Special Guest Expert - John Kurth
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Announcer:
Welcome to the MIND BODY BUSINESS Show. The three keys to your success is just moments away. Here's your host Brian Kelly.
Brian Kelly:
Hello everyone and welcome, welcome, welcome to The MIND BODY BUSINESS Show. I say it every show, and it's true, every time. I am so excited. I am goosebump-on--the-arm excited because of our special guest expert that you are going to meet here, in just a moment. Before we bring him on, real quick, The MIND BODY BUSINESS Show. What is that? It really, it comes down to three things. Over the course of my life and through mentors like, John himself, and many other entrepreneurs that I've met, I found there were patterns to success. And one of those patterns involved all three of these components. One being mind and that would be really what it comes down to mindset and if we want to get really detailed, there is a science that exists that is absolutely, incredibly powerful in helping you to get farther faster and it's scientifically proven. It's known as Neuro-Linguistic Programming or NLP for short. We're not going to go into that too heavy. At least, I'm not right now. We might with John, our special guest expert who you're about to meet, because he is also an NLP Master. Oh Man, I love this guy. And we're going to go into body. This show is about MIND BODY BUSINESS. We may not go into that today, but that's what a show is about is bringing these three key elements to the front, so you, as an entrepreneur, can operate at a peak level of performance. Ergo the name of the company Reach Your Peak LLC. Body - It's about exercise and nutrition taking care of the machine that is in charge of keeping that brain going because, as a really close friend of mine once told me, he said, "the mind and body are a team; the mind and body are your team." That special friend is on tonight. I love it. I never forgot that. And Business. Business. If you aren't mastering sales, marketing, building systems in your business, if you're not mastering all three of these key areas MIND, BODY, AND BUSINESS then I say you're not operating at a peak level of performance. Now, the good news is that's why we're here, to help you to increase to become a master - a level of master in all three areas and that's why I bring on special guest experts, like John, who you're about to meet. And so one of the things I learned in addition to that is - and I told this story on quite often, it bears repeating - is I've had I had a mentor, this is going back many years, many years that told me the secret. One of the big secrets to success and I was in his very large corner office. He's a CEO. A multimillionaire. And he said, "Brian,..." he looked at me he says, "if people only knew. if they only knew that all they had to do was this one thing. Just this one thing, if they just did this one thing, they would all be rich." I'm like, "really?" I'm dying, like c'mon. What is it? He turned around and he walked back to the wall and there was this large double door cabinet, from floor to ceiling. He looked back at me, he opened both doors open and from floor to ceiling, shelf after shelf after shelf of what you see right behind me just like that. Books. He said if people just read books, and we're not talking just any books, of course. If they just read books, then they could become wildly successful. I mean he was the product of the product. And I made a mistake back then, I just said, "No way. It can't be that simple. I mean there's no skin in the game, I don't have to pay money for that. I mean it's a few bucks per book and I can go to a library and get these. It can't be that easy." Thankfully, years later, another mentor of mine, kind of knocked again and said, "Hey, what book are you reading?" and I said, "I'm not reading anything." "What?" An interesting thing is this mentor read voraciously, all the time. Didn't just talk about it. I mean I wasn't with this other guy who was back East, all the time. My latest mentor, I worked with him side by side for a number of years and I got to see, firsthand, this guys reading all the time. I thought, "OK, I better get with it." And so, I started doing it and I started reading voraciously, a lot. And one of my favorite venues to listen is on Audible. I like to listen to - I found that I learned it and absorbed it and retained it better by listening versus actually reading on paper. Plus, I stayed awake. (laughing) I tended to nod off if I was reading a physical book, and the beautiful thing was, I could do this in a place where I normally could do nothing else, but listen to music and that would be my car. So, my car became ultimately productive. Amazing! Like a university on wheels or success on wheels, if you want to call it that. It was amazing. And so, over the course of a very short period time, I read close to or over 40 books. And what we're going to do is share a little segment right now on that. The beautiful thing with audible is that you're listening in the car, or wherever you're listening, on the app, there's a little icon it looks like a little ribbon. (gesturing small with fingers) It's really a bookmark symbol. As you're listening, if you hear something that catches your ear and you want to save it to go back to later, you just tap it and it's a virtual bookmark, just as if you put a physical one in your book to go back to read later. And so, I did that with many of the books I listened to and that's what we're going to do right now is segue over into a segment I call Bookmarks.
Announcer:
Bookmarks. Born to read. Bookmarks. Ready, steady, read. Bookmarks. Brought to you by ReachYourPeakLibrary.com.
Brian Kelly:
Yes, reachyourpeaklibrary.com. (showing link in screen) Right over here and for those of you watching live or even if you're listening to podcasts, please don't stop and go to that website right now. Just take notes. If you're driving, please don't take notes (laughing) or listen to the podcast in your car. Just come back and listen to it again. reachyourpeaklibrary.com. This is the website. You see it here and you see at the very top of the caption. The number one reason for lack of success is not simply a lack of reading books, but it's the lack of reading the right books. And so, what I've done is I decided I'm just going to start compiling a list of all the books I've read that have had an impact on me either from a business standpoint or a personal standpoint. And you'll see, that this list goes on and on and on. And what I've done is just put buttons there for you to easily click and go to Amazon and you can buy it on Kindle, Audible... if it's physical book if, it's an e-book, whatever you want, if it's available. I put the button there for you so that you have at least a filtered out list that, at least, somebody vetted. It doesn't mean that these will have a powerful impact on your life. But the odds are greater because I've weeded out those that just didn't make the grade and I'll be adding two more to it very soon - I just finished two more. We're going to highlight one specific book here tonight and just for a minute or two. It's called Sell or Be Sold. You see it right there, on the screen, and what we're going to do is switch on over and listen to that bookmark - it's just about a little bit over a minute in length. Grant Cardone. And what we're going to do is bring that up, right now. And take a listen.
Grant Cardone:
This is the critical point that ensures your dreams become reality and that you get what you want in life. What am I talking to you about, right now? I'm talking to you about why you must pay attention to this book and this program. Sell or Be Sold. It's about your life. It's not about a business, it's not about a job. It's not about a business card. Selling is critical and vital. In selling like all games, there are precise formulas. There's rules, there's technology, there's formulas that will ensure your success. That's what this books about. Do you know the rules of persuasion? Do you know when you're violating the rules? God, if you don't know when you're violating the rules. Do you know when you're guaranteed an agreement, like you literally sit down with somebody, you're like, "I know for sure, 100% of the time, I'm going to get an agreement. I know the exact steps." Do you know the exact thing you have to say to get someone to say "yes" to you, to agree with you? Do you know the exact strategies to make sure that things don't get volatile and when they do get volatile, how they like to diminish that to nothing. Do you know that every person has a power base? You have a power base and you're not using it. Do you know who they are? The exact names and where to start? Do you know how to keep your attitude so freaking positive, like mine is right now, like I'm super Chaffe today. I know how to actually change my attitude. Make it so positive that it causes others to be sold on me and want to follow me and want to do what I want to do.
Brian Kelly:
So, that was Grant Cardone in Sell or Be Sold. We're going to stop it there and a few things that just jump out of the page, or out of the audio were the things like he kept repeating "Do you know the exact thing to say?" "Do you know the exact way to react?" Basically is, have you practiced? Do you have it scripted? Have you scripted your business to a point where you have it down and you know, in every situation, exactly what you need to say to successfully finish that transaction or that communication with that individual? And that is the reason I chose that book is because the individual we'll be talking to, here,right after I get done blabbing, is going to be talking about just that and among other things. But this man is a language expert, both English and Chinese. I'll let him tell you the intro about himself on the personal things. He is an amazing guy and he's also NLP Certified Practitioner and he utilizes all of his skills in scripting for business. He's done it for me and the results were amazing. So, without further ado, I want to jump over into what we call the Guest Expert Spotlight.
Announcer:
It's time for the Guest Expert Spotlight. Savvy. Skillful. Professional. Adept. Trained. Big League. Qualified.
Brian Kelly:
And there he is. (pointing to side screen) John Kurth. The man, The myth. The legend. I love this guy. We've worked together for several years. He's brilliant beyond brilliant. The guy is a genius and I'm not overstating it. I tell you, working with him, when you get the wonderful opportunity to work with this man, you will know instantly that this guy is very, very smart. John, I'm really glad to have you here. What I want to do is, first, put out a quick intro about you and then have you say a few words about yourself and then we'll move into the meat. If that's cool with you, my friend.
John Kurth:
It's great. Thank you for having me on the program, Brian.
Brian Kelly:
Oh man, thank you for coming on. All right, with nearly two decades of consummate success, as a globally based sales trainer, globally based businessman, and entrepreneur, it's a little wonder that John Kurth is among the Nation's leading business coaches. As president and founder of Syntactics Sales Scripting, it is his mission to help other sales executives, entrepreneurs, and salespeople to create winning sales scripts that enable them to close sale after sale. How many of you would like something proven, that's custom built for you, by an expert, like this? I did and I got one. And you can do the same thing. The most proven way to win customers is with sales scripts. You heard Grant Cardone, basically, say the same thing with different language, which in a business sense, are words in sequence that have meaning. That's what scripts are. John's mandate is to demonstrate to individuals and groups how well-crafted sales scripts, that are compelling and dynamic, will maximize sales results. It's always going back to sales. Do you think it's important to have sales in your business? I hope you do. The answer is yes, just in case. The result is going to be more customers, more revenue and an ever burgeoning business. Who wants that? (raises hand) Sign up for that, too. Real quick and I'll stop blabbing here, John. You're watching live right now, on this live stream, on any of the - we're on 6 different platforms; 9 total, multiplied out over the ethernet. So, be sure - this is amazing - watch this show to the very end, for a chance to win a complimentary stay. A Five night stay at a five star luxury resort in Mexico, compliments of PowerTexting.com. A wonderful, wonderful company. Thank you, Jason Nast and Rhonda for providing that for this show. Finally, with that, John Kurth, welcome, my friend. So great to see you, again. If you wouldn't mind, tell people a little bit about yourself and then also, let us know, what you've been up to lately.
John Kurth:
So, a little bit about myself, I speak Mandarin, Chinese, and English. I have an International MBA. I did 7 years overseas. A year in Hong Kong, a year in mainland, China. Five years in Taiwan and USA stands for "You Start Again." Because the days of working for a large multinational company, like Procter and Gamble, and being promoted from country to country and then coming back, those days are gone. It just makes more sense to localize, outsource, as quickly as you can. It just makes more business sense to do that. So, my wife and I knew we'd be starting all over again. That's why it's so important, as an entrepreneur, to have the right mindset and the skill set to succeed. I mean it's good we finally have come out of the Great Recession, the thing is, we never want to go back to that. So many people have taken the entrepreneurial plunge and have that entrepreneurial mindset, that is one thing they can never take away from you. That's why it's so critical. There is something in the Great Depression, there were more millionaires and billionaires made in the Great Depression, because they saw the opportunity, had the mindset. Even though everything else was kind of going crazy around them, it didn't affect how they looked at the opportunities. Richard Branson, your takeaway is 350 companies, just parachute them to some random place with the clothes on his back, clear out all the money from his bank account, other than like $20 in his wallet and he'll have it all back and then some, in almost no time, because it's his mind set. So, that's why I focus on my training and NLP is all about the science of performance; Neuro Linguistic Programming. Many people cannot apply it in the language they need to make sales. That's what I do for my clients. And tactics means to compose or arrange, so my company name is Syntactic Sales Scripting. I'm composing and arranging the scripts for my clients and then the subhead line is the syntax of success. Syntax is a correct order and sequence something goes in. You get the right order in sequence, you're halfway there. So, that's what I do for my clients as my clients don't have time to study NLP for years, and they surely don't know how to apply it to their business. And other NLP Master Practitioners, like yourself, Brian, also realized that when it's your own business, you're too close to it to really see some of the connections and it's good to work with an outside (gesturing himself) Expert, to help you craft those winning scripts. So it turns it from a hard sell into a heart sell because that's what people want.
