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Brian Kelly:
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?

Announcer:
Who are dedicated? And driven. Finally break through and win.

Brian Kelly:
That is the question. And this podcast will give you the answers. My name is Brian Kelly. This. The mind body. Hello everyone and welcome, welcome, welcome to the Mind Body Business Show. We have another phenomenal, phenomenal show lined up for you tonight because the one and only Robbie Samuels is here with us. He is an amazing young man. I cannot wait to share his brilliance with you, because this young man is doing some great things in the business realm. He has a lot of experience, and he has a lot of astute ideas to bring to the forefront for you and your business. This is the mind body business show, and the whole purpose of it is to bring on amazing entrepreneurs, successful entrepreneurs from all over the world, just like Robbie. For the purpose of bringing you the tips, the strategies, the tools, the techniques, anything and everything that can help you to take your business to the next level. And it's about what I call the three pillars of success. And they are the very namesake of this, of this show. And that is mind. Mind really stands for all of the successful individuals I have studied over the years. They had these three common traits. One was mindset and that is literally these individuals had a very powerful, positive and most importantly flexible mindset that is the key and body to a person. These successful individuals, they take care of themselves physically, nutritionally. It's a really simple one, but not a lot of them do that. And then there's business. Business is wonderful. It's multi multifaceted because these individuals that I had studied over about a period of ten years, I just studied successful people. What made them tick. And they to a person had mastered the various skill sets that are required to, number one, build a successful business, and then number two, to scale that business and grow it. And we're talking about skill sets such as marketing, sales team building, leadership, systematizing. And I could go on and on, and that's what I love about what I get to do is because we're going to talk about something within those three pillars tonight, guaranteed. Can't guarantee we're going to cover all three.

Brian Kelly:
That's not what this show is about. This show is about bringing you actual value that you can take and run with. You're going to learn things tonight that you can take with yourself and now implement in your business. How do I know this? Because I'm the host of the show. I've been doing this for almost five years, a little over five years now, and I am implementing things I'm learning from my own guests on this very show. It's a phenomenal ride. So you're in for a great treat. And, uh, Robbie Samuels is going to bring it. I already know that. I've had a chat with him. Uh, he's an amazing young man, so don't go anywhere because he's coming on very, very soon. Now, another great attribute I learned, um, about very successful people is that they are also very avid readers of books, and some are authors, too. And, uh, with that, I like to segue very quickly into quick, uh, segment that I affectionately call bookmarks.

Announcer:
Bookmarks. Born to read. Bookmarks. Ready. Steady. Read. Bookmarks brought to you by Reach your Peak Library.com.

Brian Kelly:
Yeah. There you see. Reach your peak. Library.com a real quick word of advice for everyone watching, even if you're listening to this on an audio podcast. And that is, rather than succumb to that itch to go and type it in and check it out while the show is going, we're going to be giving you lots of resources. This happens every show. You're going to get website addresses, you're going to get books referred. And instead of running off and checking them out while the show is running, I implore upon you to instead just write them down. So in this case, reach your peak library.com instead of going over there and checking it out while the show is going, or any time thereof, just go ahead and write down the URL and then visit that URL after the show is over. And why do I recommend that? And that is because when speaking on stage from years ago, I remember when I was a newer speaker, there would be times where I know I'm getting to the punchline, the good stuff, the life changing just juice, the good stuff. And then I would notice somebody get up and walk out looking at their phone, or they had to go to the restroom. They got that all important text message or phone call. I'm like, oh no, they're going to miss the most important part. And so the point of this is to stay focused and that the magic happens in the room. And that is especially once Robbie comes on you will want to pay attention. So that's my soapbox moment. Reach your peak Library.com. That is a website that I literally had built with you in mind, because I personally was not an avid reader until about let's see, that would be 12 years ago. Yes, at the age of 47, I began reading, and I'm just going to let that sit because I know you're all doing the math. It's all good. And and I did learn very quickly how powerful reading could be, not only in my business life, but also oftentimes my personal life as well. And so I began basically saying, hey, here's another book that I vet my I tell my team, put it up on the site.

Brian Kelly:
They are not in here in any certain order or they're not alphabetic. They're just thrown in here as I read them, and they are here for you, that you can at least know that another successful person has vetted these books. So not every book I've ever read is in here. But boy, I'll tell you, when I started reading, I started going gangbusters and listening to most of them on audible, and that was the one thing I found that really made them digestible for me personally. So all of these are here. Go get them at whatever bookstore you, you know, online or offline. It doesn't matter. The purpose of this site is not to make money. This is just here's a resource for you. You click those buttons. It goes to Amazon. That's a quick and easy way I love Amazon I buy all my stuff on Amazon. A lot of stuff down these days. So there it is. Reach your peak Library.com. If you're looking for that next great read, you're almost guaranteed you'll find something you haven't read yet and just the first one that jumps off the screen. Go get it wherever you buy your books, wherever you feel that you, uh, wherever you like to go, get your books and, uh, read it. Don't just read it, though and learn. Read it, learn and then do. The best way to learn anything is literally to learn do. And then, of course, there is teach. Once you teach it, you learn at the deepest level possible. Speaking of learning, at the deepest level possible, you are in for a treat here tonight because. You got it. Robbie Samuels is coming on and he's coming on right now. Let's go.

Announcer:
It's time for the guest expert. Spotlight. Savvy. Skillful. Professional. Adept. Trained. Big league. Qualified.

Brian Kelly:
Yes, ladies and gentlemen, there he is. It is the one. It is the only, Robbie Samuels. Woo hoo! How you doing, Robbie?

Robbie Samuels:
So, Juan, thank you for having me on here. And two, you referred to me as young man several times, and you've only got a decade on me. But I'll take it.

