

[00:47:57] The fact that it's going to be a snippet next week on LinkedIn and TikTok and Instagram and YouTube.

[00:48:04] You're going to meet people where they are when they are and it is light lift.

[00:48:10] It's relatively inexpensive.

[00:48:12] So I use a tool called Office Clip, Open Say I.

[00:48:16] I think a lot of people use this a friend of mine told me about it.

[00:48:19] And I mean, I can literally go and take an hour of content.

[00:48:23] It'll turn it into 30 snippets with transcript.

[00:48:27] Right now.

[00:48:28] And you can post it anywhere immediately, light lift and expensive.

[00:48:33] And you meet people exactly where they are when they are.

[00:48:36] And you know, it's funny because you're going to come up with a first episode of Mastering Modern's

[00:48:41] Falling Back, we call this place of telling for newbies.

[00:48:44] I've blown back and I pulled some like little myths of like our early episodes.

[00:48:49] We were on this content and like you can do this.

[00:48:53] You asked about the value.

[00:48:54] What does it do for me?

[00:48:56] So what I think is amazing is how many times have you had a conversation with somebody?

[00:49:04] Or you said something profound in a show or in an interview or whatever it was and you're like,

[00:49:10] man, if I could just,

[00:49:13] I'm not sure if you guys would like to do it, but everything is interesting.

[00:49:15] You can tell me, you've been trying to figure out what you're doing.

[00:49:23] I think, I can tell you, what are you thinking about, what does it look like?

[00:49:23] And you can totally figure out what you're thinking.

[00:49:27] And you know, when you've got something to do with the show,

[00:49:35] before I made the composed of video posts of something we say today and maybe it gets

[00:49:42] a thousand $1,000 from 3,000 impressions.

[00:49:45] I could turn it into a post that I attached to a picture in a month have a difference

[00:49:50] been used as same transcripts, the exact same concept same words and yet another 3,4,5

[00:49:58] impressions if we're people and then whenever you talk to your perspective quiet I feel

[00:50:05] like I already know you.

[00:50:07] That's how impactful it is because you created awareness and credibility.

[00:50:12] I'm not really doing much of anything.

[00:50:15] Yeah, I think I love being a person like you, you have such a good reputation as a

[00:50:22] salesperson and you're attached to the largest company in the world with Microsoft.

[00:50:27] It gives a lot of who and off for people but what I want everyone to hear what Carson

[00:50:32] is saying is that he focuses on using this type of content to build and we can call

[00:50:40] it a personal brand, its his reputation.

[00:50:43] Its stay in top of mind, its growing awareness of who he is there's a million ways

[00:50:50] that we can explain it but basically what it does is people go, hey Carson, I see you everywhere

[00:50:55] and I feel like I already know you.

[00:50:58] So when his calls are going out, when his emails are going out, you know, Carson and

[00:51:03] I did a webinar to now there's two teams, the salesmen are fire methodology and a lot

[00:51:08] of the feedback I got from people was oh my gosh, how does Carson do that?

[00:51:13] And I said one step at a time.

[00:51:17] He does it one step at a time.

[00:51:20] The difference between most people and Carson is Carson wants it bad enough that he's willing

[00:51:25] to do that work.

[00:51:27] But what I believe Carson is telling everybody today is in this modern time, its not

[00:51:31] that much work.

[00:51:33] And one of the ways that we make it not so much work is that we have rife shows and

[00:51:39] bypass because we're going to end up talking for an hour on the show today.

[00:51:46] And we haven't even got as many comments as we normally do but we're going to have an audio

[00:51:51] file, we're going to have the video file, we're going to have a whole bunch of shorts.

[00:51:55] We're going to have the transcripts that we can use all the time.

[00:51:58] We're going to create a newsletter article out of it and we're going to have links

[00:52:02] to this that we can share all the time from one hour of work and what happens with all

[00:52:07] that is whether it's Carson's story of just happened to be walking through a lobby of an

[00:52:14] office at Washington at the same time a guy who had recently met me a new show, he's like

[00:52:19] you want to show with Brandon or Carson when you and I had lunch together in the Microsoft

[00:52:25] office there in St. Louis for a, yeah St. Louis.

[00:52:30] And that guy's like Carson and you know, you're like trying to not drop your lunch

[00:52:35] the guy was so excited to meet you and no offense to him and I'm not trying to embarrass

[00:52:40] Carson.

[00:52:41] This is just what happens.

