Special Guest Expert - Richard Brock
Special Guest Expert - Richard Brock: Video automatically transcribed by Sonix
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Brian Kelly:
So here's the big question. How our entrepreneurs like us, who's 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 find the breakthroughs 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. We have a phenomenal, phenomenal guest lined up. His name is Richard Brocky is coming on screen here in just a moment. Right before we do that, a little bit, just a little bit about the show. In case you're new here, this is the MIND BODY BUSINESS show, into the show for entrepreneurs, by entrepreneurs, where we bring on only the most successful entrepreneurs from all over the world. And the reason we do that is because with that, you can learn from those who have already achieved a great level of success rather than those that are just talking about how to achieve success. And they have not yet themselves made it, no problem with anyone wherever they are in their walk in entrepreneurship. But the reason for this show is simply to give you the tools and resources you need to simply model the success of my guests and follow in their footsteps and make it a much easier and simpler path to make it to where you're successful because you desire it and you deserve it. And that's what we're here for, is to help you. So, the MIND BODY BUSINESS show, it's about what I call the three pillars of success. And that came from years of studying, only successful people trying to figure out what was the secret sauce, what was it that made them more successful than, say, myself. And I found time and time and time again three pillars or three patterns that kept floating to the top, if you will. And those are basically parts of the title of this very show. So mind being mindset to a person. Each and every successful individual that I studied had a very powerful, yet even more important, very flexible mindset and body. Well, body means literally that, taking care of oneself both outside and inside. So, exercise on a regular basis and eating and drinking nutritional food and drink. And no kidding, That's what successful people do. They don't just sit around on a hammock and drink from an umbrella, drinking, getting drunk every day as many would picture someone who's very wealthy and successful. And then there's business. Business is one of my favorites because it is so multifaceted. It requires each of these, these very successful people have mastered skill sets in various areas like; sales, marketing, team building, systematizing, leadership. And the list goes on and on and on. And here's the thing, to master any one skill set takes a good deal of time and effort. The good news is; you, the business person, you do not have to master every single one of them. In fact, if you master just one. Just one of those skill sets, in fact, I mentioned it in that list, then you really are set to move forward. And that one skill set is the skill set of leadership. Once you've mastered that, you now have the power and the wherewithal to delegate to those who have the skill sets, who have mastered the skill sets in those other areas. Now you can really grow and scale your business. And so that is what the MIND BODY BUSINESS Show is about is about the three pillars of success. Richard Brock is coming on here in just a moment. And we are going to really dig deep into his beautiful brain and find out what makes him so successful so that you can be successful. It's pretty cool. So before we do that, another wonderful trait of the very successful is that they are all to a person, voracious readers. And with that, I like to Segway into a little segment, I affectionately call; "bookmarks".
Announcer:
Bookmarks! Born to read. Bookmarks! Ready, steady, read! Bookmarks! Brought to you by Reach Your Peak Library Dotcom.
Brian Kelly:
There you see it, reach your peak library, dotcom. And real quick, quick note for those of you watching live, and even if you're listening to this on the podcast afterward, is rather than succumb to that, that urge to go clicking away and typing in the URL to go check it out while you're on the show. Rather than do that, I implore of you to instead write it down, take notes, typing in, write it in and stay with us. And the reason for that is, is because I would so, so hate for you to miss that one golden nugget that Richard is going to be talking about tonight that could literally change your life. And I've seen it happen from live events that I've done, from stage where I know I'm about to give that one golden nugget away from stage, and I see someone get up and walk up to that because they had to go to the bathroom or they got a phone call and got distracted and they just missed out on what could have possibly changed their life. So for you, it'd be best if you just took notes. And I take notes too, and I'm running this entire show. And so I never asked anybody to do what I don't myself do as well. But that's just a suggestion for you. Reach your peak library is literally a website I had developed with you in mind. It's kind of a gift to all of you. And what it is, is simply a collection of the books that I've read personally and vetted that have proven to have a profound impact on my life personally and in business, or maybe one or both. And so I put this together just so you would have a place that you could just go to one spot. But you don't have to go to Audible and go search for the business directory if you don't want to come here. And by the way, any time you click this button to go straight back to Amazon. So this isn't necessarily a money making website. It truly is my gift to you to help you to find a good read that is proven to have impact on at least one other successful entrepreneur so that your odds of wasting time are greatly reduced. Sound good? All right. Enough of my blabbing, because you know what? I cannot wait to bring on the man of the hour. You know who he is. He's Richard Brock and he's coming on right now.
Speaker1:
It's time for the guest expert spotlight. Savvy, skillful, professional, adept, trained, big league qualified.
Brian Kelly:
And there he is, ladies and gentlemen, the one the only Richard Brock.
Richard Brock:
Brian, thanks for that kind introduction, this opportunity to share my experiences.
Brian Kelly:
Oh, my goodness, I cannot wait, because you are in a field that just moved my needle and that's called the tech needle. I love everything that I learned about you, thus far. And I can't wait to dig deeper before we go too deep. Real quick, a little bit of housekeeping. You see if you're watching live or recorded video, that big red seal up there is like a stamp. It's the big insider secrets. They are our sponsors and they are offering. We get to offer this because of them. Every single show, a five night stay at a five star luxury resort compliments again of the big insider secrets. Jason asked my dear, dear friend. And so we'll give you the information, the specifics on how to enter at the end. And you must be On Live in order to enter. We'll give you that information. And a couple of more real quick. And then we'll get on with Mr. Brock. All right. If you're struggling with putting on a live show together 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 Richard Brock and 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. And one of the key components that is contained in the carpet bomb marketing courses is 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. In fact, we're doing it right now over the course of the last oh, it's been over nine years ago. Last nine years. Yeah. We have tried many of these, quote unquote, TV studio solutions for live streaming. And I'll tell you that streaming art is the best of the best. It combines supreme ease of use along with unmatched functionality. And so you can start streaming high quality, professional looking live shows for free. And you can do that right now. Don't do it now. Write it down the website at our WIP dot. I am forward slash stream live all together. RYP dot IM forward slash stream live. And write that down and visit after the show. Highly, highly recommend it for everyone and anyone that is life streaming or is planning on doing so. And now back to the man himself, going to give him the introduction he deserves because he is a man that deserves great respect, because he's achieved a lot. Now he's here to share with you. So, Richard Brock has started four successful businesses and one was the first CRM company to go public and was recognized as the best performing stock in the US by CBS MarketWatch Dotcom, Sales Relevance Dotcom, his current company, has four patents pending for applying A.I. (that's artificial intelligence) to sales, of artificial, A.I. Real AI, ladies and gentlemen, not the one of AI's that we've seen everybody using that term. I can't wait to talk about that too. With that, officially, formally at last. Welcome to the show, my friend Richard Brock. How are you doing this evening?
