1 00:00:00,000 --> 00:00:03,960 Robert Plank: Well, welcome back to the marketer of the day 2 00:00:03,960 --> 00:00:07,740 podcast. We are going to be talking today about speaking on 3 00:00:07,740 --> 00:00:10,290 podcast we're going to be talking today about leveraging 4 00:00:10,290 --> 00:00:13,410 sales. We're going to be talking about outbound marketing and who 5 00:00:13,410 --> 00:00:16,920 knows what we will fit in. Today, our guest is Mark Colgan, 6 00:00:16,920 --> 00:00:20,820 he is an entrepreneur. He is a revenue leader responsible for 7 00:00:20,820 --> 00:00:24,420 increasing revenue across a small portfolio of companies, 8 00:00:24,510 --> 00:00:28,560 where he leverages his 13 years experience of b2b sales, 9 00:00:28,590 --> 00:00:33,030 marketing and recruitment. He has the cold email bootcamp 10 00:00:33,030 --> 00:00:36,840 course, the sales impact Academy course super exciting so much to 11 00:00:36,840 --> 00:00:38,580 talk about Mark. Glad to be talking to you. 12 00:00:39,060 --> 00:00:40,920 Unknown: Yeah, really glad to be here. Robert, thanks for 13 00:00:40,920 --> 00:00:42,630 inviting me on. My 14 00:00:42,630 --> 00:00:44,910 Robert Plank: pleasure. Happy to have you here. And so what has 15 00:00:44,910 --> 00:00:48,000 been your focus the last six months or so? What do you feel 16 00:00:48,000 --> 00:00:50,910 like talking about? What is your passion? What has you fired up? 17 00:00:51,390 --> 00:00:54,210 Unknown: Sure. So I think my main focus where most of my 18 00:00:54,210 --> 00:00:57,450 energy is going is speaking on podcast. So building that agency 19 00:00:57,450 --> 00:01:00,060 and helping people speak on more podcasts and get their message 20 00:01:00,060 --> 00:01:00,600 out there 21 00:01:01,290 --> 00:01:04,590 Robert Plank: are fantastic and this is one of those like, Right 22 00:01:04,620 --> 00:01:08,160 Place Right Time situations for me, because as you know, you're 23 00:01:08,160 --> 00:01:11,880 on my podcast right now. We have 800 plus episodes, and I can't 24 00:01:11,910 --> 00:01:15,930 really I can lately, I've been maybe more diligent with it and 25 00:01:15,930 --> 00:01:19,110 more about having the calendar for and having guests on. But 26 00:01:19,170 --> 00:01:22,710 going on other podcasts is the thing I still only do about 27 00:01:22,710 --> 00:01:26,520 maybe once a month if that. And I feel like I always beat myself 28 00:01:26,520 --> 00:01:29,250 up about it. I feel like I need to be on like, at least a 29 00:01:29,250 --> 00:01:33,690 podcast per week, ideally, maybe even two or three. And so I 30 00:01:33,690 --> 00:01:36,480 mean, what do you have to say to that for someone like me, who 31 00:01:36,480 --> 00:01:40,560 says, I know I need to do it, I'm blocked for for some reason, 32 00:01:40,680 --> 00:01:44,310 I'm hesitating to do it. But I really want to Sure, well, 33 00:01:44,310 --> 00:01:46,650 Unknown: I think someone like yourself who's a podcast host 34 00:01:46,650 --> 00:01:49,410 you should have, you should feel confident that you will be great 35 00:01:49,410 --> 00:01:52,860 on the mic on camera. So I wouldn't worry too much about 36 00:01:52,860 --> 00:01:56,040 not having things to say, a lot of the times our customers come 37 00:01:56,040 --> 00:01:58,740 to us and they're not too sure if they have anything of value. 38 00:01:58,860 --> 00:02:01,230 But if they've been in business, and people are paying them to 39 00:02:01,230 --> 00:02:04,320 help them overcome a challenge or a problem, they've got a lot 40 00:02:04,320 --> 00:02:07,590 that they can really offer in terms of value. So we often say 41 00:02:07,620 --> 00:02:10,410 what are the common questions that you get asked by your 42 00:02:10,410 --> 00:02:13,350 customers? What controversial opinions do you do have 43 00:02:13,380 --> 00:02:17,550 controversial being not unethical, but maybe opinions 44 00:02:17,550 --> 00:02:20,520 that go against the grain. But if you've got time to speak on 45 00:02:20,520 --> 00:02:24,780 podcasts, and you don't have time to do the actual pitching 46 00:02:24,780 --> 00:02:27,240 and Booking and Scheduling, and that's when you can work with a 47 00:02:27,240 --> 00:02:28,230 company like ours? 48 00:02:28,830 --> 00:02:31,080 Robert Plank: And I definitely see the value in that. Because 49 00:02:31,140 --> 00:02:34,890 anytime maybe that's the answer. Because every time I've tried to 50 00:02:34,890 --> 00:02:37,620 either do the booking myself or I have a little bit of a team 51 00:02:37,620 --> 00:02:40,650 and I try to outsource it to them. It's such there's so much 52 00:02:40,650 --> 00:02:43,350 like throwing the ball and catching the ball. And it seems 53 00:02:43,350 --> 00:02:47,010 like it takes like by like the third or fourth message in the 54 00:02:47,010 --> 00:02:49,920 email to actually get books sometimes I'll I'll like, look 55 00:02:49,920 --> 00:02:52,830 up all these podcasts, I'll send them a message. And then I won't 56 00:02:52,830 --> 00:02:55,290 hear back from them. I'll send another one and another one. And 57 00:02:55,290 --> 00:02:57,990 they'll say, oh, sure we can schedule. And it's just like it 58 00:02:57,990 --> 00:03:01,410 takes so I mean, sometimes it takes months later to do it. And 59 00:03:01,410 --> 00:03:05,940 it's also Yeah, yeah, it's it's it's so tedious. I hate doing 60 00:03:05,940 --> 00:03:08,280 it, and then even assigning it to someone else. I'm like 61 00:03:08,280 --> 00:03:11,160 watching what they're doing. And they're not even sure. And it 62 00:03:11,160 --> 00:03:15,720 seems like having a team or hiring someone that just knows 63 00:03:15,720 --> 00:03:19,680 this. And I imagined to that, even even though it is a little 64 00:03:19,680 --> 00:03:22,110 bit tedious. And there's a lot of steps, I imagine that someone 65 00:03:22,110 --> 00:03:27,090 like you has a network of podcast hosts where they're just 66 00:03:27,090 --> 00:03:30,000 respond right away, right? I mean, there's, there's like the 67 00:03:30,000 --> 00:03:33,300 one aspect of all the management of it. But I imagine that when 68 00:03:33,300 --> 00:03:36,960 you send an email and you say I have this guest, there's like a 69 00:03:36,960 --> 00:03:39,630 quick response. It's not eight emails later. 