The Guy That Generated $50 Million with No Sales Pitch & The Question That Sells More Than Sales Teams with Josh Tapp

[00:00:00] Agency Work is sexy. Me Josh Tap, the entrepreneur and podcaster that made $50 million

[00:00:08] mainly through relationships. I launched a different show, I'm just

[00:00:12] called the Pantheon, there's not even a public RSS feed, it's not iTunes, it's

[00:00:15] not those places, I literally text voice memos to a small list of people but

[00:00:21] that list we've got about 750,000, 800 grand from my started like five, six months ago.

[00:00:26] He also shared with us the secret on how he transitions the conversations to cells.

[00:00:32] So my say that is called from homey to money. The thing is you never need to sell,

[00:00:37] okay people will ask you for what you want if you present an exciting enough solution.

[00:00:42] If you're an entrepreneur podcaster or a service provider that is looking for ways

[00:00:48] to get more business through your content this is a conversation for you. Like if you want to become

[00:00:55] successful get excited about what other people are doing.

[00:00:57] We've got some fresh new y'all tap. And this is Luis. To walk on to content is Profit, podcast.

[00:01:04] In here you're going to get the insights, accountability and drive to create consistently

[00:01:08] and increase revenue. You'll hear from top entrepreneurs, creators and anything

[00:01:12] and everything you need to know about content all this we're having a good time.

[00:01:15] The Goldie's podcast is simple, entertain, educate and turn your content into profit.

[00:01:21] Let's go.

[00:01:22] Hey, guys today we have an incredible person I actually met him at Capturebians Live in Orlando a few

[00:01:30] weeks ago and his presentation was by far my favorite not because there's no slides which was great

[00:01:37] but also the thing that he was talking about how he was able to grow his business and help a ton of

[00:01:42] people with a very simple framework. And it's something that you know we've kind of touch here

[00:01:47] and there but the way that he presented was awesome. And then we were able to connect over different

[00:01:51] calls and hopefully we'll be doing some stuff together moving forward. But you know he's known as

[00:01:56] a podcast guy, he's a founder and chairman of Pantheon FM as well as the host of the Locky Titan

[00:02:02] podcast which link right below if you want to go check it out. That show is Apple iTunes Stop

[00:02:08] 50 Marketing and Entrepreneurship Podcast. He has worked with over 1500 clients and generated

[00:02:15] over 25 million in revenue through his unique business strategies. Boy boy with his company he

[00:02:22] aims to build a predictable and profitable audience building machine. How does that sound to you,

[00:02:27] Fancy? Juicy I'm ready to devise. Juicy. Bring him on. Juicy. Bring him on. Guys please welcome

[00:02:35] future continuous profit. Hall of Famer.

[00:02:42] You as good Josh. Dude what an intro. I'm like that's off to you guys.

[00:02:48] I'm gonna go ahead Josh here for a second. I thought either my brother forgot the button or your name.

[00:02:54] I was like wait for me for God. Wait for me for God. He's like we had dinner. I don't remember this

[00:02:58] dude's name. No that would never ever happen man. That was great. That was great. That was a great

[00:03:05] dinner that we got to you know find out that you also love Disney and we love Disney. That was

[00:03:09] pretty much the whole conversation. No I'm joking. Man Josh it's really an honor to have you here man.

[00:03:15] I'm kind of I'm kind of pissed. I'm kind of pissed and angry that we do meet earlier.

[00:03:19] That's it. I know someone's fired. That's all we got now here man. I like that. I like them.

[00:03:25] So Fancy hit us with the first question and we'll go from there cool. Yeah I'm gonna

[00:03:29] sleep in and you know take over this interview right now. Like my brother mentioned he says you've

[00:03:34] generated oh I mean you work with over 1500 clients in generated over 25 million in revenue.

[00:03:40] The question is how has content played a role in all that? Dude how to percent. That's actually

[00:03:47] out data we literally just in January across the 50 million dollar mark and I was like wow

[00:03:52] I wasn't going to stay until the cross. It's just dude yes. Yeah. I freaking love how you guys

[00:03:58] run this show by the way this is awesome. We're gonna have to edit that out. But yeah so

[00:04:06] content has played a huge role in what we've done. My podcast was the core driver of all of my

[00:04:12] companies. So we built and sold four agencies. All of those were in the marketing sector and we

[00:04:17] basically built those along with the mastermind that I still currently run at Pantheon FM.

[00:04:22] We built them all through relationship building through content and a lot of people think it's

[00:04:27] because we have a lot of listeners and for a long time I thought so too until we actually tracked

[00:04:31] it. We were generating at a 10 to 1 ratio dollar per dollar from our guests then we were

[00:04:41] from our actual listeners and so when we realized that we actually changed the entire strategy around

[00:04:45] focusing on building solid relationship with with guests building partnerships with them and

[00:04:50] using that to generate high ticket sales at the end of the day. Interesting. Before the conversation

[00:04:55] and I ask you what is your superpower right? And you said 100% is seeing the deal in every relationship

[00:05:04] something that we realized early on when we started contenting this profit was a power of

[00:05:08] relationships right. I think we were lucky enough that one of or you know I think between our first

[00:05:13] 10 episodes we have somebody come in and say I want to work with you guys and that little by live

[00:05:18] all said hmm maybe we should be bringing on the show obviously the people that can provide value

[00:05:24] to the audience but at the same time the people that we want to work with that we would love to

[00:05:28] work with and build that relationship with and that change the whole trajectory of the podcast.