Richard Brock:
Doing well, thank you.
Brian Kelly:
Oh my goodness. This is going to be so great. So I love all of the accolades, the things on the surface that are what I call low hanging fruit to learn about somebody like we just talked about you on the bio and the opening. What I like to do right off the bat, Richard, is is go deep. And by that I mean, I want to find out what's going on, that big, beautiful brain of yours that gets you to the point where you are today. And how did you get you know what was the mindset that you woke up with every morning? You knew that another day was in front of you. Being an entrepreneur, as most people know, is like a roller coaster. You never know. Sometimes it's going to be a smooth day. Rarely other times things will hit you and knock you back. But for you, Richard, when you get up in the morning and then through the day, what is going on through your mind that keeps you going through all the trials and tribulations of being a successful businessman?
Richard Brock:
Well, probably the one thing I learned in high school was "quitters never win and winners never quit". And so when you go through struggles and you look at all these famous people like famous football coaches, Vince Lombardi says, "I never lost a football game, I just ran out of time, and a few of them". And Henry Ford says, "failure is not a is not a permanent thing, It's just a place to start over with a more informed thing". So the mistakes are not insoluble, you know, and you learn from them. So, I my team knows I wake up and I do sleep well. I go to bed or when I wake up, I sleep like a baby. And I wake up and I have my morning thoughts. And it's like in my mind just comes up. And it says, "wait a minute and so I call him and I say I have a morning thought". Said it could be a dream or it could be a nightmare. Which one is it?. But, that's where I come up with all these ideas is, I just with a fresh mind, I think of new ways to solve old problems. And that's what really turns me on, is figuring out ways to solve problems that you couldn't solve in the past or weren't even there in the past. Now, technology, a new problem pops up and we're able to use technology to solve it. So that's what turns me on.
Brian Kelly:
And so I think we're cut from a similar cloth use of technology a lot, and I love technology. It's one of those things that just. It excites me, and we both love technology, you are far more proficient at it than I, if you're doing A.I.. My gosh, that's, that's the pinnacle of technology, in my humble opinion. To master something like that. My goodness. Very, very impressive. And we will talk about your business, Richard, to share it with people, because I want to learn more about it as well personally and get deeper into it. It sounds like a phenomenal, phenomenal suite of tools that you guys provide. And wanted to find out what took you down this path?, what ticked you down the path of doing a business related around A.I.? What started that? What sparked that?
Richard Brock:
Well, it's a natural evolution, if you will, from from the CRM and CRM. Space became a commodity. And we did go public because everybody out there. But then I started looking at the real problem. And this Covid really has helped my business model. Sadly, I certainly wouldn't wish that on anybody. But now the field sales rep has, just can't no longer the people wouldn't talk to him during the Covid crisis, but even now they don't want to talk to them. But it started when the Internet. That's what got me thinking about this. The Internet displaced the salesman as the broker of information. So, if he's no longer the broker for information and the people say that the prospects are no longer through their purchase cycle, through their buyer's journey, and their studies show now that they don't even want to talk to sales rep. And it's twice as bad from the millennials. They don't want to talk to a sales rep. So, it's like, well, wait a minute, what's the problem?. The reason they don't want to talk to a sales rep is the sales rep is not relevant to them. So, how are you relevant? You're relevant because you want to talk about what they want to talk about in the sequence they want to talk about it. It's like any relationship with anybody. You talk about the sports, if they're interested in what you see. And that's what you know, what we do with AI is we're using someone's digital behaviors. What they looked at, their industry, their title, their company, whatever, because it was a critical thing is to have a relevant opening statement because buyers don't want to talk to you, especially with Zoom thing. They don't have the patience. I'm not asking, "I'm not going to show up at your office". So the guess the genesis for this, when the Internet was displacing the sales as a broker of information and said, you better be wrong. But now people are not going back to face to face meetings to go but to Zoom meetings which are shorter. And the other problem we got that got me really into this is realizing the huge dichotomy between a buyer who you contact because he has money, right? He has money authority and he can buy some. He is not the newest employee of the company. Often times the people making the outbound calls are the newest person in the company because that's the job they've got to begin a job they got. And then you have this huge disparity between the beginning person and a seasoned person. And it's really unfair to the to the beginning person. But the seasoned person says, "you know, umm you know, call me a couple of years when you figure it out, you know what you're talking about". And so it's so they get frustrated. And so I said, "wait a minute, I can use artificial intelligence to help that beginning person, maybe that seasoned person to be relevant from, from how low and stay relevant during the call". And that's what conversations are about, sales intelligence is that conversations that are relevant not to me, but relevant to the buyer because and it needs to evolve. That's where the really comes into play, because we're timing what they're talking about, for how long they're talking about. And that moves the needle to where we talk about the next thing next, which is the the more they talk about some of the more interesting they are in it.
Brian Kelly:
Yeah, and that you you said a key word that really resonated with me, which I've never heard anyone talk about, which was the sequence where you talked about, you know, Your AI helps talk about what they want to talk about in the sequence, that they want to talk about it, which is another level which is amazing, that makes nothing but sense. And and in order to do what your system does, it does research. I'm imagining, like you said, it knows what their position in the company is. And I'm sure a lot of other great demographic data that goes with it to help that flow go during the call. I can imagine how this can really help people that are in the sales industry as well that are looking to get a leg up. I mean, could this be used for training as well?
