How to Land Big Sponsorship Deals Even If You Are Starting Out Ft. Justin Moore. E456

[00:00:00] My wife and I have made $4 million in sponsorships in the last decade plus.

[00:00:05] How do you then catalog your value as a creator?

[00:00:08] Back in the day, brands were not really paying influencers creators.

[00:00:12] And then there's a special way to intrigue these brands, I'm guessing,

[00:00:16] to cause curiosity, build a relationship, and also find out exactly what is said,

[00:00:22] what they want. So can you dive a little bit deeper into that?

[00:00:25] Clarifying? No Golden Speedo.

[00:00:29] I mean, you can't really see it.

[00:00:33] There we go.

[00:00:34] From the waist down.

[00:00:35] Justin, anything else you want to add before we head out?

[00:00:38] You can do this. Like, sponsorships, I believe, is for everyone.

[00:00:41] Doesn't matter how, what size you are, what niche you're in.

[00:00:44] It doesn't matter if you've never done it before.

[00:00:46] You could actually make a lot of money doing this.

[00:00:49] Serving education at the end of the day.

[00:00:50] I mean, nobody knows your content better than you.

[00:00:52] That's the other thing, right?

[00:00:53] And it's also, you know, trusting yourself.

[00:00:55] I think the biggest myth is that...

[00:00:58] Hey, I'm Luis.

[00:00:59] And this is Fancy.

[00:01:01] Welcome to the content is profit podcast.

[00:01:04] In here you're gonna get the insights, accountability, and drive

[00:01:08] to create consistently and increase revenue.

[00:01:10] You'll hear from top entrepreneurs, creators,

[00:01:12] and anything and everything you need to know about content.

[00:01:14] All this while having a good time.

[00:01:16] The Golden Spark has a simple entertain, educate,

[00:01:19] and turn your content into profit.

[00:01:21] That's right.

[00:01:23] Good job.

[00:01:23] We got all of them.

[00:01:26] I think we forgot the money one on this one.

[00:01:29] So I'm like...

[00:01:32] Guys, if you're enjoying this show,

[00:01:34] the latest episodes have been really packed

[00:01:37] with really good information.

[00:01:38] Go ahead and follow the show

[00:01:39] in your favorite podcasting platform.

[00:01:41] We're bringing some friends of the network.

[00:01:44] That is right.

[00:01:44] That is right.

[00:01:45] And if today's guest helping move one step closer

[00:01:47] towards your goal, please don't forget to share this episode.

[00:01:49] And of course, don't forget to leave a five star review.

[00:01:52] That's right.

[00:01:53] So guys, we are back officially episode 456.

[00:01:58] Let's go.

[00:01:59] I've been saying like we're close to 500 for almost 50 episodes now.

[00:02:02] But anyways, probably one of the first times

[00:02:05] we talked about sponsorships.

[00:02:08] That is right.

[00:02:08] And magically for us today's guest

[00:02:11] is the creator wizard himself,

[00:02:14] the godfather of sponsorships.

[00:02:16] Someone who has done over four millions macaroos

[00:02:20] in sponsorships and sent over 550 sponsorship invoices

[00:02:25] for his own personal business.

[00:02:28] I just imagined like the email going to...

[00:02:30] Invoice, invoice, invoice, invoice, invoice.

[00:02:32] Let's go.

[00:02:33] Chinkachinkachinkachinkachink.

[00:02:34] Not to mention that he's cool as they come.

[00:02:37] He used to be in a metalcore band,

[00:02:39] classically trained in opera.

[00:02:41] And of course, host a podcast

[00:02:43] and is an awesome dad.

[00:02:45] Let's go.

[00:02:46] We might or might not ask him to sing on this podcast.

[00:02:48] But please welcome the Pavarotti of content creators,

[00:02:53] the creator wizard himself,

[00:02:56] Justin Moore.

[00:02:59] What's up, Justin?

[00:03:01] What is going on guys?

[00:03:03] That was probably the best intro.

[00:03:05] I need you guys to follow me around

[00:03:07] where like go speak on stages or something.

[00:03:09] You guys are like the best hype people.

[00:03:10] You know, I was really itching during the intro

[00:03:12] because you guys were like,

[00:03:12] oh, we don't have the money thing.

[00:03:14] I got the money.

[00:03:15] Let's go.

[00:03:15] We got the money thing.

[00:03:16] I'm showing up.

[00:03:16] I'm ready for this.

[00:03:17] If your jokes and if your jokes are not funny,

[00:03:21] I've got some other sandwich.

[00:03:23] There we go.

[00:03:24] All right.

[00:03:25] All right.

[00:03:26] Approved.

[00:03:26] Approved by the kiddos in the studio.

[00:03:28] Feel free to use them.

[00:03:29] Feel free to use them please.

[00:03:31] And consider it done.

[00:03:32] We can definitely follow you around.

[00:03:34] You know, we got some confetti thing.

[00:03:35] It's unexploded and just,

[00:03:36] you know, just hype you up whatever you go.

[00:03:39] Yep.

[00:03:39] T-shirt, canon, t-shirt gun maybe?

[00:03:41] Yeah, maybe some like that.

[00:03:42] Cush cush.

[00:03:42] Yeah.

[00:03:42] I like it.

[00:03:43] I like it.

[00:03:44] We need some like some wands.

[00:03:46] I actually saw a product of like this one that you like,

[00:03:48] actually like shoe little papers on fire.

[00:03:51] It was pretty cool.

[00:03:52] Probably a hazard.

[00:03:53] A house right here in the studio.

[00:03:54] Still good.

[00:03:56] For the house maybe if you convince Katie.

[00:03:58] But yeah, Justin, welcome to Content Profit.

[00:04:02] We're so excited to have you man.

[00:04:03] I've been following your content for a little bit.

[00:04:05] We know that you're really good friends with Jay Klaus

[00:04:07] from the Hopspaw Podcast Network.

[00:04:10] And honestly, after I saw one of your,

[00:04:14] it was your podcast episode at first, right?

[00:04:16] It was recommended to us by Carly from the network.

[00:04:19] And you started appearing everywhere.

[00:04:22] But I'm not gonna lie, the thing that hooked me

[00:04:24] was your hooks.

[00:04:26] Your hooks were absolutely incredible

[00:04:28] and that helped me starting dive into your ecosystem.

[00:04:32] And then I found out that you were actually

[00:04:34] the sponsorship guy and all these things.

[00:04:35] So first of all, I'm a little bit curious.

[00:04:38] You say you started as a creator in 2009,

[00:04:40] seven years ago, you became a full-time creator.

[00:04:44] What transition there?

[00:04:46] What was that change?

[00:04:47] Because from 2009 to seven years ago,

[00:04:48] I'm not gonna do the math right here.

[00:04:51] But that's quite a while that it sounds

[00:04:53] that you stay persistent and consistent

[00:04:56] working on your content to be able to do that transition.

[00:05:00] Yeah, so it's actually been almost 10 years

[00:05:02] that I've been doing it full-time actually.

[00:05:05] So yeah, even longer, and my wife has been doing it

[00:05:07] full-time for 12 years.

[00:05:09] And actually, I get full credit to her

[00:05:10] because she was actually the one

[00:05:12] who started her channel,

[00:05:13] initially her YouTube channel earlier.

[00:05:15] But back in the day, I was in medical devices.

[00:05:17] I'm actually an engineer in my background.

[00:05:20] And it was actually my wife who started tinkering

[00:05:21] with uploading videos on YouTube way back in 2009.

[00:05:25] And I was kind of behind the scenes.

[00:05:28] I wasn't in front of the camera,

[00:05:29] but she had kind of tapped me to ask for help

[00:05:33] when brands started coming and running on her door

[00:05:35] because initially she had a kind of beauty

[00:05:37] and cosmetics channel where she was talking about makeup

[00:05:40] and beauty products, hair care, that kind of thing.

[00:05:42] And back in the day, brands were not really paying

[00:05:47] influencers creators.

[00:05:48] It was like, hey, here's this free hair curler

[00:05:50] or blow dryer or something.

[00:05:52] And she was like, yes, this is amazing.

[00:05:54] It's like, because we were super young,

[00:05:58] we didn't have a ton of money,

[00:05:59] and so free stuff was amazing.

[00:06:01] And so it was when that first brand

[00:06:04] offered to compensate her.

[00:06:06] That was when we were like, whoa,

[00:06:07] hold on a second here, this is crazy.

[00:06:09] Like they are offering to actually pay her money

[00:06:11] to talk about their brand on her channel.

[00:06:12] And so that's when I was like,

[00:06:14] by this time I was like getting my MBA at night.

[00:06:17] And so I was like, Mr. MBA, I can read this contract.

[00:06:19] Let me help you.

[00:06:20] She got this notice.

[00:06:21] I have no idea.

[00:06:21] No idea what we were doing.

[00:06:22] Right?

[00:06:24] And not only did we not have any idea what we were doing,

[00:06:26] but no one in our life, our friends, our family,

[00:06:29] we didn't know anyone else who was really doing this.

[00:06:33] You know, back, you know, this was 2009

[00:06:35] or by this time, probably 2010, 2011.

[00:06:37] And so we just bumbled our way through it, guys.

[00:06:40] Like we made every mistake in the book.

[00:06:43] You know, we, oh, $100?

[00:06:44] Yeah, that sounds like a good amount.

[00:06:46] You know, $200, $500?

[00:06:47] Sure, it sounds good, right?

[00:06:49] Sign away broadcast TV rights.

[00:06:50] Like literally this happened.

[00:06:51] We turned on the TV one day and we saw my wife

[00:06:55] was in a commercial, like a TV commercial.

[00:06:57] And we were like, we looked at each other

[00:06:59] like did we grant the brand the rights to do that?

[00:07:01] Looked at the contract, sure enough.

[00:07:03] You know, and this is for free stuff.

[00:07:04] This is not even for money, right?

[00:07:05] And so honestly, like this is really, we learned everything trial by fire.

[00:07:12] Just like making every mistake in the book.

[00:07:14] You know, we ultimately started getting a lot more experience

[00:07:17] and started, you know, understand how to like, you know, value

[00:07:21] what we were bringing to the table

[00:07:22] when we were working collaborating with these brands.

[00:07:24] And so as you mentioned, you know, have done, you know,

[00:07:28] hundreds and hundreds of deals today.

[00:07:29] But I also, back in 2015, decided to start

[00:07:34] an influencer marketing agency.

[00:07:35] And this is really where a lot of my perspective comes from

[00:07:37] when I educate creators because I started getting in the rooms

[00:07:41] in the boardrooms with these big brands

[00:07:43] and these big advertisers and helping them decide

[00:07:46] how to allocate not just let's say 5k or 10k to a creator

[00:07:49] but now it's like a million dollars or 500k across,

[00:07:53] you know, 50 creators or 100 creators.

[00:07:55] What's the platform strategy?

[00:07:57] Like all this stuff.

[00:07:57] And so I really started getting this perspective also interacting

[00:08:02] with all of these influencers and creators and messaging them

[00:08:05] and say, hey, this brand over here wants to work with you

[00:08:07] and seeing so much just unprofessionalism

[00:08:10] and lack of communication and like just a lot of mistakes

[00:08:14] being made.