[00:05:34] I feel like you are at the Pantheon right? You know what I mean. Of relationship building in a

[00:05:42] podcast right? Like you said you've done over 2,000 podcasts episodes you have one of the top

[00:05:47] you know marketing entrepreneurial podcasts out there it's impressive and I'm curious how has that

[00:05:54] been possible. How has that evolved for you right? I mean you said you guys saw the data 10 to 1

[00:06:01] right dollars attributed but when did you discover that power of relationship driving through content

[00:06:07] is content just the vehicle or does content do something else besides you know putting your face

[00:06:13] to face with the person that you want to talk to. Yeah and that's actually there's a few questions

[00:06:18] there I'm going to unpack a little bit because a lot of people and it also put this way my story

[00:06:24] was doing everything wrong so I knew what not to do like that's and it's still truthfully it's kind

[00:06:29] of my been my relationship with business is like do everything as fast as you can even if it's

[00:06:34] the wrong way to figure it out right? And I will say that barring the fact that it cannot be immoral

[00:06:40] unethical unintegrable you get the point right? So it has to be it has to fit within my standards

[00:06:46] but like you know what I'm going to try running ads to grow my show I'm going to try hiring these

[00:06:52] different agencies. I'm gonna try the person who hits me up on on LinkedIn who says hey I can get

[00:06:56] you 100,000 subscribers for $300 I'm gonna try all those things right? Yeah and it was interesting

[00:07:02] is trying all those things actually helped us to grow the show really quickly and when we started

[00:07:08] so the lucky titan is actually an evolution I've had four different shows as well and all of them

[00:07:14] have been interviewing entrepreneurs but when I first started and I was growing my show as they were

[00:07:19] not doing very well until I realized hey what if I just like bought my way there? Because at this

[00:07:24] point when we launched the lucky titan I was like I bet I could buy my way there and so we started

[00:07:29] spending I think we spent like 80 to 100 grand to get the show out there and it wasn't hiring other

[00:07:34] people it was like we're going to run ads we're gonna focus on growing our email list we're gonna do

[00:07:39] all these different things so I'm going to tell you there is a way to hack it by buying your way

[00:07:43] there right? Yeah but you will never your audience will never compete with the likes of people like

[00:07:49] Mr. Beast or Joe Rogan or John Lee Jimis because they have organically built and so their listeners are

[00:07:56] actual buyers so I just want to caveat that if you can buy your way there to get fast if you want

[00:08:01] if you want to show big numbers or whatever but having that shift and helping and changing your

[00:08:08] mentality on it going okay if we worry about the actually concern ourselves about the people

[00:08:14] on an individual level the guests are actually more important than even the listenership

[00:08:19] and what's cool is if you'll actually focus the way you guys have done even here right as you make

[00:08:22] it a fun experience for me it's going to translate to those who are listening to the show

[00:08:28] right and so what's funny is we've actually I launched a different show I'm just called the pantheon

[00:08:33] and it's not even there's not even a public RSS feed it's not iTunes it's not in those places

[00:08:38] I literally text voice memos to a small list of people but that list we've done about 750

[00:08:46] grad 8 and a grand from I started it like five six months ago right wow and so like what people

[00:08:51] don't realize is like if you actually look at content as what it is which is a gathering place

[00:08:57] it actually changes the whole trajectory of what you do because like you said faulty rise like

[00:09:02] taking the taking and putting content out there is like becoming commonplace like people are

[00:09:09] putting content out there and they're trying to make it a little bit better or whatever

[00:09:12] am I allowed to curse on your show absolutely okay so I never curse I'm Mormon it's like

[00:09:17] against our religion to curse so I apologize for those listening to this but I had a guy say this

[00:09:22] to me once he's like if you want to organically grow and go viral do you guys know Sean Whalen is

[00:09:26] yeah okay one of the most craft humans ever is buddy might but he grabs me by the cheeks it's like

[00:09:32] do cool shit Josh if you want people to see what you're doing do cool shit and I was like

[00:09:38] what like why is that so profound right if you want people to consume your content

[00:09:45] you have to do something cool and if you're not making it cool nobody's gonna watch it

[00:09:51] right like what you guys are doing just even these little sound effects and stuff makes it cool

[00:09:56] higher production value makes it cool enough that people are going to consume this

[00:09:59] right so that's from like an organic side but the guess side is it's just this is literally

[00:10:04] the fastest way in the door with successful people I've had multiple multi billionaires on my show

[00:10:09] and from that we end up doing business with each other so yeah that's just thank you man so much

[00:10:14] for laying it out there for us and congrats on on all the success that you guys have been having

