How to Stand Out in Your Niche Through Automation With Brian Kelly

Special Guest: Brian Kelly

You're working hard, but you're not seeing the results you want. You know that you need to attract more clients, but you don't know-how.

It's frustrating when you're putting in all this effort and not getting the results you want. You feel like you're spinning your wheels and not making any progress.

Brian Kelly can help. He's the Automation Master who has helped entrepreneurs attract a steady stream of ideal clients. In this episode of Chasing Financial Freedom Podcast, he'll share his secrets so that you can stand out in the marketplace and get the results you deserve

Connect with Brian

Connect with Chasing Financial Freedom Podcast

Transcript

Brian on Chasing Financial Freedom

[00:00:00] Ryan: Hey guys, Ryan DeMent Chasing Financial Freedom Podcast. I hope you guys are having a great day on the podcast. This week. We have our special guests, Brian Kelly, and his nickname. I'm going to use that is pretty cool. The automation master Brian. Welcome into the show. 

[00:00:20] Brian: Hey, thanks Ryan. I'm really excited that we're finally going to get this done.

[00:00:24] Brian: This is going to be a lot of fun. 

[00:00:27] Ryan: Hey, practice makes perfect. That's right. So the automation master we'll get into, but could you give a little bit of your background to listeners who you are and then we'll get into your. 

[00:00:41] Brian: Sure. Yeah. I like to usually tell a quick story about upbringing. It don't worry.

[00:00:45] Brian: It's not going to take all day. But in junior high, I just remember I had a great childhood. My parents did everything they could for us with what they had. And they, I had a fantastic childhood, a lot of fun, played sports, still a lot of great things. My, I had a brother we did a [00:01:00] lot of stuff.

[00:01:00] Brian: But then when I became older being junior high age there was this epic movie coming out and all of the school was abuzz all my buddies. And everybody's just talking about it. Now, mind you, this was before the internet even existed? No. Facebook, there was no social media, so it was word of mouth and the buzz was pretty heavy.

[00:01:16] Brian: And then the time came for the movie. So I went home and said, dad, can I get a ticket, looking for money to get a ticket. And he looked down at me and he said, sorry. We can't afford it. And it was that was one of those moments where it finally hit me. That was the moment where I realized my gosh, my family doesn't have that much money.

[00:01:34] Brian: And that, that moment I decided that It wasn't that second or that incident, but very quickly after I decided, wow. When I become a parent, I hope I'm never in that kind of situation. I'm going to vow, never to be in that situation where I can't even give my kid a movie ticket. Now I still, I'm not upset with my parents.

[00:01:51] Brian: I wasn't at that moment, I was disappointed for sure. And then going back to school then I heard all the buzz about the movie afterward and that just drove it deeper. Like I missed [00:02:00] out on something big and it didn't feel good. And it was a good thing. Now, looking back, it was a blessing because it drove me very.

[00:02:08] Ryan: And we're going to date ourselves. So why don't you just share what that movie was? 

[00:02:13] Brian: It was this little movies, some of you might've heard of it. It's called. It was called. It was the first one. It was called star wars. And, going back to school, it was like people were speaking a different language.

[00:02:26] Brian: All my buddies are like R two D two C, three PO Chewbacca. I'm like, what are you guys talking about? And it just, the curiosity kept welling up in me. And I don't know how many years it was years that it was before I actually got to see the movie that was crazy. V8 

[00:02:42] Ryan: VHS was around. When you, by the time you saw it or did you see it in the book 

[00:02:47] Brian: theater or driving?

[00:02:49] Brian: I don't remember where actually, but by the time I saw it the luster had worn off. It, I had heard those stories from everybody, like five times. 

[00:02:58] Ryan: So did you get to [00:03:00] see the other movies in the movies? 

[00:03:04] Brian: Yeah. As I got older and there were some, I would go to see, I remember the epic one I got to see that are truly, will never forget as Rocky.