[00:08:15] And so these are the two kind of jekyll and hides

[00:08:18] of my personality.

[00:08:19] I've been a creator in the trenches for many years

[00:08:21] but also have been in, you know, running in ran an agency

[00:08:24] for many years.

[00:08:25] And so this is talking about the education stuff.

[00:08:28] But like this is really what my perspective comes from

[00:08:30] is seeing all the mistakes that are being made.

[00:08:33] Very, very interesting.

[00:08:34] I feel like you're one of those unique specimens that have

[00:08:37] the business skills you know to negotiate

[00:08:40] but at the same time you are extremely creative

[00:08:44] and you can do all that side as well on the creative side

[00:08:47] of things which is, I feel, is a rare site.

[00:08:50] You don't really come across many creators

[00:08:53] that are extremely passionate about the business side of things.

[00:08:57] Yeah, and I'm really handsome and humble enough.

[00:09:00] That's perfect.

[00:09:01] There we go, there we go.

[00:09:02] The perfect trifecta.

[00:09:03] Perfect trifecta.

[00:09:05] I can only imagine your wife and the guests.

[00:09:08] That's the man I married.

[00:09:11] I pray for days where I can have this confidence right here.

[00:09:14] I just get a big eye roll from Katie, you know, every time I say that.

[00:09:19] She keeps saying, but you are not funny.

[00:09:21] Well, guess what?

[00:09:22] Katie, we're laughing here, you know.

[00:09:25] But you see, I mean that's an incredible story, right?

[00:09:29] And for a lot of people, you know, in our studio,

[00:09:31] they come in right in the first thing that they ask obviously

[00:09:33] as they're interested to produce a podcast

[00:09:35] and they're asking these questions is like, you know,

[00:09:36] how do we monetize?

[00:09:38] Right.

[00:09:38] And obviously on our side, we are for, you know, our business,

[00:09:42] the core business is a production agency.

[00:09:44] We have a fractional content team that comes in.

[00:09:46] So immediately our podcast when we launched it

[00:09:48] was directly related to that.

[00:09:50] We're like, we're actually going to talk to the decision makers.

[00:09:52] We're going to create content around that,

[00:09:54] but at the same time is a direct line

[00:09:56] to that conversation that can bring an opportunity, right?

[00:09:59] But then, you know, we have a huge variety of shows

[00:10:02] that come here and there might not be a fit

[00:10:04] for a business conversation on the back end, for example.

[00:10:07] Right.

[00:10:07] There might not be an interview show or a conversation show

[00:10:09] and it can be very, very intimidating, right?

[00:10:12] So like a cool case that we have here

[00:10:14] is like this religious podcast from Dennis, right?

[00:10:18] And he set it up as a nonprofit organization.

[00:10:20] He went out after his friends in the church

[00:10:23] and the church is financing the whole podcast

[00:10:25] and this whole thing can continue to grow and grow

[00:10:28] is very exciting, but for him it was like a very specific thing

[00:10:31] and before him I honestly had no idea.

[00:10:33] We've never dealt with sponsorships before the network came along

[00:10:36] and even with the network we don't have those conversations.

[00:10:39] So what are like to diminish that overwhelm

[00:10:44] that a lot of creators might have initially, right?

[00:10:46] It's like what are the first steps,

[00:10:48] the first three steps that people can start looking into

[00:10:51] when tackling things like this?

[00:10:54] Yeah. So I think the biggest myth is that

[00:10:57] the primary thing that brands or companies care about

[00:11:00] is your reach or your listeners or your download numbers

[00:11:04] or whatever. This is what most people are fixated on.

[00:11:07] It's probably the most common question I get

[00:11:08] is like how many subscribers, how many followers,

[00:11:10] how many listeners do I need to be able to start

[00:11:12] reaching out to a brand?

[00:11:15] And I'll just say right at the gaze is BS.

[00:11:18] Like there are a lot of brands that,

[00:11:19] yes, there are some brands that care about that.

[00:11:22] If that's what you're leading with, if you say,

[00:11:24] oh, I get 10,000 listens per episode

[00:11:27] or here's my demographics or blah, blah, blah.

[00:11:30] Then you're basically leading the witness.

[00:11:32] You're saying, okay, please commodify me brand.

[00:11:35] I'm just like every other creator,

[00:11:37] every other podcaster that reaches out,

[00:11:39] all you should care about is my listenership.

[00:11:42] And so what I teach creators is that don't lead with that

[00:11:45] because there's a lot of other,

[00:11:47] there's three, basically three campaign goal types

[00:11:51] that brands care about when they collaborate with a brand.

[00:11:54] The first one is actually awareness.

[00:11:56] Right? So the primary reason

[00:11:58] that they want to collaborate with you

[00:11:59] is just to spread the word.

[00:12:00] Maybe it's a new product launch.

[00:12:02] Maybe they're launching in a new territory.

[00:12:04] They were previously only in the UK.

[00:12:05] Now they're in the US.

[00:12:07] And then the next campaign goal type

[00:12:09] is what I call repurposing.

[00:12:11] So the primary reason that a brand wants

[00:12:13] to collaborate with you is because they want to

[00:12:16] take your content and use it in other ways.

[00:12:19] They want to embed it on their website.

[00:12:21] They want to put it on an e-commerce platform.

[00:12:22] They want to run paid advertising with it.

[00:12:24] And then the final campaign goal type is conversion, right?

[00:12:27] Where it's driving sales or app downloads

[00:12:30] or trial signups for a software program or whatever.

[00:12:33] And so it's so important to understand

[00:12:35] what the brand is trying to accomplish

[00:12:39] because if you're leading the witness by saying views,

[00:12:43] downloads, like here's my demographics,

[00:12:45] then you're telling the brand,

[00:12:47] okay, well this is what you should care about

[00:12:49] when in reality the brand's gonna get this pitch inbound

[00:12:51] from you and they're like, wait, hold on a second here.

[00:12:53] We actually don't care about that right now.

[00:12:55] Yeah, it's not an alignment with what we're trying

[00:12:57] to accomplish.

[00:12:58] And so this is the first place.

[00:13:00] This guy put my hand on people's shoulders

[00:13:01] and be like, look, you have to understand this

[00:13:03] because if your pitches are gonna fall on deaf ears

[00:13:06] unless you can speak their language.

[00:13:09] Yeah.

[00:13:09] Yeah.

[00:13:10] Something I heard you talk about was pretty much

[00:13:13] taking the role of a consultant

[00:13:15] when you're talking to these brands, right?

[00:13:17] And I feel again, we personally don't have that much

[00:13:20] besides our experience with Hopspot.

[00:13:23] But I feel like it's a space where a lot of people

[00:13:26] are very passive, right?

[00:13:27] They are just kind of like waiting for brands

[00:13:29] to reach out to them, to notice them,

[00:13:31] which I feel like it's gonna be extremely difficult, right?

[00:13:35] At that point you already need to be very, very big.

[00:13:38] So there's definitely need to be some sort of proactiveness

[00:13:41] into reaching out.

[00:13:42] And then there's a special way, right?

[00:13:44] To intrigue these brands, I'm guessing, right?

[00:13:47] To cause curiosity, build a relationship

[00:13:49] and also find out exactly what is it, what they want.

[00:13:53] So can you dive a little bit deeper into that?

[00:13:56] Because I think it's gonna be extremely helpful for,

[00:13:57] especially for people that might not have big following,

[00:14:00] sound like you just mentioned right now, right?

[00:14:02] You don't need followers to get a sponsorship.

[00:14:06] Yeah.

[00:14:06] So what I like to talk about is what I call

[00:14:09] a sponsorship continuum, meaning that what you pitch

[00:14:14] to a brand or a company has to change

[00:14:16] based on where you're at in your creator journey.

[00:14:20] So if you are in the very beginning

[00:14:23] and you're still trying to find your footing

[00:14:24] and try to understand maybe you're only getting

[00:14:26] a couple hundred downloads on your podcasts

[00:14:28] or views on your videos or whatever,

[00:14:30] if you were to reach out and pitch a brand,

[00:14:33] hey let me talk about you on my podcast

[00:14:35] or let me talk about you on my YouTube channel

[00:14:37] or something, that's likely not gonna move the needle for them,

[00:14:39] right?

[00:14:40] Because your footprint, your viewership is not very large.

[00:14:43] And so the thrust of your pitch

[00:14:45] should probably be something more like,

[00:14:48] hey I audited your social presence

[00:14:52] and I think there's a lot of other ways

[00:14:54] in which we could be telling your brand

[00:14:56] soaring in a more compelling way.

[00:14:57] Let me make some content for you

[00:15:00] and hey go take a look at my podcast

[00:15:02] from my YouTube channel because that is my portfolio.

[00:15:06] Yeah.

[00:15:07] So it's not, hey let me talk about you on my platform

[00:15:11] and so this is the very beginning of the continuum

[00:15:14] and then yes, let's say that you do start growing

[00:15:16] and you are starting to get,

[00:15:17] let's say thousands of views or listens

[00:15:20] on your podcast or your YouTube channel.

[00:15:22] Yeah maybe now the pitch is more of like a hybrid

[00:15:25] where I'm gonna make some content for you.

[00:15:27] I'm gonna talk, yeah I'm gonna talk

[00:15:28] about you on my platform now

[00:15:30] because it's beginning to be more meaningful

[00:15:31] and then now okay you do achieve some scale now.

[00:15:34] You're getting tens of thousands of views

[00:15:36] or listens or whatever.

[00:15:37] Yeah maybe now it's very meaningful

[00:15:38] to talk about a brand exclusively on your platform

[00:15:41] and so this is what I like to,

[00:15:43] I like to talk about this continuum

[00:15:45] because it gives people the permission to realize

[00:15:48] like oh I actually don't need to wait

[00:15:50] until I get 10,000 followers

[00:15:51] or 10,000 average downloads.

[00:15:54] It's like I can actually provide

[00:15:55] a lot of value to a brand today.

[00:15:57] Let me go out and pitch them now.

[00:15:58] Yeah.

[00:15:59] So how do you find who to pitch?

[00:16:01] Like usually what are the people

[00:16:03] in the roles of the decision makers?

[00:16:05] Because I feel like there could be

[00:16:06] a little bit of confusion there.

[00:16:08] They might go for, I don't know, CMO.

[00:16:10] Obviously it depends on how big a company is

[00:16:13] that you want to talk about.

[00:16:15] But for example when you were kind of like

[00:16:16] working on the agency and you were

[00:16:18] that liaison between the influencers

[00:16:20] and the big companies, who were you mainly talking to?

[00:16:25] Okay so we can talk about that

[00:16:27] but can I take a step back here?

[00:16:28] 100%

[00:16:29] Because it's a big mistake I think

[00:16:29] a lot of people make which is they say okay

[00:16:31] I'm going to go out there, I'm going to pitch some sponsors

[00:16:33] and I'm going to go after the brands

[00:16:34] that I already love and use.

[00:16:37] I'm going to go pitch you know,

[00:16:40] you know, Transistor or Casos

[00:16:41] or whatever podcast platform I use.

[00:16:43] That's perfect.

[00:16:44] I talk about podcasts a lot of my

[00:16:45] on content is profit.

[00:16:46] I'm going to go pitch that right?