Richard Brock:
Oh, yeah. Yeah, we're getting a lot of action there from trainers. The problem with training is, once again, people don't not during Covid they certainly didn't go to the training. But now trainers are realizing they have to bring that training in front of the sales rep when he needs it. Now, the true story was that when people stood up from the training class and walked to the door, they were forgetting the.. I mean, come on, they're human beings, OK? And so they remembered only 70 percent of what they were trained after a very short period of time. Well, the problem is, is and that's why more senior people can sometimes be more successful, not because they were smarter than the younger guy, but they had made more mistakes, if you will. They learned the hard way. They had more experience that they could engage the prospect. So, maybe what I would say on the training, my team gets crazy. They would kill me if I showed you the picture they'll say, "don't show anymore, don't show anymore". So they had a marketing idea a couple of times ago. I live in Arizona now. And so I had this picture of a bull ok guy with a cowboy in his back. And so the picture says, "that before the shoot opened, the cowboy had a plan for the ride. Wants to shoot open the horse. The bull has a different plan. Get off my back". And that's really the way sales calls go. How did it get off my back? And the only way you can stay in there is we've been dodging the cowboys doing this number right. If he's sitting like, "no, I like to sit straight up. I don't like to lean to the right with the horse or the cowardliness to the right, you're gone". And so by being flexible and you've got to go with the the prospect who is very similar, if you will, to that bucking Bronco or that bull that you just released from the pen. It's not being mean to the bull, but the bull says, get off my back, OK? And horses get off my back. And that's what sales calls are about.
Brian Kelly:
Yeah, I see. Go ahead.
Richard Brock:
I will give you a kind of fun way to really open this up. I think the key is to have an opening statement that's relevant. For example, if I have an opening, depending on the title, everything needs to be specific to the title, the industry size, et cetera. But just to give you an example, if I'm selling to a market leader, OK, let's say you have a market leader. I say, "really want to talk to you. We deal with a lot of market leaders. And what they share with me is they're so frustrated with all those VC funded startups that they make all these claims that they can't back up and they get these ridiculous prices that they can't afford to offer and it just screwing up the market and the customers we lose". Right. And they go, "Amen!, Amen!". Now, if the system shows that I'm talking to a startup in our technology company, I said, "I know we talked to a lot of startups and they're frustrated because those big companies have all that marketing muscle. They just copied, they just jam it down" and they said, "we're got a low risk alternative and you go with us" and they sell products that are not half as good as yours, at twice the price, with grossly inferior support. And they go Amen! So here you have a contrast. You know, Whether you are a market leader, market challenger, I'm going to be relevant. Now, I better know what I'm talking about. OK, but you can make a case for either. But getting back to that horse or that will get in. If I want to stay on the sale, I've got to be immediately and sustainably relevant to to really get your trust to sales is really about trust. And trust is built upon confidence. That you can solve my problem, so there's two things confidence in me that, you know, I know what I'm talking about that, that I'm competent. Now, if I come across as incompetent, you say he's a very nice guy but I ain't buying from him because he doesn't know what his talking about. So that's why the AI really helps me stay engaged. And, you know, in a sales call I mention about the flow we need to construct the flow, not just the opening statement, but that conversation, that call flow needs to reflect what that prospect is done with your company before where they are and their buyer's journey, because what they're interested in at different stages is different things. And so, so I have to basically take the system will tell me this is a good call flow for this person. Remember how challenging this is today? Where AI really comes into it, is if you have a good list, five percent of the people are going to answer on a good list. So, you've wasted 95 percent of your prep time. And I'm certainly not smart enough to remember all the details. So I start 8:00 a.m. to noon getting ready. And then I'm calling off the noon. I got two people in the afternoon. I couldn't remember what I learned that night and at 10 05. So, so you really can't prepare and if you're unprepared, you get thrown off his back. So that's what I like about this. The fun part is, is we're not tricking people. This is about being respectful so that buyers say that was interesting. And you've been a good use of my time. And yes, I would like to receive that AI generated email of the relevant things we talked about. So, it's all about, You know, you sell to perceived needs. I learned that when I used to practice CPA, is people buy on their perceived needs. Now, sadly, it's not their actual needs. You know, we always should do certain things with people buying their perceived needs now. So you've got to relate to your solution to what they to the problem they perceive they have. And that's what salesmanship is about, is matching a vision that they have of the problem have to your solution.
Brian Kelly:
Ok, so, my God, Richard, you dropped so many bombs of wisdom, we've got to do this. My goodness, it went on and on. And I'll just briefly recap a few things that really stood out to me. And I'm actually writing, taking notes as we go through the show. Like I said, I would, trust it's built. It's about trust and built on the confidence that you are competent. In a nutshell, kind of what you were saying and the thing you just said, everything you said was like, wow, this is, you hit every, every pain point, the prep time and research you do on all these ninety five percent of the people that don't pick up the phone when you call, you've wasted that time. And with a tool like what you guys provide. And I hope I'm not doing a disservice by calling it just, "a tool", but the service, you know.
Richard Brock:
No its a tool.
Brian Kelly:
But my gosh, I'm just, my, my head, my, my brain reeling in a great way. And here's the one that really hit home, because I've seen and I'm sure you have to so many services out there that claim to be AI driven. Claim to be. Well, if they have a static database of things to pull from based on word matching, that's not artificial intelligence. That's just programming and matching things. I've seen those come out. But the thing that you and they're just gimmicky. That's the word I've been looking for. Yours does not sound gimmicky at all. And one of the main reasons was the word you said was. You do this with respect, you're being respectful, it's about them, not about you, and so to make it about them, it's about respecting them, their wishes, what they want to talk about, where they want to go in the sequencing, love that. And then sell to their perceived needs. Yeah, it's really there wants that we're selling too much to their needs. Right. And so all of that just go. That's why we had to drop some bombs on that one. Richard, that was phenomenal. I mean, every person, any business person on the planet could just from that opening right there would have enough to go and crush it. And then if you were to take it another step and we will bring it up here a little bit later in the show and go look at Richard's offering the service that his company provides, then your mind will be completely blown in a great way. You're going to love this. I can't wait.
