Category: Podcast Recap

Ep 169: Secrets to Selling the Go-Giver Way with Bob Burg | Recap Episode

I cannot tell you enough how much I love Bob Berg and specifically Bob Burg’s philosophies about sales. You know, it’s been, it’s been a couple of years, really, since I had a focused conversation with Bob and, you know, this interview that we did together, it just reminded me of how much I love him and in the go giver. Okay. So the book that he and John David Mann wrote, and John David Mann is going to come on, we’re going to get him on the podcast here at some point. But that book is probably one of my top five all time business books. And, and, and probably, you know, can I actually say this, I might actually be able to say this. I think the Go-Giver is my, my number two book ever written for salespeople. Like top two, the only other one would be well, how to win friends and influence people.

And then also augmented Dino’s greatest salesman in the world, but Go-Giver is right up there. Like if you are in sales and, you know, we haven’t talked as much about sales on this podcast. I mean marketing and stuff like that, but like direct, you know, sales, sales, sales, as we did in this episode, which I love, I mean, this is sales was how I started, like sales is where I came from. I, I did sales first and then was a speaker and then was an author and then was an entrepreneur and then was, it was a marketer. And the, the, the takeaways from this episode are so good. Like for me to come up with three, I actually really had to, to focus hard and, and, and narrow them down. Obviously this is the recap edition of the interview that we did with Bob Burg.

Obviously it’s just me no, AJ this week. And I’m actually, I’ve got a lot to say about this, so it’s okay because I just, I think people sell the wrong way and there’s so much out there about how to sell that I just disagree with. And, and I, and frankly, I haven’t done. And I think there’s been so many times in my career where I haven’t fit in as a salesperson because I was not willing to compromise my reputation or my integrity just for the sake of revenue and, and Bob, you know, that’s what Bob, Bob teaches to do it that way. And so anyways, so let’s give you, let’s just dive into the, the three takeaways before I just rant here nonstop. All right. So number one thing that he said, or the first thing that really stuck with me is in a free market, you have to realize that people only buy things because they believe it’s in their best interest to do so.

It’s really, even though that should be obvious. A lot of times it’s not obvious because you know, like I’ve, I’ve heard people say people buy because they like you and they trust you. That’s not true. People don’t buy because they like you and trust you, people buy because they think that what you have is good for them. And it helps if they like you and trust you, and they might not buy from you if they don’t like you and they don’t trust you, it’s going to decrease the likelihood that they will buy. But even so some of us will still buy things. If we believe it’s in our best interests, even if we don’t like the person now, not, not as often. Right. And that is somebody not liking you and trusting you is a very big barrier to have to overcome, but either way it’s, they are buying because they believe it is in their best interest to do so.

And so your job is to help illustrate that for them. And I wouldn’t even say that way, like when I, when I think of this and I’m so excited, y’all like I don’t think I’ve shared this with you, but we have an event called pressure-free persuasion that, you know, we’ve been working on here for a couple of years since we started brand builders group and we haven’t taught it live. And we’re about to, it’s coming up for the first time. And so I’ve been like diving into, you know, really the first time ever in our life that, that Aj and I have put our actual personal sales philosophies into a training program, and it’s going to be so killer. And it’s so online and on target with, you know, this interview. And it’s all about serving the best interest of the prospect. And it’s, you know, I say illustrating that because if they’re going to buy, you want to illustrate it.

But I don’t even know that illustrate is the right way. Cause that illustrate basically means that like I’m drawing it out for them and I’m showing them how that’s in their best interest, which is true, but it’s a level deeper than that to go. Actually, I’m not trying to convince them. This is in their best interest. I’m not trying to show them how this is in their best interest. If you do pressure-free persuasion, which is what we teach. You’re actually legitimately trying to figure out if what you have is in their best interest. And that’s a whole nother level. Like we actually believe that you shouldn’t always sell everybody and that the goal isn’t to sell everybody. And I know that, I mean, gosh, like we may not get hired for a sales training from a lot of people, but I believe you, you make more that way.

Like you make more sales by genuinely being interested in discovering if what you have can legitimately help the person not look like it can help the person not pretend to help the person not convince the person that what you have may help them, but that it legitimately and authentically, and truthfully actually serves their best interest. And nobody does that. Like nobody does that. Salespeople are. So self-centered they think about I’m going to make the sale. What do I need to say to convince this person? Like, what are the magic words that I can use to change this person’s mind? And it’s like, what, like what that is so manipulative, that is not what sales is. At least it’s not what we think of sales. Let’s just say this way. It’s not what pressure-free persuasion is. So we don’t, I guess, own the word sales, but it’s not how we do sales and it’s not how we teach you to do sales and how we teach our team to do sales and how we teach the personal brands that we work with. And that we coach to do sales. It’s actually going, can I really help this person really? And so it’s important to understand that that is the goal. That is the objective and what we’re seeking. We’re on a mission for truth. We’re not on a mission for a transaction.

You understand we’re on a mission for truth. We’re not on the mission for a transaction. The truth is, can I really help you? If yes, then you should buy. If no, then you should not. It’s not that I’m on a mission for a transaction, which is what do I have to get you to do to say, yes, that’s not, that’s not, that’s not how we roll. This is not how we roll. Right? So you know, again, it’s one reason why we got out of the sales training business because we didn’t want to have to tell every single person that they should make every single sale every single time. And that all that matters is your revenue and your sales and your numbers and that your, your worth is determined to how much your sales is. We just don’t believe that. So this is probably a defining moment in a defining episode, I would say about who brand builders group is and how we are different.

And we’re not trying to differentiate ourselves for the purpose of differentiating ourself. I’m saying, this is what we believe that not every person should be sold and that it’s not a game of winning and losing. It’s not on a mission for a transaction. It is on a mission for truth. And it is about the best interest of the person that you’re talking to. And Bob believes, and I love that. Like there’s, I spent my whole life in sales and I can count on less than one hand. The number of people who teach sales, who actually legitimately teach that especially, you know, Bob has, has had such incredible career. So that’s the first thing is make sure you realize that the only reason they buy is because they believe it’s in their best interest to do so. Number two, again, Bob said a lot of this, some of this I’m adding color in, but we’re aligned here. The target is not making more money. The target is serving other people.

If you aim for serving other people, money is a reward that comes like the reward comes in the form of money, but we’re not aiming at money. If I’m aiming at making money, then serving people is ancillary. And I may or may not do that because it’s subservient to making money. We have to flip that. We got to switch that we have to turn that inside out, serving people is the target money is the reward. It’s not that money is the target. And maybe we serve people and maybe we don’t, it’s it’s never about the sales person. It’s always about the prospect. It’s always about legitimately helping them. Now, some of you, you know, you may go, yeah, I’m done listening to brand builders group because you know, they’re not going to help me make money quickest. And you know what I would say, in some cases that’s actually true.

We may not be the people who teach you how to make money the fastest. But what I would say is we’re the people who teach you how to make the most money. The longest, because this is about reputation. We’re playing the long game and don’t hear what I’m not saying. I’m not saying you shouldn’t sell. I’m not saying you shouldn’t close the deal. I’m not saying that people don’t need help making decisions. They do. We will teach that and talk a lot about that when we get to pressure-free persuasion in the course. But what I’m, what I’m saying is that service is the objective. The money is the by-product of that. And term, it will happen, but you never sacrifice long-term reputation for short term revenue. We believe that you shouldn’t, but that’s not what most people who teach sales believe it’s the opposite. Most of sales is revenue at all costs.

Revenue is your worth. You’re as good as your last sale. Like, you know, it’s only the top producers who matter the most like it and it’s, and it’s going, we’re playing a different game. We’re playing a longer term game that we’re investing in reputation. We’re investing in trust, we’re seeking truth. We’re going after service. We allow money show up as a by-product of that. And yeah, that’s what we just believe so far. It’s worked out pretty good for us. You know, maybe we would have made more money. Maybe we would have made more money in our careers. I’m specifically speaking to, to me and AJ right now. But I don’t think so. I mean, it would be pretty hard pressed. I mean maybe, but even if we did, we don’t care because it’s not worth it. It’s not worth, it’s not, it’s never worth a compromise of integrity just to make more income.

It’s never worth a compromise in your reputation just to make more revenue ever. At least that’s not what we believe. And I don’t think that’s what Bob believes. And, and to hear Bob say, it gives me conviction. Right. And I’m just like, man, that that’s that’s, that’s it. That’s what we believe is different. All right. The third thing I want to highlight about Bob, which I love, which is his personal brand journey. And you know, if you, if you, how do you make money quickly as a personal brand? Okay. So let’s now let’s flip and go, okay, got it. Love service. Also need to make some money, right? Like that, that is true. Okay. Again, we were good with money. Like we love, we want money, right? It’s not like we don’t want money. We want money. We want income. We want sales. Okay.

I’m not saying we don’t I’m saying that’s not number one. Now let’s flip it and go, how do we make some sales? Like, how do we make, how do we make some money, man? And here’s what I, here’s what I want to highlight about Bob’s career and what I want to tell you. Well, before I tell you what this is, this is the third takeaway. Bob built his career on this. He says it in the interview. Bob built his career on this. Tom Hopkins, Brian, Tracy, Tony Robbins. They also all built their career on this. We have built our career on this ed Tate, who is a good friend of mine, who is a world champion of public speaking, built his career on this Mark Sanborn built his career on this. So many of the top performing highest income earners, most notable award winners in this profession built their career on this one skill.

And Bob mentioned it, and this is what it is. You learn to speak for free and sell at the back of the room, speak for free and sell at the back of the room. So many of the greatest teachers, speakers, influencers, personal brands authors, whatever you want to call them. So many of, of the highest paid speakers in the built their career by speaking for free and selling at the back of the room, because it’s a lot easier to get in front of the audience. If you don’t have to charge a fee to get there, right? Like now again, don’t hear what I’m not saying. I’m not saying that you shouldn’t one day charge a speaking fee, right? I am at a stage in my career where people pay a a pretty good bit of money, right? Like we’re, we’re not, we’re not rolling in Oprah dough or, you know, or, or Gary, Gary Vaynerchuk DOE, but we get paid a pretty good amount of money to stand in front of some pretty large audiences.

But how did we get there? I spoke for free 304 times, 304 times before I got a legitimate speaking fee. Now, does that mean I spoke, I never made money for my first 304 speeches. No, we built a multi-million dollar business speaking for free. We built an eight figure business speaking for free. This was how we started our last company, because it’s the same model that Brian Tracy and Tom Hopkins and Tony Robinson, Jim Rhodes, like it’s the same model that so many of the legends in this industry have used. You go speak for free and then you offer something for sale. And even when I say offer something for sale, like when you think about it, right? You, you know, our mind goes to like sell a book at the back of the room or sell a course. You know, it used to be like sell CDs or sell tapes, and then it was CDs and then it was DVDs.

And now it’s like sell a course and that all works. That that can all be true. But it can be selling tickets to an event we’ve done that we’ve, we’ve sold millions of dollars of tickets to events after doing free presentations. It could be selling but, but, but, but it also could be selling coaching programs, consulting services. If you’re a financial advisor, if an anybody in the professional services industry, you go speak for free. And, and when we say sell at the back of the room, there’s two types of offers. So we teach this in our revenue engine course, there are soft offers, which are offers that you make, which are for people to take the next step, but it’s not for money. A soft offer is like schedule an appointment or request a call. And then there are full offers, which are to the point of a financial transaction.

So, you know, come to the back of the room and give me your credit card. So that’s the difference between full offers and soft offers. Most of the money we’ve made in our career has happened from soft offers. Well, I guess I can’t say that because it, in a, yeah, I mean, in our last business, we made a lot of full offers. Like we actually spoke for free and we’ve closed in the back of the room now. So, so you go, how does this apply to me? Because if you’re a, if you’re a cosmetic surgeon or you’re an accountant, or you’re a lawyer, or you’re a financial advisor, or you do direct sales, or you’re an author, a coach, a speaker consultant trainer, all of us can go speak for free and sell at the back of the room. This is the fastest path to cash.

This is the single greatest, most powerful mechanism there is for monetizing a personal brand. Now, if you can get paid to speak and you can sell at the back of the room even better. And, and there’s a lot of delicacy and a lot of tact and a lot of nuance and a lot of tremendous skill and psychology for making full offers. You know, it’s very easy to come across as pushy and slimy from stage. If you’re making a full offer, if you’re asking a room full of people for their credit card, all at the same time, there is a lot to learn about how to do that, right. Something that we know a lot about it. And we teach, we actually teach that skill in world-class presentation, craft how to close a room full of people which is very different from one-on-one sales, which is what we teach in pressure-free persuasion.

But a soft offer is easy. Anybody can do it. In fact, here’s another distinction I want to make for you. The word speaking, right? You might hear the word speaking and you think of people like me. I stand on, you know, I get on these stages. There’s sometimes there’s tens of thousands of people in the room. Well, you know, that may not be what your daily life looks like. It probably does it like, there’s not a, there’s not a ton of people who do that, but the way that I built my career and we built our career and, and AIJ, and I have built our various companies you’ve been involved in is by speaking to small rooms of people between like a smallest three people. And it usually like three to 15 and going out and speaking. So you can, it’s not auditoriums and arenas full of people.

It’s not giant conference rooms. These are small office built, you know, office buildings and their chamber of commerce meetings. And they’re, you know, Kowanas clubs and rotary clubs and, and just a small company know pulling, going in and speaking at their weekly meeting. I mean, that’s how Tony Robbins sells all of their event tickets, or they used to the yeah, I say that not, not knowing Tony and not knowing much about their, their internal operations, but that is how they, they built their company. Cause that’s been the model, but here’s the other thing, not only is speaking, does it not require big audiences. It also doesn’t require in person audiences. Ah, they can be virtual audiences. They are webinars. What is a webinar? Right? People like, Oh, webinars, which they’re not new anymore. But 10 years ago it was like all the craze, Oh, webinars, what is a webinar webinars speaking for free and sound something at the back of the room.

It’s the exact same thing it’s been around for decades. That’s why it works by the way. That’s why we teach you how to do it. And we, that’s why we encourage one of your first funnels should be quote unquote, a webinar funnel. But if you’re not an information marketer, you know, you might not think of it as a webinar funnel. You might think of it as a free online training or a masterclass or a web class or a video or whatever. But it’s the same thing you’re giving value for free in the form of a video. And then you’re offering something for sale at the end, also going and doing podcasts too. Where is the same thing you’re speaking for free. This is how we launched brand builders group. How did we get our first dozen customers? Right? We went on podcasts and for free, when I speak on a podcast it’s for free, right?