70 00:03:40,530 --> 00:03:42,960 Unknown: Absolutely, yeah. So we have got preferential 71 00:03:42,960 --> 00:03:45,840 relationships with with quite a few podcast hosts, but we always 72 00:03:45,840 --> 00:03:49,320 say to the team and or the manager in the team is audience 73 00:03:49,320 --> 00:03:52,470 first. If it's not right for our customer, we're not going to 74 00:03:52,470 --> 00:03:54,360 reach out to that podcast. So it's just because we've got that 75 00:03:54,360 --> 00:03:57,060 relationship, we're not looking for the shortcuts, we want to 76 00:03:57,060 --> 00:03:58,980 make sure it's really, really relevant forecast for the 77 00:03:58,980 --> 00:04:01,110 individual customers will 78 00:04:01,110 --> 00:04:03,120 Robert Plank: quote, and it makes perfect sense, right? Why 79 00:04:03,150 --> 00:04:05,880 Why waste anyone's time, and every now and then I like to 80 00:04:05,880 --> 00:04:08,910 have a guest off the beaten path. Like I'll talk to him like 81 00:04:08,910 --> 00:04:12,750 me, like an accountant or an artist or something. And that's, 82 00:04:12,840 --> 00:04:15,360 that's sort of fun to do something different. But 83 00:04:15,390 --> 00:04:18,270 sometimes I wonder if I'm wasting their time. And I also 84 00:04:18,270 --> 00:04:22,410 think, well, I don't want every single episode to be some other 85 00:04:22,410 --> 00:04:26,730 weird guests who like maybe is not quite in on the podcast that 86 00:04:26,730 --> 00:04:30,330 they that they should be. And so so there's that aspect of it. 87 00:04:30,330 --> 00:04:33,240 But then so you said that there is like a big problem that you 88 00:04:33,240 --> 00:04:37,890 or your customers have is being afraid that they won't have 89 00:04:38,160 --> 00:04:42,030 something to say and so you said to make that inventory of 90 00:04:42,180 --> 00:04:45,390 questions you already get asked controversial opinions that you 91 00:04:45,390 --> 00:04:48,990 have and things like that. And so what are the other maybe 92 00:04:49,020 --> 00:04:52,890 objections for people appearing on podcasts? Because I think 93 00:04:52,920 --> 00:04:56,580 like for myself, I think there's maybe like the time aspect like 94 00:04:56,580 --> 00:04:59,970 I'm worried about it committing in advance to time in the count 95 00:05:00,000 --> 00:05:02,640 under me thinking, Well, I'm excited about it now, but I'm 96 00:05:02,640 --> 00:05:05,850 not sure I'll be excited about it next Tuesday. And then I'm 97 00:05:05,850 --> 00:05:09,420 also maybe worried about like the having like the right 98 00:05:09,420 --> 00:05:12,330 materials, because I like I have a bio, but I'm like, Is that the 99 00:05:12,330 --> 00:05:16,050 right bio? Do they want to see any other any materials? So they 100 00:05:16,050 --> 00:05:19,860 want to do a pre call. So what other things besides just like 101 00:05:19,860 --> 00:05:23,700 the questions are your your clients concerned about? 102 00:05:24,780 --> 00:05:27,960 Unknown: wherever you've nailed the time and being prepared with 103 00:05:27,960 --> 00:05:31,770 the content or the follow up as well. So from from a timing 104 00:05:31,770 --> 00:05:35,820 point of view, not to turn this interview into a pitch for my 105 00:05:35,820 --> 00:05:39,480 company, but we we thought of everything. So all we ask for 106 00:05:39,480 --> 00:05:42,570 our customers is an hour, an hour and 15 minutes in the first 107 00:05:42,570 --> 00:05:46,020 month from us, that's all we want from you. And then we'll go 108 00:05:46,020 --> 00:05:49,890 and build all of the assets that you need. So we build the bio, 109 00:05:49,890 --> 00:05:52,800 the profile, build the bride come up with the topics, and we 110 00:05:52,800 --> 00:05:55,050 actually package it up in a really neat landing page. 111 00:05:55,230 --> 00:05:59,730 Because it's 2021. No one wants to send PDFs and receive PDFs. 112 00:05:59,730 --> 00:06:03,870 So we create a landing page. And that serves as the media kit 113 00:06:03,900 --> 00:06:07,650 that you then don't have to create. And then it comes to 114 00:06:07,950 --> 00:06:11,400 preparing and being confident with what it is that you want to 115 00:06:11,400 --> 00:06:14,070 talk about. And what we do with our customers is we do a test 116 00:06:14,070 --> 00:06:17,580 interview that gets recorded, but we never publish it. But we 117 00:06:17,580 --> 00:06:20,550 give feedback. And sometimes that feedback, Robert has pages 118 00:06:20,550 --> 00:06:24,720 and pages of feedback. And we also pay for an hour session 119 00:06:24,720 --> 00:06:27,990 with a presentation coach that we've partnered with. So you can 120 00:06:27,990 --> 00:06:30,690 go into a one hour one on one training session with her and 121 00:06:30,690 --> 00:06:33,570 she's fantastic. And a number of clients have signed up to work 122 00:06:33,570 --> 00:06:36,960 with her for public speaking in general as well. So it's a win 123 00:06:36,960 --> 00:06:37,920 win win scenario. 124 00:06:38,640 --> 00:06:40,350 Robert Plank: That's pretty cool. I hadn't even thought 125 00:06:40,350 --> 00:06:42,840 about didn't even know that was a thing of a number one having 126 00:06:42,870 --> 00:06:46,050 the test interview. That way there can be the dry run that 127 00:06:46,050 --> 00:06:49,950 way that they can just kind of see how it goes and know what 128 00:06:50,040 --> 00:06:53,220 the conversation will be like with the intro and outro on the 129 00:06:53,220 --> 00:06:55,920 questions and the places they're nervous and might get stuck. So 130 00:06:55,920 --> 00:06:59,490 that in itself is school and also with the presentation coach 131 00:06:59,490 --> 00:07:02,520 to catch some of those things that and I'm sure that you know, 132 00:07:02,550 --> 00:07:05,820 like we all have these weird chicks. I went through a phase 133 00:07:05,820 --> 00:07:09,900 once where I said, awesome, like almost every sentence. And then 134 00:07:09,900 --> 00:07:12,630 I'm from I think you're from like, like Portugal, right? 135 00:07:13,350 --> 00:07:16,290 Unknown: I'm from London. I live in Portugal now. Okay, so 136 00:07:16,290 --> 00:07:18,870 Robert Plank: you're in Europe. But then here, here in America, 137 00:07:18,900 --> 00:07:22,260 especially in the California region, we say like almost every 138 00:07:22,260 --> 00:07:24,930 sentence. So there are little things like that, like, kept on 139 00:07:24,990 --> 00:07:28,860 saying that. And it's, it's like, You're aware that you say 140 00:07:28,860 --> 00:07:30,990 it, but it's just you're not and you're afraid you're even 141 00:07:30,990 --> 00:07:33,690 thinking about it. And having the other person you have that 142 00:07:33,690 --> 00:07:36,900 list of notes that I can look at, at my leisure seems very, 143 00:07:36,930 --> 00:07:39,840 very valuable and very convenient. I know you said Mark 144 00:07:39,840 --> 00:07:43,290 that you're afraid of making this a pitch session for company 145 00:07:43,290 --> 00:07:45,870 but but go ahead and pitch if that makes you more comfortable. 