[00:10:19] right especially I love the 750,000 from a private vote's memo and you know we talk about

[00:10:27] on our side when we launch the show we call this show we didn't call it podcast we actually did

[00:10:31] it on Facebook live and at the time that was like 2020 so COVID was just starting out and everybody

[00:10:38] was starting a podcast everybody was throwing a summit everybody was doing something like that

[00:10:41] and just like that little change from you know podcast to show it was really interesting because a

[00:10:47] lot of people come in and the first step was a Facebook live that we would do together that might

[00:10:51] come back and then that was the thing that we will put on the podcast vehicle and then on the

[00:10:56] on later on on the YouTube channel right and that little thing was like a different experience for

[00:11:01] them because they were recording a live show and energy was high you know all these things and even

[00:11:06] though today we still have a lot of elements from that that helped us grab a ton of traction with

[00:11:12] our guests because it was a different experience right I make it you made it more fun and it

[00:11:17] opened a lot of doors right so that's when that's when the fallacy's light bulb moment came up

[00:11:21] and it was super interesting now I've been in a few conversations where you know we share

[00:11:26] process and you know we might sell probably a lower ticket at what you're selling or we are

[00:11:30] focusing on different types of relationships right the first like 100 plus guests were not the

[00:11:35] right market for the product that we were serving so we had to switch and evolve and it has kind of

[00:11:38] evolved that way now you say that you build about four agencies right and then sold them as well

[00:11:44] and now you have obviously your mastermind we saw it on the agency side because it was a fast

[00:11:50] way to collect cash because we needed we had a 60 day runway that we're like if we don't make

[00:11:55] money in 60 days like that's it like this is game over at the time we quit our jobs to do

[00:12:01] beast-race full time and we were like five months in and we had an ultimatum from you know my wife

[00:12:06] and family that I've already said well if these doesn't work you know you go back on a mic that was

[00:12:10] like the worst nightmare for me so we had to make it work then we're like with a service it helped us

[00:12:14] right we're at moments today where we might be transitioning right that has evolved we have

[00:12:19] the brick and mortar podcast studio now on different things but why does your advice for people

[00:12:24] starting agencies from there why was it an agency why wasn't a mastermind right away was a

[00:12:29] strategic and then if you want to share a little bit of like how high of a ticket right because

[00:12:35] I was in a conversation with somebody and I was like look our services start at $3,000 a month

[00:12:40] as she got all discouraged because she was selling a book you know a $7 item and I'm like well

[00:12:45] with this specific strategy you could potentially have conversations with people that will buy

[00:12:50] a thousand books right like a library or a school system or different things so it's expanding

[00:12:55] our mind a little bit on who do we talk to regardless of the price point right so I would love to hear

[00:13:01] your thoughts on one the agency side people like going into there and you know is it the right move

[00:13:07] and then on the on the price point of like who are you relating to because a lot of people might not

[00:13:13] even see it as a possibility right right well and what I would tell you is like agency work is sexy

[00:13:22] right everybody's like oh you can build an agency you can make a ton of money with it

[00:13:26] I'm going to tell you agency work is really good to about a half a million dollars to a million

[00:13:30] dollars and sales and then what happens is actually as you grow your margin decreases because you

[00:13:36] have to increase your expenditures right so a lot of people who because our best agency we were doing

[00:13:43] I think we maxed out it almost it was right around seven million a year and it was in revenue but

[00:13:49] what was interesting is that seven million I was making the same amount I was making it four

[00:13:52] million personally but we were making more revenue in the company and yeah a lot of you especially

[00:13:56] the ops people listening to this are going yeah Josh could have fixed this this this and I'm like okay

[00:14:00] yes yes you can optimize yes you can refine but but the reason agencies are super appealing is because

[00:14:06] it's really high margin dollars if you're willing to do the work or you can outsource it for

[00:14:11] really really cheap right but at scale that's extremely complex so I always tell people

[00:14:20] like they come to me that I can't what type of business should I start I go that depends

[00:14:24] what what's your exit strategy right where do you want to make your money because when I

[00:14:29] caught on to this I realized you can build agencies and sell them to bigger agencies for a ridiculous

[00:14:34] amount of money and they'll even let you double debt from the pie right so like they'll they'll buy

[00:14:39] your agency for usually three to twelve X depending on you know what company you're selling but they'll

[00:14:46] buy you for like three to twelve X your take home pay right so if you can build this up to where

[00:14:50] and that number's called EBITDA if you're like one of the fancy people I try to keep it simple so

[00:14:54] whatever whatever money you are personally taking home from the business they'll basically pay you

[00:14:58] three years three to five years worth of of that to buy the company but a lot of times what they'll

[00:15:02] do is they'll also let you keep 10% of the company was zero work so they keep growing it and you

[00:15:08] keep getting 10% of the profits for life which is pretty much the deals that I've set up so when I

[00:15:13] sell when I sell these I didn't do the first time I really wish I had but because that one would

[00:15:16] still be paying me out today but point being is that they you could build it that way and if you

