How to Get a R.O.I. from Your Podcast

How to Get a R.O.I. from Your Podcast

Have you ever wondered how much work actually goes into publishing a top quality podcast that builds your business with new leads and increases sales conversions?

To get the real answer, the best thing to do is go behind the scenes with someone who runs an agency that publishes podcasts for numerous businesses.

That’s what we’re doing today.

Charley Valher owns Valher Media, a company that does exactly that. He sees which podcasts get a ROI and which ones don’t and importantly, can tell us why.

We dive into the real truth of how long you can expect to publish a podcast before you start to see results, how much time to schedule each week, who you need on your outsource team and some great advice on how to know if your business is ready for a podcast yet.

Plus we share more than 21 ways you can repurpose your podcast into multiple assets you can use to totally milk your podcast for all it’s worth, so to your ideal client, you seem to be everywhere they look.

And as a bonus, I’ve created a free downloadable checklist for you called “21 Ways to Repurpose a 30 Minute Podcast Checklist”.

Here’s what you’ll discover today:

  • The definition of a podcast and why it is a lot like Netflix
  • What type of businesses are perfectly suited for a podcast
  • The type of person who will struggle producing a podcast… and so shouldn’t
  • Signs it is too early to add a podcast to your content strategy
  • Charley shares how his first podcast resulted in no leads after 100 episodes and the reason he realised it never would!
  • How even an unsuccessful podcast can grow your business through joint ventures with the guest experts
  • What happened to his clients businesses when they added a podcast to their marketing mix, even when other marketing strategies had stopped being effective for them.
  • We talk about drops in email rates, drops in webinar attendees and rising ad expenses and how a podcast can act as the connective tissue to increase all other marketing metrics.
  • Why now is the hot time for publishing a podcast (think it is mainstream enough now to find an audience, but still an unsaturated medium)
  • The importance of consistency and the team you need in place to make this consistency possible
  • I share the importance of the Romance Your Tribe Radio podcast in the launch of the new Romance Your Tribe brand just over a year ago.
  • The significance of the 6 month mark
  • How much time to allocate each week to publish a quality podcast
  • Why graphics matter and why a writer is essential

Plus Charley gives great advice on action you can take this week to get started.

You can watch the video, listen to the audio, download from the podcast directory, or read the transcript below. Never miss an episode. Click here for all the ways you can subscribe.

Click the image below to download the BONUS worksheet!

Charley’s Bio

Charley is the CEO and founder of Valher Media.

A company that specializes in helping business owners profit from podcasting.

He also hosts his own podcast “The Business of Podcasting” in which he shares the latest and most effective strategies and tactics for creating, growing and profiting from podcasting.

A Special Message From Janet

Thank you so much for being here. I know there are a lot of podcasts you could choose to listen to  and you chose to join me on Romance Your Tribe Radio.


I’m honoured and  grateful for your support.

If you enjoyed this week’s episode, I’d love for you to take a quick minute to share your thoughts with us and leave an honest review and rating for the show over on iTunes!

Read The Transcript Here

Janet Beckers:          Hello and welcome everybody! Janet Beckers here and I’ve got a wonderful guest on my podcast, talking about podcasting. Hello Charley Valher. How are you?

Charley Valher:         Very well, thank you for having me on the show, Janet.

Janet Beckers:          And if you’re here watching on the video, rather than reading the cheat sheet or the transcript or listening on the audio, come over and watch this on the video either on our website or on YouTube because I just reckon that Charley’s got the coolest set up in he’s background and he’s, um, high tech gadgets and, um, and I really do think your backdrop, Charley, is for me it’s like an inkblot test. Like for me, I just saw a piano board, whereas, um, you know, other people, I’m sure we’ll see windows out into the dark night or something like that. So, um, yes. So make sure you come and check that out.

So Charley, we’re gonna be talking about podcasting and Charley and I were just talking about some of the things that we’re going to be sharing with you. So get ready to take your notes cause we’re going to be looking at why you would do podcasting, why you would do it, and then how you can use it in your business. We’re going to talk about who shouldn’t use it and who should. And then we’re going to really talk about how are you going to milk it for all it’s worth. Because if you’re going to do the work, we’re going to make sure that you are seeing absolutely everywhere around the internet. So we’re gonna talk about how you can actually do that and not spend forever doing it. So, um, over to you, Charley, just to start with, can you just share with people what it is that you do and, um, and who do you work with most?

Charley Valher:         Of course. And, and very kind of you to say about my studio set up here. So for anyone having a look, we’ve, we’ve gone the extra mile to create a nice video set cause we do a lot of video podcasting as well. So as what we’re taking a look at the video and seeing does some of the stuff we’ve got in there. Um, as for what I do, um, I’ve got a company called Valor Media, which is a podcast media company and we’re a service business that actually helps people with their podcasts cause I’m of the firm belief that the expert who is the host of the show probably shouldn’t be doing anything else but hosting it so they can get a really, really big ROI on their time. That’s what we assist with. As for who we do that for it, we worked with a lot of experts, so people, Oh, who want to be positioned, maybe their authors, maybe their speakers, maybe they are coaches or consultants or bloggers. Um, but really in that sphere we like to work with people who basically, who know their stuff, they really know their topic well and then want to leverage that to be your platform.

Janet Beckers:          And you know what? I think practically everybody who was listening then when you were describing who do you work with, I would be very surprised if there was anybody listening here today that wasn’t going, Oh yeah, that’s me. Yep, that one’s me. That one’s maybe because we work with the same sort of people you know at the end. And a really important pass of the people who I work with, which are people who take people on transformation journey. So they take them from a to B with their expertise and then positioned as a tribal business leader. You know, the people that people see as a leader that they want to work with. And one of the best ways that I have found to do that is by consistently creating really high quality content that allows people to always get a glimpse of how clever you are and what results you get, how you can help people.

So podcasting is smack bang as a prime way to be able to do that. So I’m not surprised at all that the people who you help out the same people who I helped. So, um, that’s why I’m excited for everybody here to take some notes. I’m going to be challenging you as you are listening, as we’re going through some examples and as we’re going through what we’re doing, I want you to start thinking about how would you apply that in your business and if you do already have a podcast, how can you make a better from what we’re doing today? So let’s get started Charley. Well actually I was going to say we should, we don’t need to define what a podcast is because Hey everybody here is listening or watching to one. But that may be me making it a bit of an assumption. So what do you, when you’re talking about what a podcast is, what do you see it as?

Charley Valher:         That’s a, that’s a really good question. So for me to break it down, all I think of when I hear podcasting is what we’re saying is where someone who’s going to make regular content for an audience and it’s predominantly going to be an audio. That’s definitely where podcasting is at. But it can also be on video like we’re doing now. So I think of podcasting almost like I would with TV series. Well maybe the news where it’s a regular content form that can be absorbed by a particular audience.

Janet Beckers:          Okay. And I would like the idea that you’ve talked about it being like a TV series because a lot of times people will binge watch or binge listen to podcasts. I know myself as a consumer of podcasts when I’m at the gym, I will listen to two or three podcasts as I’m working out. When everybody else is listening to something music, I’m listening to personal development or business. Um, so yeah, the, it is like a television show. It can be binge-watched that’s a nice thing to keep in mind. Um, so now let’s move over. If you’ve, we know what’s, you know, people who are the experts, uh, people who are perfect for publishing a podcast. So, but that not every single person who is, they are, you know, you could be running a podcast. It should be. So let’s have a look. First of all, who reckon it’s perfect to be including a podcast as part of your content marketing strategy. And then maybe who shouldn’t?

Charley Valher:         Oh really? Good question. So obviously I’m going to be a little bit biased. Um, but deservingly is I think many people should do a podcast, but you’re certainly right in the idea that it’s not for everyone. So the things I would consider maybe a podcast is right for first we’ll start with who are the people I think can do really well from this. These are people where basically it, it pays to be seen as an authority. So if you were seeing on an X wanting to be seen and it could benefit, you’d be seen as an expert on your topic. Maybe that’s through AXA. Sure. A whole bunch of other things there. Then having a podcast could be a really good thing for you. The second one is it people need a lot of information to buy from you. So as an example, I’m just going to say a coach, maybe there’s a lot of business coaches out there and someone needs a lot of information to understand why they’re the right coach for you. Then a podcast can be a great way because you get to spend so much time with someone articulating why they are or are not the right fit for you. So there’s really big ones. I look out there that I think it is so crucial. So if you fall into one of those categories, then it’s likely that a podcast would be really great for you.

Janet Beckers:          Yeah. You know what, and I think it could be an important thing here to talk about that. You know, a podcast doesn’t have to be long. Like it doesn’t have to be half an hour or 50 minutes. It doesn’t need to be an in depth one. For example, I was on a podcast recently and I’ve actually, um, he’s been a guest here on our podcast. All of, he’s our eight minutes long, he’s podcast now. Obviously they have a very different format to what we’re doing here today. Um, but I think that’s also a nice thing for people to keep in mind is that you’re kind of in control baby about how you’re gonna use it. So what sort of format is going to be. So, um, keeping that in mind though, in the middle of you were saying, yep, you’re totally biased cause you’re living and breathing this is, are there any people that you think it’s not the wisest thing for them to do?

Charley Valher:         Yeah. And I want to look at this in a different light because you might be thinking maybe it’s a certain type of industry that you know, shouldn’t do a podcast. Um, and quite strangely I’ve seen people in a whole variety of industries that probably shouldn’t have a podcast and a worked out. Um, it’s amazing how many different depths, but I actually think what defines if someone shouldn’t do a podcast is actually more about them. It’s actually the business owner themselves. And I’ll describe it.

Janet Beckers:          Yeah.

Charley Valher:         So if your, the type of person that let’s say can’t commit to regularly creating content. If yours, someone that perhaps you know is sporadic and we’ll make content for a month and then doesn’t do it for the rest of the year, then podcasting may not be for you because it’s one of those mediums where consistency pays. So if you’re going to get into podcasting, you’ve got to look at this from the idea that you’re going to be someone who’s regularly creating a podcast. So that’s my first one that I look at and go, okay, if you can’t commit to maybe regular recording, that’s going to be a really big challenge in you getting a show together.

Janet Beckers:          Right?

Charley Valher:         The second one I kind of look at with here is that maybe you’re not quite clear on who your audience is or how you help them. So if you’re someone that’s early on in business and you haven’t worked out maybe where you fit in the market well, how you want to serve people, then our podcast may not be timing right for you. You might be a bit early on in that journey. So I think for a lot of people, I’m just, I’ll call it blindly here, but it’s like if you aren’t yet an expert on your topic or can’t offer something to this audience that will help them achieve a result, then you could likely end up spinning your wheels. Um, and I think that’s a really big hurdle for some people is that is darn create enough value within their podcast where they could actually produce a result for their business.

Janet Beckers:          That’s, that is a really good point. And actually I’ll, I’ll ask you your opinion on a situation that takes me back to when I launched my first successful business. We won’t go into little ones that didn’t work. So, um, because it was something that worked really well, then I’ll be really curious to see if you think it worked well. Now in the terms of podcasting, and this is the scenario that you have somebody who it has, it has a really good understanding of a particular niche and have a particular group. So for me, it was when I saw a wonderful web women and I, I really knew the frustrations of women who wanted to build a business online, um, because I had been them and I still was. Um, so I really understood the market well, but I did not have the expertise. I did not have the runs on the board to take people from one to the other.

I knew the theory, I had my own mistakes to make, but I was not the expert. So I positioned myself as the passionate reporter. So I wanted to build up a mailing list and really gets, you know, build up some relationships. And so I really positioned myself as, Hey, I’m like everybody else here that’s listening, but I’m the one that’s got myself and got the act together to find you and interview you. Now. That worked really, really well for me pre podcasting. Um, do you think that that is a situation that could work well now for podcasting, if you know your niche, you know the industry, but you’re not the expert, um, for you to be building a list in that way where you’re building up that credibility, um, really being very honest that your, the passionate report are not the expert. Would that work very well?

Charley Valher:         Well, it’s interesting. We’ve seen many successful shows over the years that take that type of framing. We’ll take that positioning. Um, and it definitely can work to a degree, but where it comes into things or where it becomes interesting I should say is that the idea being is that you’re hunting down these experts, obtaining some of that expertise and then showing people how you achieve that expertise or perhaps selling a product or service that souls in line with that. So as long as we’re not selling ahead of where we’re at or going out of our depth from there, then it can work really, really well. And I often think that I’m a curious person who’s trying to develop an expertise, can ask really good questions. They can often create really high quality content. The danger that sits within that type of show though, and I’ll, sorry, I’ll address the other side of it. Yeah. Sometimes a show built on that type of framing spends all its time making other people look good. It spends all their time positioning other experts and what someone ends up doing is probably selling a lot of their products and services. Sorry.

Janet Beckers:          That’s a good point. Yeah. So I guess if it means that your whole business model is going to be as an affiliate partner where you would, you know, the building your list and your whole idea is to shine a light on other people. But that is a really good question. So I think where you were saying about how for me, I found, because I knew that market really, really well. Um, I knew what questions they wanted, but I also understood a lot of it cause I was always doing it myself. I just wasn’t, I didn’t see myself as the expert is I found out I got expert by association because I asked really, really good questions and could have an intelligent conversation. So it only took a few, it didn’t take very long. And people said, Oh well you’re having really good conversations with really, really clever people say you must be really clever too.

Can I pay you all this money to mentor me? Um, so that’s a really good division. So if you’ve got a, you may not be the expert yourself, but you’ve really got to know that topic. Ask good questions and position yourself as the really, really intelligent Oprah. Um, off that. Yeah. Okay, thanks. Thanks for asking that one. I’ve sort of sprung that one on you, but it is, I know that there will be people here who are thinking is it too early? So that was a really great, honest answer. So can we just have a look at what sort of business building is it going to be? Because I do get people who say to me, okay Janet, I can see you put a lot of work into your podcast and you’ve been doing it for a long time. Now don’t miss a beat. Is it working? Is it growing your business? So I’m really curious to hear from you, like with all of the, cause you’re seeing behind the scenes, you know, you’re working with all these different podcasts, you’re working with all these different businesses, how, how does it grow a business? What can people expect realistically?

Charley Valher:         Oh look, I’ve got some stories to share here. I’m in a position where like I’d done a number of my own shows. I’ve also been a guest on over so many now. I couldn’t even count. I’ve been on so many podcasts and then today is like, I get to see behind the scenes in all the client’s shows so I can see how they’re doing things, how it’s taking an effect. Um, and I’ll take things back a little bit now and I’ll explain my first encounter. Um, so someone we mutually know, James Schramko. Um, I was a guest on his podcast and this is going back a few years now. And when I was on James’s podcast, the craziest thing happened that after the podcast I had someone contact me and it was for a sales call for something or selling at the time. And it was the easiest sales call I have ever had was like, someone was ordering a big Mac, right? I was like, Oh, what is this? I normally have to spend an hour, like trying to, you know, go through so many things, dealing with objections, explaining why I’m the right fit, and then all of a sudden this person was like, right. I just want that what you spoke about on this podcast. I want it. And I was like [inaudible] almost caught off guard. I think I nearly like ruined my chance of sale based on the idea. I’m like, are you sure? Like do you have any questions?

And I remember it. I’m very, very wrong. Might wow, don’t do that again. But I had this experience, um, that led me to believe how powerful this medium was. And you said something before which I think is so powerful, which is called famous by association is cause I had leveraged the power of James show and positioning with him. It was able to make that as a trusted source where say I was really, really easy and I looked at how much effort I was putting into all these other things to try and create that same experience. We’ve not so much luck. And I was like, right, there’s a lot of power in getting someone to spend time with you on a podcast and having a really good understanding with you before, um, a sale is made. So this is the point where I’m like, I’m hooked.

I mean like I want these to happen all day, every day. Fantastic. So, uh, we, we built a show, we built my first podcast and I was like, awesome, I’m going to do this. And it’s got, we did a hundred episodes and I want you to guess how many leads we had, how many leads you had from the podcasts we’ve got. I’m like, I’m hooked on this experience, on like my first podcast, but going in it a hundred episodes and guess what happened? Well, I’m just, I’m just going to put out one per episode, a hundred that was an absolute disaster. Actually, zero was absolutely horrendous. So we had this experience where it’s like, you know, I’d seen what it could be and then I tried to replicate it for myself and it went absolutely terribly as if you just gave up after a few. 100 is a huge commitment.

Yeah. Well it just goes to show that if you aren’t clear on how to do well in the space or you don’t know how to model a successful show, we’ll leverage the experience of someone who’s winning in podcasting. It’s really, really easy to spin your wheels. It’s really, really easy to waste a whole bunch of your time and source. And I want to emphasize that point because so many people I meet, uh, or want to come and work with this. I’ve spent a year [inaudible] a show that was never going to see them success because they didn’t know how to do it. It’s like baking a cake. If you’ve got the right ingredients, it’s not that hard. But if you’re trying to like make up the recipe yourself and pick the ingredients, you can fall out of the lane really, really quickly. Um, but what was really interesting about his experience and all, I’ll go through this in a little bit more depth here.

While we didn’t actually produce any leads from the podcast, we made an absolute killing from working with the guests we had on the show. So despite zero leads, we had built all the relationships and JV partners behind the scenes to turn this into an incredibly profitable podcast. So something I’ll articulate here, which I’m very, very confident you have experienced with how long you’d been doing podcasting or content marketing is disliking zero leads from the podcast. I was getting speaking gigs, we were doing joint ventures with the guests who come on the shows like this was a wildly profitable, profitable experience. And I’ll look at this and I’m like, so my first experience with podcasting nailed it and got this amazing sales experience that I wanted to right. Couldn’t recreate it cause I wasn’t confident in what I was doing. I was just on a copying shows that looked successful and try to work it out.

But then we were killing it behind the scenes with guests and I’m like, Oh wow, this is just becoming more and more interesting. But my determination, uh, to get a podcast working continued on. So I stopped podcasting for a little bit. This is when I was just doing it for myself. And then, um, I’d gotten to a point where I was working with a few other businesses and we’d noticed that their content marketing had just fallen off a cliff. And this was about a year ago, and I don’t know if you experienced any of this, but it’s like we used to get a ton of reach on Facebook, like just putting videos in or promoting things from there. Like Facebook organic used to work, used to work well yeah. And do you know what people used to open our emails like um, and we love but it’s like, you know, gone are the days of like 50% open rates on average. Well for us anyway we noticed really big declines and then the next part was that we noticed, hang on these webinars show up rates I can crappy. Like so we’d gone through all these phases where a lot of the traditional content marketing things we’d been working on to that point just kind of started to decline and weren’t working as well. I saw that because I think practically everybody who I know goes sort like,

Janet Beckers:          you know, to their, to their buddies, you know, who are in the same industry. Like can you help me out? Like I’m really starting to notice like people aren’t leaving comments on the blog post. So my open rates click through rates gone. Like they hate me. What am I doing wrong? It’s really lovely when you hear somebody else go, it’s not, yeah, it’s across the board. Yeah.

Charley Valher:         Industries change and content marketing is a phenomenal example of that. I mean, when I first got online, Google AdWords was like one and 2 cents a click.

Janet Beckers:          I know. Yeah. I used to use it all the time. I had a whole program I sold on DVDs that I would post out to people on how to use, um, you know, Google ads because it was the thing to do. Even I could work it out. Yeah,

Charley Valher:         absolutely. Like, and this is one of the things we re we really, really look towards. So, um, on the back of seeing these things, probably about a year and a half ago, a, we’re like internet marketing and content marketing particular was changing drastically. Like we need to do something different. And we got back in and we launched some new podcasts with some new perspective. And what was crazy is that the podcast became the connective tissue to actually turn these businesses around. So it’s not that we stopped doing webinars or we stopped doing other things. We just found that if you have a podcast for your business and you are bringing an audience together and then you’re leveraging that audience and then maybe taking them to webinars or other value things from there is we started to see numbers like the old days we started to see businesses get really, really crazy from a growth perspective.

Janet Beckers:          That is really interesting. And so what was causing the growth? Was it the joint ventures do you think?

Charley Valher:         To loop in a few things from here. So I’ll just make sure I’m articulating this well cause I often get excited and skip parts of my stories and people need to pull me up. So just pull me up.

Janet Beckers:          That’s my role. I’m the mum and I’m holding this whip very lovingly.

Charley Valher:         Just to recap here, as I’d had that first experience where I’d got a sale really easy. I’ve then gone into my own show, got no leads from the show, but we developed all these JV partners. And then that was how we grew, uh, outsourcing angel, my company at the time. We then ended that show. So that show stopped because we had all these wonderful partnerships now. Like it was developing well and then I’d gotten into some other businesses and they were doing well in content marketing and then they started to decline. And then sure enough we reintroduced podcasts into their content marketing mix. And then that had been like the pitcher on the fire to accelerate those businesses. So why these businesses or why these stories so important from here is that if your an expert or someone that’s already doing some form of content, bringing that podcast into that mix is the thing that starts to act as the connective tissue to build really high quality leads.

People you have deep relationships, past, um, short content. So when it comes to like applying to these businesses now the podcasts have been ending up as their main lead source and that’s what we really like to see from all our clients. It’s been a fantastic experience to see from there. So why it’s working or I feel, um, from what I see all that, why I feel podcasting is working so well. Podcasting is kind of where blogging was maybe five or six years ago, where there’s still really a lot of capacity to go. It’s a hot market. There’s also a lot of people like growing into listening to podcasts. It’s become mainstream from there, which is really, really exciting. We’re also seeing it companies like, uh, Apple, Spotify and Google investing heavily into bidder technology. Anything podcasts more accessible.

Janet Beckers:          Yeah. I really love how you said that. You know, and I’m also just reflecting on these podcast that people are listening to now because I used to, you know, my business pre podcast was all interviews like every single week. I did interviews for years and years and years and years. And that grew my business, not just because back then people would actually pay for the recording and the transcript what grew it was the relationships that I had with all these beautiful people who I interviewed because not only did I learn a lot from them and I made it that I took an action every single week on whatever I’d been taught. But the most important part was they became joint venture partners. They offered me opportunities. They, you know, say come over to our country and you know, speak at our conference or, you know, we’d like you to be a joint, you know, to be on our faculty and, you know, we’ll promote you all the time as long as you come and give your expertise, like opportunities that you would not get elsewhere.

And, but interestingly, in a couple of years before I close, wonderful women and transferred to this brand, um, I had stopped doing them because they weren’t working as a business model. And I had been thinking, right, just be sensible, Janet just only do the things that are gonna bring in the money. And I really felt the energy in the business drop and my relationships with joint venture partners was harder because I had to consciously outreach to nurture those relationships and start new ones. So one of the reasons why I launched run at you tried radio at the end of last year when I did all of our rebranding to run actual tribe was very, very specifically, the podcast has been an absolute essential part of the establishment of this brand because one, I absolutely love it. Like I love these stories. Like I could talk all day to you, Charley. Like you’ve just, you know, got great stories.

But also importantly, the relationships that you create. It just means that you don’t have to work so hard to create a really influential circle around you and to have those people that know you and your business well enough that you know who it is that you would like to be able to say, Hey, we all promote you. If you promote me, what do you know that you’ve got people who you can trust. Um, and so it’s, it’s really for me when you’ve been talking about that story, I could say that it’s been, that would’ve been very difficult to have built the brand and to have attracted higher end clients. Um, but that’s one of the podcasts it’s designed for the higher end clients is, would have been harder without this, it would have been a lot more being a lot more reactive and I can see that a podcast for my business and my brand has worked exceptionally well in that way. So when you were talking about it being the connective tissue, it’s a great way to describe it.

Charley Valher:         That’s how I think about it a lot. And it’s great you’ve been able to, obviously I’m preaching to the converted, but these are just so many of the facets of like why I love podcasting so much minder, my kind of experience has been, is like podcasting is probably the only marketing that actually pays compound interest. It’s something that continually builds on top of each other, provided you keep releasing content from there. Again, you know, not to bad mouth Facebook ads, we love Facebook, but one of the things that drives me nuts with Facebook, Instagram, LinkedIn is that if you make content and you put fit into these feeds, you might be there for 15 minutes, maybe a half hour where podcasting is this really interesting thing where it’s like because we’re building a relationship and the intent is for repeated use, like a TV series. Why people know with podcasts there’s going to be another episode. So I kind of feel like it’s become the sweet spot if your looking to develop content marketing these days. Yeah.

Janet Beckers:          Okay. So now let’s have a look at, cause you’ve talked about um, you know that it does, it is the gift that keeps on giving. It is, it is a long game. It’s not the kind of thing where you’re going to put this out and it’s going to result in sales. They’re not sales pieces. So let’s look at what’s actually involved. Like a bit of a reality check of what is involved in actually producing a podcast so that people can make that decision. And then let’s talk about one of my favorite subjects, which is how do we milk it for all its worse, like, you know, total sort of like take what you’ve done and how much can we repurpose this easily or simply, um, so that we can really make the most of it. So, and this is your expertise, Charley. You’re the man that does this stuff. You and your company, that’s what you do. So let’s get a reality check of what’s involved in actually producing it so that people will, can make a decision about is it something they do themselves or is it something that they outsource?