Brian Kelly:
Couldn't agree more, my friend. Couldn't agree more. And, listeners out there, the audience, if you haven't seen this show before, go back and watch the previous shows. They're all available, all over the place. If you need to know how to find one, just let me know. But the common theme you're going to find, it's the first word of the show; Mind. And John just said it about...I don't know how many, 10, 15, 20 million times. Mindset! Right? And I love that because that is the common thread to successful entrepreneurs like, John Kurth. And I wanted to say something about my experience, working with John, one on one, when we were going through the scripting process for what I called "The Enrollment Conversation." It's basically the onboarding. It was a one hour call that John went in and massaged and kneaded and just miraculously changed it into a work of art. And the coolest thing, I noticed, that happened as a result. So, I worked with him one on one and he would tell me, audibly, in real time, what to change. I mean this guy can think of it like that. (snaps fingers) It's not like he had to spend hours and hours studying it before we got on. I'm sure he looked at it before. My God it was amazing. The one thing I found, though, this is interesting. I don't know if I told you this, John, is I find myself catching myself saying words that I probably should be changing to something more profound and more valuable because of what you taught me in the process of going through the scripts. And I could hear John's voice. I still hear it to this day, everywhere I'm walking around, if I say something, "Oh yeah, that's not good." John said, "Reframe that into this..." The thing is he will never say that's not good and then leave you hanging. He will tell you - he won't even say, "that's not good" he says, "let's do something different with that." "Let's change this, to..." and then he's just like, "God, it's brilliant." Immediately, the second he says it, you're like, "okay, makes sense. Totally. I get it." He's good. He's really good. He's amazing. He's phenomenal. So, if you're in need, which every sales person probably is, if unless you're really really crushing it, you're in need of scripting help, just reach out and connect with John. We'll give you his connection information at the end of the show. You can look him up on Facebook, see his handsome face, make the match you'll know it's him. That's one way, just a hint. But let's get into the meat of the show and let's give the viewers a peek into this amazing brain of yours, John. We started off with talking about books, kind of the theme of the show. Would you consider yourself to be an avid reader? Number one. - I think I know the answer - and what book are you reading now, or did you just recently read?
John Kurth:
I'm an avid reader. I tend to read a book a month. If you read a book a month, over three years, that's 36 books. Getting a Ph.D., a person who's earned a Ph.D., has probably read 35 to 50 books in their area of expertise. That's why it's so powerful to keep that reading. For me, in addition to keeping sharp in business, remember I'm focusing on the deep structural level of the language. Language is 80% structural; only 20% content. The person collects Beanie Babies or Ferrari's that's the content. The deep structures they like to collect. So, in my avid reading I can take a script, something from another industry, and transfer it over into my clients and that's where they get the breakthrough. So, that's part of the reason why I avidly read because I can find other scripts to help persuasion, engineer my clients scripts. The book I'm reading now is called The Membership Economy: Find Your Super Users and Mass of the Forever Transaction. What I really liked about it was the concept of the Hour Glass Funnel. Most people know traditional funnels, right? Wide at the top, go to the bottom, but once they're at the bottom, then it becomes an hourglass. That's how you keep them for life. Think about it, some of the most powerful and rapidly growing businesses; SalesForce.com, Facebook, LinkedIn, others have a membership base component to them. You've got that recurring revenue, that recurring, predictable revenue smooths out the cyclical. So, sometimes you'd have a peak season in the summer or a peak season, and you have to...this type of membership-based economy not only gives you a tremendous competitive advantage from a revenue point of view, but as an entrepreneur, you're attracting your right tribe and really enjoy working with these people. So you don't have to take customers you don't like anymore. So, that's the book I'm reading now and what I've been up to? All right, I am...one of the most effective ways that I generate businesses, front of the room speaking, and we're putting on our own Coaches Oscars in December. So, there's five business coaches; 4, including myself. I'm the Emcee of the Oscars and we're interviewing four panelists. Each has a distinct expertise in business. One is a - of course, I'm the script coach. We have a marketing coach, we have a high performance team building coach. We're putting that together so each of us can shine and spill business for everybody because another shortcut to success, in addition to reading books, is have a coach. And you need to have coaches in different areas of your life. And if you're really lucky, you will actually get a mentor. Finding a mentor is 10 times better than a coach. I've had the privilege of mentoring Brian Kelly and, now, he is my peer. He's no longer my student; he's my peer in NLP and in business. So, it's great to have a former student is now a peer having me on is program.
Brian Kelly:
(laughing) I love how the circle of life works, don't you?
John Kurth:
Yes.
Brian Kelly:
And yeah, that was an amazing time. I can't tell you how much I learned from John speaking. We were speaking from stage. He had been doing it for quite some time before I started. And the awesome thing was, every time I spoke from stage and he was always in the crowd because he was speaking, as well, at different segments, he would be in the back of the room, taking very good notes and then at the end, he would give me what we call "feedback" and I can't tell you how that catapulted the improvement in me so quickly because he has that keen ear and just these little tweaks and somehow, I don't know how you do it, John, but you say it in a way that I just seem to never forget what you said. I mean, I almost don't even have to write notes when you give me the feedback, even though I'm writing as fast as I can. But amazing, amazing feedback. This goes along with the scripting. That's why, that's part of why he's so good at what he does is he's good at it in every venue and avenue and platform. It's speaking, it's writing scripts, it's writing ad copy, it's whatever, it's talking to him. He will, if you're open to it, he'll give you feedback when you're talking to him and say," well, if you're going to say it like that, I would reframe that and say it this way." I'm like, "Oh my gosh, that's perfect!" and he does it with a - like you said, it's a heart sell. He does it from the heart. And I can't tell you how much I appreciate you for doing that, John. I mean that was so valuable to me that you took your time to do that. No one twisted your arm. You just did it out of love for your fellow speakers and I truly appreciate that. You really, really helped me get along much faster.
John Kurth:
You're very welcome. Part of my success, being a script coach and focusing on the deep structural level of the language, I don't need to be the superstar on stage. I have my own stages so, I get that. I want my students to embody the scripts to get more of their success. It was interesting, there was a client of mine - this was several years ago - she was at a network marketing organization and she was one of the top producers and asked to speak on their national convention. And so, my dad was in the room, we always went downstairs, I had a computer near the lunch table and I asked for her to send me a copy of her presentation and my dad didn't know it was me who wrote the script. So, my dad's eating lunch and listened to me, listened to the video of my client speaking on stage at the National Convention. At the end of that, he said to me, "John, that's you." Because it's the deep structural level of the language, the patterns. I'm focusing on the structural level and then we put your content on top of it. That's why it's authentic to you and you will find out, I've had other clients that I've trained for like elevator scripts or other things, and they don't know there are other clients in the audience that have worked with me and the person delivers their elevator script and someone comes up to them and says, "You're working with John Kurth, aren't you?" And the person says, "you can tell?" and the person responds, "I can totally tell!" So, I enjoy the crafting of the scripts, so that way my clients get the results. It's so much fun for me to do this. I call it "persuasion engineering." That's when it's such a deep level - Case in point, I've got a client out of Beverly Hills. She's a makeup artist to movie stars. I don't wear makeup, maybe I should wear makeup on this program, but I don't wear makeup and she's like, "John, you sold me on my own stuff..." "Yeah?" That's why I'm the script coach because I put the deep structural level of the language into her presentation and then we put her content on the right foundation, different colors, skin tones, lipstick, all that stuff. That there's no way I could learn 30 years of that, but I don't need to. Focus on the deep structure and then put the content on top of it.
Brian Kelly:
The master is at work. Do you hear him? I love it. I love it. Let's switch gears for just a sec., and the thing is a lot of entrepreneurs, this is one of the burning questions - some that haven't cracked the code - want to know how to do. And it's all about marketing. When you're trying to get your business out there in front of eyeballs or just getting - you don't need a ton of clients, you just need the right ones, and you just need to be able to work with them. A bad client can cost you more than what you could bring in on a good client, which you've taught from stage. I've taught from stage as a result of you teaching on stage. And it's true, but one of the things, one of the burning questions I get from person after person that's struggling. Those that are struggling, in the area of marketing. So, I asked this of each entrepreneur that comes on the shows, how do you personally go about marketing to help bring more clients to your business? And maybe you can discuss one or two successful forms of marketing that you've employed.
John Kurth:
The most effective way I've learned from marketing, because as you're an entrepreneur starting out, you are the face of the company. You are the business and because of that we have to properly position you as the Expert. People pay money for Experts. People will pay more money for them and trust them. You got take them through Know, Like, Trust like this (snaps fingers) and then elevate yourself into Expert status. How do you do that? Regenerate from stage. 30, 60, 90 minute free local talks. Your local Chamber of Commerce, Rotary Club, does not matter. You have a compelling talk that relates to your business. And at the end of that, people go through the Know, Like, Trust. Well, I like him. I know him. He seems like the Expert. Have a good Call to Action. And then, they will say, "hey, look I want to work with you." So, I'm going to give you a very valuable script here and how you effectively generate from stage. This is money, Entrepreneurs, so you better pay attention to it. It's called The Business Card Close. Everyone take out your business card, do that now. Turn your business card over. The upper left-hand corner, I want you to write the letter C as in Charlie. Do that now. The upper right-hand corner, I want you to write the letter R as in Roger. Do that now. You only get to choose one. For the letter C, you get a free consultation about what you do. For the letter R is a free report. The 7 biggest mistakes about your product or service that people make and what to do about it. So, if you want the free consultation circle the letter C. If you want the free report, circle of letter R. Do that now. Pass your business cards to the right. Let's talk about why it works and then will deconstruct it. First of all, you've already delivered value from stage, so why - and they're gonna say, "Well, look I want to know what it's like to work with you." You're capturing all the business cards, the people who write the letter C and circle that, they're your hot prospects. Follow up with appointments with them. In the letter R, they're in your drip campaign. Send them the digital copy of the report. The ones that do nothing? Hallelujah! You're not wasting your time, following people that have no interest in what you have to offer. The people will self-select so, you're less likely to get those pain in the neck clients that you don't want to work with. Quick story, I had an opportunity about a year and a half ago, to speak in front of 40 executives in transition. These are C-level executives that were moving to new opportunities, for one hour. I've got 20 appointments out of that, using that Business Card Close to deliver value first then Business Card Close. One hour; 20 appointments. I'll do that all day. This is what I teach and this is where I come from. With my clients, and initially, there's the free consultation where they get to experience my value on their business. You're going to listen to this recording with Brian Kelly, this show, and all of the shows, this one over and over and over again. That Business Card Close script is money in your business.
Brian Kelly:
That's one of the many - there are many things that I love about you, John. It's your integrity and your ethics because everything you teach I know, personally, for a fact, you have practiced successfully. How many times, for all of you, including you, John, have you run across someone on stage or in a webinar or on a phone call, claiming to have or are teaching to do these things or similar things, but they, themselves, have never actually successfully employed the very technique they're teaching. They're basically repeating what they heard someone else who was successful at doing, so I think you should do it too. That's the thing I love and that's the type of entrepreneurs I try to bring on to my show. I vet every single person that comes on my show, personally. John was automatic vet because I know him very, very well.
John Kurth:
Thank you.
Brian Kelly:
And for that very reason, one of many, again, is because of his incredible level of integrity and he is not someone who just talks the talk, he absolutely walks the walk. And if you get the wonderful opportunity to watch this man and listen to him speak at an event, I don't know, maybe you have something coming up, John? I honestly don't know so, if you do let's make sure to mention that at the end because it's gold and I would highly recommend you bring a very thick notepad and write as fast as you can. And everything he does and says and why he does it and try to figure out what he's doing, but the more you listen to him, the more you learn just by listening to him. He's amazing.
John Kurth:
One thing I'd like to share is this; the practice makes the master. Practice makes the master. You can read a lot of books, but it's the application of the knowledge. That's why clients pay me so much money for my services because I can apply their Neuro Linguistic Programming on their scripts while composing it and bringing all the pieces together. (intertwining fingers together) So, it works. The other thing is there's no substitute for stage time. You want to rapidly get better at any part of your business? Speak on stage. There are things I cannot teach until you're on stage because you might make a mistake. It's all feedback, but you will never make it again. The other thing about being onstage, you're automatically the Expert. Unfortunately, that's true and fortunately, that's true. We've seen people who are up on stage that are really not sharing anything of value and people will be, "Gosh, because they're up on stage, what they say must be true and must be important." When you're on stage and you're credible and a person of integrity and are delivering value, you're elevated that much higher and it's a key differentiator strategy for you. As an entrepreneur, you don't have the marketing budget of Coca-Cola, I get that. But you can still have mind share, which is different than market share. I'm well known in my community. I speak on stages. Now, am I well-known nationwide? Yeah, I'm getting there, but I'm starting city, county, working my way out. Then, the clients are in the room and I say, "look..." I mean this was a year ago...no, two years ago. I had an opportunity to speak on stage. Well, no I was one of the breakout sessions it was breakout sessions, more like speed dating. There was a lunch, a 90-minute lunch so, I was a table sponsoring and people would go from table to table after table and I was one of the table sponsors. So, when people came to my table, I said, "look, I'm turning this into a 30 minute workshop. I'm not eating, I'm delivering 30 minutes of value." Well, there was a CEO in the room and she's avidly taking notes. And then I noticed she was headlining. She was the headliner, the last speaker and I said, "are you open to me giving you coaching about your presentation from stage?" She said, "sure." Well, I coached her. After she was done, After, people bought all of her stuff. She was very effective. I then delivered the feedback and then she became a client of mine. Prior to working with me, she was closing 3-5% from stage. What that means, is 3-5% of the room are saying "yes." After working with me, she found that 6th gear. She now closes 15-20% of the room. Just a $100,000 weekends now. So, she asked me last year to share the stage with Les Brown. I spoke on her stage. I spoke with Les Brown - one of the high points of my career. That was for my ability to not only be an expert stepping up, but then delivering the goods with my scripting because as authentically it's her language, but it's my scripts.