[00:16:47] And so it's like this is what most people think about

[00:16:50] is the the shoe in sponsors

[00:16:53] and the exercise that all creators need to

[00:16:56] need to do when they're trying to figure out

[00:16:57] who would be the perfect sponsor for them

[00:16:59] is what I call an audience first offer survey.

[00:17:05] Okay and what this is is actually a

[00:17:09] psychographic survey that you send out to your audience

[00:17:13] where you ask them the following questions.

[00:17:15] You say hey I want to learn more about you audience.

[00:17:18] Yeah I have the demographics of whatever platform I on

[00:17:20] but I want to know more, I want to get some more

[00:17:22] colorful texture about who you are.

[00:17:24] I want to understand you know

[00:17:26] what are your jobs?

[00:17:27] Are you married?

[00:17:27] Do you have kids?

[00:17:28] How are you interacting with my content?

[00:17:31] Are you in line at Starbucks?

[00:17:33] You know scrolling my feed for two minutes

[00:17:35] or are you sitting down every Sunday

[00:17:36] and binging three hours of my content catching up on it?

[00:17:39] What products and services do you wish that I offered

[00:17:43] that I don't?

[00:17:44] What brands and products and services

[00:17:46] are you using and loving right now?

[00:17:48] Are there other creators or peers in our industry

[00:17:51] that you'd love to see me collaborate with?

[00:17:53] And why?

[00:17:54] Right and so when you start asking this information

[00:17:56] you get some really interesting insights here.

[00:18:00] The first one is you know brands and products and services

[00:18:02] oh wow my people are saying that they want this course for me

[00:18:06] or this newsletter for me

[00:18:07] or this other thing that they would actually pay for it.

[00:18:10] Number one that's interesting so your own products

[00:18:12] right direct monetization

[00:18:13] then the sponsor thing is like oh

[00:18:15] I actually didn't realize there was this cohort

[00:18:17] of my audience that is already using this

[00:18:20] you know tool over here

[00:18:21] that's totally unrelated to my content

[00:18:23] but so for example you guys work with

[00:18:26] a lot of creators, small business owners

[00:18:28] people who are trying to make a name for themselves with content

[00:18:30] like what happens if you send that survey out to your audience

[00:18:33] and people are like oh man I'm really struggling with

[00:18:37] bookkeeping or keeping my understanding

[00:18:39] if I need to incorporate

[00:18:40] or understanding how I can

[00:18:44] expense stuff around tax time.

[00:18:46] Like that's not a super obvious sponsor for you guys

[00:18:50] but you're like oh wait

[00:18:52] 50% of our respondents says

[00:18:54] if they're having a problem with this

[00:18:56] let's go out and pitch you know

[00:18:58] QuickBooks or FreshBooks or something

[00:19:00] and say hey this is the persona of our audience

[00:19:03] I actually would we'd love to expose

[00:19:05] our full audience to your solution

[00:19:08] right and so this is the sponsor thing

[00:19:09] and then that last thing is what I call alliances

[00:19:12] right so it's like there's other people in the industry

[00:19:14] of products that they offer

[00:19:16] coaching courses this type of thing

[00:19:18] that you guys are never going to offer

[00:19:20] right but it actually serves your audience

[00:19:23] and so this whole kind of audience first

[00:19:24] offers mindset is so critical

[00:19:26] because now you have a holistic picture

[00:19:28] of how you can actually serve your audience

[00:19:31] and so this is the best way to figure out

[00:19:33] what types of sponsors to pitch

[00:19:34] because it's not about you

[00:19:35] it's about your audience.