[00:15:22] think about oh that's my exit strategy is to sell it right that's one strategy another strategy

[00:15:27] is just a cash cow it right so stepping out hiring a CEO and letting them run it I will tell you

[00:15:32] with agency work and I want to be careful because I don't want to discourage people who run agencies

[00:15:37] because there's always an exception to the rule but my general rule of thumb is there's always

[00:15:41] exceptions to the rule but you're probably not it so it makes sense I'm so we when I tell a lot

[00:15:48] of people is like if you're starting an agency build it to sell it and just at the end of the day

[00:15:53] because even if you decide to keep it you've structured it profitably enough that you're making

[00:15:59] enough money that it's fun to cash cow it right yeah so it makes sense yes and so like if you

[00:16:04] identify that first it helps you decide do I build an agency do I build a coaching program because

[00:16:09] I'm going to tell you right now selling a coaching program is really hard and it'll probably never

[00:16:13] happen as of 2024 this is being recorded 10 years from now people might be buying those up like

[00:16:19] it's going to style I don't know but right now if you're a coach and like I'm going to sell this

[00:16:23] no you're not it's not going to happen but then there's like obviously physical goods right so

[00:16:29] you're like e-commerce or you know a brick and mortar business selling physical products

[00:16:32] and those should always be built to sell always I think people are we get too married to a product

[00:16:39] instead of getting married to the people right because if you actually look at an audience for

[00:16:44] you look at my audience I have served the same group of clients across all of my companies and

[00:16:49] what's cool about that is that when I sell another company I retain the rights to my list

[00:16:53] I always do that PS pro tip for you so they can use your list but you still get to use it yourself

[00:16:59] and what I'll do is I will actually just sell my next service to my existing clientele

[00:17:03] and that always allows us like build the next thing so it makes sense yeah so you're not starting

[00:17:08] from scratch every time and that network those relationships become truthfully like what keeps you

[00:17:14] growing I mean I think I told you guys about this like last year was like the hardest year for us

[00:17:18] we got hit by a huge lawsuit we got hit we got audit by the IRS freaking stripe locked up

[00:17:26] an exorbitant amount of money so like we were like in this holy crap moment

[00:17:30] we don't even have cash I'd like start personally funding the company which I hadn't done in a

[00:17:34] long time it was scary but what in essence got us out of that was we said hey we've got this list

[00:17:41] of people and I'm not talking an email list I'm talking people I can pick up my phone and call

[00:17:45] right and I just told them what we were doing so I said hey you know companies in dire straits

[00:17:50] right now so we launched a $50,000 offer that was like pretty much 101 and group coaching kind

[00:17:55] of hybrid which is it saleable and I wasn't going to do this for life but it was a bespoke offer

[00:18:01] which means it's just easy to take I just picked up the phone in like three days or close

[00:18:06] 250 grand which is enough to float the company right and like what people don't realize is that

[00:18:11] if you have that list of people and you just keep asking them what they want

[00:18:16] it's really easy to construct an offer off of it so it makes sense yeah 100%

[00:18:22] I'm one very impressed on how you can bring like very complex like structure or concepts and

[00:18:29] make it very simple for people to maybe you know thank you simple enough for people to make

[00:18:34] a decision on right and I think that's what was super exciting when when I saw your presentation

[00:18:39] right at Kapitavian's live and also interesting because I was like man we've been doing it but we were

[00:18:46] we were also over complicating it in many ways and now as you're going through this I'm like huh

[00:18:52] we can strip this out we can do this and you mentioned phone call right

[00:18:56] you mentioned I'm going to reach out and you said like in a different challenge that you guys did

[00:19:02] with with Kapitavian do the unscathable right and it was so exciting another liable moment for me

[00:19:10] was you share a story where you as an agency you lost let's say like you didn't achieve the targets

[00:19:17] and you get fired and then there was another scenario where you did achieve the targets and you also

[00:19:22] got fired right in a sense like we did too good and then they're like you know we have enough

[00:19:26] leads for like the whole year we have to stop your services and that to me was an eye opening

[00:19:30] experience right and then right around that time something like that happened to us and I was

[00:19:34] like huh so interesting and our wheels started to turn right and your presentation with Joe

[00:19:39] Pelosi who's also coming to the show soon was like okay was the exit strategy because that's

[00:19:44] going to redefine everything that we do on over the last two weeks we've been like trying to

[00:19:48] figure out like what that looks like right wait I don't think we've ever sat down and figure that

[00:19:52] one out but it was super encouraging right and I feel you know everybody out there listening

[00:19:57] right now if you're building it this happens to me often where it's like I'm so in it right like

[00:20:02] I cannot like detach myself and I go up and look at the 30 30,000 you know view 30,000 food view

[00:20:10] wow yeah yeah Monday English Monday from he's getting there British or you could have

[00:20:16] started kilometers and you know people would understand to do no real care yeah absolutely so

[00:20:22] you know I think you're bringing a lot of really cool concepts for people are building

[00:20:26] businesses are starting to publish because publishing can also be a very big distraction right

