Podcast Episodes

Experts Show – How to Boost Your Visibility?

On this week episode of the Experts Need To Know Show, we will be talking about how to boost your visibility by speaking, guesting on podcasts, and going live on social media.

We have an all-star guest panel including:
– Steve Markman – of Markman Speaker Management and “How To Boost Visibility Through Speaking Engagements”
– Richie Norton – author of The Power of Starting Something Stupid, CEO of Prouduct, and Podcast Guest Mastery
– Molly Mahoney – of the Prepared Performer and a Client Attraction Machine when it comes to going live on social media channels.

Unknown Speaker 0:00

It is time for Book of Experts TV and today we're answering a question. Boy, I wish I had a nickel for every time I've heard this from someone recently, they've been saying, I feel I'm an expert in my space. I'm darn good at what I do. But I feel like a best kept secret, like not enough people know what I'm doing. And I just want to get my work out there. I want to make a bigger impact. We're going to solve that problem three different ways. Today with our rock star panel of experts, we're going to give you three different ways to boost your visibility and make a bigger impact in the world. But first, let's get a word from our sponsor here book of experts TV.

Unknown Speaker 0:38

Time for book of experts, TV

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Unknown Speaker 1:03

This is book of experts, brought to you by SalesMAP.me

Unknown Speaker 1:10

great, I'm gonna welcome our panel into the screen with me welcome guys rock stars that you are. First I'm going to introduce Molly Mahoney. She is the Prepared Performer she delivers the camera confidence program and the glam which is the go live and monetize program. Big fan of Molly's for a long time and super excited to have you on the program with a smile. Welcome.

Unknown Speaker 1:35

Hey, thank you. This is so fun. I love it.

Unknown Speaker 1:38

Molly is joining us from the west coast here on the east coast. We actually have Steve Markman who is joining us from Markman speaker productions where you have a speaker's bureau and you specifically focus with executives helping them boost their visibility through more I would say the traditional speaking of getting up on stage, maybe speaking virtually as well. But using that platform to get your message out there. And all the way in Hawaii, I had to check in by the way on this one, I was going to play the where in the world are you Carmen San Diego, because when I follow Richie on Instagram, and I could swear you posted a monster Michelle, France picture the other day, so I thought you might have been in Europe, but he's actually over in Hawaii, Richie Norton, who is the author of I want to make sure I get this right. The power of starting something stupid expert on podcast guest mastery. And also I know you do a ton of products. I know you're the CEO of product as well, that might be a fun thing to get a hook in there at the end, because I know you've done some amazing things with other influencers in the space physical products, working with people who can produce really cool stuff. So welcome to the whole gang. Super excited to have you here. Listen, you guys are rock stars to solve this big hairy problem, which is experts, they can't make their impact if people don't know who they are, what they do and why they should be working with them. And you each have solved this in a unique way. Molly, I brought you on first I want you to start with your if you'd give us the perspective of going live. You've been doing this for a while because I've been following you for a while. You I know you're one of the ambassadors would be live a similar platform to what we're using today. Why does that model work best for you?

Unknown Speaker 3:23

Well, really, I you know, I take my all of my wisdom and life has come from Mr. Rogers. And if you look at Mr. Rogers, while he wasn't live streaming at the time, really what he was doing was showing up and having a conversation with one person. And in watching the documentary that is out, you know, has been out for a couple years. Someone asked him what was the secret to your success, and he said it was showing up and speaking to one person. And that's something that you can do so easily with live video, my showing up and saying hey, neighbor, instead of Hey, everybody in Facebook land by showing up and saying hey, even if nobody shows up live the way that and this works for whether you're using YouTube, LinkedIn, whatever. But for me that the the real juicy one is Facebook Live, because the way that the video is actually constructed, even if nobody shows up live, if you use the right strategies, and you get that video in front of different people, they'll start to interact as if it was live because the comments are free flowing, the likes and the hearts like if you're watching this here right now, whether you're watching it in the replay or live, we can have that one on one conversation. So just let me know are you watching this live or in the replay? And I have to tell you, a lot of times people are confused. They think they're watching it live or they think they're watching the replay. And we don't aim to confuse people but we do aim to have that one on one conversation and then you can come back and continue that relationship. So it's pretty cool.

Unknown Speaker 4:49

Folks, this is why Molly is so good because she's already doing what I tried to do and I just not as smooth at it as she is but she's cueing you guys out there in our in our audience to say hello Like if you're new to the experts need to know show, give us a wave say I'm new, you know, chatty. And we've got Kevin said, I love that Molly, show up, speak to one person from the heart. And I know Kevin and I know exactly where he's coming from. He does that so well in this virtual format as well, when you make that, that heart to heart connection with people. We have other folks, we have Scott Keasling, and said, Hello, checking in as well. So, let's, let's pass the ball over to Steve, Steve, tell us about your perspective. You run the speaker's bureau, you've worked with executives all the way from folks at IBM, you know, big corporate level all the way down to entrepreneurs. Not always paid speaking gigs, either. I'd like to hear that angle of why, what are you doing? And why are people coming to you even to get into the speaking game? Even with it's not the the traditional paid speaking gig?