[00:19:37] I mean oh and I love this

[00:19:39] because I remember being in a conference

[00:19:40] and there was a speaker on stage once

[00:19:42] and they built this incredible company

[00:19:44] mainly for women

[00:19:46] and their entire product offering

[00:19:49] their one rule was we have to ask our audience

[00:19:51] first before we actually go develop the thing

[00:19:53] and I think they sold for a hundred million

[00:19:56] after you know a few years of executing this

[00:19:59] but they were like if our audience is not asking

[00:20:01] for it we're not going to build it

[00:20:03] or create or whatever

[00:20:04] and it was a libel moment for me at that point

[00:20:07] we're like well it actually makes so much sense

[00:20:09] right trying to push this thing that maybe

[00:20:11] you know because

[00:20:12] you know we're in the weeds

[00:20:14] or we're creating or we experience it

[00:20:16] every single day doesn't mean that

[00:20:17] the people that might listen to our message

[00:20:19] might be having that same problem

[00:20:20] you know and it like you said

[00:20:22] like same with the business

[00:20:23] but also

[00:20:25] you don't have to do that right

[00:20:26] there's other companies that you can

[00:20:28] tag team this

[00:20:29] and put it together

[00:20:30] so I love this

[00:20:31] it's a similar approach

[00:20:32] and now in my head everything is kind of coming together

[00:20:34] right it's like basically

[00:20:36] you know it's what Houseball is doing

[00:20:38] you know with us

[00:20:39] the community the people that we help

[00:20:40] right they obviously are a tech company

[00:20:41] and they want their message to be heard

[00:20:43] and hopefully provide a solution for

[00:20:45] for the people that are listening

[00:20:46] and interacting with us

[00:20:48] yeah

[00:20:50] now following on that right

[00:20:52] like let's say you do your survey

[00:20:53] you identify the problems

[00:20:54] you're like perfect

[00:20:55] like I have this list of people

[00:20:56] that I can reach out to

[00:20:57] how do you then

[00:21:00] catalog your value

[00:21:01] as a creator

[00:21:02] right because obviously a lot of people

[00:21:04] like their first thing is like well

[00:21:05] I if they want to go full-time creator

[00:21:07] like I want to make a living out of this

[00:21:08] right obviously you know you might have

[00:21:10] your own bills

[00:21:10] your own thing

[00:21:10] your own targets on

[00:21:11] on how much

[00:21:13] do you need every single month

[00:21:14] every single year

[00:21:14] but also as a business

[00:21:16] right how do you

[00:21:16] how do you then value that

[00:21:18] right and then have that conversation

[00:21:19] with maybe brands that might be more

[00:21:21] experienced than you

[00:21:21] at that point of having these conversations

[00:21:25] yeah so um

[00:21:27] Fonsi I'm gonna get back to your question

[00:21:29] around how do you

[00:21:30] who do you reach out to

[00:21:32] it's okay if you don't

[00:21:34] we're gonna just ignore Fonsi

[00:21:35] yeah yeah

[00:21:36] yeah okay let me let me just

[00:21:39] let me just see the sound

[00:21:41] that's not

[00:21:42] thank you Justin

[00:21:43] I will be clipping this

[00:21:45] and sending it to his wife

[00:21:46] that's it

[00:21:49] okay okay okay

[00:21:50] so um

[00:21:51] I have a really simple um

[00:21:55] exercise about this

[00:21:56] to kind of give yourself permission

[00:21:57] to real to take the pressure off

[00:22:00] because it's not about you

[00:22:03] that's that's what I want everyone to hear

[00:22:05] it's not about you

[00:22:06] when it comes to reaching out

[00:22:07] and pitching a brand

[00:22:08] a lot of people get into this

[00:22:10] imposter syndrome state

[00:22:11] because they think oh

[00:22:13] I have to do this dog and pony show

[00:22:15] to convince a brand or a company

[00:22:17] that I'm worthy of their

[00:22:19] you know collaboration

[00:22:20] or their money or whatever

[00:22:21] and it has nothing to do with you

[00:22:23] it has

[00:22:23] you know what it has everything to do

[00:22:24] with

[00:22:24] helping the brand

[00:22:26] accomplish

[00:22:27] their business objectives

[00:22:29] that's it

[00:22:30] and so your task now becomes

[00:22:32] instead of doing the dog and pony show

[00:22:34] is research

[00:22:36] what are they posting

[00:22:37] on social media

[00:22:38] what does it seem like

[00:22:39] is important to them

[00:22:39] go and look up their VP of marketing

[00:22:42] or the people on their marketing

[00:22:43] you know team on LinkedIn

[00:22:44] what are they posting on LinkedIn

[00:22:46] what kind of press releases

[00:22:47] are they sending out

[00:22:48] let's go look at their job board

[00:22:49] and see what types of positions

[00:22:51] they're recruiting for

[00:22:52] oh they're looking for a social

[00:22:53] media manager

[00:22:54] or a content marketing person

[00:22:55] that's interesting

[00:22:56] let me look at

[00:22:57] what they're looking for that person to do

[00:22:59] and then you use that to develop

[00:23:01] this colorful picture

[00:23:02] picture

[00:23:03] of what it seems like

[00:23:05] they're trying to accomplish in 2024

[00:23:06] 2025

[00:23:07] or whatever it is

[00:23:08] and so

[00:23:09] when you reach out to them

[00:23:10] and say hey

[00:23:11] I would love to collaborate with you

[00:23:13] instead of saying like

[00:23:15] oh my name is Justin

[00:23:16] I get this many

[00:23:18] views on my videos

[00:23:19] or listens on my podcast

[00:23:20] I've got this demographics

[00:23:21] that's an instant delete

[00:23:23] on that email

[00:23:24] because the brand doesn't know who you are

[00:23:26] they don't care

[00:23:27] they just ghosted you

[00:23:28] or rejected you

[00:23:29] but if you instead say

[00:23:30] hey I saw that

[00:23:32] you are trying to

[00:23:34] spread awareness

[00:23:35] of this new feature

[00:23:36] on your product

[00:23:38] based on this

[00:23:40] fireside chat

[00:23:41] that I saw

[00:23:41] you heard your VP of marketing

[00:23:42] talking about it

[00:23:43] South by Southwest

[00:23:45] I also

[00:23:45] am talking about that

[00:23:47] with my audience

[00:23:47] here's a link to like

[00:23:48] you know exactly where I

[00:23:50] illustrate that

[00:23:50] my audience has affinity

[00:23:51] for this goal that you have

[00:23:53] I would love to help

[00:23:54] spread the word about this

[00:23:55] in the following ways

[00:23:56] I can do 10 podcast ad reads

[00:23:57] I can do some tick talks

[00:23:59] I can do some YouTube videos

[00:24:00] I can give you the rights

[00:24:01] to repurpose that content

[00:24:03] for three months

[00:24:03] are you free on Thursday

[00:24:04] at 10 a.m. to talk about it

[00:24:06] right and so

[00:24:07] it's no longer about you

[00:24:08] it's about saying

[00:24:10] hey I saw that

[00:24:10] you're trying to do this

[00:24:11] it's a positioning exercise

[00:24:13] you have this problem brand

[00:24:15] sponsoring me

[00:24:16] will help you solve that problem

[00:24:18] so it's this real

[00:24:20] unlock for a lot of people

[00:24:21] when they realize that why

[00:24:22] it's actually

[00:24:23] very easy to illustrate

[00:24:25] the value that I can have

[00:24:26] because the other

[00:24:26] the other brilliant thing

[00:24:27] about this is that

[00:24:28] brands and companies

[00:24:29] don't have

[00:24:30] buckets of piles of money

[00:24:32] laying around

[00:24:32] to pay

[00:24:33] and sponsor

[00:24:34] random creators

[00:24:35] or influencers

[00:24:35] that reach out

[00:24:36] you know what they do

[00:24:37] have money for

[00:24:37] their own initiatives

[00:24:39] they have budgets

[00:24:40] for their own initiatives

[00:24:41] so that's the whole unlock

[00:24:43] here is like realizing

[00:24:44] that it's not complicated

[00:24:46] you just have to do

[00:24:46] a little bit of sleuthing

[00:24:48] yeah absolutely

[00:24:48] I think you're gonna

[00:24:49] answer my question

[00:24:50] in there as well

[00:24:51] by you know

[00:24:52] going and searching

[00:24:53] for the VPs

[00:24:53] like what are some of the

[00:24:55] positions that they're

[00:24:55] looking for

[00:24:56] and why not

[00:24:58] but just to confirm

[00:24:59] are those mainly the people

[00:25:00] you kind of like

[00:25:01] search to talk to

[00:25:03] so yes and no

[00:25:04] so the titles change

[00:25:06] depending on the scale

[00:25:08] of the organization

[00:25:09] right so

[00:25:09] yeah if it's a

[00:25:10] if it's a small mom and

[00:25:11] pop shop

[00:25:12] and there's 10 employees

[00:25:13] there you look it up on

[00:25:14] LinkedIn

[00:25:14] there's probably only

[00:25:15] gonna be one marketing person

[00:25:17] at that company

[00:25:18] the head of marketing

[00:25:19] or the director of marketing

[00:25:20] that's probably the person

[00:25:21] doing all the things

[00:25:22] but as a company

[00:25:24] gets larger

[00:25:26] then they start to

[00:25:27] you know develop different

[00:25:30] you know

[00:25:30] compartmentalize

[00:25:31] competencies

[00:25:31] within compartmentalized

[00:25:32] and their siloed

[00:25:33] across different departments

[00:25:34] so yeah

[00:25:35] like a lot of

[00:25:36] especially consumer brands

[00:25:37] and even B2B companies

[00:25:39] now have

[00:25:39] influencer marketing managers

[00:25:41] or partnership marketing

[00:25:42] managers right

[00:25:44] and so those are the types of

[00:25:45] titles that you'd want to

[00:25:46] target but then once you get

[00:25:47] very large

[00:25:48] and you get to a certain

[00:25:49] level of scale

[00:25:50] now the company

[00:25:50] probably hires

[00:25:52] an agency

[00:25:52] a PR agency

[00:25:54] maybe even an

[00:25:54] media agency

[00:25:55] influencer marketing agency

[00:25:57] to handle a lot of these

[00:25:58] types of activations

[00:25:59] especially if it's a

[00:26:00] large part of their

[00:26:01] marketing strategy

[00:26:01] and so yeah

[00:26:02] it does definitely change

[00:26:04] depending on the scale

[00:26:05] of the organization

[00:26:06] but that's kind of how I

[00:26:07] think about it

[00:26:07] yeah

[00:26:07] so I heard you talk about

[00:26:10] kind of like a hybrid model

[00:26:12] right of

[00:26:12] that being

[00:26:14] your favorite meaning

[00:26:16] the company pays you

[00:26:17] some sort of base

[00:26:18] compensation

[00:26:19] right for the work

[00:26:20] that you're putting in

[00:26:21] as well as maybe

[00:26:23] some affiliate deals

[00:26:25] you know

[00:26:25] through the conversions

[00:26:26] that you might be getting

[00:26:27] for that brand

[00:26:28] now

[00:26:29] I want to

[00:26:30] add this to this question

[00:26:32] I have these hypotheses