Usually I’m not getting paid. There’s a couple of times that’s happened, but usually it’s like, I’m there because I have a relationship with the host or I want to, or I like what they’re up to, or they’ve got a great audience and you know, blah, blah, blah, blah, blah. But you’re speaking for free. And then you’re selling now in a podcast interview, you almost never hear full offers, right? You don’t hear very often because not many people would listen to a podcast if there was a full offer, every episode. Right? But what you do is you do a soft offer, you know, go request a call. That’s a soft offer. Here’s my Calendly link or go to my website. And there’s a lead capture, you know, or go to this landing page and download a free opt-in. Those are soft offers. They’re they’re steps towards a sale, but they’re not, they’re not all the way to the sale, but webinars, podcasts, you know, now there’s this you know, challenges are like all the craze like, Oh, there’s a challenge.

What does a challenge? A challenge is a Facebook group of people. It’s just the audiences inside of a Facebook group instead of on a webinar or instead of on a podcast or instead of in a live room and you go low, you go live, which is a video comes on and you speak for free four or five days, seven days, 21 days, whatever the challenge is. And then what do you think they do at the end? They sell, speak for free. It’s a lot easier to build an audience, get in front of an audience, be invited onto a stage. If you remove the barrier of, of a speaking fee and you can still monetize your time. So you’re speaking for free, but it doesn’t mean you’re not getting paid. You’re just not getting paid to speak. You’re monetizing your time still, but you’re doing it through either full offers or soft offers at the back.

And anyways, I, I know I’m harping on this, but it boggles my mind, how people miss this. And if you look at the brand builder journey, and I know, you know, we don’t do a lot of our own training here on the podcast, but when we teach the brand builder journey, if you go to our website we have this, you know, when you click on our process, we map out our brand builder journey there. And we have, we have 12 core courses. We divide them into four phases. So our curriculum is, is one curriculum divided into four phases. And each of the four phases divided into three courses. Phase one is finding your brand DNA, which is creating, finding your uniqueness, finding your positioning. And we get clear on who you serve. What is unique about you? What’s your position in the market and how do you make money?

Well then course two in phase. One is captivating content where we help extrapolate your uniqueness into a body of original thought leadership, frameworks, and intellectual property. We draw out of you, your expertise into a body of work that happens in phase one course, two captivating content. And then phase one course three is world-class presentation craft, which is where we take that content. And we prepare it for the spoken word. Now, some people say, well, Rory, I need to make money faster. And they go, I want to get to funnels faster. I want to do paid ads faster. I want to monetize faster and they’re, and they’re missing it, right? Like we do all that stuff too. You’ll get there. But the fastest way to monetize is to go speak for free. It is the fastest way because people get to sample you. You’re reducing the, the, the, the barrier of entry to get hired because you’re not, you don’t have a fee, right?

You’re making it easy for them to hire you. You’re standing in front of that audience, you know, or presenting live or virtually or whatever it is. And they get to sample you for free. So they get to trust you first. And then they buy for you. This is a skill you have to master, and I’m not saying you have to master the full offer skill. That’s a hard skill. There’s risk involved there for sure. There’s a lot of psychology, a lot of tact. And if you’re standing on a stage asking people to pull out their credit card, you definitely need to go through some serious training with us. Cause it’s delicate to do. It can totally be done. It’s amazing. Like you can, I mean, you can, you can sell tens of thousands of dollars, hundreds of thousands of dollars in a room and actually collect the money on the spot.

Super powerful, but verb that’s pretty advanced, right? And so there’s a good, there’s a good or chance. There’s a more likely chance that what you’re going to start with is soft offers, which is great. That’s still a measurable deliverable, you know, drive towards revenue. How many people requested a call scheduled an appointment downloaded my opt-in, you know, my, my lead magnet gave me their business card. That’s a proactive step in the sales process. Speak for free, give value for free serving others is the target. You know, it’s about them. It’s not about you all of these great, amazing, wonderful takeaways from the one and only Bob Berg, who is one of the few people that I can recommend unabashedly when it comes to, if you want to learn how to sell this is somebody that we are aligned with that we believe in. And that love. I mean, Bob has been such an encouragement to me over my career and gosh, the Go-Giver is just one of the best books ever. And you know, Bob does this pour into people, give first serve first help first and allow money to be the by-product that will inevitably show up sooner or later. Keep coming back here to the influential personal brand podcast.

Ep 167: How to Create a Viral TEDx Talk with Jennifer Cohen | Recap Episode

Without a doubt. This episode that we’re breaking down here. As a recap with of the interview I did with Jennifer Cohen is one of my top favorite interviews and episodes of all time. Why? Well probably because this is one of our clients celebrating such a huge, huge win, and it fires me up and makes me so excited and so proud and so honored to be associated with what she has done. This is why we started brand builders group. Welcome to the special recap edition of the influential personal brand podcast. It’s your man, Rory Vaden talking about that interview with Jen. And I mean, this is why we started this company, like like seeing our clients win, makes me so freaking happy. And we just are in terms of that right now, we are on a roll. I mean, we, we have two clients on the New York times bestseller list right now.

We had another client hit number four on the wall street journal bestseller list. We’ve had like three clients hit number one in their category on Amazon with their, those are specific to book launches. We have two clients that have gotten over a hundred thousand TikToK followers in less than a month. We have another long-time client who closed a $300,000 consulting deal. You, which he says is a lot based on his personal brand. I mean, we’ve got clients doing 30, $50,000 a month consistently. These are the clients we’ve been working with for a couple of years. And it’s like, it’s so amazing to see this happening for them. You know, because it takes time. I mean, we tell people it takes time. And now that we’ve been around as a company for couple of years, we’re starting to see all the, all of these managers, these early manifestations of work that these people have been doing for a couple years, like a year or two now it’s starting to hit and it started to get so exciting.

And, and this interview with Jen, you know, really represents that. And if you miss the interview, okay, what am I talking about? This is one of our clients who followed our PR hired us for very specific reason, followed our process, which is my first takeaway. Okay. So just, you know, to get to my three biggest highlights and takeaways, this is the first one, follow the process. Because she hired us specifically, she got an opportunity to do a Ted talk. She had watched us do work with one of her friends. She, she sat in on a private brand strategy session with one of her friends, Darren, shout out to Darren Prince, love you, buddy. And then, you know, hired us to help her with her Ted talk. And she followed the process, went out, did exactly what we, we laid out in terms of a strategy and she executed it brilliantly.

And now she has a Ted talk a year later with 2 million views like viral Ted talk. And so when you, when you break this down on top of just being like over the moon, proud and excited for her and just feeling honored to have had some part in this, when I think about for you brand builder, like what’s the takeaway is to trust the process, like the stuff that we’re teaching you. And I know not everyone who listens to this podcast is a client of ours yet, but, but even the stuff that we teach on the podcast, the things that were drawn out of our guests, they’re, they’re proven like the people we bring on the show, the reason we bring them on is because they have proven results in a certain area. And that is why we bring them on. Right? And that’s why if you go, Hmm, how come some, every once in a while, Rory will bring on like a stranger.

And sometimes it’s a client. And sometimes it’s like a friend of his from a long time ago. And, and sometimes it’s like a new it’s because we’re bringing them because each of our guests has a superpower that is proven. And if you follow the things they do and you invest in the long-term and you have faith, and you, you, you have the discipline to execute in the short term and the faith to persevere for a while. And, and this is what’s so exciting is like, it’s not even five or 10 years. We’re talking about a couple years, like a year or two down the road. In Jen’s case, it was a year. It was like one year from the date. She hired us to where she had 2 million views on her Ted talk. The whole window was less than a year was, was, well, it was about a year.

I was actually just over a year and her life has changed. I mean, listening to the interview, she’s talking about her life has changed. She’s gotten these flood of inquiries in her email. This is growing and she’s getting business opportunities because she followed the process and she was faithful to that and humble, right? I mean, she, and this is the tricky thing about, you know, Jen and a lot of our clients is, you know, how we can’t really take, you know, a ton of credit because the clients, a lot of the clients come to every client that we work with comes to us with like this raw material. And in some cases it’s, it’s pretty well polished. You know, some of our clients are, are very well known and Jen is already a, you know, a rock star, like she’s already a bad mama JAMA, like, but that’s part of the power is going.

She humbled herself to go, you know what, in this specific area, I think I could, you know, maybe use some help, you know, hired us, invested the time and then actually follow the process. And I think, you know, that level of is, is really important. It’s the people who succeed are the ones who are like humble enough to learn something and humble enough to follow the process and, and not think they’ve got it all figured out. And this is, you know, me included the reason I host this show, right. In addition to wanting to serve you is if you can’t hear is like, I’m learning like the, basically the Wolf, my plan as a host for the show is I’m trying to draw out all of the things that I want to know and that I want to learn so that we can learn together because there’s so many things that we don’t do that well or that we just know a little bit about or some things, I mean, we’ve got, we’ve got an episode coming up here about chat bots. You’ll, you’ll see when we get there, like, we have no clue what we’re doing. Like we, we just know enough to know we’re completely missing the boat on this. And, and that’s a characteristic and an attribute that I hope you embody.

Not because we want you to hire us, although we’d love that or not, because we’re saying you need to go hire someone else. But because that’s the, that’s an attribute of successful people that they’re humble enough to learn a process and follow the process. And, and Jen is a great, this is a great example of that. And, and it, it, you know, she deserves all the credit because she did it, she, but, but, but she followed this. And I just love that. And I, I wish the same for you. And, and by the way, those of you who are clients of brand builders, Kay. If you’ve been through our world-class presentation, craft training, okay. Whether you did that as a private brand strategy session, or if you came through that event or if you’ve gone through it in your one-on-one calls with our strategists, or if you’re, if you’re if you’re one of our clients and you haven’t been through it yet, but you have access to the recordings.

If you watch that world-class presentation, craft training, or if you’ve been through it, you can literally go watch Jen’s Ted talk, which we will put a link to her Ted talk. Well, we’ll, we’ll talk about the title in a second. You can go watch that training, like watch her Ted doc and literally reverse engineer and dissect, and you will see her applying to a T the modular content method and the message and the uniqueness and the problem and the framework and the S the S the, you know, the four parts of a story and the character development like, and the psychology of humor. Like, you’ll, you’ll see her literally following this. And that is one thing that is so exciting about her successes. It’s such a public display of you know, something that you can see. So clearly, like kind of like, you know, our fingerprints are our formula on it.

And so I’d encourage you to do that. If you’ve been through world-class presentation, craft is, is to actually go watch her talk and dissect it. You know, you probably should just go watch it anyways, cause it’s an awesome talk, but you know, no matter how good we are, if someone does involve the process, it doesn’t matter. And no matter, you know, how good we are, if somebody, if, if we can’t, you know, we can’t do anything like our help is worthless. If someone isn’t willing to be awesome and do the work. So it’s, it’s a weird thing where it’s like, we can’t really take any of the credit because they’re the ones willing to do it. And, and Jen, is this a great example of that, but it sure is fun to see the wins. And, you know, like I said, not just with her Ted talk, we’ve got some other massive client winds going on right now that are very public, which is awesome.

Follow the process. Okay. Second takeaway, which is something that if you’ve been through brand DNA, or if you hang around brand builders group at all, you know, we talk about all the time. One message, one message, one message. You have to have one message that cuts through with precise, like precision level clarity. You have to have one message, not if you have three points, the three points should be subservient to one message. One message. What do you want the audience to, to, to do differently as a result of hearing your Ted talk or your keynote, or going through your video course or your coaching program or your book, most people cannot, will not boil their work down to one instruction, one command, one, like the order, like deliver an order, deliver a command and make it one. If you have diluted focus, you get diluted results, but the more you boil it down and you hit people directly with it, this is my message.

Then they can hear it. They hear it multiple times. They remember it, they process it and then they’re likely to do it. And then the best marketing of all is a transformed life. So they’re actually going to go out and tell other people about that thing. And that is what you want. So one message that cuts through with precise clarity. Again, when you go listen to Jen’s talk, you will hear she is giving one specific repeatable command. And it’s super clear with my Ted talk, same thing. You know, my entire Ted talk is one message. Spend time on things today that create more time tomorrow. That’s it one simple idea. And specifically with Ted, you know, remember with Ted talks that the Genesis of Ted is ideas worth spreading ideas worth spreading. That’s the Genesis of the platform. So you’re, you’re looking for an idea, one idea to express, and it’s much better to spend 18 minutes developing one idea then, then to deliver 18 ideas and spending one minute on each, which is what a lot of people do, or they’ll do three or five or seven.

And it’s like, especially in a Ted talk one, you only have time for one, but, you know, we would say the same thing about a book and a keynote, of course. And she just executed that. So brilliant brilliantly. So you have to have precision level clarity. If you are not clear, if you are not clear in one sentence, what you want, your reader or your participant or your audience member to do after they’re done listening to you, how are they ever going to be clear themselves? Like if you aren’t clear on exactly what you want them to do, how are they going to be clear? And that boggles my mind, how authors and content creators can spend four hours talking about something and not be clear on the one thing they want people to go do. What’s the one thing you want them to do take the stairs, was do the things you don’t feel like doing.

That’s the whole book, the whole premise, the whole goal, the whole movement is around encouraging, empowering, challenging, inspiring people to do things they don’t want to do procrastinate on purpose or how to multiply time is spend time on things today that create more time tomorrow. It’s a, it’s a smaller idea expanded in a bigger way, not a bunch of ideas expanded upon in little ways as my mentor, one of my main mentors, Eric Chester used to say, Rory, it’s always better to say a lot about a little than to say a little about a lot, say a lot about a little than a little about a lot. So that’s key. And then the third, third big takeaway, which I wanted to actually color in a little bit for you because you wouldn’t have seen this, but, and again, this is just another shout out to Jen for her humility and her coachability and her adaptability and flexibility, which is kind of ironic for a woman whose whole Ted talk is about being bold.

Cause she’s all about it. And that is her life. And that is her story. And, and yet being bold doesn’t mean not being humble. And she just lived this perfectly is your title should be about the destination, not the vehicle, the title, the titles you use should be destinations, not vehicles. And, and this is what I wanted to color in for you because when we were working with Jen and we were talking about the title of her talk, there were several different renditions or concepts that came up that she was kind of presenting as like potential titles. And they were all around boldness, which is what her uniqueness is. For those of you that speak brand Miller speak from brand DNA, her uniqueness is his boldness. And it’s all about being bold. Well, the, the, what she did, the very natural thing, which is what so many people do, which is the mistake that, that I’ve made those of you that have heard me tell the story with procrastinating on purpose.