Unknown Speaker 5:58

Sure, thanks, Tobin. So, basically, I've so um, I've basically been able to have a business for 26 years now, where I primarily handle unpaid speakers. So the whole idea is for individuals and corporate executives, whichever the case they may be, certainly with a lot of individuals who are consultants, coaches, etc. The chance to get on age and need to boost visibility through speaking engagements, is the most important thing that they can do in my eyes, along with, you know, the other kinds of things like podcasts, and so forth, and writing white papers and the like. But the idea of unpaid engage, you're not getting a check now, but you kind of get a check, hopefully, some time in the future. So it's not current income, but it's future income. That's because your thing, a presentation will be in front of prospective customers and clients. And your you've got topics that match up well with what they want to hear that potentially lead to business. So it's a combination of business development through generation of leads, creating thought leadership opportunities, and building awareness for the personal and or corporate brand. Sometimes it's both, so that

Unknown Speaker 7:36

Yeah, you cut out for us on the on the end there, Steve. One of the things that Steve shared that I really loved was this concept of deferred income. So you might not collect a speaking fee on the front end. But you were building relationships and authority in your marketplace that is going to lead to more business. And not just for the individual. Maybe if you're doing business development for a bigger Corporation. It could also be a key part of landing one of those big enterprise deals because they saw you in a different light from the work you've done. So I really love that angle. Richie, I'm coming at you because boy, do we get a ton of questions in the book of experts community about guesting on podcasts. One of the questions I love to ask folks when we finish up a podcast is what can I do for you? What questions what resources may I have within my reach that I can bring to you and your way in podcast guesting is one of you know, it seems like every other person is figuring out how to get on more shows, and and use this really intimate channel of being right in someone's ear and being able to reach new audiences. That way. I know you're the master at this, I'd love to hear more about what you do and why.

Unknown Speaker 8:45

First, whatever you're doing right here is awesome. There's just like a lot of love here. It's like a good vibe. So thank you for really cool. And then like it didn't all used to be that way. If you go back in time, no one talked about guest and guessing wasn't even a term. It was a term I invented to help people understand that they could be a guest or instead of a podcaster. Because of technology, you know, 910 years ago when I got into it was such a disaster, that it took heroic efforts to become a podcaster. And so I thought, well, if I want to reach a million people will take a long time as a podcaster. And it's difficult, and I have to schedule things and it's it starts to get crazy. Or I can talk on 10 podcasts that have 100,000 person reach and theoretically reach a million people overnight. Now, I didn't think that in the beginning, I thought that Looking back, I saw way back in the day, Seth Godin is one of the first promoters books by being on podcast. And I was like, what's the podcast? So I started researching and doing it out promoting my book. And so I started getting on podcasts. What you learn really quickly is when you get on one, you get on more because podcasts are looking for guests from other guests list, but it's kind of like starts to evolve. And what's most interesting though, as we tie it all together between books and being a speaker and being a public Guster is that it doesn't take a massive audience, like a million people to make a lot of money it takes. If your goal is money, it takes one person to listen to it from an end. It's so cool and expert endorses you. The audience already loves that expert. So they instantly love you. And if your message resonates with them, and they reach out to you in one way or another, which we can talk about, it turns into sales. And I ever one year I did like 301 month I did like 300 grand in a month. And I was like, where'd all this money come from? It was like, all from guesting. I've now generated millions of dollars by being a guest only just by talking. And now I'm a podcaster because that's cool, too.

Unknown Speaker 10:41

I was going to ask you about that angle, because you're not only a podcaster you're one of the most prolific podcasters that I know, I saw an email recently where you talk went down, you talk to like 60 different guests that you've had on in a short period of time. So I know when you're active, you're like super active bringing people on? Are you do you continue to be as active as a guest as you are creating your own podcast?

Unknown Speaker 11:06

Yeah. And it's actually the secret. But I started what you said I have 60. And it's true. I started in January. I started in January, and we're talking I just started just brand new. I spent 10 years only as a guest. And but But to answer your question, what was your question again?

Unknown Speaker 11:25

I'm curious if you continue to guest at the rate you did before you feel it now that you've started your own pot podcast

Unknown Speaker 11:32

and on through to podcasters like john Lee Dumas, Pat Flynn. They're their clients of mine. And you'll learn from them instantly that they're on just as many shows or more as they are the ones they put on. So john Lee Dumas, he changed it now. But he used to do you want a day? 30 a month? And also do 20 or 30 Guest shows a month? Because listeners become listeners. Does that make sense? Like if you were you were on one show as a guest, they become listeners of your show as the host. It's just so simple.

Unknown Speaker 12:08

So simple.

Unknown Speaker 12:10

I love that angle. And big shout out to john and Kate. So I'm a I'm a native Mainer where they're you know, John's from Jonathan from Maine as well. So yes, they're they're very well known story because they do what john did with Entrepreneur on Fire is just create a rocket ship there. And a lot of it was that I'm just getting out there so consistently, and building so quickly. It's a it's an awesome story. I want to jump to a few guests here. So Erica holzhausen said, Molly, I love that wisdom about Mr. Rogers makes all the difference there. Paul Rosenberg said wisdom on guessing not only wisdom, Paul, but on guesting from the guy who came up with the term guessing I didn't know that about you, Richie that you had that you had done that as well. Kevin's really appreciating that as well. And Erica says, having been a guest for so long, it takes a lot. It's a lot easier for Ritchie to get exceptional guests on his podcast. I imagine that is true. That has been part of the secret of getting out there in different you know, it's a laddering process, right? Bigger stages to speak from bigger audiences when you're going live bigger or higher visibility names on your guest list and you just keep climbing the mountain.