[00:03:10] Brian: I got to see that in a walk-in theater. Cause back in that day, driving was the norm and walking was. The secondary choice. And that was actually a better experience to see it in there and everyone's cheer and then going nuts. And so I went to several movies. We weren't completely destitute as a family, but as I got older in high school, I get my own job, my own money and go to movies with that at times.

[00:03:34] Brian: Or if the parents had some free wiggle room in their budget, they would fork over a little bit of cash or the three bucks or whatever it was to get to. 

[00:03:42] Ryan: Hey, it sounds like it shaped you for the person that you are today. 

[00:03:48] Brian: It certainly helps. I think every experience in our life does that, and here's the thing.

[00:03:53] Brian: We, as humans, we all have a decision, we have the capability of deciding how we're going to react to every situation. [00:04:00] Not every situation is perfect. We're all human. We all go through trials in our lives. It's about the choice you make and how you decide to react to your situation that really differentiates a successful person from say someone who hasn't achieved success.

[00:04:14] Ryan: Yeah. And it's it's amazing how we define success differently from, all of us have a different book of success, but one of the things that we all have in common is the idea that, and it's not an idea it's truly. You're going to get knocked down. It's about how many times you get back up, but it's also the persistence, the consistency, and the willingness to want to succeed.

[00:04:36] Ryan: And that seems to be, I want to say this out loud, but I won't, it just seems like we've lost some of it of that persistence and consistency in our life. It's the internet has changed how we look at life and the instant gratification. Of people that are on like Instagram or Tik TOK or any of those to where their lives are [00:05:00] just perfect and no issues.

[00:05:02] Brian: Yup. You took the words right on my mouth instant gratification. That's what the entire society has become most across the United States. Anyway it's, everything's instant. Food's instant. We can get groceries delivered to us now. COVID helped spur that on and accelerate that happening.

[00:05:17] Brian: I think it was coming down. And now Amazon's talking about give delivering stuff with drones, taking more human element out of it. Yeah, and quicker, right? So we're getting everything faster. If I order something on Amazon and it takes three days, I get upset, it was like, or, so 

[00:05:33] Ryan: the other funny thing is here in Phoenix, we joke about it on every corner.

[00:05:37] Ryan: There's an Amazon distribution center. And if you can't get it in an hour, And it's honestly, I'm happy with two day delivery and people are getting upset with an hour or two. Literally down the street from where I'm at about five miles, they just built a brand new Amazon distribution center in probably 10 or 15 miles away from that is another new one.

[00:05:58] Ryan: So it's that's a lot. These are not [00:06:00] small either. These are like four or 500,000 square. Distribution centers. So it's crazy out here in what's going on in it. Amazon's not helping us with the instant gratification 

[00:06:11] Brian: piece. And I'm falling prey to it myself. I like it.

[00:06:13] Brian: Actually. I like getting the stuff quickly. Let's face it. We live, we love that instant gratification. The thing is a lot of people expect that to be the case when building a business. That just takes grit, everything you just said, perseverance, consistency, never giving up, you're going to get hit and knocked back.

[00:06:30] Brian: Oh, what was the guy's name? I'll think of it later, but he said this over and over Wiley is his last name, I believe, but he said a setback is a setup for a comeback and he says this over and over in his books and Robert White. No, and I may be getting the name wrong. And man, that's irking me because I, oh, Richard jolly was his last name.

[00:06:51] Brian: I still there the first, but anyway, it was a phenomenal resource. To listen to this guy, did it on audible and he would say it over and over to [00:07:00] the point where it was ingrained. And I love that because that gives that attitude of how do you respond to adverse conditions? In his case, a setback is a setup for a comeback.

[00:07:09] Brian: So he's looking at okay, I can learn from this. I now know what not to do, and now I can adjust. And I love that approach and that, and 

[00:07:19] Ryan: that's just part of life for us and it seems to be missing. And when I talked to other people, whether it be entrepreneurs or not, it seems like the reoccurring theme is they think entrepreneurship is easy.

