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How to Successfully Sell With Your Content!
Sales has been one of the oldest professions in the world, and one of the most important skills to develop.
Unfortunately, sales have been victimized and abused over the years.
If you are in sales people might think you are “sketchy” or that you are out to get something from them.
What they don’t understand is that sales is a profession of service.
Everything in this world happened because someone sold something to somebody.
In this conversation Donald Kelly, the Sales Evangelist, shares with us the importance of sales and the role content plays in it.
Some of the #GoldenBoulders were:
🚀 The False Perception Of Sales!
🚀 A Surprising Opportunity For B2B
🚀 The Power Of “Digital Wealth”
🚀 And Much More…
Tune in and enjoy!
Episode 213. And today we have a master salesman here with us. So if you have been struggling to turn your conversations into conversa conversations, conversations into conversions. Oh baby. This is the episode for you.
My friend today's guest is the father of the sales evangelist. He's also the host of the sales evangelist podcast. And soon to be a published author, but most importantly, he is a family, man. Can't wait to begin. Please. Welcome the Jamaican businessman, the sales evangelist himself. No. Okay. Woo. There we go.
that's a beautiful part about being, being live. No, no, I got a [00:01:00] question for you. Have you ever been in a show this accidental at the beginning? No. See, it wasn't even accidental. It was just like the way it's supposed to happen, you know, you know, we just woke everybody up and got their attention and that's what we want.
that's right. That's right. I I, this, this side angle right here is, is odd. It's the first time we do the show with the side angle, but I, I think this is, we might be doing this for the first time ever. Cause we are talking to you, but then we're gonna talk to the audience over here. So what what's gonna happen?
Why are we, where are we? What are we doing? yeah, but Donald first of all, man, thank you so much for coming here. Uh, thank you so much for dealing with your awkwardness as well. Oh please. You did. I, I loved the, the webinar that you did at Calendly. I mean, I said it in the intro, as soon as you were done, I'm like, I'm gonna put one of these techniques to the test, right?
actually, I put two to the test. One was with you, some, the other one was with somebody else and immediately worked. You immediately answer and. This is unbelievable. Someone like you that has [00:02:00] 1400 podcast episodes, right? Yeah. I'm very big audience in LinkedIn. And here I am making one of these Omni pressing outreach and I got the attention.
Right. And you managed to come here today, man. So thank you. Thank you so much. Well, thank you, man. I appreciate it. And I, I love when people apply this stuff because it works and I think that's the biggest thing. That's the biggest like level of like, uh, Um, you know, a biggest compliment that you can give to somebody who gives education or provide education.
If you go back to like your high school or your middle school, like your teachers who probably, they gave you advice and you took those advice and you applied them, that makes them, if you go back at, you know, five years later, like, you know, you had a big impact on my life, Mr. Russell, because you said this once in class, and I took that and applied it, and this is where I'm at.
Those teacher will be like, so happy. Like this is why I get 30, $40,000 a year because of that. And then in my case, probably get a little. Little bit more than that, but it's, , it's just cool. When I'm able to see people apply to stuff and see results, because that's what it's all about is sharing what's work and, and help 'em to be successful.
I, I have a question. This, this is [00:03:00] like a little tangent right here, but you said thank you, Mr. Russell, right? In what you said right now, is it because we were mentioning funnel hacking live and you know, oh, is it cause of that? Cause I'm like, dude, if that here's my put that in there, Mr. Rosa was, you know, down was fifth grade.
Maybe I'm like, man, what way to build some reporting here? No, but that's all good though. Mean, you know, it could be all just like all the connection. I have one of my, uh, clients and, uh, he, he went to funnel, hacker, live funnel, hacker live, and he was. Stage, he got a, oh nice. Um, he represented one of his, uh, the companies that he worked with at one point that's.
Um, and they made it to two clubs. So Andre Escobar, his company's called review biz. So big shout out to them, but he got that, uh, the two club. But so when you mentioned that, I was like, oh cool. You probably got a chance to see each other and didn't realize it. And then I. But Russell, I had of history teacher name, Mr.
Russell. It was fun being in his class. I wouldn't say he had the deepest impact on my life, but, [00:04:00] uh, it was fun. I just thought of him right there. that's awesome. Donna, what you just said is, so it's so important, right? Like when we really, uh, got momentum, when we really starting applying the things that we're learning, right.
Especially in this. Today days and age, right. That we go online and we go to, we have all these resources and, and literally like, if we apply ourselves and we consistently execute, right, we will get results. Right. And, and it's so important because for the first, like three years, maybe we're in that loop that we were like learning and then learning and then implementing just a little bit and then learning again.
And. Nothing like really, really worked out for us because of that reason. So I thank you so much for bringing that up and I really wanna ask you, like, why, why sales? Like what, what's your background that you really got into this, you know, for us, for the audience, um, that why is like candidly calling you being like, Hey, you need to talk about this to our incredible audience.
Right? I think this, I wanna add a layer. I wanna add a little bit a layer under that question too, you know? I read a little bit about your bio. I actually heard a little bit [00:05:00] in, in some other interviews, right? Yeah. And you come from, from Jamaica, right? That's like, oh boy, Yeman and businessman. Right. And I was like, this is so cool.
Right. And you say you, you saw the hustle that you wanted to be this businessman, right? Yeah. Uh, from when, when you were a child. So if you can, you know, kinda like connect that to the question of my brother, I think it would be absolutely amazing. Well, you stole the answer then because that's it because, uh, as a kid seeing that in Jamaica, seeing my family do in Jamaica growing up, like, it's not like, you know, the us where you can just go and say, okay, I, I, I finished my degree.
I'm gonna go put my job on indeed my, my, uh, resume, you know, fill out and, and get a job. Like it, it doesn't go that way. Like, it's hard, it's still classified as the third world country. So there's still a little bit of challenges that you, you have. So the average income, I think in Jamaica for a year, I think.