Procrastinating on purpose is a vehicle. It’s not a destination. It’s, it’s not a good title. It’s a bad title. It’s not a bad concept. It’s just a bad title because it’s a, it’s a vehicle. The vehicle takes you to a place, but your titles should be destinations. Multiply. Your time is a destination. That’s a result. That is that is a great title, which is why the Ted talk called how to multiply your time. Went viral, even though my book called procrastinate on purpose, which is exactly the same content that book doesn’t sell very well. Because of a bad title, we know the content is great because the Ted talk proves it. People love it. It’s not just good. It’s amazing. It’s it’s worth going viral. How come the book doesn’t sell? Because the cover isn’t clear, the cover, the title is marketing a vehicle instead of marketing a destination, you and, and, and the natural instinct of content creators of which I am.

The number one, like this is how we learned this. This was my greatest marketing mistake of my career is that I marketed the vehicle because I’m passionate about the vehicle. I’m passionate about the solution, but you don’t want to market the solution. You want to market the payoff of the solution, the result of the solution, you don’t market, the how to you teach the, how to you market. What shows up as the result of the, how to, you know, we say the destination, the results, the payoff, those are the things that you market as the title. And here’s several of her initial titles were like bold is the new healthy. That was one of the things that she wanted to call it. Well, healthy is a destination. So the word healthy could have fit as a potential title, but bold is not a destination like bold is a vehicle.

Bold is her is her mechanism though, the way to change your life is to be more bold, bold. His, her, how to, that is the thing you have to do to change your life. But when you do marketing, you don’t market. The thing you have to do to change your life, you Mark it. What shows up as a result of having done the thing you have to do. In other words, what, when you are bold, what happens? That’s what the title is. When you are bold, what shows up, what occurs, what change happens. That is what is the title? And you know, so she had a lot of titles around bold. The other thing that she wanted to do was potentially call the speech the 10% target, the 10% target. Now, when you listen to the speech, you’ll hear that the 10% target is her framework.

That was something we helped her come up with. We teach people how to create their own frameworks, right? Well, 10% target is a great name for a framework. It’s a terrible name for a title. Why? Because the 10% target isn’t clear. I don’t know what that is. And remember, and if you haven’t heard this before, or even if you’ve had write this down, right, like etched in stone from Rory Vaden, clear is greater than clever. Clear is greater than clever. Clear is greater than clever. Clear is greater than clever. The 10% target works for the name of a framework because you’re only talking about it to people who know what it is as you’re explaining it, but it doesn’t work as a title because it’s not clear. I don’t know what that is. I mean, when you hear the 10% target, your first thought is what is that?

That’s how, you know, a title sucks is if people hear the title and they go, what is that? That’s not what you want people to say. When they hear your title, whether it’s a Ted talk, a video course, a subject line of an email sequence or a book title. You don’t want them to say, what is that? You want them to say, how do I get that? Right? You, you don’t want a title to be confusing. You don’t want it to be curiosity invoking you want it to be enticing. And so the 10% target isn’t clear. So what did she call her? Her Ted talk. Right? So, okay. If it’s not bold and, and it’s, it’s not healthy. And the reason we eventually went from healthy, even though her background was like a fitness person, that’s like part of her past, but that’s not who she wants to be in the future.

Like, so the reason we, we went away from healthy wasn’t because the concept of healthy works as a potential title, healthy is a destination. It is something that shows it’s a result. You know, you eat like a healthy as a, as a, as like a, as a by-product of, you know, being disciplined. Discipline is a vehicle healthy is the destination. So healthy could have worked, but we’re trying to take repivoting her brand away from health, which is where she has been known historically. And we’re wanting to position her more as like a personal development kind of kind of a person, right? So that is why we went away from that. But the, the, so that’s, that’s why we didn’t choose healthy. And so what did she go with the secret to getting anything you want in life? That’s it, that’s the name of her talk, the secret to getting anything you want in life.

Doesn’t say anything about it. Doesn’t say anything about the 10% target, but it’s because that is, if you follow her formula of being bold and using the technique she teaches called the 10% target, what happens according to Jennifer? Anything you want, like, that’s what she is saying is you can get anything you want by being more bold. And by using the 10% target, which has asked for what you want 10 times more or less, I forget her actual, the exact verbatim of her message, but it’s been over a year and I can still remember off the top of my head, a big part of what it is, the secret to getting anything you want in life is not a fancy title. It almost feels like boring. It almost feels like you would go well, that’s been done. That’s an original, that’s generic. Doesn’t matter. It’s clear, clear is greater than clever.

I don’t want the 10% target and I don’t want boldness. I want to get anything I want. And I want the secret to getting anything I want. I mean, that is why it’s a great title. It’s just, again, like she was willing to surrender her predispositions about what she liked and what she kind of thought for the, for the, for the kind of proven structure behind going. This is why we do it without surrendering her identity without surrendering. You know, she’s not just blindly saying, Oh, I’m going to do everything you say to do. She weighed it though. Right? She, she weighed it proportionately and, and that really, really, really worked. So kudos to you, Jennifer Cohen. We’re so proud of you. We learned a ton from watching you and the talk is great. And you know, your story about Keanu Reeves is so memorable. And you know, you are now etched in Ted talk history as one of the the few, few viral talks. So thank you for letting us be a part of your journey and keep going, girl, we’re going to keep tabs on you. It will be exciting to see where it goes from here. That’s all we got for this edition of the influential personal brand podcast recap.

We’ll catch you next time.

Ep 165: Successful Self-Talk for Personal Brands with Jon Acuff | Recap Episode

Getting out of your own way and learning to believe in yourself, what a great chat with my friend long-time friend, John Acuff welcome to this special recap edition of the influential personal brand podcast. Rolling solo here today. No AJ, but I’m dissecting and debriefing this, this discussion that I had with John and I, I love John because, you know, when I watch him as a speaker, I just think he’s hilarious. And, and insightful. But every time I spend time with him, one-on-one he always phrases things in a way that I can like grab hold of them. And

This conversation was no different and this is kind of a newer, a different space for him than I, I think, you know, a lot of his early work was really rounded, like really, to, I guess, more of like your career and, and, and how do you, you know, kind of keep track of your career and then he’s moved more and more into like the inspiration, motivation, and goal setting space. And so anyways, this is just a fun conversation, fun to see the evolution of his career and all the different ways, all the different ways that he uses his, the various assets and skillsets that he has. And so I want to give you my top three takeaways from the conversation like we do on every, every episode in terms of what stuck out to me. And the first thing was, you know, of course this was a, this was basically a conversation about successful self-talk for personal brands.

And the difference between overthinking and preparation was a huge distinction for me, where he basically said preparation leads to action. So preparation ultimately is pointing you towards action. You’re getting closer and closer to action. Whereas overthinking just leads to more thinking. And I think that’s really good, right. Is to go because there’s value in being prepared. There’s value in thinking through things. There’s, there’s a lot of value to go and let’s make sure we do things right and not just do them fast. And so, you know, that’s always something that I’ve wrestled with. I think a lot of, a lot of you wrestle with that is going okay, you know, how much is the right amount to widdle on my website before it goes live? How much is it right to like edit on my manuscript before I just send it in? You know, how many times do I need to edit my video before I just post it?

And, you know, so I think there’s this, this, this balance of like working in it and refining it and preparing for it. But also not with procrastinating and overthinking. And so that was a huge distinction to me of going, okay, you know, you’re doing the right, like, you know, it’s a healthy use of your time. If it’s like moving you closer to action and to better action and to more effective action, then I feel like that’s the, that’s the healthy indicator. But if you’re just thinking, and then it’s causing you to think more and think more and think more, and you’re not actually stepping closer to hitting publish or to going live or to launching or to action, then it’s really just creative avoidance to borrow a term from my take the stairs book. Right. That that’s really all it is. And I thought what John said was super powerful when he said over thinking is anything that anything that you think that gets in the way of what you want overthinking is anything that you think that gets in the way of what you want.

That’s super powerful, right? It’s just, just going, okay. You know, overthinking could be negative thinking. It could be procrastination, it could be distraction. It’s just any type of thinking that gets in the way of what you want. And this is so critical to me because I think becoming a, whatever, a best-selling author, a successful speaker, building a successful personal brand, being a successful entrepreneur, what people don’t realize is we think that the battle is out in the tactical of like, how do I do this? And what technology do I use? And who’s the right vendor and how do I structure? And, you know, there’s like a lot of the details and, and, and, and those things are important, right? I mean, a lot of what we teach at brand builders group is related to those, those tactical things. But you, you can’t win that battle until you first win the battle in your mind that you, you deserve this and that you need to take action.

And so that’s why I loved this episode was because, you know, you have John and I both kind of going back and forth sharing various insecurities that we’ve had to overcome and that we still have to overcome, and that we wrestle with to kind of get to where we are and, and, you know, to, to where we’re wanting to go. And I think, you know, that’s just really big, it’s understanding that distinction of what is healthy thinking in terms of preparation and Polish and, and editing and, and making things better versus unhealthy thinking, which is ultimately just an excuse to not have to take action. So I really enjoyed that. The second thing is less about something that John said specifically and more just about this topic in general. I think the idea of positive self-talk or affirmations, you know, this mental programming, these are, these are things that I’ve cared a lot about.

I’ve practiced a lot. I’ve read a lot about research, a lot about and written about, I mean, and, and take the stairs. So in my first book, take the stairs. There’s a whole section called the creation principle of integrity which talks about this very deliberate connected pattern between the, the things you say to yourself in your head, which John calls, soundtracks, which I think is kind of a cool, a cool metaphor illustration of, of it, and how that ends up manifesting the results that you experienced in your life. And it becomes a huge part of the mechanism. And, and I think, you know, so there’s just a, this is a moment to recap some of those, but the biggest thing is just for you to know that the way that your brain works is that you don’t believe what is true. I don’t believe

Leave what is true. We don’t believe what is true. We believe

Ever. We hear most often, like our brain is neutral in its ability to determine truth. What, what we associate as truth is just whatever we’ve heard with the most frequency and we’ve decided and convinced ourselves or allowed ourselves to believe that that is his truth. Rarely do we take everything that we believe to be true and run it through, you know, like data analysis, or do we test it against historical accuracy or, or scientific corroboration? Most of the things that we believe is kind of like, you know, it’s because we heard them. And so the good news about that is that you can rewrite your programming. I mean, your brain is like an operating system. I, when, when people talk about belief, you know, I think the mind often kind of wonders, at least mine, mind thinks of that as kind of almost like touchy, feely or esoteric or abstract.

It’s kind of like out there in the world of, of go. And the, I don’t really know how do I believe in myself that is you know, it’s, it feels somehow impractical, but when you think, okay, my brain is an operating system, it’s like a computer and it runs on a program and the program is whatever. I tell it to run, whatever, I’ve what I, whatever I have been telling it most often, that is belief. And, you know, John calls those soundtracks, which I think is a great as an easy parallel for people to understand. But whatever you’re struggling with is, is not the truth. Like whatever, your, whatever you’re telling yourself about why you can’t succeed or whatever question you have about like, am I good enough or smart enough or experienced enough? It’s not based in truth. It’s based in unfamiliar unfamiliarity.

That’s a hard one to say unfamiliarity, because as you tell yourself over and over again, this a new, you, you restate something it’s, it literally is a new neural pathway that’s formed in your brain. And the more times you have that thought, the easier it is to, for those synapses to fire. And that becomes accepted as truth as a way of thinking, it’s, it’s, it’s written into your programming. So you have to architect your own operating system. You’ve got to program yourself. And if that feels weird to you, like, Oh, I have to program myself. The only thing that’s weirder than that is going, if you don’t do it, you’re allowing other people to do it. So this is happening, whether you want it to happen or not. Most of our programming comes from our parents and our friends and our TV, you know, like the media and our church, or like whatever we’ve been told.

So either you’re doing it intentionally, or it’s just happening to you accidentally. And that’s a real dilemma. And I’ve been shocked over time because I, I grabbed hold of this concept early in my life. I’ve had pretty healthy self-talk for most of my life. But as time has gone on, I’m realizing how many people have never been exposed to this or got exposed to it late in life. And they have all of this negative conditioning. And what, what scares me is that most of us would never let someone talk about their family member, the way we allow ourselves to talk about ourselves. That’s scary to me. You would never let someone talk about your mom or your spouse, or your brother, your sister, or your kids. Like you would never let some stranger say the kind of things about them that you allow yourself to say about yourself all day, every day.

And that is scary and heartbreaking because it’s not true. The only thing that is making it true is that your telling yourself that over and over again, and it is just as easy for you to say the complete opposite of that and say it again and again. And that is what becomes truth is you might say, well, it’s a lie. It’s not that it’s a lie. It’s that it’s new. And so it’s unfamiliar. It’s kind of like walking. I use this illustration a lot is like, it’s why you go hiking in the, in the woods or something. There is a path it’s easiest to stay on the path. That path has been paved, right? Like the path has been made. If I want to go off that path and go a different route, there’s no path there’s literally brush and trees that I have to peel back and knock down and pull apart.

And you might have to dig or lay rocks across the stream or build a bridge, right? It’s, it’s, it’s much harder the first time to form that new path. But then every subsequent time you go down that path over and over and over, even the second or third time, it’s exponentially easier than it was the first time. And by the 50th time or the hundredth time, that path is just as clear as the one you used to take. And so it becomes just as easy. And that’s how truth works. Well, that’s not how truth works. That’s how your brain works right. There, there are things that are true. I’m not saying that there isn’t truth. I’m saying what our brains perceive and receive and accept this truth are what we hear most often. And that is something you have a lot more control over than you realize.

There are certain things that are true. They can be proven true. They’re scientifically true, but that’s not, most of what’s in our head. Most of what is in our head, we’ve never even bothered to ask to say, who said that? Who told me that? Is that even right? Like, you know, is that even accurate to Thomas Edison really invent the light bulb? I don’t know, like I wasn’t there, but, but, but a lot of people go, well, of course he did. Well. Why? Well, because my history teacher told me and I read it in a book. But in fact, the more you dig into that, the more you’ll find there’s quite a lot of discrepancy about whether or not Thomas Edison invented the light bulb. Right now. I’m not here to challenge Thomas Edison. I’m here to say that there are things like that, that you accept as certainty that are not certain, they’re just familiar.