[00:20:31] like oh I didn't record the same or I should record this and why see because the audience is not

[00:20:36] liking it doesn't matter like what are the relationships that we're building that we can literally

[00:20:41] pick up the phone and do that and I feel like very honor that I could do that with you for example

[00:20:46] right and we've had a couple of those conversations and that will allow you to go further faster

[00:20:52] I'm gonna tell you I'm gonna need the more month training program man because every

[00:20:57] Mormon person I meet first they're amazing man and like they have such a you guys have such a good

[00:21:04] like core values but it's not only that I know you know you guys go out on missions and you guys are

[00:21:11] putting yourself out there knocking on doors stucking with people and I think you guys are really learning

[00:21:15] some viable skills right that translate directly into the professional world right so on that note

[00:21:25] right I'm very curious because right now the conversation has been very directed to obviously

[00:21:31] services right developing relationships I have a few questions on what you mentioned about about

[00:21:38] Sean Whalon but I'm gonna leave those for a little bit later I'm curious and once you establish

[00:21:43] a relationship right how do you go about nurturing those relationships and I want you to think

[00:21:49] about it from the point of view of somebody that they might not think of themselves of somebody with

[00:21:54] their reputation right or the authority to build relationships with some of the people that they

[00:22:01] might see on YouTube right or they might listen to an apothec as well they want to bring them on

[00:22:07] as I guess but then you know it might be a little bit scared I guess to build that relationship

[00:22:14] to pursue that relationship how do you go about nurturing those specifically people that

[00:22:19] you know might be higher up in the scale of influence if you want to put it that way yeah and

[00:22:25] you know actually this is a two-fold question so I'm gonna explain it in two ways the first one

[00:22:30] is that if you want to work with wealthy or successful people right so I'm talking you know

[00:22:35] a list actors actresses athletes obviously entrepreneurs right like any category they're way

[00:22:42] more accessible than you think number one okay so I'm just gonna put that out there's number one

[00:22:47] it's a mindset shift so go okay they're human beings and they're extremely accessible okay but

[00:22:53] there are only two things that you can offer to somebody who's wealthy when you're dead broke you

[00:22:59] could literally be homeless and offer these two things to to a successful person that's attractive

[00:23:04] to them okay the first one is relationships relationships relationship relationship so you can

[00:23:10] connect them to somebody else who could either provide a service for them that could be a potential

[00:23:14] partner for them that could be a client for them whatever it is and the second thing is save

[00:23:20] them time okay so you can save them time so it makes sense yeah those are the only two things that

[00:23:25] broke people have an abundance of right and they don't even realize they have a half the time

[00:23:29] okay because when you're broke you're like doing all these chaotic things you're busy all

[00:23:33] the time and you're going man like it's I have no times like rongo your time is so freaking cheap

[00:23:39] give it away and I'm not saying sell your services for free I'm saying yeah give your time to

[00:23:44] somebody successful okay so I'm gonna give you two examples of this or I'll give you two different

[00:23:48] I'll give you one example for this one for the next one um we had a guy okay um he's a client

[00:23:55] of ours he's big player at the time and he's like he basically helps companies to exit right so he

[00:24:02] takes them he's a consultant he basically helps them grow from like 30 million to 100 million plus

[00:24:06] right which I'll show you how I connected with that guy here in a second but but this this guy

[00:24:11] was a client right he was paying us for podcast production services at the time so he he reaches

[00:24:17] out to me and he's like hey dude I've got this guy um he's having a hard time setting up his camera

[00:24:22] setup you know and between you guys and me like we were doing millions of dollars like that should have

[00:24:26] been beneath me yes do you agree with this yes right like from the outside perspective they're

[00:24:33] like why would you do that yeah right you shouldn't be putting time towards that I 100% disagree

[00:24:38] I was like Jim has this guy's name is like Jim love you love to work with you I yeah I'll happily

[00:24:44] help this guy set up his camera right hop on FaceTime with this guy it's Bill letterer Jason who

[00:24:49] this is no no I did case studies on this guy during my master's degree program okay multi-billionaires

[00:24:56] and multiple multi six multi multi-million dollar exits right six different companies he sold

[00:25:02] for billions of dollars and he can't figure out how to set up a freaking camera okay well but

[00:25:07] craziest thing about this help him set up his camera and we just get talking while he's doing it

[00:25:12] and I'm going are you I mean you're like Bill letter like shutter stock Bill letter yeah yeah I'm like

[00:25:16] oh my gosh so I started fan-girling over this guy and but we're setting it up and he's just talking

[00:25:21] to me and I'm like well what's got you excited right now right he's like oh Josh my next project

[00:25:27] right he's starting a university in India to help train out people to become virtual assistants

[00:25:32] and this is a guy who's done billions of dollars right but this is more of like a philanthropic project

[00:25:36] for him we ended up helping him on that project did a ton of work for him that project made a ton

[00:25:40] of money off it which is awesome I don't have to sell him anything I just got excited about it and he's

[00:25:46] because I'm helping him set up his camera he's like what do you do and I'm like