$500, uh, well, for, for some, some crazy loan number, it's ridiculous. It's, it's, uh, really low. So [00:06:00] you, you, you find people that are gonna figure out ways that they're gonna make money, um, to make things happen. So individuals will they'll hustle, right? They will go out and, you know, sell things like, uh, products or whatnot.
Um, I think it's $500 per month. Please forgive me that. Um, but the, the point though, is that it's, it's, it's low relative to what. Earning here in the United States. Mm-hmm so there's not a lot of jobs and exports. One of the biggest export out Jamaica is its people where they will go to UK because education system is, is amazing.
So to go to UK, go to north America, to England, I mean, to, uh, us or to Canada and to find opportunities there. So now you have folks who are in Jamaica and they're like, well, I can't get that job as like the next tour guide or I can't get another opportunity. You know, there's not that many stuff I'm gonna create my own tour guide business, or I'm gonna go out and, and start selling some stuff.
And that's what I saw. I didn't see. Sales. I just saw it as like, as you know, you just become a businessman. So as a kid, I wanted to get some food. I mean, some, uh, not food, some toys. And, uh, the, I got some [00:07:00] food, some little candies and I put 'em in little bags. Um, some cookies put 'em in little bags and I started selling that.
And I remember one time I wanted to get free resources. So I went up to the tree, we had trees in our mango tree and I would pick the mangoes and put 'em out on the little, the area and I was trying to sell 'em and, um, and then that was like my. Add my first, uh, entry into this online, online into this business world of trying to sell something.
I didn't make any money. Yeah. but I tried. And I think that was, that went on. So when you come towards sales, when I came to the us, that's the same type of thing that I did. I found little jobs and I created little. Things in middle school. And so I was a kid that was selling candy in middle school, and then I went to high school and I was trying to find, get money for like holidays and, you know, back to school and coming from a single parent home, my mom couldn't do all that stuff.
So we had to figure out ways to do that. And then in college, my buddies and several friends and people that I knew close to me said, you should think about sales. And I didn't know, all that experience was leading me to sales. It was just being a businessman. [00:08:00] And that is, um, how I eventually came to. Yeah.
Interesting. So, you know, I heard in one of the podcasts that your featured that kinda like the word hustling, right? Like you were hustling there in Jamaica, like trying to make this work. And you said that the, the definition of like hustling has changed in the last decade or so. Right. But I'm curious, like what, what do you see.
Right now, cuz it seems like when you came here, you were still in that mindset of I'm gonna make it work. Right. I'm going to find a path no matter what. And then seems like sales was, was the path, right? That, that led you to where you are right now. So I'm curious, do you still hustle in a way, right? What are your thoughts around that?
And around people that are starting their own business that are getting into sales, right? I mean, once you start your own business at first, you are the one doing the selling and that's something that people need to realize faster, right? Like, I struggled to came along, uh, came [00:09:00] across that conclusion. I was like, oh, guess what?
Uh, I don't have a business if I don't have clients, right. We gotta go out there and, and, and sell some. Um, and it, it has been a, a challenge, honestly, right. To, to get into the role of the salesman. So I'm curious, how does this hustle translates into. Yeah. Great. And, uh, and there's another question I wanna go back to, and I'll make sure I put that as like a caveat to respond regarding how the stuff came with ly, because I think you're gonna like the answer to that.
And I don't think you know the answer yet. Um, but it ties very closely with what you guys, uh, focus on. Um, but the, so this, this idea of the hustle and I know hustle gets this bad, bad name nowaday. Um, and I really just wanna just like clarify, I'm not trying to say anything that you know, that everybody who does like a side gig, you could call it, whatever somebody doing Uber on a side is a side gig.
Um, it's a side hustle, something that something else that you're doing, but I'm not saying that you stay up all night and you don't sleep. And that you're, if you do this, it's going to [00:10:00] work. Things still bad things still happen and situations still don't work out. Oftentimes you get lucky. And the way I define luck is that it's opportunity to meet hard work.
You put the work in it's, it's crazy how all of a sudden you start getting luckier. Um, the more, more work you put in. So I, I feel that you still need to, you need to make that you need still need to do your hustling part per se. And early on in my career, when I first started doing. I did do a lot of hustle, meaning I ran fast.
I did a lot of stuff. I, I try, I try to make it work. I was doing my full-time job and I was getting up early in the morning or staying up, you know, to, you know, staying up later in the evening to do some interviews and sacrificed the time of going out and hanging out with friends. And I did a couple podcast interviews and went to bed and got my sleep and I got up.
because I go to early to bed or, you know, early to rice. So when I say I stayed up late, I was probably staying up till like nine, 10 o'clock . I'm not a late person, but I'll still get up my reasonable time. Absolutely. Get my ex my adequate sleep and exercise. And I was taking care of myself, but I still had to work harder [00:11:00] than just like sitting around and going to happy hour with friends.
And I don't drink anyways, but I would focus my effort on doing my business. That was my hobby. So now when it comes towards this idea, like everyone who wants to do a business, everyone who wants to thrive. It is going to require you to dedicate more time towards that business, and it's gonna require you to sacrifice.
And I think that's where that when I say hustle, that's what it is. I'm willing to sacrifice certain things and hustle on the side to make it happen. When oftentimes you find a lot of people who are comfortable and if they're comfortable doing their day job and don't wanna change, that's cool. You don't have to.
And it's not something that everybody needs to do, but if you wanna make a business thrive, you're gonna have to put some sweat equity into it as well to make it happen. Yeah, no, I, I love it. I mean, when. Telling the story of the, the candy. You know, we go back, uh, when we were at school and you know, I'm wearing my boss in Jersey, cuz they're playing today.
Shut out. Don't don't tell me what happening. But we were those kids that will go to, uh, this market on the side and they will sell these t-shirts that or the jerseys that looked exactly that the [00:12:00] original versions right in Venezuela and the original versions let's say was a hundred bucks we'll we will buy these for like 10.