They’re just repeated with regularity and our brain interprets that as truth. And so belief doesn’t have to be this hooey phooey kind of gushy abstract thing. It is a concrete matter of programming your own brain, the way you would program a computer. And you’re either doing it deliberately to yourself or you’re allowing it to happen accidentally through other means. And which I think is kind of the essence of what John’s whole book and the conversation was all about. So that was really good. And then the third takeaway for me, which I loved, and this was, this was inspired by something John said, but I don’t think he said it exactly like this. But as I went back and I was listening to the interview and I was replaying it in my head and I was reviewing my notes, what really hit me. And perhaps this was the most salient learning moment of the conversation for me personally, is that your clients can’t hire you at a level that is higher than what you believe in yourself to be right.

Like, I can’t hire you at a level that is higher than you believe yourself to be. And there are certain clients who would pay more, who look, they look at you and they see you in a way that’s even higher than you see yourself, which is kind of wild, right? It’s like they don’t even know half of what you’ve been through. They don’t even know half of what you’ve learned. They haven’t seen half of the strife and trouble and problems and challenges and experiences in education. You know, that, that you know about yourself. And yet they see you in a more elevated light than you see yourself. That shouldn’t be right. That’s not fair. That doesn’t make any sense. Why is it that way? It, it, it’s just because some of us, a lot of us are harder on ourselves and more demanding on ourselves even than the people around us.

And that is something that is holding you back. Like you might think, Oh, this is just like a, you know, a good idea that I should believe in myself, but this is literally a dollars and cents thing. Like they can’t hire you. They can’t pay you for more than you think you’re worth. Like you’ll, you’ll sabotage it. It won’t work. There’ll be this disconnect and, and many cases, they probably see you even better and more credible and more qualified than you see yourself. So you have to proactively intentionally deliberately develop your, your own. Self-Confidence in a way of how you speak about yourself, what you tell yourself, your worth based on what you’ve done, because clients, aren’t going to be able to hire you at a level that is beyond what that is for you. And so that raised starts in your mind, you know, that level of credibility, that level of cachet, that level of respect starts in your mind.

And, you know, you throw out whoever the names are in your industry or your space and, and, you know, in your mind you kind of go that, that person’s the leader or that that person is the number one, you know, and, you know, in your mind, you kind of like rank, where do you compare with that person? And you’ve got to proactively, like, if, if you don’t really believe you’re at the top of your game, and I’m not saying that you have to think you’re the best. You may, you may not be the best, but, but where are you at really? And that’s based on how much value can you provide to your clients? How much experience do you really have? How much education do you really have and, and going okay, if I’m struggling with self doubt, I either need to do some things proactively.

I need to increase my education. You know, I need to increase my education. My experience, I need to increase my network. I need to grow my platform. My following, like there’s certain things that I need to do that would help me do that. And, and some of them are tactical and practical, and some of them are just the mental conditioning of your own mind, the way that you would strengthen a physical muscle, you have to do the same thing, which you know, very directly and repeatedly in this conversation is self-talk. And what you tell yourself about yourself. So, you know, the way that John said it, which I really loved, I thought this was, was clever retire, replace, and repeat, retire,

Replace and repeat. Because you probably wouldn’t let other people say some of the things about your family that are things that you say about yourself. You’ve got to develop your own. Self-Confidence your own conviction, your own level of certainty that you’re speaking from your uniqueness. You’re speaking from a place of experience. You’re speaking, not just from a matter of what you’ve done, but because you’re living a calling of who the world needs you to be, and that you’re fulfilling a purpose that was set out for your life and out of that should come a great conviction, that it is worth something very, very honorable. That’s all we got for this week’s influential, personal brand podcast recap. Keep coming back, my friends and stay tuned. We’re so grateful for you. Bye-Bye

Ep 163: How to Produce and Promote Your Self Published Book with Honorée Corder | Recap Episode

Let’s talk book launching

Welcome to the influential personal brand recap edition. Rory Vaden is your man. I’m here going solo tonight. AJ is not with us, but this makes sense for me to talk about because, Oh my gosh, I have been living

In book launch world the last

Several months. We actually have 2

Clients who are on the New York times bestseller list right now. I can’t I won’t tell you who they are, but we have been working in book launch mode and it’s a really apropos time to talk about this because just this year we have had so many friends launching books. So Donald Miller, I don’t, I don’t have his book in my hand right now, business made simple it’s actually up on my nightstand. And then You Do You, Erin Hatzikostas, Luvvie Ajayi Jones the professional troublemaker, John Lee Dumas, common path, the uncommon success, Mike Michalowitz this next, Jamie Kern Lima with a believe it David Horsager with the trusted leader and Victoria Labalme with risk forward are just a few of our, our friends, our clients, our colleagues, the people that we know really well, who are doing book launches right now.

And so as always, we’re living in this world of book launches. And so you know, technically this, this episode is a recap of my good friend honoree Corder that interview. And she’s just wonderful. I love her. I’m so glad that she is in Tennessee. We’re actually going over to her place for a crawfish bowl party that I’ve never been to one of those. My CE invited us to go, so we’re going to check it out. And I mean, she’s one of these you know, just like one of the Queens of writing and content and, and, you know, specifically like self published strategy and just orchestrating the whole thing at a, at a high level, a very advanced level. I think you know, like we had Chandler bolt on here, they’ve got you know, Chandler stuff is, is very much a process of, of kind of like teaching you how to do it.

And then Honoree’s is, is really more of one. If you want to just pay the money to have it done for you and done, right. That’s a big part of what her team does, both with the writing and the promotion of the book, which, you know, is a, is a big investment, but it’s worth a lot. I mean, it’s not uncommon that to start any company, any legitimate company, you, you typically have to invest, you know, hundreds of thousands, maybe millions of dollars. I think one of the things that’s amazing about a personal brand is that you can get out of the gate for a lot less than that. I mean, even a few hundred thousand bucks would be a, a very large investment into starting this, you know, this as a business, if it’s even separate from whatever your current business is.

And the book is a big part of that. I mean, a book is a, is a business. A book is a business you’re launching, it’s not launching a book, it’s launching a business when we tell people. So we have an event on this. One of our courses is called bestseller launch plan. That’s specifically around launching books. And we, in that course, we talk about how to construct a book proposal and what should be in a book proposal. And what’s the timeline of getting a book deal and who were the players and how does the money work and how do you negotiate? And then how do you actually launch the book? But one of the biggest things is to know that a book proposal, isn’t an outline for a book. It is a business plan for how you’re going to sell that book. And that was a big mindset shift and mental mistake that a lot of people make that you got, you got to know.

And anyways, so we just been living in the world of book launches here. And although, you know, Honoree was talking both how to write the book and, and things you can do for promotions. I just think this is all been all been, been, been coming up a lot recently. So anyways, I want to break down that interview. I wanted to give a shout out to all these amazing friends and clients and colleagues who are launching books right now. It’s a wild ride. And I, I’m actually not jealous so many people are doing it. It’s, it’s a, it’s an emotional thing. If you do a book launch, right? I mean, it’s a big deal and you need to prepare for it. Unfortunately, a lot of people call us when they’re like, I have a book coming out in 60 days, what can I do?

And it’s not bad. Like it’s not wrong to get that phone call. But I would say you’re very, very late to the party. I mean, especially if you’re, you know, to do a New York times bestselling book, y’all, it’s not something that you plan in a few weeks. It, it is, it is a few years legitimately in almost every case. It is at least a year. And it is typically two years, that’s just a plan to launch and you gotta have a lot of the relationships already in place before that. Right. So anyways, wanted to, to, to make sure that y’all know that. So let’s talk about just three quick takeaways from honorary as it relates to book launches. And the first one is about writing the book, and this is important. So many of us struggle with imposter syndrome. We think, well, I’m not going to write this book because someone else wrote a book like this, or someone already wrote a book on that topic.

And the biggest thing that, that really sunk in with me and I got clarity about, and it wasn’t exactly what Honoree said, but it, something she said, lock this down for me in my mind, which is, it’s not that what you will say is different from what somebody else has said. It’s how you say it. That is different. And that is why you should write it anyway. It’s not that what you say will be different, but how you say it will be different. Your stories are different. Your your case studies, your anecdotes, your illustrations, your frameworks, the whole context and wrapper for how you put it together is different. And that is what makes it beautiful. I mean, take the stairs is basically hard work. I mean, there’s not a more on original message or but, but we, we, we put it through the lens of our uniqueness of, of procrastination and discipline, and we have this great metaphor of take the stairs.

And anyways, I just, I think that’s really important because some people will only be able to hear it from you. They won’t be able to hear it. Like even if we wrote the exact same book, they wouldn’t be able to hear it from me. They would only be able to hear it from you because of your style, because of the way you look because of your age, because of your stories, because of your background. And that is reason enough in and of itself for why you should write it. You don’t have to write the book for the million people. You have to write it for the one person like for the one person who will get it because of the way you said it, versus the way that Tony Robbins or Brittany Brown Senate. Right? And it’s not that there one is better or worse being a best-selling author is just surely about reach it often is, is not even that much about necessarily the quality of the book.

I mean, in the long tail, that certainly plays a part, but most of the books that hit the best seller list hit it in the first few weeks, because there’s this huge launch. And that’s because the person has a lot of either direct reach or indirect reach, but whether or not you can hit a bestseller list should not dictate whether or not you write the book, what should dictate whether or not you write the book as if you have something meaningful to say, if you have a message on your heart, if it can help one person’s life. And if you have that inside of you that have, and you have that calling, remember we, we believe that that calling on your heart is the result of a signal being sent out by someone else. So write the book for the one, even if it’s not for the 1 million.

And even if what you say would be similar, how you say it will be different, and that is a reason to write it. So that’s the first takeaway. The second takeaway is super short and tactical, but Honoree mentioned this, you know, she said you have to have an advanced reader team. And I couldn’t agree with this more. This is such an important tactical thing that anyone can do is to have an advanced reader team of people who buy your book in advance and they read it. And then they’re able to give you reviews. Now I’m going to change this language a little bit, and I’m going to call it the street team, which I’m not sure who coined that term. Originally. I think of Michael Hyatt when I hear that term, because I feel like he was the first person that I heard talk about this in detail, but a street team or, or an advanced reader team is basically an excuse to justify selling your book before it comes out.

Right? Like a lot of people don’t want to hear about your book like six months before it comes out. But if you, if you, if you wrap it, if you change the positioning from, Hey, buy my book, which people want to do, like if I buy your book, I want the book to be here, like within a, you know, a few days or a week or two. And so usually the buy my book positioning has to sort of wait until, you know, a couple of weeks before launch, even your fans, you know, you try to get them to pre-order the book in advance. That’s really going to happen like one month in advance of the launch, but to build a street team and advance reader team, you know, an early access team, however you want to position it. Those are people that could buy the, buy the book two, three months in advance and read it and go through it.

And so it’s a reason to sell books in advance, which shows you, you know, the industry, they start clocking those sales. Now all those sales will count on week one. And that’s why most books that hit the New York times bestseller list or any of them, it happened in week one because all of the pre-sales queue up. They all count on that first week, but this gives you a reason to start generating sales, you know, a month, two months, maybe even three months in advance. Like as soon as that book is up for pre-order on Amazon, and you basically make the requirement for joining the advanced reader team, ordering the book in advance. Now they’re not going to get it from Amazon. So you got to give it to them digitally. And you gotta work that out with your, you know, your publisher, but most publishers are happy to do it.

If you’re self publishing, it’s not a big deal at all. It’s your decision. You know, you get them, you get them the manuscript in advance. So you develop this, this groundswell, this, this warmup act, this, this group of, of advocates, ambassadors that when your book comes out or the week before, like the first couple of weeks, they’re out there championing and like, you know, pushing it. And so you get the advantage of generating the pre-sales. You got legitimate people who are verified purchasers to leave reviews on Amazon, which is really huge and important. Then you can get a lot of reviews early on. And you have this whole group of ambassadors that are there to help you launch the book in the first week or two. It comes out like, you know, you know, the prelaunch week and then the launch week.

And then, you know, usually like the first couple of weeks after like the big, heavy weeks. So you got it, you got to do this. And it’s, it’s not that hard to do. Like you can figure it out. I mean, we, we of course talk about the details in best seller launch plan, but most of it is just knowing, Oh, I need to have this. And I need to build this as a part of my launch strategy. So that you have, you have, you have more than just you, which leads me to the last thing. And this is so important. And, and again, it’s a mindset thing and becoming a bestselling author is much more about it’s about a mindset first, like so many things. And you don’t have to be a best selling author, like, but if you want to be, then you got to pay attention to the stuff.

And what I would say is what, what I would recommend is that even if you don’t care to become a bestselling author, you should want as many people to buy your book as possible. You should want to activate as much of your audience as possible. That really is important. And you know, so this is, this is, this was the takeaway. This is what Honoree said in the interview. She said, there’s no such thing as self publish. There is only team publish. There is no such thing as self published. There is only team publish. And that, you know, inspired me to remind you this, this, this something that we say in bestseller launch plan, which is this there’s the, there is a total fallacy of a bestselling author, right? Like they’re there, like the author is one person. And, and there it’s an important person, right?

A lot of the ideas stem from that person and a lot, they’re the catalyst for the movement, but you cannot launch a best-selling book by yourself. It is about a team. You need a team of people you need, you know, PR people and social media people, and copywriters and web developers and, and, and ad specialists and marketing automation specialists and SEO people, and a publisher and a literary agent, you know, and editors and printers and distributors. And, and like, no matter, even if it’s super small scale, it’s, it’s a people, it’s a team. You fans, you need fans. Like it’s a team. And so thinking about it as it’s just, you, it’s the, it’s the, it’s the wrong way to think about it. You’re, it’s, it’s, it’s not even like you’re an author. You have to think of it as you’re a leader, you’re the leader of a movement.

You’re the leader of a message. Your you’re trying to create and cultivate an army of people to rally behind this message that you’re passionate about in this problem that you want to solve in the solution that you want to advance in the world. And it, and the book has to become bigger than just you. And it doesn’t mean your face can’t be on it. It doesn’t mean your title, your name shouldn’t be on it. It can be, but, but the mentality is I need to recruit an army of people to help me because none of us know how to do all these things. No one, none of us can, can write the book and edit the book and do the graphic design and do the printing and do the layout and get it, get it up on Amazon and, and drive the ads for it and send the emails and build the funnels and create the graphic, you know, ads for social media and do the posting and research the hashtags.