[00:25:49] well let me tell you I'm in podcasting love and yeah what people don't realize is like if you

[00:25:55] just get excited about what they're doing people are going to naturally ask you what you do

[00:26:00] and you have to pitch you just be excited about what you're doing too dude I watched podcasts

[00:26:04] yeah we've got this person is really cool this person is really cool and they get all excited

[00:26:07] about it right yeah so that guy what he hired me for Bill what he hired me for was a time saving

[00:26:14] activity okay I won't go into like the details of it but basically we came in and saved him

[00:26:20] an immense amount of time by making two or three connections yeah okay the next thing is the

[00:26:25] relationship side for trying to provide relationships to people it's really super simple

[00:26:31] all you have to realize is that wealthy people know wealthy people poor people know poor people yes

[00:26:36] yeah it's kind of the way if you matter okay what I watched the lucky titan I was like

[00:26:41] because I had been interviewing like local businesses and other Mormons fun enough it's I was like

[00:26:46] I have to like interview other people and people that were in my my immediate circles but then

[00:26:51] I had somebody challenge me they're like why don't you interview like more successful people

[00:26:53] I'm like okay who's the wealthiest person I know and so I went on my LinkedIn and I had probably

[00:26:58] 2000 connections at the time scrolled through until I found a super successful one which I was like

[00:27:02] I think he's successful I would in my mind I was like he's making a couple million bucks right

[00:27:07] um and so I bring him on his name Josh timely actually still one of my favorite humans to this day

[00:27:11] because we share the same name too that helps but but Josh goes um he comes on my show and he goes

[00:27:17] Josh that was the best shot I've ever done and this guy's been on tons of shows and I know he was

[00:27:20] just being nice to me I like there's no way it was the best shot ever done I was using a blue Yeti

[00:27:25] Mike had a freaking my laptop camera it was not good okay so low production volume or like I asked

[00:27:31] him genuine questions and I was so freaking curious about what he was doing and then he asked me

[00:27:36] like what can I do for you man at the end of it I was like you know I just really want to interview

[00:27:39] more people like you he goes oh do you have like a cap on like income to come on and I was like

[00:27:44] well absolutely not I'm like that I have a lower it turns out this guy has a mastermind for

[00:27:50] billionaires you have to have a billion dollar network to be in a room wow he got me 45 guests

[00:27:55] to come on my show over the next like 30 to 60 days who were making a billion dollars a year

[00:27:59] right these are huge players and I went I think I just cracked the coat because all I did is with

[00:28:05] each of them I just I said hey like I get excited about what they're doing see if I could help

[00:28:10] them out to whatever it's at the best of my ability but I would never directly pitch them right they

[00:28:15] come on my show and I just be excited like what's what's like this is just the dream line just so

[00:28:20] you guys know I show us with everybody ask people what they're most excited about right now what's

[00:28:24] your next big product that you're stoked about because they need help with it they're going to

[00:28:29] have gaps they're trying to figure out that that's something that's a problem they're actively

[00:28:32] trying to solve right now right that makes sense I think there's just one the biggest golden

[00:28:40] boulder of the show right now if you might if you're asking yourself what is a golden boulder

[00:28:46] is like a golden nugget just way bigger way more powerful

[00:28:52] I was asking myself that but I kind of made the contextual clues I said that's actually pretty

[00:28:57] that's really Louise we've got to be a Spanish way yeah we've been debating on sending helmets

[00:29:02] to or yes you know I was like I like I like I can't do now is like did thank for the golden boulders

[00:29:07] take care of yourself out there yeah protect your head yeah yeah that that's amazing man I love

[00:29:16] the excitement part actually this morning fully enough I was driving to the studio and I had

[00:29:21] tour you know I was having a conversation on somebody that's interesting on the services

[00:29:27] and you know I was going on my head over how can I sell them on stuff like there's any my mind

[00:29:32] I got to the conclusion of this like everything is an energy exchange and then I related that to

[00:29:37] content like content is an energy exchange the people that I see on content in front of the

[00:29:41] camera that are you know I can tell that they have some sort of blockage or you know friction or

[00:29:46] they don't really want to be in there I don't consume their content I'm not attracted to it I'll

[00:29:50] scroll by but the people that have good energy right that you can feel it through the screen I'm

[00:29:56] attracted to that and it's the same with the people that are selling me products all right those

[00:30:00] are the people that I will potentially trust the moles or at least leaning at first and pay

[00:30:06] attention to them so I was like all right you know I just got a I just got to put the good energy

[00:30:10] is all about that energy exchange so I love the fact that you talked about it get excited about

[00:30:16] what they do obviously not genuine way and when they ask about you you gotta be excited about your

[00:30:23] own stuff as well right it's interesting my mind immediately goes to oh sir you want to say something

[00:30:29] all right I'll throw a point in but I'll just gonna ask you kind of like a follow-up question

[00:30:36] in there and this comes from a very personal you know feeling I have a very challenging time

[00:30:43] to transition the conversation from you are my friend you're my homie right now to money to

[00:30:51] sail okay I love this question because I've cracked the code on this so I am actually an intro