Charley Valher:         So I want to give people a bit of a point of view because I feel like I’m probably uniquely positioned to answer this. He’s like, you know, how long do you have to commit to podcasting to see a result? I get this question all the time, but I say to people six months, we noticeably see people starting from scratch with no following. And no list. If they commit to a system that I’ve built and do that for six months, they will see a notable, noticeable difference in their business leads. They’ll see following, they’ll see email list spill. They will ideally, if they can sell or have something to sell, they’re going to see more revenue and profit in their business. Excellent. So that’s the timeline I would get people to look forward to. And some do it a little bit quicker. You know, I like to give a conservative average of six months is the expectation.

Nice. That’s, that’s gold. Thank you. That’s a really nice reality check. So now you asked a good question about like what does it really take? Yeah. Funnily enough, I’ll go back to my first podcast. I had an assistant and I just gave her the responsibility. I’m just like, um, you know what you can do with this. It’ll probably take your work, you know, few hours a week. It’ll be fine. Because I was completely ignorant of how much is in podcasting. Um, and when, uh, I, I got a message from my assistant at the time and she was like, I’m burnt out. I needed to, I need some time off. And I’m like, what are you, what are you talking about? Like what’s, what’s going on here? Not realizing how much is involved. And this is such a huge mistake of so many people when they get into this space is their perception is that it’s, you know, it’s easy and there’s not much to do and it’s, it’s just like putting a post on Facebook like truly.

And so podcasting is a lot more in depth in that and requires different skillsets to do well. So I’ll give you guys an insight to who sits on my team and what roles they feel is going excellent. To do a podcast. Well you definitely need an editor. So we’ll start with the obvious one. You need someone who can make your audio and possibly video sound and look good. So straight out of the back. Uh, I know for example, we haven’t on this podcast, but maybe there was a mistake we need to remove. Maybe Charley did something he shouldn’t have and we need to get that edited out, um, or a whole bunch of reasons to just improve sound quality. So there’s an ended up, the next part is we have a designer. So you know, being seen on social media and having your brand done well is really important these days.

You don’t want any… how can I put this? Like crappy graphics you did yourself unless you are a designer. Oh, absolutely. It connects, it can actually distract from your credibility. It’s brand damaging. If you use, um, templates that are, maybe I’m not gonna, again, I love Canva, but if you use templates that everyone else is using and you push that with your brand, it makes you look like you’re at a lesser state or that devalues your brand. In all honesty, we have a designer on the team. We have someone who does, um, proper branded graphics to make the show look professional instead of thing. Um, the next part is a writer. You’re going to have a good writer on your team. Now I’m with every part. You’re like writer. This is, this is a audio or video medium. Why do you need a writer, your show notes and titling. So this is the information that goes with podcast a critically, critically important because this is the inflammation that someone gets to actually find your show. So, um,

Janet Beckers:          actually that I really want to reinforce that one cause I do those myself. I’ve tried getting other people on my team and I get, I get cranky cause I think, Oh how, how can that be? But it is hard. So um, yes. So and it’s to do it well, it’s um, you need somebody who, who can actually write so yup. Spot on. Reinforcing that one. Yep.

Charley Valher:         We dig into that so deeply. Like we actually have a copywriter and a proper content writer on the team. And the reason is this, I’ll give this away. I don’t normally give this one away, but I will is that if you’ve got a good writer and you’re publishing your podcast on your website, the chances are you can rank for your guest’s name. So you can often get some really good free traffic if you know how to actually position things. And this contributes to the growth element. So, um, those show notes, the way your social posts are written, your emails, all those things. So, so crucial when it comes to podcasting and having good written content to go with your show plays a really, really big role. There are what are called like your asset builders. So they make assets that you can then put onto things.

You can put these onto the platforms whether it’s audio or video. The next part of the team is the publishing side of things. So this is the organizing of when things get published on what channels or they get published and how they go out. So there’s four distinct roles when you kind of look at it from there and they all play a part in getting your podcast out live and running. Well now based on we can see why my assistant was probably having a breakdown. Now when we start to think about how all these other elements involved in, like my finding is that it’s always, it’s not often one person who can fulfill these well. So trying to put the responsibility of a podcast who into one person who can design edit, right. I think he’s a unlikely

Janet Beckers:          yeah. Yeah. I’ve tried that before. It doesn’t work otherwise there’s other going to be parts that you’ve got to do or you’ve got to outsource independently. It doesn’t, yeah. Very rare for somebody to have those skills.

Charley Valher:         Yeah. And so, yeah, I mean, and this is an opinion, but it’s a strong one. I think if you’re someone sitting here and you’re going, do you know what a podcast sounds like? A great idea for me to demonstrate my expertise then Oh you should be doing is selecting the guests and making the content and then you need to be handing that stuff over so you get a maximum ROI on your time. Yeah. Cause that’s the part that no one else can do. And all the rest of this stuff can be outsourced or using a company like mine, um, relatively inexpensive in compared to what your time is worth or what you could create in your business.

Janet Beckers:          Absolutely. I would not suggest anybody tries it. I would not even launch a podcast unless I had a team who was going to be doing it for me. Um, and that’s even as a business that is a startup because the time that it takes you to do this sort of stuff, as you were saying, you know, your assistant burnout is, that is time that you can be spending doing the stuff that is your natural elements. You know, that can be the stuff that you can be spending on sales calls or um, you know, servicing clients, doing those things that only you can do. So absolutely. I would just really say, don’t even try to do it yourself. It’s a, it’s a great way to go broke.

Charley Valher:         I couldn’t agree more, Dylan, that one the hard way, like, absolutely. But I mean, obviously now we’ve turned this into something much greater, which is a huge leverage for me.

Janet Beckers:          Yeah. Yeah. And you know what, we’ve, I’ve done the same way, like we’ve really systemized ours and I have a team that has, you know, a graphics person that the geeky people, these sorts of things, um, that we have in house. And for me it’s, even though it takes me, you know, I commit this is a big commitment of my time. Um, it’s, I’m only doing the bits that I’m good at and everything else, I don’t, it just happens like magic, you know, this, the um, you know, it’s like the house sells from um, Harry Potter. That’s my, my virtual team. They just make it all happen. So that’s what you want to do.

Charley Valher:         Well I just wanted to lean into that a little bit cause I again want to set an expectation from what I’ve seen. Um, we’d, some of our clients, we’ve been able to get them to a level where basically one day a fortnight they commit to recording time and they’ll also use some of that time to actually find guests. So they probably committing a chunk of time once a fortnight, then recording a batch of episodes in that time. And then they’re handing all of that over. So from a time commitment for someone who wants to release a weekly show, I would say it’s probably half a day, once a fortnight spent on content creation and uh, it’d be hunting down some guests that you particularly want.

Janet Beckers:          Yeah. That, that’s the spot on. You’ve given some those sorts of things like don’t expect results for six months and uh, you know, half a day, a few hours. Yeah. Half a day, every two weeks. [inaudible] that is spot on. That’s what I’ve experienced as well and that’s really, really unrealistic. That’s great. Um, so now let’s just look at, um, just wrapping up about how are going to milk it for all it’s worth. Cause I love this whole leverage part. I love the idea when when people come to me, my, my peers come to me and go, yeah, you must have an amazing marketing machine that you’ve got happening there. Because I just see every day there is something out there that is content that you’ve created, that’s going out there on social media or going out to your email, going out on to Instagram live, you know, or um, or Instagram, TV, all these different things.

You must be really, really busy. And I’m just going, no, because we do like I do in house. What you do for your clients is totally milking it for all it’s worth. I love this stuff. Um, I love the idea of seeming clever and busier than I really am. So what sorts of things can you recommend for people? Okay. You’ve recorded your podcast. I love doing it as a video and then using the audio, but people don’t have to what some of the things that people can do to really milk that podcast even beyond the day that it goes live.

Charley Valher:         Oh, there’s so many here and I’m glad we brought this up. Um, because it, again, I don’t think you can get this amount of leverage out of any other form of content marketing, which is why I love podcasting so much. So, um, as we’re even doing now, we record most of our shows, 95% of our shows. We either our own or the ones we work with, uh, video these days and adding video in straight off the bat. He’s one of the ways we add leveraging because as soon as you make a podcast video and audio, you open up the ability to take advantage of YouTube video or Facebook video of Instagram, like from a marketing capability video gives you access to all these other platforms. So I’ll start going through these, but I might get excited. You might have to wheel me in [inaudible]

Janet Beckers:          okay.

Charley Valher:         When we record an episode. So if we were going to record this episode, which we’re recording one now and I gave this to my team straight out, they’re turning this into an audio podcast. So this is going to be published on iTunes, Google, Spotify, Stitcher, all of them. So we’ve got that audio element. The second thing is they’re turning it into a video podcast, which I know you do as well. So there’s going to be published the full video on YouTube, probably iTunes as well. And probably we Facebook as well. So we’re getting those four things. The next thing we’re getting out of that is when our show notes, we’re also turning that into a blog post. So getting your notes written really well. He’s also creating website content and you can put your video and everything else on there as well so you can see where splitting this out really well.

Then on the other side of that, whenever the first paragraph is of our show notes is also going to be our social media posts. So there’s our LinkedIn posts, there’s our Instagram posts, that’s our Facebook posts. So it’s, and then also we spin out an email cause people need to know when the podcast is coming out itself. So again, using that same body of show notes, you’re able to turn that in on an email to let people know when the podcast is out, which I think is great. And then one of the new ones we’ve been playing with, which I really, really love, is we’ve been actually using snippets. So taking short pieces of content from the actual longer episode and then using that as pieces to encourage people to come and listen to them the full episode. So maybe there’s particular kitchen that we could use that and then that’s another day’s content.

Janet Beckers:          That’s a great idea. [inaudible] do you do, cause that’s something I don’t do well enough that I think that we could do. So we, we’ve got potential to go back and milk so much content that we just, we do a good job I think. But there’s so much more you could do. So do you, when you do your taking snippets, like do you do that audio or video or written? What do you do with those bits? I’ll give you the highest leverage one and I’m not done yet with these leverage. Right. Oh [inaudible]

Charley Valher:         um, okay. So then the next one we’re going to go through from there is when we’re doing snippets, particularly at the moment we’re doing square, so four, three ratio and we’re putting captions on that square with the question that is being asked at the start of the snip snippet and then publish that straight on Instagram stories, Instagram feed, Facebook stories, Facebook feed, IgE TV, LinkedIn, super, super high leverage at a one format without having to change too many things around. Um, and it’s proving and again, to put more leverage in something I’ve been doing to like amplify my reach is I’ve been running Facebook ads to those snippets and then giving a people a link to listen to the full episode of the podcast. And then that’s how we’ve been growing out of this issue on some of the shows.

Janet Beckers:          Oh, I love it. That is clever. I’m going to have a talk to my team about that one. I think that’s a really clever thing to do. Um, so yeah, that’s, that’s a a perfect one. So are there any other ones that, um, that people can be thinking of that they can be milking? And by the way, this is something you would, your Tim does all this stuff for people, don’t you say?

Charley Valher:         Well, across this, this is our, like we certainly don’t do everything, but what we do do, we do very well and like where I am to be the number one podcast media agency around podcasting, we want to be the best at it. That’s what we’re striving for. Um, but if it’s going into other realms, like that’s not our area. So we very much stick our lane, but I’m actually gonna do one of the forms of leverage while we’re actually on the podcast. Are you ready for this? Every time I have a podcast episode, I also make sure to take a photo of my screen with them and I’ll put that in my Instagram story. So tease out, Hey, there’s going to be an episode with me and Janette coming out soon.

Janet Beckers:          That’s like right idea.

Charley Valher:         So, um, these are the, some of the ways you, you get to start thinking creatively and thinking differently. Um, but I’ve got more, I’ve got time for one more. Go for it. Go for it. Okay. So one of the things where we look for leverage in this, um, is that you also have guests often to work with. So an extra layer to kind of throw on top of that. Um, you know, this is your podcast now, but when that episode comes out is letting me know it’s out so I can share it with my audience as well. Yeah. And this is really, really powerful because, um, in this example here, if I post this out, which I will, I will promote this of course, but it’s, my audience will then be exposed to Janette’s audience, but not through finding this person cold through me saying, Hey, you should listen to this podcast. People are going to be much more trusting straight away.

Janet Beckers:          Mm. That, and that’s a really powerful one. That’s one that, um, and you’ve got to make it easy for people to do that. So you’ve got to send them some sample copies, some images, you know, things to make it really, really easy for people. Because if you’ve done a great interview, people are usually really quite happy to share cause they want to brag, you know, sharing their, you know, Hey, I know what I’m talking about. People have me as a guest. So, um,

Charley Valher:         you want a little, little secret one there again, the little little strategies, little secrets. Yeah. I mean I aim to be the experiment for all the clients. So if there’s any thing I’m trying on my own show, um, I’ll always share it and go, Hey, I think we should be doing this. And um, it’s a really good leverage point for me. It’s like getting people to share your stuff once they’ve been on your platform or, or your podcast. I’ve found one of the most effective ways on social has been to tag them in the post. So when we post the snippets, rather than emailing them and saying, Hey, your episode’s up, can you please share this link? Oldest, start tagging them on all the platforms, whichever ones they’re on. And it’s been really, really easy for them. They just have to hit the share button on their social.

Janet Beckers:          Yeah, that’s a great idea. That’s a great idea. Having a system around that. Yeah. My mind is automatically going to, okay, that’s a step in the system. Okay, we’ve got to, yeah, that’s, that’s really good. Oh, and yeah, these are the kinds of things that make such a big difference. They are the ones that end up with people saying, wow, you seem to be everywhere. And it’s there. They sure they work, but you’re getting somebody else to do all this stuff. So it’s really, really milking. I love it. That’s Charley’s loaves and fishes, a version of the podcast. So, um, that’s, yeah, really, really good. Um, for people now actually all share you one extra one before we go. But something we’ve just been doing for our last few podcasts is instead of writing a long blog post that went with it, apart from the show notes, what I’ve started doing is to create a worksheet that’s really just, you know, questions that you can ask yourself so you can take action for the podcast. It takes me less time. Um, and it’s an opt in. And so we’ve just been trialing that for the last, say six episodes. Maybe a bit more and we’re getting more and more opt-ins every single week, um, because people are wanting to get that, um, that cheat sheet. So yeah, that’s just a, another thing that you can do to be leveraging what you’ve done.

Charley Valher:         We can’t stop here now. We have to, you’ve opened a can of worms. So that’s probably one thing we haven’t covered. Right? You know, we’ve spoken a lot about how do you create leverage on the front end, how do you leverage your podcast to create more marketing material to bring them to your show is incredibly powerful. I again don’t think you can find a more leverage platform than podcasting, but what’s amazing is the leverage it can create on the other side. So what you’ve just described is what we call a content upgrade. And if you can create high quality content upgrades to go with your shows and I’ll give you quick examples. So as you said, questions to go with it. Frameworks, templates, he studies, um, my favorite ones at the moment. And if you can create those types of companions to go with your show, that’s how you can really successfully move people from your show on the things such as your email list I think is really, really powerful. To give you some good data as well. The main monetization point for people coming from their podcasts that work with us is getting people to make that jump from their podcast onto the email list and then they’re sold from the email list. So that is the higher point on a podcast.

Janet Beckers:          That is a great point and that’s probably a great one to have for us to finish on because honestly I could, we could just talk about this a lot. I get excited about this stuff because I’m, you know, that’s the final thing is, you know, this is where you’re taking the people who are from the listeners to get them onto your list and that’s where you then got your followup. This getting them to the sale. And so always be thinking in reverse. Like, you know, what is it that you sell to people? Who do you sell it to? What’s, what, you know, how do you sell it? Like are you ultimately wanting to get people to a sales page or a phone call or whatever, then you’re gonna go back to if that’s what’s gonna get them on my mailing list and how does that relate to this particular podcast?

Who’s going to be the best guest? You know, if you just think backwards that way you’re gonna make money from it and it’s going to be worth you doing. So if he can’t answer any of those questions along the way, Hey, that’s what Charley and I’ll do. We can help you with that stuff. So, um, that’s going to really turn this into something that is profitable for you. So, um, any last action steps for people to take this week? What’s one thing that people can do this week that’s going to help them to start down the path of a podcast if that’s what suits them?

Charley Valher:         That’s a really, really good question. So if you’re someone who’s sitting there and maybe started to show what you’re thinking about doing a show, the first thing I encourage you to do is actually do a bit of market research and have a look at how other shows are doing in your niche or area. And I think what happens to a lot of people is they get really inspired. And I’m a big believer in follow the money and I’ll just give you one nugget here. When you look at how many people are investing more into podcasting, how many you making more of an effort to do podcasting as a part of their business? Um, I wouldn’t be doing that if the returns weren’t there. So I’ve always been a big believer in follow of the money and look at what the industries are doing and this is the hot market at the moment and certainly one that’s gonna keep growing.

Janet Beckers:          That is brilliant. That’s great advice. So go and do that people. And um, Hey, you’ve listened to one here. Hopefully you’ve got some ideas that you could be using in your own. So for people now, if, where can people go to, um, see what you do, Charley, and to be able to connect with you? Well, if people want to see a lot of the things we’ve spoken about inaction, the best place they can go is to check out my podcast. The podcast is the business of podcasting. You can kind of guess we use talk about how to leverage a podcast, how do you make it the business side of podcasting works. So that will help you generate leads for your business, help you generate more revenue and more profits. Excellent. So that’s, and so they can find that like, Oh, we’re all good podcasts I found.

And we’ll also put links on the podcast page. We’ll have links for where you can go and find Charley and you can find links to, we’ll put the links over there to get to his podcast as well. So you can go and for everybody that’s listening, the best thing that you can do for Charley and I, um, is we really want to hear if you take action. Honestly, it is core to, we know why we do what we do is we want to know that somebody has listened and taken action. So if you’ve done this exercise that Charley’s given you, if you have done anything else that you’ve done to tweak your own podcast or be starting your own podcast, go and find Charley, let him know. Let me know. So either find me, everyone, social media, drop me an email, um, or when I would be exceptionally grateful for is if you’re on iTunes to leave a rating and a review. What did you take action on as a result of this particular episode of this podcast? I’d love to hear from you and then we can help other people find this stuff as well. So thank you so much for your time. Thank you again, Charley. You have so over-delivered. This has been one of my favorite podcasts because it’s where there’s a Simon the action steps that people can take from here. So, um, thank you so much for today. You’ve been brilliant. There’s an it.

Charley Valher:         Thank you for having me.

Janet Beckers:          Bye everybody!

How to Achieve Big Goals like a Business Athlete

How to Achieve Big Goals like a Business Athlete

A few months ago I made a commitment to myself… I would intentionally set myself goals that really stretched me out of my comfort zone. Goals that made me scarecited (that feeling when something really scares you but excites you at the same time because….imagine if you succeed!).

To be honest, I felt like I was starting to get too comfortable in lots of areas of my life and that’s not a good thing! Here’s something I’ve noticed about myself and I wonder if you experience the same thing?  I’ve noticed that when I stop stretching myself and setting myself goals that challenge me to think bigger and really move out of my comfort zone, I start to lose confidence in myself!

Self doubt starts to set in if I DON’T step into the feeling of scarecited deliberately.

I’m sure most people would assume stretching yourself out of your comfort zone would throw you into the depths of self-doubt but the opposite is actually true!

So, that brings me to the topic of today’s podcast episode.

I set myself a huge stretch goal I never thought I would achieve. To compete in what is billed as Australia’s’ toughest obstacle course. With 60 punishing obstacles combined with 8 km of running and a crazy amount of mud to complicate things!

I share with you in this episode WHY I chose this challenge, how to think like an athlete when you AREN’T one, the exact steps I took to set, prepare and achieve a significant athletic goal when I’ve only started thinking of myself as an athlete when I’m 55 years old (young)!.

Then, because this podcast is all about business, I show you how to apply this process to big goals you may have in your business, or maybe even your health, wealth, happiness and even relationships.

Plus I’ll share some photos with you 🙂

Raw Challenge

I’ve also got a downloadable cheat sheet for you to help you apply this process to any part of your life.

In today’s masterclass podcast episode you will learn:

  • The difference between thinking as a person who wants to be fit and healthy and a person who identifies as an athlete.
  • The role of alter-ego’s and my identity for fitness and also business
  • Getting clear on what keeps you going when the going gets tough (spoiler alert: it will get very tough).
  • The character traits of an athlete and a business leader and how to embody them
  • How to choose a coach and what to do when you have one so you get results and make the process easier.
  • How to identify WHO and WHAT you need to achieve success
  • The importance of measuring and PB in business and health
  • The unsexy D… word
  • The importance of your peers and where to find your tribe.
  • I share about my personal preparation, fears and what it felt like the day after!
  • Why you absolutely MUST celebrate


Plus a special podcast bonus for you today. An action guide to download “Cheat Sheet. How To Achieve Big Goals Like a Business Athlete”.

You can watch the video, listen to the audio, download from the podcast directory, or read the transcript below. Never miss an episode. Click here for all the ways you can subscribe.

Click the image below to download the BONUS worksheet!

A Special Message From Janet

Thank you so much for being here. I know there are a lot of podcasts you could choose to listen to  and you chose to join me on Romance Your Tribe Radio.


I’m honoured and  grateful for your support.

If you enjoyed this week’s episode, I’d love for you to take a quick minute to share your thoughts with us and leave an honest review and rating for the show over on iTunes!

Read The Transcript Here

Hello and welcome! Janet Beckers here with an unusual episode of Romance Your Tribe Radio, because I’m going to share with you about a really significant athletic goal I just achieved that was way out of my comfort zone. So I wanted to share with you what that goal was. Why on earth I set myself this huge goal and then I’m going to break it down to what it was that I, the steps that I went through in order to a to set, prepare and achieve a really significant athletic goal for myself. What are the steps and then how can I now apply that to business and how you can use the same sort of process to be able to meet whatever the big goals are that you’ve got happening in your life at the moment, which may be to do with your health, your wealth, your happiness, your relationships.

And if you’re here listening to this podcast, very likely your business as well. Okay, so little bit of me bragging with excitement because Hey, why not? Cause that’s part of the whole process, isn’t it? And then very, very structured. What can, you know, how can you do something similar in your life? Okay. So first of all, what was this big goal that I achieved? Well, I just a few days ago, um, did what was called the RAW challenge. Now it builds itself as being the toughest, um, obstacle course in Australia. It has about eight kilometers of running in a course and then 60 really, really difficult obstacles that you have to overcome. And a lot of those include a lot of mud, lots of slipping and sliding and lots of getting filthy, which to be honest, that’s one of the things that attracted me cause I really love to just get down and get dirty.

So to me that sounded like a lot of fun. The running constantly for eight Ks while also doing really, really physically and scary. A lot of them are quite high. Um, you know, scary obstacles. And doing it in a timeframe was something that to me just seemed really, really difficult. That it was something that only true athletes do because they do have an elite part of it, which is exactly the same, um, race. That’s the same obstacles. Everything is the same, just that they’re getting timed. So it’s the kind of thing that elite athletes do, but you can also do it for fun and just not do the obstacles around if you want to. So that’s what I just set myself to do. And it was not something that I normally would do because I have never really identified myself as being an athlete. So I’m going to go through the process of why on earth did I take this on?

If it’s not something that I would normally do and wouldn’t identify with, what were the results like when I did it? What happened? You know? Um, and the process that I had to do from a mindset and also from a physical point of view in order to be able to achieve that. So I’ll tell you the results towards the end. So I, let me talk about the process and how this relates to you. So I’ll keep on flipping it over to how it relates to you. So the very first thing was why on earth did I set myself this goal? Well, a couple of reasons. I’m 55 and I don’t feel 55 I feel younger. I find I often get surprised when I tell people my age cause I think, Oh hang on, is that, is that right? But I really, I envisage myself feeling this way, feeling energetic, feeling like, you know, all ages, just insignificant.

I’m going to feel this way for decades and decades and decades to come. So I thought, you know what? If my ultimate goal is to just be bursting with energy and not see age as a limitation, then I’m going to have to be proactive about this because the reality is, Hey, nature needs some help. So that was my big thing is just a real quest, you know, a thirst for experiencing the thirst for energy. I wanted to have that energy. And the other thing was, you know what? I would, this is something that scares me, like sitting these big goals, so can I do it? Am I capable of doing this? So part of it was really seeing what was I capable of doing? And the other part was I’d really started to notice over the last few years, a trend from the clients that I work with that seem to get the fastest results in with the least amount of, I’m not going to say the least amount of work they had to put a hell of a lot of work in, but the fastest results with the least amount of setbacks, you know, they, they don’t seem to do the same amount of, you know, one step forward, two steps forward, one step back, that sort of thing.