And it’s like, and that’s what being a best selling author is, is it’s, it’s a thought doing a thousand little things, right? It’s, it’s, it’s not one big secret that like, somehow they know that you don’t know, it’s, it’s, it’s activating a community of people who trust you and who buy in to what you’re doing. There is no such thing as a best-selling author, there is only a best-selling team. So build a team activated team and, and pull together a team to advance your movement. And that is a team that we want to be a part of. We want to be on your team. We want to be, we want to be part of the people who set the strategy for your team. And that’s why we work with so many of you. One-On-One every month in our coaching program. That’s why we’re here with the podcast every single week. It’s why we bring you these episodes and all the work that our team of brand builders group is all about. So thanks for allowing us to be a part of your team. Please continue to allow us to be a part of it. Listen to the interview for Monterey and come back next week, right here on the influential personal brand.

Bye-Bye.

Ep 161: Building a Trusted Personal Brand with David Horsager | Recap Episode

And we are back on the influential personal brand podcast recap edition. Today. We are breaking down the interview that we did with our good friend and struggle member, my personal mastermind, speaking mastermind member, David Horsesager talking all about the trusted leader. And here we go. AJ is with us. Why are you laughing at me? We just started struggling. It’s a verb, it’s a verb. And a noun. The struggle is our group. It’s be a Jason Dorsey and Jay Baer. I’m telling them. And it’s awesome. It’s awesome. And you can’t know because it’s confidential, what we struggle about.

Yes. Okay. My first point and, and, you know, this is very similar to several different interviews that we’ve had over the last few months, but noteworthy, nonetheless is using data, using information, using research as a competitive advantage, a core differentiator of what really sets you apart because it’s no longer I think, or this is my opinion. It’s validated, it’s nationally research. It’s proven, it’s statistical, it’s all these big fancy words to the U S census. It’s all those things. But I think it just adds a whole level of clout and credibility and insight when it’s not just your ideas, but it’s your ideas and your thoughts that are then validated in the marketplace and then to take those statistics and then to use those insights, to further the information, to further the education, to help people see the things that they can’t see that’s right in front of them.

And I think that’s a huge part of, what’s just missing with so many thought leaders today is it’s just that it’s just their thoughts. And it’s like, well, is there really any credibility or validity to what you’re saying? And this, this really creates this layer of trustworthiness hence his brand is all it really does. It really does create this enhanced echelon of credibility and makes you be like, okay, so this is statistically valid. Let me see what it says versus just another inspirational motivational leadership thought.Um and I just, I, I, I’m a data nerd. I love statistics and I love information that’s proven. So maybe that’s a huge part of why I’m, I just love that. But as data as your competitive advantage, loved it. Yeah, I think that’s

Cool. I, I noted the data point too it’s and just so you know, like this, these interviews really affect us. We, we actually just conducted a national research study based on stay tuned. But based on, you know, just some of the things that our guests are saying and kind of how we want to position our, our company and that have really had an impact. But one of the things that I loved that, that we kind of got into on that data, on the differentiation part was that that David said thanking your past clients is a point of differentiation. You know? So it’s like, there’s all of these things that you can differentiate by your, your content, your experience, the audiences you serve data, things like that. But, but even your, your client experience and as a speaker specifically, which, you know, his, his business models, mostly like speaking plus training.

And I think, I just thought it was cool to hear him kind of talk about and emphasize how far he goes to thank his past clients. And I think for all of us, whether you’re a doctor or a financial advisor or real estate agent, or, you know, an influencer of some kind, it’s so easy to make the sale and move on and never even go back and talk to your past clients, let alone stop and just say, thank you. And I really love that. And it was a good reminder. So for those of you brand builder clients that are listening, thank you for being awesome. We love you, and we appreciate you and we, we better be doing a good job of thanking you. Yeah,

That’s good. I love that. All right. So my, my second one is Abby first in the space and he talked a lot about this, and this is a very similar to another recent podcast interview that we did where I was all up on this topic. And it was so interesting that he said it to, you said, you know, 20 years ago, no one was talking about trust and leadership and trust in sales. He goes, that, wasn’t a thing is that today you hear about it all the time. But when I started in this space, it really owning the word trust. I was kind of the only one talking about it. And it goes back to again, what are you talking about? That’s truly unique and a way that no one else can compete with it. And if they do, they’re only second to you.

And I just, I, again, just kind of want to harp on that one more time. And it’s not just being first in. It’s like really using your unique perspective and your uniqueness and not looking around at what are your competitors doing and what is the market say? It’s like, who cares what your competitors are doing, what the market says, what do you say? And that’s a huge part of like how they get started in this. And he owned that space. And that has really propelled his career of just being first in the space of living into his uniqueness that no one else was talking about, but it was,

Yeah, I think you and I have, have developed a lot of clarity about the idea that we care less about what competitors are doing and all we’re all in on an individual’s uniqueness and just doing what they were designed to do. And David’s a great example of that. I think my second takeaway was really about the getting speaking gigs. I remember when we had Dave Avar and another one of our long-time mentors on, he said, you know, for those of you interested in speaking, you have to realize, speaking is not the business, getting the gig is the business. And when we got in such a great line yeah. And I’d never heard him say that before that interview, but, but when we talked here with David and it was like, okay, how do you get the gig? And he said, well, it’s a mix of three things, great content, great delivery and great marketing.

And I loved that and I was mapping it to the brand builder journey. And when we take people through captivating content that is creating great content, which is what is your unique body of work, your unique philosophies, great delivery is what we would call world-class presentation craft. And it is exclusively dedicated to the art of presentation skills and then great marketing, which is full keynote calendar, which is the, the, the, the actual business mechanics of getting the gig. But if you’re not getting more gigs it’s because one of those three things is off and probably more it’s either great content, great delivery or great marketing. And I think that applies even beyond speaking, it would be the same for like writing, right? You have to write a great book. The premise, the ideas have to be good. The writing has to be good and the marketing has to be good. Like you need all three of those. So just kind of ask yourself, which of those three are breaking down for me and which ones am I doing really well, that was, that was super practical to take away from me.

I had to contain myself so strongly not to pipe in and be like, Oh, I know what that one was. That was cultivate content.

You were going to be like, Oh, your calendar. I know it. I know it.

I love when I know the answers to questions, but yeah, it’s so true. It’s just, I think that, that’s a great point. It’s like, which one of these is your weak point

And yeah. Yeah. Just to, and just to say directly to Edify what we’re talking about once you identify which one is, is your weakness reach out to us for a call because we have separate dedicated courses and curriculum that nail each of these, these three things specifically.

Oh, okay. My next one, my last one is expand your business model off of your existing body of content. We work with so many clients at brand builders group where they think they have to have 15 different sets of curriculums in order to have different business models. And they’ve got a leadership thing and a sales thing, and a diversity thing in a, at a customer service thing. It’s like, you don’t need all those things. You can actually take one body of content and multiply it exponentially. And David talks a lot about this. And it’s a lot of what we do at brand builders group, but it’s, I think it’s just a really amazing cause like you take the same curriculum, that would be a book and a keynote, turn it into a consulting program, turn it into a training program and then turn it into a certification program.

It’s not new content. Y’all, it’s taking the same content and just creating different delivery mediums that expand your business models, expand your revenue streams. But with way less work on you trying to create brand new content and topics and curriculum that aren’t necessary. It’s like, why are you getting a book is different than a keynote, different than a half day training, different in a consulting retainer different in a certification program, but you can have all of those things, plus a course plus a podcast plus more stuff off the same body of content, the same exact curriculum that you began with. And I think that’s just really, really important for anyone who is out there going, how do I diversify my income streams? How do I grow revenues without having to start over with like a whole new topic or a whole new book? It’s like, well, you don’t, you can take the exact same content you’ve had for five, 10, 20, 50 years, and just expand the different ways that you deliver that content and grow your business. And he’s David’s business is a great example of how he’s built three very diverse revenue streams off the same car.

Yeah. That’s so that’s so good. And you think about Dave Ramsey, you know, most of it comes back to the seven baby steps, which is one book you got. I think a Verne Harnish basically has has two books that are very much in the same vein and some of the biggest personal brands in the world. It’s just taking one book and extrapolating it. It’s kind of like when we say people don’t pay for information, they pay for application, you know, organization and application help them. That’s the different business model is just applying the stuff you’ve already created. Well, related to that, you know, one of the things I really admire about David’s business mom, and he’s amazing on stage. I love the trust edge book. I think it’s, it should be mandatory reading for every high schooler. I really do. I just think it’s great.

I, I will make our kids read it. I think it’s just, it’s a great universal, you know, kind of success principles book, but the, in his business model, I love how he does the like the certifications and it’s not just a volume game of like, how can I get more and more people paying to be certified. But it’s really asking the question, how can I support people better? How can I make each person that is certified on my content, more likely to succeed? How can I make, how can I help them make more money? How can I make it easier for them? How can I make them look good? And that is something that, you know, we, we’ve never really done training per se, we’ve done training, but that we’ve always had like strategists and consultants not train the trainer model. So we’re brand builders, a little bit of a hybrid, I guess, of, of a train the trainer model.

But most of, most of what we do is one-on-one work with clients, not with corporations. So typically train the trainer is like a B2B model, but we’ve worked with coaches, strategists, people. We would even call trainers and we’ve always, you, you have to stay locked in on that question. How can we help them make more money? How can we help them succeed faster? How can we help them help the clients get faster results and not just how do we get more and more and more and more people certified. And I just, I thought that was a good reminder and he does a really great job of, of supporting his, his strategists

His trainers. So

That’s it. That’s a wrap. So go out, check out trusted leader and trust ed, your friend, David, horse soccer. Dave, we love you, man. Thanks for, thanks for showing up and thank you for being here and we’ll see you next time on the influential personal brand podcast.

Ep 159: How to Launch a Powerful Podcast with John Lee Dumas | Recap Episode

Hey, welcome to the recap edition of the influential personal brand podcast. AJ is back.

So enthusiastic

You’ve been mom and hard and working hard and all the things she’s been CEOing and momming, but she’s back for John Lee Dumas, but which is great because she’s going to share with us her top three highlights from the interview as am I. And why don’t you go first my dear?

I will gladly go first. So my first take away from the podcast episode with John Lee Dumas is the whole concept of the first mover advantage. And I think that is so interesting because nobody really talks about that. That often in terms of being first in the space means a great deal. And I love he talks about this later, so it’s one of my points down the line. So I won’t get too much into it, but you don’t have to be the best if you’re the only one. I think there’s a lot of merit to just really thinking through it’s like, what’s really missing out there. Like what, what is the space people aren’t filling and fulfilling that people need. And that’s what John did. And he looked around, he said, there is no one who is giving daily content to the everyday entrepreneur. It’s just not there. And so he filled that space. He was the only one and he self-proclaimed that he sucked for a long time. I don’t know if that’s accurate. But he’s been out of our long time. And I think the biggest point there is that it means a great deal if your first, right, it’s that early adopter syndrome, you’re filling a space that no one else is filling. So you don’t have a lot of competition. It’s just you. So you don’t have to be the best if you’re first.

That’s good. Yeah. It’s worth it. It’s worth, it’s worth a look of, of, of knowing that. And there’s, there’s places, you know, like clubhouses happening right now. And there’s a lot, it’d be like, you know, you see certain people going all in on clubhouse trying to like take advantage of the first, first mover thing. So well that’s really good. I, you know, you pointed out the fact that he went to a daily podcast, which really was the first person and still to this day, I think the only person that I could say that I know personally that has consistently done a daily podcast. And you know, that was my first takeaway was just getting the raps. Like he’s done 3000 episodes and the, the reps count for a lot. I mean, I love, you know, I did martial arts when I was younger and there’s a famous Bruce Lee quote that says, I fear not the man who has practiced 10,000 kicks. Once I fear the man who has practiced one kick 10,000 times. And it’s like, well, yeah, you’re going to get good at hosting. Yeah. You’re going to have a good process at booking guests and promoting when you’ve done it so much. Yeah. So that was just a good, whether you’re a speaker, you’re a writer or you’re a video editor or you’re, you know, whatever it is, you’re trying to get good at that the volume, you know, counts, counts for a lot. So that was a good reminder. Yeah.

Yeah. And honestly, that is a great intro into my second point. And I’ve loved this. I’m totally gonna steal this example, this story from this interview, and it was this pottery examples. If you haven’t listened to them, I won’t do it justice. They go back and listen to it if for no worries, a reason to just like steal the story and use it. And I loved it. But the short, the short of it is there was a a class and a professor divided the class. And he said for the first half of the class, I’m going to solely grade you on the best piece of pottery that you can create over the semester. That’s it? I don’t care how many you make, just the best one. Then the second half of the class had nothing to do about the quality of it. But it had everything to do with I’m solely going to grade you on how many pieces that you make quantity, quantity. And at the very end there was no surprise that the people who had done the most actually had the best. And I love it because you had asked the question like, okay, like, let’s talk about it. Like what’s really more important quantity or quality. And I loved his response. And he said, it’s both because quantity always leads to quality,

Like drop. And that was my takeaway.

And it was like very similar to like the first mover advantage. It’s like, if you’re the first and you just keep doing it and doing it and doing it, like you will be the best. And it’s you know, back to the Bruce Lee example, it’s like, it’s about getting your reps in and quantity leads to quality, but you’ve got to get those reps in and there’s, that’d be that consistency and you just gotta be out there constantly and it will make you better. And I love that. So that was my second.

It’s great. It’s great. I, for me, the second, the second thing is funny. Cause I’m going to, I’m going to quote some Gandhi and Bruce Lee in the same episode. But you know, Gandhi said be the change you want to see in the world. And you were kind of talking about this earlier, where it was like John created a podcast that he thought the world needed, but also that he wanted, that he would have wanted. And I feel like brand builders group is a lot of that way for, for us. I mean, at least, yeah. It was like, why isn’t there someone who can just spell out how all of the steps building a personal brand fit together, podcasting and speaking and writing books and digital marketing and you know, and media, and, you know, I had a paid advertising and like, why is nobody coordinating a strategy?

And I think that is what brand builders has been for us. And when, when you hear us say you’re most powerfully positioned to serve the person you once were, that’s kind of what we’re talking about is, is going, what is the thing that you would have helped? What is the thing that would have helped you succeed faster? What is the thing that you would have wanted more of, or that you would’ve wanted to discover sooner? If you can create that, not only is it going to, you know, serve a market that you understand, but you’re going to do a really great job. You’re going to have a strong, visceral connection to those people because you’re just, you’re just living it. So, so create the thing that you want to see. And, and we cannot tell you what this is, but Aja and I have been dreaming up a TV show for,

I think it’s more, Rory has been

Driven up with TV show for

A while. I have been entertaining ideas.