Unknown Speaker 13:23

I would say yes or no, because I was obviously fair enough. I have a book I know people done got it. But I was very tempted to start by not having like the a list or guests because I was brand new. When in reality, some of your most powerful ask come by saying, hey, hero that I love. I'm brand new, I don't know what I'm doing, would you? You can you don't have to say yes, you can totally not do this, but it would be an honor to have you on. So I would say be courageous and ask baller people be on your show? What are you going to do wait 10 years to have them on your show? do right now. There's so many good ways to do it. I love that.

Unknown Speaker 14:05

I love that. And I'm going to take that advice to the bank as well. Molly, I want I'd love to hear your perspective. So I'm going to out you for a second because you shared an experience. And we don't have to get into all the details about the how, what and why. But you shared a post with me this weekend when we were chatting back and forth. And you said something that that just struck a chord with me, which was you're going to show up whether it's two people or 200 people. And that's part of this game of going live as well because the numbers do fluctuate. Sometimes you hit it and you just see that is fun, like to see the numbers or spooling up. Sometimes you're in a small group and you but you can still make that big impact even if it's only a few people. I would love to hear more about your perspective because I you just spoke to my heart this weekend.

Unknown Speaker 14:53

Thank you for I did not expect us to talk about that. But yeah, I would love I'd love to talk about and it's similar to what Richie kind of said something about that now too. You know, and if you think about, like, if you're speaking in actual room, right, like Steve on stage, if you had 100 people in a room, for most people, they'd be like, you know, wow, 100 people are here, if they had four people in a room these days, they probably still be stoked. What happens is when we're going live online, we get these vanity numbers in our head. And and I recognize that sometimes as you level up in your business, you do need to set boundaries, and you need to say, you know, if this isn't going to generate enough attention, that it might not be worth it for me to actually do it. But that being said, you never know when by just showing up and creating the conversation, that one person that's there on the other side, you still first of all have the opportunity to make an impact on them as a human being. So we're really big about recognizing that when two people show up on your live video, you want to stay in immense gratitude. Because if you approach it from the place of, there's only two people here, that energy is going to come through the video, and it's going to not only are you going to be like kind of a jerk, it's also going to affect your sales down the road because you're bringing in an attitude of dismissiveness towards that one person. And you never know, like this goes back to when I was working as a professional theater performer. The way that you treat the person who is helping you with your Quick Change backstage is going to you never know who that person is, they could be the director of the next show that you do. They could you know, they're a human. And I think it's honestly the main reason I think that I'm married to the person that I'm married to today, because he was the bass player in the show. And he said, it made such a big deal to him that I went and introduced myself to every single member of the band and connected with them as a human being. And so if you are not respecting the community, by dismissing the small numbers that are showing up on your show, especially when you first get started, but I think we need to maintain this as we're as we're growing, then it's going to come back and bite you in the butt one way or the other.

Unknown Speaker 17:07

I love the digital space. I mean, I've been I've been working in digital marketing for a dozen years now. And there's so many things about it to love. And I think in many ways, this current upside down world that we're living in has has accelerated a lot of like, my what my days don't look that different than they have in the last five years. But I know it's very different for some people. But the one thing that the big downside that I see, is these, this emphasis on the vanity numbers. And Steve, I'm curious what you see on your end, because I know from the work that you do that sometimes there are big corporate names involved. If I'm if I'm big blue, and IBM, and they're trying to get their people into these speaking engagements, because it's part of their business development strategy, do they wrestle with this same issue? Or is it just the names carry the day and put a put a bunch of seats, butts in the seat, or if it's a virtual experience and a bunch of eyeballs on the screen?

Unknown Speaker 18:09

Yeah, it's really a matter of quality versus quantity. And when I say quality, I mean, we're all quality people, but they're looking for a particular type of profile, an executive with a certain title. In the case of IBM, it might be a director and up and if there's 15 rate people in the audience, whether it's virtual or in person, that's better than 100 of the font unquote, wrong people, people that they on that will never buy their product or really won't make an impact on any kind of relationship with IBM. If you're a small business owner and entrepreneur has small software company, and it's something that's consumer oriented. It speak to a chamber of commerce or speak to a small business association or, or even a, you know, a group of people at a local library in your town and have 30 or 40 people. So it's really more question of matching up with audit. If, like Molly says, if you can get some business, get make a sale road, it really doesn't matter. If you speak to three people, that's going to be a huge success. If you come away with business versus speaking to 500 people and you did a great job, you knock yourself out everybody applauded and that was the end of that. So it's really a looking what's the what, what are the results?

Unknown Speaker 19:48

So Richie, I'm gonna bring this back around to you because when when you're speaking from stage, I understand that you can do for example, we're getting a little feedback in the audience. So I think we're good now. So if you were speaking from a stage as Steve was describing, you might be able to do you know, smaller chamber events or you're you're basically building and getting, you're finding your voice from the stage in Mali. I think that's true of going live as well. One of the big advantages when you start doing it, you might have those smaller numbers, but you're really finding your pattern your phrases, your your hooks that like you're getting better every time out. But Richie on the guesting side, this feels like you've got to bring your A game, can you walk us through sort of the this leveling up process? So when I hear people say, I want to guess more, what should they be thinking about? What what's the minimum level that they need to get more opportunities in what should be thinking, what where should they take that next? What's the progression look like?