Right. And then we'll go back to school and they'll be. Where did you get that? And then we're like, oh, we can bring it to you for like 25 bucks or right. So that was like, that was a whole of like Dan, but we were like, we were solving their problem. Right. Which, which was like, how, how do I find that t-shirt cheaper than the original version, but it looks exactly the same.
And I feel exactly the same. We're like you, you were get in a lot of trouble here doing that, do that. Oh, go ahead. Do that. But like, it reminded me like on that mindset where like, okay, we are actually solving this problem. Then sometimes when people go into, into sales mode, right, they completely detach the meaning of service being of service to that one person and solving their problem.
And they go into like this weird mental state, like I need to push, push this thing to like, whoever comes in front of me. Right. And you we're helping a fitness studio right now. That that's one of the conversations that we're, that we're having with the people at the front, where they welcome the people, right?
These are people that are interested in, in their health and their stuff. [00:13:00] And they're coming into the studio with a problem, right. Whatever that is like, let me lose some weight. Let me, I wanna get, you know, uh, a little bit fitter because I have an event I wanna keep up with my kids, you know, I wanna stop rolling down the street.
Like, that's my case. and it's like, OK, perfect. So the people at the front are terrified. That is, and I'm quotation here that starts the sales process and we're like, okay, well we're, we're serving them. Right. They're coming with a problem. We have a solution that a really good solution that can help 'em.
So do you ever encounter something like that where you're like, okay, sales mode, no sales mode. What did it come natural to you? And how do you, how do you navigate that with, with your client, with the people that you. Yeah, I think so many people have a bad view of sales. Like to see it as that four letter word that is just like, that's so awful.
And in actuality, because the reason it's a way to perceive sale, like the sales has been like been, uh, victimized over the years and been abused in the way that. You know, unsavory characters have done it. And I think there's a difference between selling and [00:14:00] also being a con artist. And there are people I'm not sure if you remember the movie, like boiler room back in the days.
I remember I was in school and I watched boiler room and I, and I don't think they should have showed us that in high school, but they did and they were, um, And they were the things that they were doing to get these deals. I'm like, man, that is so that's so like, that's so bad and awesome. Like they're able to convince that person and to do all these different tricks and strategies and they were getting these people like.
Making money off these people, but they were robbing people. It was unethical. They got in trouble in the end. Yeah. And when you look at many of the biggest sales movies that are out there, that's what it is like, you know, all, you know, Alec Baldwin and you know, and Glen Gary, Glen Ross, and you know, the Wolf of wall street, it see like these people who are tricking and convincing people, the great sales people.
If you make a movie about a great sales. Person, nobody would watch it. Cause we boring. It's like this person really brought value to this person and they, the client won and made tons of money and they also made money from it. This is boring. Where's the drama who's [00:15:00] gonna jail. So people have this stigma, like that's what sales is.
Sales is not convincing people to do something. That's the issue. And I know that sounds blasting. So people out there sales is convinced, is helping people convince themself. Jeffrey Gier says, and then I think he gets it from some of the greats, like Zig Ziegler said, people love to buy. But they hate to be sold.
Yes. Like people, I, I I'd love to go and spend money. I'll go spend my, you know, what, a thousand dollars on an iPhone. But if I have somebody in the store coming up to me at a mall and say, Hey, buy this nice iPhone, it's gonna be beneficial for you, blah, blah, blah. I don't want you to sell me. And if somebody told me you, you know, I got sold a car, I got sold a phone.
I got sold the service. They're more than likely gonna return that. But if somebody gets that ownership and said, I bought a car, I bought a phone, I bought this new house, they have ownership. They were a part of that process. And the seller helped them to make that decision. And that's what you wanna do.
So when it comes towards that, that gym or that studio, or that fitness place where you're talking about, it's not so much as like [00:16:00] I'm, I, I hate the sales process now because I'm gonna have to try to convince them no. We wanna solve problems. There's a moral obligation. If you have a business, yes. You have a moral obligation.
My moral obligation is that I remember when I was eating Wendy's dollar menu items over there, don't call dollar menu, but the value menu, they had these like Wendy's wraps and, you know, they had two wraps you can get, and there was a dollar each. And I would get a cup of water and that's what I was eating for lunch because I was working a sales job and I was supposed to be successful.
And I wasn't being successful in the B2B sales. And this sucked because this was a job that I needed to succeed at. And I remember when I was my, my mom and I, I made the first generation of family member, the first person in my family to go to college here in the United States, she sacrificed all the stuff and here I am begging her.
Who's broke and doesn't have money. Can she help me pay rent? And I felt so awful. I'm like this shouldn't be, if I'm in sales and I was able to get the proper learning and training and I started to become successful. And I realized there was a formula, there was a process if you could follow. So then now my moral obligation is to help that person.
Who's watching this video right now and they're out there and they're trying [00:17:00] to sell, they're trying to succeed and they don't know how to do it. I have a moral obligation to tell that person there's a better way. And that's why we have the sales evangelist. I'm evangelizing that there's effective ways of selling.
And I could show you what that is and it's, that's what guides me and drive me. So I'm not convincing people. I'm helping them to convince themselves that my services can help them. And when it comes to towards that weight loss, I want those people to get out of if I was in that situation or Jim, I want somebody to have that time with their kid.
I want somebody not to just fall asleep on the couch at seven o'clock because they're so tired and outta shape. I want 'em to be able to give the kids a bath and to spend time with them and, and enjoy and to read with them and to, and, and give those kids that, you know, two and a half hours after work.
That's what we're trying to help them. And if I can help them to do that and get that back, it's not selling, I'm helping them to get something better in their life. So come on. Y'all got me excited. Yes. Go. I lo I love the en the energy went from like a 10 to a hundred dude, you know? Absolutely love it.
And I'm just saying, this is on a scale from one to 10, so you energy was already pretty good. [00:18:00] And I'm like, wow. Um, you got me all pumped up over here. And you mentioned two things that I, I wrote down here. I, I thought they were extreme. Helpful. Right. And I think if that is the only takeaway that people get from today's podcast, I think is gonna change their sales journey.