Brian Kelly:
And I don't even know where to begin on that, that was so much gold. So much gold. I wanted to point out, OK, $100,000 weekend. How many of you would be willing to pay John $50,000 for his services and honestly, ask yourself, "Would I pay $50,000 for services?" Knowing that in all likelihood, if you have the platform set up and you're speaking from stage and you have no platform to sell from that you could take your business up to $100,000. In a heartbeat! Because how many times are you going to do that? Not just once, you do over and over and over again and what you said also, John, about the importance of speaking. Oh my gosh, I can so relate to that. That just catapulted my life, everything in my life. It gave me more confidence, just talking one on one. It gave me more assertiveness, it gave me more certainty. Everything that just makes you look, feel calm, because it's true. It does. And then others respond to you in a much different way than they did before I started speaking. And for those of you that are like, "Well, where do I go? How do I speak on stage?" There's a really quick and easy way. It still takes effort, but one of the quickest ways to create your own stage and you can just go to something like Meetup.com and start practicing your craft and then call this guy. (gesturing to the side of the screen) And say, "Hey, John, I'm speaking in a meetup, would you come and critique me?" and John will say, "Sure, will that be cash, check or charge?" and you'll say, "Whatever you want, I'll do it because I know I'm going to go farther, faster with you." That's it.
John Kurth:
But one thing is when you do that, I tell my clients do not look at me, I do not have a poker face. (laughing) So, sometimes when I've been...when you are on the stage, I saw some things and I tell all my clients, do not look at me. I cannot keep my emotions to myself. And sometimes it's great, feedback. I remember one time, there was a client of mine and I'm literally writing in giant capital letters on my notepad, "No!" I practically was shouting outside, "No!" So, absolutely, if you want me to take you to that level, I'll do that. But we first got to get the scripts in place, first. Then we go into the live. That client is on $100,000 weekends. These are professional marketing companies that get speakers and they go on these road shows around the country. 500, 5,000 people in the room. And it's ironic, those companies always get a 50% cut of whatever the person sells, which is great. They have never offered scripting services to their clients. My client has been consistently crushing it. So, they keep inviting her back again and again and again because they know she's money.
Brian Kelly:
Absolutely. Persuasion Engineering. I love that term. Coaches Oscars. I didn't know about that one. I want to know more about this. Actually, do you have enough information to share with folks yet, or is that still in the works?
John Kurth:
It's still in the works, but I'll share with you how it came about. There's a client of mine who's in the supply chain management area. He's a real interesting coach. He finds waste in their procurement and supply chain for large companies and gets a large chunk of the money he finds. 30%. So, he went into a company, found a $100,000 worth of waste. Well, I'm glad to write him a check for $30,000 for year number one because he found all $100,000 that was already in the budget that was being wasted. So, I'll give them a check for $30,000. A company gets $70,000, year one and every year after that, the company gets $100,000. Well, he was on LinkedIn, and a person for the 3rd largest supply chain managers, kind of affiliate association, reached out to him and said, "look, we got to do a membership drive. What do you suggest we do?" Well, I had him turn into his own Oscar's. He was the Emcee. He invited 3 other industry experts that he interviewed on stage. He had those experts, prior to the event, share two golden nuggets of their wisdom so, that way he elicited it from the people in the arena, from the panelists. Then there was an open Q and A section for the people in the audience. And then there was a wrap up. So, it was used as a membership drive, but think of it this way, that organization is the 3rd largest chapter in the country asked him to be on their Board of Directors. Any new, large company that moves in to the greater Los Angeles area, that they're big enough to have a supply chain manager, is going to become a member of that group and who gets to interview them first? My client.
Brian Kelly:
Nice. The connector.
John Kurth:
So, that's what I'm doing for my own business. Someone else reached out to me on LinkedIn, he's a fellow coach in developing high performance teams. "I focus on the scripting language..." He says, "...how can we cross promote and cross identify each other?" So, we're turning into our own Oscar's.
Brian Kelly:
That's another thing, we've had these talks off-line before, John. But another thing that I truly appreciate about you is your willingness to share. We found there were certain people that we knew, that just would not share the stage with certain people, even... if there was no competition, I guess. And you don't have that mindset, you're more of "let's be collaborative, not combative." And that's another thing that makes you unique among many people I know. And I like to think I'm the same way and you're doing it, right now. You're bringing in other people. You're sharing the stage. You're sharing the spotlight and it's a phenomenal thing. Yeah, I think...
John Kurth:
Let's keep this going.
Brian Kelly:
There we go. We had a little internet jog. All right, we're going to keep going, brother.
John Kurth:
As long as we got audio. (smiling) So, here's the thing that's coming from that abundance mindset and what does that mean? One thing that will help you, as an entrepreneur, because this program is Nationwide, is look up Gross Metropolitan Product. Gross Metropolitan Product. It treats cities or regions, like countries. So, that's a way to see just how many billions of dollars is in your backyard. I just saw in the newspaper a couple of weeks ago, that if you were to treat California as a country, it's now the 5th largest economy in the world. (gesturing 5 fingers) We're equal to the economy of the United Kingdom. It's like $2 trillion+. Well, you take a line basically the top of Los Angeles County. Draw a line across top of Los Angeles County across California all the way down to San Diego. That value is $1 trillion. A trillion is a thousand billion. So, that's why I'm sharing this because that's coming from my heart. I have to demonstrate what I can do for my clients because then they can see, "Oh, now I see how John can apply that." Because even on my complimentary calls, people can then, if they apply what I've taught them, make enough sales so, then hire me. So, even though they can say, "Look, John, I don't got the money, right now." Well, what I've shared with you on the call, if you apply it, you can make enough money to then hire me.
Brian Kelly:
Exactly, exactly. So many golden nuggets throughout. Here's the thing. You're an entrepreneur, John. And the life of an entrepreneur, it's always easy, isn't it? (laughing) Exactly. It is not. And that's probably why they is such a small percentage of the population that has even attempted to become an entrepreneur. It's not for the faint of heart. It's not for, I won't say the weak, but it's not for the folks that really aren't in it for the long haul. Who can take the bumps and take shots at their ego which, we all know you should just drop your ego to the side. And so, along that path, I know personally, myself, having done so many times and I know you. I'm curious if you would tell our listeners and our viewers, what kind of sacrifices have you had to make, that you're okay with sharing, to become the successful entrepreneur you are?
John Kurth:
You have to reframe it. This is a fundamental reframe from NLP is looking at things differently. It's not a sacrifice, they have been investments. Investments in my time. I've had $12,000 marketing mistakes, that if you look at it, in a judgmental way, that was a mistake. It was an investment, a costly one, in what not to do. Part of the reason why I wanted to and chose to become an entrepreneur, is the investment in my family. I have more flexibility. I was very lucky. My father was a high school English teacher. So, my dad was home usually about four o'clock from school, from teaching high school, when I came back from school. So, I had that time in that relationship with my dad. I wanted that for my daughter. She's in summer camp this year. It's summertime, so now I can take her to camp, I can pick her up from camp. So, you have to look at them as investments and yes, it's going to take probably longer than you think. There are going to be gut checks. Someone once said this, "an entrepreneur's living a few years of your life like most people won't, so you can spend the rest of your life the way most people can." The big difference with entrepreneurs versus everybody else, is their ability to handle uncertainty and still move forward. People are addicted to certainty and that's why they're stuck in dead end jobs that are killing them. There was a client of mine. It's interesting, he's a coach, but he treats addiction and he said the death of why do people - addiction is the consequence of giving your heart to something that your heart does not desire, which means you're in a job that is slowly killing you, but "oh, I want the paycheck. I want the paycheck. I want the certainty of it." And it's killing them. So, as an entrepreneur, you got to be able to embrace uncertainty, but you don't have to do it alone. You got coaches and mentors. Some of them have been there, so we can model what they're doing. You can do expert modeling to shorten your learning curve. You can do things like speaking from stage to differentiate yourself from others. There are ways to form mastermind so, other people who are other entrepreneurs, understand what's going on. You listen to programs like this MIND BODY BUSINESS - they are all interconnected. That's what you do. If you try to go it alone without any of these other resources, you'll go crazy and the good news is in the era of the Internet, the era of coaching and mentoring - it's still challenging, don't get me wrong, but it's not you're going it alone like you were 30 years ago. I don't know how in the world Sam Walton did it and people of that age. Walt Disney. I don't see it pretty much had to do it on their own with no support.
Brian Kelly:
Amen, or as in your words, Hallelujah! (laughing) Yes and thank you for the reframe. And here's the thing, some of you might have like reacted to that and go, "I can't believe John is like correcting Brian on his own show." My reaction, the honest reaction was "thank you. I love it." It wasn't always like that. Trust me, when I first started speaking and Johns started giving me feedback and others, right away, I didn't like it because that ego thing was in my way. And then I just said, "Brian, you know what? These guys know what they're talking about. Accept it." And over time, not a long period of time, I got to the point where I felt if John wasn't in the back of the room during the time I was speaking, or if he wasn't available to give me feedback after any of my speaking engagements, wherever I was, I actually felt like I was missing something when I was done. I loved - I could not wait - I literally cannot wait for him to give me the feedback that I knew would take me to yet, another level. And it was a form of correction, which many of us humans don't like that, normally. But when you get used to it and you know that it's going to give you the results that you're looking for, and I know that John does it from a heart center space. All that put together was like, "please continue." So, thank you for that reframe and for all of you that may have thought something different, just that's it. It's ego. Number one, one of the biggest roadblocks to success is your ego. Go ahead, John.
John Kurth:
Another reframe is Problems, Challenges, or Situations. See, a lot of entrepreneurs say, "I don't have problems, I've got challenges." That's true. That's still higher on the energy level. OK, it's a challenge. I'm up to the challenge, I can handle the challenge. The last reframe I got was a former L.A. SWAT team member. And he says, "look, we don't have problems. We don't have challenges. We have situations that have to be dealt with." Situations are totally neutral, which means you are open to more of those solutions that your preconceptions would have blocked out had you come from, "oh, I shouldn't be here. I don't understand it, it's a problem or something..." All that other stuff, when you view them as a situation, then they're totally open. I just learned that 6 months ago when I met the guy at a high-end mastermind group in Beverly Hills. He's a former SWAT team member, I said, "well, there's no problems or challenges. They're just situations, tactical situations - his words - that have to be solved. Tactical situations that have to be solved in L.A. SWAT teams speak. But that reframe, Situations is gold now. I use it all the time. "Oh, it's just a situation." These are the minor refinements that make all the difference in the world.