Unknown Speaker 20:52

That's a good question. And, and let me bridge it with, like, if you're looking for numbers or vanity metrics, you'd be doing that for a reason. And then you'd also be like, Oh, it's not my fault. And no one saw my life because I didn't not only did I not tell anybody, I was going to go live and prepare people to be there and show up on time. Facebook, this shows what they're gonna show. So like, you can start thinking about it more logically and less emotionally. Right? And then, um, and meeting the best speaker in the world with the largest audience in the world could show up and have zero if if the platform decided not to share it. So at some point, it's about the technology, not you. And in other ways it is all about you. Because now that you know how the technology works, you can prepare for that. As far as podcast guesting goes, if you want to get on more shows, I, you know, you could decide Am I going to be on a few or more or less, but at the end of the day, if I wanted to be on 10 shows today, and not me, I mean, you to, you would reach out to 10 podcasters. And ask you could be on our show today. And you'd say Oh, only one said yes. Which I don't think that would happen. I think way more than one would say yes. If you did it appropriately and you mission match, like you said that your your message would resonate with our audience, there's something in it for them. It's not all about you, it's about them. So assuming one or two say yes, then it becomes math. Every time I want to be on a podcast, I better reach out to 10. And so then if I didn't reach out to 10 Today, I can't complain that I'm not I don't get shows. So I actually didn't work. Same thing with money. People will say, Richie, I worked for a year I didn't make any money, how can you help me and I go, when's the last time you ask somebody for their you can't make money unless you ask people to pay you. And so in essence, you haven't worked a day in your life, you've been preparing to work. If work means money, you have to do money making activities. If work means being a guest on a show, you have to do the work to be a guest on the show, not just pretending like one day you want to be there. So at the end of day, it's actually super direct message people on Twitter message people on Instagram, they have a form on their website, you can use it, they probably won't get back to you because they get hundreds asked friends and family to introduce you and you go down the list of ideal people and non ideal people, but they're all good people and all good humans. So it doesn't really matter because it's the audience. And all of a sudden, it turned into a snowball effect where you're talking, I literally turned down probably 20 to 30 not turned down. I am forced to ignore 20 to 30 requests to be a guest on a show every week, because it's too much. And I have to get back and figure it out was not on purpose. It was because this snowball effect. So if you want the guy shows the next step would be why? awareness? Are you selling a book? Are you trying to make money? Or is it just for fun? Just for fun? Who cares? If it's to make money, well, then you got to figure out how to be on the show, then make a call to action so that they that audience moves to become your audience, then you can nurture that relationship and make offers.

Unknown Speaker 23:47

So Richie, I want to tell you we had several people react, I think you hit a nerve with a bunch of us when you said if you're not asking for the credit card numbers, like you're just getting ready to get ready and I think you know you this is what we this is what the group gathered to hear. Like, let's get let's get real on this. I want to ask you one more mechanical question though. While I have you have you up on this topic? What specifically Are you looking for as a podcast or with your guests or that you used in your outreach when you've been guesting with others? So is how important is the one pager? How what else are you doing? Like how are you framing or how are you thinking about framing that message? When you talk about this is your audience This is why I think this this message that I want to share resonates

Unknown Speaker 24:34

What else should change? It is the absolute opposite of a one pager or a template form. It is literally What's up bro your podcast is sick. I love to be on if not no worries, how does it work? This is how people interact like being in a bar and saying hi. before marrying them. You become people's friends. Then they're like I don't want to think about how selfish that is. I want to be transactional. I want to just tell the ball I'm going there to and have them on. Cool if that's what you want to do. But if you want to be a transformational leader and create relationships of trust, you act like a lucky human, like our friend who we're talking about Mr. Rogers. It's like basic. And then someone says, Oh, I, my book launch is coming up next week. Yeah, you probably missed your opportunity, or you can think, long term long game, and now be on 100 shows over the next year, as opposed to next week. not rocket science, but it does take like, effort in a way that is not professional. But is professional. Yeah.

Unknown Speaker 25:45

Wow. So much, by the way, I feel like those Can I say it kind of is that okay?

Unknown Speaker 25:49

Yeah, yeah, yeah, please, I was coming to you next. Anyway. So

Unknown Speaker 25:52

I think there's two huge things about this one is showing up. Because you know, even in the beginning, when we were talking about like, it's not like it's all the podcasts and all these things happen, or you go live, you know, like when you're talking about john Lee Dumas, like he showed up, again, and again and again. And I think, you know, people will see like, Oh, you know, when you go live, you get 100 comments, whatever. But I've been going live once a week for three years. Like, whether or not there's one person or 50 people or 200 people, I show up with the same energy and the same value and trust that it will continue to be like compound upon itself, you know, it grows. The other thing is the human piece. So many people want just a template that they can reach out and follow when it comes to, you know, whether it's a one sheet, that type of stuff. But when it comes to the actual messaging, whether it's booking as being on as a guest or sales conversation, which Tobin, I'm sure you could speak to, to, like, let's take a step back and just First of all, be an actual human being. And I think the easiest way to do that is something that I've I don't know if it's easy, but like, the way to see it, that makes it a little easier, is that you always have a business objective, whether that's your book sales or, you know, JV partnership, or booking a speaking engagement, but you also have an intention as a human. And if you mix those two up, then that's when you become what we call a salesy weirdo, and people pick up on that energy. If you can separate those two things, and I actually was just stalking you behind the scenes, Richie and we have had conversations in messenger that I totally forgot about bt.