Brian Kelly:
Oh, man. Compared to me very much, young man. Yeah. You know, almost everybody's young compared to me these days. And you know what? That's cool. I wear it, uh, it's a it's a victory. Every year is a victory. Even when I was young, I never cared about people knowing how old I am. I'm 59. There we go. I don't care, it doesn't matter. Um, it's a great. Uh, like I said, it's a victory to just be on this earth this long. Not everyone is so fortunate. So. Oh, I'm so excited, Robbie. So before we jump into the the really good stuff. Well, this is good too. I want to introduce you in a way that is respectful to you, that you deserve. Would that be cool? Let's do it. This young man, he's he has been recognized as a networking expert by NPR, Professional Convention Management Association, Harvard Business Review, Forbes, and Inc, and as a Virtual Event Design Expert by JDC events. As an event design consultant and executive Zoom producer, he partners with speakers and in-house event teams to design transformative, inclusive and engaging events while lowering their stress. Oh, how many of you would love to have that in your corner? I would, he is the award winning author of three books his third breakout of boredom, Low Tech Solutions for highly engaging zoom events that won a Gold Award from the Nonfiction Authors Association. Since 2016, he has hosted the On the Schmooze podcast I Love That Name. And since March of 2020, hashtag no more bad zoom virtual happy hour. Whew, that was a good one. Please join me in welcoming all the way from his home in Philadelphia, PA in the suburbs. A TEDx speaker and HBR contributor. The one and only Robbie Samuels.

Robbie Samuels:
Thank you so much. You know, seeing that on paper and hearing you do and your amount of voice is like night and day. That's amazing. That's awesome.

Brian Kelly:
That's good. That's funny. I've I've had several say you should do radio. So yeah. Don't pay enough. So I don't want that's all right. Oh man. Thank you for that. Yeah. And uh, I love I love doing the bio, the opening, uh, because it really sets the tone for what? People are engaged. You have a very good a very powerful bio. So I was very, uh, how you've seen them. You've done your own podcasts, your own shows. You've seen the bios that come in. Some are like two sentences long. It's like, man, I could use a little bit more than that. Or they're like five paragraphs in length. You're like, which part of this do you want me to cover? Because I'm not reading that whole thing. So, um, just curious. One of the things I love to open every show with, uh, Robbie is in the arena of our mindset and being an astute entrepreneur as you are, you know, you know how you get up every morning and there's it's just smooth sailing because you're a success and there's never an issue. And you're just like swinging, swinging your hammock on the beach, drinking that umbrella drink, you know, that's in the in the drink, just swinging around and making cash. It's fallen out of the air, right? It's just easy. Cakewalk. We all know that's not the case. We all know that every day is a day to solve more issues. That's what entrepreneurs do. And knowing that you have you are facing these sometimes arduous tasks and just always constantly solving issues. It's not always a walk in the park. What is going on in your big, beautiful brain when you wake up in the morning and you start to come to, the consciousness is coming there and you're starting to realize, okay, the days ahead of me, what is going on in your brain, driving you, keeping you going, keeping you on top of your game, wanting to do more? What is that for you?

Robbie Samuels:
I love everything I do, I'm a multi-passionate entrepreneur, so I never get bored because I. I have many different things in my business that I do and many different revenue streams. Uh, I have worked hard to be at a point where I can be, you know, here serving in this way. And I also, I mean, I, I have accepted over and over again the life lesson that I am the arbiter of my own schedule. And I now wake up in the morning knowing that the morning is my time to do something with like, I can sleep in, I can work out, I can take care of my kids and get them off to school. I can, I mostly am, I'm not dealing with any kind of crisis in the morning, and I choose, you know, my hours. And it's just, I mean, to be at a point where I can kind of structure my day and each day could be a little bit different. What I'm working on, I have, I have I'm surprised, honestly, that I as an outgoing extrovert, I am as happy as I am being home as often as I am. Because if you'd asked me in 2019, how would I react to the news that in-person events and conferences were going to be shuttered for the foreseeable future, I think I would have had a little bit of a panicked response. But in reality, I've been building a global network for over five years at that point, and I took to virtual very easily and smoothly and became a go to resource to help others do the same. And that network has gotten tighter. And I think it's the repeat exposure of meeting people regularly, not just like once a year at a conference. And it's even impacted my in-person. So I'm choosier about my in-person, but I'm also more likely to follow up with people to have a zoom chat and stay connected and build relationships year round. So I look forward to all of it, because it's the life I chose to have, and my my word of the year for this year happens to be ease. So if it's not falling into the category of ease, I'm not going to do it. So again, that's the choice I get to make as the arbiter of my own schedule.

Brian Kelly:
And you said a lot there that is so amazingly powerful. One is your choice. You said that several times, and I equate that, and many others do as well, to liberation. You're free to choose what you want, what you're going to do, when you're going to do it. You don't have a corporate clock to punch as so to speak, or a boss telling you exactly what they want done that day. That's one of the joys of being an entrepreneur. There are many others that are, you know, many things that there's reasons people aren't entrepreneurs. I mean, it is not for everybody. You got to have thick skin. You got to be disciplined. And I'm not saying that corporate employees don't have thick skin and they're not driven. It's just a whole different dynamic. You know, as a corporate employee, you know, you're getting paid every two weeks, every month. There's that nice, wonderful, comfortable feeling. And it is a comfortable feeling. I came from corporate. And then as an entrepreneur, you don't you may not get a check for a month. You just don't know. It's about your sales and how that's all going. So it's a different it's a whole different game. And then you said the thing you did was very astute and that's is why you are a successful entrepreneur. You took a situation where we were closed down everybody, and you found a solution for it. You you use that as an opportunity to tap into something that everybody needed. And you went in and then perfected it. And that was live virtual events online that everybody could attend because we're all home anyway, so why not? And the internet was still working, thank the Lord. And uh, yeah, choice though, that was the big word. And I love that your word of the year is ease. And I hope a lot of people take this. It doesn't mean that Robby's not going to work hard. You're going to work hard, right, Robby? You always do, right? Yeah.

Robbie Samuels:
Ease is not easy.

Brian Kelly:
Yeah, I love it.

Robbie Samuels:
It just means that if if a pathway is working for me, I'm going to follow it. You know, I'm going to look for the revenue and the relationships that are going well. I'm going to invest more time and energy in those, those pathways. Um, you know, I spent over a decade before the pandemic teaching people how to network at conferences and events and worked with organizations to help them design more welcoming and engaging in person events. Back when we did not say in person, we didn't have to. They were just events. Yes. And I had a talk that I did called Art of the schmooze. And my podcast on the schmooze kind of came from that talk, that title. Um, I did that for 10 or 11 years all over the country. Half that time I was still employed, but I was taken days off to go. My mentor said, you'll know it's time to quit your day job when it gets in the way of your business. And that moment started to happen. But when I left my business, my left my day job, I had to figure out what audience I wanted. It wasn't the nonprofit world that I had been working in. And so that's when I launched the podcast, and then my first book came out, and then a group coaching program, and then a then writing for HBR and then a Ted talk. My Ted talk came out in January of 2020. And I have to tell you, Brian, I was poised to be an overnight success. Ten years in the making. I worked real hard in that launch. I aimed for 100 comments on my YouTube page. You know, I did a big push and then two months later, March 2020, nobody needed to know how to network at events. The only app we were doing was at home. I had to find a new way to show up and offer value. Now. March 9th, I accepted that it was happening. March 11th, I had a meeting with my peer mastermind where someone said, Robbie, you don't think of networking as something you only do in person. You've you've built a global network for five years.