146 00:07:45,870 --> 00:07:49,890 Because my my thinking here is that if people are listening to 147 00:07:49,920 --> 00:07:52,860 this particular episode, and they have this specific problem, 148 00:07:52,980 --> 00:07:55,950 they should know about the solution. So they should know at 149 00:07:55,950 --> 00:07:59,730 least what the process will be like once they're there. And 150 00:07:59,730 --> 00:08:03,570 once they want to give you and your team and your services a 151 00:08:03,570 --> 00:08:06,690 shot. And my thinking too is like if we're looking to make a 152 00:08:06,690 --> 00:08:09,780 change, and we sign up for one of these kinds of monthly 153 00:08:09,780 --> 00:08:14,400 services or give it a go, you know, why not just like, 154 00:08:14,460 --> 00:08:18,510 dedicate ourselves for a set length of time and try it out. 155 00:08:18,510 --> 00:08:21,060 And so So you said that when someone signs up for your 156 00:08:21,060 --> 00:08:23,970 service, there's these things of, you know, doing the testing, 157 00:08:23,970 --> 00:08:27,300 review and making the landing page and things like that. And 158 00:08:27,300 --> 00:08:31,260 so maybe like the first 30 days or so what is the typical 159 00:08:31,350 --> 00:08:36,030 journey as far as like number of podcasts on and like the time 160 00:08:36,030 --> 00:08:37,950 commitment in that whole first month? 161 00:08:38,610 --> 00:08:41,520 Unknown: Yes. So we actually, so the way that we work, and I 162 00:08:41,520 --> 00:08:44,670 really like your comment of committing to a campaign. So we 163 00:08:44,670 --> 00:08:47,850 work in a campaign of six months, within six months, we 164 00:08:47,850 --> 00:08:51,390 guaranteed when people podcast interviews book for you for our 165 00:08:51,390 --> 00:08:54,660 customers. But the first month we take our time with the 166 00:08:54,660 --> 00:08:58,260 onboarding. So we really wanted to dive into detail on the 167 00:08:58,290 --> 00:09:00,540 audience that you want to be speaking in front of Who do you 168 00:09:00,540 --> 00:09:04,230 want to be listening to you the topics you can talk about. So we 169 00:09:04,230 --> 00:09:07,230 do this one hour, one hour, one one hour 15 onboarding call. But 170 00:09:07,230 --> 00:09:09,570 that's all we really need from from you in the first month. And 171 00:09:09,570 --> 00:09:12,090 then we do a lot of the work behind the scenes. We research 172 00:09:12,090 --> 00:09:14,190 to find best fit podcasts. And we'll share that with our 173 00:09:14,190 --> 00:09:17,580 customers to say, Are we on the right track? Yes, no, maybe let 174 00:09:17,580 --> 00:09:20,970 us know the news. And then maybe so we can adapt our research in 175 00:09:20,970 --> 00:09:23,910 the future. And then we prepare the topics and the media page 176 00:09:23,910 --> 00:09:25,890 and everything like that, share that with our customers for 177 00:09:25,890 --> 00:09:28,770 approval to once we get the green light, we're ready to do 178 00:09:28,770 --> 00:09:32,520 the outreach. We listen to every podcast that we reach out to 179 00:09:32,520 --> 00:09:35,040 listen to several episodes at times to really look for the 180 00:09:35,040 --> 00:09:38,250 angle that's going to be most relevant between the podcast 181 00:09:38,250 --> 00:09:41,700 guest and the host. And in some cases, I check the emails that 182 00:09:41,700 --> 00:09:45,780 my team send out and it's like PS. John is also a black belt in 183 00:09:45,780 --> 00:09:48,750 jujitsu, too. And it's like we found out all these amazing 184 00:09:48,750 --> 00:09:51,300 things about the podcast hosts and the customers and we try and 185 00:09:51,300 --> 00:09:54,870 make those connections. So results wise typically we get 186 00:09:54,870 --> 00:09:57,840 our first positive replies in week four and week five 187 00:09:57,870 --> 00:10:02,550 customers so the onboarding month is a ramp up period. And 188 00:10:02,550 --> 00:10:05,310 then we can go faster or slower. And we've had some customers 189 00:10:05,310 --> 00:10:08,220 say, whoa, whoa, whoa, slow down. I'm getting too many great 190 00:10:08,220 --> 00:10:11,490 podcast interviews. So we can kind of slow down our efforts. 191 00:10:11,490 --> 00:10:14,910 But as you mentioned, at the very beginning, that the secret 192 00:10:14,910 --> 00:10:17,760 is really in the follow up email to get missed, people don't 193 00:10:17,760 --> 00:10:20,970 reply when they want to. So we have a very specific poll 194 00:10:20,970 --> 00:10:23,850 operators as well, that builds upon the value that we're 195 00:10:23,850 --> 00:10:26,700 demonstrating in those first emails. And 196 00:10:26,700 --> 00:10:30,030 Robert Plank: so you mentioned that the follow up and and for 197 00:10:30,030 --> 00:10:32,040 some reason, when you when you say that word, what comes to 198 00:10:32,040 --> 00:10:35,820 mind is the the contacting after the interview, and I think that 199 00:10:35,820 --> 00:10:38,880 that's something where I think that everyone's lacking even 200 00:10:38,880 --> 00:10:42,060 some of these podcasts, agencies that, that send me emails, 201 00:10:42,060 --> 00:10:44,910 because as you know, if you if you have almost any podcast, 202 00:10:44,910 --> 00:10:47,460 you'll have like 10, or 12 of these booking agencies just 203 00:10:47,490 --> 00:10:50,700 always sending you gifts. And usually I say, like, give me 204 00:10:50,700 --> 00:10:53,910 everybody, if you give me three people's PDF files, though, I 205 00:10:53,910 --> 00:10:56,700 mean, you do the landing page, but I get three miles, I say, 206 00:10:56,700 --> 00:10:59,430 give me all three people, and I'll get them. I'll get them all 207 00:10:59,430 --> 00:11:05,430 scheduled. But then it's, I would say maybe, maybe 10 or 20% 208 00:11:05,430 --> 00:11:11,070 of those agencies, then, like fall circle back around and ask 209 00:11:11,070 --> 00:11:15,390 when the episodes live, almost no one even contacted me 210 00:11:15,390 --> 00:11:18,030 afterwards. So so it seems like if you and your team do that, 211 00:11:18,030 --> 00:11:20,580 that's like such an easy way to stand out. Because that's always 212 00:11:20,580 --> 00:11:23,460 the question too, is, well, there's all these, we all heard 213 00:11:23,460 --> 00:11:25,920 of like podcasts, booking agencies, and typewritten 214 00:11:25,920 --> 00:11:29,130 Google, there's a such a, such a long list. And you wonder like, 215 00:11:29,130 --> 00:11:32,670 well, what makes you stand out and unique compared to the rest? 216 00:11:32,670 --> 00:11:35,310 So what's the answer there? Mark? If there are maybe like 217 00:11:35,340 --> 00:11:39,450 200 or 300 different podcasts, agencies? Why go with you guys? 218 00:11:39,990 --> 00:11:44,970 Unknown: Yes, so can I swear on this, go for it? Sure. We give a 219 00:11:44,970 --> 00:11:48,270 shit. I think that's the biggest difference. We really care about 220 00:11:48,270 --> 00:11:51,690 the relevancy of our off the podcasts that we find for our 221 00:11:51,690 --> 00:11:55,110 customers. We care about the reputation as well as we know 222 00:11:55,110 --> 00:11:59,310 that some of the other well known podcast review agencies do 223 00:11:59,310 --> 00:12:03,660 send templated emails that are like, Mark can talk about ABMC. 224 00:12:04,080 --> 00:12:06,180 But they haven't made the job easier for the podcast. So So 225 00:12:06,180 --> 00:12:09,540 that's one way that we started out differently is that we look 226 00:12:09,540 --> 00:12:12,450 for what we believe would be the most valuable talking point out 227 00:12:12,450 --> 00:12:14,850 of all of the topics that the customer can speak about to take 228 00:12:14,850 --> 00:12:18,390 the work away from the podcast host. And then as you as you 229 00:12:18,390 --> 00:12:21,450 said, about the follow up, we check in after every podcast 230 00:12:21,450 --> 00:12:24,660 interview with with the hosts and the customers as well. So we 231 00:12:24,660 --> 00:12:27,420 ask the customer how do we go? We often host how do we go as 232 00:12:27,420 --> 00:12:30,270 well. Now sometimes I look at my the emails that we're sending. 