[00:31:01] contrary to a popular opinion right like you guys probably even see this right we went to dinner

[00:31:05] together I know pretty much everybody there but I'm gonna go sit in the corner that's just what I do

[00:31:10] I'm not the guy who's gonna run up and like talk to you like get all up in your face it's not who I am

[00:31:14] I am very energetic on camera for some reason god no maybe hyperactive is the better term there I don't know

[00:31:20] but but like being an introvert that's the hardest part right you're like man how the

[00:31:26] freak do I transfer transition to the sale without making them feel uncomfortable okay the thing

[00:31:32] is you never need to sell okay people will ask you for what you want if you present at an exciting

[00:31:38] enough solution that's really what it is so there there is a transition statement that I love okay

[00:31:42] and I'm actually gonna recommend a book here I'm not paid to do this I really need to get an affiliate

[00:31:46] link for it call lift your impact backwards on the screen um by Richard Newman okay this guy came

[00:31:52] on my show about eight months ago and he like explained this ten times better than I did so I've just

[00:31:56] totally stolen his method and he knows it so um but when you when you're having a conversation with

[00:32:02] somebody let's say you're talking with somebody who's super successful right yeah and you're going

[00:32:06] there's no way in heck I could serve this person right quit trying to shove your solution down

[00:32:11] people's throat um present it as a solution to a problem okay so what you do is number one

[00:32:16] talk to them ask them what they're excited about okay they might be like oh yeah I'm excited about

[00:32:21] where we're watching the school you know over like it's a philanthropic project oh I'm doing um

[00:32:25] I'm watching a podcast I'm writing a book I'm um I don't know because I'm talking business to

[00:32:30] business most people I think this year sure probably B2B yeah um if you're talking to entrepreneurs

[00:32:35] like that we've always got the next thing we're excited about I mean I know you guys hey we're

[00:32:38] launching our studios right so I can hear this in your voice if I want to transition the conversation

[00:32:45] and this is the most amazing the most amazing thing because you're already probably good at this

[00:32:51] show them a bigger picture always okay so I never leave a conversation without feeling like

[00:32:57] I have helped them elevate their vision get bigger thinking okay and you can do this even with

[00:33:03] people who are billionaires I'll give the example of a book because it's super relatable probably

[00:33:07] to your audience so you're writing a book right you're probably scared it's it's not gonna sell

[00:33:12] truthfully like I worked with people where billionaires were concerned it's not gonna sell and

[00:33:16] funny enough that's how it doesn't but yeah like their book isn't gonna sell so I'm like oh you know

[00:33:20] like well what if you could just sell like 5,000 copies to one group and they're like yeah you can

[00:33:25] do that right I just propose an idea I don't do that that's not what I do for a living but I'm like

[00:33:30] yeah I mean I have a buddy who does that why can't you do it and they're gonna go oh wow

[00:33:35] he's actually genuinely trying to help me solve this problem okay so if you aren't a fit don't try

[00:33:41] to force your way into a sales conversation connect them to somebody else okay that's the first

[00:33:46] part of this right so be the one who knows the best solution and help them think bigger on the

[00:33:52] thing they're excited about right because they're already stewing on oh man we're launching these

[00:33:55] new studios in person I'm like oh awesome what if we had one of those in every state like a year

[00:33:59] from now right but well how would you do that but oh well you really only need volume right you

[00:34:04] just need more podcasters we have a whole list of podcasters right yeah get the point yeah I'm

[00:34:08] just using you guys as the example here because your audience probably knows what you're doing

[00:34:12] but point being is is you're addressing what they're excited about you're showing them a bigger

[00:34:18] picture like oh wow what about this they're immediately gonna think you're the coolest and smartest

[00:34:22] person in the room it's crazy because you're just excited about their next step okay but this

[00:34:28] is where the transition comes in okay if they are not a fit you connect them with a service provider

[00:34:32] who is okay what a lot of people don't know about me as I generate more than half of my income every

[00:34:37] year off of referral commissions to other people well yeah because I'm constantly looking for

[00:34:43] because what you'll see is as you do this the deals get bigger and bigger and bigger because you

[00:34:47] might be like oh well this marketing agency's pretty good at what they do but then like the school

[00:34:51] with Bill letter we were talking about right I actually weirdly enough know one of the most connected

[00:34:55] entrepreneur people over in India like he's like where the biggest entrepreneur coach is over there

[00:35:00] and I was like well why don't I just get you to in touch it was cool as I put them in touch it

[00:35:04] was a multi-multi-million dollar deal and they both kick me a hundred thousand dollar check as

[00:35:07] I thank you okay wow that makes sense yeah so it's like I just made the introduction I don't have

[00:35:14] to facilitate anything right so there's a lot of money in just doing that okay but then the transition

[00:35:19] and I know this is kind of a long-winded answer so I apologize but um but what I'll tell you is

[00:35:24] that the transition then is if you are a good fit here's the statement okay did you know that's

[00:35:31] what I do for a living they tell you their problem and they're not in their problem they tell you