[00:07:32] Ryan: And it's not, I guess if you were in corporate America and you were, whether you were operations, sales, finance, whatever, and you're running departments, you really don't have to worry about. Fishing as I call it. Cause you're fed every two weeks or however you were paid. Now you got to fish on your own and you've got to make sure that you consistently bring in the fish on a daily basis.

[00:07:54] Ryan: Otherwise you starved and it's a total different process and there's that. [00:08:00] That infographic, where you see the iceberg and the iceberg is sitting there and above it is all the happy joy stuff. And then 90% of below the water line is all the crap we deal with. I tell people that all the time and they look at me like, oh, you're doing so great.

[00:08:15] Ryan: I'm like, let me tell you about all the times I failed or I'm struggling with doing something and what I had to do. And I said, it wasn't easy. There's times I cried. I wanted to give up I wanted, I was embarrassed. There was all types of things. There's all types of emotions I went through with my mind.

[00:08:30] Ryan: It's life. 

[00:08:32] Brian: Yeah. It takes on average 10 years to become an overnight success. I like that. And it's actually really true. It takes a long, it can take up to 10 years. It depends on your level of effort, your level of focus, your willingness to let go of your ego and get help in the form of mentorship and in team people working alongside you.

[00:08:53] Brian: There's a lot that goes with. And it's not just sit down form an LLC, get a website and sit back and rake in the dough. It doesn't, it falls [00:09:00] way short of that. 

[00:09:02] Ryan: Exactly. The other thing is we've become, so web-based also, and I'm in two businesses that are really people oriented and you need to be in person.

[00:09:11] Ryan: And a lot of the people that come to us want to do everything remotely. And that was an, that was a huge adjustment for me. It's still. And look at where we're shooting. We're shooting a podcast remotely. I get that, but when you're going to purchase probably the largest asset in your life, virtual. Ah I struggle with that today.

[00:09:32] Ryan: Literally some of these home buyers that I don't, I, that we sell houses too. I don't ever physically get to meet. And it's, that's weird for me because up until pandemic, I, every single homeowner I met literally shook hands with them, gave them the keys to their house. Now it's virtual and it's different.

[00:09:53] Ryan: It's hard, but it's an adjustment. But I think that's just life also 

[00:09:58] Brian: in general, [00:10:00] it's an adjustment. It's an option. I look at it as an option because there's still no substitute to a one-on-one, in person or one on many, if you're speaking from stage. Oh my gosh, I miss that so much where you can stand on stage and.

[00:10:12] Brian: Help transform lives of num numerous people. And from stage, you can see everybody. It's amazing. You can tell in an instant, if someone's nodding off for as an example you can also tell in an instant, if someone's really into it and there, and you can just laser in on them. And it's so wonderful, but to see and feel their reaction when they're getting, when they get it, they see that.

[00:10:34] Brian: Th there's nothing that can replace that when you're on zoom and you have a room full of people, it's very different. There's the energy. I'm not one of those woo energy guys, but it's true. The energy is much lower. And everyone's you can see them darting around their screen, cause they're doing other stuff they're clicking around.

[00:10:50] Brian: They're distracted when they're in a room full of people. They're less likely to do that because there are people right next to them, seeing that they're fiddling with their phone and all this other stuff. So there's a lot of [00:11:00] differences. It is an option. I just look at it as an option and I tell people, utilize it, especially if it digs into your resources too heavily, your financial resources are, or your time resources to travel.

[00:11:11] Brian: Either way. It's nice to have this as an option. So I look at it as a blessing even though it is different, it certainly is. I agree with you. 

[00:11:20] Ryan: So I know you, your speaker and you do all that, but I have to get into the piece that I really wanna, I really want to talk about is live video. And I know that's one of, it's one of your entities.

[00:11:30] Ryan: It's one of your passions. It's something we spoke about earlier. Talk a little about what you're doing with live video and in the journey that you've been on from where it started to where you're at today and some struggles. 