Richard Brock:
Yeah, one of the things you mentioned where a lot of I fall short is that simple matching just doesn't cut it. And the really worst part is, is the word you use are different. You know, you have to put things in context. So the simple word matches just don't fly. And one of the things that we do is the sales managers know what to say in a given point, but it's very complex. You need to wait. The recommendation that comes up, so you can have five different choices. And you waited. That software will wait the decision, give different points to different wants to say, well, this counts, but in this situation, the weight goes with this one, pop it up. And then we think probably one of the most important thing is because when you change subjects, we're accurately tracking what you're talking about just by clicking on the subject, which gives you the reinforcement of the highlights of the assets you talk about. But by tracking the time that we're talking about, I'm measuring your interest and I don't have to take notes. I can pay attention to you because the system has taken the detailed note. So I've got the insight to what we talked about for AI the email. But most importantly, each time I change subject with you, whatever it is, I touch a button, and it change the subject. Now, the system, I write that to the database and databases it rich and they've now talked about this. But we started talking about Brian with these attributes and then they went on and then this last thing, Brian, really like that. So based upon the time that he did, then probably the next thing I should talk about would be this. And it can even redo the call playbook, if you will, that the torque track, a torque track is a sequence of what we should discuss in the sequence. We should discuss them because it's critical. And if I'm talking to a CFO, that sequence entirely different than the CEO, entirely different the sales, ect. Right. So the sequence matters based upon the title of the industry and all that good stuff. But the top track is initially created for each person. And even during the course of the call, it can be regenerated because I need to continue to be relevant to you or I'm gone. You can go back to that horse. You're off.
Brian Kelly:
This takes a communication on the sales world to a whole new glorious world. I'm thinking of all the the great approaches that have existed, like personality profiling, like disk. There's one called bank. You went to that recently, Richard, NLP neurolinguistics programing, where we go through the different modalities that people like to learn in the best. And and learn at kinesthetic their feelers or if they're action takers. All of those different personalities. But with your service, it sounds like you don't even have to worry about that because it will detect based on the data is already pre collected and the flow of the conversation, what the best thing is to move into and say and how to say it next is that.
Richard Brock:
Those things are quite valuable. Ok, like Crystal notes, for example, I think Crystal knows is a fairly accurate forecaster. If you have looked at that product and it tells you personality type, because if you get back to. You know, personality types, Ok, the fluffy type they want to be talking whatever or the more analytical. Let's get to it. And some people are just like really crazy, but you have to have personality. What our system says is you can have because there's an unlimited number of choices, you don't make a simple choice. You take the everyone. I can have five ways to say hello, even different languages. Ok, so the five ways different ways to say hello needs to reflect your personality, your industry, your company size, etc. So, all those attributes you're talking about need to be in the in the engine so that we can really make it sweet. Now, it would be overwhelming to a rep if they were trying to just pick the right thing to say. But with the AI, it's saying, "now this is Brian's personality. Let's, let's talk this way in this sequence". That's how, for example, you get to people that don't know, you can set the stage. You have the other people give you the bottom line. So you got the two different stories, build it up or set this set the stage or build it up. And you better go the way they want to go or you're not a match.
Brian Kelly:
Yes. And that's the thing I love about this. All the messaging is toward them, which I see mistake after mistake when people are in their ad copy, even on Facebook ads and things where all the all the verbiage is about them, their product and what it can do. But it's not about how to address that individual's needs. Some are. Some do it well. But I see a lot still of folks that are always addressing well, this is what we have to offer for you, and it's the best thing since sliced bread. So you should get it. But why? What are you doing for them? What is exactly it? I love how you guys, have you guys have nailed down how to do sales and now you've added AI to it, which oh my goodness, I keep looking up because I have a monitor above me and I'm looking at your website, Richard. In fact, I'm done. I want to I want to bring that up if you're cool with it. I want to learn about this. This just so before I do that, real quick disclaimer, Richard did not paid appear to be on this show. He did ask for me to highlight his website, his services at all. I absolutely 100 percent honest. And I'm so intrigued. And I think anyone in the business should be as well about anything that can help you to make more sales in a congruent and integrity based manner. And that's what Richard has come up with. We mentioned he's got four patents. This guy's smart. He knows what he's doing, and he's got a great team, one of which I got to meet today, which was awesome. So, I'm going to bring up your site. And let's just take a look at it. I really like the opening image imagery here. It's really like futuristic. But the meat is down here, if you wouldn't mind, that go through the main sections of what this beautiful tool does for people will be phenomenal.
Richard Brock:
Ok, so the idea is conversational intelligence. And and you have to you have to it begins with an opening statement. So this is an example of how you establish relevance from, from below and and you can work. The problem you have is the people you prepare to call won't answer your call for whatever good reasons. They just answer that. And then you wasted all your time and then you do a or said what you do is you cut corners on your call prep or you're just not experienced enough to to really do it well. So, the first thing we do is we call this what to say, Ok, which is the AI generated opening statements so that you it's about you. And it's part of the opening statements. We have the, the call flow, the call plan, which is your talk track, which is once again, so establishing relevance for hello. That's, that's the first component here is you don't get past load like that horse, if you don't make it in that in that bull is something on his back. The next component that we have here is if you look at the right is the is the dialog. Ok, you see the opening statement. So this is the the talk track that was indicated for this particular person, for this particular call. So, No two are the same. Yes, you can have playbook's, but a playbook that is hardcoded, if you will, is outdated. And so this is dynamic. It's constructed for each call. So let's just say I was planning on talking. Remember where we talked before you left off? So it will have a playbook for you the next time I talk to you is where we left off. But then again, it can also be changed based upon you went to the website, you looked at the documents, you spent time doing this and the other. So it needs to be personal to you. And any time during the call, I could say this isn't going away. I thought, Ok, for example, you know, I don't know if you're a dog person or cat person, but, you know, if I'm talking about cats because I thought you like cats, we're going to have a cat person, dog person so I can hit the refresh button because I had a quick note to said he likes dogs. Ok, then this whole thing on the right is going to change. It's going to be wild dogs are man's best friend, Ok?. And so, it's I can redirect if you will say, "please tell me what to say next". Thing