233 00:12:30,270 --> 00:12:32,400 I'm like, God, we're sending out so many emails, because we're 234 00:12:32,400 --> 00:12:36,750 putting so many interviews but until we get asked to not send 235 00:12:36,750 --> 00:12:39,570 that follow up email to say, you know, how did I think of a 236 00:12:39,570 --> 00:12:42,600 boundary? We'll continue to do so. And we heard we're not 237 00:12:42,600 --> 00:12:46,950 really upsetting to many people. But yeah, just genuinely caring 238 00:12:46,980 --> 00:12:50,100 about the reputation and not spamming. We have two customers 239 00:12:50,100 --> 00:12:52,410 the ones that pay us and then the podcast actually don't pay 240 00:12:52,410 --> 00:12:56,100 us but they pay some kindness by accepting our guests. Sometimes 241 00:12:56,100 --> 00:12:58,410 first time around sometimes don't want to repeat baited 242 00:12:59,310 --> 00:13:01,860 Robert Plank: well super cool and I like kind of that banner 243 00:13:01,890 --> 00:13:04,710 that you say you're not spamming you're like sending like you 244 00:13:04,710 --> 00:13:08,190 know real thoughtful customized messages you say well such and 245 00:13:08,190 --> 00:13:12,690 such also does jujitsu or black belt and that's really cool and 246 00:13:12,690 --> 00:13:17,010 I love when podcast booking agencies do that and I love when 247 00:13:17,010 --> 00:13:19,740 they may be stalked me a little bit because because like you 248 00:13:19,740 --> 00:13:22,680 said there's there's that fear of saying like well, am I being 249 00:13:22,680 --> 00:13:26,460 too annoying or my contacting them but we all get busy and 250 00:13:26,460 --> 00:13:28,920 like you said if if it's annoying, I'll say and then 251 00:13:28,920 --> 00:13:33,570 it'll stop but I love when because sometimes I'll try to 252 00:13:33,570 --> 00:13:36,480 connect with some guests and the scheduling just won't work out 253 00:13:36,480 --> 00:13:39,210 right like Yeah, well schedule and one of us cancel on 254 00:13:39,210 --> 00:13:42,780 sometimes it might be three or six months until we finally 255 00:13:42,780 --> 00:13:45,330 connect and I love when that happens. And I just went I see 256 00:13:45,330 --> 00:13:49,260 like a big ol long email list of like, they they kept working on 257 00:13:49,260 --> 00:13:52,560 me and they kept working on me and like I saw on your on your 258 00:13:52,560 --> 00:13:56,700 website on speak on podcast.com You have like all these you 259 00:13:56,700 --> 00:14:01,050 know, podcast covers and I think one of your clients is Bradley 260 00:14:01,050 --> 00:14:04,260 and I love guys like Bradley and Grant Cardone who say things 261 00:14:04,260 --> 00:14:08,550 like like, they like work they work on somewhere for like 17 262 00:14:08,550 --> 00:14:11,190 years and they just keep every month like make another phone 263 00:14:11,190 --> 00:14:14,670 call or one guy was like I think calm like grantor Brad and 264 00:14:14,670 --> 00:14:17,850 saying like, hey you You left me 36 voicemails Why don't you 265 00:14:17,850 --> 00:14:20,880 leave me alone and then finally he left him alone but it just 266 00:14:20,970 --> 00:14:24,180 for some reason some things like that make me giggle a little bit 267 00:14:24,210 --> 00:14:28,350 if if someone has been maybe not pushy, but like over a long 268 00:14:28,350 --> 00:14:31,410 length of time persisted in saying like, Hey, I know it 269 00:14:31,410 --> 00:14:33,960 didn't work out last time. This is the best guesses there's this 270 00:14:33,960 --> 00:14:37,980 guest and it's kind of I know it's a fine line between like 271 00:14:37,980 --> 00:14:41,370 being too pushy or not, but I consider that maybe like like 272 00:14:41,370 --> 00:14:44,100 the opposite of spamming. If there's a guest who's like a 273 00:14:44,100 --> 00:14:47,280 really good fit for my show. They really should be on it. And 274 00:14:47,280 --> 00:14:50,220 they just keep keep on trying another angle on saying hey, can 275 00:14:50,220 --> 00:14:53,670 we try it? And even like sometimes when a couple of years 276 00:14:53,670 --> 00:14:56,370 later, I'll have a guest on and the booking agency will say hey, 277 00:14:56,370 --> 00:14:59,640 it's been two years like such and such has some new book and 278 00:14:59,640 --> 00:15:02,610 we already Have this existing relationship do you want to hop 279 00:15:02,610 --> 00:15:06,360 back on on thinking like, whoa, I'm not just a row in a 280 00:15:06,360 --> 00:15:08,940 spreadsheet, I'm someone that's actually thought of to promote 281 00:15:08,940 --> 00:15:13,020 the book. And that's super cool. And so and so what I'm hearing 282 00:15:13,020 --> 00:15:15,870 from a lot of these answers from you is that there's so many 283 00:15:16,230 --> 00:15:18,720 little tiny pieces in the process. There's so many 284 00:15:18,720 --> 00:15:22,590 logistics, so many things that people have have not even 285 00:15:22,590 --> 00:15:26,160 considered like the, the follow up and the like the landing page 286 00:15:26,160 --> 00:15:29,460 and things like that. And I keep thinking about, like, I had an 287 00:15:29,460 --> 00:15:34,230 author on once who he had such a good process he like he got 288 00:15:34,230 --> 00:15:37,230 booked on on the show, I think he sent me like a postcard. He 289 00:15:37,230 --> 00:15:40,320 sent his book in the mail. Afterward, he sent like, like 290 00:15:40,320 --> 00:15:43,560 brownies and things like that. So I mean, we've been talking 291 00:15:43,560 --> 00:15:46,170 about just a swirl of ideas here. But is there something 292 00:15:46,350 --> 00:15:49,560 that you and your booking agency do as far as like all these 293 00:15:49,560 --> 00:15:52,890 little pieces that should be in place that just so many people 294 00:15:52,920 --> 00:15:56,340 don't even know that they should be doing that you and your team 295 00:15:56,340 --> 00:15:58,650 do as part of your process? Yeah, 296 00:15:58,650 --> 00:16:01,500 Unknown: so I think it's the follow up is one of the things 