Yeah. But that’s not that dissimilar from lots of our relationship. I’m always like throwing out all these crazy dream ideas, but, you know, anyways, if that ever happens, it will be because it’s like, man, I can’t believe that nobody has done this show yet. Like this is the show that I want to see. And

You might be the only person who wants to see that,

But even if, so that is a great reason to do it. Like if you go, I, I would love this. I would watch it. Then somebody else probably would too probably. And that’s what D you know, that’s kind of what he did. So anyways, that speaks to your uniqueness more than like a hole in the market. More of like what you’re passionate about moving onto my third. Okay. With that let’s transition to AJC.

And this was very, very much towards the end of the interview and completely separate from my first two points, but just, I loved the realness of him walking through his offer for his new book, which I love just uncommon success. I think that’s such a cool like concept. And but just, I love it was Vic so simple as you guys were actually talking through what he’s doing and how compelling it was to just be direct, honest and personal. I think that it says a lot of like the honest truth is I want to move a lot of books. And if you buy lots of copies of the book, I will have higher results on Amazon. And it’s like, thanks for just being transparent. And it kind of makes it easier to be like, yeah, I feel, yeah, I want to help you out versus like, Oh, he’s only doing this because he wants to, it’s a good, so much better and easier to be like, Oh yeah, he’s coming right out with it. Like no shame, no beating around the Bush. It’s like, this is what it is. It’s honest, it’s direct, but it’s also personal. And that’s what every offer should be because it doesn’t make anyone be like, Oh, well, wonder why they’re doing that. Or I wonder what that’s really about, or is that really authentic? And it’s really hard to argue with just honesty.

Yeah. That was my third takeaway too actually was w it wasn’t even related to what he said on the interview where she did it. He did a direct ask, like, Hey, go, you know, it really would help me out if you go buy my book. And I love what you’re saying, that it’s like an offer. Doesn’t have to be this like crazy thing. That’s all intimidating. And that you like spend years preparing for you just go, Hey, here’s what I’m doing, why I’m doing it. And here’s how you can help me. And it’s short and clear, but he also did the same thing behind the scenes when he asked us, Hey, can I come on the, can I come on the show? Will you, will you help promote, promote the book during its launch? And that’s, it was, he sent a video. It was like a, it was like a 92nd video. And it was super, it was personalized. He like, he used our name and he just said, here’s what I’m looking to do between these dates, will you help? And it was like, it was so clear and it was easy to say yes. So just tell people what you’re doing and, and, and offer them a chance to help and do it honestly. And clearly just exactly, exactly. As you said. So we had this here, look at that. We do have, we have things in common.

Well,

That is awesome. Our friend, John Lee Dumas said, Hey, support his book, check it out. I think you’ll get lots of, of, of worthwhile timeless principles and nuggets. And he’s just one of the masters of, of this space. And he’s built a really great personal brand and helped a ton of ton of people. And hopefully that in story, that story inspires you to go out and do the same. We’ll catch you next time on the influential personal brand. Buh-Bye

Ep 157: How to Unlock Your Hidden Genius with Victoria Labalme | Recap Episode

Forward from my good friend mentor, buddy client Colleague Victoria Labalme

You know, Victoria, I have to tell you, I remember, gosh, I remember being at like some of my very first NSA national speakers association meetings when I was 20 years old, maybe 22 years old watching Victoria onstage or watching videos of her and just being like, Oh my gosh, this, this woman is a whole nother level. And she really is. I mean, her performance it’s, you know, it’s one of those things on a podcast that you go, gosh, I wish you could, how do I, how do I showcase this? But you know, if you go to Victorialabalme.com, you can check it out, you know, see some of, some of her stuff on stage, but you know, this book for her is really interesting. I mean, risk forward is unlocking your hidden genius. What a great concept of unlocking your hidden genius. And, you know, she kinda marries this idea of, of her past, which is performance and not just like presentation skills, like speech, mechanics, but everything presentation, the art of the stage and the gesture and the facial expressions and, and just how to, how to use every asset.

You have to communicate from any type of platform. And so she’s taking that performance and she’s also she’s also combining that and wrapping that with her business expertise and personal development and leadership. And I just, I just love this, the idea that conversation that she was, where she was talking about her mentor, Marcel Marceau. And I, I forget how you say and, and French, but, you know, he said, well, and, and let me, I guess, just jump in and clearly, you know, I’m, it’s just me, it’s just me on this recap is not here with us, but my number one takeaway is I think, what is the central message of her entire book, which is take creative risk, take creative risk. And I mean, that’s such a simple message. It speaks to, by the way, like so many of our clients, this is what we help them with in phase one brand DNA, which is kind of our flagship, which is one of the events that Victoria has been through.

And, you know, it’s funny like walking a client through that, but then interviewing her as a receiver going, Oh my gosh, what a powerful message. These, these three words, like take creative risk. It’s, it’s so important. And Marcel Marceau was telling her, I think, you know, the, the actual French translation of what he said was go forward with your heart open, right? Like leaning, leaning forward with your heart open. And, you know, I think this, this hit me personally, because so much of what we do at brand builders group is we try to make it a science. And those of you that have actually been through some of our events and courses and things like, you know, this, we try to turn what is a fairly abstract and OBS skier concept of personal branding which has like a thousand different parts, all these different topics, no random, no order or sequence.

And we try to use data and experience and corroboration from successful clients and friends and colleagues to, to create straightforward systematic frameworks and, and checklists and step-by-steps and exercises and templates that people can follow. And I think that’s one of the things that frankly we do really well. I would, I would go so far to say, we do that as good, if not better than anyone in the world. I mean, that’s all we do. And, and yet I think the, one of the reasons that I loved her message is it’s such a good reminder to not get so caught up in the science in the system and the structure that you forget to take creative risks. One of the things, and we actually tell our clients this in world-class presentation craft, which is our it’s a phase one event. It’s, it’s the third course in phase one for us.

And at the very end, you know, we teach all these mechanics of the psychology of laughter and how to tell a story and how to develop characters and how to create a plot in conflict and how to sell from stage without feeling salesy and how to, you know, what’s the, what’s the structure and the outline of a, of a world-class presentation that, that separates it, you know, and, and gets higher fees than most presentations and all these things that we do, which are really awesome. And then at the very end, we say, remember, but, but here’s the thing, never let the science get in the way of the art, never let the science get in the way of the art at the end of the day, personal branding, leadership, just being a messenger in influencer, changing the world, it’s art. It is art and like all forms of art painting music, which I happen to not know much about, but I know enough to say this.

They all have rules and systems and structure that you must learn and operate within. But then at some point, once you’ve mastered those, the art is about transcending that, and, and that is part of what I was really inspired by for me personally, and for our clients at brand builders to just go, gosh, that’s so great. We’re, we’re kind of creating the science and the systematic structure. And the real goal is to get people to that point and then to have them transcend it, to do their own creative things and be, and be willing to take those risks. And I, and it actually left me wondering, frankly, as I assess my own personal brand going, I wonder if I’m not taking enough creative risk personally. Like I wonder if I’m coloring too much inside the lines, just being that that’s what we do and what we preach and what we teach and go, and where, where can I step up and step out and, and, and take a risk.

So, and there’s definitely things that we’ve done with that. I mean, when I think about when we launched the take the stairs book, you know, and one of the things that AIJ and R and I, and our team did was we did, we did a bus tour. We like got a tour bus, which you don’t see happen that often, anymore, even, even back in those days. And, you know, that was super creative, but we, we made it into a fundraiser and, and looking back, it was so powerful. We did 23 events in 31 days, went from all the way from New York to Washington and to San Diego and everywhere in between, and traveled the country and met and shook hands and met bookstore owners and connected with our fans. And it was just, there wasn’t like a playbook for it that we were following at that time.

We just did it. And it was, it was so powerful. So that’s one of my takeaways. And I would turn that to you to go, where have you kind of mastered the fundamentals that you could afford to take some creative risk? And I don’t think it’s impossible to take creative risk in from the very beginning, but I do think it’s kind of like, at least my personal experience has been one where it’s like, learn the rules before you break them, master the game, and then change the game. And is most of, I guess the paradigm of how I’ve operated, but that’s not to say that’s the only way to do it, but either way, whether you’re just like a wild gunslinger and you’re going to take creative risks early on, go for it. But to me, the part that really, what really spoke to me is once you have the systems, the structure, the fundamentals, the basics, you know, in place, and then going, okay now, like how can I add to it?

So take creative risks, lean into something you feel called to do, especially if it’s different from what other people do. This reminds me of one of my all time, favorite quotes from one of my all time, favorite people, Sally Hogshead, who Victoria also knows, and she’s she’s at NSA or so we, you know, the NSA crew, eventually, if you hang around NSA long enough, you’re going to meet all a bunch of these people. And particularly in the, in the speaking world, the legends of speaking, so to say but, but anyways, Sally Hogshead says different is better than better. Different is better than better. And that is so powerful. It makes me, makes me think about this. So that was my first takeaway. My second takeaway from this interview, which is not something Victoria said, it was something that the concept of risk forward and, and it was something, it was catalyzed by what she said, but I don’t think I’ve ever had this thought so directly and succinctly, as I did in the moments following this interview and kind of digesting the conversation.

And here’s, here’s what my premise is. This is what I realized. Being an entrepreneur is being an artist, being an entrepreneur is being an artist. Business is art. It’s not just numbers and financials and projections and, you know, sales talks and, and policies and procedures and systems. All of that put together is art. And I would say that, you know, the starving artist is, is, is a really unfortunate term. One of one of my good friends, Jeff goings wrote a book called real artists. Don’t starve, which I just loved the premise of that because, you know, the indulgent artists says my art is so good. People should have to find me, right. And who am I to tell you? You shouldn’t have that belief. But what I would say is experience tells me that’s not a very profitable belief to have, right? You can say that, but you’re probably not going to end up with much money.

There’s a lot of people that are amazing artists, amazing writers, amazing, amazing singers, dancers, speakers of like just authors comedians that I’ve met in my journey that you have never heard of. And that the world will never hear of because they have this belief that if my art is so good, people will find it. And what they’re missing is the realization that marketing is art. Marketing is artistry. There is art just like there is the art in the creation of the work. There is art in the promotion of the work. We have so many friends in book launches right now, Victoria being one of them John Lee Dumas being one of them, the Jamie Kern, Lima Luvvie Ajayi. Both of them just hit the new times bestseller list and, and their, their work is art, but the marketing is also art. So there’s two parts of the, of the artist and two parts of the business owner.

There’s the, the logic and the structure and the processes and the systems and the policies. And then there is the creative. There is the innovation. There is the new thinking. Being an entrepreneur is being an artist. Marketing is artistry. Customer experience is artistry. The one place there’s probably not room for much artistry is in your financial in your don’t, don’t take this too. We don’t want creative accounting practices. So I w I wouldn’t translate it there, but I would definitely say the way that a conductor orchestrates a symphony is the way that the entrepreneur conducts the company is the way that the leader or the executive conducts the huge organization that is art and leadership. And you have to realize that the art is not just in creating the work, but also promoting the work and, and helping the work flourish and, and having that work, see life and make an impact.

And a difference in the world being an entrepreneur is being an artist. That was my second takeaway, inspired that one inspired by Victoria. And then my third takeaway, which was directly from her, which is funny, because I’ve never heard her say this, and I’ve, I’ve never really realized the power of this quite the way that she said it. And basically what she said is don’t be afraid of uncertainty specifically in your decision-making, right? She said, what a lot of people do is we’re so uncomfortable with uncertainty that we rushed to make a decision, just so that we can have clarity and not have to live in the discomfort of uncertainty and what there’s a beautiful part of that. I think of where she’s saying, you know, kind of allow yourself to navigate that window for a moment, allow yourself to sit in that space to go.

I need to neither go forward or backwards. I can just kind of sit here for a minute and digest. I can allow for things to matriculate or to propagate. I can just kind of process on things for a minute, and that that’s a beautiful space to live in too. It’s almost to allow for a breath to allow for a moment of creativity or innovation to show up by not just rushing immediately into the next thing and moving from one thing to the next, but to actually to, yeah, just, just kind of I guess, digest and, and process, and you know, like have a gestation period of which you sit in uncertainty and that beautiful art can come out of that. And that, I think as another thing, this was eye opening for me, because I think I am a, I’m a driver, I’m a straight shooter, I’m ambitious, I’m focused, right?

And so it’s always like bang, bang, bang, bang, bang, you know, like next, next, next X, X, what’s the next thing. And go, and Hey, is there a spot? Are there opportunities in my life that I am skipping past an opportunity for brilliance for the sake of rushing into clarity versus, I mean, this would be one place where procrastinate on purpose. I mean, you know, my book title that I wish I would have called how to multiply your time. But if, because the premise, the procrastinator purpose book is really about how to multiply time. That’s what the book is about. But that one, that one section, which is about procrastinating on purpose procrastinating, strategically, that actually isn’t what most of the book is about, but that’s kind of it’s that concept is relevant here to what she’s saying is like, wait, like sit for a moment and just kind of allow yourself to feel that uncertainty, because brilliance can come out of that.

And that was like, Whoa. So just powerful, powerful stuff. And I, I think unlocking your hidden genius is such a, such a great concept. I think it’s such a beautiful concept for her. Of course, the the title of her book is risk forward. And then she dropped that into the subtitle, embrace the unknown and unlock your hidden genius. And I th I just think that unlock your hidden genius is such a great concept and take creative risk is such a clear message. It’s profound. It’s going to be something that sticks with me. I hope that it sticks with you. Thanks for being here. Keep coming back. Lots of great, great insights coming from our guests. I’m so inspired by them. I hope that you’re inspired by them. I also am inspired. Our team is inspired most of all by you and who you are becoming and what you are being prepared to do. So keep coming back, we’ll catch you next time. Bye. Bye.