Brian Kelly:
It's an interesting thing I found out. And John, I'm sure you've heard the same thing from many who...the more success someone achieves, the thought, the common thought of that person is their problems are going away. They have no problems because they're so successful. Interesting thing is, it's the exact opposite. And it's more situations that arise, the key is what you've already just said is how flexible - Thank you, for the likes and loves, everyone. I appreciate it. - How flexible that that person can be. It's not the problem or the situation; It's how you react to it and how flexible you can be in solving that situation. Case in point, I had a technical issue, right before the show, and a flexible alternative, so that you could actually watch and listen to a bookmark. You didn't even know anything went wrong. Because I've been around John, quite a while now, and we just learned to be flexible. It's like, we're two minutes before the show and I'm scrambling to get things put together and boom! It's perfect. It's nice. Hey, John, I wanted to give a shout out to a few people that are watching. Rahz Slaughter was the guest on last show. Thanks, Rahz and he actually put a few comments in there listening to you, he said, "the practice makes the master and his thing is boom!" And Greg Williamson, as we both know, just joined us. We had Rick Galvin. We have Fred Becerra and we also have on the show, we have Richard Barrier which we both know that young man. He's an amazing guy. Lots of cool people. June Bolden. Hey, June! Kahal Walsh. Oh, that's a sales guy. You two, you two, especially, should get connected because he deals with scripts every day. That's what he does. John Wittemann, Rick Galvin. Just goes on and on. Thank you all for joining, appreciate you. You have questions? We were running out of time here. If you have a quick question or a really good one, I might pick it quick. So, go ahead and type that in on the comments and Facebook, Periscope or Stream.me or Twitch or any of the other thousands of avenues that were streaming out to right now, it's just 6, I'm just having fun. Just 6. That's pretty awesome. There's one more question, really burning question, John, that I like to close the show with with every entrepreneur that I've had on the show. And it's a doozy. I'm going to be straight up about it. It's a doozy. And you're in your unflappable, you're not hearing phased. Like, "OK, so what, Brian. Bring it on." Most of the other entrepreneurs in the same way and others are like leaning in going, "What's he going to ask?" It is a big one. The cool thing about it, though, is no matter what your answer is, there is no wrong answer. It's your answer. It's specific to you. And what I found to be very, very, very interesting. Every single guest I've had, thus far, has said something different. Really interesting. We're going to get to that question in just a moment. So, hang on. For those of you that are watching live, this is that time. That fun, happy time to enter to win that five-day, all-inclusive stay at a five-star luxury resort in Mexico. And I'll put on the screen, and I will say audibly for those of you that are just unable to watch at the moment, (showing information on screen) how you can enroll to win this wonderful vacation. Richard Barrier, who is watching. He is a past winner. He's going on vacation - so this is real, folks. Two ways. One is, go to ReachYourPeakLLC.com/vacation. The important thing there is "vacation" all lower case, the rest of it, it can be mixed. It doesn't matter. ReachYourPeakLLC.com/vacation or, if it's easier for you, get on your phone and text the word PEAK; that's P-E-A-K to 661-535-1624. Again, that's PEAK, P-E-A-K to 661-535-1624. Do that now and I will monitor as they come in and be sure to follow the instructions. You're going to get a response, right away, if you go through these methods. It's going to ask you for one more piece of information so, be sure to give that piece of information or you will not win. Richard Barrier won because he was the only one, on that show, that followed instructions. I love it. I love it. So, back to the most amazing, thrilling, incredible, inspiring question I could ever ask another human being. I'm building up pretty good, huh John?
John Kurth:
Yes.
Brian Kelly:
It is, in your own words, John Kurth, the people want to know, how do you define success?
John Kurth:
I'm going to quote, I think it was, Thoreau. "Wealth is the ability to fully experience life. Wealth is the ability to fully experience life." That's why, as an entrepreneur, you can do the Tim Ferriss; 4 hour work week and have mini vacations all over the world. You can design your life, so you can live it. I don't have to, when I want to take a vacation with my family, we love going to national parks; we can do that. So, wealth is the ability to fully experience life. That's how I define success.
Brian Kelly:
Again, a new answer. I love it. Love it. And I know, John personally, as everybody, by now, knows. And this is a man who loves to help people and that's the core of every entrepreneur, at least, that I know that I have on this show that I call a friend. Every single one. That's why they're successful. Another key ingredient. Take notes, write the stuff down, is to serve others and make that your number one priority, not to make money. Making money is absolutely critical and you need to do that. We get that. But if you reframe that and make that your secondary or third reason for doing what you do, because money isn't the end all. Money can supply you with the means to give you more freedom of time like, John and his family have, but he does that because he's serving people, he's served me. I mean, what he did with me is going to last my lifetime and he only did the scripting thing one time, we spent time together speaking. All of it put together, I will never forget it. Never.
John Kurth:
Thank you.
Brian Kelly:
And that, it was the gift that keeps on giving. How's that?
John Kurth:
I'll frame it like this; serve others while making money.
Brian Kelly:
Absolutely. Absolutely. As we have a little technical glitch. Yes, while making money, because it is very, very important to make money. Because if you don't make money, how are you going to be able to serve others? So, they do go hand in hand. Just make your lead in. I'm here to serve people and yes, please, by all means, make money while you're doing that. That would be phenomenal. All right, I'm looking over and seeing who's coming in subscribers, on the text and I will keep an eye on that even for another 5- 10 minutes, after the shows over, for any new ones that come in to pick who follows instructions. Go ahead and do that right away. John, one thing before we go, is I want to be able to give folks the best way to contact you and connect with you because I would recommend anybody and everybody, watching or listening, to reach out and at least, have that initial call with John. See if he is a fit for where you are, right now, in your business. So, John, how can he get in touch with you? What's the best preferred way?
John Kurth:
One thing is, if you have an email list of the people who are on the call, I don't know they've registered that, you can then send them an email and then they can reply with "scripting" in their name and telephone number. And then I will contact them to schedule a free, 30-minute telephone consultation. The other way is because you're a client and a peer, my telephone number is 714-688-6443. So call, leave a message, and then say "scripting" or MIND BODY BUSINESS or Brian Kelly and I'll give you a call and if I have space in my schedule for a free 30 minutes for consultation, you'll get that. I mean you already experienced that on the call for an hour, today, of what it's like to work with me.
Brian Kelly:
Fantastic. Another quick way to do that, as well, is to find John KUrth on Facebook. It's not difficult and because I mean, there's only one handsome John KUrth on Facebook. (laughing) There are several, but there's only one handsome one. And find him and message him and just message him the word scripting, and he'll know what that means and then you can connect that way. That'd be an instant way to do so. Or yeah,-
John Kurth:
That is fantastic.
Brian Kelly:
Yeah, or another option is do so in the comments and I'll make sure you get connected; either way is fine. John, thank you. I can't believe an hour is up. It happened so fast. Every single time, I think we need to extend it another hour, are you okay with that?
John Kurth:
That's fine. (laughing) I had an early dinner before the call, in case it went over.
Brian Kelly:
I'm just kidding. I appreciate you, my friend. Everything you've done for me personally, your value that you just gave to everyone here, tonight, live on this show. And then for those you will listen later on the podcast. Appreciate you, my friend, and I can't wait to see you, again, in person. Watch you speak, and break bread together, once again. Truly, truly appreciate your friendship and that's all. That's it for our show, tonight, everyone. I just want to say thank you all for watching, listening, liking, loving, commenting. Continue it. Share it. If you wouldn't mind, share this live video, after the recording comes up on Facebook and until next week, I say the same bat time; the same bat channel. Next Thursday, 5:30 PM Pacific, we'll have another special guest expert. For now, this is John Kurth (pointing to the side) For John Kurth. I'm Brian Kelly. Everyone have a great, great evening. We'll see you later. Be blessed, everyone.
John Kurth:
Bye-Bye
Announcer:
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John Kurth
With nearly two decades of consummate success as a globally based sales trainer, businessman, and entrepreneur, it’s little wonder that John Kurth is among the nation’s leading business coaches. As President & Founder of Syntactics Sales Scripting®, it is his mission to help other sales executives, entrepreneurs, and salespeople to create winning sales scripts that enable them to close sale after sale. The most proven way to win customers is with Sales Scripts—which, in a business sense, are words in sequence that have meaning. John’s mandate is to demonstrate to individuals and groups how well-crafted Sales Scripts that are compelling and dynamic will maximize sales results. The result: more customers, more revenue, and an ever-burgeoning business!
John has authored What Are Your Words Wearing? How to Make Your Sales Communication More Comprehensive, Substantial, and Precise
Connect with John:
Live Streaming Best Practices Panel: Video automatically transcribed by Sonix
Live Streaming Best Practices Panel: this mp4 video file was automatically transcribed by Sonix with the best speech-to-text algorithms. This transcript may contain errors.
Narrator :
So, here's the big question. How are entrepreneurs like us, who have been hustling and struggling to make it to success, who seem to make it one step forward, only to fall two steps back. Who are dedicated, determined, and driven. How do we finally break through and win? That is the question, and this podcast will give you the answers. My name is Brian Kelly, and this is The MIND BODY BUSINESS Show.
Brian Kelly:
Hello, everyone, and welcome, welcome, welcome to The MIND BODY BUSINESS Show. Super excited for tonight's show. We have not just one, not two, not three, but four, four amazing guest experts who are joining me tonight right here on this very stage.
Brian Kelly:
They are waiting in the wings at this moment. So let's get busy. Shall we? The MIND BODY BUSINESS Show, that is a show about what I call the three pillars of success, and that came about as a result of my study of only successful people in the last decade or so. And these patterns kept bubbling to the top and those patterns being mine, which is mindset set. Each and every successful person, to a person, had a very powerful and flexible mindset. So I learned that and said," I need to implement that". Then body: body is about literally taking care of yourself. Through nutrition and through exercise, exercising on a regular basis, and again that was another pattern of very successful people and in business. These successful people had mastered the skill-sets that were necessary to create, maintain, and grow a thriving business. They're wide and varied. It's like marketing, sales, team-building, systematizing. It goes on and on and on, leadership. There's no one person, in my humble opinion, that could master every single one of these. All you have to do is master just one, and I actually mentioned one of those. It was in that list. I don't know if anyone caught that, but if you master just one of those skill sets then you're good to go. That skill set is leadership. When you've mastered the skill set of leadership, you can then delegate those skills off to people who have those skill sets. See where I'm going? Good. That's what successful people do; the ones that I studied, anyway, over the course of about 10 years. That's what this show's about. It's a show for entrepreneurs by entrepreneurs. I got four guests waiting, and I'm not going to wait any longer. So, I think we should just bring them on. What do you think? Let's do it.
Narrator :
It's time for the guest expert spotlight, savvy, skillful, professional and deft, trained, big league, qualified.
Brian Kelly:
And there they all are. These amazing, beautiful guests on The MIND BODY BUSINESS Show. How are you all doing? Altogether, too. That was phenomenal, I love that. So real quick. All of you, I hope you don't mind for just a moment. I want to do some housekeeping? I wanted to mention to everyone watching here live. If you stay with us till the end, you can win a five night stay at a five star luxury resort. All compliments of our friends at The big insider secrets dotcom. You see them flying by on the bottom of the screen right now. It's an amazing, amazing vacation stay. Stay until the end, and you'll learn how you can enter to win that wonderful prize. We also have this. If you're struggling with putting on a live show, and it's overwhelming and you want a lot of the processes done for you while still enabling you to put on a high-quality show. And connect with great people like the ones we have tonight, and to grow your business all at the same time, then head on over to carpet bomb marketing dotcom. Carpet bomb marketing, saturate the marketplace with your message. One of the key components that is contained in the carpet bomb marketing courses, and this is one that you'll learn how to absolutely master, is the very service we use to stream our live shows right here on The MIND BODY BUSINESS Show. Over the course of the past, now it's over nine years, we have tried many of these, "TV studio solutions" for live streaming. I'll tell you right now, Stream Yard is the best of the best. It combines supreme ease of use along with unmatched functionality. So, go ahead. You can start streaming high-quality, professional live shows for free. Yes, I said it. For free, with Stream Yard right now. Visit this website, and do this after the show over. Take notes while the show is going. So write this down R-Y-P dot I-M forward-slash stream live. R-Y-P dot I-M forward-slash stream live. Fantastic. Now let's get to the real fun, and the fun is these amazing people. Dylan, Julie, Tim, Christian. How are you all doing tonight? Thank you for being on this amazing show. Yes. So, what I'd like to do is open it up. Let the folks get to know you just a little bit now. Ok, guys. We're talking sixty seconds or less. All right. Just lay it low here, but we'll just go and order. I usually go ladies first, but let's just go around the circle. It's easier for me who's running the show. So. That's what's important. Right? So, let's start with Dylan Shinholser. Go ahead. Take it away. Give us a little brief background about you, what you do, and your business.
Dylan Shinholser:
Yeah, absolutely. So like I said, my name is Dylan Shinhoser. I own a couple of different businesses. I'm owner of a company called, "Experience Events", which is event management. I'm also a director of business development at a virtual event, event ticketing, and virtual event platform called, "ViewStub". As well as a co-host of another show called, "Event Masters", where I just ramble all day, every day about how to produce better experiences. It's really all I know and love to do is events. That is my less than 60-second pitch about myself.