297 00:16:01,500 --> 00:16:04,710 that there's a few things of secret sauce that we do some 298 00:16:04,710 --> 00:16:07,590 that I'm happy to share, which I am sharing now. Others are I 299 00:16:07,590 --> 00:16:12,180 like to keep a secret. We focus on delight as much as we can, 300 00:16:12,180 --> 00:16:16,230 how can we make this engagement a delightful experience for the 301 00:16:16,230 --> 00:16:18,990 podcast host and for the customer? And there's things 302 00:16:18,990 --> 00:16:21,360 that we're looking to improve all the time as well, what more 303 00:16:21,360 --> 00:16:25,140 can we do to nurture the relationship for our customers 304 00:16:25,140 --> 00:16:27,900 between a podcast age, but again, there's that fine line of 305 00:16:28,380 --> 00:16:30,870 Is it us that should do that, or our customers, we don't want to 306 00:16:30,870 --> 00:16:34,710 be talking on their behalf. But yeah, really focusing on 307 00:16:34,710 --> 00:16:40,590 delight. We've recorded 1000s of videos as Thank you. So we 308 00:16:40,590 --> 00:16:45,090 record a thank you video. Once we've secured a an interview for 309 00:16:45,090 --> 00:16:47,820 a customer, no one has told us to do it. I don't know what the 310 00:16:47,820 --> 00:16:50,670 return on investment is. But we still do it. And the team loves 311 00:16:50,670 --> 00:16:54,330 doing it as well. It's such a positive business to be in, we 312 00:16:54,330 --> 00:16:57,420 have this channel, Robert called time for confetti. And as soon 313 00:16:57,420 --> 00:17:01,350 as we get an interview book, or a new interview, confirmed, some 314 00:17:01,350 --> 00:17:04,410 post it in Slack, and everybody goes crazy on the emojis. And 315 00:17:04,410 --> 00:17:08,250 it's just so nice to roll through this on any given day 316 00:17:08,250 --> 00:17:10,770 and see all of the positive news. Well, 317 00:17:10,800 --> 00:17:13,290 Robert Plank: that's great. And those, those two things there, 318 00:17:13,290 --> 00:17:16,500 those are good reminders in general, whether it's, um, to 319 00:17:16,500 --> 00:17:18,990 get a peek inside of you and your company, but also just as 320 00:17:18,990 --> 00:17:23,040 far as like doing business and staying consistent and making 321 00:17:23,040 --> 00:17:26,400 money and things like that. But number one, just doing those 322 00:17:26,400 --> 00:17:29,550 really quick videos. And I always forget about that and how 323 00:17:29,580 --> 00:17:32,310 easy it is right? Yeah, you take your phone or you take your web 324 00:17:32,310 --> 00:17:35,820 camera. And if there's someone that you want to talk to, or say 325 00:17:35,820 --> 00:17:38,850 something or give a compliment, or say I was just thinking about 326 00:17:38,850 --> 00:17:42,120 you or something like that, how hard is it to click the record 327 00:17:42,120 --> 00:17:46,620 button and talk for 30 seconds, 60 seconds, send it off. So few 328 00:17:46,620 --> 00:17:48,840 people do it. And again, including a lot of these 329 00:17:48,840 --> 00:17:51,750 podcasts booking agencies, right? I can't think of even one 330 00:17:51,750 --> 00:17:56,130 time when I when I got someone scheduled. And I got a quick 331 00:17:56,130 --> 00:17:58,890 video saying, Hey, thanks for doing that. And then you're also 332 00:17:58,890 --> 00:18:02,310 saying that how important it is? And how do you celebrate those 333 00:18:02,310 --> 00:18:05,790 small wins, even if it might be cheesy might be a little hokey. 334 00:18:05,790 --> 00:18:09,840 But like, why why not do it, if this is what you're spending the 335 00:18:09,840 --> 00:18:13,470 bulk of your waking hours doing? If this is your passion, if this 336 00:18:13,470 --> 00:18:19,020 is your life purpose, when you you know, get one step closer in 337 00:18:19,020 --> 00:18:22,830 the right direction, you book that that podcast interview, you 338 00:18:22,830 --> 00:18:26,220 make things happen, it's a positive thing, why not 339 00:18:26,220 --> 00:18:28,890 celebrate it? And why not celebrate with the team? So 340 00:18:28,890 --> 00:18:31,770 that's just like, a good idea in general, right? And in any 341 00:18:31,770 --> 00:18:34,920 business, if there's something that moves things forward, why 342 00:18:34,920 --> 00:18:38,370 not celebrate it with the team, no matter what the heck it is, 343 00:18:38,370 --> 00:18:42,120 and so, so okay, we've covered so many different, like, 344 00:18:42,210 --> 00:18:46,950 objections and, and ideas and cool things so far. And, and so 345 00:18:47,220 --> 00:18:52,860 what is the typical? Like, like, I don't know, like attitude 346 00:18:52,860 --> 00:18:55,230 moving forward, because we've talked about there's kind of a 347 00:18:55,230 --> 00:18:58,920 one month ramp up process that there's the six months of, of 348 00:18:58,920 --> 00:19:04,290 ideally 24 podcast interviews after afterwards, like, what is 349 00:19:04,290 --> 00:19:07,620 the typical client? Do is the book launch over? Do they go 350 00:19:07,620 --> 00:19:10,650 into like maintenance mode? Is that like, one a week, one a 351 00:19:10,650 --> 00:19:14,520 month? What happens after six months with your clients? Sure. 352 00:19:14,550 --> 00:19:16,410 Unknown: So I just want to quickly get one other thing that 353 00:19:16,410 --> 00:19:18,780 we do just to celebrate the winning give back a little bit 354 00:19:18,780 --> 00:19:22,260 is we plant a tree for every interview that we book at every 355 00:19:22,260 --> 00:19:25,380 interview that we book. So whenever we reach a milestone of 356 00:19:25,380 --> 00:19:28,590 100 trees, one of our team members gets to pick a project 357 00:19:28,590 --> 00:19:30,840 where they want to plant these trees, and they can pick 358 00:19:30,840 --> 00:19:33,270 wherever wherever they want. Sometimes it's the country that 359 00:19:33,270 --> 00:19:35,790 they live in, or the war from they're from, or maybe somewhere 360 00:19:35,790 --> 00:19:38,130 that they visited. We just planted 100 new trees in 361 00:19:38,130 --> 00:19:40,920 Indonesia, on some projects there as well, because we 362 00:19:40,950 --> 00:19:45,270 reached another level milestone. So again, rewarding the team and 363 00:19:45,270 --> 00:19:49,410 giving back to the environment in this case as well. Those six 364 00:19:49,410 --> 00:19:54,180 months so 60% of our customers that have back can renew have 365 00:19:54,180 --> 00:19:56,910 decided to renew with us. We've actually got one customer who's 366 00:19:56,910 --> 00:20:01,020 renewed for the third time. When I say that can renew. What I 367 00:20:01,020 --> 00:20:04,320 mean by this is sometimes our customers have quite a niche 368 00:20:04,500 --> 00:20:07,590 audience. And really, there's not many more podcasts to go on 369 00:20:07,590 --> 00:20:11,970 after 24 podcasts has been achieved. So we either agree on 370 00:20:12,000 --> 