Ep 155: SEO Secrets for Personal Brands with Neil Patel | Recap Episode

One of the things that I love about podcasting and being a podcaster. I mean, I enjoy being the guest, right. But I really love being the host because I love being the student. And what’s amazing about podcasting is the people that you meet like Neil Patel. Okay. This is welcome to the recap edition. I’m breaking down the interview that I did with Neil Patel. I’m rolling solo tonight. I’m filling in for a CEO, mamma AJ, who by the way, quick shout out to those of you, those of you out there momming hard. I mean, momming is no joke. It is, it is unrelenting, right? The work is never done. It never stops. You’re never caught up to babies. Always need ya. And just for those of you, if you’re listening and you are a mom, man, we see you. We see you. So I am filling in for mama CEO AJ tonight.

And back to what I was saying, getting a chance to meet people like Neil Patel through your podcast. I mean, what an amazing honor. And I think, you know, it’s one of the things that’s so cool about this industry. I used to be in w when I was coming up as a speaker, I spent a lot of time in comedy clubs, and I quickly realized that speak comedians, the culture for whatever reason is they don’t, they don’t help each other. They view each other more like competition, at least in the comedy clubs that I, I went to, but, but speakers and influencers and thought leaders, there’s just this, this air of, we want to help each other. We’re open, you get to meet each other. And, and the more years you’re around, the more amazing people that you made. And so what a great time to interview Neil Patel, some of you maybe don’t know who he is, but he is pretty much the godfather of SEO.

I mean, one of the, one of the, truly one of the world’s thought leaders and most recognizable authorities on search engine optimization. And so getting a chance to chat with him was really, really fun. I’ll obviously go back and listen to the interview, and I’m going to give you, I’m going to give you my three biggest takeaways, like always, but that’s, that’s kind of a bonus takeaway and brand builders. One of our courses and events is called podcast power. And we talk about, you know, how the mechanics of launching a podcast, how to run them, how to grow them, how to get great guests. And, and one of the things we say is that one reason just in and of itself of why you should do a podcast is because of the extraordinary networking opportunity. And this certainly was, was that for me in every episode, I mean, it’s amazing the people that we get to meet, but in terms of the tactical takeaways, and this was a super duper tactical topic, you know, search engine optimization for personal brands.

And for us, this, for those of you that are members of ours, you know, that this falls under phase three course, one high traffic strategies, which is where we introduced the introduced search engine optimization. So we, we kind of tell our clients, you know, this is something you shouldn’t really worry about until you’ve got your stuff built. And, and this is more of like the icing on the cake than it is the cake itself. But over time it can be the real game changer. So it’s a SEO, typically is not one of those things that you make a lot of money with short term, or you don’t drive a lot of traffic short term, but it’s like, long-term wealth. It’s not like a get rich quick. This is, this is the longterm wealth building part of personal branding and is super, super critical.

So here’s my first takeaway, which boggled my mind, because you got one of the most advanced thinkers in the world on SEO. And what is his number one tip? What is his number one, if you know nothing else, you know, I asked Neil Patel, if you have, if you know nothing else about SEO search engine optimization, what is the one thing you must do? And I thought he might say keyword research. He didn’t say that. I thought that he might say you know, site loading speed. He didn’t say that. I thought he, he might say links. He didn’t say that the number one thing that he said, keep posting content, keep posting content. The most advanced, one of the most advanced thinkers in the world on SEO sharing his number one tip, which is keep posting content. This is it. Y’all like how many people do you have to hear it from before you, you buy in to this idea of, of what we call the content diamond and the relationship engine and all the systems and strategies that we teach of posting every single week, weekend, and week out and breaking that content apart, repurposing it, pushing it in to as many places as possible, and just pumping your content and your ideas out into the universe as fast as you possibly can because you reach more people and it drives everything.

It drives speaking, it drives book sales, it drives followers. It drives media interviews, right? Like it drives your email list. It drives your recruiting and, and it drives your search engine optimization, keep posting content. As, as Neil said, it is a few things done with discipline consistently over a long period of time. I mean, it’s take the stairs. I mean, this is it. It just, it keeps come. It always comes back to the fundamentals. And I think it’s like, we get so star struck or we go chasing, you know, we’re like chasing stars trying to find this, you know, this magic pill and the secret potion and the hidden formula. And, and th the truth of success is it’s right in front of your face. It is obvious. It is basic. It is simple. It is fundamental. And the biggest personal brands in the world just deliver week-in and week-out on the fundamentals.

Meanwhile, everyone else is wasting time looking for some hack or some secret pill or, or some, you know, trick that it just isn’t the core of, of how it’s done. And, you know, have to CA had to highlight that. Cause that’s what stuck with me. Like that’s what stuck with me is every time I meet these top top level influencers, how they always just bring it back to the fundamental. So keep posting content, keep pushing your ideas out there, produce it as fast as you can, and as slow as you have to. So, you know, if you can increase the speed, do it, if you can’t that’s okay, just start with what you have, do what you can and put as much content out there in the world as you can, but keep posting content and your search engine rankings will climb as a result, second tip, which was very tactical and this one was more advanced, right?

So if you’re looking for the like, well, what was the, what was the, you know, what was the real technique or the strategy? I thought this was super helpful as he said, start narrow, but do it inside a big market. So go after narrow terms, I would summarize this as go after niche terms in broad topical areas, right? So for example, I mean, personal branding is, is, is that’s a pretty niche term still. But you know, even anything with personal branding is probably niche and marketing is a very broad topic. There’s a lot of search volume there. And specifically what he said is when you start start with any term that has more than 500 searches per month and an SEO difficulty rating of under 40, all right. So I thought that was handy because there’s all these different tools. You know, he mentioned his tool Uber suggest we use that.

We use Google, Google, Google has its own search console, where can it has its own goop, the keyword, I think it’s called the keyword tool that you can use. And we use a plugin, a Chrome plugin called keywords everywhere, which is amazing. And it costs a little bit of money, but it’s amazing for what it does. And, and you know, we’re always kind of going, Oh, well, how many, how many is the right? Like, what’s the right difficulty to go after? And what’s, you know, what’s enough search volume that it’s worth doing, but not so much that, you know, you’re going to get squashed by competitors. And so I thought that was, that was super practical start with any term that has at least 500 searches a month, which I interpret. And I, you know, he said explicitly is that if it’s less than 500, it’s almost not worth optimizing for that term.

There’s not enough traffic. There’s not enough people searching that term every month for it to be worth your time to kind of optimize for. So go for something that is over 500, but less than a 40 on the difficulty ranking. So it’s, it’s like a term that is searched, but it’s not super highly competitive. But what that will do is that allows you to kind of draw in traffic and start building site authority and start building your email list, which helps you grow more traffic. And if you do the stuff that we teach in the relationship engine, like set up your RSS feed, that’s automatically emailing your new subscribers. Every time you post a new blog or a new podcast to your blog, then you’re, you’re, you’re starting this upward snowball like this upward spiral. And I think that’s, you know, that’s super powerful.

And then he said after a year, after a year of doing that, you can start targeting terms that get more like 5,000 searches a month and have more of like a difficulty of 60. But, you know, he doesn’t have any like magic FAC, like other than that, which is still pretty basic. There’s not something stuck, some Ninja voodoo trick that he does. That’s like magic potion. That, that, that works. It’s consistency. It’s some basic fundamentals. Do some keyword research, you know, be mindful of, of the topics that you’re writing, but put out value and put it out, put it out consistently. But you know, that, that rule, that’s a handy little rule. So 500 go for at least 500 with a difficulty of 40. If you’re just starting out, if you’ve been, if you’ve been posting consistently for longer than a year, then go ahead and start going after terms for 5,000 with a difficulty of 60 or under.

But, but I w I would say, even if you’ve been, you know, blogging or, or podcasting, or just posting content to your blog specifically, which is, you know, another kind of underlying part of this, which is why we talk about, you know, we love social, social media is important, but social media is like very short term. Everything long-term is web, which is your blog. So you need to like, take, make your, make your blog, the home, the headquarters of your digital footprint, make your, your articles and your, you know, specifically text, right? The, the, the, the crawlers, the search engine, like bots, these crawlers, they can crawl text easily. Whereas video and audio, it’s, it’s not, it’s not as crawlable. It’s that technology isn’t as much there. So it’s like, what, how much text can you get on your site? And specifically that usually lives in your blog.

So when he says, if you’ve been blogging longer than a year, go after search terms with a volume of 5,000 or more, I would say, make sure that you go back and optimize all of your, your, your earlier posts first, right? So, because if you, even, if you have more than a year’s worth of content, let’s say 52 articles. That’s what, that’s, what we teach people to do is one, one every week. Even if you have more than that in the past, make sure you go do the work of optimizing every single article before you start playing more aggressively, because you need those. If you have a bunch of articles, but they’re not performing, then your site isn’t really getting the traffic or building the authority to compete for the higher volume search terms, the more competitive search terms. So make sure that you’re optimizing for the lower ones.

Now, if all of this, it sounds like garlic and like another language to you. Number one, I would encourage you to check out our high traffic strategies event, where we teach, you know, search engine optimization Google ads, Facebook ads, affiliate marketing, influencer marketing, and you know, kind of a little more of these advanced, but that’s why it’s in phase three. I mean, this is a phase three event for us. It’s core it’s course, one in phase three, but if the, if the standard brand builder curriculum, our standard curriculum is a one curriculum that’s divided into four phases, and each phase has three courses. This would be number seven out of 12, just to give you a reference high traffic strategies is number seven out of 12. Now we actually have more than 12 events because we have some other ancillary ones as well, but our core curriculum is 12.

And we teach this in number seven. So I’m saying that to point back to going, Hey, optimize your posts. And if you, you know, if you’re all brand new to this, you know, the basics of how you optimize any page. Okay. So, so first of all, is you want to, you want to do some keyword research, figure out what, what terms do I want every single page or every article on my site, top two to rank for. Right? And so you, you be deliberate about that, figure that out, and then you want to optimize that page by including those terms, if you can.

Ep 153: Fear Fighting and Being Bold with Luvvie Ajayi Jones | Recap Episode

Woo Luvvie Ajayi Jones is fire she’s fire professional troublemaker, the fear fighter manual with our good friend and client Luvvie Ajayi Jones, which I’m so proud of Luvvie. I mean, you have a woman right now who is blowing up. She’s a rolling stone, viral Ted talks, explosive speaking fees best-selling books, exponential growth on social media. She’s doing projects with Brene Brown levy. We are so proud of you and honored to just see you doing what you’re doing and to feel like we have a little bit of a front row seat. And for you making us look better than we deserve because you are just awesome. And what a great interview this was. Obviously I’m, I’m so low with you this time. AJ, wasn’t able to join us tonight. But I am just on fire from that interview with Lovie. And I love the thing that she said, in fact, this is, this is my first, this is my first of my three key takeaways is that courage is contagious.

Courage is contagious. Who are you borrowing courage from? And who are you? Loaning courage to what a great, powerful, simple idea on both sides on both sides. There is, is this idea that there are there when you feel scared when you feel weak, when you feel unsure, when you feel uncertain, when you feel like you’re, you’re facing the unknown, when you don’t know what to do, you can borrow courage from the bold. There are people around you that you can borrow courage from. And I think that’s the part of the power of the human experience is this transference of emotion that comes from just being in relationship with others. And, and man, I feel that I draw that from her. I mean, I’m, as she’s talking, I’m literally drawing that from her. And then also equally as powerful, probably more powerful is who are you loaning courage to?

Who are you loading courage to? Who are you being strong enough for? Who are you supporting? How are you emitting, emoting? Transferring power and energy is strength and courage and bravery and bold because you are, you know, you’re transmitting something, you are putting off some type of energy. You are affecting the world around you, right? You’re either bringing them up or you’re bringing them down. You’re either making them stronger or you’re making them weak or you’re, you’re, I we’re either making the world around you more powerful or you’re making the world around. You feel more powerless. And that is a choice that you get to choose and I get to choose in every single moment. And I love that. It’s just such a great, such a great reminder of the human experience, this, this, you know, what it means to be, to be alive.

Courage is contagious, all emotion, all energy is contagious. We are balls of energy. I mean, we, that is what we are. So don’t forget that. And, and don’t forget to summon that, right? So be that for someone and also some in that and draw from it. If you, if you, if you need it, the second big takeaway for me that I really loved. Well, here’s what, here’s what Luvvie said. She said if, if it is perpend, if, if, if it is purpose-driven and it is my obligation to be myself, right? She said, it’s my obligation to be myself, which I really, I really do love, I, I like this idea that it’s, it’s like your responsibility is to live into everything that you were created to be, to be the person that nobody else can be it to be more of who you are.

I love, I love what one of our good friends, Sally Hogshead always says that she says you become more fascinating by becoming more of who you are. And I think Luvvie is a great example of that. She’s a real life example of just living into who she is, but, but I wanted to adapt you know, for me in terms of how I I get, I get, I get the luxury of being able to go back and listen, and then think about how I’m gonna apply this stuff to my life. And I, I, I’m going to adapt it a little bit for me to say my obligation isn’t to myself. I see it as my obligation is to my purpose, right? So, so, you know, I am here for something you are here for, and the longer I’m around, the more that I am convinced that the reason that I am here and I have this hypothesis, that the reason that you are here also is, is not so much for yourself.

It is for yourself in the context of someone else, that the reason we go through the pain that we go through is because of how we are going to transform that and apply that in the future to someone else, that the reason that we have to learn the things that we learn is because one day we’re going to teach it to somebody else. The reason that we have the victories that we have is because one day, those victories are going to become courage, that we lend that as contagion to somebody else that, that the achievement and the title and the awards and the, and the followers and the likes and the, whatever the, the worldly measurements are, are quite insignificant, quite trivial, and quite unsustainable in terms of their ability to bring you joy and satisfaction and, and depth of fulfillment.

And yet, ironically, the thing that brings us deep joy, deep fulfillment, deep satisfaction, it’s not something that takes decades and decades to accomplish. It’s not something that requires us to be a celebrity or to be credible, or to have thousands of followers or big fancy titles, or, or, you know, lots of know, whatever world worldly, victories, or bullet points in our biography to display. The thing that gives us the greatest deepest satisfaction is to serve another life, to have my life matter and make a difference to another, not necessarily to go viral to millions of people, but to, to have it mattered to one. And if you follow me on this, and part of where my hypothesis comes from is that I’ve tried all sorts of worldly, worldly things. I’ve pursued all sorts of worldly things. And, and honestly, I’ve accomplished a lot of those worldly things.