First sales is not convincing people. Sales is help people convince themselves. I think that is so deep right there. I mean, there's obviously a process that comes with helping others convince themself, right. About. Yes, I do need help in this. Like, I guess that out of realization, right? It's not about us just talking and talking and telling them what to buy.
Right. But it's about helping them discover what is the solution that they need to the problems. And we can go a little bit deeper. Oh, please, please. I can see that biting. My I'm like me cause the wave comes down though. It. The there was, uh, if you anyone knows gong, gong.io, um, [00:19:00] they have an amazing software.
It listens to this, the conversation like the zoom meetings and, you know, the go to meet, uh, the go to meeting with the sales reps. And one of the things that discover is something that sales has had as like this folklore or this, this truth. For years, but now it's been finally validated. So gong, they listen to all of these calls and they prove that the top performing sellers on conversation speaks 30 to 40% of the time.
And let the client speaks 60 to 70% of the time. It's like, whoa, how is this happening? I'm a salesperson. I should have the gift of gab. I should talk a lot. And it doesn't come off. That, that doesn't make you a great seller. And that's one of the issues. When you see what these movies again, Convincing people.
And that means you're. If you're trying to convince somebody so much, you're, that means you're more than likely not telling the truth, but when you ask deep thoughtful questions, I could tell you by this water, it's gonna be healthy. It's gonna be good for you. And I can tell you all the features and the bottle is great and it's recyclable and it's BPA proof, blah, blah, blah.
But if I can say, Hey, Louis, if there's a way that I can give you a product, that's gonna help you to perform better. When you're doing podcasts, give [00:20:00] you more energy throughout the day and help you to live a longer life. Would you be open to hearing more? Heck. Yeah, let's do it. Yeah. Is it gonna help us not be as awkward at the beginning of the podcast?
There you go. So you're gonna, you're gonna start, you're starting to ask questions and I'll say interesting. Tell me more, why do you tell me what was awkward? Mean? How is it, how are you going in that situation? Well, this is what we have, you know, the beginning of a conversation, we're tired and we don't have enough energy.
So whatever I'm, you know, I'm making stuff up. But the point is, I'm asking you thoughtful questions, going deeper into your problems. And then you are naturally becomes you be naturally become re. and in, in self diagnose and to problem solve that this solution may be a tool that can help you with that problem.
Yeah. And I'm the guide because I've done that before and helped other people. So it's more about asking effective questions and the less, and the less you talk and let the prospect talks more. They convince themselves. Hmm, I love this. So I, I want to transition a little bit to the content side of things.
Right. And, and selling maybe through content. But [00:21:00] before that you told me that you were gonna, you know, share with us the story about Calendly. And now I'm like, oh, what is it? What happened there? Me, I got you there. I hooked you a good copyright, right? Yeah. So what if I told you, um, and this is some, a process that I'm learning.
um, brands have, this was all by accident. Uh, so brands have, uh, Like they everyone's trying to get market share. Everyone's trying to do their things. So what I start to look is learn to Zig when everyone else is zagging ly, they were trying to come into the sales arena more. So they're trying to define audiences.
And a couple years ago they started having features that really helped. And I'm like, is ly built for sales? I mean, it's like, know everybody uses Calendarly. Yeah. But I am a salesperson. So I saw it from the sales. I, so I wrote a blog. Calendly for sales, you know, reasons why I like Calendly for sales 2019 on LinkedIn, go look it up.
So I'm giving you guys all my secret. Now I'm not the greatest writer in the world, but I [00:22:00] felt I wanted to write this piece. I wrote this piece Calendly a year and a half later now, cuz again, they're trying to now come into the enterprise space. I was zigging when everyone was zagging. I, I be it on this and I didn't purposely bet on it.
I just wrote a piece. Ly now recognized that sales is really good for their tools and it could help salespeople. So they started focusing on enterprise deals. So they started reaching out to people who were writing content. And they're like, well, who wrote this piece? Go look for ly for sales. And all the articles are on Calendarly.
And the last one on the first page is mine. It's a LinkedIn post. Yeah. So now the LinkedIn pulse article. So now all of a sudden they're like, who is this guy? I wanna check him out. So candidly reach out and they're like, Can we interview you on why you like calendar this so much? And I was like, yeah, cause they thought that I'm in the sales arena.
They're like this guy feels like fits our bill. So then they did an interview with me in a blog post and they're like, crap, that was good. Um, would you be open to doing a webinar? And we did a webinar and because I was on a webinar, I was access to, you know, you know, a hundred just send me, uh, like 10,000 [00:23:00] people that was able to register for that.
And I was able to get access to that. And it was because of content. So go back to this idea, again, of writing effective content that tailored towards your prospects and towards pieces and that content, some of you are writing content out there. They're like, well, Louis, you know, I wrote this piece and nobody did anything with it.
You wrote that like two weeks ago, like give it time, use the right keywords, use the right things and take advantage of everything that you're sharing on this podcast. And over time it took a. A year and a half 20, 19 to 2020 before, uh, 2021 before Calendly recognized that I even knew that piece was there.
Yeah. But now it's recognized and it built the weight and it's the connection. So now I'm here in front of your audience and I'm here with you all watching this because of the simple fact that I took action, I wrote something and that content piece, and Luis got a chance to meet me and brought me here in front of this audience.
And some of you're gonna reach out to me and that relationship's gonna still grow. Because I wrote a piece two and a half years ago or two years ago. Yeah, come on, man. Absolutely. Ah, you, you got the, the host clap host, there we go. Understanding ovation, understanding [00:24:00] ovation. So, uh, like this is, this is very exciting, right?
Because you know, we, we came from a conference that, and one of the main things that people are asking us right, is about this thing and why we published and why we do this. And people come into the show and our community, same thing. And for us, you know, the show has been alive since March last year.