00:20:14,940 a smaller amount, or we just renew the campaign. And 371 00:20:15,180 --> 00:20:18,840 sometimes there's a change in focus changing topics. But what 372 00:20:18,840 --> 00:20:21,840 we see or what we we've witnessed from hearing feedback 373 00:20:21,840 --> 00:20:26,040 from our customers is that podcasting is such an evergreen 374 00:20:26,040 --> 00:20:28,740 channel for them that people are discovering the interviews, 375 00:20:28,860 --> 00:20:32,490 months, even years after they've been on the interview. So they 376 00:20:32,490 --> 00:20:35,430 couldn't consistently get conversations with people and be 377 00:20:35,430 --> 00:20:38,580 like, yeah, no, I heard you on so and so's podcast, I heard you 378 00:20:38,580 --> 00:20:41,580 speaking to Robert, about the topic. And one of our customers 379 00:20:41,580 --> 00:20:44,730 just the other day is that a third group coaching cohort that 380 00:20:44,730 --> 00:20:48,570 recently that she enrolled, a third of them had heard her on a 381 00:20:48,570 --> 00:20:53,010 podcast. So it's just a such a powerful medium that I not just 382 00:20:53,010 --> 00:20:55,770 because I'm in the business of it, Robert, but I think so many 383 00:20:55,770 --> 00:20:58,230 people don't realize the potential that podcasting has 384 00:20:58,230 --> 00:20:58,710 for them. 385 00:20:59,760 --> 00:21:01,410 Robert Plank: I mean, I think you're so right, and you're 386 00:21:01,410 --> 00:21:05,400 making me think back to maybe 10 years ago, plus when I would do 387 00:21:05,400 --> 00:21:08,070 live events sometimes, or I would go and speak physically at 388 00:21:08,070 --> 00:21:11,520 live events, which I mean, that's so so old school, that's 389 00:21:11,520 --> 00:21:14,220 so out of date of getting on a plane and wasting a day 390 00:21:14,220 --> 00:21:17,160 traveling and a day traveling back and just waiting around 391 00:21:17,160 --> 00:21:20,460 just for your your 60 or 90 minute slots to speak. And I 392 00:21:20,460 --> 00:21:23,790 remember thinking back then, like, I would just love to just 393 00:21:23,790 --> 00:21:26,460 show up, I would just love to show up to an event where there 394 00:21:26,460 --> 00:21:30,060 were people in the room and I can just be there, give my 395 00:21:30,060 --> 00:21:33,060 presentation me done and not have to do with all of the 396 00:21:33,150 --> 00:21:37,080 hassle of everything else. And now that podcasting, it seems 397 00:21:37,080 --> 00:21:40,260 like every year becomes more and more of a thing. Now, it seems 398 00:21:40,260 --> 00:21:43,530 like that's finally possible, especially if we don't go it 399 00:21:43,530 --> 00:21:46,260 alone, right? Especially if we have a team like at speak on 400 00:21:46,260 --> 00:21:50,280 podcast.com, where we don't have to either try to figure out all 401 00:21:50,280 --> 00:21:53,310 this old school stuff or try to figure out I mean, we you and I 402 00:21:53,310 --> 00:21:57,420 are probably list of like 50 to 80 different nooks and crannies 403 00:21:57,420 --> 00:22:01,410 of things that need to be done, like the bio, the test 404 00:22:01,410 --> 00:22:05,850 interview, the outreach, the making a quick video, when you 405 00:22:05,850 --> 00:22:09,780 get the thing booked, maybe even if you miss each other or need 406 00:22:09,780 --> 00:22:13,860 to rebook figuring that out, or figuring out how the Zoom link 407 00:22:13,860 --> 00:22:16,230 figuring out how the interview went. And I mean, there's like 408 00:22:16,230 --> 00:22:19,410 so many different things that that need to be done in place. 409 00:22:19,440 --> 00:22:23,430 And what also is a disadvantage is if you're trying to do it by 410 00:22:23,430 --> 00:22:26,130 yourself, you might think at first that you're you're saving 411 00:22:26,130 --> 00:22:28,710 some money, but you're just you're wasting all this time, 412 00:22:28,710 --> 00:22:32,460 and how many years would it take to get good? And how many years 413 00:22:32,460 --> 00:22:35,430 would it take to figure out a streamline process like like you 414 00:22:35,430 --> 00:22:39,150 and your team already have, which like you do every day? And 415 00:22:39,150 --> 00:22:42,060 it's and it's up, and it's like the core, the bulk of what you 416 00:22:42,060 --> 00:22:45,030 do, and you're always refining the process. And you said that 417 00:22:45,060 --> 00:22:48,750 you care, even maybe even more than these, these people being 418 00:22:48,750 --> 00:22:54,150 on their podcast. So why I mean, there's like 24 advantages to 419 00:22:54,210 --> 00:22:57,930 doing it your way. And maybe like three advantages to doing 420 00:22:57,930 --> 00:23:01,980 it. The let me be arrogant and do it my own self way. So it's, 421 00:23:02,010 --> 00:23:07,050 it seems like a no brainer. And so but I imagined that maybe one 422 00:23:07,080 --> 00:23:10,860 final or near final objection, near the end, here is the price. 423 00:23:10,860 --> 00:23:13,740 And I know that asking about price is kind of dicey. Because 424 00:23:13,770 --> 00:23:17,130 prices change. There's a price range, things like that. But 425 00:23:17,220 --> 00:23:21,210 approximately, how much can someone expect to pay for this 426 00:23:21,210 --> 00:23:23,340 very excellent podcasting service? 427 00:23:23,670 --> 00:23:25,890 Unknown: Yeah, so we actually tried to keep it as simple as 428 00:23:25,890 --> 00:23:28,860 possible a little bit like our name, it says what it does. So 429 00:23:28,860 --> 00:23:34,680 our pricing is $1,800 per month for six months. So that's $1,800 430 00:23:34,680 --> 00:23:38,520 per month for six months. And yeah, we just keep it as simple 431 00:23:38,520 --> 00:23:40,080 as that. Super 432 00:23:40,080 --> 00:23:44,310 Robert Plank: cool. $1,800 a month for six months. And as you 433 00:23:44,310 --> 00:23:49,410 said, you get on 24 of the right podcast, not hundreds, a little 434 00:23:49,410 --> 00:23:52,620 podcast that are like took you so much work to get on or on the 435 00:23:52,620 --> 00:23:56,160 wrong fit. You get on these 24 podcasts. That way, you can get 436 00:23:56,190 --> 00:23:59,130 this evergreen traffic from people who might have heard from 437 00:23:59,130 --> 00:24:02,730 you years ago who might become coaching clients, you might buy 438 00:24:02,730 --> 00:24:05,670 your courses, you might buy your book, things like that. And like 439 00:24:05,670 --> 00:24:09,270 you said, Mark, some of your clients say this huge percentage 440 00:24:09,420 --> 00:24:14,160 of my buyers for this were directly from podcasts and 441 00:24:14,160 --> 00:24:16,440 speaking the back kind of as we're getting nearer to the tail 442 00:24:16,440 --> 00:24:21,180 end of our conversation. What would you say about kind of the 443 00:24:21,180 --> 00:24:25,020 tracking of these buyers? Does your agency do things like 444 00:24:25,050 --> 00:24:28,560 setting up different landing pages? Or like how would someone 445 00:24:28,650 --> 00:24:32,760 be able to see the return on investment or the result from 446 00:24:32,820 --> 00:24:34,080 this podcasting effort? 