[00:52:43] That guy knew Carson.

[00:52:45] He felt like he was buddies with Carson.

[00:52:47] It's like this mini celebrity thing because of the show and I'm not seeing any of this

[00:52:53] because we care about being celebrities what we care about is filling our pipeline.

[00:52:57] And we fill our pipeline better because people know us and they feel like they know

[00:53:02] us because of things like a show and the content we post on social.

[00:53:08] And then right now, we can pull out Dr. Joe Hills a comment.

[00:53:12] Here's a great example.

[00:53:13] Joe's here on our show he says he's fired up to post our interview tomorrow.

[00:53:19] Joe's one of my clients.

[00:53:22] You know, and we did an interview and we're going to post it as opposed.

[00:53:26] We're going to put it into an advertising campaign to a database of his ideal customers.

[00:53:32] And we are going to leverage this LinkedIn tool with various strategic content to build his business.

[00:53:41] But Joe is originally came to me.

[00:53:43] Dr. Joe originally came to me as a client because of the early stages of this show years ago.

[00:53:51] And now he's back again as another client because of the show and because of reputation

[00:53:56] and the credibility that I have with him primarily because of the show, at least it all started

[00:54:02] with the show.

[00:54:05] Carl Leva who's on here, he was somebody we invited had become a guest on the show

[00:54:10] because he's the curiosity coach.

[00:54:12] I guess what Carl is now a fist bump client and Carl is introducing me to people at his network

[00:54:17] who he thinks he needs to belong, you know, need to be working with fist bump as well as a partner of ours.

[00:54:26] Carl's an an I don't sit here and tell everybody like hey look what we do.

[00:54:29] Right now you are stories of what's working because this stuff works so well

[00:54:35] and it's just a little bit of time and I think the key thing too with the show is don't quit.

[00:54:42] Yeah.

[00:54:43] That's it.

[00:54:45] It's exactly why this is a topic for this show because if you're going to truly master your craft,

[00:54:50] master modern selling be everywhere where your potential clients are.

[00:54:54] This is a critical component and I see it all the time.

[00:54:58] I see people talk about doing a show or maybe they've done a few episodes and then they

[00:55:04] put it aside. I mean don't overthink it. I literally got started doing this by just hitting record on

[00:55:11] Microsoft Teams and recording a conversation with somebody taking a 5 10 15 20 30 minute video

[00:55:19] and posting it out and at that point AI was not where it is today. Like I couldn't take the

[00:55:26] transcript turn it into a post but you better believe I'm so grateful that I have show is dating back

[00:55:32] six years that I can go back now. I'll give you a case in point. When I first started doing podcast

[00:55:40] this was right after my first book came on 2010. Okay and that's started doing outreach to

[00:55:46] famous sales author podcast host, Jeb Blunt, definitely get in my end others. And I just sent

[00:55:53] messages and said hey I've got this book for the salesman. You know I've got a following on LinkedIn

[00:55:59] and Twitter and excessive 300,000 people and you know would love to be on your show sometime.

[00:56:05] You know that's sort of thing. They said yes. So the thing with Jeb like this is literally like

[00:56:11] I didn't even have a home office. I'm like basically sitting in my old basement but the content

[00:56:17] was gold and if you able to look at I can take that transcript from like six seven years ago

[00:56:23] and now turn into an article that's like basically by Jeb Blunt and Carson Hennie in 2024

[00:56:29] about how to work for more quarter as a salesman. It's magic it's gold. So it is like the

[00:56:38] work content the better. Don't get up, don't overthink it. You don't have to have some

[00:56:43] swing production. You can literally record a video and now you're the host of some sort

[00:56:51] of the content. And you can engage people with Apple. Yeah and I like Jo's Joe's comment

[00:56:58] but don't overthink it. Sue, do what you can with what you got. A lot of Jo, Dr. Joe, thank you.

[00:57:06] You know I'll say this for everybody and I think a lot of people listening might

[00:57:12] find this hard to believe because of 105 episodes of our show. I wrote a book in 2012

[00:57:21] so I'm 2010 and I sold my third company. I was doing consulting work and I heard people say

[00:57:26] you should write a book, you should write a book and I'm like I would love to write a book.

[00:57:30] Like I thought that'd be really cool to write a book. In 2012 I wrote my book.