They seem to be, to do less of that. And I noticed that one of those things is they all take on physical challenges. They either do them now or they have very much in the past. So I thought, you know what, you know, I really gonna learn from the character traits, from the people who have been able to get the best results that I work with. So it was a few of those things. Um, so that was the reason why I did that. And I also wanted to lose a few. I had been slowly putting them on. Um, just from really lack of discipline and I was, I was about 15 kilos over the weight that I wanted to and I thought net, that is not going to be, that’s not going to be what I’m going to do. So I also wanted to lose the weight for health reasons and Hey, I want to look hot in a bikini.

Why can’t you look hot in a bikini at 55? I reckon. So they were my reasons why. So it was really important for me to totally connect with the reason why I was going to be taking on this big goal. If you see me glance off here, it’s because I’ve got myself some notes, some notes over there. Not to forget now for you, when it comes to you and your life, your business, whatever it is, whatever your big goal is, you’ve really, really got to connect, get connected with why you are doing it. You really, really, really need to get connected with the why. Now I’m going to draw parallels when it comes over here to how I apply what I’m doing. Into my business. So for me, my why in business is two-fold just as well. Just as I was saying that my reasons why for taking on a physical challenge, it wasn’t, didn’t just have one why.

So for me there were a few, like I talked about the overall energy. Well for me in business, my overall thing is I absolutely believe that the biggest changes that are going to happen in our world are from people who are great at what they do. Being able to help more people. So I see myself as I can help them to get the systems and the courage, um, the, you know, all those things to be able to reach more people. So that’s my big why. Like I, I absolutely love seeing people who are really good at themselves, step up and own it. So that’s a big Y on the other side. I love the freedom my business gives me, you know, I get to work from home, I get to have freedom that if every Friday and Monday I block out. So if I want to be doing some fun things, I do them on those days.

Or if I want to focus on the business, I do them on those days. I’m not walking to anybody else’s timeline and I can work anywhere in the world. I love that freedom. So, um, they were my why’s. So for you in your business, what is your why you need to really connect with this? Cause I tell you what, when it gets hard and it gets bloody hard, it’s going to be your why that pulls you through rather than everything else. Discipline might be pushing you through. You need something that’s going to pull you through. So I had my wife a physical and my why for business. So what is yours really, really take the time, connect with that. And it doesn’t have to be some big pure reason for me. Hey, I like having this freedom. That’s a big one for me. I’m not, it’s not well changing.

It’s Janet changing now. Okay, so the next steps, let’s have a look here. So that was my why. I had to get very, very clear on that. Now the other thing was, okay, once I’ve decided what that is, how am I going to achieve this goal? Well, the first thing that I have connected is I really, again, how in order to achieve it, connect with my why and I need to put it somewhere. I need to keep on reminding myself of that. So that goes into my daily diary. That goes into my 90 day plan that I do for my business is the why and the why of what I’m doing with the, with the physical stuff. Then I had to look at, okay, how am I going to do this? Let me work this out. Now I’ve, I’ve been a person that’s for quite a few years.

I will swim with friends doing laps. I’ll go for walks, I’ll go for runs. I’ve, you know, I’ve been doing physical stuff, but I have never ever considered myself an athlete. And because of that, to be honest, I’ve kind of approached it a bit half-assed. I’ve done it because I feel good when I’m doing it. Um, but I’ve never really been incredibly disciplined around doing that. And you know, my friends, my swimming buddies, they can attest to that. When they go, you didn’t turn up and go, Oh, I know, I know. I didn’t turn up. Um, that is a big difference. So I thought, okay, first. Then the next thing that I need to do is, you know, if I’m going to be doing this, I need to start developing a different mindset because the mindset of somebody who sits a physical challenge, you know, just for general, you know, general health.

If I’m going to be approaching this in a way where I want to get some significant goals, I want to be constantly full of energy. I want to be able to take on physical challenges that I haven’t before. I’m going to have to have a different mindset. So that was that big thing. So in order to develop the mindset, there were a few things that I do. First of all, I really started to practice telling myself that I was an athlete in training. Now, when I first started doing this, I would kind of say jokingly, I’m an athlete because I never ever would consider myself that none of my friends would consider me an athlete. My family wouldn’t consider me an athlete. It’s never been part of who I, who I identify as. And I’ve never approached any sort of exercise as an athlete. So I felt really silly saying it, but I really had to start reframing myself as that.

Now, as one way of doing that and seeing if I’ve got the bookie and I don’t, um, one, one of the things that I did is one of the books that I bought, which might really help you with that, is by a guy and Oh friend one Todd Herman. Now Todd Herman has written a book called alter ego. And that’s really, really good because it talks about how you do you actually develop this different alter ego that does those things. So work through his book. And it really helped me to come up with my alter ego, which, you know, I started coming up with lots of really, really clever names, but really it’s just super Janet. Okay. So super Janet is an athlete. She has the mind of an athlete. So I started studying what is it that the best athletes do? Like I started listening to podcasts, I started reading stories, just really having my radar up about what, how does an athlete think?

And these were the things that I discovered. And interestingly, these are the same things that really set apart the people who are very inconsistently successful. Some leaders in their business and they were these, first of all, they identify as that success in training that, so for me, in business, I am a tribal business leader. I am an incredibly successful, impactful business woman and I am constantly working towards getting better and better and better at that. So identifying that I am a business woman who makes an impact and I’m going to be the best that I can be. I’m not a mum who works from home who is building a business. No, I am that person already and I’m training to be the best that I can be in my physical side. I am an athlete in training now. So that was a real big mindset change.

So that book may help you. So Todd Herman, um, in um, in alter ego go and have a look for that. It’s really, really good. Now the next thing that I did is once I looked at those I thought, okay, the things that they all had in common apart from they I how they identify themselves is they sit very, very clear goals. They only compare themselves to their past performance. They’re not comparing themselves to other people. They will look to other people for inspiration, but they are always competing against themselves. So they’re looking at how can I improve? Why, how can I get a personal best? Now if you’re always going to be comparing your S, your present self to your past self. So yes, I have started talking or referring to myself as super Janet and past Janet. Yup. As so I’m also talking in the third person, but it helps is that I’m always in order to know what path Janet has done.

I need to have goals and measure them because how can I improve if I don’t have those? Now this may sound like one Oh one to you, but once you’ve really made a commitment that first of all, I identify as what it is that I am aiming to be. I have definite goals and I am measuring. So I know if I’m succeeding and discipline is not an option. I am incredibly disciplined and if I say that I am going to do this and I might, even if I’m saying it to myself, I bloody well do it, okay? I turn up even when it’s hard, okay? And so the same thing is going to happen in your business. You may not feel like filming the podcast. You may not feel like doing the saleslady. You may not feel like doing the sales call, making the difficult decisions, working out some geeky stuff, whatever it is, too bad, suck it up, baby.

It does not depend on your mood. You, if you are an athlete in training, if you are a successful business person, constantly working to improve, you turn up and you do the work when you don’t feel like it. So that is an important mindset. So if you keep on referring and think, well you know what a true athlete not turn up to the gym because they’re a bit tired that morning. Would a true successful, committed business person not actually, you know, return the emails or do their content strategy that they said they would, wouldn’t turn up for the client calls because they didn’t feel like it. No. So refer back to that’s why you need to have an identity that this is this person. Because if I am that person, well this is what I do. Okay. So those things are really, really important. So how do you then put that into what you’re doing?

So this is what I did for my goal. The very first thing is I recognize, okay, I’ve got to have some definite goals here. So part of that is I set myself some goals. One of those. My very first goal is I want it to be able to run for five kilometers without stopping. I’m not a natural runner, I enjoy it, but I’m not a natural runner, so I needed to have that goal. I want it to lose weight. I wanted to lose 15 kilos. So I’ve got that goal. I also wanted to set myself a really physical challenge, and so the first one that I did was to carry a really, really heavy pack for five days through the wilderness with friends and my husband to do it and it Trek because I love getting out in the Bush and I did that. I was very sore, but I didn’t hurt myself and I did it with a smile the whole way.

And then the next one was the raw challenge to take that on because that seemed to me to be an impossibility when I first started this. Okay, so I had very, very definite goals. Now in your business, what are those goals? Is it going to be a certain amount of revenue per month? Is it going to be a certain number that you impact in terms of number of clients that you have? Like how many people have you impacted? You know, whatever your measurement is going to be, you’ve got to know what that is so that you can plan there. Now the next thing you’ve gotta do is you’ve gotta have a, a strategy to get there. What is going to be your game plan to get there? So for me, when it came to the athletic side of it, I thought, you know what? I’ve got an idea of what my plan is, but I know if I am going to achieve this, I’m going to go to somebody that really knows what they’re talking about.

I’m going to get a coach, I’m going to get a mentor, somebody who’s got a system, and I just have to follow it. Okay? Because that is another thing that I have noticed about the clients that get the fastest results with me, is that they’ve taken their time to find the person who they trust. And once they’ve done that, they just do what they’re told to do. So for these people, they’ve, they’ve taken the time to discover, you know, Janet’s the one that I trust. I know that she’s got a system and it works. And then I just say, okay, we’ve got to do this step, this step, this step. This is your goal this week, this is your goal this next week. This is what we’re aiming for, this is what you need to do. And they just go, okay, and do it. Exactly. They don’t second guess.

And so they just get the results because they’re not using a lot of that energy of second guessing all the time. They choose their coach and then follow through. So that’s what I did. So I found the beautiful Laura a and she’s only young, I don’t even a twenties personal trainer, absolutely adore her. Um, because she has a program that’s, that’s been proven to work. She’s trained in that program and she has the maturity and a very high commitment to her clients. And so once I chose her, I just turn up. So she tells me what I’m meant to eat. She does all the measuring. She works out the plan of what I’m going to be doing to the gym, so we meet twice a week for the gym and then she’s sent me the goals that I do for the rest of the week with my swimming and running and food.

I just turned up at the gym and whatever she tells me to do, I do. A lot of times I’m not thinking very nice things about her while I’m doing it, but I just do it and I just turn up now. For me, that was such an easy way to do it. It just made it so much simpler because I knew I could trust her. I knew that she had the plan. I’ve never been a gym junkie, but I can tell you what, I’m strong now I’m getting really, really strong and I have never hurt myself because I’ve got somebody who’s going to make sure I do everything right, so that’s an important part to that goes over to the business as well. What’s going to get you there the fastest? For me in the business, I recognize that I’m taking my business to the next level.

I’ve got a new program that I’m launching out there. I know how to do all of that stuff, but I knew that the mindset was going to be the thing that stopped me. So I’ve brought on a mindset coach for the, for the three months leading up to me to creating and developing the program because I knew that’s what I needed. Just get a coach, you just get a coach for what is what it is that you need. So for you at may be that you need somebody like me that’s going to help you to be able to create your programs, get your business out there and get it international. That’s going to be helping you to get super clear on what you offer. I haven’t got the processes for that. You just follow. Okay. And if you work with me at the VIP level, um, with my accelerator program, well then you get me every single week personally helping you, you know, answering your questions so you’re getting it faster.

So what is it that you need in your business that’s going to get you from here? Is there a coach that you’ve got? It may be the book for me, it was a book and a cheap program that I did with Todd that got me the mindset right to start with this. So it may be something like that. It may be a course, it may be a personal coach, whatever it’s going to be. It’s so much faster. Honestly, it means that you’re going to get your goals faster with less stress. So that’s what I did for mine and I’ve just done exactly what I said I would do. Now, what was the next thing? So I’m just going to chick over here is the other thing that I had to do was who was going to help me? So I’ve talked about that. You’ve got, um, if you’ve got a coach that’s going to help you, somebody who’s got the process, bring that person in, it’s gonna make a huge difference.

The other thing that you’re gonna need is you’re going to need some friends. Okay? It is really difficult to reach any goal in isolation. It may be that for, in my case, I’ve got my swimming buddies and I’ve been, you know, making sure that I turn up every single time that I’ve been turning up now for months and months. Every single time they notice the difference in my commitment to getting better and I’ve already said to them, Hey, if I don’t turn up, pay out on me, okay, pay out on me. Because you need those people who are going to hold you accountable. So who have you got that he’s going to hold you accountable in your business. I have my mastermind group, my peers who I go to, I’ve got a mindset coach who I go to hold, who holds me accountable, who have you got?

If you don’t have somebody, then you, that’s where I can help you as well. I have that through my accelerator program and he might upcoming success circle program to help you create those peers, but it’s your job. You’re going to go out and find them, create the group, find the people. Okay, you need to have people who are going to help you. So don’t try to do anything in isolation. It’s just the hard way to get there. So what were the, what was the result? So on the weekend it took, um, I said he committed that I was going to be doing the, um, the challenge, the raw challenge. Now interestingly, when I saw it, I thought, Oh man, that sounds like fun. Well there, you know, I looked at the obstacles and I thought, they look really hard, but well, you know, they’re already saying that if he can’t do it, you just walk around them.

That’s okay, I’ll do that. Signed up, put the money on. And then I went back and looked in detail at all of the challenges, all of the obstacles that I, Oh my God, what have I done? This is a disaster. Got really quite scared. So this is the other really important one. And this is one of the overall reason why I started this. And the overall reason why I’m sharing with you today is I made a decision that I was going to step into the feeling of scare cited. That feeling that you get when you’re scared because this is really pushing you out of your comfort zone, but at the same time you’re excited because, Hey, if I do this and succeed, wow, what [inaudible]. What else am I capable of doing? That feeling that that is a really beautiful mixture of fear and excitement. That is what I call scarecited, and so I’ve made myself a commitment that I’m really going to be stepping into scarecited, and that’s why in all my programs, one of the first things I get my clients to do is to complete a scarecited contract, not with me, with themselves, that they’re going to step into scarcited because that is where the magic happens.

So for me, when I started looking in detail through these obstacles, I thought, you know what? I can do this. I’m going to step into the scarecited. I’m going to give 100% to every single obstacle that is there. And I’m not going to just walk between each obstacle. I’m gonna run. I am going to give 100% and if I’ve done 100% and I can’t do an obstacle, well then I know it’s because next time super Janet, she’s going to do better. But at least I know that I gave 100%. So that’s what I did. And so I did it with a group of people. I did it with Laura, my beautiful personal trainer and some of her other clients. So that was great. Having a peer group and I absolutely gave 100%. There are a few of those obstacles that were absolutely physically impossible for me to do.

Even some big strong guys were having trouble that cause I took a lot of upper arm strength. Um, but I gave, I tried them 100% first. Really I, I was able to get over probably 80 to 90% of those obstacles. Things I never thought that I could do. Um, it wasn’t pretty, I was not graceful. And that’s one of my goals for next year is to be able to do them a bit more gracefully, not so awkward, not so strangling to get over the top and doing weird body things in order to be able to do it. Um, but it was a lot of fun because I’ve got to play in the mud. It was ridiculous. I’ve got to laugh a lot. And in fact the next day, um, I was so sore. Every single muscle in my body was sore that if I laughed, it really, really hurt because my core muscles was so sore from all of those different obstacles that I climbed or swung or swam or whatever it was that I had to do.

Um, I was sore all over. Um, I’ve got bruises all over me and I’m still getting mud from under my fingernails and it had my ears, not, and many times I’ve cleaned them, but man, do I feel smug. It took us about three, three and a half hours of going flat out doing these X, doing the obstacles. So that was a long time to go, um, to continually be exercising. For me. And, um, and so the thing is now I feel really, really good and I can’t wait to do it again next year and do better. And now I’m thinking what is my next physical challenge that I going be doing between now and then? What’s something big? And I’m thinking of bigger challenges than I ever would have thought at the beginning of the year. And so that is the beauty of doing it. So number one, I’m really reaching my goals, have great energy.

I haven’t reached my goal weight yet, but I’m strong and I’m just full of energy. I feel great. Um, and I thought a lot more confident physically to take on even greater challenges. Um, so I’ll let you know when I’ve decided what that next physical test is going to be for me, that I’m going to be going to some something that really, really scares me, but I’ll let you know what it is. OK. um, bringing that over into the business as, you know, what, it really challenges me to think, okay, am I having a big enough impact? No, I am not having a big enough impact. Well, I know that if I put my mind to things, I can have a huge year impact. So that’s my commitment to you, that I’m going to continue to step up and see if I can help more people make a bigger impact.

And that is my intention. So for you, my chance to you is, are you ready to step into scarecited? So let me do a little bit of a summary here for you of how I was able to reach this goal. Oh, and I haven’t shown you yet. I even got an award. There we go, says stamina and on the back I conquered and the band is pretty gross because I still had, um, they’ve, they’ve, they splashed you with all these different color dyes as you got out of the water and the mud and I was covered in mud, so it was pretty gross. Um, but um, you know, what is it, you know, what scarecites you, it could be a physical challenge. It could be a challenge in your business. It could be a relationship challenge, what scarecites you, that’s where the magic happens.

So step into scarecited. That is the first one. The next one is be really, really clear why you are doing what you do, what your, why are you going to be stepping into that square sided? Why does it excite you? So be really, really clear on your why because it gets hard. I can tell you mid getting up at 5:00 AM every morning during the week to either go to the gym or to go swimming is hard. And when I get there, you know it hurts. That is hard. But man, I feel good afterwards. So what’s gonna get you through that hardness? What’s going to get you up in the morning? That is, you know, you’ve got to really connect with that. You’ve gotta be super clear on your why and it does not have to be anything that is, you know, saving, you know, world peace.

It could be just as good as I want to look hot in a bikini, doesn’t matter. But it’s got to motivate you. So be clear on your why. Be clear on what sort of person you are and identify as what it is that you are aiming to be. I am an athlete in training, so really be very clear on that and channel that person all the time and always think an athlete in training, what would they do? Are they disciplined? So discipline is absolutely essential. Now that is the hardest part is actually just doing what you say. You told yourself you were gonna do. Always compete against your past self, not against everybody else. In order to compete against your past self, you need to know what you’ve done before, so you need to record it. You need to have a way of documenting and measuring and you need to set yourself ongoing challenges and train towards those.

Importantly, you cannot do these things on your own. It’s just the hard way to do it. So get a coach, okay, get a coach, get a mentor, get a book, but find a process that’s going to help you to do that and just follow the process. Take your time to work out what it is you want to do and who you trust. Then just follow the process. Don’t second guess because athletes don’t second guess athletes in training. Don’t business leaders in training. Don’t second guess. And then find a peer support group that’s going to help you find your mastermind. Find your friends, find your network people who are going to help you to get there. And last but not least is take time to acknowledge. Every time you make an achievement, take time to reward yourself. Take time to, you know, either for me, have that mess or take that time to just go and be in the Bush and be in the surf.

That’s for me. That’s my rewards. You know, take whatever it is that you have decided. You know that you’re going to celebrate. Dip into the celebration box. If you’re not sure about that, on the podcast page here, I’ll have a link to the episode that I’ve done on the celebration box. Um, make sure you celebrate as well. And then take that time to acknowledge yourself. Take a moment to brag, share it with people. Hey, what do you think I’m doing here? And then take that time to think, okay, what have I learnt through this process and what’s next? I rock, I nail this. What can I do next? Okay. I would love to hear from you. I’ll put on the podcast page some photos, um, of, you know, at the end of the finish line so that you can see the excitement that I’ve got.

And, you know, I would love to hear from you. Like what’s your big goal? What are you working towards? Is a physical, is an athletic goal? Is it a business goal, a relationship goal, something else? What have you got? I’d love to hear from you. So either come and share with me on the podcast page. Drop me an email, come over into the room, actually tried Facebook group, leave a comment here on iTunes and leave a review. I’d be very, very grateful for that. You know, telling me about this episode. Like, you know, what, what’s your big goal? What are you working towards? And I would also love to hear from you how has this process that I’ve outlined has it helped? Now I will have for you here a, um, as a download that you can have and I’m going to go through the exact process that I’ve just outlined today that got the results that I wanted.

And that’s then encouraging me to keep on going for the next one. So I’m going to outline those exact results that I have that I’ve outlined today so that you can have a worksheet that you can download and you can use to help you to plan. Okay. So no, that I’ve got that for you and if you’d like, and I’d love to hear from you if you actually use it and what you’ve set as you’ll be goal. I would love to hear that from you. So please come and share. And if you have a friend in business or in your personal life that you know needs to hear this, please pass this on. I just love the thought of being able to encourage anybody to step into scarecited because that is where the magic happens. And when I talked about having peers who are going to support you, pass this onto them and say, Hey, you’re the one I’ve got in mind, baby. Do that as well. Okay, thank you. I can’t wait to hear from you and go out there and get them folks step into the scarecited and keep an eye open if may, by the time this goes live, it may very well be that, um, that the success circle is open. And so a lot of the things that I’ve talked about today, that’s what we’ll be doing through there. So make sure you check that out and I can’t wait to be able to help you. Okay. Bye!

The 8 Minute Podcast Strategy

The 8 Minute Podcast Strategy

Have you thought about starting a podcast, but it just seemed like way too much work?

Then you’re going to love today’s guest on Romance Your Tribe Radio, Bob Clark.

Bob reveals his quite unique podcast strategy of 8 minute podcasts and importantly, the strategy behind WHY he uses this format. As you’ll see, the outcomes he aims for are different to the outcomes a podcaster such as myself has and this dictates everything from the types of guests he invites, the format of the questions and the follow up strategy for each guest.

It’s quite clever actually, and maybe for you the 8 minute podcast strategy will be the perfect way for you to introduce podcasting into your marketing mix.

To help you decide, Bob and I do a comparison of the 2 podcasting techniques we use (the 8 minute guest focused and the longer, in depth listener focused), look at the pros and cons and help you decide which method fits your marketing objectives.

To help you decide which podcast strategy is best for you (Bob’s 8 minute strategy or my in depth content strategy) I’ve created a Decision Guide downloadable for you so you can make a choice and take action this week. 

Here’s what you’ll discover today:

  • Podcasting as an evolution of traditional offline networking
  • Why the actual content of the podcast is not really the main concern of the 8 minute strategy. ***spoiler alert: The guest is the objective, not the listener***
  • The 3 categories each guest fits into: Potential prospect, referral partner or joint venture partner
  • Why 10 minutes is the maximum length of time for any videos Bob creates ( some good tips here about how to use Linked In for greater video reach)
  • Why Bob uses an alter ego of “William Chatner on Cocaine”
  • Bob breaks down the 6 questions he asks and the reason for each one, plus how you would adapt them for your own industry and business goals.
  • We talk about using podcasts as a sales funnel and compare the types of customers each of us create our podcasts for and how that dictates which strategy we use. (in super brief, Bob’s guests are potential customers of his 8 minute podcast training and done-with-you service. My listeners are potential VIP clients who want to work with me closely, which is why I focus on top quality content so they consistently see evidence I know what I’m talking about).
  • How Bob cleverly uses this strategy to replace “free strategy calls” which often result in freebie seekers and the one question he asks on the interview that helps him identify if his guest is a potential client.
  • Case studies to show how to adapt this strategy, even if you are not in the B2B space.
  • How you can be a guest on Bob’s podcast  (links at the bottom of the page)


Plus a special podcast bonus for you today. An action guide to download “Decision Guide. Which Podcast Strategy Suits Your Business?”

You can watch the video, listen to the audio, download from the podcast directory, or read the transcript below. Never miss an episode. Click here for all the ways you can subscribe.

Click the image below to download the BONUS worksheet!

Bob’s Bio

Bob Clark is an Internet marketing professional with extensive experience in Social Media Marketing (SMM) and Search Engine Optimization (SEO) in both the political and private sectors.
In 2008, Bob got his start in politics running petition crews for various causes. After the 2008 election season, Bob started training politicians on the use of Social Media Marketing and SEO. During this time, he also worked with various local businesses of all sizes, aiding them with marketing their brands via Social Media Marketing and SEO.

A Special Message From Janet

Thank you so much for being here. I know there are a lot of podcasts you could choose to listen to  and you chose to join me on Romance Your Tribe Radio.


I’m honoured and  grateful for your support.

If you enjoyed this week’s episode, I’d love for you to take a quick minute to share your thoughts with us and leave an honest review and rating for the show over on iTunes!

Read The Transcript Here

Janet Beckers:                  Hello everybody! Janet Beckers here and we have got a very exciting guest today, Bob Clark Dammit. I’ve been told, I have to say the Dammit at the end of your name. Good day, Bob!

Bob Clark:                          Good day Janet, how you doing?

Janet Beckers:                  I am terrific. Now, I asked Bob to come along because he has a really unique way of podcasting and I had been a guest on Bob’s podcast and I absolutely loved the format that you’re using Bob and I could just really see how this could be a fantastic option for people who are listening here who’ve been thinking about getting into podcasting. But the whole, you know, cause it is a lot of work, you know, the whole amount of work and the interviewing and all that sort of stuff may have felt as if it was just too much to do. So your system is different, it’s quite unique. I haven’t seen anybody else do it, so that’s why I’ve invited Bob along today. Everybody is just his beautiful, unique way of running a podcast. So get ready to take notes. If you’ve been thinking about what is a great way for you to be able to get your message out there in a bigger way without, you know, doing it the same as everybody else. You’re in for a treat today. So great to welcome you Bob!