Right. And, uh, congratulations. Thank you. Thank you. Appreciate it. And, and I, and I love this because it's those seeds and we, you know, we've been trying to talk about this concept of, you know, publishing real estate or content real estate or podcasting real estate. Right. And it's all these things that we put out there into the world, which are our thoughts, right?
In different ways, shape or form for us is, is this show. And there's some ideas coming as well to experiment, but the end of the. Those ideas are gonna are gonna track back. People are gonna find us, right. And we go back and we look at the data and there's episodes that we published, you know, five, six months ago, nine months ago, even a year ago, right.
That are the most popular episodes because people continue to find those. So I wanna encourage everybody if your story was not the proof that you should start publishing now, right. To start planting those seeds and, and grab that real estate, make [00:25:00] sure that, that you do right. Figure out a way to do it.
so, and you know, one of the things you said. What I always tell people it's a land grab. There's a land grab going on. And also right now on, I don't know if I wanna give out my secrets. Should I tell 'em, uh, uh, maybe talk right behind camera. you do? If you do B2B sales, you need to be on LinkedIn. If you do, if you sell anything to business, and then here's the reason why you ever remember that you ever go to dance Louis, like, you know, you guys would go to dance back in the days in middle school and you got that, you know, seemed like that one idiot out there just danced with everybody and just going around and you got everybody on the side being cool with their boys and the girls, girls just like chilling and talking, you know, Just bobbing, but everybody else is dancing.
That's what happens on LinkedIn. Yeah. LinkedIn has 700 and north of 750 million users. About half of those people are active on LinkedIn. Wow. So let's say like, you know what, what's that three, let's just call it three 50, just to be simple, 350 million. But off those 350 million, guess how many people actively post on LinkedIn?
Per week, [00:26:00] guess many people get to post like 5% of those. No, I oh, per month actually. I think the number is, but it's the point is it's 3 million. So the 350, only 3 million. So off that those, all those people are getting the, I think Linton has 9 billion impressions per month or per week. So those 3 million people who are posting regularly, they're getting that 9 billion impress.
That's all going to them. So it can, you can do, you can post content micro blogs on LinkedIn. The, the point though, is that when you take advantage of like LinkedIn and you're sharing content, now, if you are those 3 million people, you share content on LinkedIn, you share content on any platform because those things become like they're there forever.
They're there for. Forever. And no matter how much you try to delete them, mean Google has the hold, right? So you, you, those things are gonna still be there and it's gonna still be recognized. People go back and find my first ever video. And I'm just like, holy moly. That was awful. but it's there. And people find some of the podcast, like you're saying from, from months ago and [00:27:00] years ago, and it's like, that's there.
Like that piece is still helping them. And it's like, yeah, the content is still good. So you just need to start the best time to applying a tree is 20 years ago. The second best time is today. Yeah. And for each and every one of us, we just need to produce content. Um, your audience, you're doing yourself a dis your audience, a disservice.
You're not giving them content. Yeah. There theres, so, so, so many benefits and, you know, thank you so much for, for sharing, you know, all, all these things, and you mentioned, you know, my is good. And you said like, Hey, my first video was up there. Right. But at the, and people are so scared of people go finding.
Those old videos, but guess what? You will become better over time. And then they're gonna notice the difference, like, wow, how much have they grown? How much has he grown? And then if, if the value is there, they're gonna appreciate it. The, the, you know, quality of the message or equality of the production a hundred percent of the time.
Yep. And, uh, the quality of production will come because the resources will come. You're gonna be able to serve. You're gonna be able to help. You're gonna be able to solve those problems to your a. And I love it. So fancy homework for us. We gotta start going to LinkedIn. Uh, maybe [00:28:00] 45 live is LinkedIn special.
Maybe we'll do all 45 live on LinkedIn. I'm just gonna say that I'm loving this, you know, and I mean, I, you have 1400 episodes of your podcast, right? That is. Absolutely amazing. Right. Unless there was like a typo on the form that we sent and I'm totally throwing this, this number out there. right. But I mean, that's a lot of episodes and I'm curious, right.
What has been the role of that consistency? For you, right? Not just on LinkedIn, but creating your own platform where you can maybe have conversations with influential people in the marketplace, or you have a platform for yourself to, you know, talk about these pains and problems that your prospects are having and your helping them solve the, the problems.
What have been that, that effect that you've seen around your. Great question. Um, as of Monday 1493, um, we'll just check while we're here. So here let's go. So we started [00:29:00] doing this, I started in 2013. So the go back to light this idea of creating your own. Let's just put this in perspective. I was doing a software sales job and my, um, my buddy.
Um, have you guys ever heard of podcast? Yeah, yeah, yeah. The, the, the event correct podcast. So my friend and I, we Jared Easley, he was one of co he's, one of the co-founders and he was a, he and I worked together. I was a sales rep. He was account engineer, um, account me engineering, did the demos. And we would go around walking around pond and we were coming up with these business ideas.
And then he was like, you know what? Um, he went to new media expo and he is like, dude, podcasting is where it's at. This is 20, like 2011, um, 2012. And he is like, podcasting is where it's at. These business ideas, we don't have enough money and the capability of doing it, I'm gonna jump into podcasting. I'm like, oh, dang it, man.
He's gonna leave me out here. And then he went into podcasting and then he was like, bro, you need to get into podcasting. So I started going to podcasting, he and Dan Frank, and a couple others started to [00:30:00] get together and started to say like, um, they created there, wasn't a conference there for podcast.
There was, and he create podcast. So I had had the fortunate opportunity for a few years there to MC and be a part of that community and part of that world, um, and, and grateful for the things that I've gotten opportunity to learn from and with podcast movement. So this idea though, was like, can there be money that can get from this.
And I remember one, one of my other friends, I was sitting on this front porch and I was talking to him. I was like, man, I'm thinking about doing this podcasting thing full time. I'm just, I've been doing it for a number. I started in 2013 and then it's like, you know, been going for a little bit. And then I'm trying to do my own business sales consulting firm from it.