Robbie Samuels:
Go help people. So I kicked myself out of the way. The next day, I wrote a blog post, nine Ways to Network in a pandemic, and looking at that list Thursday night, 8:00 at night eastern, I thought, wow, I should do one of these. Number three is host a virtual happy hour. Now, I've been using zoom for years, but for like one on one calls and interviews and some group coaching and masterminds, I never looked at the settings. I didn't know I had access to breakout rooms, for instance, but I decided I would host a virtual happy hour and the next day at five eastern is when it happened. Uh, 20 people came. You know, I, I had some good instincts and some training about how to facilitate virtually. And I did it every week, and I started doing it for other people, all pro bono. The inbound number of inquiries and pick your brain calls started to happen. And fortunately, at the same time, I was doing coaching with about a dozen entrepreneurs a week and was able to realize that if I was working with them, I would never tell a client to just fill their calendar with social calls. And so I turned those calls into research calls. And on April 14th, 2020, I announced two things. One, the weekly call that I had been doing. We came to know more about Zoom Virtual Happy Hour, and two that I was piloting starting in May, a four week training to help people become more confident and competent using zoom. And I ran that training four months in a row. It became a certification by the third month, and by August, companies started reaching out asking me for help. And by November, I looked up from a working every day except June and Thanksgiving and realized that I had a thriving six figure business based on all new revenue streams. So I'll pause there because it's definitely more to the story. But that was my whirlwind of 2020.

Brian Kelly:
And that's quite a whirlwind. Um, and that is somebody who took action. You went in it and you did more in less than a year than most do in ten. And I just wanted to point that out for everyone watching and listening that, you know, he came out saying his word of the year is ease. He's not taking it easy. And what he's doing isn't easy. He's just I was going to ask you this. You are. You said if the pathway looks like a good one, I'm going to go. Stay down it. What are. What tells you it's not. How long do you give a certain path? A chance to be the right path before you say, you know what, I probably should just steer off of this one and go to another one. What is that? What is the criteria for you?

Robbie Samuels:
There are two things that I pursued this year that I didn't get enough traction on. So I can give you some real life data. Um, I would say I would put a good effort in for about six, eight weeks. The question is, what do you do in that time? Um, I already know enough about my audience that I don't I don't need to do quite as many research calls as some of my clients do when they're first getting started. So what I usually aim for is to have, you know, somewhere between 6 and 12 conversations, um, to see whether the thing I'm thinking about resonates with people. What often happens is, even if my idea doesn't resonate, I get new ideas. Um, and sometimes not. The idea is bad, it's just not quick. So I have never worked in corporate. My background is nonprofits. My livelihood was events for a very long time, so the world of associations and conferences was a big part of my life. So when I'm thinking, well, how do I bring my zoom like expertise into the world of corporate? I thought, okay, I have an idea now how I'll do that. So I pursued that. I went to a great conference, I met good people, you know, I got invited to do a little pro bono thing with one group. You know, it's just like. But that's a much I mean, it's a it'll happen, you know, I'll get some gigs over time, but it is a long view. It's the long game. It is not immediately people like, show up my inbox book in time on my calendar and wanting to give me money. So okay, I'll, I'll do some preliminary work for that. And then I had that program that was a certification program that I had debated whether I was going to sunset. And I thought, well, there's this online, there's this forum that basically, you know, advertises this kind of program like any kind of virtual, you know, coaching program, but you have to get 100 people to join a waitlist to get marketed through them. So I was like, okay, you know, I can do that. So I filled out this form and basically invited people to check off whether they wanted to get my free content or pay.

Robbie Samuels:
And I gave them three options for price points. And out of, I don't know, 112 people like eight were interested in giving me any kind of money, and it wasn't the amount that I thought it was worth. And so yes, I am got this thing listed on there, but I was like, no time has passed like that information is still here, but I can repurpose it in other ways, so I don't need to pursue that. Then I had my mentor, Dorie Clark, say to me for the third or fourth time in five years, why are you not a book launch coach? Because you've had such success with your own books. I've self-published three books that each have over 200 reviews. I have do these dynamic and engaging launches that lead to new revenue, not just book sales. And I've done that for other clients now a bunch of times in the last few years, it's becoming more and more people getting on my calendar never won my website, just something I did like off to the side. So that was in October November I announced the Kindle Cross promotion sales campaign two weeks before Black Friday, and quickly pulled together 60 books from 50 authors. We all lowered our price and cross promoted from that. In December, I lined up $15,000 in new money based on book launch packages or six month coaching packages, all basically from people hearing what I did and I thought, ease. Like, I'll do that, I'll do more of that. Like that. Okay, now none of this happened in six weeks. It happened in 16 years. Like it's the lifetime of what I've been doing that led to the moment here. Like I said, no, the first few times my mentor said, why don't you do this? Because I didn't want to be branded as simply a book launch coach. I'm at a point now where that will not happen. I have expertise in several other areas that do not go away, and even if I'm not pursuing them full time or focusing on them, even the even the in-person networking, I just got invited by Amazon to be on their This Is Small Business podcast, and a year earlier I was on NPR's Life Life Kit podcast.

Robbie Samuels:
Both found me through my TEDx talks that essentially I. Had I had left in the cutting room floor as of March 2020. So I think that this is the benefit of being in the long view, like just getting this work done and having, you know, good ethics of how you communicate and engage with people. People want to communicate and engage with you. And that's how I sort of think about the length of time it takes, you know, 16 years and six weeks more or less.