Bob Clark:                          Thank you, Janet!

Janet Beckers:                  In brief before we kind of get stuck into really diving into the whole podcasting techniques is let’s just do a little bit of your stories. So, and the best way I find to do that is like if you can just share, like who is it that you help and how do you do that?

Bob Clark:                          Okay! So everyone, my name is Bob Clark Dammit. I add the Dammit on there because there’s too many Bob Clark’s in the world.

Janet Beckers:                  Right.

Bob Clark:                          or my personality there.

Janet Beckers:                  Yes.

Bob Clark:                          And so the people I help are business owners in the B2B space, real estate agents, commercial insurance, and financial planners.

Janet Beckers:                  Right.

Bob Clark:                          Yes, and basically what I show them how to do is how to get basically 5 to 21 one-on-ones every single week with potential prospects, referral partners, and joint venture partners. Very easy.

Janet Beckers:                  Right! Brilliant. So that’s, I love how incredibly specific you are. So really what we’re going to be looking at is those one-on-one conversations. And the industries that you’ve talked about are very much ones where people have a conversation, don’t they? They don’t just go and buy online. They have…

Bob Clark:                          Yeah, a lot of those are on there. You do have the online, the online entrepreneur who all they do is sell classes. But interesting story, and I kind of realized this just recently, is I’ll go to local networking events just to basically get out of the house.

Janet Beckers:                  Right.

Bob Clark:                          And I noticed that there, that every single person who wanted to talk to me wanting to have coffee. Yeah, let’s get you a coffee there. So coffee requires 15 minute drive. You’ll on the app, let’s average to the 15 minutes, depends on where you are. That part there. Then you’re gonna want to spend an hour with the person, you know, you talk for 30 minutes, they talk for 30 minutes and then there’s 15 minutes back.

Janet Beckers:                  Yeah.

Bob Clark:                          So now we’re looking at an hour and a half commitment. Plus buy the $10 for a coffee, you know that part there. And so I realize is that that takes a lot of time and also someone doesn’t show you’ll because you’ll life happens there. You’re frustrated because you had this huge block of your day taken up there.

Janet Beckers:                  Hmm.

Bob Clark:                          Then you’ve got the other extreme, the online marketers that all they do is they talk to the online social media void and send out some messages,

Janet Beckers:                  Right.

Bob Clark:                          That part there. So I basically, my team and I, we build a system that marries the two very, very well and we just happen to use a podcast as a system for that.

Janet Beckers:                  Right. Okay. So, and I love how you’ve just talked about those two extremes because I’ve been that person at both those extremes as well because I’ll tell you what you learn pretty quickly. This whole idea, can I meet you for coffee really means can I get free consulting and pick your brain?

Bob Clark:                          Or can I sell you?

Janet Beckers:                  Yes. Or can I sell you something that you really not necessarily interested in? And so it’s actually a really uncomfortable conversation to have because nobody’s really being honest right from the very beginning.

Janet Beckers:                  I’ll always remember there was this guy who was a financial planner. Yeah.

Bob Clark:                          And he kept wanting to meet me for coffee. And if I don’t, I’m like, okay, I’m going to meet you. But just to let you know right now I am a no for you as a client. I have other plans. You know, you’re not… I’m not going to hire you. But if you still want to meet for coffee, great. And as soon as we meet, he asks me what I do, then he pulls out his book of the numbers and everything. And so now it’s again, I, I had to be a little bit of a jerk and say, what did I tell you beforehand? So that whole thing there. Now the beetle thing. Basically, here’s what I’m teaching people how to do. You’re inviting people on a very short podcast and the questions are the same every single time. So starting conversations faster. Janet, I got you on a one on one call with me very quickly

Janet Beckers:                  Yeah.

Bob Clark:                          because I said, I have a podcast. It’s six questions in eight minutes and eight seconds because it looks like Bob. Ha ha ha. That’s so funny. And I’ve got you on my podcast very quickly and then, and I’m like… Here’s a shocker, Janet. Here’s a reason I asked you on my podcast, you are a potential prospect referral partner or joint venture partner.

Janet Beckers:                  Right?

Bob Clark:                          Let’s just be honest here. let’s not play this game. “Oh, I just want to get to know you as a person.”

Janet Beckers:                  No.

Bob Clark:                          Those are the three reasons there.

Janet Beckers:                  Yeah. Yeah. And interestingly, so we might just step back a little bit because I love that you’ve just said it right, clearly there’s, okay, there’s three things that you want to be doing. You know, that you’re hoping when that person that you’re going to be interviewing them, you know, that’s what you’re intending. So I love this whole thing of you’re actually being incredibly open and honest in approaching this as a strategy because as we talked about, you know, the “meet me for coffee” is usually involving, you know, it’s uncomfortable because people are always going, “well what is it that I want, what do you want?” Whereas with podcasting, it is already like a business transaction because you’re not saying you don’t have any private conversation, you are having a public conversation. And so it is obviously that this is about business. So what I might do is we might dive into a little bit about any kind of podcasting, what are those benefits? And we might look at those three things that you’ve talked about that comes.

Bob Clark:                          Right.

Janet Beckers:                  that anybody who you’re interviewing, this is what you have that as the potential. And we’ll talk about how each of those ones I can talk about from the other side, the discussions that I had with you. And which of those I actually fit it into, which if you hadn’t interviewed me on the podcast, if we hadn’t had the conversation is very unlikely it would happened. So we can talk about that and how that actually works. So that…

Bob Clark:                          You don’t want to talk about that there is, the goal is basically I do it in 30 minutes. The whole podcast takes 15 minutes to do. You’ll pre-production, post-production, that part there. And then it’s, we’re just having a conversation. I didn’t start like for basically the podcast culture I doing, I didn’t go as soon as it was over. OkayJanet so now you should hire me as a coach here. Here’s how much it is.

Janet Beckers:                  Yeah.

Bob Clark:                          We had a conversation. I asked you about your business. You asked me about mine through that conversation. Like Ooh, maybe some things can happen there.

Janet Beckers:                  Yeah, yeah, absolutely. And so that’s… So what we might do to be able to make this so that people can implement this as the structure that I recommend that we’re going to follow now. So everybody get ready to take notes. Well, yup. So first of all, we’ll talk about the difference between the two podcasts that we are doing now.

Bob Clark:                          Right?

Janet Beckers:                  I’m doing a longer, more in depth podcast. Your podcast technique will go into what does that look like? Then we’re going to have a look at. Okay, pros and cons of both types. And then looking at those three different ways that the people who you’re interviewing, how do they fit? You know, how can you actually through either of these methods, get those, you know, to get those outcomes? And then we’ll have a look for everybody here that’s listening, what things that you need to be thinking about to decide what’s going to be the best for you? What’s the best method? So here we are, we’re going to have a little bit of, you know, a comparison between well hopes.

Bob Clark:                          I love it.

Janet Beckers:                  of, you know, six questions in eight minutes because eight is eight Oh eight because like Bobsy I’m already saying your tag on it.

Bob Clark:                          That’s part of it there.

Janet Beckers:                  Yeah, yeah, absolutely! So in eight minutes you might take slightly longer. It doesn’t really matter in your calendar. That’s only about a 15 minute slot that you need compared to what I do, which is I alternate. So we’re doing an interview here. This may go for anywhere between 20 minutes and 50 minutes depending on how deep you go. And then the other weeks I do a master class, which is just me and that will normally go for 20 minutes, sometimes 30. So they’re two different techniques. Now, the other thing that we might look at, Bob with yours is only on Facebook, isn’t it? Do you…

Bob Clark:                          No, it is actually on iTunes, YouTube and LinkedIn.

Janet Beckers:                  Oh it is? There you go. Okay. So…

Bob Clark:                          It’s a little trick for everyone is here’s the thing, if your clients are on LinkedIn, like you know, majority of ours, you really need to listen to this. You want to make sure if you’re going to do a podcast, it’s under nine minutes and 59 seconds period. The reason been is now you can post it as a video on LinkedIn. Once it’s 10 minutes and one second can’t go on LinkedIn. Now, you have to go send someone off LinkedIn. LinkedIn doesn’t like you sending people off their site so they’re going to take juice away from your post.

Janet Beckers:                  Excellent. Oh that is a great tip. There you go. I didn’t realize that they had that 10 minute limits. So that is a huge advantage when it comes to being able to do the LinkedIn because you’re not just going to be doing a LinkedIn saying go over to here, right? You’re actually putting the video onto LinkedIn. And we actually…

Bob Clark:                          Actually, every single time I post a podcast, it goes straight onto LinkedIn itself. I don’t send people to a PodBean or anything like that.

Janet Beckers:                  That is brilliant. That’s a great tip. And it’s also because we’ve been experimenting. I have a a second podcast that I do that at the moment we haven’t syndicated elsewhere and it’s only a few minutes. I just send it out on Sunday mornings and it’s motivation from Janet and we put that straight over on to LinkedIn. And we’ve just been measuring, you know, what kind of engagement you can get from LinkedIn with those shorter videos as opposed to it going on to other ones. And it’s actually been really quite. It’s been really quiet, you know, noticeable. They’re not… So it’s something that we’re going to be experimenting a lot more because it’s… I guess because not as many people are doing it, are they not as many people are using video onto the LinkedIn platform.

Bob Clark:                          Yeah. Video is a lot rarer on LinkedIn and could have… The problem is on LinkedIn right now is LinkedIn I would say is probably at least five to three years behind Facebook when it comes out people market on there and so people on LinkedIn, all they’re posting on their posts is why you should hire me and here’s industry news.

Janet Beckers:                  Yeah, it’s a very different, very different platforms. So,

Bob Clark:                          Right.

Janet Beckers:                  I love this. So that’s… Okay, so if we’re going to be looking at Bob’s method of, you know, under 10 minutes and we’ve got the other method of the longer podcasting, we can go on there for the Bob method. Yeah, because it allows you to just put the whole video over there onto LinkedIn. Awesome!

Bob Clark:                          Yes.

Janet Beckers:                  Love it.

Bob Clark:                          I got a point. I’m waiting so far.

Janet Beckers:                  One point.

Bob Clark:                          Game’s over. We’re done. I win.

Janet Beckers:                  Okay, so you’re doing exactly the same things that I do through this podcast is that you’re syndicating every single way that you can. Okay. Now, the other thing with your podcast is it is all video. A lot of times when people do podcasts, they don’t do video at all. They’ll just use the audio. As people can see, if you’re here on either YouTube or the website, you will see that I video this. But I also just put the audio over into…

Bob Clark:                          Like iTunes and everything there. And I will tell everyone right now, doing a podcast has video is insanely important because now you’ve got content for Facebook, LinkedIn, and YouTube. And for people who are listening to this on iTunes for Janet’s backgrounds way better than mine.

Janet Beckers:                  Yeah.

Bob Clark:                          My background and you guys are here, my background is two fake trees and a wall that I haven’t painted. It has a couple of density. Oh the [inaudible].

Janet Beckers:                  It’s a nice color. It coordinated my background, which you know, as an artist that really, that’s just, it makes my little artists happy. My little artist are happy. Yeah.

Bob Clark:                          Yes. And well the reason I do this, it approves every one. You don’t need a fancy background to do this. I’ve done over 400 episodes with this background.

Janet Beckers:                  Yeah, that’s absolutely true. People over complicated. So that is a really good point. I totally agree with you. If you can be using video, it makes such a huge difference because you can get that connection. Now the thing with the longer episodes and so this is another point when it comes to the re-purposing of the video is with the longer video, we don’t put these whole episodes over… We don’t post them onto the social media platforms because they’re too long.

Bob Clark:                          Right.

Janet Beckers:                  The shorter ones that I do, which are normally three to five minutes, absolutely, that’s what we do. So yeah, there you go. Another one there for Bob who’s vaping away. I haven’t never had anybody.

Bob Clark:                          I totally do that during the podcast. I’m totally okay with vaping on the podcast.

Janet Beckers:                  And actually this is something else that comes with your shorter episodes. Now, when I do the shorter episodes and it’s something that I’ve helped my clients do for years during the short.

Bob Clark:                          Right.

Janet Beckers:                  me TV method, it’s always just you to camera sharing something because it’s short. But what you’ve done is yours are all interviews so it’s short but there interview. So this is a very, very different way of running a podcast, of doing an interview. So let’s dive in a little bit into how do you make that work? Because it can be very, very difficult to reign people in if they’ve got something that they want to talk about in depth.

Bob Clark:                          So kinda of like what I tell people there is a time limit. And this is why I train all my clients on. For everyone else who isn’t me because I’m able to be woody and make us different question every single time for the sixth question, I tell my clients, make them all the same, especially when you’re starting out.

Janet Beckers:                  Right.

Bob Clark:                          Now, I’ll tell you guys the sixth questions basically in a broad term are there. So first question is, who are you? What do you do? Is a question that you’ll ask that in your voice don’t do exactly the same thing there. Yeah, makes it easy because if someone has a really complicated name, I have them introduce themselves. Yes, I’m not butchering it. So that’s it there. And I told him the first four questions are all about 30 seconds of peace. If they go ridiculously long, I’ll say something like Janet we’ve seven minutes left, question number two.

Janet Beckers:                  Yeah. It doesn’t happen very… Rarely do people go over, believe it or not, when you have this style there, I have more people that go a little too short. Right.

Bob Clark:                          Okay? So question number one is basically who are you and what do you do? Question number two is a question built to make them feel great about their business.

Janet Beckers:                  Okay.

Bob Clark:                          So example for me is I say, what do your clients say about you that make you unique?

Janet Beckers:                  Yeah, that was a good question. That was a good question.

Bob Clark:                          Yeah

Janet Beckers:                  I really had to think about that one. So that was good. And I love your concept there is it’s to make them feel good.

Bob Clark:                          Yes, it’s everything is all about making the guests feel good.

Janet Beckers:                  Great.

Bob Clark:                          You have that part there. Question number three is a question, basically it’s a “LeadGen” question. So for example, for me, since I hope you’ll look for with basically “LeadGen”, my question is what part is sales and prospect do you find most challenging?

Janet Beckers:                  Right.

Bob Clark:                          Now, here’s the beautiful thing, If they don’t give me an answer I like, that’s okay. I just had a guy on his answer was none.

Janet Beckers:                  Right.

Bob Clark:                          What that tells me is you are not a potential prospect. You still might be a joint venture partner, referral partner, but you’re not a potential prospect. That’s okay. We’re not doing as many of these as you as me and my clients are doesn’t matter.

Janet Beckers:                  I Love it. So the strategy there is, well, I can see it’s two fold. Number one for the listeners, they always know that you’re gonna be talking about “LeadGen” so they associate Bob with lead generation.

Bob Clark:                          Yup.

Janet Beckers:                  But I liked that you’re doing the other one that you’re already trying to work out which of these threes, this person is that I’m interviewing. So that is answering that question there for you. Thank God!

Bob Clark:                          Yes, that helps there. Okay? Question number four is now the mine is because I play, I played character online because I’m very extroverted. So I play William Shatner on cocaine. Like that’s kinda the personality that I have.

Janet Beckers:                  Okay.

Bob Clark:                          Oh freaking out right now. Cause I’m very chilled right now. I’m talking like this the entire time!

Janet Beckers:                  Actually, Bob’s full on, totally full on during that sort of eight minutes of the interview, like it’s, whoa! Okay. So yeah.

Bob Clark:                          Yeah. So for example, if you are what is it… If you’re trying to get other business owners on finance,

Janet Beckers:                  Yeah.

Bob Clark:                          you would say, well, other small business owners like yourself do you think would be great for my podcast?

Janet Beckers:                  Yes.

Bob Clark:                          So question number four is always asking about leads. Interesting thing here. This is also another qualifier or disqualifier if your potential referral partner, joint venture partner or joint venture or referral partner. Because here’s thing, if you don’t know other business owners like you, statistically, and I’m not saying this happens every single time, they’re more likely to not be really doing well in their business. Like Janet, you sent me a bunch of names.

Janet Beckers:                  Yeah, yeah. In fact, interestingly I said to Bob, well, okay, I’ve got some brilliant people who I know will give good value and they’re my VIP clients, so I’m going to make sure that they give a great interview for you. So I’m going to coach them beforehand on how to be a great guest for Bob because.

Bob Clark:                          Yeah.

Janet Beckers:                  that was a great way to be able to give them the experience of being a podcast guest. So…

Bob Clark:                          Right. We got the first four questions, which should be about 30 seconds a piece.

Janet Beckers:                  Yep.

Bob Clark:                          Question number five is where they give value.

Janet Beckers:                  Right?

Bob Clark:                          So the idea being here is you basically ask them, I’m looking for three to five minutes of business advice based on whatever niche you’re in there and in three to five minutes and for me, I ask that people don’t sell during that time.

Janet Beckers:                  Yeah.

Bob Clark:                          Because I don’t want it to be… I’ve had people on this as well. This is why you should hire me.

Janet Beckers:                  Right. Educational value here. Kind of like what we’re doing right now, that part there. Yeah.

Bob Clark:                          Then question number six is a question designed to make them laugh. Hello? Because the idea is eight minutes. You want them to have a good experience with you.

Janet Beckers:                  Yeah.

Bob Clark:                          The line is I switched them out every single time. And so for yours because you like, do you like the young, what are those called again, sanity circles?

Janet Beckers:                  Sanitiy circles. My painting.

Bob Clark:                          Yes. Sanity circles. So your question was, again, I’m going to say it as you can believe in style if you want to. Janet, what the fuck is the sanity circle?

Janet Beckers:                  Yeah.

Bob Clark:                          Which made you laugh.

Janet Beckers:                  Yes. Yeah, absolutely. And I really liked that idea because number one is you’ve actually included two questions there that are designed to make the guests feel like they’re really special and interesting, which of course, and when everybody is special and interesting in their own way, you’ve just got to find a quick way to be able to do that. So people leave that podcast feeling really good about themselves, that they did a great job, even if the important part of teaching maybe something that they didn’t do as well because I may have not been condensed enough. But I really love that idea that you’ve actually topped and tailed with something that makes that speaker feel really good about having been here. Which brings us back to your whole thing that the speakers are either a customer, a referral partner or a joint venture partner.

Bob Clark:                          Potential potential of those three there.

Janet Beckers:                  Yeah. Yeah.

Bob Clark:                          Well again, I just had a company. They do basically they do a male hormone replacement and I was like, I don’t think, again, I’m thinking in my mind are you potential because your client potential referral partner, joint venture partner, probably not.

Janet Beckers:                  What did they do, male home…

Bob Clark:                          It’s basically PRT. You’re old and you need testosterone.

Janet Beckers:                  Oh okay. So in here, in Australia, that would could be called “meals on wheels” where it’s where you get food delivered.

Bob Clark:                          No, this is basically like… Basically you’re injecting hormones into your body.

Janet Beckers:                  Oh I get it. I get it. Oh thank God. Okay. Totally.

Bob Clark:                          So again, I told him, I says, well since I’m focusing on the B2B area, I don’t know if you’d be a good guest and suddenly you say flat out, no, just that part you’ll there because again, I wasn’t sure if they’d be one of those three people.

Janet Beckers:                  Yeah. Okay. And you know, that’s also fair for your listeners because

Bob Clark:                          Yes.

Janet Beckers:                  they’re listening because they want to get business ideas and for the podcast guests they’re there because they want to get their message in front of…

Bob Clark:                          correct.

Janet Beckers:                  Yeah. That’s a really nice filter as well. Yeah. Okay.

Bob Clark:                          Well yeah that’s the strategy right there in a nutshell and how to do it.

Janet Beckers:                  Yeah. That is brilliant. And the thing that I quite like about the way that you’ve done that with that question of, you know, who were some other brilliant people who’d be great guests. I mean I’ve never heard anybody ask that on any kind of podcasts. It’s an unusual question to have. But you’re being really up front with people that my intention is to make this get, you know, I want more guest, people…

Janet Beckers:                  Right. Well, also the idea is that from other people is now they get a shout out people who had a great impact on their life. Right.

Bob Clark:                          And then also it makes my follow up very easy. Hi Fred! Janet told me to reach out to you. Why? Because she wants you… Because she was on my podcast and you should be too.

Janet Beckers:                  Excellent. So I’m just thinking for people who are listening here, if they’re wanting to do a similar strategy, and of course they’re going to be modifying the questions so that they’re going to be, you know, suiting them is another way instead of, you know, or you could be modifying that question instead of saying who else would be a great guest? It could be who’s had a great impact on you that you think would be a brilliant guest. Like you know…

Bob Clark:                          However you want to do it on there? Again, that question number four, for every single one of my clients is completely different.

Janet Beckers:                  Right?

Bob Clark:                          So it’s all about your style and making sure there because I’m going to tell you guys the three things that every single podcast needs, and these are the three non-negotiables. Two are non-negotiables. Number one, you need to enjoy doing the podcast.

Janet Beckers:                  Yes,

Bob Clark:                          If you’re not going to enjoy it, the amount of work that’s involved, you’re going to hate life. You want to stop doing it.

Janet Beckers:                  You’ll probably not be very good at what you do anyway.

Bob Clark:                          Right. It’s why 99% of podcasts don’t get over a hundred episodes and I’m already at 400.

Janet Beckers:                  Yeah.

Bob Clark:                          So number two, your guest needs to enjoy it.

Janet Beckers:                  Yes, absolutely. Absolutely. Yep.

Bob Clark:                          Well, those are really the two non-negotiables. I personally think a podcast needs to have a question or basically is a “LeadGen” type of question. Well, you’re asking a person about it there.

Janet Beckers:                  Right. Okay.

Bob Clark:                          It’s a really good… the big difference between our styles and you and first of all, both our styles are great. Yours is more of like the funnel. It’s more of a branding piece.

Janet Beckers:                  Right? Yeah.

Bob Clark:                          Okay. No, that’s not bad because here’s the thing. You build yours as a branding piece. You’re eventually, you want to get networking. You’re eventually going to get leads out of it there. You know that part there, but ideas, this is a tool designed to get your name out there.

Janet Beckers:                  Yeah.

Bob Clark:                          Mine is designed as a networking piece on the venture we get branding and eventually you want to get viewers on eventually going to get you all that stuff there. But mine’s all about getting in front of people very easy. And I tell people this, it’s all about starting conversations faster, build your relationships faster, getting referrals faster, and finally obtaining clients faster.

Janet Beckers:                  Yeah, that’s an interesting thing because I would say… so if we now look at the other styles, so there’s definitely be some “King-be-King” and we’ve got some, you know, some good bells. We actually look like some kind of number happening over here for, you know, the shorter technique. Now the thing that goes with…

Bob Clark:                          I called it “net casting” by the way I call it net casting.

Janet Beckers:                  Net casting.

Bob Clark:                          It’s all about networking.

Janet Beckers:                  Okay. Oh a like it coin word. It’s a net casting. That’s good. Yeah. So it’s all about that networking. And I love your idea, you know, of that people fit into those three criteria. Now when we had our conversation, we worked out. Well, no, I wasn’t going to be a client because you know about this right by stuff now. But then we looked at referral, well, okay, I had some great clients who will be brilliant guests. So that was a referral. And you know, whatever happens in your relationship with them is between you guys.

Bob Clark:                          Right.

Janet Beckers:                  Now then the other one though with joint venture and that was where you were saying, “alright, we’re actually got this new program that we’re going to be launching and we’re just taking, you know, inviting some of the people who we’ve had as guests to be able to contribute”. So for me it was an easy thing to do. And so yeah, I mean okay, I’m certainly in that. So you were able to very, very quickly to be able to walk through after our conversation. And then the whole… Because it was a quick podcast, it was very easy to have the quick conversation afterwards, like it didn’t feel incongruous. I didn’t feel rushed so very quickly move it over to, okay, there’s a joint venture happening, let’s make this happen. And so I really quite liked that outcome happen quite quickly there.

Now, interestingly from the other side, so if you have a look at the podcast where you go into more depth, now, the reason why I used to always have a podcast that was just me and I ran that for over four years, every single week. And it worked exceptionally well for me to build trust and connect with my clients. But I changed that when I moved over to… I did a whole new rebranding. And the reason I moved over to this more in depth interviews is I thought, you know what? I just want to lift the game on how much value can I give people’s free content? So, and also, I really, really love doing interviews. I started my first business, it was all interviews for years before podcast existed and I really, really missed it. Now, so in terms of when you were saying that it became very much a a branding podcast, absolutely, because I always talk around, you know, building tribes, the things that have got to do with the business. So it’s very much around that content, but it’s also very much around. Okay, how much can I lift that game so this becomes industry standard? So that was right. It was my personal goal.