Unknown Speaker 27:36


Unknown Speaker 27:39

Mo human conversation because

Unknown Speaker 27:41

they were robotic, were there.

Unknown Speaker 27:42

If it had been robotic, I would have had a follow up system in place, I suppose. Right? But then that's even that's what's cool too, is that then when you do get connected with someone, you can see like, wait a minute, we have actually spoken before we are human beings.

Unknown Speaker 27:57

It's like, yeah, I really loved that the way he described the process, because it mirrors what we do in sales map. That's, that's, that is the whole, it's that human human heart centered conversation, which stands out these days more than ever before, because I think we're all so craving those connections with all these changes around us. And there is a lot of automation, there's a lot of marketing and sales and technology. Sometimes you just want to connect with the person. And that's where the business happens.

Unknown Speaker 28:24

Let's just use one quick example. Like, if you go into your LinkedIn inbox, or 99% of them messages that they were just templated out and were automatically sent to you. And now it's literally the same thing as junk mail in your mailbox. Yes. The one person that cuts through the noise to ask a real question is interested in you and not themselves? And you finally see it. That person wins every time. Yeah,

Unknown Speaker 28:48

yeah, hundred percent. I love that, Richie, in fact that I mean, this is how you and I connected. I've been a fan for a long time, reached out and said, this is why I'm a fan. And when it works, I'd love to have you here because this is a conversation I've been are long anticipating.

Unknown Speaker 29:05

That's right.

Unknown Speaker 29:06

Steve, I want to bring it back around to you. You are seeing the shift in the space. We're going to talk about this in a moment about what's happening in the event world because we've got a group of you here that are very involved engaged speaking from these stages and at different events, but you specifically in your business and then making this shift to the virtual side helping people get ready for their virtual speaking engagements, because many of the in person events were taken away. What are you doing and and how are you thinking about helping people make that leap if they haven't been doing it before? If they want to leverage and boost their visibility by speaking more. What specifically are you doing to help them get ready because it's got to be more than just go get an opportunity.

Unknown Speaker 29:53

Right well

Unknown Speaker 29:55

go get property actually do the hardest part right? That's what Where people grapple with and they don't know how to do then they wake up one day and say, you know, I want to be speaking or I want to be speaking more, but they just don't understand the processes and sort of the state of being in the conference world. 95% of all speaking engagements are on pay the thousands of associations out there, I think there are 30,000, associations, states, they all need speaker. desire for continues unabated, even though we've now gone to a 100% virtual world. And I believe it'll be that way for a long time to come. And so what I developed was a training program, where instead of me doing all the heavy lifting, which I had done for my first 25 years business, I now teach people in a two hour or four hour training session, how to get speaking engagements, because it's the processes and the techniques and the methods that confuse a lot of people. And it's much harder than most people think. It's not just calling somebody and saying, Hey, I'm available next month is it's a process, you have to develop marketing materials you have to do even for these all on paid engagements, you still have to go self to somebody and establish your credibility, know what kind of marketing materials to have, and how to do the research. So you know, which events you should be identifying that lineup with your industry or your offerings, so that us speaking to people who are really the targeted audience that you want to speak to. So that's what I've been doing and how I've shifted in these last five or six months and doing online training. Oh, how to get these speaking engagements. It's actually more important than the free aspect because you want to be able to get in front of the right people.

Unknown Speaker 32:04

So each of you has essentially a signature program in your respective spaces. So so I want to bring this back around to Richie and Molly, because Molly for you, it's glam. I think maybe camera confidence, too, but I'm more familiar with glam. And I know that's a big part of what you do. Richie, the podcast guesting mastery for you. What is it that people need to know going into these programs if you could, if you could, who says as Tim Ferriss, I think says if you could have the big billboard for one day, and you could get this billboard seen by the people that are coming into your programs to learn this, this area of specialty for each of you, Molly, you first what what do you want them to know before they even come in the door of your program?

Unknown Speaker 32:48

Just to clarify. So the question, do you mean, what do I want them to know about the program? Or what do I want them to know about themselves?

Unknown Speaker 32:55

I want to know, yeah, that so thank you for asking that I want, I would like to understand what they need to know to be that they're going to be successful going through this process. They know this is their home where they should be. And they're going to come out the other end with the, with the goals and objectives of set.

Unknown Speaker 33:11

So for them for some more for themselves for this be successful with it. Yeah. So it's recognizing that you are going to have to show up a little bit, this isn't something where you just like turn on a messenger bot, and all of a sudden, you know, dollars fall out of the sky, you are gonna have to actually show up and be a human being who connects with other humans provides value and is willing to, you know, there's like the concept of the rudders and the and the sales. So within this system that we have, if you show up and and follow the system, and really be open to connecting and open to giving, and then follow the pieces that we have in place, which will help you to unlock the possibility online so that when you do go live, you can monetize because which is what glam stands for go live and monetize. Because you are showing up as the expert that you really are. And it doesn't have to be that you go live every day. I know a lot of people see what I'm doing. And the success of the members in glam is not about doing something like me, it's about doing something like you. And lucky for you we have you know, I mean I've I've worked with performers and business owners to really help them figure out how to unlock that thing. And then elevate it. So the more you you become, the more success you see on the other side, which is pretty dang cool.