Brian Kelly:
And that was, uh, that really stood out when you said that, um, that is so true. You know, it took me, you know, it's it's like it took me ten years to be the overnight success that I am today is a common, uh, saying. And it's so true, especially in business and entrepreneurship, because we're always learning, evolving and advancing. And where we are today is, like you say, it's not a 6 to 8 week. It's yeah, it's focused effort on one thing, but it's the culmination of everything we've learned and know what to do and what not to do over that past decade plus. That is the reason that we are able to take that in 6 to 8 weeks and turn it into something, either a yes or a no. But now we have the knowledge and background to say that's good or that, you know, that's not working out so great. Uh, you do a phenomenal thing. And I can tell that you are able, because of the networks you've built, to bounce these ideas off of your networks, to find out if there is a market for what your new ideas are. Is that something you've leveraged in? Yeah. You're shaking. You're nodding your head.

Robbie Samuels:
Oh, 100%. I mean, so no more bad Xoom.com is a free now. It's a free monthly event, but I held it weekly for two years and I didn't charge. Still don't. Uh, and it was a great place to try out things and to see what questions people had. And the very beginning, I would say for two years it was solidly about zoom, but then about two years in, I was debating kind of, you know, I like the idea, but I wanted to kind of shift the focus. Like my business wasn't just zoom and I. I announced that I was going to open the Content and Connection Club and all founding members for the first month. Anyone who joined who were basically people who are already in the community, it's ten bucks a month for life. And it was interesting how some people opted to not continue and only show up for the free monthly activity. But it made sense. They weren't the entrepreneurs. They weren't working on that. They didn't. They didn't have that strive, that effort. And then the price went up to $25 for a little while, you know. And then I said, I really I really want to keep doing this, but I want to really I want to make this more robust. And so I announced to my members that we were going to be $100 a month. Again, their price never went up, but I said I want the value to be $300 a month. What can you do to help make that happen? And then they all came up with ideas. And so now we have I host a co-working session. Members also host co-working sessions. We have a business book club. Um, we do member hosted office hours. We do five minute member spotlights. We always have had and continue to have a weekly mastermind Yeah that's worth way more than even $300 a month. Like, and I give half the money to Feeding America because on March 9th, 2020, I recognized that as much as I was scared about what was going to happen next to my business, I didn't want to respond with a scarcity mindset. I really believe in abundance.

Robbie Samuels:
So I thought, you know, people are going to need food banks more than ever. People who would never have gone to a food bank will need a food bank. And I gave my first monthly donation, and I wanted my hand to stay open to opportunity. And within two months I met, uh, event teams, uh, from Feeding America. And they became my biggest client. And I live in a brand new beautiful house for the last two and a half years because of the work we've done together. So food insecurity had not been my number one issue before the pandemic. And now it really is. Uh, and I love that we get to support our food insecure neighbors. And half the money from this program gets to go. And so this past year, I wrote a $3,500 check. And my goal for this year is 15,000, because I really think we can it's it's totally reasonable and a way for me to give back to an organization that's doing so much and has helped me personally.

Brian Kelly:
Kudos. Kudos to you. And oh that's phenomenal. It's amazing how when we our mind shifts like that, how opportunities just blossom right in front of us, like, wow, where did that come from? Well, we know, but wow, where did that come from? Um, yes. And even my good buddy Christopher Rausch says, wow, that's awesome Robbie. And he's he's also another dear friend of mine. I know him very well and he's a great, uh, speaker as well. He's he runs a coaching program and there he is, happy kickass new year. That's his one of his his, uh, his, um, brand includes kick ass and everything. It's pretty funny, and I love it. Uh, Andy LaRusso says congrats to everything. And, uh, congrats. Very inspiring. Robbie. And, uh, this this one's probably one of my favorites. Another buddy of mine, Don Holbrook. Young kids, I'm only 71. As we were talking about as we started the show, how old we are, relation to each other. But, you know, this is it's cool because the age thing that comes up now and then, I remember I met a gentleman who ended up becoming my mentor. He literally could be my son by age. He was 18 years my junior still is, and that never entered my mind. Not once. I don't care. Male, female, I don't care religion, any of that. It doesn't matter as long as you know our values are in alignment and that I think I can get the results I'm looking for. If they choose to mentor me and, you know, it just that's I just want to impart that upon everyone. It's like, it doesn't matter. The surface never matters. It's what is underneath. And are they at a space that you would strive to be in, you know, is it are they at a level higher than you make sure they're higher than you, please. You don't want to be mentored by someone who's either at the same or less than you are, because that could be a waste of time. It's like playing sports. Robbie. I grew up playing sports, and if I ever played and I often would play against guys either my equal or less, I would never improve.

Brian Kelly:
Never. You had to play and and be willing to lose every time you matched up with them one on one. But you learned and grew and got better. And it's just a great lesson in life. So, um, and you've mentioned mentor several times now and I love that. And, uh, I always tell people, even if it usually does cost money and hopefully it costs a pretty penny, if that means you have skin in the game and you're going to take it seriously and it's always worthwhile. I mean, what is your what is your opinion on having a mentor? If you were to tell a brand new entrepreneur, you know, how important is it to have somebody there in your in your corner helping you out along the way through your entrepreneurial journey?

Robbie Samuels:
Well, my mentor is, uh, is how I sort of give homage to my friend Dorie Clark. And Dorie and I met back in 2008, uh, and we both were at a at a breakfast info session for a leadership program in Boston, which she then did in 2009, and I got an opportunity to do in 2015. Mean, but, um, we, you know, we we hit it off and stayed in touch. Uh, and and started to I started organizing. I was doing events at the time. She started coming to my events, and then we started co-hosting dinners organized, like networking dinners together. And I remember one where it felt like an intervention, where everybody we had invited was either a full time, uh, entrepreneur or had a really strong side hustle. And they were trying to convince me to leave my day job. And that was the moment where I was like, oh, but I like security and a paycheck and, you know, and, um, but but within the year, like, it all settled in my brain and, um, I once the story where I called and I said, okay, I'm going to do it, I'm going to do it, I'm going to leave my job. I have a plan, uh, and it's this two year bubble. And she was. That's not a plan to quit your job. So I called her, like a month later, I was like, okay, I gave my notice and I'm going to give him. I gave him eight weeks and I'm out of here in December. In November. And she was like, there you go. So I had been in that job for a decade. I was I was comfortable, I wasn't planning on going anywhere. So she's always had my back. And I have long said that there are two women who've had an incredible impact on my life. There's Dorie Clark and there's my wife, because they have both just kind of had me there. And my wife is not an entrepreneur, has no interest in being an entrepreneur. But I have to say, it's a special kind of person who can be married to an entrepreneur. That's that's I think I would say even harder because you have no control over what's going on.