And yet found they fall short, nothing, nothing quite delivers on the feeling and the satisfaction and the joy in the fulfillment of serving another, which is your purpose that is obligation not to yourself. I mean, it is to yourself and the way that you’re living out your purpose. But I think of it more of it is in the context of who I am supposed to be for another. That is where power just comes from. That is where you’re unstoppable, because it’s not about you. Like, you’re not, you’re not looking for any selfish gain. It’s, it’s literally, how can I serve, how can I be of help and, and to elevate my purpose above me and beyond me to surrender to this idea, almost almost that I don’t matter, but my purpose matters. And inside of that incredible sort of surrender is this extraordinary strength, this unshakable conviction, this unending power that can’t be weakened. It can’t be soft. And because it’s not about you, it’s simply about your obligation, you’re living in the obligation of fulfilling your purpose.

Hm that’s good. So that’s, that’s my second takeaway. You know, first takeaway courage is contagious. Second takeaway that my obligation is to my purpose. And then my third takeaway is something, again, sort of a derivative of something that Luvvie said, I guess so much energy from her. And she said, you know, I want my book to, to, to be, to give people permission, to be themselves, what a beautiful premise and an an, a beautiful aspiration and a beautiful intention that she would give us permission to be ourselves. And I agree with this, that the more that you can stand in the center of who you are, the more powerfully and deliberately and quickly, you will be able to move people. What do you have to be able to stand in the center of who you are to, to, to be comfortable allowing yourself, to be yourself, allowing yourself, to be seen for who you are, allowing your, your thoughts and your ideas to be heard for what they are being unashamed of, of hiding anything or adapting anything or tailoring any, anything you know, except to the extent by which it enables you to serve your purpose, but it is to just stand boldly in the center of who you were born to be.

And that’s what lights people up. That’s what cats sets the world on fire. That is what lovey I believe is saying when she’s saying professional troublemaker, because the world seems to favor the bolt. The world seems to favor the clear, the world seems to favor the risk takers. The, the, the people who are, are, are willing to put themselves out there and willing to seek, to say, and to set and to seek some dream or journey or destination. And so I think the confidence to do that and the power to do that comes in your ability to stand in the center of who you are and what your purpose is and who you were born to be. That’s all we got for this recap edition of the influential personal brand podcast. Be bold, be courageous, be purpose-driven be obligated to become the best of what you are meant to be. Thanks for allowing us to encourage you on your journey. We’ll catch you next time on the influential personal brand.

Ep 151: How Billionaire Entrepreneurs Overcome Self-Doubt and Learn to Believe in Themselves with Jamie Kern Lima | Recap Episode

RV: (00:06)

Welcome to the influential personal brand podcast recap, special edition with our friend, Jamie Kern Lima. AJ is here with me today. She’s back. Where are you, man? Woman? You’ve been working. You’ve been mommin’

AJV: (00:22)

It was a three-week podcast.

RV: (00:27)

It’s a great episode to be back. Jamie is a friend of ours. She was last time that we talked to her. She was, she was here in Nashville and so excited to see her book coming out. And yeah, we’re breaking down our top three takeaways, which I’m going to it only seems fitting to let one female CEO entrepreneur that I ex I respect so much kick off the the recap with to another. So what did you take away from from her?

AJV: (00:59)

So I, this was probably my biggest, not just my first, but my biggest takeaway from the podcast, which I thought was really great for on so many different levels, but here’s the first thing doing what hasn’t been done before. It doesn’t mean it doesn’t work. It just means it hasn’t been done. I think so often we hear our clients talk about, well, this is what our competitors are doing. This is what the market is doing. This is what, you know, competitor research says this blah, blah, blah. And that’s what I say. Because I think it’s so often it’s why are you looking to find your uniqueness and something or someone else, and that is just counter intuitive to every single thing. That’s at the core of what makes you, you, which is no one else is you. And I love what Jamie said. And she was like, just because it hasn’t been done before. Doesn’t mean it doesn’t work. It just means it hasn’t been done before. So why not? You, why not your company? Why not your personal brand? And she’s the best case study of that, that there is a, in the beauty industry. And I love, I love that message so much.

RV: (02:16)

I got goosies Vaden. That was good. That was strong,

AJV: (02:20)

But it’s, I it’s, we, we suffer from this challenge all the time of we say, well, everyone’s doing funnel challenges. Well, everyone’s doing courses and everyone’s doing Instagram ads. And it’s like, why do you care what anyone else is doing? So that was my biggest takeaway. Do what you do, do what you do and build it into a nine figure business. I mean, it’s kind of, well, almost 10.

RV: (02:49)

Yeah. I guess nine figures would be a hundred million. It’s hard to know

AJV: (02:55)

199 million

RV: (02:56)

Sold it for a billion, which would be 10 figures. I mean, it’s hard to even count anyways. It’s a lot of zeros. It’s a lot of zeros and you know, kind of related to that, I think my big takeaway, which I think is like the, one of the central parts of her whole book, I’ve read the whole book cover to cover. It’s awesome. That’s funny. It’s, it’s inspiring. I, yeah. And I read slow it’s so I don’t read that many books every year. I try to, but it’s that doesn’t help either or I don’t stay awake very long, but it is you know, and, and she basically saying that like learn to listen to your gut, which is like, kind of what you’re talking about, your instinct. Right. And versus just what people say, Oh, it has to be this way. No one would ever buy a beauty product from someone that looks like you. What? I mean, that was crazy. Like, I can’t believe somebody said that to her

AJV: (03:57)

Because you’re a man women hear stuff like that all day, every day. Don’t make me go on a tangent.

RV: (04:04)

I believe I am. I’m not saying I, I just, I can believe that someone said it. I just saying it’s so stupid that somebody would say that it’s so mean that somebody would say that is, is, is what I’m saying, but, but anyway.

AJV: (04:19)

Yeah.

RV: (04:19)

Well, I clearly right. W tack up rack up the points for Jamie Kern, Lima. I think she got the best of that battle. But it, you know, it, it reminds me of when we met our literary agent Nina, and it was just like, you know, I just, I just felt drawn to this idea of like, this is who we’re supposed to have represent us because they had such a track record of rep representing new young business authors. And it was like, I know we’re not qualified to be with them yet. I know that, you know, like we’re not big enough or whatever, but this is, this is how I’ve, I’ve just felt so drawn to that. And over the course of our career, I feel like so many times.

AJV: (05:05)

But that mean to your point is that you felt this internal knowing similar to what Jamie talks about, even though that we were rejected two years and it did not make logical logical sense, but deep down you’re like, Nope, I know this is it. I know my external surroundings do not line up with what my gut is saying, but that’s what it’s saying.

RV: (05:28)

I feel like you do that so well, it’s one of the things I love about you is you, you have such a strong instinct about this is good. This is bad. This is fair. This is not, this will work. We can’t do this. Like I believe in this, I don’t believe in that. And you have such a clear instinct. I always tell AJC, sees the world in black and white. It helps me. Cause I always am like living in this world of gray and, and she’s like, boom, boom. And that’s that’s instinct. And you just don’t hear enough about that. Anyways. That was my first big takeaway is, you know, follow the gut, follow the gut.

AJV: (06:02)

Yeah, I am. And I think it’s not just follow your gut. It’s follow it. Even when the surroundings around you don’t line up and it’s, it’s being in touch with your instincts,

RV: (06:13)

If it’s strong enough. Like if it’s that strong. Yeah.

AJV: (06:16)

Yeah. Okay. My second one that was very long. So my second one,

RV: (06:21)

You interrupted me. So that doesn’t count

AJV: (06:24)

Is I love this. She said you cannot fake authenticity, authenticity doesn’t guarantee success, but in authenticity guarantees, failure might drop. That is so good. That is such a reminder to all of us where it’s like, no one said authenticity is going to make you successful. But what you can guarantee is that inauthenticity being fake, bending the truth that will guarantee failure at some point. And that is just so solid and so good. And just to that, it’s like, it’s why fake authenticity specifically to building a personal brand, right? You’re, you’re, you’re building your entire business off of you, your uniqueness, what you believe in, why wouldn’t it be authentically true and authentically you, this is your opportunity to share your thoughts and your mission and your values with the world to share your unique message, to help people all around the world.

AJV: (07:32)

Why wouldn’t you want it to be authentically you? Why do you think you need to have certain clothes or certain photo shoots? And, you know, just all of those things that I think are just so amazing. And I love Jamie story. And although she didn’t share tons of this on the podcast interview, but it’s like, it was her authenticity on QVC that sold out the products, right? She probably could have gone up there with the exact same product and not did what she did and had models come in and dah, dah, dah, and it may not have sold out. We don’t know it was her authenticity, her truth that sold a billion dollar business. That, and I love that because it would’ve been really easy to do it the way the industry does it the way her competitors did it, the way that even people like QVC were suggesting that she should do it.

RV: (08:25)

And I think, I think that authenticity is going to translate into a lot of book sales. Like she’s she does the same thing. It’s just part of what she does is just, she just shares her heart. And that is so powerful and it’s exhausting to not be used. So I, I love that too. That’s a big, a big takeaways. Even if you win, you’re going to burn out. If you’re, if you’re in authentic, you can’t really, when you, you, you, you can, it guarantees failure. So my second takeaway was that when she, the, she drew a line in the sand where she said, I would rather have women not buy anything, but see someone who looks like them, then I would have them buy a bunch of stuff from, from women who are, are unattainable, that unattainable aspiration of, of beauty and what she did right there in that story was she drew a line in the sand that said, I am about mission over money.

RV: (09:27)

And that is something that we’re always talking about. It’s in our mantra, we have a thing called a mantra at brand builders group that we read about, we read every month internally. And we say, we are about mission over money, just because something will make money. Doesn’t mean you should do it. Like, it’s it. Money is just one scorecard. It’s not bad. There’s not anything wrong with money, but it’s like, it takes so much passion and heart and belief and conviction to say, it’s about mission. And I’m going to, I’m going to follow that. And that was that’s what broke through the noise. That’s how she broke through the wall. That was huge for me. Yeah.

AJV: (10:04)

And second that, I second that and so here’s my third one is I love this so much because it speaks to what I think we all should be doing is she was, she said that, listen, I’m going to use myself as the case study for my own products. I ha I stand behind my product so much. I will be the case study. I will go out there with no makeup on, because I know my product works. I stay in behind what I have created and I stayed behind what it does a hundred percent. So I’m not going to use all these people who already have perfect skin and perfect complexions because they’re 19 years old. I know I’m going out there. I’m going to go out there raw with no makeup. And I don’t want to show what my product does. And it’s like, you should be able to stand behind your product and your services, a hundred percent conviction, and that it doesn’t make your product or service.

AJV: (10:58)

Perfect. Nobody’s trying to attain perfection here. But what I’m saying is that you should believe in it a hundred percent if you’re dedicating your life and your career to it. But that doesn’t mean it’s perfect. It doesn’t mean your business is perfect. We all have flaws. We all have ears. That’s not what I’m saying here is that you believe in it so much that you’re like, Nope, me, I’ll be the case study. I know this works because it changed my life. It changed in her case her complexion, which improved self confidence and all these other things. But you’ve gotta be able to stand up and say, Nope, I’ll be the case study. That is how much I believe in this. Not saying that it’s perfect and without flaw, but you just have that much conviction in it. Yep.

RV: (11:43)

That’s so good. That’s so good. For me, the, the, the last takeaway is, you know, the book is called, believe it. And her whole thing is about believing yourself. And how do you believe in yourself? And, and, and, and I love it. It’s upstairs. We got to both upstairs. I think yours is in your bathroom and the mindset and the bed, the the but, but, but here’s the thing, what I love is she talks about belief and authenticity and passion. And then she also talks about work. Not just, I sat in a room and, and I didn’t manifest this by like, it wasn’t like, you know, just sit around and think good thoughts. She did a thousand live shows 1000. She, she had one year, I think, where she said she did like 300 shows in a year. That’s like almost every single day, she sleeping at QVC.

RV: (12:44)

They were doing 90 hour work weeks for 10 years. Like, I just, I love that because it’s both right. Is it like, is it mindset or is it work ethic? Yes, it is both. It is belief. It is passionate. It’s vulnerability, it’s authenticity, and it is freaking work. And, and you just don’t hear that enough about like, it’s work a thousand live show. I mean, that is a thousand. We, you know, we always heard from Eric Chester or one of my mentors, the difference between a good speaker and a great speaker is 1000 presentations. She’s done a thousand. She has been hustling and pitching and fighting. And so it’s like, while you’re, while you’re waiting to believe in yourself, work like you, you may or may not believe in yourself, but you can start working right away. Like you can start taking action, no matter how you feel like you can just go. And if you do that, you build this momentum and then you get some wins and you start to believe and you go, gosh, maybe this could work or Whoa, that didn’t work. But I think I could try this. And then it’s like the, the, the work leads to the belief, right? And the belief leads to the work. But if, if you don’t have the belief, it’s not going to stop you from doing the work. So just work, just go, just follow that instance.

AJV: (14:09)

But yeah, to that is, you’ve got to have something that you believe in enough where it no longer even feels like work. It’s just what you do. It’s who you are. It’s a part of your mission. It’s that mission. And it’s like, I don’t think there’s anything wrong with a 90 hour work week, to be honest, I don’t want one. I’m not citizen,

RV: (14:31)

But

AJV: (14:31)

I think it comes back to it’s like, but is it because it feels like work? Or is it because you’re so tied to the mission of it? It no longer feels like work. It feels like your calling. It feels like your purpose, your mission. And I think that’s, that’s an important distinction of this too. This just work. Wasn’t just building a company. This was a mission. This one is a changed in industry. And I think that too is really important to recognize where definitely I definitely can’t sit here and say, I encourage you to work 90 hours, but I could definitely sit here and say, but if it doesn’t feel like work, if it’s a part of who you are and what you feel called to do, you should do it 24 hours a day.

RV: (15:09)

And you’re not going to just believe your way there. That’s that’s my thing is like, believe it is the part of it, but work, it is work. It is the other part of it. Right? You can’t just believe it and not work. In fact, the fact that you do the work is evidence of the belief you’re working in the direction of the thing that you say you care about. Like, you can sit and go, Oh, I really care about this thing. But if there’s no effort behind it, it’s like, you don’t really, if you believe it, and it’s your mission, then you’re, you’re, you’re going behind it. Who cares? How many hours? There’s action. There’s action to support that belief. And yeah. So I just love it. Super power.

AJV: (15:51)

Yeah, it was. It’s a great interview. You should listen to the whole thing. You should go buy the book, read the book and give her some love.

RV: (15:57)

Check it out. Jamie Kern, Lima, everybody on the influential personal brand podcast. That’s the recap edition. We’ll catch you next time. Stick around.