[00:26:33] right for a while

[00:26:34] and I think you're the

[00:26:36] perfect

[00:26:37] person to throw it out there

[00:26:39] kind of like spaghetti

[00:26:39] to a wall

[00:26:40] see if it sticks

[00:26:41] you know

[00:26:41] all right

[00:26:41] I called it

[00:26:43] the growth partnership

[00:26:45] well actually

[00:26:46] I gotta work on the name

[00:26:47] clearly

[00:26:47] wow

[00:26:48] wow

[00:26:49] I thought

[00:26:49] I thought

[00:26:50] I thought I had a third word

[00:26:52] word in there

[00:26:52] let's workshop it

[00:26:53] but yeah

[00:26:54] let's workshop on that

[00:26:55] but the hypothesis

[00:26:56] pretty much

[00:26:56] and this came

[00:26:57] actually when we were

[00:26:58] at podcast movement

[00:26:59] right and we saw a lot

[00:27:00] of brands out there

[00:27:01] and we saw a lot of

[00:27:01] people talking

[00:27:02] and I was like

[00:27:02] you know what

[00:27:03] for somebody that might not

[00:27:05] have

[00:27:05] a big social media audience

[00:27:08] but we want to grow

[00:27:10] that audience

[00:27:11] right

[00:27:11] and we can

[00:27:12] there's obviously

[00:27:13] multiple ways

[00:27:13] collaborations

[00:27:15] but we also want to get

[00:27:16] sponsorships

[00:27:17] so is there a way

[00:27:18] to potentially

[00:27:19] get them

[00:27:20] you know

[00:27:21] sell them on the awareness

[00:27:23] get them to pay

[00:27:25] for the ad budget

[00:27:26] in a sense

[00:27:28] right

[00:27:28] and then

[00:27:29] it's a win-win situation

[00:27:30] because we're creating

[00:27:31] content for them

[00:27:32] putting money behind it

[00:27:34] to reach new audiences

[00:27:36] and those new audiences

[00:27:37] are you know

[00:27:38] getting awareness on the brand

[00:27:40] and then following

[00:27:41] as well as

[00:27:42] as creators

[00:27:42] and hopefully on that

[00:27:44] we get caught maybe for

[00:27:46] you know

[00:27:46] that base

[00:27:48] payment

[00:27:48] that you could say

[00:27:50] and when you talked about

[00:27:51] the hybrid model

[00:27:52] my mind went

[00:27:54] to this idea

[00:27:55] that I had a while back

[00:27:56] have you seen

[00:27:57] anything like

[00:27:58] that done before

[00:27:59] maybe there's a better way

[00:28:01] right

[00:28:01] that you've experienced

[00:28:02] throughout your years

[00:28:04] I mean I think that it

[00:28:06] every brand is different

[00:28:07] like every brand is going to get

[00:28:08] excited

[00:28:09] like you know

[00:28:10] I've seen this

[00:28:10] I can't even tell you

[00:28:11] how many times

[00:28:11] I've seen this

[00:28:12] where

[00:28:12] the CEO of a company

[00:28:15] will just decide

[00:28:17] that

[00:28:17] hey

[00:28:18] content marketing

[00:28:19] influencer marketing

[00:28:20] we have to do this

[00:28:21] they went to inbound

[00:28:23] or they went to podcast

[00:28:23] movement

[00:28:24] or they went to some industry

[00:28:25] trade show

[00:28:26] and they heard someone speak

[00:28:28] about how important

[00:28:29] content is

[00:28:30] how content is profit

[00:28:31] right and they were like

[00:28:32] and they said

[00:28:33] we need to do this

[00:28:34] and so they

[00:28:35] they arrived back at the office

[00:28:36] and they send out a mandate

[00:28:38] to their marketing team

[00:28:39] that like

[00:28:40] hey this is the thing

[00:28:40] we need to do now

[00:28:41] and so

[00:28:43] like

[00:28:44] at that point

[00:28:46] you know

[00:28:46] like it just depends on

[00:28:48] like what the priorities are

[00:28:50] for the organization

[00:28:52] at any given time

[00:28:53] and so

[00:28:55] what I

[00:28:55] what I say is that

[00:28:56] yeah it could probably work

[00:28:57] for the right brand

[00:28:59] or the right company

[00:28:59] at the right time

[00:29:00] if it's a priority

[00:29:01] for the organization

[00:29:02] but you're not going to know that

[00:29:03] until you start

[00:29:04] becoming a detective

[00:29:05] so when you start doing the research

[00:29:07] and you see what's going on

[00:29:09] you hear them speak

[00:29:10] or you hear something

[00:29:11] and then

[00:29:12] when you get your foot in the door

[00:29:14] and you're on an initial discovery

[00:29:15] call with that company

[00:29:16] and you start asking these questions

[00:29:18] what's your content strategy brand

[00:29:20] what's your you know

[00:29:21] partnership or influencer strategy

[00:29:23] what's your

[00:29:23] right and you just kind of start

[00:29:24] pulling the thread

[00:29:25] rather than sitting up there

[00:29:26] and talking about you

[00:29:28] and having it be this big ego stroke

[00:29:29] you you check that at the door

[00:29:32] and you say tell me

[00:29:33] like let's let's make this a discovery

[00:29:34] you tell me everything that I need to know

[00:29:37] and then

[00:29:39] your solution

[00:29:40] is going to be bespoke

[00:29:42] for every brand

[00:29:43] so one brand

[00:29:44] that you have a call with may say

[00:29:46] oh we just want to be featured on your podcast

[00:29:47] yeah we just want that awareness

[00:29:50] another brand may say

[00:29:51] we have no idea what our

[00:29:52] what we're doing

[00:29:53] we really wanted our podcast for our

[00:29:55] self

[00:29:55] for our business

[00:29:56] we want to do this

[00:29:56] we want to stand up our youtube channel

[00:29:58] we want to do this

[00:29:59] can you do that too

[00:30:00] they may not even want to be

[00:30:01] featured as a on your podcast

[00:30:03] right because that

[00:30:04] because that's not their goal

[00:30:05] and so

[00:30:06] I really try to pound this into people's heads

[00:30:08] that it's not about you

[00:30:10] it's not about just like

[00:30:11] oh yeah I'm gonna put this into my

[00:30:12] like invent my ad inventory

[00:30:13] no it's like

[00:30:15] you have to serve the brand

[00:30:16] depending on

[00:30:18] what their goals are

[00:30:19] because that's how you're going to make

[00:30:20] so much more money

[00:30:21] this is how you're going to make

[00:30:22] 10 times the amount of money

[00:30:24] on your sponsorship strategy

[00:30:25] when you stop thinking about it

[00:30:27] as as just inventory

[00:30:28] I love it

[00:30:29] I

[00:30:30] I like that point of view

[00:30:31] I love that you keep coming back to that

[00:30:32] it's kind of that

[00:30:34] principle

[00:30:35] right

[00:30:35] it's not about you

[00:30:36] it's about them

[00:30:37] this is step number one right

[00:30:39] immediately my mind went kind of to

[00:30:42] this thought process of

[00:30:43] well what if you create

[00:30:45] this playbook

[00:30:47] or different type of playbooks

[00:30:48] that you could

[00:30:49] present to organizations

[00:30:51] depending on the type of problems

[00:30:52] that they

[00:30:53] have and they're considering

[00:30:55] right so if they have

[00:30:55] if you talk to somebody

[00:30:56] you know you take that role of a

[00:30:58] detective

[00:30:58] and they do say

[00:31:00] well we do have an awareness challenge

[00:31:01] and you know we're looking for people

[00:31:03] spread awareness

[00:31:04] we have a budget

[00:31:05] you're like oh cool

[00:31:06] then here is the

[00:31:07] growth partnership model

[00:31:09] all right we'll work on that

[00:31:10] right

[00:31:11] and then you're like hey look

[00:31:13] maybe that is an option

[00:31:14] you know that we can do

[00:31:15] but now you are tying that solution

[00:31:17] after being the detective first

[00:31:19] I like that

[00:31:20] 100% because and this is what will happen

[00:31:22] is that you will

[00:31:24] start developing this private

[00:31:26] repository

[00:31:27] of proposals

[00:31:28] that you just kind of

[00:31:30] cut and paste

[00:31:31] the right slides

[00:31:32] depending on

[00:31:33] what the brand's problem is

[00:31:34] right and so rather than sending out a

[00:31:36] partnership deck

[00:31:37] that's like this

[00:31:37] boilerplate media kit

[00:31:39] or whatever like here you go

[00:31:40] this is like how we work with every brand

[00:31:42] pick option a b c d e

[00:31:45] no it's like

[00:31:45] here's

[00:31:46] this is the

[00:31:47] customized solution

[00:31:48] based on what you told me

[00:31:50] like one thing I talk about in my

[00:31:51] in my brand deal wizard program

[00:31:53] is like

[00:31:53] developing these proposals

[00:31:55] where the first slide is

[00:31:56] what we heard

[00:31:58] these are the goals that you said you have

[00:32:00] goal one goal two goal three go four

[00:32:03] and you go through the proposal

[00:32:04] and you're literally tying

[00:32:05] everything that you're proposing

[00:32:08] to their goals

[00:32:09] so they said oh you said

[00:32:10] awareness or content marketing is your goal

[00:32:13] well package one

[00:32:15] that's going to be the package that you want to pick

[00:32:17] if that's the goal that you want to accomplish

[00:32:18] and because now rather than being like

[00:32:20] which sponsorship package do you want to pick

[00:32:23] it's

[00:32:24] hey pick this specific one

[00:32:26] so that you can but you know by the end of this

[00:32:28] you're going to accomplish that goal because

[00:32:30] remember they have to go

[00:32:31] they have they're accountable

[00:32:32] to their

[00:32:33] you know superiors

[00:32:35] or their boss or their client if it's an agency

[00:32:37] and so they can bring this proposal back to them

[00:32:39] and say

[00:32:40] hey this this you know

[00:32:41] louise and faunsy are saying that

[00:32:43] if we pay them $50,000

[00:32:45] or $25,000

[00:32:46] we're going to accomplish this goal we have

[00:32:48] you're going to instantly stand out

[00:32:49] from all these other people that they're talking to

[00:32:51] because none of those people are making those

[00:32:52] promises or those guarantees or those

[00:32:55] tying that and again it's like it's so so important to help them

[00:32:59] you know realize that

[00:33:01] these sponsorship dollars are not gonna

[00:33:03] the other thing too sorry I'm going all these rabbit holes but I love it

[00:33:06] love it

[00:33:07] what are their alternatives

[00:33:10] to influencer marketing

[00:33:11] this is what they're thinking is like okay

[00:33:13] we could spend 50k here

[00:33:14] or we could go spend 50k on facebook ads

[00:33:17] and we know

[00:33:19] that

[00:33:20] you know if we spend

[00:33:21] you know

[00:33:22] 10k on facebook ads

[00:33:23] we know that the return on ads spend to that

[00:33:25] for the last five years has been

[00:33:27] two or three x

[00:33:29] something right

[00:33:30] we know that right

[00:33:31] and so they're thinking about the same thing here

[00:33:34] they're thinking okay well why should we spend 25 or 50k on this partnership here