Now the next part when you’re talking about, are people going to be… When you come on your podcast, are they leads? Are they referrals? Are they JVs? With leads actually, interestingly, some of them do become clients of mine.

Bob Clark:                          Again, what I’m talking about Janet, there is, it’s basically kind of like, it’s a sales funnel. You have this focus on education and branding on your podcast there.

Janet Beckers:                  Yeah.

Bob Clark:                          So you’re eventually going to get leads. You’re eventually going to build network out of it there.

Janet Beckers:                  Yeah,

Bob Clark:                          I’m able to build a network faster because I do short episodes and do more of…

Janet Beckers:                  Yes. I think that’s the thing where you’re thinking about, okay, what is the outcome? Why am I doing this? So for this one, you’re very, very clear that this is it. Let’s get through this quickly because this is my outcome and I love that focus.

Bob Clark:                          Right?

Janet Beckers:                  So if you have a look at this one here we still… The referrals and the joint ventures all happen. These become, like, you have a longterm relationship with and they’re the joint venture partners that help you to grow your business. So you can’t do that in any other way than having these conversations, really. So that works exceptionally well. I really love the idea. So it really comes down to are you wanting to… When people are making a decision about, which is the way that I want to go is I love Bob’s technique, but the thing that you’ve got to be good at is you’ve got to be very good at keeping, you’ve got to be very good at briefing your guests beforehand. So everything runs fast. And I tell you what, I love the idea because people’s attention span as listeners is super short. So that’s another huge attraction to what you do. I absolutely love that. So for a lot of people, I think this is a technique that can work exceptionally well for you. If you’re looking at, I want to dive in deeper because you’re wanting to have that positioning of, you know, being… I guess the content creating letter, then you go for longer. But…

Bob Clark:                          If you care more about the content creation side, then I would definitely go for the longer form podcasts on there.

Janet Beckers:                  Yeah.

Bob Clark:                          So it comes down to when you decide you’re doing a podcast, what is your goal? Okay? I have a story about this. A conversation I just had with a lady. Can I tell it?

Janet Beckers:                  Yeah, please do. Go ahead. Go.

Bob Clark:                          She comes to me and tells me that she’s broke, so she can’t hire me. Would you like some free help? I’m like, sure. That works there. So she’s doing, do you know what Kangen water is? “ Ionized water.

Janet Beckers:                  Oh, I… Yeah, I heard of, Ionized water.

Bob Clark:                          Yeah, so she’s basically, she’s involved with it with Kay right now and so she wanted to do a podcast and so she said it, her podcast was, she’s going to get all these people talk about how great Kangen water is, so people will listen to want to get Kangen water. So I’m like… Well here’s my problem though. So in other words, you’re going to build a podcast. Basically it’s the Kangen water circle jerk, which I’m not against, but you’re saying that me as a non-Kangen users want to listen, is going to want to listen to a podcast where people talk about how great it is.

Janet Beckers:                  No, boring.

Bob Clark:                          She’s like, yeah. She’s like, no you’re not. I’m like, so you need to have a specific plan. I was talking to another guy who want me on his podcast and what’s your goal? I just want to educate people. And he had no plan for monetization of anything. I’m like, well, I’m not going to beyond that until you actually have a serious plan, because if your only goal is just education and that’s it, there’s no funnel everywhere there. Because Janet, I’m going to expose your secret right now. Eventually want people listening to this podcast and buy some of your courses.

Janet Beckers:                  Oh, of course. Absolutely. Any… Yeah.

Bob Clark:                          I look at out of the bag.

Janet Beckers:                  Absolutely. And that is… And because this podcast is number one, it’s to keep people engaged and I get feedback all the time that because of the value I get that my emails keep on getting open. So that’s an important part. It keeps my emails getting open, keeps on people interacting. But one of the reasons why I go into why I’ve chosen to do the more in depth is because from this podcast, sure I’d love people to be investing in my lower priced programs, but for me, this is attracting the higher end client. This is affecting the people, the person that wants to work with me closely and get Janet every single day and get me one on one consulting with them.

Bob Clark:                          Right.

Janet Beckers:                  This podcast is designed for and it works that well.

Bob Clark:                          Right. And just as just as I designed my towards networking, I also get leads for people off by podcasts who want to work with me on building a podcast.

Janet Beckers:                  Yeah. Brilliant!

Bob Clark:                          Again, when it comes down to is again, I look at podcast as a sales funnel. Okay. So like let’s say I have a fruit cart. If I were to online, I would focus on a phone that sells apples.

Janet Beckers:                  Right?

Bob Clark:                          Eventually oranges are going to get sold.

Janet Beckers:                  Yeah.

Bob Clark:                          If I focus on a sales funnel that sells oranges, eventually apples are going to get some.

Janet Beckers:                  Love it!

Bob Clark:                          So it’s all about what is your number one priority when doing a podcast is your number one priority to get in front of people and network with. Then my style is better there because I do far more of these than you do. So I can… If we go purely of that podcast, my network builds faster than yours.

Janet Beckers:                  Yeah, yeah, absolutely. That’s a brilliant way of looking at it. And I think we’re a really important thing here that you’ve just explained really well, Bob, is you’ve always going to start with the end in mind. Like I… Actually the last podcast that I’ve just done, or should it be a few weeks from when we published this was all around the reverse success strategy. You’ve always got to start at the end. Like what is it that you’re wanting to people to buy? And so how do you want them to buy it? So with yours you get them to buy through those conversations. So that’s great. So if they’re going to have through the conversations, how do we get more of those conversations is a really important part. If the way that you get them to buy may not be through those, it maybe through your sales pages or booking in a, you know, consultation where they have to have some kind of, you know, this is what I want to achieve. Then you might go back another step and workout is this going to work?

Bob Clark:                          Right.

Janet Beckers:                  So that strategy is the really important pattern. Some of you…

Bob Clark:                          I have an opinion about sales consults, actually.

Janet Beckers:                  Yeah. Go for it.

Bob Clark:                          Okay? I say no one produce sales consults only do podcasts.

Janet Beckers:                  Right.

Bob Clark:                          Because the strategy is to get question there. I asked them during the podcast, what part of sales and prospects do you find most challenging? Based of that answer, I have an idea if they’re a potential client referral partner or joint venture partner based in everything there. If you do a sales consult and it’s, you know, basically broken, broke. Who decides to do sales council with you, because they just want the free stuff.

Janet Beckers:                  Yeah.

Bob Clark:                          You just lost 30 minutes. You don’t get anything out of this.

Janet Beckers:                  Yeah.

Bob Clark:                          By chance broke, he made broke. He gets on my podcast. Who isn’t going to give you a single penny? I still have content that they want to share.

Janet Beckers:                  Yeah, that’s a good point.

Bob Clark:                          So I don’t consider it a loss.

Janet Beckers:                  Yeah. Yeah. So yeah. I totally agree with you with this whole idea of the free consults that then leads onto a sales. That’s why with ours it’s always very upfront. You know, you want to make these criteria before you even get on the phone. The thing that I wanted to check with you, Bob on this is because you’re asking them that question that is very specific to what your offering, what you can do to help them. Do you think this technique would work for people who are not in the business-to-business bracket?

Bob Clark:                          It works. We were great in real estate. You would ask me. Yeah. We’ve got real estate agents who are working with there. They’re tailor their question a little more about, you know, what’s the best thing about you owning a home or renting? We basically, you build a question as a long lines. Again, people will think about your services.

Janet Beckers:                  Right.

Bob Clark:                          So a financial planner that working with her. She’s asking you a couple questions about, you know, finding money stuff.

Janet Beckers:                  Right?

Bob Clark:                          What are your plans to do when you retire?

Janet Beckers:                  Excellent. Okay. And so with those people, then, when you’re asking them to share something, are they still business people?

Bob Clark:                          Basically it just comes down to whoever you decide you want on your target market. So for if you’re going to go… if you’re in the like Dom B2B space, you’re probably more localized, you’re like a local market there. If you’re basically, if you’re doing it for a non B2B thing, I mean, I’d have to think about it and kind of what… again, I’d figure out what are you selling? What’s the end goal? And there’s, why there’s different figures involved on that part there? So my answer is depends.

Janet Beckers:                  Yeah. Yeah. No, I think that’s… I love that idea because I’m just thinking about a typical client that I may have, which may be somebody who is a coach that may work in some kind of life coaching, personal development, those sorts of things that you can actually make it really easy with people who are going to be sharing from their own experience. You know, three things that you can be sharing with people that means that you live a life of doing what is joy or…

Bob Clark:                          Nikki Brutal is actually one of my clients who’s a life coach and she’s killing it.

Janet Beckers:                  Right. Excellent.

Bob Clark:                          Her all focus, she coaches with women who are dealing with or dealt with Kaka and are going through all that stuff there. I can say this on your podcast, I can say crap, but you know, she says…

Janet Beckers:                  I’m just thinking your language. I’m going like, Kaka or is this another type of mineral water.

Bob Clark:                          It’s, yeah, there we go. It’s, yeah, it’s crap there. It hurts. And so now she focuses basically on females who’ve gone through the other end. She just got one of the survivors of the Boston marathon bombing.

Janet Beckers:                  Oh right. Okay.

Bob Clark:                          So that part on there.

Janet Beckers:                  Yeah. Excellent. Excellent. Oh, I love that idea. I’m pleased that we had that discussion because I know that there’ll be a lot of people here going, well I’m not in the business to business, but I still am international because I can offer online and I can do all of my consulting.

Bob Clark:                          Freezing. Yeah. If it’s a consulting, if it’s any type of consulting, yes. It can. You just gotta figure out who are your target clients. Because that’s the first thing I ask them. If you want to work with me, who are your target clients? Because if you don’t know, I can’t help you because if I say this there, do you remember the movie Incredibles?

Janet Beckers:                  Yeah. Yeah.

Bob Clark:                          Well they were with syndrome, the villain and when he says when everyone is super, no one will be?

Janet Beckers:                  yes.

Bob Clark:                          So when everyone is your potential client, no one is.

Janet Beckers:                  Yeah, I love it. I love that you could actually give that lesson they’re referring to the incredibles. So that’s, yeah. So I’d love it. So just in summary for everybody we’ve got here, we’ve talked about two different types of podcasting. We’ve talked about pods. Bob’s, you know, technique of like six questions, always the same 8-10 minutes and let always less than 10 minutes so you can put it onto LinkedIn and that it is very much about getting as many of these done because people are either going to be a lead, a referral partner or a joint venture partner. That’s the perfect place to be able to use that. And I must say for me now, the opposite one we’ve got, which is the longer more in depth podcast for me that this might be a technique that works for everybody else? If you want to dive in deep. One of the reasons I do this is because I love having these deep conversations. So that’s for me a very selfish thing. Like I love it. So…

Bob Clark:                          And again, if you enjoy it, that’s a very important part of it.

Janet Beckers:                  Absolutely, absolutely. Because that’s what I want to do. And also it’s very much around, you know, stepping up as the leader is, you know, men raising the bar. This is the kind of stuff you can get even for free. But it is… It takes longer to do that. I’m not sure if it’s any more complicated, but it just takes longer to do that.

Bob Clark:                          Well also there thing is a lot of people who do long for podcasts have to do video editing or audio editing.

Janet Beckers:                  Yes.

Bob Clark:                          My system is designed no editing when I am done here, every single time I’ve dealt in episode five minutes have posted on Facebook, YouTube items.

Janet Beckers:                  Excellent. Yeah, I love that. That is actually a really good point. I actually don’t do any editing. I just figure people honestly just sweat that stuff too much. But absolutely. So there’s those two sides to think about it. But you know, what’s an interesting thing, Bob? Because I recognize that even though I may spend half an hour where we’re going to give really, really good content, I know that there are going to be a lot of people that will never listen, but they will look at the transcript or they will look at even the topic and it’s getting them so that they are thinking. So for that reason, I still do a three minutes, three to five minute video podcast every single week that is just designed for those people that want the quick hits. So the quick, the short ones work, they really, really work. So, for now, for people who are listening, what would be one action step that they can take this week that’s gonna help them to be able to implement some of the things we’ve talked about today?

Bob Clark:                          I think if you’re going to implement a podcast there, first thing you got to think about is what is my end goal with the podcast? What do I want from it there? And make sure it’s a money-generating idea.

Janet Beckers:                  Yeah.

Bob Clark:                          I just want to a bit know. Who cares that being known does it automatically make you money?

Janet Beckers:                  No.

Bob Clark:                          Yeah, that part there. Have a goal in mind on what you want your podcast to be at that part there and then basically start asking people to be interviewed. You’d be surprised at how many times, very first person I ever got on an interview. Literally I just registered the domain 20 minutes like, you know, 20 minutes beforehand. I said, Hey, you want to be on my podcast? He’s like, well, what’s your website? I’m like, I just bought a 20 minutes ago, but it’s How many listeners do you have? I’m like, you’re literally the first person I’ve ever asked to be on a podcast. Alright, and then you’ll got connected there. He became a client of ours, but one of my high end packages.

Janet Beckers:                  I love it and you know what there is that is like a really good lesson for people who are listening here is you do not have to have everything perfect before you start this. Just move fast, make it happen. See where it goes.

Bob Clark:                          Yes, again, I say this here every single time, just get the damn thing done.

Janet Beckers:                  Yeah, perfect. And that is a great message for us to end on Bob. So for people who’d like to find out more about you, people who might be interested in being a guest, people who might be interested in you helping them to set something up like this, where should they go?

Bob Clark:                          I think the two places, if you go to, that’s where I have my opt-in to my email list, see that I’m on iTunes, Your Facebook, YouTube, all that part there. Or if you’re interested in working with me directly or you, me and my team, just send an email to [email protected]

Janet Beckers:                  Excellent. That sounds perfect. And we’ll put all of those in the show notes as well for everybody so you can get those. And I’ll actually find a link to the interview that you and I did together, Bob. So people can just see what one looks like. So they’ve got an idea…

Bob Clark:                          Perfect, yeah! I’ll send you the MP4 if you need it.

Janet Beckers:                  Excellent. Excellent. Okay. We can make that happen.

Janet Beckers:                  Perfect. I’ll allow it. Yeah. Okay. So thank you everybody for being here. One of the best things that you can do for Bob and I is to just share with us any action you take because as you can see, we’ve mentioned action quite a few times a day. So that’s what we are hoping that you will do. So either come over, drop us an email, come over to social media, go and talk to Bob over at his and let us know what action you’ve taken. That is the feedback that you can give us. And if you’re watching this on iTunes, I’d be incredibly grateful if you would take the time to leave a star review. Whatever it is that feels right for you. So, and it could be specifically about this podcast episode or about any of them. That would be a great way for other people to be able to help find us. Okay. Thanks so much for your time, Bob, and goodbye everybody.

How to Take Control of Your Small Business Finances… and Sleep Better at Night!

How to Take Control of Your Small Business Finances… and Sleep Better at Night!

If you’ve ever felt that sickening feeling that wakes you in the middle of the night when you know you just don’t have the money to pay your bills, then you’re going to love today’s guest. 

Anthea Falkiner is the owner of Bright Spenders, a company that works with small businesses owned primarily by women to help them take control of their finances, cash flow and know with confidence, they can always pay their bills in their businesses and in their private lives.

Anthea and I go waaaay back, when I worked with her for many years as her mentor, helping her to establish her first business. So we talk a little about lessons learned from starting one business and building it into an asset she could then sell, then the reason she started Bright Spenders.

Here’s what you’ll discover today:

  • The transparent story of Anthea’s wake-up moment, and what can happen when you are not living extravagantly, but simply don’t pay attention to your finances.
  • Why women in business are at greater risk of financial stress.
  • The types of expenses that can tip you over from seeming OK to, Oh S#*t, I can’t pay the bills.
  • Why making your spending decisions based on your bank balance is a recipe for disaster
  • Why budgets, as they are usually done, don’t work
  • How to separate your personal and business finances so you have “fences” around your finances as a small business owner.
  • The exact number of accounts you need to manage the finances in your business
  • How to determine how much your business needs to pay you each week.
  • The 3 accounts you need to manage your personal finances
  • What happens if your business doesn’t make enough to pay you 🙁
  • Why great revenue does not guarantee you will have better control of your finances than a smaller business

Anthea has some great free resources for calculating your expenses for your personal finances and your business plus heaps of free training so you can make a change in your personal financial management this week.

And hey, this is a total no judgement zone here. I know this is something I haven’t totally nailed myself which is why I have Bazza da Book-keeper so I can sleep at night 🙂

I’ve also created a bonus flow chart for you of the steps you need to take and accounts you need to set up so you can implement what Anthea has shared today.


Plus a special podcast bonus for you today. An action guide and flowchart  to download “How To Take Control of Your Small Business Finances… and Sleep Soundly”.

You can watch the video, listen to the audio, download from the podcast directory, or read the transcript below. Never miss an episode. Click here for all the ways you can subscribe.

Click the image below to download the BONUS worksheet!

Anthea’s Bio

Anthea is founder of Bright Spenders, an award-winning personal finance specialist and certified Spending Planner. She has personally mentored hundreds of small business owners, professionals and executives and helped them save a combined $1.5 million in the last two years alone. She’s been featured in Money Magazine and on Channel 7’s Weekend Sunrise, and the program she teaches has helped over 30,000 Australians get on track and get ahead.

A Special Message From Janet

Thank you so much for being here. I know there are a lot of podcasts you could choose to listen to  and you chose to join me on Romance Your Tribe Radio.


I’m honoured and  grateful for your support.

If you enjoyed this week’s episode, I’d love for you to take a quick minute to share your thoughts with us and leave an honest review and rating for the show over on iTunes!

Read The Transcript Here

Janet Beckers:          Hello everybody. Janet Beckers here and I’m really excited to welcome you and introduce you to a lovely, lovely friend of mine, Anthea Falkiner. Hi, Anthea!

Anthea Falkiner:        Hi Janet. How are you?

Janet Beckers:          Really, really good. Anthea and I have known each other for years and years and years because Anthea has been a client in numerous once of my programs for quite a while. Just really building up your first business and we’ll talk a little bit about lessons from building a business and then lessons from then selling a business and moving on. So we’ll cover a little bit of that. But today is core one is something that I know, you know, is just huge for us in business is really getting a handle on your finances so that when those bills come in that you are just with absolute confidence and lack of stress knowing that you have got the money there to be able to pay your bills and that you are in total control of everything to do with your finances, without getting into that total overwhelming geeky type designs.

So, I’m really excited that we’re going to be covering this topic because I know it’s something you know that I’ve struggled with for years and it’s something that I know that makes a huge difference when you nail this in your business. So very exciting to have you here. So get ready to take notes, everybody. But first of all Anthea, let’s just talk a little bit because everybody here that is on the line that is listening is in business or if they’re not in business yet, they’re setting up a business or they may have been in business for years. And so it’s really lovely to hear a little bit about your story, about why you’re doing what you do now. And so people could get a bit of an insight into their because you’ve got a lot of lessons to be able to share with people.

Anthea Falkiner:        Yeah, thanks! I’m so happy to be here and I just… I’m particularly passionate about helping small business owners and particularly female small business owners. And I know you work with a lot of female small business owners to get some traction in this area because as women and as small business on as we can really be behind the eight ball a lot. Like I see so much small business owners not paying themselves super, not getting their tax sorted so that they’re left with a huge tax bill at the end of the financial year or quarterly bass or whatever. And you know, when you’re setting up a business, your cashflow is so unpredictable, you know, it’s not like, we’re really, I think, you know, in a lot of ways we’re at an advantage because we… There is so much room to be able to generate the kind of revenue, the kind of income that we want.

But we need to be in control of the finances big time because there’s no one paying placebo is no one telling us to, you know, to manage it so that we’ve got the text sorted, and what, you know, I have a very personal story with struggling with finances being a small business owner. My husband also runs a small business. So you know, together we kind of, I don’t think we are living particularly extravagantly or anything like that. We just work hoping with life. We were doing life by remortgaging constantly, at the point where we couldn’t do it anymore. You know, we were luckily living in this, you know, in Sydney on, you know, in the eastern suburbs, the value of property was going up and up and up. But we got to the point where actually we had so little equity that we couldn’t actually keep going with that.

Janet Beckers:          Right. And you know, there would be a lot of people who are listening here that can really, really relate to that. Yeah.

Anthea Falkiner:        And I think, you know, our focus, there’s so many focuses as a small business owner on like you’re really a general manager, you know, you’re… And often we’re coming to small business, having worked at maybe as employees, having sole responsibility for one aspect of that business, but all of a sudden you’re having to deal with the marketing, the sales, you know, the finances, the client interaction and your head explodes. And often people would drop the ball around this stuff and you sort of think ohhh, it’ll just work itself out if I focus on the revenue. But unfortunately if you haven’t got your expenses locked down, your expenses are going to catch up with your revenue. It actually doesn’t matter how much you earning, if you don’t have those expenses locked down and you don’t have your cashflow locked down at some point it’s gonna come back to bite you. And that’s what we found.

Janet Beckers:          Yeah, and you know what, that’s… I love that you’ve really picked up that difference between revenue because I mean, that’s an old saying, you know, revenue is vanity, profit is sanity. And there are so many times that I will find that people are focusing on how much revenue they’re making, but they’re not making enough profit to pay themselves, but they’re focusing on that revenue and it’s a really rude shock because you think you’re doing okay. Yeah, so that’s a really good story. Thank you for sharing. That was the challenge that sort of got you going down this path.

Anthea Falkiner:        There was, I mean, you know, there was sort of business and personal aspects to it. You know, we were kind of remortgaging to, you know, Rick had to pay out his ex wife and his ex partner and raise his daughter as a single parent. And you know, so it wasn’t sort of anything extravagant that we were doing by any means. But we got ourselves into situation and I just hear it time and time again, often, you know, people will seem to be going along fine for a certain period of time and they factor in, I can factor in all those regular predictable expenses that they can see. And you know, that happened within a year or so. Most people can have a handle on those, but it’s the unpredictable expenses, it’s the long term replacement costs of things that often people are winging it with.

And then not actually, they haven’t got a really comprehensive handle on all of their expenses. So I’m talking about things like, you know, and it’s not hugely expensive, but driver’s license renewals every five years or replacing your car tires every three years, replacing a car battery every couple of years, replacing your hot water system every 10 years, mobile phones, every three years, computers, every three years, you know, cause five to 10 years or 15 years or whatever. And people kind of, they’re just crossing their fingers and hoping that they’ll have the money by then and just hoping that the revenue and the profit will have just, manifest it so much that those things will take care of themselves. But, actually they don’t unless you factor them in. And the problem that we say often, and this is what happened with us is that when you haven’t factored in those things, you’re basing your spending decisions on your bank balance and your bank balance isn’t a good indicator of the exact whether or not you have money to spend on whatever it is.

Like, if you want to spend money on your business, if you want to, you know invest in something or if you want to go on a holiday or buy that dress or go out to dinner and you’re looking at your bank balance to tell you whether or not you can do it. Yeah, you really have no idea. You really kind of flying blind. So what we do is actually help people factor everything in have a really clear plan for spending and base this spending decisions on targets that, you know, work with their account. But not. I’m not solely reliant on the bank balance cause you know, your bank balance goes up and down every day, you know?

Janet Beckers:          Yeah. And you know, you’ll be going, yeah, yeah, yeah, we’ll love, you know, let’s go away for the weekend. We can do it, you know, and there’s enough money there in the bank, and then it’s like, you know, a few weeks later that you go, Oh yeah, the [inaudible] was due.

Anthea Falkiner:        That’s right. Yeah.

Janet Beckers:          Everybody that’s done that, I know I have.

Anthea Falkiner:        Everyone, everyone has done. And then the expected things, you know, let alone all those unexpected things that most people aren’t factoring in. I have no judgment by the way. I was totally there and this is why I do what I do now is because we found a way out of that and we found a really good, very unique kind of solution which is, I just hate the word budget because it’s so doesn’t say what we do because a budget is such a… It’s a really rudimentary crude kind of tool for managing your money. It basically, it shows you that it’s possible to spend less than you earn. Like usually budgets of us are based on a month or a year say and it will be like an often people will take it from their profit and loss statements or something like that.

They’ll go, okay, this was our gross income. These are our expenses, this is our personal expenses. Oh, okay. I can say it’s possible to spend less than we earn and have something leftover, but there’s no road map to follow. There’s no… It doesn’t factor in time at all, which is a really crucial part of the issue, you know, the timing of payments. The timing of when a clients pay you when your income comes in and when those bills go out or when those expenses happen is crucial. And it’s also crucial to have the right kind of fences around your finances as well. So I’ll talk a little bit more about that, you know, as we go along. But

Janet Beckers:          Yeah, that’s brilliant. So I think, so one of the big things we’ve got here is, if you’ve been listening to this today and go, “I just don’t get it. Like, why is this a problem?” You know, go you. But if you’re listening to this and going, Oh yeah, yeah, a bit embarrassed to say that’s been me or that is me. I’ve been doing this as I was saying like no judgment here because I think most people have been in that situation and it doesn’t, you know, a lot of times you will see people, that on the outside are doing exceptionally well. You know, they may be having great revenue, they may be having a great lifestyle, but you don’t know. You know what’s happening with them, you know, how much are they really making the most of the income prices, you know, in the property prices as you gave that great example at the beginning. So if you’re listening to this, just know like totally, that’s okay. And that’s the past from today backwards.