[00:35:38] they're excited about you oh this is awesome okay I'm like oh okay I don't this might be coming

[00:35:42] out of blue but I actually do that for a living and they go oh okay tell me about what you do

[00:35:48] that's the transition statement it's not uncomfortable they'll go oh and you can feel the energy if

[00:35:53] it feels icky or whatever just take note of that and go okay I didn't build the vision enough

[00:35:57] yeah that's literally all there is to it but you'll get good enough at this that after doing

[00:36:01] it about 10 15 times every single conversation you have they're gonna go okay that's interesting

[00:36:07] that's super interesting right yeah it's okay to just state your intentions and tell people like

[00:36:12] this is what I do right dude fuzzy great question from homey to money Josh

[00:36:17] yeah

[00:36:19] you're better answer

[00:36:21] I love that yes that's the head like we're not to bring you for part two for sure

[00:36:26] yeah yes incurred with a grateful man like my my iPad is like fuming with notes here and obviously

[00:36:33] we're gonna leave the the summary and everything right below is there anything that you want to add

[00:36:37] before we head out I think the biggest thing right now is that I'm trying to get across

[00:36:43] to the world is like just be somebody who actually like builds other people up and builds their

[00:36:48] vision right like if you want to become successful get excited about what other people are doing

[00:36:53] quit trying to hawk your stuff on people I've never seen a I think it's Aladdin

[00:36:58] but might be Hercules where he like opens up his coats on your Disney fan yes and he's like

[00:37:02] what about a sundial right yeah I can't tell you how often I get like when I get pitched by people

[00:37:08] that's how I feel 90% of time it's because they didn't take enough time to get to know me

[00:37:13] and to actually care about what I was doing yeah and if you'll actually be that person to get

[00:37:18] excited about what other people are doing it just creates an ecosystem of excitement and you're

[00:37:22] both going to become more successful it's coming back to like my spiritual roots is like it's

[00:37:27] actually a spiritual um principle that like when you give more you receive more yes yeah and so

[00:37:35] people always wonder well what do I give it's like seed excitement seed hope seed faith whatever it

[00:37:41] is that you promote it's you'll seed that out there I mean you'll you'll get phone calls all

[00:37:45] the time I have one guy came on my show five years before there was no way I could have helped them

[00:37:50] kind of helped him at all calls me up last year and he's like dude just to the two billion dollar exit

[00:37:55] I need help and I was like sweet paid me 50 grand spend one day with him at his house okay

[00:38:00] his beautiful house a data point California yeah I did nothing to attract that guy he just was like

[00:38:06] I know you're the guy for this he's like you're the one guy know who like builds vision like builds people's

[00:38:10] vision I'm like that is interesting wow and we realize that's a skill set it's it's a trainable

[00:38:15] skill set and it's something you can do even if you're homeless truthfully so so good Josh uh no we have

[00:38:21] one last minute how can people connect with you where uh where can they you know find you in your

[00:38:26] community yeah so pantheon.fm is our website I asked that people head over there so pantheon

[00:38:33] and I'm not gonna go too far down this rabbit hole but this is really what we're doing over

[00:38:36] there is we're actually gathering people from all over the world entrepreneurs and primary

[00:38:40] yeah in principle is that the word anyways we're gathering entrepreneurs and our goal with that is

[00:38:45] to basically bring you guys together to do more business with each other um so very cheap low-cost

[00:38:50] community but you can also access everything that we have over there we're doing something kind of

[00:38:54] cool since my my my shout out to to those of you who are um connectors is we are um we've built

[00:39:01] this with a buy one give one program so when somebody buys a seat we actually give one away um and you

[00:39:05] can choose who that person is or we work with youth groups we who are uh want to be entrepreneurial

[00:39:10] we work in Africa in the uh Brazil much of these countries where they have people who maybe can't

[00:39:16] afford a service like ours or coaching like ours and then we're literally bringing in some of the

[00:39:20] highest paid speakers in business to come in and train um trade people so I'm like super excited

[00:39:24] about it um yeah so pantheon.fm pantheon is p-a-n-t-e-o-n dot f-n it's not dot com yeah

[00:39:33] thank you all you gotta do scroll down with your big thumb or small thumb whatever thumb you have

[00:39:38] just click in there guys uh we're super excited we talked a lot about this last fun call that we had

[00:39:43] and hopefully also will be you know we'll be a part of it and sharing the content frameworks and

[00:39:47] different things but Josh it has been an absolute pressure today brother uh thank you what a

[00:39:52] cool conversation fun see anything else thank you thank you appreciate it you are absolutely

[00:39:56] amazing man and can't wait for part two see you later guys thanks

[00:40:01] see you Josh you guys later welcome all thanks for listening to content's profit

[00:40:07] if you enjoyed the show go ahead and follow your favorite podcasting platform and on social media

[00:40:11] abis brisco that is right into the episode of helping move one step closer church and roll please

[00:40:17] don't forget to share this episode and of course leave a five-star review and call out my brother for uh

[00:40:22] all the his silliness bye guys