going well, and what it's going to do when it does that it's going to know how long we talked about whatever in whatever sequence, which is another key thing, which is to be the third component down there. This is really unique as well. Interaction chronicles what we call a story so far. And if you can see this particular one here, this shows that what was talked about in the sequence that it was talked about. For the amount of time or duration that was talked about and a lot of people record their phone calls, very few people take the time to listen. Recorded phone calls takes too much time. I got 20 sales reps. You know, that's 30 hours a week. That's, you know, 60 hours a week more than I have available just to listen to calls so I don't listen to the right thing. So, The, the story so far means that if I have recorded call, it is linked right in here. And this becomes a call map. So I, a sales manager, get to see wait a minute, he was discussing the purchase, the budget cycle or the people they talked about for three minutes. I think I want to hear that. So, I click the record call link. I go right to 18 minutes and 20 seconds and I'll listen to it, say so my time is more valuable. And then we have clicked notes so I can give suggestions to the sales rep. Probably the most important thing, though, is this is about a deal in interaction with a deal. And I'm talking to Brian. And I need to be talking to Brian. And I'll talk to if I talk to you, you say call me a week. How many people I've talked to a week? A whole bunch I need to pick up where I left off. You have talked to nobody in the last week about what I sell. Ok, so you expect me to have the courtesy to pick up where I left off? It's very hard, but with this story so far, so from when we last talked about, you seem to be extremely interested in this, that and the other. So, we have a button and insights reports which just show the synopsis of what we discussed, how up the most important items and how long we talked about things, but where that really comes into play as a sales manager, because we talk about leadership. And I was talking about cash, for example, and they say that sales reps are more like cats and dogs, you can't hurt them, Ok, you know, if they if they're too easy to hurt, they're really not. Ok. I mean, they need to be self-reliant, self-confident, so they can, on their own do a good job. And so what? We have an inside report. And so, as a sales trainer, which sells trainers really love about it, is they may not be even marketers now with the content here is they got this great content. So, the Interaction Insight report can compare not just this lead, but compare Tom, Dick and Harry. So, if I did sales training for Tom, Dick and Harry, I call you up and said Brian had that training go last one. Well, they seem to like it, but I don't know if anybody got anything out of it. You know, this is. Well, Brian, I think if you notice that the Tom, he's he's he's doing a little bit better. I think he's the same in Harris County, didn't he? How do you know that? If you look at my books. No, I'm not. What I'm looking at is the digital behaviors. I'm looking at the analytics that show me that Harry's picking up the stuff. So then when I want to gain credibility, ok, to the to the person, to the sales reps, Tom and Dick, I said, may I have a I may, I have a call with Tom and Dick and I'm going to say, Tom, have you noticed that the car, the new car in the parking lot, Ok? And he goes, yeah, Ok, well, that's Harry is a new car because he's following new methods. Dick "nothing's changed, has it? Because you ain't done nothing different". So instead of pushing back on me and saying, well, I didn't get a good idea, begin with, Ok, what do you know about sales? How long has it been since you carry your bag, this territory? You know what I'm talking about? What we're talking about is the guy with the new car, Harry is taking the new methodology and these messages are working. And then when I go back to marketing, I said "marketing I need more of this. I need you to amp up this differentiation here". And marketing begs for that because they don't get good feedback from the rep. But with our software, just click a button. It says useful to me. And that's one of the patents is useful to me. Mr. Sales Reps. Too busy not going to write. Don't know. How can I tell the sales manager what I need more of and whatever and what you work for me. So that's kind of the fun thing about it.
Brian Kelly:
My goodness. And then. It's like hugging as well.
Richard Brock:
Yep, the talk cadging is that's and that they can see that that's where when you're going through it, remember, if you do if you don't have a story so far, how do you pick up where you left off? You can't. But if you take notes, let's be real. Are you going to take the time to put all the notes in the system No, you won't, you put some of those in. And you're limiting to what you had time to write down. Your limited what remember that what you thought you would forget. It was important enough to key in. But now, if I'm listening to you carefully, All I got to a torque track and I'm just clicking on things as I talk about it. I don't have to talk about that sequence. I can talk about any sequence. I could type in a Google search. We have a Google like repository. And you ask about some weird subject. I didn't know much about this. Just really glad you asked about that Brian. In the meantime, between these valves and so on. So you got to press it. Well, because I went to the knowledge repository, so I'm tracking the time. And then next time I'll come back. And Brian was really interested in the meantime between February, like, you know, how often have to change the oil, whatever. So, as a sales rep, I'm very comfortable because it's not what I know. It's what knowledge is available to me now, because Brian is interested in this conversation, he's kind enough to spend time with me today, maybe tomorrow, probably not, unless I've earned that right. And he'll think you're refreshing. You're interesting if I'm talking about what I want and I can answer his questions. And that's what this does in the talk tagging called talk tagging. So if you're doing your recorded calls, you put that link in there. So, you're now getting the value out of recording calls, which most people don't. I mean, the big gong course is a big call recording people. And one of the CEOs I was stunned last year when he wrote an admonishment in writing to his users, "You people have to listen to more recorded calls because people don't".
Brian Kelly:
Wow. That is awesome. All of it. I am like, I have so many questions, I don't know where to start. This is a phenomenal resource. So, is this an interface that works directly through sales talk only, or can you somehow zoom into it so you can have a video call and still have this interface running, things like that?
Richard Brock:
Absolutely. And we're going to send most of our calls are going to be on Zoom. Right. And there's another thing that when you have a, this is a tool that's done for sales reps. CRM is often done to sales reps, but companies have long term commitments with the big CRM vendors. So we integrate with all the big CRM vendors and of course, the guy they own, the CRM says, not on my watch. You're not touching my CRM is the God right here. It's in the CRM. It doesn't exist. Right. And if you say no, you have to link and you have to sink the data. And he goes, no I don't, no I won't. So what we say is put a button on your CRM, click the button, will open up our screen, passing to us everything. That is the current version. That's from your CRM. Now, if the record I talk to you before in my system, it'll update the record. If not, it creates a record. At the end of the call, you just hit the back. OK, I'm back within the CRM from where I left, I didn't open up a new window. I just click the button. And so by syncing them that tight, everything is still in the CRM, CRM god says, "I'm cool with that". And now it is a stand alone CRM, but we don't sell it that way because everybody else has CRM. So, so, so far is stand alone CRM, but let's assume you're going to use another CRM because you have a contract with it and you like it is the corporate standard and whatever. Leave it alone, leave the sleeping dog. Don't wake up the sleeping dog.