So, how about we have a look now at really helping people to get started here? So everything that is happening now so far is just in the past. We’re letting that go. So this is the new plan moving forward. So, and we keep in mind here we’ve got personal side of things and we’ve also got business because as I was saying, most people listening to this podcast are in business. So, and I love that you can be talking about this from both sides. So let’s do that. Let’s get stuck straight into them. What do we do? What do people do if you’ve got a business? And a lot of what you’ve just talked about really, really, really resonated. So let’s go step by step what people can do now.

Anthea Falkiner:        Yeah. Okay. Awesome. Cool. So I just wanna pray curse in this by saying that we’ve worked with hundreds of small business owners now over the last few years and we’ve done, we’ve taken some, what I do is we give people, a starting point and then we track their results over time. And we’ve calculated that roughly we’ve helped people save about $1.5 million in the last couple of years alone, which is fantastic, really amazing. And it really shows that what I’m going to teach you today really works. You definitely want to do these things. So the first thing, there’s a couple of things. One is creating those fences that I talked about before. So what I say a lot of, and you know, maybe if you are listening in and you do some of this already good on you, but a lot of small business line, especially when they’re starting, haven’t got that separation between business and personal.

Yes, really. And so often what they’re doing is using a credit card to cashflow their business and then paying it off at the end of the month. And you know, and most people can do that reasonably well. That can pay off the full amount. But the problem with that is that if you haven’t got a really good handle on all of your expenses, all your predictable, anything that’s got a date and an amount of money attached to it, all your unpredictable expenses, so your clothing, your car repairs, your, medical expenses, you know, those things that are a bit rubbery, a bit sort of, you know, that you’re going to need that money, but you don’t know exactly when you’re gonna need it. And then all the long term replacement costs. If you haven’t got a handle on those things, then and you’re basing your spending decisions on how much money is coming in and you may be able to pay off your credit card this month and the next month and the next month.

But then all of a sudden some something on predictable will hit. Like the hot water system will go something like that. And you’ll be like, “ah, okay, now my bank, now my credit card balance is creeping up and I haven’t actually been able to pay off the full amount this month” and this is how it starts. It just slowly over time builds up until such a point where you can’t actually pay off your credit card in the full each month. Yeah. Because you haven’t factored in those expenses. So I’m thinking of a particular client at the moment who, they have a very successful business where they make fiberglass malls for one of the big model home companies and huge revenue, you know, they’re doing really well. It’s a family business. They’ve got their sons working for them. But they’d racked up, you know, $80,000 worth of credit card debt because they really didn’t have a handle on all of their expenses.

Yeah, and so we got them off using the credit card. So, they’re actually they still use the credit cards, but it’s in a very controlled way. So, coming back to the kind of fences that you need around your finances that we talked about before. On the business side, you need a business bills account. You need a tax account, a totally separate tax account. And depending on the nature of your business, you may need a third account for unpredictable business expenses. Some businesses don’t need that. Some business can do it all within the one business account with some actually might need a separate account. And then on the personal side, you need at the very least three basic accounts and possibly a third as a fourth as an emergency fund. So you need a bills account for regular, predictable expenses.

So, this is for… It’s not just bill’s quote-on-quote like electricity bills, mortgage payments. Although those things definitely go into that account. But it’s also things like birthdays, which are very regular and predictable. Everyone has a birthday. It happens at the same time every year. You know, Christmas happens every time at the same time every year. You know how much you want to budget for it. So anything that has a date, basically you can also include some longer term replacement costs of things in that account as well. So things like car’s tires, car’s servicing every six months, things like that. That’s the bills account. The second account is the unpredictable expenses accounts. And this is anything that doesn’t have a date. So you’re gonna and it’s not a longterm savings account. It’s for things like clothing, car repairs, medical expenses, those robbery kind of expenses that you’re going to need that through the year.

And so what I get clients to do is work out, okay, so how much do you think you need for clothing for the year? Say… And then they say, okay, well I think I need $2,000 for clothing for the full year. We divide that up into either weekly to weekly or monthly transfers and we transfer that money out of the bills account into that separate account. So you’ve got your business account, looking at the total picture of your personal expenses will tell you how much you need to draw in personal drawings from your business account that goes into the bills account and from the bills account that goes out to your unpredictable expenses account. And then the other account I should draw a diagram and I’ll give you one. You can put it in the show notes, let’s do that, that’d be great. And then the other one is the weekly spending account.

And if you just did this one thing alone, I guarantee you would save so much money. And what this is, is I call this the triple F.I. So it’s the food fuel, fun and incidental. So, it’s a groceries. A little bit of, you know, if you told me I can’t go without my once a week coffee out or you know, I can’t go without having coffee every day, that’s my thing or pizza on a Friday night or whatever. You just work out how much that exact amount of money that you need for that. Seeing how much do you need for groceries, how much do you need to fuel? And maybe just 20 bucks, six or for a little bit of wiggle room or something like that. Added it all up. And then per week you create the same trends. The automatic on autopilot that goes across to the weekly spending account, every single week on the same day.

And you get used to living off that amount of money and it’s cash. It’s your cash. It’s not a credit card. You know, like I encourage visa debits are great because you can, you know, you’ve got the facility of a phaser, a mastercard, whatever, but it’s your money. And then what people find is like, we’re incredibly adaptable human beings. You know, if we have a set amount of money every week, we just, we’ll leave within that. You know, if you get to die five or six and there’s no money in that account, which rarely happens because we just sort of adapt to it. Then you’re just staying home and you know, eating what’s in the cupboard or what’s in the fridge. Yeah. You’re riding your bike more. You know, we just… But the problem is that when people have it all in the one account, it just operating out of the one account or maybe they have one account and a credit card and they put everything off the credit card is no control. There’s no sense of this is enough. This is what I need to spend in order to get to my goals. Because that’s one thing I haven’t mentioned yet, which is the super point important piece is that you want to put your goals front and center because if you have clear goals that will determine what these other amounts and transfers and everything need to be to help you get to those goals.

Janet Beckers:          And I love how… Because at the beginning you were saying, well, you know, you’ll be going off what your bank balances and think, oh yes, I can afford it. So I love what you’ve done here is you’re not trying to change the way that we always do that you know where you’re going. Oh yeah. Like the example I gave. Yeah, we can go away this weekend. You know, because we’ve got the money in the bank. It’s just that the account that you’re looking at has only got enough money in there that you are allowed to spend, but you’re still using exactly the same psychology that you would’ve used before, which I quite like that’s… You’re not taking away that psychology. You’re just making the amount.

Anthea Falkiner:        You’re giving a realistic. Yeah, yeah. Based on the real picture of looking at all of those different expenses that you have, the interesting thing about that is that, you know, sometimes like we’ve worked with people who are on such a different range of incomes. You know, some people who are earning 50 grand a year to 50 grand a month, you know, like really different ends of the spectrum and it makes no difference how much people are earning. It’s all to do with the control. You know, often people on hiring comes are actually struggling with that. They’re struggling with less control and hemorrhaging money faster than the ones who have less because there’s a necessity there to really lock it down. Yeah. But with that lack of control, there’s also a lot of anxiety that comes with that. So, I just hadn’t thought about, I had a point there and I… It’s just lost me for a second. It’ll come back.

Janet Beckers:          A lot of thing I was thinking as you were talking about goals is you talked about when it comes to your personal, so you’ve got your main bills account. Then you’re sort of taking it from there into the unpredictable account. So don’t go dipping into that one everybody. Okay. Then you’ve got your weekly, but is there another one that you might have, say four for your savings? Like would you just have that, like where does that fit in here? Is that something is a priority like is at first and everything goes backwards? What are you recommend me?

Anthea Falkiner:        Yeah, so I think it’s a really important to look at what those goals are because the goals will definitely determine the choices that you make around other areas of spending. Definitely. I think this is where I said three basic, but an extra one for an emergency fund because if you don’t have an emergency fund with at least sort of two and a half grand sitting in it, which would cover, it would cover you for, you know, if your car broke down, you had a major mechanical repair. If he got sick for a few weeks, if a family member died and you had to fly somewhere, it would kind of cover those things, right? So it’s not… It won’t last for too long, but it will just allow you not to have to rate for a credit card to put those things on a credit card.

So, I think that’s really important. In terms of your goals, so if your goal is to actually pay yourself super and invest in your retirement, which I really recommend people look at because I often hear as a small business on is just going all just, I’ll put that off. You know, I’ll wait until like I’ve got other things I’ve got to pay employees, suppliers, they put it last and really we know that if you want to get ahead, you’ve got to pay yourself first and that is paying yourself first. So Super, you know, is one of those things you can set a regular transfer out to a super account and that’s factored into your spending plan as a part of your, we call it an expense, but it’s really, you know, part of your savings. Um, in terms of like holidays or saving for a home deposit, say it was saving for a home deposit or for an investment property.

You know, you wanted to, you’ve got your home but you want to get ahead, you want to cipher or deposit on a new property or something like that. Then you want to totally separate account for that. And you want to make it automatic so that that money is just whisked away before you don’t want that hanging around in your account. So I often tell people it’s best to work off a zero balance budget. And what I mean by that is every dollar is accounted for in some way. Every dollar has a job. So that isn’t no sort of, you know, I mean obviously one a factory and a little bit of coffee money or into 10 honey, you know, you want to be able to, one of the things I really noticed actually is that I often used to deprive myself, deprive, deprive, deprive, think because I didn’t have a clear handle on it. And I was like, I was always anxious about spending money. But when you actually factor those things into your plan and you can see everything is covered, it’s okay, I can actually go out to these concert tonight and not have a conniption about whether or not I’m going to be able to afford it. That’s actually quite a freeing sort of experience. But just having everything in there. And then, and the paying yourself first, you know, whisking that money why into a completely separate account makes a huge difference. Definitely.

Janet Beckers:          Yeah. And I think the nice part about where you’ve also said there about, well your working out exactly for your goals, what your business needs to provide to you. And so what I know is going to happen when people take your advice here and have set this up is they’re going to go, “Oh shit, my business can’t pay me. What it needs to pay me”? So then it really does make you face, okay, what can I be doing in my business that’s going to be smarter so that it’s going to pay me? It becomes… Because a lot of times people will go into business not because, “hey, that’s the best way for me to make a stack of money”. It’s because it seems freedom. Like I can do what I wanna do on escaping. You know, somebody else telling you how to spend my time.

And so very often I’ll find that people will be going into business. And I’m the classic example of, you know, it took me a while going into my business, I was doing what I love making money and, but really it was more around doing what I loved and then the money came. But what I’ll find a lot of people will keep on doing things because they’re loving it, but they forgetting that business, it owes you, it is there to provide you with the lifestyle that you want. And so when you were talking about at the beginning about always, you know, making sure that they’re separate is because then it allows you to go, okay, business, pick up your game, baby. You’re meant to be working for me. It’s a very, very different mindset. The thing it as the thing that is supporting you rather than the other way around. Yeah,

Anthea Falkiner:        yeah, absolutely. And I think what often happens with people when they start businesses is the enjoying… like you’re saying just the ability to be able to have that freedom and do what they’re passionate about. But after a few years when they realize that actually the business is not supporting them, that’s a stressful, stressful experience and you end up giving up all that hard work that you’ve done and going back to a job because you haven’t got control around something that you can get control about. And that can actually, this is what I was thinking of saying before, when I lost my train of thought is often people will come to us and that there actually isn’t enough income for their lifestyle. Right. Okay. And you would think, well, why would you bother doing a budget then? Why would you bother doing this if there’s not enough income?

I’m like, but what happens is when people get that clarity that they need and they have worked out all of their lifestyle costs and that actually have a plan and they can see exactly what that shortfall is per week. it gives them… It empowers them to actually go, all right. So people can actually say, Oh, okay. I say that I have a $200 weekly, shortfall. They can see the exact number that then they can go, Oh, I OK, will they find just, you know, bought on one more client. Or if I just, you know, whatever it is, I can actually say, all right, okay. And then they go out and do it. It happens every single time because people have that clarity. They step into that then and because they’re not worrying about the finances that can actually see the road, the path forwards, all of a sudden it phrase up all these creativity and opportunity to start to hear opportunities and start to respond to all that great stuff. You know, whereas when you’re stressed about and don’t really know whether or not everything’s going to be covered, it really clouds your mind and kind of blocks off opportunities.

Janet Beckers:          Yeah. That is such a great point because that’s absolutely gonna happen, that there’s, especially if the way that you’ve been living at the time has meant that there has been, you know, a credit card debt or, you know, whatever else is that something’s being given you an artificial sense of your lifestyle, that a lot of times people are going to avoid even doing this work because they’re thinking, I don’t…

Anthea Falkiner:        I don’t want to face it.

Janet Beckers:          I don’t want to face it. I don’t want to face it. And you know what, if that sounds like you, if you’re listening here, that’s okay. Like, just accept that that is a really normal thing to do that avoiding and I’m saying it’s okay because that was my default for a long, long time and I am distress, I’ll do that as well. You know, that’s why when I first started my business, I got a bookkeeper before I was even making money because I wanted to know exactly how much I was losing. Because why now? He’s always there and he’s always telling me, you’re in the green. If you’re not, it’s something you’ll be in the red, you’re in the green, you know, all this. Somebody who can keep you really, really informed. It is incredibly empowering.

Anthea Falkiner:        Yeah.

Janet Beckers:          It’s empowering because you know what you’ve gotta do.

Anthea Falkiner:        Yeah. Well, if you think about int… And this is a horrible analogy, but it’s a bit like, you know, you have a wound, you need to rip the band-aid off, expose it to the sunlight so it can actually heal if

Janet Beckers:          yeah.

Anthea Falkiner:        that’s kind of leaving denial and it is our human nature to just not want us. Like we just think, “Oh, I haven’t got time. I haven’t got time to deal with that right now. That’s a huge one”. But if you can just invest on talking like half an hour a day for a week or one Saturday, literally, it doesn’t have to take you a whole lot of time. I’ve got a whole bunch of resources that people can help to start this process. But that’s all it takes. You know, like we’re talking a week at the most, to get a handle on what the full picture is. And if you can’t invest a week or you know, like half an hour a night for a week or one Saturday, then there’s something wrong. You know, like really that’s not a whole lot of time, but we can blow it out of proportion. We can just think, “Oh, it’s just, I don’t know where to start. And it’s all whelming” and you know, that can really…

Janet Beckers:          I love it. So for people who are listening now, so number one, you know, we’ve already talked about no judgment, baby. So what ever your finding is happened in your life and in your finances and how that affects your business at the moment. That’s okay. That’s just in the past from today. The next part there is just really going, you know what? I may want to deny this but I am actually going to be… I love the step by step and we’ll do that. We’ll put a bit of a flow chart either of how you know, where your money goes and those little account numbers because that can be a really nice thing that we’ll just add as a little cheat for people. That’ll be a simple thing for us to do. And so we’ve talked about those parts there. What would be really, really good now is for people who are listening, so what’s the next steps? Like where can people go to get some resources so they can do that half an hour a week, half an hour, a day for week? Like where would I go to get those resources to make it really simple for them?

Anthea Falkiner:        Yes, I, I’ve got a couple of, I’ve actually got two different PDFs. One is a personal expense, income expenses checklist, which covers everything. It literally, it’s six pages long. It will… It has everything that you could possibly ever spend money on and probably lots of things you’ll never spend money on. So you can just put a line through those things, right?

Janet Beckers:          Excellent.

Anthea Falkiner:        But It will trigger you to think, to actually think about all the things you need to factor in. So all of those long-term replacement costs all of that sort of stuff. So that’s a great one. It’s like this is… I just put this on my site for people to just download themselves. They don’t even need to like sign up for an email list or anything like that. So I’ll just give you the links to those as a personal one and there’s a business one as well.

Actually, do I have the business one on my site yet? I’ll find… I know I have it ready. I’ll let you know anyway. I’ll put the links below. I’ll get it off there if it’s not. So, that business one has all the different, you know, if for every business, all the different types of expenses you might need to think about. So I stopped there, but I always tell people, start with your personal. So I would just say download the personal one first. Cause if you haven’t got a handle on all of your personal expenses is really not like, it’s really important to get a handle on that first before you dive into the business side. So, that would be the first start. And then look at the flow chart and work out which you’ve probably got a bunch of accounts already that you can repurpose for these purposes.

So that would be the next step is thinking about which accounts. I always say that the bionic sort of extra aspect to that is this particular software that we use. So we use a very unique forward looking kind of a system that is very different to anything else I’ve come across. So most budgeting systems look backwards. They’ll tell you what you spent your money on and it’s all about tracking expenses and you know, all that kind of stuff, which really is useless. Like we used to keep boxes and boxes of receipts. It did not help us one iota in forward planning piece does, it’s a bit like kind of like a crystal ball for your finances where you can actually plug everything in program at all in and actually say a 365 day view of what your bank account is going to look like. One year, two years, five years and 10 years, right up to 10 years if you wanted to look at that.

And it will show where the shortfalls are. So if this is your starting balance today, you know, and this is your income flow, these your expenses, you’re going to experience a short fall on August the 15th. It’s going to go below. And that’s incredibly empowering information.

Janet Beckers:          That’s fantastic!

Anthea Falkiner:        So if people are interested in finding out more about that, they can just go to my website, which is and it will have information on all of those things, but definitely start with the expenses. And then you know, if you want to find out more, there’s stacks of free resources, articles, lots of…

Janet Beckers:          I’ve actually, yeah, I’ve been on [inaudible]. You know, I’ve been on your email list for each of your businesses actually because I like to look at again, all these ads, what she’s doing, she’s so good. And so, yeah, you really fantastic articles, really, really useful. And so that’s definitely.

And everybody listening, we’ll put links in the show notes, so if you’re listening on iTunes or you’re watching it on YouTube or wherever else you find good point, then just come over to where it clicks to go to the page, to the webpage or just go to look under podcasts and you can just search for Anthea or money or budget or where all those sorts of things. And you’ll find we’ll have the links there to the pages where you can go and get those resources that Anthea has got for you, where you can go and find out more. And we’ll put together, you know, I like a cheat sheet download that’s just got that flow chart for the, you know, with where the expenses go, like what those accounts are. Because that’s great what you’ve talked about with those fences. This has been so amazingly helpful. Anthea really, really, my mind’s buzzing here. I’m gonna find out more about your food planning software. I think that’s a great tool for people to have for personal and for businesses as well.

Anthea Falkiner:        Yeah. I use it for both. I have two separate, yeah, plan my business finances going forward, but also personal life. Keep them very separate.

Janet Beckers:          Mm. Mm. I think that’s a great idea. I love that. I, I mean I get my bookkeeper who does our forecast for me and I just know, I just find it. You can sleep at night because you know what’s going on. Yeah. it’s really fantastic. So, yeah, so that’s just going to be wonderful. So everybody go there, check out Anthea. So for people to find you is to go to your website, the best place to go.

Anthea Falkiner:        Yeah,, I’m also on Facebook, just bright spenders and I’m on LinkedIn, I’m not on Instagram yet. Too many focuses all of ones. Actually one of the things that I really learned from you, Janet, is when you starting in business, not to try and do everything at once and to just really kind of chunk down what you could do in the next 12 weeks. That would be high priority, high bang for buck and just focusing on that. And so that’s why I haven’t got an Instagram page. That’s my excuse.

Janet Beckers:          Isn’t that funny? Because when you were saying you haven’t got Instagram yet, I’m going good. Good. Because you can claim the space.

Anthea Falkiner:        Yeah.

Janet Beckers:          Absolutely. It’s being very, very strategic and so, yeah, that’s great. You know, that’s a good takeaway for everybody, those 90 day planning and that one big focus can just revolutionize your business. Yeah. And so one of those things can be to sit all of this stuff up and having it running like clockwork as going to make a huge difference in your personal life and your business life. So, yeah, thank you so much for your time. Anthea thank you everybody who was here. One of the best things that you can do for Anthea and I is to give us some feedback, because we love sharing what we do and one of the best things to know is have we helped you?

So anything that you’ve got from today that’s in our heart, you can, you know, leave a comment down below if you, where ever you are, whether, you know, you’re on the website, whether it’s on social media, leave a comment, go and find Anthea over on Facebook, not Instagram and over the website and just drop her a message and tell her what you’ve done. Like what was an aha. Honestly, the best thing that you can do for us and what I would be exceptionally grateful for is if you’re listening on iTunes, I’d be very grateful if you would give a star rating for what you think and also leave a comment. And if it’s a comment specifically on today’s episode, that would be brilliant. What did you learn from Anthea today? Would be right. So that’s my big ask of you is to take a minute or so to do that. Because that truly keeps us motivated to keep on making sure we over deliver through here. So thank you everybody for being here and go and take some action. Get it done, baby. Thank you so much, Anthea absolutely!

Anthea Falkiner:        It’s a pleasure. It’s great to be here. Always.

Janet Beckers:          Yeah. Bye!

How to Attract Clients with LinkedIn When You Are Time Poor

How to Attract Clients with LinkedIn When You Are Time Poor

With the popularity of social media sites such as Facebook, Instagram and Twitter, LinkedIn is often the site where you may claim your space, fill in your profile quickly, and then rarely go back to.

Hands up if that’s how you use LinkedIn?

My hand is high up in the air by the way 🙂

My guest today, Julie Mason, is going to change the way you look at Linked In as a place to attract premium clients and she’ll show us how to do that in just a few minutes per day because we’re all busy right?

Here’s what you’ll discover today:

  • The psychology of people who use LinkedIn (hint: they do NOT use it as a social site)
  • Which businesses will get the best results using LinkedIn to build their businesses and which businesses will only get mediocre results (check out Julie’s examples so you don’t waste your time but also so you can hear some outside-the-box ideas if you didn’t think your business was right).
  • A case study to show how to use LinkedIn to get media profiles and invitations – for a one person woo-woo market business.
  • The Tribal Business Leader positioning on LinkedIn 
  • Step-by-step how to tweak your profile so it positions you as a leader and attracts great clients
  • What to say in a private message on LinkedIn and what NOT to say!
  • How to understand who your contact person in a company really should be
  • How to use LinkedIn articles to convert leads

Plus extra great resources from Julie to get you super clear on what to write in your profile to attract your perfect clients on LinkedIn.

You can watch the video, listen to the audio, download from the podcast directory, or read the transcript below. Never miss an episode. Click here for all the ways you can subscribe.

Julie’s Bio

Awesome LinkedIn chick with serious background in sales and strategy – helping you connect and convert your prospects on LinkedIn easily and elegantly 🙂

A Special Message From Janet

Thank you so much for being here. I know there are a lot of podcasts you could choose to listen to  and you chose to join me on Romance Your Tribe Radio.


I’m honoured and  grateful for your support.

If you enjoyed this week’s episode, I’d love for you to take a quick minute to share your thoughts with us and leave an honest review and rating for the show over on iTunes!

Read The Transcript Here

Janet Beckers:          Hello and welcome everybody! Janet Beckers here and I’m very excited to introduce you to my beautiful friend, the best way for us to learn from, Julie Mason. Good day Julie!

Julie Mason:              Hi Janet. How are you? Nice to be here.

Janet Beckers:          Yeah, you too. Now, Julie and I were just talking before we before we got on here and you know what, total transparency, we weren’t just talking before we got on here. It was me stuffing up the intro, over and over and over again.

Julie Mason:              For real [laughter]

Janet Beckers:          And but that’s as part of that we worked out, you know, it’s been 11 years. Yeah. And that’s it, they’re like dog years in internet marketing. So, you know, that’s like, yeah, time’s like, oh, it’s a long time that we’ve been part of each other’s world. And the whole time that I’ve been doing in this world is Julie’s just always been this beautiful constant when it comes to really strategically using social media and especially on using LinkedIn. She always has a very beautiful, methodical, calm, you know, this is what’s important. None of this, Rah, Rah, Rah, let’s be an influencer type thing. Just very, you know, you’re in it here for your business. Let’s meet your objective. Here is the path. That’s one thing I’ve always noticed about you, Julie. You’re always very clear on what’s the path to the outcome.

Julie Mason:              Thank you. I think as I focused on strategy rather than tactics and that’s the difference. A lot of people will sell a tactic of using different social media platforms and, and what should be doing and, and they go for the Bright Shiny Object Syndrome that you and I know well and for me, I’m always looking beyond that at the high level of what’s your strategy? what do you want to achieve? First of all, let’s see if LinkedIn is a good fit for that.