Unknown Speaker 34:41

Richie I'm curious about you what what do folks need to know if they really want to ramp up this guesting mastery? What do you what do they need to think about what what's the mindset that they need before they even start going through the program getting the benefits of what you show?

Unknown Speaker 34:55

It's a good question. And you know all programs are different and I think in general and he Course creator has seen that. If they don't apply what they learned, then it's just a total waste of time. We've also learned that if we give it away for free, no one uses that. And we also know that if they wait till the end of trying to apply it, they actually never apply it. So it's better to do it. Right. When you learn as you're going, do it immediately pay for it, and do it immediately, instead of waiting is the best route. As far as my course specifically that one. I mean, I didn't make it on purpose. I made it because people kept asking me for it. Literally, what are you doing? How did you make all that money? I went into a forum with Facebook advertising and said, just made 300 gram. I didn't use any ads. You know, it's just on these guest shows. And everyone's like, what, what did you do, and I didn't think I was being offensive. I was just like, seeing it. And I realized, Oh, my gosh, I shouldn't say that to advertisers. And what a terrible person I am, you can make money without paying for ads. Unbelievable. But the response was great. And so I was there, like you should buy the book, I'm like, I'll do a course like, you can make way more money with the course. And they're way more effective, depending on the strategy and the tactics. So my I made it, you don't have to wait for them all to unlock, you can do it like, you know, piece it together and use it as you need based on where you are. But at the end of the day, whether it's guesting or another course or anything like that, if you really want to do something, you have to do it, and you have to do it. I'm gonna say it now. Not in a week. You know, Mike's backstory, just real real quick, I have a son that passed away, that changed the way I look, the way the world works, and how much time I have in life and what I'm going to do with it. And so I create things that give people an ability to gain their time back instead of wasting their time. like it'd be great to be on stages every day. But if you don't want to who's professional speaker, they will tell you when they're in retirement that they spent no fap time with their family, and they're sad about it. The internet's a great opportunity to change that completely. So I think that's the opportunity you're creating here. This is a perfect example of how we can talk to lots of people or the one and we can make a difference from some weird bedroom at your house. Like it's it's incredible,

Unknown Speaker 37:05

outerspace wave.

Unknown Speaker 37:10

So I want to highlight here, Tina has asked her where you are. And it's on the on the screen, and she said, You know, I'm a newbie in my space. And she wants to ask this advice from from each of you. She's worried about putting herself out there and probably feeling maybe not quite ready. What what's your short advice, we'll go around the room Steve, to Richie to Molly, you'll back clean up on this one?

Unknown Speaker 37:40

Well, I always tell people that say they're afraid to start you got to start somewhere so small, you know, I if you have a local group Association, or town or your your region, that's a local chapter of the national association or even a small association that is focusing on your specialty, approach them and ask them what is the process for getting into a speaking engagement, they may do monthly or periodic webinars or other meetings and and see how that goes first, before you start being too big. If you want to get try to get the self confidence of speaking in front of a smaller audience first sometimes that that does help.

Unknown Speaker 38:32

Richie, how about you? What would you share with Tina?

Unknown Speaker 38:38

I guess it would depend on what is your goal, I would.

Unknown Speaker 38:44

I would just say I name it to tame it. Like whatever it is that you're scared of your spirit of something, say it out loud, and then pretend like that doesn't exist and do it anyway. If you put yourself two years out into the future and say, This is what I want my dream life to look like. Then you can act from the future and do that right now. Instead of waiting two years to do it, like most people do.

Unknown Speaker 39:01

Yeah, no one regrets you don't want to go forward with regrets. Molly, I'm gonna ask you if you can give us a quick answer on this question. And then take us over into the event because I've seen your boot collection of what you were on stage when when those puppies coming out of the out of the shell off the shelf back onto the stage what's happening with events in the in the coming year. But first and quick answer to Tina's question. Okay. First,

Unknown Speaker 39:25

my lack of shoes. I'm barefoot right now again.

Unknown Speaker 39:30

I mean, as a dancer, my feet are very happy about it because I definitely have had stress fractures. And when I speak on stage, I wear heels that are like this high. But they are what Tobin is referring to is I have this awesome closet with like a beautiful lit display case for instead of video and then how sad in the real world. So I'm excited to dive into that too. But so Tina, I actually what I would say is you first you've got to tap into who you actually are as a human being and learn how to sell Write that. So we have this is even before you start putting yourself out there, we have an exercise called the case idea of awesome, which is about taking so we can all do it together. Actually, if we ever want to do anything really quick, put your hands like this. You got it cheap, all of your amazing things that you offer in your business, whatever the objective is what you're going to be selling. Put right here. Steve, are you playing with us? Okay, and then we're gonna think we're gonna throw it in here. Ready? 123 fish. And now it's floating above us like Mikey TV and Willy Wonka. And what are you left with?

Unknown Speaker 40:35


Unknown Speaker 40:36

Bubble? Did you say bubble? bubbles?

Unknown Speaker 40:39

Oh my gosh, we're going there. That's so weird. No one has ever done that before.

Unknown Speaker 40:44

Willy Wonka.