Speaker1:
So I'm imagine I'm a geek and I'm going to I'll say something. It's only geeks would understand, I think. But is that fear is integration for Zap yet
Speaker3:
Or does it appear you know, it's interesting because here is a pretty cool product, because what Zappia says is this a thousand features out there and we're going to be a ubiquitous interface. And being a programmer, if if you got any brains here, you don't hard code things, you know, because, you know, I'll tell programmers if you hard code. So, you know, there's a story in programing that the customer knows what you want. When you give them what they ask for, so whatever you hard code is obsolete, so we do everything on rules based. That's kind of our programing methodology here. Now, what Zappia says is, you know, I can't have anything. Every indication on the map it's African safari can take the time. But if you think about what people don't think about is, you know, there's what Zappelli is doing is it says these are the names of the of the feels like a first name, last name of give it the serum calls it the same things different than who cares is. So ZAPU does the mapping. And so it's a mapping product. So yes, it's really easy to us to do that because they just help us.
Speaker1:
And the reason that that came up is what if someone started using kind of a newer, relatively newer CRM that you guys have not yet like physically integrated with, like specifically something like zap your could potentially bridge that gap in some ways, depending on what data is made available through the interface that you guys have agreed with and the APIs and all that. What's up here? I'm going way too geeky for everybody, I'm sure.
Speaker3:
So that's important, though, because that does increase the value. Right. And the point being, it's like one of the things like this is this is amazing. A little more insight. The problem we have getting the content load right is how are we going to load all that content in? Right. Well, you copy and paste. Yeah. Not today. I have to go walk my dog. I got to go to the store. You know, I'd rather get my teeth cleaned and copy and paste the stuff so that they would give me a contract. Electronic format. Like, we have a book, one of our business partners is sales consultants, because I think one hundred and seventy eight pages, eighty three different rebuttals for insurance agents and things like that. And so we took his book and his book had dividers in it and told my senior programmer, I said, I want you to have give me a document like that. I want you to put a little divider if you see that divider. After that divider in that same line, I want you to create a talking point, that name, until you see the next divider. So then I took the book and it took about five minutes to take it. One hundred and seventy eight page book and create one master playbook with, I don't know, 80 something different talking points from his book. So, yeah, so we take. So the problem is if you got all this content, it's not an absence of content. You're not going to come up with a better idea today, the market promise then doing this for years. The problem is, has been over in the market from our spin on that shelf.
Speaker3:
And if it's not at his fingertips, it does not exist. So what we do is we take that marketing content when you shop, and that's a very valuable product for good sending stuff. But we can take shop content, copy paste it in or import it in, and then we Google index it. Because, you know, the problem is customers are not logical and they say things in weird sequences, I mean, because they're cheap. And so with the Google indexing of the content goes home and he just types in what the customer said. And it presents every single call talking point content nugget that pertains to that. Like a Google index. It looks like Google. And he clicks and he goes, Well, I'm glad you asked that question. So that's that's what makes it so valuable is the content gets sucked in, you know, automatically like that. I did one. It was a thirty five minute presentation and not exaggerating. I really I'm not exaggerating. I say it was thirty five minutes and I just put the dividers in because I just did it. We transcribe it. So it was a verbal transcription and the transcription and I said OK, what about that fast. It took a thirty five minute presentation sucked in. There were all in there. Because computers are very stupid, which I kind of like that about them, but they're very fast, they're stupid, which just means they will do whatever you ask them to ask nicely. The rules are their rules. If you ask them what, they will do it. And so that's what I like about, you know.
Speaker1:
They're like a very loyal dog, yes, very brutal murder or much faster,
Speaker3:
Much faster,
Speaker1:
Like a greyhound of the dog world. My gosh. So I'm definitely going to be digging deeper into that. There are so many other applications. I would be curious to see if that can accommodate. And I have a feeling that if not now, that soon it probably will be if you could ask by enough people to sales that service and only want to solve problems that are that exist. I get that. My gosh. So holy smokes you you're really blowing my mind in such a great way. I'm in New York. I'm in geek heaven. It's awesome. I can't wait to see what this bad boy can do in different. So we have what we call a strategy call for bringing on people just to see if we're a fit. We're not actually having them say go to the shopping cart and sign up. Now we give them time that we like to do it the nonintrusive way. But I'm curious how this would work, because we have a very step by step kind of approach where we first go through one category of Q and a move into a whole different new category. And there's like four or five of those categories with sub sections. And I just curious how all of this would flow and get and we would get the information we're looking for because it's a two way street for us more. It's like, yes, they may want what we have, but do we want to work with them and not being mean, just are they ready? Are they do they have what they need for us to help them? Are they at that point or level? Maybe they're too far. I talked to one that's already doing eight figures. And so what we have, it's like that wouldn't do anything for him. It's like, no, that's like we're not a fit, but I'm not here to sell you. But and we just had a chat after that. So I'm just curious how maybe we can talk offline about that down the road.
Speaker3:
Not too.
Speaker1:
Yeah. And just go through some like what ifs and maybe it's something that's worthy of implementing. If it's not, it could be already. Who knows with your guys is genius over there. My gosh. Is depressing. The economy is fantastic.
Speaker3:
Thank you, Brian.
Speaker1:
And so you are sharing with me off of stage, off camera earlier that you enjoy doing things outside of all of this tech. And I wanted to give that human side of you to others. If you're OK with opening up, it's one of the things you like to do. One of the things you said was you were a commercial pilot. You fill in the blank and then go from there and what you like to do in your spare time.
Speaker3:
Yeah, I like challenges. OK, and so you have to think, OK, so I decided years ago I saw my first business, I had a lot of money and I said, I want to have a beach house and it's a six hour drive from Atlanta to the beach. So I said I'm a an airplane, so by an airplane. And that was fun. And it was a lot of fun, a lot of challenge. And an airplane keeps you focused. I like to keep my energy. So an airplane, you're going to the runway, you're really focused. The next step is the weather gets you. So then I got I had to get an instrument rating. Then they say, OK, well, that engine cutoff at night and you're taking off at night. And he goes, oh, I think I'll get a twin. So I got a twin engine. And then you have to learn how to fly to anyone. But see, I'm loving all this stuff, right? And so then I said, well, what the hell? You know, I might as well go to see if I can pass the commercial pilot test, which means I take a twin engine airplane, high performance airplane fired up at altitude to commercial pilot standards for instrument approaches and whatever.