Janet Beckers:          Yeah. And I think that’s why we’ve always stayed connected because once you, I mean it was 11 years ago, we met with both already had been in business and been in online business for a few years before that as well. Over that time you’ve got the see all the prints, all the tactics and you know, it’s the people who focus on strategy and helping people with strategy are the ones that last, yeah, and that why we still here.

Julie Mason:              That’s right. No fly by. We’re just here.

Janet Beckers:          Yeah. What we’re gonna focus on today is, well, Julie got such an amazing wealth of knowledge on LinkedIn that we thought what we would focus on is really who needs to be using it and then we’re really gonna look in, once we’ve worked out who needs to be using it, we can start with getting big news and then we’re going to look at what can you do if you’ve only got, you know, a few minutes a day or just a couple of hours per week. Like where do you get the Best Bang for you? That’s our focus for the day. Get ready to take notes because this is all going to be where do you get the best results with the least amount of time that’s been put in with lower? Yeah. Let’s go Now Julie, with when it comes to being out there. Like I, I always recommend to everybody, you got to claim your space. You’ve got to make sure that on all of the social media platforms you’ve got your profile set up. you’ve gotta be on LinkedIn, Facebook, Instagram, Youtube, all of those different places like claim your space so nobody else can be moving on your territory. You know, it’s really difficult if you try to spread yourself too thin and try to be like really mastering every single one of those platforms on a regular basis for part of your business. It’s just too thin.

Julie Mason:              It’s exhausting too Janet, it’exhausting. You know, to try and do that. And I can say this hand on heart because you know, my business is, you know, before was the social media princess. I used to teach all of these social media platforms. Trying to keep out with them was exhausting. I’d be up at one o’clock in the morning trying to figure out what the latest Pinterest strategy was changed on Facebook algorithms and, and it was just exhausting. I do agree with you, find the platforms where your tribe are hanging out. Yeah. Ideal target market are there in you know, abundance and focused on that. Yeah. Yes. When you master that one, then maybe add a different one on that, that they’re hanging out as a secondary but really look at you prioritize the nation. Yeah. And that’s okay.

Janet Beckers:          Yeah, if we take that into consideration, like, who will, you should be making LinkedIn their number one who’s going to get the best results on LinkedIn much more than they are on other social media platforms?

Julie Mason:              Well, I think first of all, let’s just look at the psychology of the users on LinkedIn to start with. Okay? Because that really speaks to who goes on there first and foremost. When we look at people who are on Facebook for example, you know, there’s like two point something billion people in the world on Facebook, a predominantly the psychology of the users on Facebook cause to be social. First and foremost, they’re there to find out what their friends and their connections are doing. Their family to stay in touch with their social circle essentially. And business is secondary on their they follow pages. Yes. But, they don’t want that to overwhelm their newsfeed, which is why Mark Zuckerberg came out in January last year instead of high school, zero is being announced. We’d come through pages, you’d get less traction.

Julie Mason:              If you want to get traction, you’ve got to pay to play. Right. All right, Mark himself has said that people are there to be socialized. You don’t want that social feed to be interrupted too much by business. You’ve gotta be really mindful of the psychology when you use Facebook. When we look at LinkedIn, LinkedIn is the business social platform, and I really call it more of a business tool and a social platform, but it’s your business network. It’s like when you go to a business meeting every week, you know, and you’re meeting people and you’re getting to know them and exchanging connection details, etc. You’re there to, with a business mindset, you’re looking or industry insights, you’re looking for people who could help you solve a problem in business. You’re looking for content that might be able to, you know, give you some ideas of what to do next.

Julie Mason:              All of that. It’s very much in a business mindset and social is milling non-existent in the terms of I’m going to share what I have for lunch or I’m going to share where my holiday pictures or anything like that’s nearly non-existent on like, that’s really Facebook, if that makes sense. Yeah, that’s a great distinction. The psychology of it. Really important. You know, and the people who should be on LinkedIn, I mean viably using LinkedIn as a strategy, the ones if you’re your target audience, if your ideal target market is a business arena or in business or even in the corporate market, they might be executives or let’s say for example, I was talking to a limo driver yesterday and he said, can you help me with a strategy on LinkedIn? I said, absolutely. And we worked at, you know, he wants to really target executives that do a lot of travel.

Julie Mason:              And I get that you really want the executives of the CEOs booking this or are they a [inaudible] are executive assistants booking it because that determines who we connect with, who we target, what content we’re going to send out to them, you know, we need to be mindful of that strategy that starts with who is your ideal target market. If it’s in that business arena, then LinkedIn is something you really want to consider. That is good advice. And I’m just, my mind is sort of thinking here as well because I find with my target market. A lot of them are not necessarily going on LinkedIn. They may be solopreneurs and they work with individuals. They’re not necessarily, they’re using LinkedIn, but not as much.

Janet Beckers:          The podcast that just went out, as well a few weeks ago from the time that we’re publishing this one, it was an interview with Randall Dobbins around how do you get corporate contracts? How do you be prepared? How does your business prepared to get rosy contracts? Of course my mind has been buzzing since then around not this corporate contracts that I serve, but for my clients, I’ve got certain clients that I know have perfectly suited. I may not have even thought about that. That’s one thing that we might discuss when it comes. You may not have originally seen that as your target market. But if you could have the possibility of corporate contracts, we might have all the things cover those.

Julie Mason:              I was talking with the guide Victori yesterday who does, I have to say he has the coolest business really cool. He does land clearing but environmentally friendly land clearing, in right all dozing off the top layer of the top soil and taking everything and it’s like slash and burn his company just kind of clears it without disturbing the top soil level, which is amazing stuff. Right. And you wouldn’t think that a land claim like a guy who’s in a machine all day, he’s going to use LinkedIn, would you? But you thought government contracts and I are contracts for doing firebreaks along the highway and things like that that are really impulsion but they generally get tendered out and he needs to start building up, connections with council, you know, employees that work in those different departments. He needs to build relationships with the fire, the CFA, the CFA county fire associate country fire association I think is what’s called. He needs to build all of those connections in. They’re all on LinkedIn. And he has, the interesting thing with the councils and the government, they might be a LinkedIn, not necessarily to find people like him. They’re LinkedIn to have their profile is they can get headhunted for another job or for career advancement. But the, you as a business owner in his position, for example, he can track them down because they’re on LinkedIn trying to get a job, you know, improvement. Yes. Them and connect with them because they’re putting their whole version, my own.

Janet Beckers:          Oh, that is interesting. What we might do is let’s have a look at a few of the outcomes. We’ll look at, who are they trying to connect with? And then we might, once we’ve got a few ideas on those, then let’s sort of dig down a little bit deeper on, okay, how do you connect in a way that’s going to be time efficient for you? well, let’s do that so that we stay sort of focused on what we’re going to do. If we’ve got that number one of, okay, you’re in a business that may necessarily have always had corporate contracts, but you’re thinking you might, what I can put this together and actually create something that will be really valuable for corporate. I guess the one thing that you said there, which was really, really clear and because I talked about Randall’s podcasts, that was to do with corporate contacts.

Janet Beckers:          One of the big things was most people when they’re a business that’s trying to go into corporate, they don’t understand how the buying decisions are made. You gave a great example Julie, that near it might be the CEO. He’s in the back of that Limo. But that is not the person that’s right. He’s ordering it. You need to know who is the person on what is the position of actually going to make the decision or at least make the decision, the person who will, he’ll kick it off. Is there a way that you can sort of discover that through LinkedIn or would that be a matter of you starting to have those conversations to work out?

Julie Mason:              Yeah, you really need to know who your ideal target market is and I actually, I’m so passionate about this. I wrote a 10 page pdf that has a full template of how to create your ideal client Avatar that is specifically for B to B clients. And my [inaudible] avatars are really just more B to C say they’re a bit wishy washy, whereas this one’s very detailed and focuses on doing LinkedIn research. If people would like that, it’s free to download that, go to my website and grab it would be great. Right. So something Janet, that would be fine. Yeah, let’s do that. But essentially it’s really knowing who you are targeting and what you and I’ve known for years, what are the abuse wants, needs and frustrations and I show you how to research that using LinkedIn as well.

Julie Mason:              Oh that’s brilliant documents. That is, there’s quite a few tips there on how to find out this stuff on LinkedIn and elsewhere for that matter. But predominantly on LinkedIn because if you don’t know who it is you’re targeting. For example, I want to make this really clear to everyone listening because there might be a lot of people who are on here that their target market actually on LinkedIn, but they’ve got the word corporate now stuck in their mind. because we’ve used a few times. And I think that LinkedIn is just corporate. I’m here to tell you there is so much more than that. Everybody, there is a vibrant health and wellness industry on LinkedIn. There’s a vibrant construction industry on LinkedIn. There’s a vibrant in a whole range. There’s, there’s so much availability on LinkedIn. It’s not funny. And if you haven’t found it, you’re not looking hard enough essentially is what I’m saying.

Julie Mason:              I’d like to just kind of clarify. You don’t just have to go for corporate. There is a huge number of Australian small businesses, actually small businesses around the world on LinkedIn as well. That could be your target market. let’s say for example, I want to give you another example that we can help people who are listening here understand that this may be for them, even though they’re not looking for corporate contracts. Yeah, absolutely. For example, I’ll give you a really out of the box example, right? And I’ll give you a couple of others that are a bit more in the box. We’ll use some case studies. You and I have a dear friend, Julie Lewin who we mentioned when we were chatting earlier and Julie Lewin is so far outside of the box of, I call it, we have a joke about this between the Sama lab to cite this to Julie.

Julie Mason:              She gives me permission. She’s so far on the fringes of old China’s medicine, the oxygen’s in out there, right person being a medical intuitive. And she said to me years ago, she said, Julie, I’m a medical intuitive. How on earth would LinkedIn help me? And I said, well, let’s give it a shot, shall we? And so we, juiced up her profile, we got her value propositioning statement on her profile really shining beautifully and literally within 24 hours she got approached by two radio stations to do a radio show with them, straight LinkedIn. Right, right. So then also be coming towards you as well as you searching for things on LinkedIn as well. One example that you don’t necessarily have to be in corporate or searching for corporate to get results coming through. Does that make sense? So, in that case, the outcome was the outcome that you would have been really making everything focused around when you, what was it used?

Julie Mason:              You saw her profile, was it, would you be thinking, okay, the outcome we’re looking for here is we want PR, we want me to increase, her branding, her ability to be seen by her target market. I mean, it was just fortuitous that, you know, we made those changes on her profile and literally the people who were looking for her qualities in radio where we’re out there searching for that. And your profile is incredibly searchable on LinkedIn, but not only that, just keep in mind as a side note, Google and LinkedIn have a big love fest going on. Google sees LinkedIn is very trusted website. So your personal LinkedIn profile actually ranks very high when people search Google for your name or for Your Business, right? Yeah. And it can sometimes even rank higher than your website. So making sure your profile is really singing right tune is so important in first impressions.

Julie Mason:              Right. So for Julie, she not only was able to, you know I think she ended up finding out with CBS radio with our listening audience of 1.8 million and did that radio shark from her home in Warrick for about nine months. Great exposure. Yeah. But not only that, let’s, let’s come back to a person who was a coach here in Brisbane. So a lovely gentlemen by the name of John came to me about two years ago and he was really feeling this pinch because the coaching industry has boomed as you and I both know, right? It’s just booming and it’s not, it’s like every time you go to a straight Connie counseling a cat without hitting straight your full coaches, right? Them all with identical bragging. So John came to me. And he said, look, my referrals that I used to get a lot of that you’re really feel my business is sort of started to become a dribble, a set.

Julie Mason:              And somebody pointed me to use called LinkedIn. He said, can you help me message? Sure! No problem at all. And so we started him on a specific strategy, which I called the influence, the strategy and not because of to be an influencer but to influence through your content to brand recognition. So I’ll just define what I mean by influencer strategy in that word. Yes. We created a content strategy to, for him to really show you his thought leadership to become top of mind presence for everybody. And literally in 45 days he got a $24,000 client comes through LinkedIn. Brilliant. So it’s not necessarily instantaneous and I encourage people to go don’t think of this as it is a get rich or of a magic pill or a or a fast acting solution. Because everything that we do here is about building trust and generally speaking, building relationships, right?

New Speaker:             And that takes time. You can’t expect to walk down the street and I’ll say somebody to marry you and get a yes, you’ll probably get locked at all slack, whatever the case, may be. And you shouldn’t expect to connect with people on LinkedIn and immediately hit them up and ask them to, you know, sign up to your services. You have to build trust. You have to build that relationship and get to know them for goodness sake. And it’s not hard to do. I teach you how to do that really elegantly and easily so that it’s not slimy or salesy or pitchy or anything like that, but it’s elegant and easy for both parties to do. Excellent. So I’m wondering this now, are there any other outcomes that we should be, people should be aware of before we start talking about, well, how do you build those

Janet Beckers:          relationships and find those people in the most efficient way?

Julie Mason:              Well, LinkedIn can give you some great outcomes from positioning you as a thought leader through your content to driving traffic through to your website, to filling your diary with strategy calls or sales leads through to getting, radio stations, contacting you to actually becoming a guest on podcasts if that’s what you want to do this. Or even if you run a podcast like you do, Janet, finding great speakers to invite onto your podcast. Right. So there’s just, there is just such a wealth of opportunity on there. it’s unbelievable and we’re just not tapping into anywhere near as much of it as we could.

Janet Beckers:          Oh, you’ve really got me thinking about getting back over there. Cause I know mine’s incredibly out of date cause it’s just hasn’t been the top of my priority even though we do post content over there as part of every healers game, a bit interaction. so, okay. So I love it. So yeah, it’s interesting you were talking about getting interpretations be against on other people’s podcasts cause that’s one of the strategies that I worked with with my VIP clients is okay for you in particular, we need to get you so that you’re in front of as many audiences because you are great when you start communicating and you can teach, let’s get you in front of other people’s audiences. But you know, there is that whole process of how do you get on the ice as you worked through with people, but that LinkedIn of actually that’s where you’re probably going to find some of those people who’ve got what we’ll be looking. So

Julie Mason:              just straight, just to give people here an example because I am active on LinkedIn and not necessarily always content. I do a lot of behind the scenes stuff on LinkedIn, like private messaging with people where a lot of my business is actually generated the content, somehow helps, it’s the behind the scenes stuff that really is where the leads are tending to sales if that. But just for being active on LinkedIn, I’ve had the opportunity of speaking on radio in New Zealand all across Australia. I’ve been on podcasts all over the world. I’ve been live streamed into a, into a school stadium in Jamaica of all places and spoken alongside their choice alongside the, the minister of tourism for Jamaica. And all of this just gives you the opportunity to get your brand out there to, to make an impact, which I think is what your tribe are looking to do.

Janet Beckers:          Yeah. Yeah. People, people who are listening here, I mean like of course, they want to make an impact, they want to make a difference, but they also want to make some money. So yes, I love it. So, okay, so now let’s look then at

Julie Mason:              if you’ve only got a limited amount of time, but if you want to, you’ve talked a few times around make connections, make relationships and that’s where the money was coming from or the contacts were coming from the opportunities were coming from as much as the content. If you were to say, if somebody came to you and said, look, I reckon I may be able to spend a few hours just to set things up properly, but then really realistically, I only have a short amount of time per week. What would be your recommendations? Okay, well first of all, get your foundations. Have a profile really working well. And Janet, can we give them some really good tips just to write their about section on LinkedIn is, that’d be great. And how to write it because what happens is when they reach out to connect to somebody, that person that they reached out to connect who is going to come back to their profile.

Julie Mason:              Who is this person, what are they all about? And if your profile is not written well, you’re missing the opportunities going to slide by. It does make sense. You want to make that great first impression. So a great photo on your profile guys. Hidden shoulders, really good quality photos, ideal that actually increases your profile views and connection requests. Believe it or not because it builds trust. People want to know who they’re connecting to. They want to face to put a name to, right? Yep. A good headline is not your title. By the way, a good headline that sits under your name on LinkedIn is what you do to help people. So what’s the outcome they can expect if they work with you, for example. And the about section, which was previously known as the summary. LinkedIn have recently changed the terminology and it’s now called the bouts section.

Julie Mason:              I want to give you guys quickly the formula of how to write that. It’s 2000 characters that you’ve got to do that to do that summary and most people screw it up. I’m sorry, but I just do it up. So let’s get you guys on romance, your tribe radio doing it right. We want to see your profiles too. Everybody connect with us. Okay, can I on, on LinkedIn would love that. But the summary needs to be broken down into about five or six paragraphs and I’m going to go exactly what those paragraphs are. So you can write, it’s really easily. So the first paragraph is the identify paragraph. Identify the biggest problem that you sold for your ideal client. Okay. So what’s the problem that they are presenting with? Okay, Yup. Second paragraph is what’s it costing them to have that problem? So not only what’s it costing them to have it financially, but what is it costing them to have it emotionally, physically, even spiritually, like the peace of mind, this sense of calm, for example, what’s it costing them to have that problem?

Julie Mason:              Because most of us are quite apathetic and we might go yet, that’s the problem I have. But unless we hold the mirror up to them and say, this is what that problem’s costing you, honey, do you want to take some action on it or not? Right. Need to kind of line of fire underneath them and go, hey, this is it. Is this, is this resonating with you? And you’ve got, cause I mean, we do this when we, when we Google search our medical conditions, oh yeah, I’ve got that symptom or that symptom yet. What are the symptoms they presenting with? What is it costing them? Essentially that paragraph is we can’t leave them in health. So we need to read the madly. What’s the solution to the problem? And you can put some industry statistics in that, for example, to verify that, that’s the result.

Julie Mason:              That’s the solution. And that could I think quite nicely into what’s the proof that that solution actually works. Right? the fifth paragraph should be your credibility packet. C R only paragraph where you should really be talking about you. I know all guys, but you need to brought it as a, your ideal client. Your I do, right? It’s going to read this. So brought it about them and they’ll resonate with you cause I didn’t care about you. They care about how do you help them, right? Yeah. So credibility wash, they trust you to deliver this solution. I have anybody else? What’s your experience or what to passional, you know, what results do you get for your clients? Anything along those lines in your credibility paragraph. And then finally on the most important part, your call to action paragraph, be very specific. What is the next step to do business with you?

Julie Mason:              And here’s a tip guys. I really want to make this clear. Do not ask them to email you or message you. It is the lowest form of converting call to action known to man. And here’s why. People don’t know what to say so they don’t. Right. So if you want them to have a 30 minute free consultation with you, tell them to pick up the phone and you’ll be happy to have a three 30 minute free chat to answer all their questions and give them a clarity and let them leave the call feeling energized and reinvigorated and back on track with what they’re doing. Right. Or You could do a send them to a, a website where they can opt in for a free download or a free video or whatever it might be, but be very specific and tell them quite step-by-step exactly what they can expect. Okay. So to simply book in a 30 minute free consultation with Janet, go to romance, your To you know, whatever you get where I’m going yet if you very shortly, right. So let them know that you’re going to be speaking to them very shortly.

Julie Mason:              Beautifully clear, Julie. And really what you’ve done there is like a mini sales letter. Yeah. It is walking them through that sort of mindset that people to be able to go through. So I love it. But you’re doing it in 2000 characters, guys. Don’t 2000 words, 2000 characters. Be Short with your paragraphs and sentences and, and you know, make sure that you’re really getting to that point. That’s gonna resonate with your ideal target. Think about putting yourself in their shoes and, and walking in their shoes for a minute. What are they feeling? Where are they going? What’s really struggling with what’s keeping them up at night? All of that that goes into the emotional she’ll drive is in that summary and they bet section that that’s now called, yeah, yeah. Love it. Profile sorted. Then start connecting with people. Cause when they come back they’re going to go, that’s exactly what I need.

Julie Mason:              Right? Yeah. So resonate with them far better than you would if you just kind of started connecting without really thinking about your strategy first. Right now that makes, it’s all in logical steps of what we’re doing here. So my advice is to, when your connecting LinkedIn has this phenomenal search box that with just a few key strokes, will open up a treasure trove of opportunity for you simply by, having a look. Right? So let’s say your ideal target market was accountants, that you have a software that will save them 20% of their time on dollar entry or whatever it might be, right? Or it might be a way for them to generate more leads in their business. Whatever it is that you’re doing. Let’s just say accountants, they’re our target market. So you’d search for accountants, select the location of the like accountants that you want to work with. So if you’re located in Melbourne, search Melbourne, if you’re in Brisbane, search Brisbane, if you’re in New York, search New York for goodness sake. I know a colleague in the States, all he does is write LinkedIn profiles for accountants. Nothing else. That’s it. LinkedIn profiles for accountants. He is booked solid for dead zone. It would be boring as anything for me.

Julie Mason:              I’m pretty sure it’d be cookie cutter by the end of it. But sure it would. But at the end of the day, that’s all he does. He’s run a business very successfully on that for many years. Right. And still can cause there’s like how many thousands of pills in some thousands of accounts are out there. Yeah. So if that’s all you do, that’s a good niche for it, right? So essentially, really know who you talk at marketing, search all of them on LinkedIn and then narrow down your, your search parameters to your location or industry or whatever it is. And you’ve got all those search parameters on LinkedIn to do that. Once you find them. The secret here is to connect with a personal note. Always use a personal note on connection because the thing that’s going through the person who’s receiving that invite is who is this random person and why are they reaching out to connect with me?

Julie Mason:              People are still quite nervous about connecting with strangers on the Internet. We still have that stranger danger in our head. And so even online they’re like, oh, I’m not really sure what delayed. So if you had a personal message and all you guys need to do on the personal message front when you’re sending a connection is not to sell them at that point because that’s just too early in that conversation by too early in the relationship. All you need to do and simply say, hi, I saw your profile on LinkedIn. I love what you do. It looks like there could be some great synergy between us and I look forward to getting to know you further through LinkedIn. Cheers Julie. That’s it.

Janet Beckers:          I’ll tell you what that is such a relief to hear that. I really want people to just really take that one on because when I use LinkedIn, like I’ll go in there maybe once a week and it’s when we’ve posted our videos and I’ll go in and just keep an eye on things and there’s always these requests and I’m just one of these people have, yeah, yeah, yeah, yeah, whatever. You can all, you can all be my friend. I’m like, let’s be gentle. They’re like, yeah, you can all be my friend. And then most people don’t leave a message, but people who do leave a message, it will be 95 for the same is well, how interesting would you know, would you like to know how I can help you too? But well would you like to come to my workshop? Would you like to hop on the phone? Would you like me to try to sell you the service that you actually provide to other people?

Julie Mason:              I had the exact conversation yesterday, Janet with one of my members in my program and she said, Julie, I’ve been following your strategy and every time I reach out to connect, they sell me straight back. How do I deal with that? Could I share with you my answer to her how to deal with that? Yes. Cause I, I’ve been in sales as you know, for 25 years, 15 years in door to door cold calling. I can pivot things really well. Right? So here was my answer to her. I simply said, thank you so much for that kind offer. I’m not interested just at the moment, but please let me know if there’s anything I can do to help you. Right, right. Yeah. Or You could do it. You could even take it to another level. So I get hit up a lot by people who are in multilevel marketing now, Don and my sales career in multilevel marketing was foundational for me and I, I love seeing people get into that industry. Right. But I’m not wanting to do it anymore myself, and that’s okay. Yeah. He’s what I say to people who are trying to sign me up for, you know, whatever multilevel marketing program they’re in at the moment. Yeah. Let’s say thank you so much for that kind of, I can see you’re really passionate about your new business and I wish you the greatest of success. It’s just not for me at the moment, but keep me involved or the products that you’ve got, because I’ll probably be a customer, but not a recruit.

Janet Beckers:          Yeah. Oh, I love it. You are so kind to everybody. We’ll go sidecar. Well, it’s a Cava. Janet, you guys are out. Comes back to you. I’m like bash. Yeah, right. Strategies. So if you’ve done your research and you identify, so for example, if we go back to the limo driver, cause that’s such a nice simple yeah, absolutely. Yes. Okay. Here he is. He’s got somebody who is an executive assistant. Yup. That’s connected and so he’s gone. Awesome. So this is the person that I want to make sure that I connect with what’s going to be the best way. Is it going to be through messaging? Is it going to be through groups, through going on their profile? Just what was the question?

Julie Mason:              So essentially if he’s identified the executive system, for example of that CEO or the CEO as well, because it was quality, just the, he said to me, most CEOs are taking that on. They want to build the relationship with the drivers, which it’s quite interesting and I said, well that’s great. That’s fine. You can do that too. But don’t be afraid to connect with both. In this case it’s what I call circle the wagons. Right. Is he two bites of the Cherry? Yes. Once that once he reaches out to connect and say, Hey, I noticed your profile and there could be some good synergy thought I’d reach out and, and let’s just see how it goes. You know, for example, whatever that might be. Yeah, but keep it really light. You’re not there to sell on that connection invitation, right. You, they just seem to you simply to get them to accept your invitation to connect.