Robbie Samuels:
You just have to trust. And, um, there have been times where my business was making, you know, as much as I'm spending basically in, in, uh, training and education now is how much I, I made for the entire year a few years back, you know, so I can totally remember times when I had to say, like beginning of 2020, my podcast cost 5000 a year and I need to keep it running. And she said, yeah, I get that, you know, like, that's amazing. Now it turned out by the end of the year I was making good money, but we didn't know that. But I said, this is this is it. Like, I got to keep my finger on this. This is the people I'm going to be needing to know, and I need to keep putting content out there. So, um, having people like that in your life who are going to hold something up in front of you and, you know, keep asking you good questions, uh, introducing you to good people. Um, that's what I love about it. And I always, like you said, seek out people who are, you know, smarter than me about different topics. I'm often the person in the room who's giving advice. I, I'm amazed when I get to be sitting with someone on a get to know you call, and they turn the table and start coaching me. I'm like, wow, this is a person I got to stay in touch with. This is pretty cool. Um, because it's usually me being like, here's some links, here's some books you should read. You know, like, you know, all that stuff because I want to give back and help. But it's awesome when you meet people who've gone a little further, maybe even gone around the corner from where you're going, and they know what's coming up. And, uh, my life really took a turn when I hired Dora to be my coach for a little bit. And she said, what you got to do next is write for Harvard Business Review and do a Ted X. And I kind of. What? Uh, because that was not on my to do list. And by the end of that year, I was writing for Harvard Business Review and had done a Ted X and those things years later, no one ever says to you.

Robbie Samuels:
But was your Ted talk on the zoom stuff that you're doing now? Like, no one cares. Like they don't. They don't ask that you've been observed to be seen. You've been recognized as an expert in one thing. It makes it a lot easier to be recognized as an expert in something else. And that's what I mean by like 16 years plus six weeks, like it's the effort all that time of of like a lot of it early on was not revenue producing, you know, hosting a podcast, my book, my first attempts at group coaching programs, you know, like, you know, wasn't making big money. Um, but I was learning and I was learning how to do a lot of things myself. So even though now I pay people to do a lot of things, I can really relate to a new entrepreneur. And then there's like, there's three books I give every new entrepreneur. I know you're a big reader, so I'd love to share with those three books are please. All right. So, um, the first is the most common entrepreneurial mistakes and how to avoid them. Um, and, uh, that book is by my friend Lisa. And it's so important because she's interviewed people in 2001 and during the pandemic to see how they react to just like chaos in the financial world and the lessons learned, there are the kind of things you wish that you had thought about when you were first getting started. It would save you so much time to even have a heads up that these are things you might be concerned about. Um, the second book is a little self-serving, but it's my second book. It's the. Small list, big results launch a successful offer no matter the size of your email list, and a lot of people think the reason their offer isn't going to work or isn't working is they don't have a big enough email list, and they put a lot of money and effort to build their email list. And I am not against email list. Great idea, but there's no reason you have to wait to 80,000 people on your list to sell something. Your network is always bigger than your email list, and so the book shows you how to discover likely prospects and likely referral partners from within your existing network, and do research calls so you can really understand what their needs are and the language they have, and and fill out a pilot program and go off and start creating something with or without an email list.

Robbie Samuels:
And then the last book is Profit First by Mike Michalowicz, because a business means you sold something. A successful business means you know where the money is going to come from. Going down that pipeline. A thriving business is one where you pay yourself. I think too many of us are working too hard and not pulling money out of the business. And I asked a lot of people early on first, like year or two of my business, when I was full time, how do I pay myself? The answers were so wishy washy until someone said, have you checked out profit first? And the minute I implemented it, I started to pull money out. It wasn't a lot of money. I wasn't making a lot of money, but a small percentage came out to me and I stopped immediately saying, wow, $5,000. Oh, here's this thing I can spend money on and then pay five. Like I started to pay me and pull money out for profit and taxes. And that a large part of why I'm comfortable today is because that system has been in place this whole time. And if again, it's kind of like telling a 22 year old to open a Roth, you know, like go for it. Just start putting money away right now. Like like compound interest is your friend. Let's do it. You know, like like, oh, what if I had what if I had done that? You know, we we all think, oh, if we only had the ability to, to buy Apple when it first came out, you know what? You could put money in a Roth when you're 20 and be just as well off when you're 50 as the person who hit it big. So I'm like, how could we avoid some of the pitfalls? And that's what motivates me to continue to be a coach, even when that hasn't always been like the main part of my business. I've always been a mentor or a guide to other people, which is why I love organizing my Content and Connection club. And I offer actually a 30 day free guest pass so anyone can come check that out.

Brian Kelly:
Awesome. Who is the author of the first book? I didn't catch that. The most Common Entrepreneurial Mistakes and How to avoid them.

Robbie Samuels:
I know I didn't say her name and I want to make sure I get it right because I, um. Uh, here we go. It's Mac. I want to make sure I'm spelling it right, because I want to make sure. Okay. Here we go. Mcdonald. Mac. Donald, I knew I wasn't. I want to make sure I was spelling it right. Mac Donald. Got it. So, Lisa McDonald, uh, the most common entrepreneur mistakes and how to avoid them. She you know it really good information. She's, by the way, a member of my club. So you get to hang out with those kind of people. Um, and where we do a monthly book club. So we've gone through those three books, like, that's, that's the kind of thing we then do as a group because it's, it's helpful to read, but it's really helpful to have a community where you pick it apart and talk about how to implement. Because as you said, it's not just about reading. It's about, you know, being inspired to take action. And um, I rereading rereading that book, Profit first was kind of funny because there's some exercises that, you know, like, basically he's trying to figure out what percentage you put towards expenses versus profit. And I remember when the answer back then was, um, all of my money goes to my expense account. I only have one account. Of course, all my money goes to like, what do you mean, like what? And now I was able to do the math and realize that I. I am doing what I intended to do with my business, like percentage wise. So that felt really good to see that that was up and running in the right way.