447 00:24:34,860 --> 00:24:36,570 Unknown: It's a really, really good question, Robert. And it's 448 00:24:36,570 --> 00:24:39,900 such a hard question to answer because podcasts are consumed in 449 00:24:39,900 --> 00:24:42,900 so many different ways that people running people driving, 450 00:24:43,020 --> 00:24:45,060 people just listening while they're walking their children. 451 00:24:45,180 --> 00:24:47,640 You know, they it's not like they're in front of the computer 452 00:24:47,640 --> 00:24:50,730 every time. So there are a number of ways that you can 453 00:24:50,730 --> 00:24:54,030 track progress and we do help with some of those as well. You 454 00:24:54,030 --> 00:24:57,300 can create a specific landing page. You can even do this for 455 00:24:57,300 --> 00:25:00,270 podcasting in general or each individual podcast Getting on 456 00:25:00,270 --> 00:25:03,630 the team you have. And you can direct people to go to speak on 457 00:25:03,630 --> 00:25:07,320 podcast.com forward slash strategy, for example. And I 458 00:25:07,320 --> 00:25:10,830 will only say that link on podcast interviews that I go on. 459 00:25:11,310 --> 00:25:15,450 So Pete, so anybody that signs up via that link or converts by 460 00:25:15,450 --> 00:25:18,450 that link, is a way for me to say, Okay, well, they probably 461 00:25:18,450 --> 00:25:21,900 heard me from a podcast. But what we do, and it's not the 462 00:25:21,900 --> 00:25:25,650 most sophisticated, but it's the most accurate way is when you're 463 00:25:25,650 --> 00:25:28,710 speaking to your potential customers, or when they're 464 00:25:28,710 --> 00:25:31,710 converting on a form, ask them where they heard from you, 465 00:25:32,190 --> 00:25:34,680 you're still not going to get 100% accuracy. But that is 466 00:25:34,680 --> 00:25:37,860 another way to attribute it as well. And it's the feeling of it 467 00:25:37,860 --> 00:25:41,190 to what a different customer who is a coach, she turnarounds that 468 00:25:41,190 --> 00:25:45,000 I've never felt more confident in what it is that I do, because 469 00:25:45,000 --> 00:25:48,750 I've said it so many times now. And I'm able to articulate 470 00:25:48,810 --> 00:25:51,300 exactly how I help people because of all the stories that 471 00:25:51,300 --> 00:25:53,580 I've been telling, or the anecdotes that I'm using as 472 00:25:53,580 --> 00:25:57,900 well. So there is obviously the monetary benefits that you could 473 00:25:57,900 --> 00:26:00,360 tie it back to. But there's also some of the personal ones like 474 00:26:00,360 --> 00:26:03,360 the personal brand and being being known, liked and trusted 475 00:26:03,360 --> 00:26:07,560 and having people come to you. You can't directly attribute 476 00:26:07,560 --> 00:26:11,310 that to cash. But it certainly feels good. It's not negative 477 00:26:11,310 --> 00:26:12,750 anyway. I 478 00:26:12,750 --> 00:26:15,870 Robert Plank: like that a lot. But it helps to become the best 479 00:26:15,870 --> 00:26:20,040 version of yourself and a presenter speaker business sort 480 00:26:20,040 --> 00:26:23,640 of sense. And I think that we can all think about if there's 481 00:26:23,640 --> 00:26:26,700 that, like favorite, like author that we know or that speaker 482 00:26:26,700 --> 00:26:29,910 that we know or even like YouTuber that we know, like they 483 00:26:29,910 --> 00:26:33,930 have these refined answers. And then there's the refined 484 00:26:33,930 --> 00:26:36,690 stories. And they're not they're not fake, they're not made up. 485 00:26:36,690 --> 00:26:38,970 But they're just things that if you went back and looked at 486 00:26:38,970 --> 00:26:41,940 their YouTube channel from 10 years ago, or if you looked at 487 00:26:41,940 --> 00:26:44,340 their their blog or their LinkedIn from 10 years ago, 488 00:26:44,400 --> 00:26:47,520 versus maybe like their book that just came out or like a 489 00:26:47,520 --> 00:26:50,790 really polished presentation, you can see how maybe they tried 490 00:26:50,790 --> 00:26:53,700 out different material, a kind of sort of like how a stand up 491 00:26:53,700 --> 00:26:57,330 comedian does, right? So like a comedian? Yeah, yeah. Like, they 492 00:26:57,330 --> 00:26:59,670 think of different jokes, and they try them out here to try 493 00:26:59,670 --> 00:27:02,550 them out there. And you can spend all day long thinking that 494 00:27:02,550 --> 00:27:05,640 you have the most clever thing or it's funny to you, but you 495 00:27:05,640 --> 00:27:08,430 try it out. And you can even like some of the things that you 496 00:27:08,430 --> 00:27:11,640 think aren't very good, just the Masters really liked them. So 497 00:27:11,640 --> 00:27:15,930 why not use that feedback, use that data to really refine your 498 00:27:15,930 --> 00:27:18,450 branding and get the know like and trust like you're talking 499 00:27:18,450 --> 00:27:22,050 about here, Mark. So that way that we can be the best and then 500 00:27:22,050 --> 00:27:24,720 just moving forward being another podcast now we're just 501 00:27:24,750 --> 00:27:27,300 we can almost do it in our sleep. And we blow people away 502 00:27:27,300 --> 00:27:31,830 with the solutions and the simplicity and just how easy and 503 00:27:31,830 --> 00:27:36,270 fun it can be. And so I think anyone would be crazy to not use 504 00:27:36,270 --> 00:27:39,780 you in your services on speak on podcasts. Because otherwise, 505 00:27:39,840 --> 00:27:43,140 you're just guessing it's a shot in the dark, you might give up 506 00:27:43,140 --> 00:27:46,020 you might get burned out. And and I can imagine that your 507 00:27:46,020 --> 00:27:49,650 clients when they're like when they're getting people who say I 508 00:27:49,650 --> 00:27:52,230 heard you on this podcast, or they're talking to different 509 00:27:52,230 --> 00:27:55,200 podcast hosts. Now they're not going in alone. Like there's you 510 00:27:55,200 --> 00:27:57,990 and your team helping them out. Sure. But then also seeing the 511 00:27:57,990 --> 00:28:01,290 feedback from the customers and like the masks and things like 512 00:28:01,290 --> 00:28:04,260 that. That's gotta be really encouraging right to see other 513 00:28:04,260 --> 00:28:08,430 people amazed, wowed, impressed by what you have to say it's got 514 00:28:08,430 --> 00:28:10,800 to get, it's got to really get you super motivated to 515 00:28:10,830 --> 00:28:14,100 Unknown: continue. It really is. I mean, if you were to look at 516 00:28:14,100 --> 00:28:16,860 our website, we have more testimonials from podcast hosts 517 00:28:16,860 --> 00:28:19,410 than we do from the amount of customers that we've served. 