[00:33:38] we don't have that same level of certainty

[00:33:41] with that spend

[00:33:42] and so your goal

[00:33:44] should be helping them understand

[00:33:45] no no you actually do

[00:33:47] have that certainty here

[00:33:48] it's different

[00:33:49] because there's content at play

[00:33:50] that's not free

[00:33:51] like there's a lot of different aspects here

[00:33:53] you can have the same level of goal certainty

[00:33:57] you know through partnerships

[00:33:59] yeah yeah

[00:34:00] I love that

[00:34:01] at the base of everything

[00:34:03] is serving

[00:34:04] right at the end of the day

[00:34:05] serving

[00:34:06] education at the end of the day

[00:34:07] I mean nobody knows your content better than you

[00:34:09] that's the other thing right

[00:34:10] like sometimes

[00:34:11] you know as creators

[00:34:12] you're creating your

[00:34:13] your thing

[00:34:13] you've done it for

[00:34:14] for a bunch of time

[00:34:15] you know that people that follow you

[00:34:17] you have these conversations every single day

[00:34:19] and it's also you know

[00:34:20] trusting yourself

[00:34:21] that that you know that

[00:34:22] that you can actually go ahead and have that conversation

[00:34:24] and then when the focus shifts on like

[00:34:26] actually here's how we can help you

[00:34:28] with your specific problems

[00:34:29] I love it

[00:34:30] I mean that

[00:34:31] for for us personally

[00:34:32] on the business side

[00:34:33] everything changed

[00:34:33] once we started listening to that

[00:34:35] right like before the

[00:34:36] the content fractional team agency that

[00:34:38] that we started

[00:34:39] we had seven different things

[00:34:40] right and we like you know

[00:34:41] undo this and do that

[00:34:42] and and I think going back

[00:34:44] as you were explaining it

[00:34:45] that was like a similar process that we did

[00:34:47] right we have

[00:34:47] this very customizable offers

[00:34:51] as an agency or a service or freelancers at the time right

[00:34:53] and then they'll be like okay

[00:34:54] this is the specific one for you

[00:34:56] and then we're like oh

[00:34:56] we charge way too little for that

[00:34:58] and then the next time we'll be like

[00:34:59] okay we raise the price right

[00:35:00] and then we did it again

[00:35:01] and then we did it again

[00:35:02] and then out of the seven options

[00:35:03] we we landed in like the one

[00:35:06] that most people were like after

[00:35:07] right and then that evolved into the different thing

[00:35:10] so I'm going through my head this process

[00:35:11] and sponsorship is very similar

[00:35:13] at the end of the day right

[00:35:15] and uh and it focus on

[00:35:16] serving that client

[00:35:18] or partner

[00:35:19] or brand that you that you're talking to

[00:35:21] I love this

[00:35:22] it in my head is simplifying the process

[00:35:26] and I'm hoping by walking through this

[00:35:28] a lot of people listening today

[00:35:30] are going through the same process

[00:35:31] if they have a business

[00:35:32] or if they have a

[00:35:33] a problem or a situation

[00:35:34] that they've done similar things

[00:35:36] and at the end of the day

[00:35:37] it's like what's in it for them

[00:35:38] right it's just like the content

[00:35:39] it's like

[00:35:40] is my hook what's in it for them

[00:35:41] in my content what's in it for them

[00:35:43] are we providing a win for them

[00:35:44] are they you know moving to the next step

[00:35:47] I freaking love this

[00:35:49] yeah just I want

[00:35:50] I do want to do a little transition here

[00:35:52] I love everything we've talked about

[00:35:53] sponsorships right

[00:35:54] I mean the that biggest myth companies

[00:35:56] you know

[00:35:58] that in reality not all brands

[00:36:00] just care about the followers

[00:36:02] and all that stuff

[00:36:03] right the three types of

[00:36:05] you had a specific name for this

[00:36:07] kind of like gold content

[00:36:08] awareness that they embedded

[00:36:09] the conversion

[00:36:11] the sponsorship continuum

[00:36:12] that was pretty good

[00:36:13] how to figure out

[00:36:14] who be your perfect sponsor

[00:36:16] right

[00:36:16] psychographic survey

[00:36:17] audience first offer mindset

[00:36:19] lots of lots of gold

[00:36:21] but like I mentioned at the very beginning

[00:36:23] one of the things that really come

[00:36:24] my attention about you

[00:36:25] was your hooks

[00:36:27] man you are good

[00:36:28] your hooks are amazing

[00:36:30] and you know something that I've learned

[00:36:32] from Ali Abda was

[00:36:34] he says he spends an asymmetric amount

[00:36:37] of effort throughout the production

[00:36:38] of his content

[00:36:39] meaning

[00:36:40] the parts I usually get the most views

[00:36:42] he's going to invest the most effort in

[00:36:44] which is usually the first couple

[00:36:45] seconds right

[00:36:46] and the title the thumbnail

[00:36:48] the first 30 seconds one minute the hook

[00:36:50] and let me tell you

[00:36:52] I can tell nowadays

[00:36:54] who are going to be the creators

[00:36:56] as soon as I start watching their

[00:36:58] latest

[00:36:59] you know content

[00:37:00] I'm like

[00:37:00] this creator is gonna keep rising

[00:37:03] through the ranks

[00:37:04] because of their hook

[00:37:06] and the amount of effort and intention

[00:37:07] that they put

[00:37:08] into the beginning of their videos

[00:37:10] you are one of those my friend

[00:37:12] and I'm excited to learn more

[00:37:14] about

[00:37:16] do you have a process on how do you create

[00:37:19] these hooks right

[00:37:20] maybe what are some takeaways that

[00:37:22] people that are listening to this today

[00:37:24] can add that to their repertoire

[00:37:27] of content creation arsenal right

[00:37:29] and then

[00:37:30] it also gonna help them when they get to pitch

[00:37:32] a sponsor right

[00:37:33] when they get to have that conversation

[00:37:35] they're gonna go and look at their content

[00:37:36] they're gonna say well they got better hooks

[00:37:38] they got really hooks

[00:37:39] which is gonna help them overall

[00:37:41] right with their retention

[00:37:42] and getting this cover and all that stuff so

[00:37:44] what are maybe some key takeaways in there

[00:37:47] all right so I appreciate that thank you

[00:37:52] okay I got two things to talk about here

[00:37:54] the first one

[00:37:56] is that I script everything

[00:37:58] like I have a lot my

[00:38:00] so I

[00:38:00] like when I do live streams and stuff like that

[00:38:02] obviously I can't script that

[00:38:04] but like

[00:38:04] all of my long form content

[00:38:05] all my short form content

[00:38:06] I heavily scripted

[00:38:07] because

[00:38:09] like I think that it's

[00:38:11] I know myself

[00:38:13] and I sit if I sit down in front of a camera

[00:38:15] I'm just gonna start rambling

[00:38:17] and I'm not

[00:38:19] you know

[00:38:19] I want to eliminate

[00:38:21] as much fluff as possible

[00:38:22] and I want to make sure that

[00:38:24] I'm able to deliver the message

[00:38:25] that I'm able to

[00:38:27] in the shortest amount of time

[00:38:29] and just again provide value for

[00:38:31] as quickly as possible

[00:38:33] for the people who are gonna

[00:38:33] click on that YouTube video

[00:38:34] or that tech talk or whatever it is

[00:38:36] and so scripting to me

[00:38:37] a lot of people I know are not like right now

[00:38:39] I'm looking straight into a teleprompter right now

[00:38:42] I have a teleprompter with my camera

[00:38:43] and so I'm looking directly at you guys

[00:38:45] I'm not looking like slightly below my screen

[00:38:47] so when I have the teleprompter

[00:38:48] I have my script

[00:38:50] and I'm looking at it

[00:38:51] and I'm filming that

[00:38:51] I'm shameless about it

[00:38:52] I talk about it all the time

[00:38:53] that like I believe like

[00:38:55] putting the effort in

[00:38:56] to actually like

[00:38:57] be intentional about the words that you use

[00:38:59] and all that stuff too

[00:38:59] makes a big difference

[00:39:00] when it comes to

[00:39:01] hooks and content

[00:39:02] and all that stuff too

[00:39:03] the other

[00:39:04] the second thing I would say

[00:39:05] is that

[00:39:05] I've spoken with a lot of people

[00:39:06] who feel that hooks are dirty

[00:39:09] they feel as though

[00:39:10] like I don't want to do all that

[00:39:13] like you know

[00:39:13] have try to be

[00:39:14] like clickbait

[00:39:16] or like say something crazy

[00:39:17] just to like

[00:39:18] pull someone in

[00:39:19] and the way that I always

[00:39:20] I've always looked at it

[00:39:21] is that no

[00:39:22] it's actually

[00:39:23] my goal at the end of the day

[00:39:25] is impact

[00:39:26] is service

[00:39:27] so I want to help people learn

[00:39:28] about sponsorships

[00:39:28] and so

[00:39:29] if that means

[00:39:30] that I have to get through people's

[00:39:32] the tough exterior

[00:39:33] that people have

[00:39:35] or the doubt

[00:39:36] the disbelief that they have

[00:39:38] around this

[00:39:39] if a hook

[00:39:40] is going to help me cut through that

[00:39:41] I'm going to play that game all day long

[00:39:43] and so

[00:39:44] for people who are

[00:39:45] who are feeling

[00:39:46] as though like I don't want to play that game

[00:39:47] I don't want to do

[00:39:48] you know the short form content

[00:39:49] tick tock

[00:39:49] anyone it

[00:39:50] anyone dance on the internet

[00:39:51] like I don't want to do all that

[00:39:52] it's like

[00:39:52] come on

[00:39:53] like get over yourself

[00:39:53] like if you want to have impact

[00:39:55] like

[00:39:56] this is what you have to do

[00:39:57] if that's

[00:39:58] if your audience is responding

[00:39:59] to that type of content

[00:40:01] figure out creative ways

[00:40:02] to get through to them

[00:40:03] and so

[00:40:03] I just think that like

[00:40:04] not taking yourself too seriously

[00:40:06] that's the other thing

[00:40:06] not take it

[00:40:07] I just do not take

[00:40:08] myself seriously

[00:40:09] like I am like the most

[00:40:12] like

[00:40:13] I'll be honest

[00:40:14] like when I started

[00:40:15] my content journey

[00:40:16] I very much did feel

[00:40:18] like I needed to be professional

[00:40:19] and buttoned up and like

[00:40:20] you know

[00:40:21] talk a little bit more formally

[00:40:22] if you go back and look at some of the

[00:40:23] earliest videos on my creator

[00:40:25] wizard channel

[00:40:26] I'm like super formal

[00:40:27] and I'm like sitting there

[00:40:28] and like this type of thing

[00:40:29] right

[00:40:29] and now I'm just like crazy

[00:40:31] I'm like filming the

[00:40:31] b-roll with my cats

[00:40:33] and like

[00:40:34] just being weird

[00:40:35] and like this

[00:40:36] you know I think people just

[00:40:37] resonate with just like

[00:40:38] being uniquely you

[00:40:39] yeah

[00:40:39] yeah I'm so

[00:40:40] it adds us as a magnet

[00:40:42] right

[00:40:42] for the people that you really

[00:40:43] want to want to attract

[00:40:44] and you know

[00:40:46] we obviously deal with a lot of people

[00:40:47] that are maybe at that

[00:40:49] uptight face in

[00:40:51] you know

[00:40:51] in their content creation

[00:40:52] might be the first time

[00:40:53] that actually in front of a camera

[00:40:54] you know

[00:40:54] we've had to sit down with them

[00:40:56] a couple times like

[00:40:57] hey let's do this again

[00:40:57] and this way

[00:40:58] and you know

[00:40:59] take a deep breath

[00:41:00] let's go walk

[00:41:00] like think about something nice

[00:41:02] and all these

[00:41:02] these things

[00:41:03] like to get them through

[00:41:05] to be more

[00:41:06] them

[00:41:06] right

[00:41:07] and I remember

[00:41:08] for us

[00:41:09] that was very similar

[00:41:10] and it got to a moment

[00:41:11] where we're like

[00:41:12] the

[00:41:12] our

[00:41:12] we call this

[00:41:13] screw it moment

[00:41:13] you know

[00:41:13] where we're like screw it

[00:41:15] you know

[00:41:15] what it is

[00:41:15] what it is

[00:41:16] you know

[00:41:16] we're

[00:41:17] we're gonna do the hair

[00:41:18] we have a hoodie

[00:41:18] we'll jump in here

[00:41:19] we'll do it

[00:41:20] and that was like

[00:41:20] the moment

[00:41:21] where we unlocked

[00:41:22] consistency

[00:41:23] right

[00:41:23] because

[00:41:23] it was

[00:41:24] we just removed a ton of

[00:41:25] friction

[00:41:25] mental friction

[00:41:26] mental weights

[00:41:27] that we had

[00:41:28] and we knew by

[00:41:29] conquering consistency

[00:41:31] then we can start getting

[00:41:32] better right

[00:41:32] because you put in the reps

[00:41:33] and you do that

[00:41:34] and obviously you've done it