Brian Kelly:
Well, so much awesome stuff to, um, to basically hit on with what you've come up with, uh, over this course of this show. And that is, uh, one thing that really stood out to me, Robbie, was when you're talking about being in a network group, networking group, someone in there suddenly turned the table and started coaching you, and I was really leaning in to see what is his, what was his reaction? You know, I'm waiting for you to say it. And you said what very few would say. Yeah, that was cool. Most would have their ego in the way and saying, who the heck is this to tell me or try to coach me when I'm leading this group or something to that effect. And that just told me that you have mastered pushing your ego to the side, which is very important for anyone looking to succeed in business. Uh, I've been there and still to this day struggle with ego. I think we're humans, so we do. But when you know, and you can actively just say, wow, I'm actually I would love to receive new ideas from somebody else and not think that, oh, I just know everything. How could they possibly come on my group and say they know something I don't? So that stood out, and I just want to make that kind of a teaching moment for everyone. And the Ted oh my God, when you said it didn't matter what the topic was, how true is that? I was on a Ted talk. Stop. I don't need to hear another thing. Let's do something together. Right? And that's a similar concept when it comes to authoring books. Like if you're talking to somebody and you don't know them yet, and then out of the blue, they mentioned they authored a book. Your view of them just goes up by a little bit or a lot at that one instant, because it is they have an authority status now instant, just like a Ted talk. That's like way up compared to just a book. I shouldn't say just a book. A book is a big undertaking. You and I both. You've gone through three. I'm just finishing my first.

Brian Kelly:
And I understand how, uh, what kind of dedication that takes and and stick to itiveness. But the cool thing is, it doesn't matter. Even the book, it doesn't matter. You just say I authored a book. Give them a title. It doesn't matter what it's on. You wrote a book and it it really lifts your authority status in other people's eyes. Now, I would step back and say, don't do it just for that reason, but just know that it really doesn't matter what the topic is either on the Ted talk, or your book, or the title of your show or your podcast, all of that stuff. Um, it just doesn't matter as much as most people, uh, think it does. And then thank you for the three books, The Most Common Entrepreneurial Mistakes and How to Avoid Them by Lisa McDonald. Uh, small list, big results. I didn't get the subtitle to that by somebody named Robbie Samuels. I think launched.

Robbie Samuels:
A successful offer. No matter the size of your email list.

Brian Kelly:
I love it. And I love the fact that it's, uh. Yeah, you said something that really resonated, and you said your network is always bigger than your email list. It's like, whoa, I've never heard anyone say that before. I mean, I've done a lot of these shows that was profound and powerful. It your network and people might go, what do you mean, my network? It's like you do have a network. You probably just haven't focused on what it is and who they are that fill that network. But oh boy, if you've been on this planet or 30 years or so, it doesn't matter. You've got a network. Um, and then profit first by Mike and I did not get that last name. I put michalowicz michalowicz michalowicz.

Robbie Samuels:
Yeah. He, uh, he was the host of the Profit First podcast, and I think he changed the name recently. He's a really well known author. He, uh, toilet paper entrepreneur. And, um, he's got a lot he's got a lot of great books. He's prolific author.

Brian Kelly:
And the common theme I'm hearing and pulling out as I listen to you is networking and masterminding and being with other people, and it's so powerful. I've just recently gotten involved in two different masterminds, and you get some ideas you never would have thought of. Uh, you know, you get to hear about your business through someone else's lens. They're looking at a different way than you are. Uh, how many times, Robbie, maybe it's not happened for you, but, you know, you hear somebody else talk about their business, and you, you all suddenly have all these recommendations and things. Oh, I know I can help you with that. You should do this, this, this, this, this, this, this. Then you go to your business and you go, uh, uh, you get stuck like, I don't know how to build my own business, but I could tell everybody else instantly what to do with theirs. But why is that such a block? Does that happen to you?

Robbie Samuels:
I think this goes back to the phrase coaches need coaches. So, yeah. Um, I have had coaches on and off through the years. Um, I sometimes lean more towards having like strategy partners. Um, because I just, I want to tease out what I'm doing next because I'm really good at implementation. I trust myself on that. Um, sometimes, I don't know, like the, like, like getting into corporate has been sort of dangling in front of me as a carrot for a long time. The fact that I hadn't figured that out yet actually was feedback to me that I needed to spend a little time deciding whether it was worth it, and then stop thinking of it as a thing I wasn't doing. Like I had to actively say, okay, you did it, and now you're going to let it go back to the back burner and not feel anything negative about the fact that you're not, you know, it's just sort of that. So I think sometimes having the pure mastermind, um, I run one. As well as, you know, running masterminds for my clients. What I love about a pure mastermind in particular is that while I work to be transparent with my club members and my clients about how I'm building my business, there's also guardrails there, right? Because they're paying me so they don't I'm not going to have them, like, listen to me moan about something that's not working right now. My peers, I mean, we hold each other. We meet every two weeks. Um, what what's really great is that I had no concern about sharing the successes I was experiencing, whether it was financial or being on certain shows or my book or whatever it was, because these people had been with through the entire journey. So if you want to unabashedly celebrate your wins, you need to have spaces where people can hold you through the challenging part as well, because those are the people who are going to absolutely cheerlead you through that and be there to say, we know how how hard this was to climb this mountain. And I think for me, sharing my success has been part of my brand because I will also reveal how I got there.

Robbie Samuels:
This is nothing magical about it. Um, it is effort, but there are processes and systems and things to say and all that, um, that I that do actually make a difference. And I'm happy. I'm also happy to share knowledge without having to get paid to do it. Um, because I believe by giving away my time or money, I will have less time or money. But if I give away knowledge, it actually just increases the abundance of my whole community and something great will happen back to me in some way in the future. So to me, that's that's how I been wanting to operate, rather than a scarcity mindset that I have to charge for everything.

Brian Kelly:
Uh oh my gosh, I resonate so strongly with that. You have no idea. I love helping people. Uh, and yeah, when you give and not doing it with the expectation of getting something in return, you get more returns, uh, greater than you could ever imagine. And but still continue knowing that that happened to give without expecting something in return. That's the little dance that we go through. But I don't go through the dance. I just so purely love and truly love helping people. Uh, you know, I love doing this show. I love the fact that this show will result in more exposure to you. Robbie, I just saw three people that made comments that probably didn't know you existed, and I'm very happy about that. Uh, that they can reach out to you, you can reach out to them, have a collaborative whatever happens. So it's just a joy to help people. And, you know, if we didn't have to have money, just the feeling of knowing that you had something to do with someone else's, uh, up leveling in their life, it would be enough for me. That would be all I need. And it's just a joy I wanted to talk about. You brought a gift to the table. A very, uh, very wonderful gift. I mean, something that Christopher Roush would say. It's a kick ass gift, to be honest. By the way, Christopher did coach me for a period of time as well, and he is an incredible accountability coach. Meaning, you know, he'll put a challenge in front of you. And if you don't, the way he did it with me is if you don't succeed, the payment, uh, the pain side of it would be great. And I'm like, wow, you don't have to do anything else now. Now that I know what I'm up against. But then he would check in on me and and he wouldn't even have to bring that up. He had a masterful way of getting results out of me and it worked. So I highly recommend Christopher Roush. I like to give shout outs to individuals who come and watch and comment, so I appreciate that, Christopher, but I would like to showcase your gift if you don't mind. And I put it up very quickly on the screen while you were talking just a moment ago, and it was, um, break out of of boredom, break out of boredom. And, uh, if this is something you would like to just take over and let people know what this is all about, I would love for you to take advantage of it. I'll put it up on the screen here.