518 00:28:19,440 --> 00:28:23,280 Even if we had one testimonial from every customer would still 519 00:28:23,280 --> 00:28:26,400 have more. And they're not testimonials. They're just 520 00:28:26,400 --> 00:28:28,920 saying great job. I really liked the approach like this is the 521 00:28:28,920 --> 00:28:32,580 first sort of outbound email like this that I've ever replied 522 00:28:32,580 --> 00:28:35,730 to as a podcast host. And that makes me happy every day. And 523 00:28:35,730 --> 00:28:39,120 then also seeing customers a message just came in today, one 524 00:28:39,120 --> 00:28:42,180 of our new customers has just moved into his second month now, 525 00:28:42,330 --> 00:28:45,180 they said, I've been speaking about you to everybody. I have a 526 00:28:45,180 --> 00:28:47,610 friend who's just about to launch her second book, she's 527 00:28:47,610 --> 00:28:50,610 going to book a call with Mark soon to speak to him. I've been 528 00:28:50,610 --> 00:28:53,430 really happy with the service so far. That just makes me happy. 529 00:28:53,430 --> 00:28:55,830 It's Friday night, as we're recording this, I'm going to 530 00:28:55,830 --> 00:28:58,590 turn my laptop off soon and have a great restful weekend, knowing 531 00:28:58,590 --> 00:29:01,410 that the team is working in the service is awesome. 532 00:29:02,160 --> 00:29:03,390 Robert Plank: I mean, unless you're really good at what 533 00:29:03,390 --> 00:29:06,180 you're doing an amazing job you're in, you're in this really 534 00:29:06,180 --> 00:29:08,880 cool relationship business. And so what's the next step here? If 535 00:29:08,880 --> 00:29:13,200 people say, I'm super impressed, and I'm chomping at the bit, I 536 00:29:13,200 --> 00:29:16,020 want to go to the website, I want to sign up or maybe like 537 00:29:16,020 --> 00:29:18,210 book a call and figure out what I need, you know, something like 538 00:29:18,210 --> 00:29:21,930 that? Where do people go if they are ready to rock and roll or if 539 00:29:21,930 --> 00:29:23,010 they're almost there? 540 00:29:23,640 --> 00:29:25,980 Unknown: Sure, I think I'd always prefer to have a call 541 00:29:25,980 --> 00:29:28,830 first. But the ones making sure that podcasts guessing is the 542 00:29:28,830 --> 00:29:31,380 right strategy for them where they are in their journey and 543 00:29:31,380 --> 00:29:35,250 what they're looking to achieve. But anybody could go to speak on 544 00:29:35,250 --> 00:29:38,910 podcast.com forward slash strategy. And what they'll have 545 00:29:38,910 --> 00:29:41,640 is a 30 minute conversation with me where we'll go through their 546 00:29:41,640 --> 00:29:45,450 goals, their audience and we'll even cover some potential topics 547 00:29:45,450 --> 00:29:47,910 that they could speak about, and they'll get this blueprint that 548 00:29:47,910 --> 00:29:51,390 we'll send out after they can essentially take that away, read 549 00:29:51,390 --> 00:29:54,150 listen to this podcast, try it themselves, but if they want to 550 00:29:54,150 --> 00:29:56,370 work with us, then obviously they can they can set up that 551 00:29:56,370 --> 00:29:58,170 time to super 552 00:29:58,170 --> 00:30:00,900 Robert Plank: great so it is a win win even If they decide, 553 00:30:00,960 --> 00:30:03,900 well, the timing isn't quite right, they can get the plan, 554 00:30:03,930 --> 00:30:07,080 try it themselves on a small scale, and then maybe say, Well, 555 00:30:07,080 --> 00:30:09,780 this is a lot harder than I thought it might have been doing 556 00:30:09,810 --> 00:30:12,870 on my own. Let me go back to Mark and his team. And now I'm a 557 00:30:12,870 --> 00:30:15,930 lot more educated a jumping in so that way they can do it the 558 00:30:15,930 --> 00:30:19,710 right way for me, and you said, Speak on podcast.com forward 559 00:30:19,710 --> 00:30:23,190 slash strategy, that is the place to go right now. And any 560 00:30:23,190 --> 00:30:26,220 final parting words of advice your mark, as we wrap up, wind 561 00:30:26,220 --> 00:30:28,200 down a conversation? Yeah, 562 00:30:28,200 --> 00:30:30,720 Unknown: too. And it goes back to the confidence or not knowing 563 00:30:30,720 --> 00:30:33,000 what to say, and something that you mentioned as well. So 564 00:30:33,000 --> 00:30:36,300 there's two things. The first is what's obvious to you is often 565 00:30:36,300 --> 00:30:39,390 amazing to others. That's not my quote, I think it's Derek 566 00:30:39,390 --> 00:30:41,580 Silver's, that said that quote, but what's a mitt, what's 567 00:30:41,610 --> 00:30:44,520 obvious to you is amazing to others. So remember that. And 568 00:30:44,520 --> 00:30:47,460 then the other kind of trick for the mind when you're speaking, 569 00:30:47,490 --> 00:30:51,090 if you are going to do your podcast interview is, they don't 570 00:30:51,090 --> 00:30:55,320 know what they don't know. So no one though, like when we're 571 00:30:55,320 --> 00:30:57,900 speaking today, Robert, I could have had a bullet point list of 572 00:30:57,900 --> 00:31:01,080 15 things that I wanted to say, and I forgot five of them. But 573 00:31:01,080 --> 00:31:03,450 the audience isn't going to know that and when you mentioned that 574 00:31:03,450 --> 00:31:07,200 having a ticker a stammer are always saying, like, like you're 575 00:31:07,200 --> 00:31:12,090 aware of that. Unless it's overtly obvious, an audience 576 00:31:12,090 --> 00:31:15,060 member wouldn't necessarily pick up on that as well. So I've used 577 00:31:15,060 --> 00:31:19,950 that trick mind trick for my whole life. They don't know what 578 00:31:19,950 --> 00:31:21,600 they don't know. I 579 00:31:21,600 --> 00:31:24,420 Robert Plank: like that a lot. And I imagine that the annual 580 00:31:24,420 --> 00:31:28,740 showing the value of things that maybe took you decades to 581 00:31:28,740 --> 00:31:32,340 realize, like a whole lifetime to figure out a couple of these 582 00:31:32,340 --> 00:31:35,790 quick nuggets and and you're giving everyone else the 583 00:31:35,790 --> 00:31:39,210 shortcut, because now you can just say here's my all these 584 00:31:39,210 --> 00:31:42,300 years of knowledge mean arrive at this conclusion. Let me just 585 00:31:42,330 --> 00:31:45,210 give this to you. Let me just give you the answer and save you 586 00:31:45,210 --> 00:31:49,680 all the work of getting to that realization. So very helpful, 587 00:31:49,710 --> 00:31:54,000 very reassuring. Speak on podcast.com/strategy. We will 588 00:31:54,000 --> 00:31:56,850 see you there and thank you Mark for stopping by and having a 589 00:31:56,940 --> 00:31:59,820 random conversation. But that's how I like to do it like to have 590 00:31:59,820 --> 00:32:02,520 fun. It's very helpful, I think will help a lot of people. So 591 00:32:02,520 --> 00:32:04,740 thank you so much for showing up to 592 00:32:04,740 --> 00:32:06,690 Unknown: the Robert really appreciate it. Take care