Unknown Speaker 40:48

So you're actually you're left with you. And that's the most terrifying and the most awesome thing. Right? So this is from when I was working with professional performers like people with crazy Broadway credits, who were still freaked out when they go to an audition. And they were singing like, the national anthem at something nervous. I'm like you've done all these Broadway shows, what's your problem, but I realized that it's really we have to figure out what makes us uniquely awesome in the first place. So the exercise is to make a list of 20 things that make you a uniquely awesome human being. We call that the case idea of awesome because everyone has something that makes them uniquely awesome, even if it's just that you make an amazing case idea. And then from there, you're going to take your hands and you're going to go like this after you have that little list there. And you're going to read that list. And you're going to like this. And you're going to feel the bubbles like on your chest like tap on your chest and you want to feel the bubbly sense of who you are, which is going to be different from anybody else. And we get into this comparison thing where we see somebody else's energy is resonating so well with their community, but it's when it really works. It's usually because they're bringing their true, you know, essence and their real energy forward. And so the more you can do that, even though it's scary, recognize it's awesome. And it's not only going to have an effect on your business, but it probably will make you a happier person in life as well, because you'll get more in tune with who you are. So that'd be my first step. When it comes to events. Oh my gosh, so I actually got to attend this amazing mastermind this past weekend that Pete Vargas hosted. And it was all about how he took his you know, he was doing so many in person events. And he put together this really cool three I 360 event blueprint that he shared with us and what it really was about was taking it from just having a you know, a live stream like this where it's very one dimensional and making it a full experience. So I was lucky enough to participate as a member of Jeff Walker's team we've been building some of their Facebook and bot strategies out and to see even how they did that with the zoom Zilla. Do you know what the zoom Zilla?

Unknown Speaker 42:54

You know that? Oh, I don't know, zoom. So

Unknown Speaker 42:56

it's a crazy, I think, sage, that event company is the one who like really started it, but where they have these huge screens, with everybody in the Zoom Room on the huge screens, so that you're not just seeing this one thing, you really are able to connect with people and having camera angles, like from different stages. I mean, not stages, but different areas. So it makes it more of a 360 experience. Sending things in the mail, like Pete said that he sent a Moscow Mule kit to everybody. All his VIPs I did an event that Dominic Cummings hosted I think I may have told you about and they sent us these giant snack boxes. I was like, how am I going to eat all of this? Just three snack boxes that were like this big my kids were so stoked. It's just really like what what can you do? If you are going to be hosting your events or attending events even online? What can you do to make it unique and experiential, and then be stoked that when we go back into real life, when we are able to travel, recognize that our in person events are going to be that much more amazing and powerful because we'll be able to, to layer on top this new thing that we figured out how to do online. Yeah.

Unknown Speaker 44:09

So just a clarifying question on why you describe all the the surround the screens that are surrounding you. This is primarily aimed at the influencer, who is going to bring out because they can see that they get the full experience of what it would have been like if they were on stage they're seeing people here and here and their energy is amped up but is it also changing the experience for the participant the audience

Unknown Speaker 44:34

million percent because so like at at Jeff's like, as in real life, I'd never been to one of his events before, but they do this thing where they go watch, like, everybody does this at one person. So they would bring that one person on the big screen behind him. And then we could also see the other zoom rooms, so it really looks like I mean, it honestly looked better than what's happening on the basketball field. Basketball field. Obviously I'm so into sports and basketball court. You know how they're trying to make it look like there's people like virtually in the house. It's kind of the same concept. But it really, it really make it feel like we were all there because he was calling out people's names. Pete said that he referred to 1000 people by their first name, individually during his event. Like called them out. Hey, Tobin, you know, Steve Ritchie, like calling their actual names out? Crazy.

Unknown Speaker 45:27

Yeah, I think the creativity for this stuff is through the roof. Listen, guys, for time reasons, we're gonna cut short the sort of the event discussion part of our conversation today, because I'm selfish. I want to get into the picks of the panel, because I enjoy it that much. Steve, I'm going to start with you so you can get ready, we'll go Steve Ritchie, and then Molly, I'm going to get you back clean up again, one one last time, before we wrap up. Before we do that, just as a reminder for folks, make sure you join us for the speed networking, the networking event that we do right after the show, where we're going to leave here. So this this is live streaming, whether you're watching us on YouTube, or Facebook, or LinkedIn or Periscope, Twitter, or wherever you're finding us, we're actually going to jump over to the Blitzer platform, the link is in the comments. We're actually going to meet there and then Blitzer matches us up and you're going to meet 567 different experts in about 45 minutes, less than 45 minutes. It's a really cool platform, I want you guys to see it's been one of the one of the great additions we've done to the experts show because you get a chance to hear from the experts, and then continue the conversation afterwards. And if you haven't already, make sure you check us out at book of experts comm you'll see folks like our guest experts today. We want you to see what we're doing there. See the other experts dig into the programs that they're offering there. It's pretty cool thing we're, we're rather proud of it. So with that said, Steve, if you would share with us your pick of the week.

Unknown Speaker 46:54

Yeah, so I mentioned before, there are close to 40,000 associations in the United States, and every one of them has speaking opportunities. So I would like to see, people take a look at the American Society of association executives, ASAE, which is the foremost and primary association representing associations of all types. In the United States, of course, they're even more worldwide. And they if you join, you have to be part of their various forums. And that's enabled me to be able to track what is happening in the conference world. And even though we're not covering your last question, I'll put one in there, which is that I'm able to see what other conference conferences are doing and associations are doing. And when they plan on going back to live, when they or I should say in person versus virtual, what the trends are. And it looks like it's a year away, at least for going back in person until there's a vaccine, and then some because of travel restrictions and local laws, even if, even if things are better than in the world of COVID. So that's a is something that I would recommend people to take a look at.