Robbie Samuels:
My third book is Break Out of Boredom Low Tech Solutions for highly engaging zoom events. And if you go to break out of boredom.com, you'll get a free resource library full of checklists, step by step guides, uh, video tutorials, sample runner show, uh, all kinds of content that will help you really level up your zoom game. So if you make money online and you're using zoom or even another virtual platform because the the ideas in the book, um, there are technical pieces that are related to zoom, but there's also just a lot of, um, best practices and strategies that are around facilitation, for instance, and design that would work for any platform and even in person to some extent. Um, so yeah, go to breakout of boredom.com and you'll see there's a list of topics, um, and different resources there. Um, one of one of the things that, um, I love to do is just give people enough information that if they don't have a budget, they can DIY their way through the process. And if they have a budget, they realize I can help them. And then we work together to make them go further, faster. So right there you're about to get to. That's the free bonus resource section. If you want to even just pause right there. Uh, and you get invited to a free monthly no more bad zoom virtual happy hour, of course. Uh, and hang out with us there. But you can already see speaker prep session checklist, green room checklist. Um, I show you how to set up PowerPoint with one monitor so people are seeing your slide full screen, but you're seeing your speaker notes. Yes, that is possible. Took me like nearly four years to figure it out. Um, I know.

Brian Kelly:
Exactly what you're talking.

Robbie Samuels:
About. I gave you a guide for setting up your zoom meeting so that people aren't coming in unmuted. Um, all kinds of things we can do. And there's a bonus in there that is not in the book. And that's the custom video filters tutorial. There's a way to have something pop up on your screen without having OBS or Ecamm or any third party tool. Kind of like that image at the top there. Um, yeah, right right there. But if you if you scroll at the very top of the page, you'll see me pointing. That image is popped up on my screen as a, as a, um, it's a virtual overlay, a video overlay, and, uh, that is built into zoom. So if you've got a regular paid zoom account, uh, pro account, you can just do that. It's really cool. That way you don't have to have a slide for everything. You can be full screen and then just pop something up on the screen for a moment to kind of point something out you don't have to deal with, like learning another software Ecamm, OBS and all that if you haven't yet, if you haven't yet built out a whole tricked out studio and figured out how to do all these fancy things, you probably won't. And so the type of people I tend to work with have, you know, at minimum and sometimes maximum laptop, uh, maybe, maybe a light and sometimes an external microphone. But I want to show them how to focus more on technique versus technology. And if you improve your technique, you are going to get better. This book hit number 1 in 18 paid categories across Canada, UK and US. And after this book, which is my third book, more and more people came knocking asking how I did it because they were on my launch team and they wanted to get those results for themselves. And I believe the book is meant to help you wake up and engage your network. And so I help people get 150 people in their launch team that have at least two thirds prospects, so that the whole part of building the launch team is also having conversations with people that might want to either buy from them or refer for them, and it leads to new revenue streams, um, or improving revenue streams. You already have, not just book sales. So, um, that is why I'm putting together a biz book publishing hub to attract people who support entrepreneurs becoming authors, because my ideal client for my book launch has a manuscript that's ready for the editor. So I, I'm working with people who can get you to that amazing milestone, and then I'll take you the rest of the way.

Brian Kelly:
And that is so needed. And we were talking about that just briefly before we started the show to have that, um, that book resource and have the ability to have somebody show you how to launch because, uh, there are so many different strategies that you hear about, uh, but you know what? What is more powerful than being able to say that we have the wrong screen up? What is more powerful then being able to say that, you know, you are a best selling author of a book or even part of a book. I did a collaborative where I was just I had five pages in a book. I was asked to provide a chapter, and I just was trying to be respectful and did very little, um, even though it was, I put everything I had into it. But I can say I'm an international best selling co author as a result, which, you know, I'm looking to get that for my own solo book coming up here very soon. But so tell me real quick. Oh my gosh, five minutes. No. Uh, what impact did authoring your first book have on your business directly? And once it once it got published, you mentioned, uh, Ted but what about the book by itself if people haven't done a Ted before?

Robbie Samuels:
So the thing about books is, um, uh, you know, because I'm part of the National Speakers Association. So in a lot of ways, it feels like you have to have a book in order. You know, it's like having a business card or a website. So I went in with the idea, well, I got to write a book. And when the book was heading off to the editor, I thought, this is a good book. I want people to read this book. So that's when I started to really think about the launch part of it, which turns out I like more than the writing part. Um, and you were just talking about being part of these collaboratives. You know, I have a friend who's got a book, uh, Phil Jones. He wrote exactly what to say. I don't know if it's in, like, 17 languages. He sold millions of copies. That is an international best selling book. So I actually, even though I've had number one bestsellers in 29 categories across four countries, don't use the terms international best seller, because I'm not Phil Jones. Like that is a thing. Totally different scale. Now, that's not to say having a book isn't good on its own. What I think stands out is having reviews in a book, because the number of number one spots you get in or don't get in that doesn't stay on the book. You will not know that unless you like I did, I grabbed screenshots, so I have some proof, but otherwise that's on the book sales page. Not known. So what I worked hard on for my first book, and everyone subsequently was to launch at least 100 reviews. And that means a really strong pre-launch game with a, you know, three times that number of people on your launch team, um, hand-holding people through the process of getting the book written, the review written, and getting it on the website for Amazon. But to me, the goal is 50 plus reviews. The process wakes up and engages your network, leading to all kinds of other opportunities. Byproduct of a well done launch is that your book hits number one. That's not the goal. It is.