Brian Kelly:
That's a good one, too. I'll tell everybody I've spoken with you in person. We had a call some time ago, and this gentleman, Dylan, is made of integrity and great character. So, reach out to him if you need any assistance in any of the areas he talked about, or if you just want to say hi to a really great guy. Then get in contact with him, and at the end of the show, we'll go through that. Please. Somebody remind me if I forget how to contact each of you. Because that's very important to me. This is the reason I bring this show to the forefront. (It) is to bring people like you into the lives of those who may not know who you are yet, and even those that do, to experience even more of your brilliance, your experience, your knowledge, and your value. It's not about me. This is about you. Always, always. Every time. I have one guest, usually. I just feel like I'm in this big family right now. But let's keep moving. Julie Riley, amazing young woman. Take it away.
Julie Riley:
Yes. So, I am Julie Riley. I am the social media manager at StreamYard. The platform we're using right now. Prior to my time with StreamYard, I owned my own marketing agency. I've been in digital marketing since two thousand and seven. So the very, very early days of the start of it is when I jumped in(to) digital marketing, and I love just being able to help others succeed in their business.
Brian Kelly:
Fantastic, and I will also say that I have spoken with Julie in the past. Both through a typewritten chat form and verbally. I think it was Clubhouse first time, which was phenomenal. Yet another phenomenal person, incredible integrity, and character. And yes, you're going to notice there's a pattern about this with the remaining two. It's the same thing. Hopefully, we can get the last one to talk a little bit. That will be nice. I'm just having fun because we were having fun before the show started. The one smiling. The biggest down there with the green hood; not pointing anyone out or anything. Thank you, Julie, for coming on. Yes. These people, Julie and Christian specifically, I know Christians coming up here in second. They're non-stop. They don't stop working. It's evident because of the very software research we're using right now. It's of grand quality for a reason. It's because of people like Julian Christian who keep everything rolling smoothly on the back end. Dylan's there nodding his head emphatically because he gets it. It's a lot of work, and they're doing it masterfully and we appreciate you. All right. Enough of the favoritism here that felt like favoritism. Julie's our favorite. Timothy McNeely! My buddy, my friend from just a little north of where I reside. I believe. If I remember.
Timothy McNeely:
Central California, baby. Bakersfield. Yeah, my name is Tim McNeely. Today, so many dentists and driven entrepreneurs are just not sure if they're getting advice that really makes a difference for them. They may have a financial adviser who is giving them some advice on their investment portfolio, but they're not really sure that they're on the right track to really maximize their net worth outside of their business. That's what I help them do. Maximize your net worth so that you can keep taking care of the people you love, support the causes you care about, really make that difference in the world, and build an amazing life of significance. I love doing streaming because I get to talk to some of the best of the best out there and share the knowledge with the beautiful entrepreneurial community.
Brian Kelly:
I'll tell you something on a personal note as well. Literally, we talked earlier today, Tim and I, on a Zoom call. He just reached out to me and said, "let's catch up." I had him on the show some time ago as a single, solo guest, and he was phenomenal. We've just kind of maintained a relationship, a friendship ever since. He just wanted to reach out and say, "Hi" and "What's up? What do you want to talk about?" We just started talking about business and things. He gave me resources that will help me in my business, and hopefully, I reciprocated it somehow. I don't know if I did, but it is the people like Tim, like Julie, like Dylan, like Christian. That is the cloth that they are all cut from. They are here to help people. That's why I love entrepreneurs. I love all of you. I mean it. I do. I love you. You guys are amazing. I didn't even get a crack at a Christian on that one. Jeez, I mean... there we go. That's a little better, but I'm telling you, he's working on StreamYard our stuff right now as we're on the show. I mean, I'm.
Christian Karasiewicz:
I'm really trying not to, seriously.
Brian Kelly:
The founder Geige Vandentop. If you ever watch this, there's a message to you. Ease up on your people. Alright? Just having fun. Alright, Timothy, you're an amazing guy. Thank you for spending your valuable time and coming on here. As well as Dylan, Julie, and the ever so talkative one, Christian. I'm not going to attempt to say your last name. I'll let you take care of that one. Welcome to the show, Christian. Let's hear all about your brilliance.
Christian Karasiewicz:
Sure. Thanks a lot for having me. My name is Christian Kerasiewicz. I'm the content marketing manager at StreamYard. So, pretty much anything you see on our blog that we're going to soon be launching. I'm the mastermind behind that. So, I do that. In addition to that, I also host live stream reviews, a YouTube show. We also do on the StreamYard YouTube channel where we invite people on to talk about their live streams and help them work through some of their problems, some of their challenges that they might be having with getting community or building a show. Thanks a lot for having me. I appreciate it.
Brian Kelly:
Oh, my gosh. Thank you again, Christian, for your time and being here. I mean, he's literally building a blog while on a live show. I mean, that's a great thing. I'm not even kidding with this one. That is phenomenal. That is showing such dedication. So, it's more than that. It's passion. It's love. You know? What time is that where you are, Christian?
Christian Karasiewicz:
About 9 o'clock, or yeah... about 9 o'clock.
Brian Kelly:
(Nine o'clock) PM. Ladies and gentlemen, in case you're watching this recording. Yes. By the way, I'm going to be on twenty-five different platforms after this is over. So no pressure, but don't mess up. I'm just kidding. So, this is a phenomenal group of people, and I can't wait to dig in. Christian, just what you just said, what you do is right down the alley of what I was hoping to talk about tonight. It'll go organically, but I wanted to talk about... I mean, look at Julie, and look at Christian, and look at their images. Look at their video. It is gorgeous. Here, we'll start with a really gorgeous one first. Look at that. I mean. If there were nose hairs that weren't in place, we'd see them. That's phenomenal, and there is Julie. Wow. Very beautiful. Even more beautiful. I should just have her up like this all the time, and we can just talk in the background. Because, you know, maybe more people would come on. So, you guys have phenomenal camera setups, and here's one thing I always like to preach to those who are getting into the live streaming game. Does it take money? Yes, it does. It takes resources. It takes cameras, microphones, (a) computer, internet, good internet, fast internet, lighting, doesn't have to be fancy. What I always say though, is, do the best you can with the resources you currently have. OK, I wanted to start it off that way because what we're about to talk about with Julie and Christian is their cameras. They are top of the line. We're not talking a one-hundred or two-hundred-dollar webcam here. I like to let ladies go first. So, Julie, do you have a story when you first turned on your new camera versus when you had the webcam and what that looked like and felt like.
Julie Riley:
Oh, my gosh, I turned that camera on, and it was immediately noticeable (the difference). I actually did a live on my personal Facebook page where I logged myself in as a second user into StreamYard. I had my Logitech camera that I had been using up as a camera and then had my new one. So, I could do back and forth and show everybody the difference between the two. What an upgrade that was. The Logitech served me great for years. It didn't stop me from going live, but that upgrade was immediately like, "oh, I can never go back down now".
Brian Kelly:
So, that so that is one thing. Let's say you're on the road, and I can imagine at some point both you and Christian, maybe, you'll be sent on the road to maybe support conventions and things that are on the road. Now, you want to stream live, what are you going to do then?
Julie Riley:
Well, you know, the great thing about the Sony is (that) it's a small camera. Tripods, portable ones, are small. I can take it with me. If all else fails, and I'm either on my phone or I'm on my little webcam or even my built in webcam, it's not going to stop me from going live. Is it going to be exactly what I want? No, but more than likely I'll have the Sony with me.
Brian Kelly:
Thank you for saying that. I mean, that spoke such volumes. I hope people are taking notes that are watching. Definitely take notes on this. Because, look, the show must go on. That's what I say, and this show tonight is the result of a guest who unfortunately was ill and could not make it on. So, I scrambled and found these four wonderful people to say, "I'll come on and do a panel with you." And that's it. The show must go on, and I'm going to either do it with people or I'll do it solo. It doesn't matter. Consistency is key, and we can talk more about that, too. I love how you're just talking about, Julie. Where, look, I don't care where I'm at. If I've got something and it's my time to go live, and I don't have my gear. I'm doing it.
Julie Riley:
Right.
Brian Kelly:
I love that commitment. So, thank you for that. For everyone listening, that's important. Yes, quality is important. Like I said, do the best you can with what resources you currently have. That includes, wherever you are. You may have a DSL camera that Julie paid five-hundred thousand dollars for. Oh, sorry, it wasnt that much.
Julie Riley:
Thank God it wasnt that much!
Brian Kelly:
What was the model of that again?
Julie Riley:
A6000.
Brian Kelly:
What does it run about?
Julie Riley:
It was about seven hundred.
Brian Kelly:
OK, not too bad. A little bit less than five-hundred thousand. Not much but yeah.
Julie Riley:
Yeah.
It's a phenomenal thing, and I love that that's your attitude toward commitment. I'll tell you. You have a similar attitude...anytime I go and ask for support through the back side of StreamYard community. I mean, like through messaging. When I say the backside, that's sounded weird. When I ask for support, you're always there. I mean, you don't sleep, and I appreciate that. So, keep not sleeping for everybody's sake. Christian, you do the same. So, Christian, what about you? When you made that initial change from whatever camera you had before to this unbelievably clear one year look you're working with right now. What did that feel like the moment you saw a difference?
Christian Karasiewicz:
So, it's very interesting actually. So, this is actually what I was using before. I've been using this for quite a number of years. This is a Logitech Brio. It does do 4K. I invested in this one and eventually came out, and the quality was fantastic. The only thing was, though. I wanted to scale. So this was great for traveling, for example. This is what I took around with me. Super portable. It's got the ability to put it on a tripod. Fantastic, but it did not allow me to scale, so I had to always take up another USB port and all that sort of thing. When I moved to the Sony, the Sony looked very good. I will say the one thing you have to do, though, is you need to go through the settings. There are a few adjustments you want to change. That's what's going to actually enhance your picture quality of it. It's a fantastic camera. It's a Sony 6400. Then, really, the other side to it is also the lens. So I'm using a Sigma lens. So, that I think is the real big difference. I mean you have the kit lenses it comes with. I did make the investment in the the additional lens, which I think that's actually what's contributing to why it looks so good. I will say from a quality standpoint, again, start with what you have. You know, the key things for live streaming. Audio is going to be your most important part. Then also, if you, for example, are using one of these webcams, make sure you have enough light. These things look great with a lot of light. When you don't have a lot of light, you're going to see pixelation. You're going to see distortion and things like that. So, turn it back to you.
Brian Kelly:
Especially with light, if you turn on the green screen feature, you really need to have good lighting then. That's the biggest time. I'm so glad to be liberated from that. Even though I loved it. This is actually a natural well behind me. I painted the entire studio. I actually occupy my daughter's former bedroom. I've been here for four or five years now, and I finally got rid of the cartoon drawings and the yellow paint. I'm a real boy now. I have a real studio. This is awesome.
Christian Karasiewicz:
That looks really good by the way. I was very surprised (by) your background because that looks like one of the standard backgrounds people would normally bring up during a live stream. One that has, you know, the gradient going around the outside. So, whoever did the painting on that fantastic job.
Brian Kelly:
Why, thank you very much. My wife did most of the work to be honest, but I feel like that helps with that. Yeah.
Timothy McNeely:
If you want that comparison between cameras. Right. Christine was just talking about the Logitech Brio. That's what I'm on, and you can see the massive quality difference between Kristen and Julie versus the webcam. So. Right. (A) huge step up.
Brian Kelly:
Yeah, we'll point that out in glowing detail right now.
Christian Karasiewicz:
You're using a green screen. Right?
Timothy McNeely:
Yeah.
Brian Kelly:
Your sound, Christian, is smooth. I mean, you have a great radio voice. Having that microphone, I think will pivot to that too. Dylan, what are your thoughts on cameras? Yours looks actually really decent right now? You're on (a) green screen, correct?
Dylan Shinholser:
Correct. Yeah.
Brian Kelly:
It looks really clean. You've done a good job with all the lighting. It's almost like you've done this before, and you know what you're doing.
Dylan Shinholser:
I try. Yeah. So, I actually when I first started doing it, I started listening back on my phone. When this whole pandemic hit, I was using the one inside your laptop and realized very quickly (that) I'm on calls all day, live streaming shows and stuff. I was like, "I got to set my game up." So, I haven't made that leap yet to the DSLR, but I will. I'm on a Logitech, one of the models. I won't even lie because I'm not that tech-savvy. It was expensive for Logitech, so I bought it. I was like, "it's got to work." So, yeah. So, that's where I'm at. I agree heavily. I think it comes down to, because we get asked it and I know you guys get asked, it comes down to what you can afford at the moment. Then always trying to push the limits of production value. Right? My background was a wall. It was just like random yellow wall, and now I have a giant green screen wallpaper now. So, now, I can be wherever I want which is a concert. That's where I want to be, and that's where I'm going to be.