Unknown Speaker 48:10

Thanks for that share. And also thanks for bringing that full circle. I think that is a good point that there's not just the availability of the events themselves. But there's all these other logistical things around it. So thank you for that. Richie, how about you pick of the week.

Unknown Speaker 48:27

I can recommend a book.

Unknown Speaker 48:29

Love to hear. What is Richard reading these days, read personality

Unknown Speaker 48:33

isn't permanent, by Ben Hardy. Ben hardy is a client of mine for five or six years he speaks at Joe polishes Genius Network. He's He's co authoring a book with Dan Sullivan. And he takes a real hard look at personality tests and how they're basically horoscopes and how you can actually change your life. By not believing something that happened in the past that may not be true. And you can potentially create a better future by doing something. Really, it's fantastic. He liked that model.

Unknown Speaker 49:03

My team member kelly, who's our Director of Education, she got into like an all out war with the people at the strengthsfinder because she wanted to take it again and they were like no these results are permanent. She I am buying that book for her because she's gonna be

Unknown Speaker 49:19

like she was breaking into some like high level bank or something to be able to take your test again. We were going to do an episode on this topic because I have a couple of clients that work in this space around what is our unique genius and this whole topic of personality and tests and stuff. So maybe we're gonna have to dig deeper on this on another day. Molly, I am going to let you back clean up I want to do my very quick pick of the week if you guys haven't seen them I'm using I bought these pod decks and you guys seen these? They're like little card decks with questions. And I don't use them all the time because I'm a pretty curious guy and when I have a guest panel like you guys, it's really Really easy like, I could talk to you all day long. But they do have thought provoking questions. One of them is epicyte episode ideas. And the other one is actual questions for your guests. So this is from pod decks.com. I thought that was kind of a neat thing that I picked up recently.

Unknown Speaker 50:15

Um, I am like getting those for client guests. That looks so awesome.

Unknown Speaker 50:20

Yeah, you should I think they'll even do you should talk with them, because I think they may do a co branded, I think they have a co branded thing that you could do

Unknown Speaker 50:27

a glam deck. You're glad Yeah.

Unknown Speaker 50:29

Yeah. All right. Bring us on, Molly.

Unknown Speaker 50:32

Okay, I have a really big tip. And I will tell you this tip just to prepare you. Let me know if you want to give us the word tip below this video, if you want it, because this tip is what I shared at Pete's mastermind. And it won me even though I did not know it was a competition. I won an all expenses paid trip to cloud camp in Colorado because of this tip.

Unknown Speaker 50:53

Wow. Yes, yes, yes. My fingers are not on the keyboard. But I'm getting yes all over this one. And if you guys aren't answering out there to win this from, you know, get Molly's attention on this, please get into the comments on that, because she was telling me about what she's sharing. And you guys want this.

Unknown Speaker 51:11

Okay. So when you are showing up online, especially on Facebook, it can be hard to keep to keep track of all of the outreach that you're doing, especially if you're doing it as a human who is just, you know, connecting with other humans. Until now, enter group track. So there is this tool? And can I screen share?

Unknown Speaker 51:32

Actually, no, sorry, we're gonna run out of time to get ready.

Unknown Speaker 51:36

Here's what happens when you click the extension, it automatically adds this little icon next to every single name, anywhere you are on the book of the faces, whether it's on a business page, or group your personal profile, you can then automatically click a little thing, it adds your connection into a separate CRM, where you are able to track what stage of conversation like client journey, whether they are a potential client, power partner, all those different things in there, your team can be added in there, you can add tags, it connects with a spreadsheet, it connects with ConvertKit Active Campaign all these things. So like, literally, you could be on Facebook, click one button, click another button, and automatically an email is sent if their email is in your system.

Unknown Speaker 52:21

Oh, I love this.

Unknown Speaker 52:24

Ever. And like literally blowing minds. So

Unknown Speaker 52:28

yeah, so one thing you guys need to understand about Molly is not only is she awesome at going wise, she's also a I'm gonna call you the queen of client acquisition. I don't know if that title is taken or not. But she's really, really good. And has all these systems behind her that helped make this job easier. So that's super smart. I really like that. Listen to our panel, we have to wrap up because I have to get over and open up the session, the networking session. So I hope you guys join us over there. continue the conversation. I actually, you know what, if you come over to Blitzer, I will tell you one of the questions that I didn't ask the panel tonight, but you might actually want to ask them if you get matched up. Or maybe ask some of the other people that you meet because it's a pretty interesting question about what we think about as kids. And what influences us as we try to boost our visibility in our work and our businesses and all those things. So the other side, Blitzer Blitzer, the link is in the comments. Or for you, Molly, it's also in the Google Doc that you got.

Unknown Speaker 53:26

I share my watch party that I have going I can share the event. Is that what I should share?

Unknown Speaker 53:32


Unknown Speaker 53:34

How can I get this to you? I will I will message I'll do Facebook Messenger message with the link for Blitzer so you can check it out that way. Perfect. Super. I appreciate you guys so much for taking the time. This was an awesome expert panel. Love it that you guys shared. And you guys are rock stars and

Unknown Speaker 53:52

I so appreciate it man. It was great. Nice to meet you Steve. My year you guys are best. Let's keep you in the neck.

Transcribed by https://otter.ai

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