And he was like, you know, what do you need to do? I was like, man, I just need to make a thousand dollars a month. If I can make a thousand dollars per month, that can pay off my port of the rent and my wife will be happy and you know, she'll be, it'll be good to go. So a thousand dollars per month. And he was like, all right, well, keep working towards that man.
And. So this podcast thing just really, and I interviewed Seth go was my first, uh, podcast I listened to. And then I just interviewed him last [00:31:00] week, you know, eight years later. So it was really cool in that whole point, though, what I'm getting at, remember de uh, Jose was my first client. He listened to the podcast.
He saw he's like, can you help me out? So I started paying for, he started to pay for something. Destiny. I didn't know her at all. She discovered my podcast. She was local at Fort Lauderdale. She started listening to it and then people started to, uh, purchase. And I was like, man, there's something here. I could coach these people.
There really is something. So the podcast became an avenue for, for me to be able to share wisdom. And also to be able to start building tribe. And I created a Facebook group. So now we have, uh, sales people that come apart of our it's called a sales evangelizer. And, uh, they come across this group and we started building this community.
And then next thing you know, in 2015, we got sponsored by Prezi. And then we were like, man, this is super cool. And then it came to the point where it's like, can we jump ship? And I was making more than that thousand dollars and we were consistent with it. So it made sense for me to leave my full-time gig.
The community that came from the podcast and the opportunity and the content. It was just like, I [00:32:00] own that. That was mine per se. Um, my area, rather than, you know, LinkedIn obviously like pod, uh, apple and all these folks, they have still have the podcast community and fortunate my group is on LinkedIn, on Facebook, but again, I have my website and I have my email list and all of that came from just this idea of doing a podcast in the clients.
From doing that. So it's like, it is power in creating your own avenue. Now I'm not telling everyone they need to go create a podcast. And, uh, I would love for you to do so because TC studios would make money. We produce podcasts for major brands and, and that's my second company now that came from that.
But, um, the, the point though, is that not everyone needs to do a podcast, but if your audience need that message, maybe they need live stream. Maybe they need like you to write blog posts for them. Maybe they need like, you know, you to go live on Instagram and create little reels. If that's for your a.
Create the content that they need, give them what they need and you just need to start. And if you don't do it, somebody else is gonna do it. And why not? You, you know what I mean? Yeah. Absolut answers. Oh, yeah, no [00:33:00] 100%. I mean, if this is not inspiration for those trying to figure out how to do content, please like, uh, you can leave podcasts right now.
Uh, you know, and not well leave and come back cuz you know, you can, we need you we love you. Tough love. Just leave for a second, reflect on that and then come back. Yeah, we still love you. Um, and I love it. Right. And you mentioned something at the end. It's like, Hey, figure out. Easy for you to produce that your audience needs as well.
Right? A podcast for us, it was a vehicle that helped us create these conversations. And then the business really evolve around it. Very similar to, to you. But at the same time, it would, it would've been impossible if it's something that we never, that we don't enjoy actually producing it. So at first we gotta remove that friction.
And then like, where is my audience? Where is the people that I help mm-hmm and then try to figure out the, and deliver that content. In a way that they can consume it. They're used to, and then evolve from there, like you did with your LinkedIn post, like the, the current publishing that you do and everything that you do around your business.
So thank you. I, I think that's very useful for, for [00:34:00] the people that are trying to start in their publishing journey. Can I share one more thing with starting? Oh, absolutely. December, 2013 is when the first podcast went live. My wife and I were on the way to go watch the movie, the hunger games at the theater.
And, uh, cuz I'd finished reading the books and we were going out to watch that. And then apple sent the approval. Your podcast has been approved and we're like, oh man, this is crazy. And you're getting like, you know, 30 people downloading it and or 30 downloads. I'm like, this is nuts. This is awesome. And um, checking it all all the time.
And then, um, what happened. I almost didn't do it, even though my buddy Jared told me to do it since 2012, right. In April of 2013, I launched my website and it was a WordPress site and it was like awful. And that's where I, I was like, thinking I wanna do videos. I think that'll be easier. Try to learn the podcasting thing.
It's too complicated. I could just do a quick video play with it. I did video in high school and stuff. Yeah. And maybe I could just edit a video. And that was my first video [00:35:00] and I did one or two of them. and then I stopped and nothing from April. all the way to December, because I was afraid. I was worried and I was scared that what if it doesn't go?
What if people don't like it? What if people don't like what I'm doing? What if people don't find benefit from it? What if it sucks? Um, fast forward now to Donald in 2022, I'm so grateful. I've traveled halfway around the world because of that podcast that I was able to finally launch in 2013, the December of 2013.
Um, and I've been able to have clients all across the globe. Literally. I can say that, um, now, and it's really, really neat and it's just. Powerful through the media of podcast and it's just getting started. Yes. Just do it. Wow. I, I love this, you know, this is the way I perceive content it's opportunities.
Right. Content is opportunities and the more consistent you're with it, the more consistently you're gonna be in front of opportunities. Mm-hmm and I think that's what happened to you right there in that story. Right. You stop, you didn't do it. And then you're like, you know, let me just be [00:36:00] consistent with it.
The, the cool thing is that it's actually like an exponential opportunity maker, because the more time you stay in the game, those results just start going. Right. I was like, wow. Yeah, go ahead. You know what, and what I call that, there's a term that I, and I was referring to my friends. I call it like your, almost like your digital wealth, so to speak.
I'm not talking about cryptocurrency or anything like that. It's like I've and some people might say it's unfair or Donald you're speak. You got lucky because you've been doing this for a long. Yes, I got lucky because I've been doing it for a long time. Exactly. I've been doing it for a long time, so therefore of course I should be getting lucky.
So then I, the people like Calendly, like you might say, well, you got that because you got mentioned in Forbes. Well, did you know what it took for me to get mentioned in Forbes? It was took like four years of producing content and somebody said, well, let me mention this. Guy's one of the top podcasts. Yeah.