Brian Kelly:
You're the one on the stage, brother. Not the audience.
Dylan Shinholser:
No, I'm actually the guy behind the stage. I never want to be this. It's actually weird for me to be in front of people. I'm the guy behind the stage telling people to get on the stage.
Brian Kelly:
Pushing them forward. Well, you do a good job, Dylan. I wouldn't know any different. Maybe your calling is to step out from behind and be on front more often.
Dylan Shinholser:
We will see. Twenty twenty-one has a lot of stuff, and I've got a long way to go. I got super bored in twenty-twenty so I might as well talk.
Brian Kelly:
I've gotten to know you a little bit over time, and you've got a great personality. I think you need to shine in front of more people. That's my humble opinion.
Dylan Shinholser:
I appreciate that.
In the front, not behind the scenes. It's okay to be behind the scenes on occasion, but someone like you with your personality and your integrity, your character...get out there, buddy. It's a disservice if we don't get to see you. Let me put it that way.
That's what a mentor of mine said. He was like, "dude, you're actually being selfish by not talking more and getting it out." Because like I said at the beginning, I only want to help more people create better experiences and events. Make them flow better and make them more money as humanly possible. At the end of the day, I just want to travel the world with cool people and do cool things. I've learned a lot, and a lot of people need some of that experience. So, I got a stern talking to by one of my mentors. He was like, "dude..." I was like, "alright, it's alright. I promise." I started live streaming then had to get better cameras, better lights going on. It's crazy up here in my little command center of all these different lights, webcams, and monitors. Everything you need to do to pull these shows off.
Brian Kelly:
Yeah, I love it. Christian, go ahead.
Christian Karasiewicz:
So, I want to throw something in there real quick. We talked about various types of cameras. If you're just getting started, use that built-in laptop, the webcam. So then you can take it up a notch. You can go to the Logitech. The C922. That's about, I think, a 60 to 70 dollar webcam. So, don't overpay by the way. It's about 60 to 70 dollars. Get it from Logitec, probably. If you find an astronomical price on Amazon, move up to like the Brio, for example. If your budget allows it, that's about one hundred fifty dollar camera. Then move up to a DSLR. For example, Julie's got that, the Sony 6000. I would also say if you happen to have a smartphone, this can be used as a webcam. Essentially, if you think about it, this is a thousand dollar camera. Because you paid a thousand dollars for this device of sorts, and this will give you some phenomenal picture quality. If you already have a smartphone and you don't have to have the latest iPhone, it could be pretty much any iPhone and Android phone. You just need an app such as one called,"Camo." There's one called,"Erion." So, there are lots of apps out there. Don't think like, "hey, I have to now go drop a bunch of money." Look at the phones you have lying around. Those are going to be great ways to fix your picture quality.
Julie Riley:
I've been going live since 2015, and I only had this camera last year.
Brian Kelly:
That's it. You keep reinvesting. I had a good friend of mine who were business partners. He said, I'll never forget it,"sales drive service". When you're making money, you're able to invest. You're able to up your game, and I love that. So many great points. You can just set a phone on a tripod and your camera will look better than many people's webcams. For sure. One of the things that I would recommend, this isn't just a plug StreamYard, is to get at least get the free plan. Do they need any more than the free plan to be part of the community, Julie?
Julie Riley:
No. They can come to join the community even if they're just getting started into streaming. We do like everybody to have the free plan so they have an understanding, but we'll still let you in. Agree to the rules. That's the big thing. Yeah, come join the StreamYard community. It's really a "stream yard" community.
Brian Kelly:
It's a very valuable place because questions like what Christian just addressed are often asked (What do I need?). I'm just starting. I'm a newbie. I see that so much in there. What can you do to help with a camera or microphone or computer? You can go there if you have those questions and ask, and the community will fill in the blanks wonderfully well because they're a great bunch of people. Just like Tim down there who's gotten pushed to the side for a while. So, Tim, is this your first camera that you've been using for live streaming so far? Did you have one before it?
Timothy McNeely:
Yeah, right. I started with just an HD one. Right. Logitech and then jumped up to the Brio. Been happy with that so far. But, you know, it's interesting how the game keeps growing again. That's the thing, right? Just get started! Just do this. I started with just using zoom and recording those for my interviews, and then I realized (that) I need a better platform. I need a way to kind of do that live production. Now I'm doing Stream Yard and got intros. Just get started with whatever you've got and kind of build that proof of concept. You know, I recently just upgraded my lights because I bought the cheapest lights I could at first. I just wanted to do something, and done is better than not done a lot of times.
Brian Kelly:
I totally agree with everything you just said and like what Christian was saying. If you're going to put money into anything, make it the audio side of things first when you upgrade. I was fortunate. I started over nine years ago streaming live. This is a DSLR. Not a DSLR. Good grief, XLR microphone. It's old school. It's not even USB. So I plug it into a mixer board, and from there into my computer. I've used it for years. It's been just amazing. I've never had to do anything with my sound as a result. For you, there are great USB alternatives now. Oh my gosh, there are so many out there. Someone like Christian could probably point you in the right way. Someone like the StreamYard community could push you in the right way and tell you,"these are the ones". I have a connection with the guy who is a sound expert. I've never heard of this before. He has a studio that does 4D sound. I don't even know what that means. Four dementional?
Christian Karasiewicz:
Sweet.
I don't know what that means, audibly. He was telling me about speakers in the ceiling. I'm like, holy moly,. You don't need that obviously for a talk show like this, but think about the possibilities and have fun with it. The bottom line is, when you go on and go live. Enjoy yourself. I'm trying to do that a little bit with these fine people tonight. Thankfully, they're still here with me. I haven't upset them too great, especially Christian. I keep picking on him. Poor guy. I appreciate you all, and it's okay to have fun on your show. Would you guys agree with that? Is it okay to have a little bit of fun?
Julie Riley:
One hundred percent. If you're having fun, your audience is going to be having fun with you.
If you're not having fun... I don't believe in doing anything that I don't find fun. It's a life motto of mine. If I don't want to do it, I don't want to do it. Yeah. Like you said, Julie. If you're not having fun with it, then how in the world do you expect the viewers to want to have fun or engage or interact? It starts with you.
Brian Kelly:
Absolutely, absolutely. One of the things I wanted to pivot to is something I'm deeply interested in because the product that came up earlier when I did the quick ads spot. I like to solve the pain points that people are having in their live streaming experiences. I'm curious. I'll bet, Julie and Christian, you guys have seen and heard a lot about that. I actually had a team member of mine from my company put a poll up in the form of a meme, a graphic. What's the right word? I am having trouble with words these days. It's an infograph. That's it. Simple. I was a little bit shocked by the result, but I was just curious what you guys think. What are the biggest pain points you're seeing? (Either) that you're having individually. Tim, if you have that as well. Dylan as well. Dylan, you probably hear about a bunch of it as well. What are the pain points you are seeing come back over and over and over again? I'm having a horrible time trying to find another guest on my show if they're interview style, or the tech is just blowing my mind. Even though StreamYard is so simple. I'm having trouble with x, y, z. Let's just go around the horn. Dylan, if you don't mind, I put you on the spot. Can you think of any of those pain points that keep coming up over and over again?
Dylan Shinholser:
Yeah, absolutely. The biggest thing I see is they underestimate what it does take. I totally agree. Why I promote StreamYard to our clients and everyone I possibly can is because of the ease of use. People go into it and think shows are just like setting up the webcam, and they can be. Setting up the webcam and just talking. Right? There's a lot of back end stuff to this. These shows and I'm learning that as doing my own now. I'm like, holy cow, I'm about to hire fifteen people because this is absurd. But, yeah. I think that's the biggest thing that I see is underestimating it, but also at the same time, they overcomplicate it. They have to think (that) they have to have all these bells and whistles and seventeen thousand cameras and two million dollar microphones. It goes back to our first point of "just do it". It doesn't need to be overcomplicated, but understand going into it, there is some work that takes and understand that you do have to respect what it takes to put these on. At the same time, don't overcomplicate it. It's funny how people work. They overestimate or underestimate it, but then heavily overcomplicate it at the same time. I think that's the biggest one I see.
Brian Kelly:
I'm so glad you brought that up. I've said this so many times, people don't realize what goes on behind the scenes before the show even comes on live for that episode. The amount of time and effort. If you want to do a live show that's of quality and represent yourself and your brand in a way that you want it to be represented professionally. It takes a good amount of work for every single show. That's why I automated nearly every process (that) I use now. It took time to get there, but you can use a team. You can get a team. Like you said, Dylan, to also help out. For me, it's all about quality, and more time is spent before the show by far than the show itself. After the show is over, another good deal of time is spent. That is in the minor edits, the repurposing, the marketing, and everything else that goes beyond. The live show is this tiny window of time, and it's the fun is part of it by the way. When you have everything automated, the rest is not "not fun" because you're not doing it. It's all automated, but definitely great. Thank you for that. Julie, what has been some of the big p.. sorry to wake you up there. What have been some of the big pain points? You are wide awake. I just starttled you. You've seen over and over, I bet you've seen a bunch of them.
Julie Riley:
Oh, my gosh. So many, you know, especially because I'm approving all of the comments that are coming into the group. I think one of the huge ones is that the hesitation of people who believe that they have to have everything perfect. That they have to have all of the backdrops, the overlays, the banners, the super expensive microphone, and the super expensive camera. That they have it. The room behind them is messy. They haven't thought about turning to just a blank wall because they're like, "well, then I don't have a fancy studio set up." They get to this point where they're trying to create perfection, and perfection is a fairy tale. It doesn't exist. There is no such thing as perfection. There is, again, where Dylan said the overcomplicating it. They've got to really just slow down and go, "what do I need to get this process going?" What is the minimum to make it happen? From there, then I can then build on it, and build on it each week. Go, "okay, I got live. I got the first one out. I got the jitters out. I hate the way I sound." When I had my agency, I would tell my clients. They'd be like, "I can't stand the way I sound." I'm like, nobody likes the way (that) they sound. There's actually, and I say this all the time, there's a term for it that is a term for not liking the sound of your own voice. I tell people, you have to get over that fear. They're like,"I don't look good on camera, I don't know how to be on camera." The other thing I tell people is to set up a fake Facebook group with nobody else in it but you. Go live in there a bunch of times and just get those jitters out. Get that feeling of pressing the button and going live. Then invite your husband in, your sister, your mother, or whoever. Somebody so that you're talking to somebody. From there, build up each time. As we said with the cameras, again, you can you can slowly build. You can slowly add in the overlays. You can slowly add in the backgrounds.
Brian Kelly:
My goodness! I absolutely love it. I have my own Facebook group that I use just for that. Nothing more. I go in there, and I test things for StreamYard and other things in there. I go live in there because there's no substitute for going live. We've got more buttons to click, and things kind of change their arrangement just a little bit in the window. If you practiced it 20 times without going live, then you go live you're going to go, "what the heck just happened?" I don't know what I'm supposed to do now. That was perfect. Perfect advice. I love that. We've got a comment coming in or two or three. Yeah. Kelly, crucial. Kruschel. Sorry if I got that wrong.
Dylan Shinholser:
Kelly Kruschel. It's Kruschel. She said she's on my team. She's a friend. Hey, we've got a supporter.
Brian Kelly:
Love it. Love it. Then Fran Jesse, I know her. I'm getting ready to make my first video essentially input. Yeah. Reach out, Fran. We're friends. I will give you assistance in any way you want because this is the greatest this is the greatest avenue for media on the planet, in my humble opinion, for so many reasons. One is people get to see you. I love clubhouse. It's also phenomenal in different ways, but people get to see you. They get to interact with you. They can engage with you, and they get to see your essence. It doesn't cost you, the studio owner, studio time. If you do this in the old days when you have to go to a television studio and you want to do a show, it would cost you thousands and thousands and thousands of dollars just to use the studio. Let alone get the media time to put it up on a television station. We're living in wonderful times. It's the greatest time to be alive, in my humble opinion. I'm a tech geek. I'm not young anymore. I'm fifty six, but I can't wait for the rest of what my life has to hold. Yes. You're welcome, Fran. Any time. Wonderful. Wonderful. Alright. Where were we? I got all messed up and loving myself there. We're going to have fun. I'm being real. This is like... I don't know. I'm the most relaxed (that) I've been in a long time with everything that went on today. It was one of those weird, everything-going crazy days. I feel like I'm at home with you guys. That's why.