[00:41:35] for for

[00:41:36] many years

[00:41:36] right

[00:41:36] so

[00:41:37] now you have your style

[00:41:38] you could

[00:41:38] you know

[00:41:38] for flow

[00:41:39] you can jump on this

[00:41:39] interview

[00:41:40] be like

[00:41:40] hey let's talk about

[00:41:41] all this right

[00:41:42] and

[00:41:43] but I'm with you right

[00:41:44] it's

[00:41:45] identifying those

[00:41:46] friction points

[00:41:47] in your own process

[00:41:48] and be like

[00:41:49] okay

[00:41:49] how can I remove it

[00:41:51] so I can actually

[00:41:52] go and operate

[00:41:52] you mentioned the teleprompter

[00:41:53] right

[00:41:53] that's a tool

[00:41:54] that maybe a lot of people

[00:41:55] might be starting thinking

[00:41:56] and I know

[00:41:57] that a lot of people are

[00:41:58] thinking

[00:41:58] if I use a teleprompter

[00:42:00] I do not know my topic enough

[00:42:02] I'm like

[00:42:02] it's not about that

[00:42:03] right

[00:42:04] it's about so many other things

[00:42:05] it's like

[00:42:05] looking at your audience

[00:42:06] in the eye

[00:42:07] right

[00:42:07] it's about

[00:42:07] I'm talking to them

[00:42:09] and not

[00:42:09] with somebody else

[00:42:10] and what you mentioned

[00:42:11] like slight

[00:42:11] you know

[00:42:12] a little bit lower

[00:42:13] those are details

[00:42:14] that matter

[00:42:14] when you get to

[00:42:16] you know

[00:42:17] the level that

[00:42:17] that you are

[00:42:18] at the moment

[00:42:18] so I appreciate you

[00:42:19] being transparent

[00:42:20] with all this

[00:42:21] I will say

[00:42:21] yeah

[00:42:22] oh sorry

[00:42:22] go ahead Justin

[00:42:24] yeah no

[00:42:25] I just wanted to add

[00:42:25] bookend that

[00:42:26] with one thing

[00:42:27] you know

[00:42:27] I got off stage

[00:42:28] I was speaking at a conference

[00:42:29] recently

[00:42:29] and someone asked me

[00:42:31] how do you

[00:42:32] seem so natural

[00:42:33] on stage

[00:42:34] like how

[00:42:34] like how are you

[00:42:35] able to like

[00:42:36] you know

[00:42:36] tell these stories

[00:42:37] and like just be very

[00:42:38] kind of on the fly

[00:42:39] and it seems as though

[00:42:40] it's kind of

[00:42:40] supernatural for you

[00:42:42] and I

[00:42:42] no one had ever asked me that

[00:42:43] before

[00:42:44] and so I thought about it

[00:42:45] and

[00:42:46] I think the single

[00:42:47] if there was a single piece

[00:42:48] of advice that I could give

[00:42:49] to anyone

[00:42:49] about being more natural

[00:42:51] on camera

[00:42:52] was

[00:42:53] livestream

[00:42:55] I've been live streaming

[00:42:56] every single week

[00:42:57] for about three years now

[00:42:59] and that is a very unique

[00:43:01] skill set

[00:43:02] where

[00:43:05] like someone to talk to

[00:43:07] like how I would get

[00:43:08] like a co-host

[00:43:08] I feel the same way

[00:43:09] Justin

[00:43:10] wait you don't use your cats

[00:43:12] as co-host

[00:43:13] and wait it's not that

[00:43:14] you know what

[00:43:15] that would be a good idea

[00:43:16] I should put them in here

[00:43:17] where I do it

[00:43:17] no but it's like

[00:43:18] I am

[00:43:18] I am

[00:43:19] the only thing that I'm

[00:43:20] I'm doing is

[00:43:21] interacting with the chat

[00:43:22] yeah

[00:43:22] right and so there are times

[00:43:24] where

[00:43:24] no one's asking questions

[00:43:26] or like

[00:43:27] I don't really know

[00:43:28] what to say

[00:43:28] for the next thing

[00:43:29] and I just have to kind of

[00:43:29] get good

[00:43:30] at being like

[00:43:31] oh and that reminds me

[00:43:32] like let me

[00:43:32] transition to this next

[00:43:33] topic

[00:43:33] and so it's like

[00:43:34] I've gotten super good

[00:43:35] at just kind of

[00:43:36] thinking on the fly

[00:43:37] about how to

[00:43:38] like that's how I was able to do

[00:43:39] you know this

[00:43:40] podcast

[00:43:40] where we didn't even have prep

[00:43:41] I've never met you guys

[00:43:42] we hopped on

[00:43:43] and we're like

[00:43:44] we're having a great

[00:43:44] conversation

[00:43:45] because it's like

[00:43:45] I'm able

[00:43:46] because I've been doing it

[00:43:48] every single week

[00:43:48] talking about this topic

[00:43:50] I have so many things

[00:43:51] to talk about

[00:43:52] because of this

[00:43:53] repetitions that I put in

[00:43:55] just kind of talking

[00:43:56] by myself

[00:43:57] in my bedroom

[00:43:57] you know

[00:43:58] for an hour every week

[00:44:00] you know

[00:44:01] or not my bedroom is in office

[00:44:02] but you know

[00:44:03] you know what I mean

[00:44:04] yeah

[00:44:04] yeah

[00:44:05] it might be the bedroom

[00:44:06] when the wife gets mad

[00:44:07] but yeah

[00:44:07] just it

[00:44:09] it's funny

[00:44:10] and funny that you mentioned

[00:44:11] that about the life

[00:44:12] because before

[00:44:13] we actually started

[00:44:14] the podcast

[00:44:14] we had a challenge

[00:44:15] called the 45 live

[00:44:17] and it came out

[00:44:19] from necessity

[00:44:20] right

[00:44:20] and at the same time

[00:44:21] we were kind of doing this

[00:44:22] the 75 hard

[00:44:23] so I like

[00:44:24] all right

[00:44:24] how do we stay consistent

[00:44:26] and you know

[00:44:27] we got the inspiration

[00:44:28] from 75 hard to

[00:44:29] hey let's do a challenge

[00:44:30] and we created the 45

[00:44:32] live which was

[00:44:33] go live

[00:44:33] for 45 days

[00:44:34] in a row

[00:44:35] and it was internal

[00:44:36] it was just me and

[00:44:37] buzzing

[00:44:37] just the two of us

[00:44:38] and that actually

[00:44:39] kick started a lot of things

[00:44:40] he could start the podcast

[00:44:42] it actually

[00:44:43] led us to

[00:44:44] some great partnerships

[00:44:46] right

[00:44:46] because there are some people

[00:44:47] that weren't commenting

[00:44:48] but they were

[00:44:48] you know

[00:44:49] the silent watchers

[00:44:50] and that turned into

[00:44:51] amazing partnerships

[00:44:52] and opportunities

[00:44:53] and

[00:44:54] when we decided to start

[00:44:56] the podcast

[00:44:56] now that you mentioned it

[00:44:58] the skill carry

[00:45:00] we went on the podcast

[00:45:01] and at first word

[00:45:02] like you know what

[00:45:03] to stay consistent

[00:45:04] we're gonna

[00:45:04] do the show

[00:45:05] live

[00:45:06] like we used to do the first

[00:45:07] like 200 episodes

[00:45:08] we were live

[00:45:09] every single time

[00:45:10] that's why we have this

[00:45:12] animated intro

[00:45:13] right

[00:45:13] we might bring it back

[00:45:14] who knows

[00:45:14] we might bring the

[00:45:15] the lives back

[00:45:16] we're working on the logistics

[00:45:17] to the studio right now

[00:45:18] it's a great way

[00:45:19] and you really

[00:45:20] made me consider

[00:45:21] should we get all of our clients

[00:45:24] to do the 45 live challenge

[00:45:26] as soon as they sign up

[00:45:28] because a lot of them

[00:45:29] is very difficult

[00:45:30] to get them in front

[00:45:31] of the camera

[00:45:32] and

[00:45:34] be

[00:45:34] I don't want to see be themselves

[00:45:35] but be comfortable

[00:45:36] right just like

[00:45:37] be comfortable in front of the camera

[00:45:39] like

[00:45:39] we're having a conversation

[00:45:40] they're extremely comfortable

[00:45:42] and then as soon as we tell them

[00:45:42] all right we're

[00:45:43] about to start recording

[00:45:44] and they see the

[00:45:45] five second countdown

[00:45:46] on Riverside

[00:45:47] they stiffen up

[00:45:48] they're like

[00:45:48] mommies are like

[00:45:49] what happened

[00:45:50] what is going on

[00:45:51] they're like this

[00:45:52] yeah yeah

[00:45:53] this is this is like this

[00:45:54] that's right

[00:45:54] literally and we're like

[00:45:55] you are so extroverted

[00:45:57] as soon as this went on

[00:45:58] like it all went out the window

[00:45:59] do you know what

[00:46:00] what was the crazy experiment

[00:46:01] that we did once

[00:46:02] we were in Boise, Idaho

[00:46:03] and we were in this coffee shop

[00:46:05] and we decided that

[00:46:06] that trip that we're gonna

[00:46:07] vlog the experience

[00:46:08] right or I decided

[00:46:09] that we're gonna

[00:46:10] vlog that experience

[00:46:11] once it was like

[00:46:12] whatever you do

[00:46:13] whatever you want to

[00:46:14] but we were drawing the show

[00:46:15] I think it was like

[00:46:16] 300 plus episodes at the time

[00:46:17] live right

[00:46:18] with the people coming in

[00:46:19] out the experience

[00:46:21] and I remember

[00:46:21] the first

[00:46:22] we were recording on a coffee shop

[00:46:24] and then we go to a gas station

[00:46:25] next door

[00:46:26] and we're gonna record

[00:46:27] the interaction

[00:46:28] instead of the gas station

[00:46:29] you know we have the camera

[00:46:30] in front of my face

[00:46:31] and I remember

[00:46:33] feeling the same way I felt

[00:46:35] before our first ever interview

[00:46:37] on the podcast

[00:46:38] and in my head I was like

[00:46:40] we've done this like

[00:46:42] 400 plus times plus

[00:46:43] 45 light

[00:46:44] but I'm in a public space

[00:46:45] with like people that I don't know

[00:46:47] with this camera in front of my face

[00:46:49] and I remember starting to talk

[00:46:50] to the camera

[00:46:51] and then this manager came

[00:46:52] with like you guys

[00:46:52] can be recording here

[00:46:53] and we're like

[00:46:53] I totally freaked out

[00:46:55] and I like it too

[00:46:56] I remember you know

[00:46:58] we did an episode on this

[00:46:58] on on on

[00:46:59] feeling that way

[00:47:00] and it was a really great exercise

[00:47:02] to be like wow

[00:47:02] I identify now again

[00:47:04] I went back to that place

[00:47:05] and this is another skill

[00:47:06] that we have to develop at this point

[00:47:08] and it was super interesting

[00:47:09] to go to that to that spot

[00:47:10] and do you know

[00:47:12] do you know Pat Flynn

[00:47:12] do you know who Pat Flynn is

[00:47:13] am I assuming

[00:47:14] I do yeah

[00:47:15] okay

[00:47:15] a bit on his podcast

[00:47:16] yeah

[00:47:16] perfect

[00:47:17] okay

[00:47:17] so before

[00:47:18] like I knew him

[00:47:19] for the podcast inside

[00:47:20] we have some of his products

[00:47:21] and and uh

[00:47:22] well I just recently discovered

[00:47:24] that he's an avid

[00:47:25] Pokemon card collector

[00:47:26] right

[00:47:27] yeah

[00:47:28] I've been getting into

[00:47:29] into Pokemon cards

[00:47:29] but uh

[00:47:31] his live streams

[00:47:32] on Pokemon card like

[00:47:35] opening the packs

[00:47:36] is incredible

[00:47:36] the way that he interacts

[00:47:37] with the

[00:47:38] with the

[00:47:38] with the chat

[00:47:39] and it's not about the product

[00:47:40] and the thing

[00:47:40] it was about the

[00:47:41] the whole experience

[00:47:42] that he's crafting

[00:47:43] for the audience

[00:47:43] and by you saying

[00:47:44] that was like wow

[00:47:45] what a great tool

[00:47:46] for people to start getting

[00:47:47] into this

[00:47:48] and putting on the reps

[00:47:49] he's grabbing a hobby

[00:47:50] that he loves

[00:47:51] and and then he's

[00:47:53] shifting his live stream on

[00:47:54] it's not a business live stream

[00:47:55] it's like his passion thing

[00:47:57] so even if you are

[00:47:58] developing content

[00:47:59] for your business

[00:48:00] what is something around the house

[00:48:02] around things that you like

[00:48:03] that you can start live streaming

[00:48:05] about and getting those reps

[00:48:07] and I think super interesting

[00:48:08] because you can always grab

[00:48:10] things from there

[00:48:11] and then apply

[00:48:11] into your business content

[00:48:12] yeah

[00:48:13] you know one thing

[00:48:14] I realized

[00:48:15] when I started educating people

[00:48:17] around sponsorship strategy

[00:48:18] was this

[00:48:19] idea around pitching

[00:48:21] and reaching out

[00:48:22] and talking with brands

[00:48:23] and stuff

[00:48:23] for me is second nature

[00:48:25] because I've been doing it

[00:48:26] for so long

[00:48:27] but when I started educating

[00:48:28] people I really forgot that

[00:48:30] I really forgot that for most people

[00:48:32] it's not second nature

[00:48:34] and so when I was like

[00:48:35] oh just send the email to the brand

[00:48:36] and no big deal

[00:48:37] like I'll help you write the pitch

[00:48:38] and just hit send

[00:48:39] and people would be like

[00:48:39] I can't do that

[00:48:41] I can't

[00:48:41] what if they say no

[00:48:42] what if they don't respond

[00:48:44] and so

[00:48:45] it's been an experience

[00:48:47] for me to

[00:48:49] work with a lot of creators

[00:48:50] who are at the earlier stages