Speaker3:
And so did I save a lot of time. I have like thirteen hundred hours as a pilot, thirteen thirty five percent myself, and I've had several airplanes and so but I love flying them now. I think I probably could have ridden to the beach, saved a lot of time. I did go on a business trip so that was a good one. OK, but I like things that are challenging, you know, like motorcycles. I've had five motorcycles, OK? And, you know, I did a high Alpine tour of the Alps. I took a big BMW. Twelve hundred jobs, and I went to five countries in the Alps. That was fun. So I like adrenaline things. I guess maybe you might say I like things that keep my focus. And so that's me. But I like the technology and like the technology because when I'm thinking about how to do these things, my mind is totally engaged. So if I'm like break, I need something that totally engages it, like flying an airplane. So something is terrifying. No, something just engages, you see. And so that kind of a student and things like that, I've always like to learn new things.
Speaker1:
That is so interesting, you know, because I see people we go to vacation, we go to hotels, we on cruise ships and we see people laying out on a lounge chair, getting some sun, reading a book or whatever. And I've tried that several times, Richard. I find that after five minutes I've got to get up and do something, I can't just sit there and do nothing like you, I want to be engaged on something. I want to be focused. I want to do something that's like that gets you moving, not just and I'm talking mentally and or physically. It doesn't matter either one or both even better. So I think we have a lot of commonality there. It's just I go stir crazy if I sit still in one place without, you know, like if I'm working on C software, automation, things like that, I don't need to physically move because my mind is racing and it's like that. But it's physically exhausting at the same time when you're done. And I think I'm so tired because you were you know, the mind and body are connected. So it's amazing.
Speaker3:
You talk about body and sports. I was lucky enough to for quite four years, I had an office building I was in, had a really nice helfgot and had racquetball and squash courts so I could take my clothes and come in and play racquetball in the morning. People and and squash. Now, that means should get out there screaming, how are you going to calling him? Or you could push them out of the way. So it's kind of violence in here, but it's a good way to start today. But in terms of a sport, OK, if you take squash, it's very fast, OK? It's like one on one you hit and stuff or whatever. But then I moved into racquetball to, you know, to racquetball because the racquetball is more squash, the squash, racquetball, you know, the ball bounces off and you miss it and you could hit against the back wall and you go the front wall. OK, not true. And you know, when you're playing squash, that little ball dies very quickly. So that little ball, when you see it, you better go to that little ball, see? So that gets to you know, I'll tell you a funny story there a minute here. But along that particular thing gets about my priority is to do the right thing right now. So that sport engagement, because when that ball is snapped, you've got to focus. You have no time to go out. And I love that sport. But I'll tell you, maybe I think this story is funny, I hope you like it. A friend of mine, a really good friend from college, I grew up mobile, and I grew up, which isn't much. But anyway, he tells us it's Iran. He said, "you know, the hurricane came through here and he says to my cousin, I went out in a boat and you want to look at all the flooded, flooded stuff". And he says, "you know, we went to the island. You won't believe this, that all the water moccasins went from they all started accumulating on these few islands that were above the others". And I went, "Wow". So, what happened and he says, "is where we stopped to look at it". And so he said, "then we started swimming towards the boat". I said, "would you do them wrong?" He said, "Well, I shot the one closest to the boat". And so that is my critical path theory that I have always moved on its critical path. Do the right thing right now. Shoot the snake closest to the boat. And that's my corporate culture, is do the right thing right now, OK? And everybody's at work. When he saw the snake closest to the boat, because so many entrepreneurs fail, so many because they do what's comfortable to them and go up and organize this stuff. No, no, no, no. That's not what's going to kill you today. Not your lack of organization is something else sooner or later it might. But so snake closest to the boat do the right thing right now is kind of our business mentality.
Brian Kelly:
Ok, you know, it's coming, Richard, you know, it's coming watch it. Yes!. Wow. So I hope you're good for going an extra hour tonight, because I've so many. I'm just kidding. We're going to drop it here soon. There's an additional gift, I forgot to mention to everyone who's on here live. Richard also has a wonderful gift for everyone watching here as well. So be sure to stay tuned for that. Fantastic. Thank you. David Gonzales is out there commenting on LinkedIn. Appreciate you for coming on. And yeah. And thank you, Mr. Richard Roth, especially. My Gosh. Unbelievable. So I can't believe it. We're only five minutes out from being done, which is almost saddening to me. But I know I'm going to be connecting with you again. Personally, what I love to do, Richard, is I mean, you've given, you've given me so much to think about. And I know that that means that gives everyone else who's watched or listen to this the same. And I'm so appreciative of that. And we'll give everybody the means to connect with you before we sign off for the evening. I like to do is I like to ask every guest that comes on the show one very special, unique question, and it's the same question for now. One hundred and fifty plus shows. And the reason is, is because after I did it a few times, I realized that the answers were very intriguing, powerful, curious, expert, curiosity, you name it. Just they were it was a powerful question. Wow!. And so I'm actually asking this every single of every single guest expert that comes on. And we'll do that in a moment. The thing is, is when when I ask it, some people get it right away. They know the answer, like instantly. Others take a little time. It doesn't matter. We're not paying for air time. So that's good. So you can actually think about it if necessary. But before we do that, I did promise everyone who's watching live. That you can enter to win a five night stay at a five star luxury resort, compliments of the big insider secrets Dotcom, you see their red logo if you're watching this on video up there on the right hand corner. And this is how you can enter to win. Now, in the beginning, I said, don't click away. Don't take your attention away from the show. And Richard, especially. But now I think Richard would agree. We will give you permission to, for a moment, just take out your smartphone, your your cell phone and pull up your text messaging app. And I'll put up on the screen how you can enter and talk you through it. Write this down because we're going to get back to Richard on that question and his giveaway right after this. So, what you want to do is where you would actually type in the name of the person you're going to text instead type in this phone number, that is three one four six six five one seven six seven. And then where you type in the message where you would actually put in emojis, things like that, don't worry about emojis, that won't work very well. Instead, type in two words separated by a hyphen or a dash, if you prefer. And the two words are peak vacation. So it's peak peak dash vacation, all together. Text that, send it off and then you'll be asked automatically to supply your email address. Once you do that, you are officially entered into a random trying to win a five night stay at a five star luxury resort, compliments of the big insider secrets. And Jason Ness and his company are so appreciative of that. And then we have the wonderful Richard Brock, who has a little give away for everyone. And maybe this is a good time to do it and see if we're still good with to do a memory jog. It was a one hour call with your sales enablement goals. Is that still of what we're talking about, Richard?