Julie Mason:              Because once they accept, then you can start to really build that relationship with the messaging and the top of mind presence with content being streamed out, etc. And he’s the thing, I don’t want that limo driver to immediately go out and then once that CEO has accepted him or the are the executive assistant, in this case, let’s use executive assistant to immediately, hey listen, if you need a limo driver, I can help you. You don’t want to do that because it’s right to la. Right? So what you might want to do is instead you would probably, once she’s accepted or he’s accepted you private message them. And I always use the LinkedIn article, this is where LinkedIn articles, which are the blog posts on your profile of LinkedIn, not the newsfeed posts, but the LinkedIn articles, kind of your thought leadership area, right? Yeah.

Julie Mason:              LinkedIn articles. Then to add value, because here’s the other thing to know, when people connect with you on LinkedIn, I don’t want to leave that platform to go to your website for a blog post. They’re not ready to click on a unknown URL at this point. And you’re still that unknown. Yeah. Yeah. The platform to keep them on LinkedIn by using a LinkedIn article. That might be five things you should think of before booking a limo driver. Alright. And do an article on his five things to consider before you book your next Limo. Excellent. Right. And then at the bottom of the article we could have a gentle call to action. So if you’d like to, you know, talk to me about having a regular booking service and some offers that we’ve got available at the moment for ongoing customers. Please hit me up with my phone number or whatever the point of direction is the action and then what you would do is you insight to that ea or this CEO once they’ve connected to me, say thank so much for connecting.

Julie Mason:              I can see that your in an executive position or an executive role and or you may potentially from time to time, Need a Limo, I wrote this article recently on five tips to save on booking your limo driver or things to consider when booking and limo driver. I hope you find it really useful. Look forward to your thoughts. Cheers and send them the article. We’ll have a small call to action in it. Some will rate it someway. That’s okay, but you’re adding value, right? Is that adding value into there? And it’s what I call the emotional bank balance. When we, when we connect with somebody, it’s like opening a bank balance. At that point of connection you have a zero deposit. If I ask of you at that point, I’m going to go into overdraw yet, but if I find something of value, I’m going to put a deposit into that emotional bank balance and then I might be able to ask for a withdraw or aware or a call to action. Does that make sense?

Janet Beckers:          Oh look, you know, this is making me smile. If I’m getting a funny smile on my face, it’s because this is exactly the same language I used with my children as teenagers, except that it was called the trust bank account. Right? That’s right. Okay. You didn’t come home until three hours past the time you said you were going to. Yeah, and I love the trust bank account analogy by, yeah, you just, you’re in negative. Okay. You build up that trust before you can ask for that big, you know, and I stay overnight somewhere, you know, as an example. Yup. I’m just thinking [inaudible].

Janet Beckers:          Absolutely. Anybody. Yeah, I love it. That works really, really well. And you know, it also fits in well with the analogy I often use of, which is why, you know, I call romance your tribe is, you know, just because you flirted and you, they may have, you might’ve invited them back to your place, which might be your profile digest. Just assume that you’re on a winner. Like, you know, you’re still going to have to do some, you know, you’re gonna do some courting and you have to have some romance before you start up discussing how many kids you’re gonna have and you don’t just

Julie Mason:              up at one message. You there, we teach clients the whole message sacred thing for this on like 10. That is brilliant. There’s a formula for that, right? Yeah, yeah, absolutely. Yeah. We are so on the same page, girlfriend.

Janet Beckers:          Yes. And you know what that is. This is why I really wanted to bring you along journey one because you’re very strategic [inaudible] but also I really never want people to go, okay, I’ve got this guaranteed formula that I didn’t buy it for $5,000 because it’s going to be guaranteed that we then in guys, I will have made these many sales because it’s very full on. It’s really, really kind of an aggressive marketing, which can be okay for short term goal, but you can eventually end up damaged

Julie Mason:              Shannon Byrne version, isn’t it yet? I both know that and you can definitely get to number three, but you’ll churn and burn a lot of people in the process. Yeah, absolutely. Yeah. We’re all here for the long haul. Yeah, and this is, LinkedIn is a marathon guys, not a sprint. This is something that I, having said that I’ve had clients that within two days I’ve gotten a $75,000 contract through like 10 bias. I’ve had people who, like John I mentioned earlier who’d taken 45 days and it just depends on your strategy d and what your outcomes are, what you want to achieve and it all comes back to strategy. You know, what is it that you want to achieve on like 10 tie the strategy two that’ll create the strategy for that. Then apply the tactics but not the other way around. Yeah,

Janet Beckers:          I love it. That is, that is a really nice note for us to end on. I think Julie, for people who are listening, I always like to end end with like what is one thing that people can do this week that if they do that it’s going to start moving them forward to get some results with LinkedIn. So what would be the number one thing that people should focus on this week?

Julie Mason:              Review your profile, make sure that you’ve used that profile up. Follow that formula that I gave you because everything swings off the profile. And if it’s not, if it’s not, you know, serving your clients or your prospects, it’s not serving you.

Janet Beckers:          Yeah, I love it. That is a great one. And you know what I recommend that everybody does here is go to LinkedIn and connect with Dooley because hey, if you want to see a great example of a huge, about me profile, you’re going to see that day with joy. So that will be a great example so you can see, but anything with somebody to connect to that knows his stuff and wait, come and connect with me too and you can see, but I have not updated mine for a long time. It may have changed by the time it goes live, so that would be good.

Julie Mason:              This was a while ago. That’s what, seven years ago you came to my LinkedIn workshop, that was a long time ago.

Janet Beckers:          I don’t think I’ve… I may have updated it slightly since then, but it’s a funny area that I have really focused on. It hasn’t been number one. But interestingly what I have found is when I have put my profile on there, I can remember getting a message with people and they, I was invited to chair a conference on women in business and I’ve gone how did you find me? And it was, oh we found you on LinkedIn. Yes. I’ll have a look at my articles on my LinkedIn profile as well guys because there’s some absolute gold in there. Some really good tips. One in particular, we’ve talked about how to a send an invitation to connect, but there’s another article on there that is pure lead generating goals on how to accept an invitation and convert that into a lead.

Janet Beckers:          Here’s the exact wording and the script to you. Oh I love it. And don’t you love Julie, have you just noticed like Julie has mentioned this awesome opt in that we will get over on her website, which is really going to help you to get super clear on who you want to be targeting. Yep. That’s on . I mean I’m going over there cause I know it would be awesome. I know that she’s proud to say my best work in, in like the last 10 years that I see, I go check it out. No, I just, I just love, Hey, I love watching. I’m somebody who is really good at what they’re doing at being able to give, give, give, like really strategic good content that will let you know if this is the person that you want to go to get more help from.

Janet Beckers:          So thank you so much Julie. I’ve really enjoyed the day and for everybody that’s listening, the best thing that you can do for Julie and I is go out there and do it. Go and take some of that. Yeah. Because for us, you know, sure. The reason why I run podcasts is because I absolutely love talking to people like Julie. So for me it’s, I get to hang out with my friends, learn and have great conversations. But the other thing is because I really want you to take more action. So if you just meet every single podcast that you listened to, whether it’s mine, whether it’s somebody else to take one action, you just do that every time you listened to what your business is just going to continue to grow. So that one action that we’ve got today, I would love it if you would come and let Julian, I know, what did you do? So that could be in the comic tier or if you’re watching this on the blog, it could be by leaving a rating and a comment on iTunes. I would love if you did that. So more people can find us. Say, what did you do? And come over, most importantly, some of the Lignin Hillbilly, what action you took. Tell me what

Julie Mason:              and that will be, we’ll be incredibly grateful if you did that. So thank you everybody and thank you so much for your time, Julie. You’re a star wine pleasure, Joe. Thanks so much for having me here. I can’t wait to, to hear everybody’s results and happy LinkedIn. Okay, well everybody, bye!

The Reverse Success Strategy and Your Business

The Reverse Success Strategy and Your Business

If you’ve ever wondered what on Earth you should write a blog post on this week, or what you should post on Instagram, Facebook, Twitter or Linked In (or a gazillion other platforms) today, then you’re going to love this week’s short and sweet masterclass podcast episode.

First of all, know if you struggle to come up with ideas and if you really question if all the effort you put into creating content is a waste of time anyway, then know you are not alone.

Far from it.

I suspect the majority of business owners who create content for social media, their blogs, podcasts, videos etc are simply winging it most of the time.

And for that reason, they probably are wasting their time!

But that’s not going to be you anymore OK.

We’re going to change that and it will only take me 25 minutes to teach you the strategy that makes these decisions simple and, importantly, profitable for you.

Plus I’ve created a cheat sheet downloadable for you so you can implement the strategy TODAY.

In today’s short masterclass podcast episode you will learn:

  • What the Reverse Success Strategy is and why this is core to every decision you make in your business.
  • The first place you always start and the importance of being very specific at this step
  • How to know what will be the perfect lead generating list building gift to create for YOUR specific business.
  • The importance of the 2 Transformational Journeys
  • How this strategy applies to creating webinars, podcasts, videos, Facebook Lives, Instagram posts and stories, signature talks, email content and even book titles.
  • The Avatar quadrant and the importance of identifying your most Profitable Avatar
  • The one situation when you do NOT apply The Reverse Success Strategy.


Plus a special podcast bonus for you today. An action guide to download “The Reverse Success Strategy Cheat Sheet”.

You can watch the video, listen to the audio, download from the podcast directory, or read the transcript below. Never miss an episode. Click here for all the ways you can subscribe.

Click the image below to download the BONUS worksheet!

A Special Message From Janet

Thank you so much for being here. I know there are a lot of podcasts you could choose to listen to  and you chose to join me on Romance Your Tribe Radio.


I’m honoured and  grateful for your support.

If you enjoyed this week’s episode, I’d love for you to take a quick minute to share your thoughts with us and leave an honest review and rating for the show over on iTunes!

Read The Transcript Here

Hello and welcome! Janet Beckers here with a short and sweet total teaching episode of Romance Your Tribe Radio. Now today I’m going to introduce you to the concept that I think of as reverse success. How do you know that what you are putting out there to the world with your marketing is actually the right thing that’s going to result in your business growing and you building success? So what I’m going to be introducing you to today is the strategy that I use all the time when I’m making decisions about my marketing and what is the right message and how do I make all of those tiny little decisions that you’re making all the way when it comes through to getting your message out there and making the right offers. So I’m going to introduce you to that cause this is something that I do every just practically every single week when I’m helping people make decisions.

On our Attract Your Tribe Accelerator video huddles, walking them through this process and it makes things so simple. So if you’re finding yourself wondering, you know, what should I talk about on this Facebook live? What should I talk about on a podcast episode? What should I be having as my opt in? What should I do when I am putting together a series of drip fed follow up emails when people have opted in? What should I be putting in a webinar? Or what should I be talking about if I’ve given an opportunity to be a podcast guest or a, um, a presentation, you know, to a networking event, why should I talk about what is the topic that I should do if I’m running a book, what should I, out of all the things that I can think of that are really, really possible for me to do, what should I choose as the topic?

What should I choose as the title? Where should I market it? These things are all leading to the one thing. So this is what we’re going to talk about today is this is going to help you to make all of those little micro decisions and also help you to decide what not to put out there. Because you know what, sometimes that’s the hardest thing because there are so many things that you know that you can be sharing. So many things that you know you can be helping people with that it is really, really difficult to make a decision out of all of those possible things, which is the most appropriate for me to do. How do I make that decision? What not to talk about? That’s the toughest one I always find. Okay, so let me introduce you to this concept. It is so simple.

It is so ridiculously simple, but it always amazes me how few people do it when it comes down to actually making these decisions. And this is start with the end in mind. So I’m going to walk you through what do I mean by that. And I also have a worksheet for you that goes along with today’s podcast that will guide you through the process so you can make these decisions yourself and get some clarity and know that when it comes to making those decisions, if you’re finding that difficult or you realize that you know what, I don’t have enough insight into what it is that I’m helping people to do, then that’s where I come into it baby. So just know that that’s my specialty to help you. So let me now walk you through this decision process and know that I’ve got that cheat sheet for you.

That worksheet that goes with this episode. If you’re watching this on the website, totally cool. It is down below. If, however you’re watching this on Facebook or YouTube or if you are listening to this on iTunes or wherever good podcast found, um, just click the link where it says to go to the podcast page. All right, natural and just go and search underneath the podcast and search for reverse success and you’ll be able to find it. Okay. I’ve got that out of the road there for you, but don’t forget you’ve got that. Okay. Because that’s going to help you to be able to take action. So let me introduce you very, very briefly to how the concept works and then how do you apply it? It doesn’t, I don’t want you to start with the idea of what do I have as an opt in?

This is one of the most common things that I get from people. What should I have as my Optum gift? Or what should I be talking about? You know, if I do a Facebook live, what do I talk about? What do I do with my posts? You know, I can’t even come up with ideas. What do I, what do I do? Don’t start there. Okay? If that’s the decision that you’re trying to make and you’re struggling with it, that is a short sign that you need to go to the end first. Now because you’re in business, because your mission there is to help those people that you know that if you get those right people, that with your product, your service, your consulting, your motivation, whatever it is that you do, that you know that you can help them to get from point a to point B, that is your business.

That is what you, that is why people pay you because they know that you’re going to help them to solve the problem, to reach the goal that they want. Um, so from point a to point B, so you’ve got to be super duper clear on what is it that you sell. Now this sound to you like, Oh, that’s pretty obvious, but I tell you what it may not be because when I often ask people, what is it that you’re selling? They might go, well, I saw my one off consulting. No, that is not what you’re selling. Okay? First of all, if you’re just selling, selling your time, baby, we saw need to talk because there are so more streamlined leverage and simpler ways for you to structure your business. But that is another podcast episode. And in fact I’ll put links down below cause I’ve got some great ones to help you on that.

But really what you are selling is an outcome. You are selling some kind of transformation. Now if you’re a coach, consultant, if you’re a service provider, and quite often also if you have products or products that even though that’s not my specialty is selling widgets. But if you’re selling all your widgets that you’re selling or helping people to go from whatever their problem or their frustration to whatever their goal is, their aspiration, their solved. So that’s what, that’s what you’re in the business of creating those outcomes. Now I want you to be super clear on what is it. Yeah, how is it that you’re structuring what you do to be able to get people those outcomes. It could be one-on-one, it could be an online course, it could be a bundle of um, your time and services and, and maybe some also, you know, worksheets, those sorts of things.

You know, some kind of done with your done, you know, self, self guided, whatever it is. All those, there’s so many ways that you can be right to get the solution. It could be running workshops, retreats, whatever it is you gotta be super clear on what is it that you’re wanting people to buy. What is it that you have to offer? So if you’re not really clear on that, if you just go in and look, you know, when I get people, I just work with them and we get the results that’s I want you to get clearly, you’ve got to be clearer on what is the transformational journey that you take people on and how do you do it? Like what’s your process? What’s your transformational framework? So you’ve gotta be super duper clear on those. So if you are not clear on that, don’t even worry about what you’re going to have as an often.

Now wait until the end because I’m going to tell you in a situation where you do not do this, there is one situation where you don’t, okay, so I’ll wait for that. But you know, if, if you’re not even clear on this, don’t worry about what your opt in and your video thing is. I want you to be getting super clear on if you get that person, if you’re doing some marketing and people contact you, what’s the next step? Okay, what do you want them to do? What is it that you want them to buy? So get super duper clear on that because everything else is irrelevant. Okay? Now we’re going to work backwards. Once you’re super clear on what it, that you’re offering people, what is the way that you help them? Then you need to know, all right, well how am I going to sell it to them?

What’s the next step? It might be that you want to get on the phone with them. And that’s really, really common if you’ve got a high priced program. And that’s what I do with my people who are my accelerators or the new program that we will be offering next year. Um, you know, for the tribal business leaders, you know, yeah, there’s higher levels where you know, people you’ve got to miss if they’re a good match and they’ve got to really understand, you know, what it is that you’re offering. So it might be you want to get them on the phone, it might be that you want to send them to a sales page. You may be able to have enough information through that sales page that they can make a decision. And if your, um, at the time that this goes out, you will be able to get on the waiting list for what will be the success, the success circle.

Because that is something that you will be able to clearly make a decision based on the sales letter and know if it’s right for you. That’s for me what you might have something that you have that people can go to a sales letter, but just be super duper clear. What is it that, how is the way that you’re wanting to sell it? Because that’s also going to impact the next decision. So we know what it is that you sell, which means you’re very clear on the transformational journey. We know how you’re going to sell that. Now the next thing that me, wait, make me want to know, okay, now are we clear on those? We’ve got to be really clear on, well, who, who is going to be buying this so we’ve already had the the what are you going to sell? We’re going to have the, how are we going to sell it?

We need to know who now in my experience, people do not do this well enough and in fact, that’s a huge specialty that I’ve created a very unique system called the profitable avatar quadrant and that really gets you quite clear on, there’s usually four distinct avatars that you have four distinct people who you can be helping. Some of those that’s going to at least one of those. Sometimes two are the most profitable that you, what you’re selling is absolutely perfect for them. There will usually be one that it seems like it’s perfect, but if you focus on them, you’re going to go broke because they just not going to buy. They’re not going to take action. And then there’s usually going to be one lot that you know what they really, really need you. And it’s very, very easy to get sucked down that path.

But you know what? It’s they very often, and not going to be the people who want to be the most profitable for you. So that’s a really important one for you to know. You need to know who are the most profitable. So if you’re really clear on who you can get the best results with through your program, that’s who you’re going to help. So to do that, you need to really understand them. You truly need to understand who it is, who is most likely to get results with what you do, who is it that’s going to be motivated to be able to spend the money to get the results? And you can only do that by really diving in deep and knowing them well. So if you’re thinking, I’m really not sure who I can sell it to, or you’re going, Oh, you know, this helps so many people and not a good thing.

Okay, you really, really want to narrow it your message down. Because if it’s talking to everybody or if it’s too general, your perfect most profitable avatar won’t even recognize that you’re talking to them. So that is the who. Now to do that, you need to be super duper clear on what is their transformational journey that they’re going on. What is that? Okay, so what is their point a and what does their point B? What’s the transformation that you take them on? Really, really important. So you need to know that exceptionally well. You need to know their frustrations, the language that they use, and you need to know what is it that they need to understand or believe is possible before they know that they could buy. What is it that they need to understand? Is it you know that the, that this is, these results are possible or that you know what?

There’s things that you think make it that you’re not going to get the results. Let me debunk that for you. What do they need to know? Okay, so if you’re not clear on that step, well, you’ve got a lot of them in place. You know what you’re offering, you know how you’re selling it. You’ve just got to get super duper clear on their transformational journey. Now, once we’re clear on that, then the other pits fall into place, but here is where you’ve really got to take into consideration is sure you might have a way that you’re helping them [inaudible] you have. You have an understanding about the journey they’re going on and what you can do to help. What is it that is unique about the way that you work with people and that comes down to you understanding your own story, your own transformation journey of why you, why now?

Why can you help them? What is it about your personality, your character, your strengths, your quirks, your superpowers? What is it about your story? What is it about the results that you have got with people? What is it that you truly believe in that makes you stand out all these things that position you as a tribal business leader. You need to understand your framework, why you have developed that framework, because otherwise everybody else that can help that person to get the results is going to look the same as you. So in order for you to be able to be very, very clear on what do you say on that webinar, what do you say when you’re doing a Facebook live? What do you do when you’re thinking, what do I write for my blog post this week? That’s always going to come back to the transformational framework you have, how you help people, what they need to believe, and leading them through to the solutions that you can get them.

So that’s work for you to do. And in fact, that’s the very first work that I do with every single one of my clients, um, in it’s, we call it the profit in you and it’s really a deep dive, but so, so clarifying. Um, so you need to do that. So because then it becomes so much easier for you to know what is it that I can be offering out there for free that is going to be really attractive to my profitable, my most profitable avatar that uses my language, my framework, the things that I believe in. So it is uniquely me. And that can very often be, you know, a really simple, you know, questions you need to ask yourself. You know, it’s the questions that your client needs to be able to answer, to know, you know, if they can get a result, it may be a simple checklist that they can use.

It can be one of the big things that frustrates them. Even if it’s only a tiny thing that you do have. You got some solution that you can do for that, a simple guide, a video to walk them through something, those sorts of things that’s going to be showing that you know your stuff, but you understand their journey and you have a framework. So once you’ve got that, then it becomes so much easier for you to decide what is the most appropriate opt in. What is the most appropriate series of messages for me to send them via email so that they get to understand that I understand that I know the journey and that it’s possible for them. And here’s what I’ve got to offer. So if you work backwards, then you know that where you’re getting people to start, where they, wherever they actually come into your universe, that all roads lead to the end point, that you know that you’re deciding so much more streamlined and all of those other things that you can do if it sort of say that for when you’re working with people or for extra messages that you can be doing as value adds but not your core stuff.

So when you’re deciding what am I going to write my book on, or how do I frame my book or do I need to change my book? Start with the end in mind because it is a marketing piece that goes in there as an example. Um, so that is, um, reverse success. It streamlines everything for you. Now remember, I’ve got that worksheet for you. And, um, and if you need help with this, this is absolutely core to the work that I do. I take you from, you know, knowing that you’ve got clever stuff that you can do to help people. And you may already have a busy business doing that, but what can we do that’s gonna make it so that that thing that you’re offering at the end that it is streamlined, is going to impact as many people and give you freedom and really make a difference.

Let’s get clear on that and all those steps backwards so that we know that every message that you’re putting out there to the world is totally congruent, that it all fits in. So that’s my specialty. That’s what I hope you do. It’s what my framework is. Now, um, and again, don’t forget I’ve got that cheat sheet for you now. I did promise you that there was one situation where this does not have to work. Okay? And that is the situation when you’re starting out and you’re really not quite sure what it is that you’re going to choose to be selling to people when you’ve may have a few things and you’re thinking, well, there’s all these different things I can be doing. What am I going to focus on? Like what’s my thing? In that case, you don’t want to go to all that effort of having everything else set up if you haven’t tested the market.

So that is a situation where you will go, okay, I’m going to see if this particular topic that I know so you’ll be roughing out. You know what I could be selling. You might be thinking, well, I could be selling, you know, a service or a product that solves this or maybe this part of a problem. Well, which is the one that I think is going to have the most leaks. Well, if I work backwards, I’m just going to put this one thing out there and I’m going to test to see how people resonate with it. So you might create, um, an opt in, for example, or it may even just start with a blog post or a Facebook live or something that you put all of your effort into promoting and getting feedback from people. And you might go, Oh, that one tanked. Maybe this isn’t gonna work.

Um, or you know what? Oh, that one surprisingly got legs. So it will help you to be able to do your research. That’s really the only situation where I’m saying, don’t work backwards though. You’ll notice I still work backwards tonight. I just didn’t do it intensively. I allowed myself to do a bit of an experiment at first to help me to get an idea of, am I on the right track? Then you can go back and fill in the details and flesh out the important things. Okay. So I hope that has helped you. Um, and if you’ve found yourself where you’ve already got the opt in, or you’ve put your grief, what your book out there or whatever it is that you’re doing and you’re thinking, it’s not working for me, it’s not, you know, I’ve done all this work. Maybe I need more traffic.

Maybe it’s me, I’m not putting myself out there. I’m all these other, all these different reasons which all can be part of it. But I also want you to ask yourself, is it come group [inaudible] like does this actually have a really obvious path through the final thing? Because if so, it’s going to be really difficult for you to grow your business around something like that because you’ll just keep on flogging something but it leads nowhere or it leads to somewhere vague or you know that that particular thing that you, that you’re marketing and putting out to the world isn’t really congruent with what it is that you can offer. So you sabotage all the time cause it doesn’t feel right. Dave, deep down that can be happening as well. So just know that if things aren’t working, I want you to look at this at this reverse success and see does it all naturally linked together really, really well?

If not, this can be one of the answers to why things may not be working for you properly. Okay? I would love to hear from you if you know, if you’re here, um, and you’re on the webpage, I’d love it if you leave a comment for me. Very few people leave comments on blog posts these days. It’s all on social media or private emails that I get. Um, it’s not just me if it’s happening to you, just know it’s happening everywhere. Um, now that, see if you’re on the blog, if you’re seeing this on YouTube, yep. You can leave a comment there. Um, and if you’re on iTunes, I would especially be grateful if you can help me, let other people find me and that can happen, um, by you leaving a rating or rating and a comment that I would be very, very grateful if you would do that. If you would leave a review on iTunes, it only takes a couple, just a couple of minutes and it will help other people to be able to find this podcast, um, and be able to get my help. And I would really appreciate that. Okay, go get them folks. And I would love to hear from you, especially if you use the worksheet, the action plan, cheat sheet, whatever I’m going to call it, that I’ve got for you that goes with this episode. I’d love to hear from you. Okay, bye.