[00:57:36] 2016 I still hadn't shared it with anybody major imposter syndrome. Eventually I did pay somebody

[00:57:46] to edit it because I was worried about my own grammar and everything. I had somebody edited

[00:57:50] and clean it up and I self-published it and I didn't do anything without a book.

[00:57:57] I did nothing with that book. You mean, national imposter syndrome after selling three companies

[00:58:03] writing a book on low-income companies and the way that I built companies and a lot of

[00:58:08] about culture and you all manage it you is the entrepreneur which I think I'm really good at.

[00:58:14] I never shared it with anybody. When I first started doing podcast, it would be a live show

[00:58:18] and podcasts. I had all that old crap coming. Who do you think you are? Nobody cared about your

[00:58:25] book. I would anyone care about your show like all of that stuff came up. And for the first

[00:58:31] several months of our show I kept going what am I doing and honestly if I didn't have Carson

[00:58:36] and Tom, I may have quit. Thank God you didn't. Right, I may have quit because

[00:58:43] you know if it was me alone, all that imposter syndrome. So anyone out there listening man I get it.

[00:58:49] I told we get it but what I've learned is just keep doing it. Take from Dorie and Nemo just keeps

[00:58:57] swimming, just keeps swimming and swimming. Right? Just keeps swimming and the amazing part for me

[00:59:05] now is how many conversations we have. You know Carson and I joke around about each other about

[00:59:11] how popular he is or how popular I have. But we joke with each other but it really comes down to

[00:59:16] you both experience things where we go places and people know us and welcome us with open arms

[00:59:23] and we have no idea who they are. Who out there wouldn't want that as part of being whether you're

[00:59:29] a business owner, your business leader, your sales rep. They you go places and your reputation

[00:59:34] actually precedes you in a positive way because you started taking advantage of this camera

[00:59:40] and this thing called LinkedIn. Man, I don't know any other way to or better way to

[00:59:48] add an exclamation point to this session than that. Well said, I appreciate that that vulnerable

[00:59:52] moment too because like I'm a guy that hated class hated getting up in front of people. We have

[00:59:58] these mediums now where you can get in front of you know 15 years ago, our ran a call center.

[01:00:03] I get up every day in front of 200 people and deliver these all multiple wall street like speeches

[01:00:09] to standing ovation. I thought I had made it that thought I was the biggest moment of my career

[01:00:14] and now it's like we have the ability to touch tens of thousands hundreds of thousands

[01:00:21] globally with no barriers in mediums like this from the comfort of our own home wearing shorts

[01:00:29] and a ball cap. It's it's crazy. I say if you're a seller entrepreneur, leader, whatever you're

[01:00:38] trying to achieve embrace it. Yes, my nod to Darren McKee today. Who has been a guest on our show,

[01:00:48] who has done an amazing job building, amazing reputation for himself and becoming an incredible sales

[01:00:54] person for the company he works for. Well, a person I think today was great, I think it was

[01:01:01] you know as a shame we didn't have time but we did pretty good without having our babysitter here.

[01:01:05] I think so. I think he'll keep us around. Yeah, I think you'll want to get back and get us

[01:01:11] focused. Hey everybody thank you so much for joining us again. If you have any other comments or

[01:01:17] questions, throw them in the comments we come back around and we look at those as much as we can.

[01:01:22] If you have any questions about using a live show and a podcast for promotion, reach out to me,

[01:01:27] Carson Tom anyone on my fist bump team as well. And if you have any questions at all around

[01:01:32] LinkedIn, I had a call today with somebody who said, you know what I'm not going to become

[01:01:37] a client of yours but I have some questions. I really wanted to do something with my personal brand

[01:01:41] but I have no budget for you. I took the call we had a great meeting. We truly are here to serve

[01:01:47] and I know Carson and both experience that the more that we served the more wins come our way

[01:01:53] and so it's it's selfish honestly in a lot of ways of just being able to serve. So we're around

[01:02:00] for you, Carson. You want to wrap this up and send us on home? I mean look rising tides,

[01:02:05] lift all boats. We do it for love of the game so thanks for joining us for another episode

[01:02:10] and until next time with Mark Hunter happy modern selling. Bye everybody thanks for joining us.

[01:02:26] Thank you for joining us today on mastering modern selling. If you enjoyed this episode,

[01:02:31] don't forget to subscribe for more insights connect with us on social media and leave a review

[01:02:36] to help us improve. Stay tuned for our next episode where we will continue to uncover modern

[01:02:41] strategies shaping today's business landscape. Learn more about fist bump in our

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