Richard Brock:
Sure.
Brian Kelly:
Fantastic. So how would people get that, you know, enter to get that gift?
Richard Brock:
Just shoot me an email, Richard, at sales relevance dotcom.
Brian Kelly:
OK, Richard.
Richard Brock:
Richard, at sales relevance dotcom.
Brian Kelly:
Got it. So, you can see on the screen sales relevance dotcom just put Richard at in front of that and email him, mentioned the mind body business show so he has an idea and his crew can use properly because I'm sure they get a lot of inquiries and things like that. And go ahead. What is that actual price all about?
Richard Brock:
Well, anybody wants to try for 30 days, will give a 30 day free trial, and that way they'll bring it home to them. So they see it work. And it's very, very easy to implement. And it's it's unbelievable. When they see it, they go, I want to keep it.
Speaker1:
I haven't even seen it. I want to keep it. I don't have it. So, yeah, definitely. I can understand that. And so the one hour call, does that kind of answer questions like Brian's been peppering you with all these detailed questions and things like that, or what would happen on the one hour call?
Richard Brock:
You mean if I had a one hour call with someone?
Brian Kelly:
Yeah, that was the the give away the gift was yeah.
Richard Brock:
Yeah. So what we'll do is we'll go through your particular requirements. Ok. And we'll discuss the requirements and how we can match them and we'll show you examples. And that's the key thing. Once again, vision match, because it's not talking about what I can do. It's talking about understanding your business a little better. And we'll say we've done something like this for somebody else like this, and that's what it's about. It's a one hour call where we help you decide if you want to take the time to give us your data so we can load it for you. And we'd rather just do it because it's that quick and easy. And then you go, wow!, you know.
Brian Kelly:
Fantastic. Oh, my gosh, I am so intrigued by all of this, I cannot wait to get that off the screen and then, my goodness, I think we are at that moments. Before I ask this question, before I forget, the best way to contact you is that that email address you just gave or is it or can they go to your website and contact us? What do we do?.
Richard Brock:
They can go to the website and contact us. Richard Details Romans dotcom works. That gets directly to me. So that's easy. But they contact us. Is there are the free trial ourselves?. Sales relevance dotcom. That's it.
Brian Kelly:
There you go. So, there is the website. I'll pull that up one last time on the screen. So sales relevance, dot com. And once you type that in, you'll see this logo that says sales talk on the upper left, you'll know you're in the right place. Then go over and click contact on the far right on the upper nav bar. And you'll see this form and you'll notice there in Scottsdale, Arizona, which also will tell you you're in the right place. And type in your information and your message. And definitely reach out. But yeah, definitely email Richard directly to get that one hour chat to strategize how to set up your business best through this incredible service. Remember, it's Richard at sales relevance dot com. My goodness gracious.
Richard Brock:
And be happy to take the call with you personally, too. So I've got other people can take them, but if you want to talk to me, I'm more than happy to talk to you.
Brian Kelly:
Fantastic. Much appreciated. I don't want to do this, but we need to bring this to a close. So to do that, we're going to. Ask that big question. So, to, to alleviate the ohh ohh nus, if that's the word, a little bit, is the really cool thing about this thing, Richard, is there's no such thing as a wrong answer. It does not exist. It's impossible to answer it incorrectly. It's the exact opposite. The only correct answer is yours, because it's personal and not in a get in your personal life type of personal. It's just you. OK, so with that having said that, are you ready?
Richard Brock:
I'm ready.
Brian Kelly:
All right. Here we go. Richard Broch, how do you define success?
Richard Brock:
I think success is doing what you want to do, and that varies. You know, it's not money because money comes money goes. Money doesn't buy happiness, but money can buy an expensive dog, but it doesn't make the dog wag its tail is. So, you've got, whether you're successful, you're a teacher and you're so pleased because you had your students really prospered, your doctor you heal people. You're a nurse. Success means I'm doing I'm using my God given abilities away to the best of my abilities. And I can sleep well at night and saying the world's a better place, because today I did, use abilities that were given to me in the proper manner. So that's what I think success is, is not monetary. It's doing what you're good at, what you want to do so that your job is not a job. It's you don't go to your job, you, it's your passion. So success means you're living your passion. You know, it could be your football coach and your your coaching teams. That's your passion. That's not a job. Success is being a coach, whether you win your games or not.
Brian Kelly:
Hmm, you know what's coming? What an amazing way to end the show tonight with a phenomenal definition of success per the great Richard Brook, I cannot thank you enough, Richard, for coming on the show. It's been this wonderful hour. Just, my gosh, the value has been, I'm, I'm very filled and that's a good thing. And I hope that everyone that has watched and listened to the show as well get the same results. Definitely take them up on, on reaching out to him. Do so with respect. Please, don't go in expecting something for nothing even though he's offering you an hour. Take him up on his trial offer for his service and take it for a test drive and you'll probably end up doing what he just said and saying, I want to keep this. And that's a good thing, because if you want to be not bad, that means it's working for you and for him to give you a trial, which means you get to try it. You could try it out, test it, see if your sales increases, your sales percentages increase. If you've never made a sale, maybe you're now starting to make sales. I mean, I'm just thinking all the possibilities with this thing. And I'm, I'm so excited I can't wait to dig in deeper. But that is it for tonight.
Richard Brock:
Thank you, Brian. Appreciate this opportunity.
Brian Kelly:
Thank you, Richard. The amazing Richard Brock. On behalf of him, I am your host, Brian Kelly of the "Mind Body Business Show". And that is our show for tonight. And so I cannot wait to see you all again very, very soon. So long for now. Have a great, great evening, one and all.
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Thank you for tuning in to the mind body business show podcast at W W W dot The Mind Body Business Show dot com. My name is Brian Kelly.
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Richard T Brock
Richard Brock has started four successful businesses - one was the first CRM company to go public and was recognized as the Best Performing Stock in the US by CBS Marketwatch.com. SalesRelevance.com, his current company, has four patents pending for applying AI to Sales.
Connect with Richard:
Live Streaming Best Practices Panel: Video automatically transcribed by Sonix
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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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