Dylan Shinholser:
It's been one of those years.
Brian Kelly:
Thank God that last one is over.
Dylan Shinholser:
Yeah, yeah. Sure.
Brian Kelly:
So, okay. Pain point. Let's go back around one more. Tim, what do you have?
Timothy McNeely:
Yeah. When I first started doing this, my whole goal was to get out there and to talk to the different experts in the different areas of the challenges that my my clients face. I started off as an interview show and just using Zoom to record the video. Then all of a sudden I had the video. Now I had to put an intro in. I had to put an exit in. I had to extract the audio so I could do the podcast. My team members and myself were spinning our wheels. Just trying to really kind of create a workflow around the creation of this content so we could get the message out and help people with their challenges. For me, all of a sudden, the revelation was (that) I can do this live. I can have people type in (and) ask comments as I'm doing the show. Not only that, from start to finish, I can produce the whole thing going live. Right? You go live. You can play an intro now. You can throw in little commercial breaks. You can throw in the outro, and then it's done. Download the audio. You throw it up, and now you've got your podcast. You don't have to upload video to YouTube and Facebook and LinkedIn. It's done for you now, automatically. So really my biggest pain point was just the production side of things and putting everything together so that I could keep talking to people and doing the fun part. Right? I don't want to get caught up in all the details of making this. I want to talk to people, learn, and share that knowledge. Really, a lot of the pain point, just using StreamYard has really been absolved because it's a turn-key easy to use platform.
Brian Kelly:
Amen to all of that brother. Here's the key for everyone that's ever going to do a live show or has done one. The most important part is that you show up and you be the talent. That means you need to be dedicated mentally toward what the task is at hand. If I have too many things going on, like production-wise, which I used to when I didn't automate things. That's in the back of my mind. Did I dot every "i"? Did I cross every "t"? What's going to screw up on this show? Versus showing up fully for my guest. Being there for them. Getting out of myself and my own business and being present for the other person, that's what I'm about. Lifting up the other people, that's what my show's about. It's important to me.
Timothy McNeely:
Actually, if I can touch on that talent piece, Brian? I think he brought something up so important for everyone listening to this. If you're doing any kind of a show where you're interviewing people, chances are (that) the person you're talking to (is) a little bit uncomfortable. Your job, as the talent, is to spend some time before the show really crafting what it's going to look like. What direction are you going to go in? You want to make that person you're talking to look like a star. The more you can rehearse with them and put them at ease, you're going to end up with a much, much better show. Because you've taken a little bit of time to make sure that (the) other person is going to shine just as bright as you do. So, take that time to work with your guests beforehand through interview guides, through little questionnaires. So that you can help prep them, to keep them on a thread, and you can really help them deliver their message. Most people are not trained professional speakers. They just aren't. I've hired some of the best speaking coaches to help me develop messages, stay on topic, and learn how to tell stories. People don't invest time, energy, and effort to do that. You can help them do that through a briefing before you start your live with them.
Brian Kelly:
Yeah. That's why I was saying before, I do a thirty-minute preshow. All of us were on here for 30 minutes getting to know each other, making sure all the tech was good, doing some checkout. You were talking about people being nervous and stuff. That's why I'm riding Christian so hard with all these jokes and stuff because it broke his nervousness. You can see his sweating. I am so kidding. This guy's raw. He's a rock. He's awesome. He's a pro. I love this guy, man. I always pick on the quiet ones. I don't know why that is. Christian, man, you're bringing massive value. All kidding aside, you're very experienced. You're matched for what you do. You've said already so many amazing things. What about you, brother?
Christian Karasiewicz:
I'd say this. I think a couple of the pain points. I think one is people want to ask, "how do I get better at my live stream?" I think (that) the first thing is practice. To Julie's point, I think you mentioned having overlays, backgrounds, and all this other stuff. Look at it like this. You want to show your audience as well while you're helping them. You're doing this with them. You have everything at the same time, and you're trying to make everything perfect. Your audience is going to be like, "I'm not going to stick around this person because they've done such a good job already. I won't ever get to that point". They start having that self-doubt. The key thing is going to be practice. You don't have to have every single one of the overlays. Maybe start with the the intro or the thumbnail, and maybe you have an outro for example. (Those are) the first two things you do. As you build the show, then you can add segment graphics. You can add videos. So, you can scale it, but you don't have to have so much at one time because then it's just too overwhelming. That's point number one. Pain point number two is that people, for some reason, think that they're going to immediately be able to monetize their live stream. I say pain point because everybody's like, "oh, I bought all that equipment." Now, you've got to figure out how to pay for all that equipment, you know? If you're struggling already with your business and growing it, then you're not going to immediately monetize live stream. You have to have an audience. You know, you have to build that community. When you go live, they're tuning in because (of) the social platforms. They want to see that you're bringing viewers, they want to see engagement. So, point number two is monetizing your live stream. There are ways to do that, but don't always set out with monetization being number one. It could take a couple of years to monetize. So, get started. Build on it, then make those investments as your business is growing. Yes, mic drop. Yes.
Dylan Shinholser:
Do you have that mic? Just a mic drop? Because I might need to get one.
Brian Kelly:
It's actually super.
Dylan Shinholser:
Yeah, super real.
Christian Karasiewicz:
That's pretty cool, actually.
Julie Riley:
I like that.
Brian Kelly:
It's actually part of a magic trick that you put in a paper bag. It's a long story, but I found one more affordable that would not break my keyboard because that's what it landed on. You didn't hear it. Oh, my gosh. Golden nuggets there, as usual, from Christian who I give a lot of hard time to. I'm going to stop because you're amazing dude, and I don't want to get mad at me. I want you to be my friend. So many great things. So, you said two years. I was like, wow. I was watching an interview. How many of you have heard of Lewis Howes? Former professional football player and turned incredible entrepreneur. He's all over the place. He was being interviewed, and the guy interviewing him asked him a question. He said, "so, Lewis, if someone came to you, and they were talking about the fact they wanted to start a podcast. Now, we're talking just the audio version. That's what a podcast really is for everyone that may not know it's audio-only. Not video, even though they're going that way." He said, "well, here's what I'd tell them. First, you got to actually be consistent. Whenever you decide to do it, do it at that same day and that same time every week or multiple times a week. Whatever that happens to be. Number two, more importantly. You must commit yourself to doing that for at least, the magic number, two years. If they are not willing to do that, I would tell them, don't even get started." We didn't talk about monetization. None of that was discussed during this Q&A. That was telling. Who was I talking about this earlier with earlier today? It's not necessarily about monetizing. It's about building your platform, and I wanted to add to that. It took me in two years. I was just hitting that moment in time of my live show. That's when the momentum started. He was spot on, and so are you, Christian, about the two years. Then using a certain strategy (that) I use, I continually ask for referrals in a certain way. I eventually landed the one and only Les Brown. Some of you know who that is. Some of you don't. I've noticed some don't and Im like,"what rock are you living under?" He's amazing, and he's been on my show. Because of that, the two-year commitment is my point. Not talking about monetization. Then what I found after doing this for two years and striving for excellence all the time in every facet, I'm talking about the preshow communication with upcoming guests and the setup and the prep that they all go through and my system makes sure they do. The show itself and then after the show, all the post-production, everything that goes into it. Once you have that, people notice and my show, without my intending it to be, became an incredible, powerful lead magnet for my business. Focus, just as Christian was stating so properly, does definitely, positively impact your business. If you do it right. You do it high quality, and again, within reason within the resources you have. Go ahead, Christian.
Christian Karasiewicz:
I was going to say. That's another point that people look at, and they want to generate revenue off of it. That revenue may not be actual money upfront. It may end up being (help) (to) drive more leads to my website. It's not necessarily driving more people to my social channels. You're following is... It's OK. That's not going to necessarily grow your business because you had five more followers on Instagram or something like that. It's potentially getting them back to your website, which can be an opportunity for them to schedule a coaching call with you, maybe buy a product from you, learn from you for example. You're not going to get every single person to become a customer, but you're going to be able to use it to generate more leads.
Brian Kelly:
Totally, totally true.
Dylan Shinholser:
That's why I do it.
Brian Kelly:
You see on the top of this screen "streaming live on" and then five. We're doing it to eight right now or seven right now. "Listen-on" down below. On the bottom, there's actually twenty five of those like us could fit them all. Roku now was on Fire TV. Look, you're not making money from those, but here's what happened. How many of you have heard of Kevin Harrington? Shark Tank? Original Shark Tank? He has a partner named, "Seth Green", and they do a podcast together. They've been doing it for years now. They have five-hundred plus episodes. We got introduced, Seth and I. I met Kevin. We shared the stage once. I'm not name-dropping, but yes, I am. It was awesome, and it was fun. Seth reached out. We were connected by someone else. We were introduced, and Seth did his own homework. He came back, we literally talked on Zoom, and he says, "wow, I did some research. I looked you up and, my God, you're everywhere." I just wanted to say, "yeah, that's right." So, you want to get out there. That's why, shameless plug, I call it, "carpet bomb marketing". You saturate with everything you've got within reason. Right? If you can automate it, it can be near or completely free. So just do it. Why not add it to your arsenal? So, it works. Just be consistent to a minimum of two years. Get in touch with people like Julie, Christian, Tim, and Dylan. You might make that even quicker than two years. I'll direct you to the shortcuts that many of us did by trial and error.
Timothy McNeely:
Touching on the monetization piece, a good friend of mine runs one of the top coaching consultancies out there. Right. Very, very successful. Runs a great podcast, great show. I ask him one day. I said, "have you need any money doing your podcast?" He thought for a second. He says, "naw, I've actually lost money doing it. The relationships that I've made...I've made millions off (of) that." If you approach it from that standpoint... There's different goals, but I always approach, you know, what's the end result? What are you looking for out of your show? Why are you doing it? That's how you can measure the success of it. Is it helping you achieve whatever goals you set for yourself?
Brian Kelly:
Totally agree. It's very similar. Isn't it? To writing a book? I'm holding up another namedrop. Yes, it's very similar to writing your own book. Because a lot of people want to write a book and make a living off of the sales of the book. I'm sorry, ladies and gentlemen, most of the time it just doesn't happen that way. If anyone comes up to you and you're talking to them... During the course of conversation, maybe you ask them what they've been up to? Or, hey, I've authored a book. The moment they say that, in your eyes, do they not lift up in an influence in your mind? Right then and there? Instantly. It builds authority. That's exactly what this live show, and live shows like it, are doing. When you're giving evidence of it by spitting it out to all of these platforms, there's no way people can't find you and know that you're serious. You know, it's showing that you have a commitment level. It's showing that you have a quality level of professionalism. It's not about the show itself. It's like, well, if I do business with that person, or will I... Will I want to do business that person? If they're professional. Yes. If they put on a shoddy show, they might give me shoddy service. If I do business with them. Does that make sense? People want to (be) representing yourself in the best. Do it the best you can, but do it. Please, don't delay. Don't try to be perfect. You heard everybody talk. Go ahead, Dylan. You had something?
Dylan Shinholser:
Well, yeah. There's indirect ways to make money with shows, live streams, and of course direct (ways). Right. Direct is selling sponsorships, ad-space, all that good stuff. The indirect monetization is so much more powerful. When I do shows or when I hop on shows or anything, it's literally just to build a top-down awareness of myself. I just want people to know what Dylan Shinholser is. Then that way, because I do multiple things, I'm never trying to sell one product at any given time. I'm trying to sell myself, and what it does is it gives me that outlet to do it. Then if you're hosting a show. Right? This maybe goes into some other topics around how to market and things like that. It's a powerful relationship tool because when you can open your platform to other people that you're looking to connect with. I'm in the business of working with influencers and throwing their events. Well, the best way to connect was get them on my show. It gave me a reason to reach out that wasn't pitchy or sales. It was more or less. Hey, man, I just want to give you an outlet, because I think what you talk about is cool. Tell my people about it. After the show, I was like, "hey, man, what are you doing next Tuesday? I need a speaker." Or "hey, man. I have some ideas (that) I want to pitch you or (some) things. They're more receptive. So, I always do shows and things not about the direct money I get, but the indirect thing. It's the indirect impact that I get from relationships, or people sharing my stuff out and people go, oh man, he sounds semi-intelligent unless they're watching this. Then then they'll go, okay, great. Let me go over to this platform that he runs with this business that he does or whatever because he sounded halfway intelligent on that show. Right? So, I think the indirect monetization is what most people don't... They don't get that the instant gratification of like that five thousand dollars sponsorship check. When I forgo that and go on to bring on much more money on the backend with the people I connect with, in the top influence that I get.