Now Donna, you get mentioned on all of these lists, so it's a bias. So as soon as somebody puts together a list of best sales podcasts, I am almost, I'm about 80% certain that I'm gonna get mentioned on that [00:37:00] list because they're gonna go search best sales podcast. And of all those lists, I'm probably on 60% of those lists already.
So then therefore I have an unfair advantage against you because I started long time ago and you could do the same thing as well, but if you don't, you keep whining and say, well, Donald, this is unfair. My digital wealth has been increasing significantly because I've been compounding over and over and I'm not gonna stop.
And it's unfair against you. But you can start. If you don't have to compete against me, you just need to start in your avenue. If you wanna talk about like, you know, NFTs, not a lot of people are creating amazing things on that. That's just recent. Go create an NFT avenue and go do that. And then you can grow your digital wealth over the next four or five years, but you're gonna start being that expert.
And this is why companies reach out to me in large organization, like can that I'm able to work with because we shared content. They see my, my digital wealth, so to speak and it compounds over and over and over and over and over and over and over in 10 years, when we're doing this podcast, I don't know where that's gonna be at that point, but I'm super excited for that.
Oh, this, this is, we were actually talking the other day about. A similar [00:38:00] concept called we were calling it digital footprint, right. It's like, Hey, what is that content that you need to create that is gonna leave a footprint? Like if it was on, on a sidewalk, right? Yeah. And I recently paved sidewalk that you put that footprint in there and once it dries up, stays there.
Right. And people can find it. And I think podcasting is one of those platforms where people can type, you know, sales, the sales evangelist is gonna pop up. Right. And since you have that library of digital. You're gonna have now the status, I, the, the trust of people, multiple reviews and people are gonna say like, okay, this is a good one, right?
Yeah. But then there's the other side is kind like the quick send footprint that you can something, but then in 24 hours, it's gone. Right. Which is the other social medias. And I think there's a balance on. What type of content you can use. Like, I'm not saying that the quick send footprint doesn't work.
Right. But how maybe can we use that to drive traffic to the sidewalk footprint? But I, I, if I'm being honest, I, I [00:39:00] like your term way better. The digital world. we have to license that one from here, you know? But it, it makes it like you look at, sometimes you see like people who are, you know, the ultra rich and you're.
You know, they're ultra rich because they've been, they got old money, like I'm in south Florida and we are close to Palm beach island. They got a lot of these old money, like from, you know, years ago, like Henry Ford's people. I mean, those kids never have to work at any day. Maybe 10 generations have to work because money just keep compounding over and over.
Somebody started something we could go back. There's some, you know, other, you know, probably history behind that and how they got that money is a different story. But the point is it compounded. That's what I've been trying to do. So it's like, yeah, you can probably, if you wanna compare it to that sense, I may be like a Henry Ford in my avenue.
If your sales podcaster starting, trying to start tomorrow, it may be a little bit more challenging for you, but I've, I've built that compounded. I've built that wealth. I've earned that wealth. I've sacrificed. I've done that stuff. And it's not fair for me to just now say that. You know, I'm gonna give this all to you and make it happen for you.
You [00:40:00] need to sacrifice, I'm giving you to a strategy, but you need to put your work in. And it doesn't make sense for me to just, and it's not fair. It's not like we can take our audience and say, I'm gonna take all my audience and now give it to Luis. Luis is like, I wanna learn from Donald. So I'm gonna tap into Donald and his audience and I'm gonna bring work and bring value to his audience.
And they're gonna wanna learn from me as well. And I might get associated with them. And that's what it is. So you can do stuff like that, but you can't just sit around and just say, you. No one, I, I, I, I, I want to think of a blog and, and didn't come to existence and I didn't get 10 million followers right away.
Like you take your, it takes time. You can't just get it right overnight. It takes time. And in this world, anyone can make it happen though. And because if I did it, I'm a poor, crazy, I'm a poor little energetic kid from Jamaica, Spanish down Jamaica. If I were able to do this over time, what can you do with like all your talents and skills come.
Absolutely. So let's go with the stats that you shared before. Just keep in mind. It's only like 1% of the active users that are actually publishing only 1%. So guys, there's a lot of [00:41:00] opportunity out there. Start, you know, building the, your digital wealth. If you have been building it, good job, keep going longer than ever, you know, stay consistent.
And it, it just reminds me of that image that is like the guy digging for. For diamonds. Yeah, two rose and it's like one is turning back and he was just one step closer to finding the diamonds. And the other one is just digging there with conviction. Yeah. Donald as, as we wrap up. Sure. Uh, with the last couple questions, right?
What, what's an action point that people can do today to, to guide that momentum, right. People that are thinking about publishing, maybe they just started, but they're, they're not grabbing enough traction. Like what can't they do to, to help their. The biggest thing. And I would say that you can do to help grow your business and to, to, to sh, to, to start publishing and to get it, uh, increase is to connect with other people doing the similar thing.
So like, say for instance, like we are complimentary. One of the best ways. And I automatically, I'm just being transparent. One of [00:42:00] the other, the reasons too, I decide if I'm gonna find people that do wanna listen to podcasts, I'm gonna go on other people that have podcasts. So our team, we have a goal to get me on four podcasts per month, at least so know one a week, um, to somebody else because that's an.
Audience that I can go in front of, and that's gonna more than likely come back and grow our audience in the long run from that. So you need to find people who are, who you can do, uh, who you can help, and then they can help you as a natural byproduct of it. But if you're just sitting back and you're rolling in your silo by yourself, it's not gonna work.
You need to make sure you can yeah. Get with other people. And the other thing that I would say too, is find a mastermind. Um, that was one of the best things that helped me and a mastermind really is just like a group of people. That have the similar thing, maybe at your level or higher that are in a similar, uh, space and you can have accountability.
My mastermind, we meet every, we have a sales mastermind that's paid, so people pay us to be a part of that. But then we also have a mastermind with me and entrepreneurs. Who are colleagues of mine, [00:43:00] friends. And we meet every Tuesday morning at eight o'clock. It depends on time zone eight o'clock leisure time.