[00:48:52] of their career

[00:48:53] and realize that

[00:48:53] no actually getting the

[00:48:55] repetitions in

[00:48:56] at the beginning

[00:48:56] of realizing that

[00:48:58] like if a brand doesn't respond

[00:48:59] or says no to you

[00:49:01] what I say it's

[00:49:02] it's not no

[00:49:03] it's not yet

[00:49:05] that's always been my perspective

[00:49:07] it's like

[00:49:07] if a brand

[00:49:08] unless a brand says

[00:49:09] don't ever contact me again

[00:49:11] I'm gonna

[00:49:12] I'm gonna call the police

[00:49:13] like you should always

[00:49:16] like that's a brand

[00:49:17] that you should be nurturing

[00:49:19] because it may not be now

[00:49:21] that they're ready to collaborate

[00:49:22] with you

[00:49:22] but in a year

[00:49:23] when their CEO decides

[00:49:25] that content is a priority

[00:49:26] and you happen to reach

[00:49:27] out again because they're in your

[00:49:29] monthly nurture

[00:49:30] monthly or quarterly nurturing cycle

[00:49:32] they're gonna be like

[00:49:33] oh I'm so glad you emailed

[00:49:34] your top of mind now

[00:49:35] because

[00:49:36] you know this is a priority for us

[00:49:37] right now

[00:49:37] I cannot tell you

[00:49:38] this is how it happens

[00:49:40] like when I tell people

[00:49:41] when I sit them down

[00:49:41] and be like

[00:49:42] the point of pitching

[00:49:43] is not to get a deal

[00:49:45] the point is to get on their radar

[00:49:47] so that when they are ready

[00:49:49] to collaborate with you

[00:49:50] your top of mind

[00:49:51] that is the whole point of pitching

[00:49:53] and having it be part of

[00:49:54] your regular routine

[00:49:55] as a

[00:49:56] creator business

[00:49:58] and people's minds are blown

[00:49:59] like oh wow

[00:49:59] like I was getting

[00:50:00] all like

[00:50:01] depressed

[00:50:01] when a brand would be like

[00:50:03] no we're not

[00:50:03] like

[00:50:04] we don't have a budget for this right now

[00:50:05] and I'm like

[00:50:05] that doesn't matter

[00:50:06] like you're now on their radar

[00:50:07] start emailing them every month

[00:50:09] every quarter

[00:50:10] believe me

[00:50:11] in a year

[00:50:11] in two years

[00:50:12] you're gonna work with them

[00:50:13] believe me

[00:50:14] yeah

[00:50:14] wow that's amazing

[00:50:15] show up at their office

[00:50:16] like oh

[00:50:17] you know

[00:50:17] I just bought this extra coffee

[00:50:20] yeah we just got these

[00:50:21] two dozen donuts randomly

[00:50:23] damn look at that

[00:50:25] you know

[00:50:25] and by the way

[00:50:26] click the link in the show notes

[00:50:28] if you want Lewis's course on stocking

[00:50:30] only

[00:50:32] $5.99

[00:50:32] for

[00:50:33] for Cyber Monday

[00:50:34] $5.99

[00:50:37] oh my god

[00:50:37] even better offer

[00:50:39] for free

[00:50:42] Justin

[00:50:42] this has been

[00:50:43] absolutely amazing

[00:50:44] I am curious before

[00:50:45] we have one last question

[00:50:46] that we ask every guest

[00:50:47] but before that

[00:50:48] I'm curious on your live streaming

[00:50:50] what exactly do you do

[00:50:51] your live streaming

[00:50:52] about and then on what platform

[00:50:54] do you do it

[00:50:55] um

[00:50:56] well it's a

[00:50:57] it's a live stream

[00:50:57] all about mail modeling

[00:50:59] makes sense

[00:51:00] makes sense

[00:51:00] and you do it on your golden speed

[00:51:02] all right

[00:51:02] sign us up

[00:51:07] holding the cap

[00:51:10] my god

[00:51:10] I love podcasts like this

[00:51:14] my live stream is all around

[00:51:16] sponsorships

[00:51:17] and brand deal negotiation

[00:51:18] so I talk all about this

[00:51:19] very nerdy

[00:51:20] and very niche topic

[00:51:21] around working with brands

[00:51:23] collaborating

[00:51:24] it's very interactive people

[00:51:26] oh I got this brand in my inbox

[00:51:27] and I want to do this

[00:51:28] like you know

[00:51:28] what should I say to them

[00:51:29] likes this everything

[00:51:30] so I literally just answer

[00:51:31] people's questions for an

[00:51:32] for an hour basically

[00:51:33] around

[00:51:33] brand deal strategy

[00:51:34] is that inside your

[00:51:35] your community

[00:51:36] I know you have a circle

[00:51:37] community

[00:51:37] or is that live on youtube

[00:51:40] yeah it's live on

[00:51:41] I both I stream across every

[00:51:42] platform

[00:51:43] youtube

[00:51:43] linkedin

[00:51:44] twitter

[00:51:44] etc

[00:51:45] yeah

[00:51:46] clarifying

[00:51:47] no golden speedo

[00:51:50] I mean

[00:51:51] you can't really see

[00:51:52] you know what I'm wearing

[00:51:53] well there we go

[00:51:55] from the waist down

[00:51:55] yeah

[00:51:56] no no only fans

[00:51:58] streaming

[00:52:00] that's awesome

[00:52:01] I was asking Lee selfish

[00:52:02] so I can go and join one of

[00:52:03] those

[00:52:03] I would love to

[00:52:04] to catch one of those lives

[00:52:05] I would love for you guys

[00:52:06] to come on

[00:52:06] it would be it would be awesome

[00:52:07] yeah we'll be on the chat right

[00:52:09] there

[00:52:10] Justin please do

[00:52:11] so last question

[00:52:12] we ask everyone

[00:52:14] usually we ask two

[00:52:15] but the reason I'm not asking

[00:52:16] for the action

[00:52:17] points is because I think this

[00:52:18] episode is

[00:52:19] packed

[00:52:20] with action points

[00:52:21] things

[00:52:22] that you guys can do

[00:52:23] to move one step closer

[00:52:25] towards getting that sponsorship

[00:52:27] for you know

[00:52:28] whatever medium it is

[00:52:29] that you guys are publishing on

[00:52:31] but this question

[00:52:33] it's um

[00:52:35] we love this question

[00:52:36] where would you be

[00:52:37] if you didn't publish ever

[00:52:49] I think I would still be working

[00:52:50] in medical devices

[00:52:52] as an engineer

[00:52:53] I don't think that I would be

[00:52:55] and actually

[00:52:57] I would be there

[00:52:58] if it were not for my wife

[00:53:00] if it were not for my wife

[00:53:01] having the courage to

[00:53:03] hit publish

[00:53:04] on her first youtube video

[00:53:05] because I learned a lot of

[00:53:07] of you know

[00:53:08] what it takes to actually have the

[00:53:10] perseverance to

[00:53:11] create content from her

[00:53:13] and so I attribute a lot of my

[00:53:15] success to her

[00:53:15] that's awesome

[00:53:16] that's awesome

[00:53:17] thank thanks for sharing

[00:53:18] hopefully that helps

[00:53:18] somebody that's about to hit

[00:53:20] publish

[00:53:20] you know to go actually publish it

[00:53:23] just it's been an absolute

[00:53:24] pleasure man

[00:53:24] thanks for coming on

[00:53:25] Fancy has been

[00:53:26] stopped

[00:53:26] you know talking non-stop

[00:53:28] about your tweets and things

[00:53:29] and it's such an incredible

[00:53:31] resource right

[00:53:32] we're gonna keep this up

[00:53:32] it's not only public

[00:53:33] but also as a

[00:53:35] reference for everybody that

[00:53:36] comes here into the studio

[00:53:37] that has that question

[00:53:38] be like hey

[00:53:39] this is what you need to

[00:53:40] to consume

[00:53:41] learn a little bit more

[00:53:42] you know meet Justin

[00:53:43] and hopefully

[00:53:44] this is a sort of really cool

[00:53:45] relationship man

[00:53:46] yeah

[00:53:47] it's a super honor to have you

[00:53:48] yeah how can people connect

[00:53:49] and stay in touch with you

[00:53:51] yeah sure so

[00:53:52] probably the best way is

[00:53:54] my weekly newsletter

[00:53:55] creatorwizard.com

[00:53:57] join

[00:53:58] probably the main reason you

[00:53:59] want to join

[00:54:00] is because I send you

[00:54:02] paid sponsorship opportunities

[00:54:03] for free

[00:54:04] on a silver platter

[00:54:05] I'd be like hey these are brands

[00:54:07] that are currently

[00:54:08] actively trying to find

[00:54:09] creators to collaborate with

[00:54:11] and so

[00:54:12] so that it's actually a four

[00:54:14] times weekly newsletter

[00:54:15] so my newsletter is like

[00:54:16] one of the biggest parts

[00:54:16] of my business

[00:54:17] actually I love

[00:54:18] you know being able to send

[00:54:19] videos and podcasts

[00:54:21] and all sorts of stuff

[00:54:22] I have my own podcast

[00:54:23] we didn't even talk about

[00:54:23] where it's called creator debates

[00:54:24] where every episode pits

[00:54:26] to high profile creators

[00:54:28] against each other

[00:54:28] it's so good

[00:54:29] topic in the creator comment

[00:54:30] it's so good

[00:54:31] yeah thank you man

[00:54:32] I appreciate it

[00:54:33] yeah so

[00:54:33] so yeah

[00:54:34] creatorwizard.com

[00:54:35] slash join

[00:54:35] is the best way to find out

[00:54:36] everything that's going on

[00:54:37] in my universe

[00:54:38] yeah we're gonna have to bring

[00:54:39] you back just to talk

[00:54:40] exclusive podcasting

[00:54:41] because I know you also have

[00:54:43] yeah

[00:54:43] you started your podcast

[00:54:44] through some sort of

[00:54:46] realization there

[00:54:47] with the ads loss

[00:54:47] and all that stuff

[00:54:48] that I think is pretty

[00:54:49] interesting

[00:54:50] but just a minute

[00:54:51] thank you so much for a comment

[00:54:52] I want to encourage everybody

[00:54:53] obviously listening to join

[00:54:55] the newsletter

[00:54:56] incredible

[00:54:57] value you're gonna learn

[00:54:58] a lot from Justin

[00:54:59] follow him on youtube

[00:55:00] on twitter

[00:55:01] he is extremely active

[00:55:03] in all those platforms

[00:55:04] maybe you even want to

[00:55:05] check out his youtube channel

[00:55:06] with his wife right

[00:55:07] April justin tv

[00:55:08] you're gonna see him dress up

[00:55:10] as a boy scout

[00:55:11] which is pretty pretty cool

[00:55:12] let me tell you

[00:55:13] I am an eagle scout

[00:55:14] I am an eagle scout

[00:55:15] there you are

[00:55:16] yeah all these

[00:55:17] things that people don't know

[00:55:18] about me

[00:55:19] yeah

[00:55:19] let's go

[00:55:19] I know that

[00:55:20] that channel's where

[00:55:22] you go to learn the secrets

[00:55:25] well I mean

[00:55:25] that's under the eagle scout

[00:55:28] uniform was the golden speedo

[00:55:31] he has to be there always

[00:55:32] he has to be there

[00:55:33] bring in bring in a

[00:55:34] bring in a poster

[00:55:35] there we go

[00:55:37] jessie anything else

[00:55:37] do you want to add

[00:55:38] before we head out

[00:55:40] um

[00:55:40] yeah if I could

[00:55:42] if I could just give

[00:55:42] one parting note of encouragement

[00:55:45] like

[00:55:45] I'm just gonna like

[00:55:46] cue the rocky music

[00:55:48] or like the encouraging

[00:55:49] motivational soundtrack

[00:55:50] is just like

[00:55:51] you can do this

[00:55:52] like sponsorships

[00:55:53] I believe is for everyone

[00:55:54] like it doesn't matter how

[00:55:56] what size you are

[00:55:57] what niche you're in

[00:55:58] it doesn't matter

[00:55:59] if you've never done it before

[00:56:00] there exist brands

[00:56:02] and companies out there

[00:56:03] that you can

[00:56:03] capability serve

[00:56:04] and

[00:56:05] you can actually make

[00:56:06] a lot of money doing this

[00:56:07] if you're thinking that

[00:56:09] oh how much could I really make

[00:56:10] $25 CPM on a podcast

[00:56:12] no no no

[00:56:13] it's not about CPM

[00:56:14] it's not about

[00:56:15] you know

[00:56:16] this couple hundred

[00:56:17] bucks this brand

[00:56:17] is like throwing your way

[00:56:19] no you can actually make

[00:56:20] you might

[00:56:20] like you mentioned at the top

[00:56:21] my wife and I've made

[00:56:22] four million dollars

[00:56:24] sponsorships

[00:56:25] and you know in the last decade

[00:56:26] plus

[00:56:26] and so like it can be a very

[00:56:28] very huge

[00:56:29] and have a very huge impact

[00:56:30] on your life

[00:56:31] in your business

[00:56:32] so

[00:56:32] give it a shot

[00:56:33] I love it

[00:56:34] I love it

[00:56:34] this episode has been full

[00:56:36] of what we call

[00:56:36] golden boulders

[00:56:37] just like golden nuggets

[00:56:38] just way bigger

[00:56:40] absolutely amazing

[00:56:41] Justin

[00:56:41] thank you so much

[00:56:42] with that said guys

[00:56:43] thank you so much

[00:56:44] for tuning to the content

[00:56:45] profit podcast

[00:56:46] go ahead and follow the show

[00:56:47] in your favorite podcasting

[00:56:48] platform

[00:56:48] and on social media

[00:56:49] at bisbrowsco

[00:56:51] that is Ranif Justin here

[00:56:52] helping move one step closer

[00:56:54] towards closing

[00:56:55] that sponsorship deal

[00:56:56] please make sure you share

[00:56:58] this episode

[00:56:58] and

[00:56:59] and

[00:56:59] leave a five-star review

[00:57:01] see ya

[00:57:01] bye guys