Brian Kelly:
The magic word there was "relationship".
Dylan Shinholser:
Relationships all day, every day. That's all I do- is build relationships, and how can I do it? Do more shows like this. Can I get it out? You're on like forty-two different podcast or outlets here, right? Every one of those. Every time you put a show on it, you're building a relationship with someone on that platform. Even if it's just you talking, and they're listening. You're building that relationship. Everything (that) I do, is built on: how can I develop relationships? Live streams is just an amazing way to do so.
Brian Kelly:
Posting them is one thing. Right? That's a great thing. What I learned through a podcasting expert friend of mine is the maybe not as equally important, but possibly greater importance, is getting on other people's shows. That includes audio podcasts only. He explained how his business skyrocketed when he did what he called, "podcast guest marathons". He would have someone get him booked in his team. He would carve out three days and just say get as many as you can for me. He'd do that. Then when they ask him about how to get in contact with him... This is the gold right here... It's not go to my Facebook page and look up my name and message me. He would tell them to go to his podcast website and from there to subscribe. Now he's building a following. It's genius. It's so genius. I just want to impart that. The cool thing, though, is when you're hosting a high-quality live show that opens the door for you to be a guest on many more.
Dylan Shinholser:
Oh, yeah. Yeah, absolutely. Being a guest is what goes back to the authority building. Right? If I can build my authority, I build my influence. If I do have something to sell... If I'm trying to build my brand or whatever it is or I'm just trying to get to as many people as possible to talk about events with them... That authority I call it, "authority hacking", being able to get them on your show. That'll get your show in front of their audience, and then going on to other shows helps you develop your authority. It's like writing a book. I was I'm a guest on this show, this show, this show. It's like writing a book. Your authority starts to become a little bit more when you're leveraging their influence. Right? When you're a guest on the show, if that show has a following, you becoming a guest on that show gives you authority because now you have the validation of the host that everyone is following and love. So, I can authority hack by getting on other people's shows.
Brian Kelly:
It leverges. You have a whole new tribe watching and interacting with you as well. I mean, this is one of the most powerful things people can use. If they just get out of that rut of trying to find a way to make money with it directly, that's when they'll see the real value come through. It's about building relationships. It's long-term. Not short, quick kill. I got to make a commission and run. It's build a relationship. Establish it. If you go into this with the mindset of it not being for directly making money, I personally think you have greater success. The long-term plays always work better than the short-term. Short-term works can work, but they're temporary. The long-term is a lot more permanent and lasting. Just think of all the wonderful bread crumbs you're leaving throughout the world. Through all the venues and platforms we've been talking about. In speaking terms, if you're on stage, that's what we call a "stage swap". Where you would be a guest on someone else's stage in return for them saying, "okay, but I'm going to do the opposite." We'll have you on our as well. The same thing with podcasts and live video. It works really great. Just make sure they're a fit.
Dylan Shinholser:
They've got to fit. (It's) got to makes sense.
Brian Kelly:
Both ways. Yeah.
Christian Karasiewicz:
I want to add something real quick to that. If you are consistently going live, so it's great to be consistent, go live on a regular basis, but also think about the long game. It's a couple of years, for example. Also, don't be afraid to be making changes and adjustments as things are moving along. It's not about substituting equipment. It's about looking at your process. For example, you mentioned Brian, that you have automation on some of the things. Think of smarter ways to take bigger jumps ahead. If I have to send someone an email, and I'm like, "hey, do you want to be on my show?" Then I have to deal with the whole back and forth. Well, okay. Yeah. What time? Then I have to send everything back. There are tools out there like Calendly, Harmonizely. You can send a calendar link to somebody and they can only book a certain slot for example and vice versa. This takes out the guesswork out of having to do all that back and forth. That's a way to work smarter because now you want to book people for your show. You send them one link. The person then doesn't have to send you a message back, and you can even use it to collect feedback for your show questions. There's not a lot of back-and-forth and downtime.
Brian Kelly:
Yeah, absolutely. I do that as well, and it's a godsend. I could not do what I'm doing. I would not do what I'm doing without the automation part of it. I have an onboarding form. You guys all... Most, not all of you went through it, but that was a mini version. Julie, you went through the big version. I then changed it right after I saw that. Like you said, make adjustments. That's what I did. I'm constantly doing that. Improving. I have a document automatically generated in Google Docs with your bio. The answer you had to why you think you would bring value to the show. Also, all the questions you chose to be asked for the show. Some of you didn't see that. So everything's done. The Q&A part used to take hours and hours doing manually. Now I just give them thirty-eight questions. Choose ten, and we're good. You tick the box. You choose what I'm going to ask you. (I) just made it a system, and it has worked beautifully. I don't even use the ten questions hardly. I use maybe the first three. Then we go organically like we've been doing tonight. My God, it's six twenty-nine! Are you kidding me? I'm having too much fun. Real quick. I know everyone that came on in the beginning. You heard this thing about a prize. We're going to do that real quick, and we'll come back and wrap it up. For those of you watching, remember in the beginning I said, "take notes and don't go clicking away and stuff like that"? Now I think Dylan, Julie, Tim, and Christian will also give you permission to do what I'm saying, and that is take out your phone. Take your gaze away from us for just a moment, but you'll still have to look back. Yes, yes. You can do this too. Please, do. What I want you to do....
Dylan Shinholser:
I need a vacation.
This is how you can enter to win a five-night stay at a five-star luxury resort of your choosing. Here's what you do. Take out your message app on your phone. Fire that up- your text message app. Where you would type in the name of the person normally that you're going to text. Instead, put in this number: three, one, four, six, six five-they're all doing it behind the scenes- one, seven, six, seven. I love this. Three, one, four, six, six, five, one, seven, six, seven. If you're watching this and you're not a guest, go ahead and write this down because I gonna take the screen down. I want you to get it. This will be open until the end of the evening. Where you actually put in the message... Where you might put emojis, those kinds of things, not emojis, just two words separated by a dash or a hyphen. Those words are peak (P-E-A-K) dash Vacation (V-A-C-A-T-I-O-N). All together. No spaces. Peak vacation. Send it off, then monitor your phone. You're going to get an automated response back asking you for your email address, and that will then officially enter you into the contest. Compliments of The Big Insider Secrets. Our buddies, Jason Nash, the owner. Dear friend of mine who lets us give this away every single week. Every show, actually. We do more than one a week now on average. So go ahead, get that entered. I can't wait to see who's going to win that. You're going to be asked later, you don't have to if you're the winner, to provide your Facebook information. Just your profile so we can say congrats and give you a high-five online and get others to come watch the show. To be honest, that's another strategy. We're just rolling back the curtain. That's why we do it this way. You can offer incentives like that. My friend has offered that to anyone who is my friend. If you're not my friend, you don't get it. If you're on as part of the panel here, they're all my friends. Christian may differ on that opinion, but I think he's my friend.
Christian Karasiewicz:
I'm your friend. Yes.
Brian Kelly:
Ok, good. I picked on you so hard. I apologize, but you're just you're a fun guy. I appreciate you for putting up with it. I definitely do stuff like that. Implement it and announce it in the beginning. That helps retention. I'm just pulling back the curtain for everybody. You can do different things like that. Having multiple people, I noticed, is also a little better than just one every single time. So, mix it up now and then. Alright. I know we're a little bit over, but I want to give you each another chance for a final parting tip. Anything you want on live streaming. It could be hardware, software, how you smile, what bling you wear, don't wear, your makeup. I'm wearing some, by the way, just so the guys know. Yeah, I don't know what they call it. It's not like guy up.. guy-liner, but it's like makeup. I know. That was bad.
Dylan Shinholser:
I haven't heard of that one.
Brian Kelly:
I just did that. I'm not a young fart anymore. Anyway. So, Dylan, we'll do the same thing. Go around the horn. What would be one final quick tip, or parting words of advice, you can give our wonderful viewing and listening audience?
Dylan Shinholser:
Keep it simple stupid. Don't overcomplicate it. There's things that you need to do and standards you need to meet. At the end of the day, keep it simple stupid will allow you to not overcomplicated it (and) get overwhelmed. Once you get overwhelmed, it's a wash. I would just say as a life advice, event advice, live stream advice, just keep it simple stupid and keep it moving.
Brian Kelly:
Real quick, I got to interject on that. Just so people know that that comes from an acronym K.I.S.S. So we're not calling everybody stupid, for one.
Dylan Shinholser:
Well...
Brian Kelly:
That was great. I have a friend who is Sicilian in nature, and he did this from the stage. He talked about it, and he brought up the whole thing. We're talking about doing it without complicating it. He goes, "It's like K.I.S.S. Who knows what K.I.S.S means?" Someone raised their hands. They said, "keep it simple, stupid". He goes,"Oh, no, no. It's keep it simple Sicilian." He lighten the load of the stupid part. I thought that was cool. Sorry, Julie, what is your parting tip?
Julie Riley:
You know, you're going to have to get started at some point. In order to do that, you're going to have to get over your fear. Go practice. Get those done, but also go watch and find other people that you resonate with their live shows. Start to take pieces from each of those. Now, obviously, you cannot go copy their live show and recreate it. You can pull little things from multiple different people's live shows that you like and that resonate with you. If you're comfortable and things are resonating with you, you're going to exude that comfort and that confidence out to the rest of the world.
Brian Kelly:
I love it. I love it. Alright. The man, the myth, the legend, Timothy J. McNeely. What is your final parting word of advice?
Timothy McNeely:
I'm going to close with a story. The purpose of this story is to illustrate the power of doing a show. July 20th, 1969, the first man walked on the moon. He left his footprints up there. On the moon, there's no wind. There's no rain. There's no weather, and those footprints today in twenty twenty-one look exactly like they did in nineteen sixty-nine. They're going to be exactly the same a million years from now. You too. You leave footprints on the hearts and the minds of everyone that you come in contact with. In streaming and having a platform, that's your opportunity to leave your footprints and to have an impact on people. Get clear about what your message is. What's the impact you want to have? If you do that, all of the other puzzle pieces are going to fall in place for you.
Brian Kelly:
Oh, baby. Okay, I've got to do it. I've got to do it. That was amazing.
Dylan Shinholser:
You have to get one of the little lower third animation gifts that are possible here on StreamYard. It's just a mic drop every time someone does one.
Brian Kelly:
Not nearly as much fun though, bro.
Christian Karasiewicz:
That's true. Fair. Very fair. I'll give it to you. I've got to get me one of those little squishy microphones.
Brian Kelly:
A little sound effect like I just broke my desk or something. That would be good. Alright, Christian, you've had a long time to think about it now. No pressure, but this better be a good one. I'm kidding. What do you have?
Christian Karasiewicz:
Let's see. The best piece of advice, I think, would be don't have gas or gear acquisition syndrome. You're going to watch people doing their live streams, and they're going to go and be like, "hey, I got to get that mic because this person upgraded." Oh, they got a new webcam. Remember? If you develop a plan, the whole thing is work the plan.. work the system. It's great (that) somebody else got some equipment, but it doesn't mean that you need to go out and get that yourself as well. Remember, work your plan. When you get to the certain points, maybe set that as a milestone. If I get to a certain number of viewers, for example, or a certain number of subscribers on a channel, then I might need to upgrade something. Don't be buying stuff just because someone else is doing so.
Brian Kelly:
Sales drive service. I love it. You guys are amazing. Thank you so much for coming on. Everyone who watched live. Thank you for coming on. Those of you that watched on the recording. Thank you for spending your valuable time with us, and those listening on the podcast. The same goes for you. Definitely. I hope you took a lot of notes because these are experts in the field. They are giving their value, their heart, their experience. They only charged me two-hundred thousand dollars for it. It's really been a deal. I'm kidding. They charged me nothing. You got incredible value from these amazing, amazing professionals. I can't thank you all enough. I appreciate you Dylan, Julie, Tim, Christian. Thank you from the bottom of my heart with all seriousness. I know we had some fun tonight. Thank you, Christian, so much for letting me pick on you so hard. You've been a great guy. I look forward to getting to know each and every one of you at a deeper level. If you're open to that after tonight. Appreciate you all. On behalf of these amazing people, that's it. We're out. My name is Brian Kelly. I'm the host of The MIND BODY BUSINESS Show. Until next time we will see you. Be blessed. So long for now.
Narrator :
Thank you for tuning in to The MIND BODY BUSINESS Show podcast at w-w-w dot The MIND BODY BUSINESS Show dot com (www.themindbodybusinessshow.com).
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