Robbie Samuels:
If you choose good categories, you follow the process. It's I mean, it's kind of it's impossible to not in a way like it's going to hit number one, but to grab your screenshot. But the thing that will have longevity is the number of reviews. And so many books get published and end up with less than 20 reviews. And as a podcast host, I get pitched by PR companies and podcast placement companies where I know people are spending good money to get, you know, pitched to me and they got seven reviews and I'm like, what? So yes, you should have a book. Uh, but in a world where people are writing books with AI with very little effort, right, a quality book written from your own thoughts and get it edited and get the best cover designer you can afford and the best editor you can afford, and make the book incredibly valuable. I don't. I'm not even telling you how long it needs to be, it just needs to be valuable. I'm not about fluff, so my first two books are pretty short because I told you what I told you and that's all you needed to know. My third book is 64,000 words and there's like 100 plus, you know, graphics. That book needed it and not a sentence more. So get up, get your reviews, because that's going to matter in the long run. Um, and so that that did help me. I mean, my book came out and it was strong, but I was trying to figure out how to monetize my next program, and I didn't have one yet. And I asked my mentor, um, hey, I'm thinking about doing this, uh, virtual online series. You're going to learn a lot. I want to note that that is not advice. That is a prophecy. So, um, yeah, I did I learned a lot, and I wrote about that experience in my second book, and I waited to publish my second book until I had a plan for what I was selling after I waited years.

Brian Kelly:
Interesting.

Robbie Samuels:
And when it happened, people were like, how did you turn your business around so quickly? Well, I had almost 20,000 words written and I brushed them off. I did a bunch of research calls. I did group calls, um, to also sort of test ideas. And then from that, that's where my second book came out, which was me walking people through the process of what I was teaching other people and applying to my own business. And it wasn't until March 2023, on the three year anniversary of my first virtual happy hour, that I got to, um, launch my my zoom book and, uh, and no books. This year is the plan. I want to help other people launch their books, but.

Brian Kelly:
Oh, that's.

Robbie Samuels:
Awesome. Not planning to write my own.

Brian Kelly:
Well, we're gonna we're gonna close up the show with this one final question that I love to ask every guest that comes on this show. It is a doozy. It's a wonderful question. It came almost by accident, uh, over the course of the first couple of years of doing this show, now and then I'd ask that question, and then it started hitting me like, wow, these answers, they are profound. And so before I ask you, which is going to be right about after I'm done blabbing with about this, and that is, there is no such thing as a wrong answer. It is it does not exist. It is not a quiz. The only correct answer is your answer, because it's going to be unique to you. So it could take you a microsecond and you go, oh, I know that one. Or it could be several seconds. In that case, it's still absolutely a perfect answer because it's your answer. And I love to close the show with this. And I will ask your permission afterward. I'm I'm putting together a book, a collaborative, and the title of the book will be the Question itself, and the answers will be yours and others that we'll put together in a collaborative. It's that it's that cool. So with all that wonderful little quick build up, are you ready? Sure thing. Of course you are. You're a pro man. Of course you are. All right, here we go. Robbie Samuels. How do you. Define. Success.

Robbie Samuels:
So success for me is knowing and believing that I'm the arbiter of my own schedule and being able to make decisions about how I spend my life and my money that feel right for me and my family and success is knowing where my revenue is coming from and being able to pursue new revenue ideas as I have them without worrying about selling just for selling sake. Uh, not doing what other people are doing to keep up, uh, not chasing shiny objects and not getting stuck on noble obstacles, but doing things that are fulfilling and have an impact in people's lives and a really positive way and attract really quality people into my world. That's what success is.

Brian Kelly:
Um, and just to the point, no two people have ever answered that the same way. And I've been doing this for quite some time, so I appreciate you, Robbie. One last quick thing is how what is the best way for people to get a hold of you? I know you have a website by your own name. Uh, email. What is what do you prefer for people to reach out to you?

Robbie Samuels:
So Robbie samuels.com is the home of everything I do. I am a multi-passionate entrepreneur. We covered a lot of topics. You will find ways to all of them there. Um, and I I'm actually working on getting information out on my website about the book stuff, which is not yet there, but it will be there soon. Uh, I'd love to have people connect on LinkedIn, actually, and let me know. You heard me here. Um, but I'm pretty active on LinkedIn. I would love to support what you're doing as well. So, um, those are the two main places. And then Robbie, Robbie samuels.com, if someone wants to just reach out via email.

Brian Kelly:
Okay. And for that wonderful, uh, book and gifts, um, I'm bringing it up here real quick.

Robbie Samuels:
Break out of boredom. Com thank you. Yes. As in break out of boredom. The think of a breakout rooms where you're just like, what are we supposed to be doing here? Yeah. So I've 10,000 words out of the 64,000 word book. It's about how to design really thoughtful breakout rooms that lead to the outcomes you're hoping for. So, yeah.

Brian Kelly:
Yeah, it's like being in a in in the corporate meeting. They're just, you know, a waste of time. And you just want to shoot yourself instead of go to it. So and that's I'm glad you have this resource that you put together. Thank you for doing that. Thank you for making it available. I'm going to go grab a copy myself. I love, uh, collaborating and interacting with guests who bring some great value to the table. And you are one such individual and I appreciate you, brother, for not just for. Being a successful entrepreneur. But for the way you do it, you do it out of your heart and you want to help people. And I can just oozes out of you as you're talking through all this. And for you to put this kind of level of effort, discipline, persistence, love into it, that just speaks volumes to me of what kind of a amazing individual you are. So I wanted to say thank you from me to you directly for everything you're doing and just what you're about to do. I can only imagine and I wish you nothing but the most supreme success and prosperity, so that you can go out and serve even more people and crush it. So thank you so much, Robbie, for coming on. You're a gem, my friend.

Robbie Samuels:
Thank you.

Brian Kelly:
You bet. That is it for us. Ladies and gentlemen, on behalf of the amazing Robbie Samuels, I am your host, Brian Kelly of the Mind Body Business Show. We'll be back again next week. Until then, everyone, please do two things. Just two. That's all we ask. Number one is do like Robbie is doing. Go out there and crush it so you can serve more people. And number two, above all, everyone, please be blessed. That's it for us. Take care and we'll see you again next time. Thank you for tuning in to the Mind Body Business Show podcast at www.The Mind Body Business Show.com. My name is Brian.

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