And we, we, we challenge each other. We go, which, um, difficulties and we learn from each other. I'm not the smartest one in a mastermind. The day that I become the smartest one. That's the day I decide that's the day I have to leave that mastermind because you need to always not be the smartest person in a group.
You need to learn from other people. So you can find a couple other folks online that are doing similar things that if you're writing about NFT or you're creating content, find a couple of the people that are trying to, you know, build their side hustle on NFT and then get together and every week talk about what's the latest things.
What are some of the challenges you're facing? How can you help push each other? What are some of the goals you're trying to achieve? So doing. Idea, coupled with the concept of going with other people who have audiences helps you. Now, I'm not trying to get onto yet. Unlike say like a will Smith, uh, blog or his, you know, whatever content that he produces.
I may not be able to get to that level yet. I can't give that much value to will Smith per se his audience yet. Maybe I could, but the [00:44:00] point is I could find other people there maybe right up around my. That I can connect with and we can continue to grow with each other. Yeah. And, and, and I think that's where we need to.
Sometimes we, we just sit back in our silos and wanna do this by ourself. We can't succeed on our own. We, we need, if you wanna get exponential growth, it requires you to connect with other people. Yeah, absolutely. I mean, we, we, uh, yeah. Thank you for sharing. We, yeah, we heard, uh, Jon Lee, right? Like a couple days ago, a girl, John, I love John.
John's a good friend of mine, so, and he, and he's like, man, I'm in, what's it. 20 podcast, 40 podcast. Like as a guest. Right. And it's like, and he's been doing that consistently for years and years and years. And that's why he has a massive audience of millions, of, of, of downloads every single month. Right.
And you know, you are executing on that, on that path. And it's like, how do, how do we build the systems? How do, can we stay consistent? How do, how can we do this? So chamber plug. If you have those questions, first in sales, go to Don right here. Make sure that scroll down, click the links that we're gonna leave right below.
And if you have any questions on the content on the system, how can we stay [00:45:00] consistent? What can we create? Where can we go? How can we like explode? Be omnipresent? Let us know, slide into the ZM as Biro, Don. Uh, last question. Last question off the show. Beautiful. We love it. It's where would you be if you did not publish?
If I did not publish, I would be. A cog in the corporate wheel. And I probably would be hopping from sales jobs because the company that I was working for, they eventually got sold and, um, some people lost their job and I probably would've been hunting around and finding other jobs and going different places rather than being able to say.
On Fridays half day, I wanna go home and I can end my day and go home with my wife and kid and go on vacation because I have a business now and a team. Um, we have 14 people on our team and we have an organization that grew, and I'm grateful that I published, but if not, I'll be a cog and a wheel and annoyed by my boss, maybe, but I'm in a thing that I love and I enjoy it and I will [00:46:00] keep hitting published until the day it becomes boring and it hasn't gotten that point yet.
Yes. Let's thank you so much. Yeah, hopefully that never comes, but you know, if become for, just let us now we'll do like a few, like the bros and the Jamaican business. Let's go. . That's awesome. We're gonna have to have you back for round two. One of these days, keep talking about sales, obviously. So thank you.
Share about all those stories. Cause I heard something interesting that you don't like seafood, but I'm gonna leave it right there. yeah, that is true. I might leave it right there, but, but yeah, I'm sure you got so many good stories. No. Where, where can people find you working con where can people connect with you?
What's the best way. So here's the thing. So I'm gonna tell you too, I'm I've been able to learn from smart people like you guys, um, make sure you're. Uh, you're you're everywhere, so people can find you. So you can find me Donald C. Kelly on Twitter, on Instagram, on LinkedIn, anywhere Donald C. Kelly. Um, and what I would like for you to do is if you reach out to me on Instagram or on LinkedIn, [00:47:00] just say, you know, Donald C.
Kelly and say, Hey, I connected with you after listening to the content as profit podcast. And I would greatly appreciate that. And I will talk to you. I'll literally respond to you. Um, so if you want to get really good connection with me right away, go to Instagram and I know, come on, guys. It works. I'm gonna share.
I mean, I cannot share it at the beginning, but this is. What we call the golden Boulder instead of golden nuggets, golden Boulder that you share with us during that, the webinar that I'm not sure if everybody grabs the power of that, but it's the only presence outreach. So yes, like he said, Instagram is gonna be helpful to stay in touch with them.
But in case that gets digged into the bottom of the inbox, make sure you're reaching out in other channels as well. You never know where, where you gonna catch his attention. No. Anything else you wanna add before we hit out? Yeah. I just wanna tell people if they're listening to this, this has, and [00:48:00] it's been beneficial to you.
This podcast, um, content is profit. I ask you to do something. Um, the brothers probably won't necess. They probably do it, but sometimes it takes an outsider to remind you this is gold. This is amazing. And I would just ask for you guys to share it. And if you're listening on apple podcasts, Leave them a review or on stitch or Spotify tune.
It goes such a long way when they're able to read the reviews and see that people out there care for it. And if you share this with your friend or family, somebody else, that's great. So if you're watching the live right now, please just go ahead and share it. Tell somebody else about it, tag 'em in a comment.
And I know they'll appreciate that because I sure appreciate it when that happens to me. So this is a great stuff, and I don't say this on all the podcasts that I go on, but this podcast is amazing. Um, the content here is great. So you guys need to make sure you're helping them get the word. So, thank you.
Appreciate it. Thank you so much, man. I'm I I'm, I'm super thankful and surprised after all those technical issues. I'm like, oh my God. Thank you, Donald. You're absolutely amazing. Oh no. All guys with that said thank you so much for [00:49:00] tuning into the contest profit podcast. Go ahead and follow the show. It smash that subscribe it's an and follows on social media at be Rosco.
That is right. And if Donald here today help you move one step closer to your goal. Please don't forget to share this episode and, and. Leave a five star review. See ya. Bye guys.
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