[00:11:42] Brian: Oh my, yeah. I started about around roughly 10 years ago and I did this with a business partner.

[00:11:47] Brian: Now Periscope did not even exist. Yet alone Facebook live for Periscope was the first mainstream one. Before that there were two live and. Back in the day. I think they are still active. I haven't checked for quite some [00:12:00] time. We used, I used the computer I'm on now that we were talking about earlier, Ryan to be able to support the.

[00:12:06] Brian: Resources that were necessary on a computer to do a studio like production live. And so I got software that was written by a gentleman in Netherlands. That was really good. It just took a lot of resources. So I upgraded computer and there were a lot of lessons learned in this because of the, we did interview style shows, which I highly recommend, not just talking hit one person.

[00:12:26] Brian: It's okay to do that on occasion, but more often than not, you want to do interview style. And we can get into that more if time permits, but having this going through this process and we did everything manually, did tech, we w we did, we do a tech test, so we'd meet with the individual a week prior to the show.

[00:12:44] Brian: And make sure that they had camera lighting. Cause back then technology, wasn't where it is today. And it took more work to get it honed in and dialed in, and then you'd find stuff where the person you're testing, where they're in the room, right? Like where you are right now, you come to the show a week later and then they're a hotel across the country.

[00:12:59] Brian: I'm [00:13:00] like, no, you're supposed to be in the same exact place. And because now everything's changed. We have no test to lean on and know that it's gonna work. So I learned a bunch got. Big time by doing all the all the automation that I do now is, was manual. And there were two of us and I still got burnt out after two years in a a hundred episodes together.

[00:13:19] Brian: I had to walk. I just said, I can't do this anymore. It's just too much. And then I got on stage physically started speaking loved that just fell in love with speaking, had a phenomenal mentor for whom I became the lead trainer of his seminar company for a couple of years. And then then I got back into live video.

[00:13:36] Brian: And now the technology is really a superb now compared to what it was, I'm a former software engineer, so I'm really picky. And I also have a good eye for when something should be used or shouldn't be used for what reasons and all that good stuff and tested a lot of different things. And, yeah, it's a, and so that's, that's what happened.

[00:13:55] Brian: I started, I was speaking on stage. I branched out and started doing my own. Events. I [00:14:00] did. Three of them realized I needed to hit a reset button and rebuild the platform through feedback of real or very dear friends. And in that reset time, I said, I still miss the stage. So I started doing another live show on my own with people and I automated the processes behind it so that I wouldn't burn out.

[00:14:16] Brian: And it's been an absolute godson and. 

[00:14:21] Ryan: So when you're talking about that, where you, is it live as in video live or is it live as in person live or. 

[00:14:29] Brian: It's video. Okay. And that's in this case, it's a great enabler. I get to interview entrepreneurs from all over the world. I've had one that came on in two in the morning, their time from England to do one I remained consistent.

[00:14:42] Brian: I say, this is the time who I show on this day of the week, every single week. I'm not budging. And if you can't make it, then you can't make it. Those are my rules. And because consistency is key just as it is in audio podcasting. So two, is it in live video? What if you went on to go see [00:15:00] the tonight show and they moved the night and the time and you didn't, you weren't aware of that.

[00:15:04] Brian: But you were used to it. You're used to, you're ready. You want to go to bed. You want a little levity in your life before you go to bed, but all of a sudden, now it's a morning show. No. So you want to be consistent as much as. 

[00:15:15] Ryan: And that, that boils down to SEO and everything else in life, too.

[00:15:19] Ryan: If you're not consistent with posting on YouTube and all your social media channels, it's just a consistency thing. And then your listeners or your viewership is thrown off. It's huge. It's critical. Learn that the 

[00:15:30] Brian: hard way. 

[00:15:33] Ryan: So you're doing live video. Tell us a little bit about the program in what you're doing.

[00:15:40] Brian: Yeah I open up with. Every three weeks, I have a live advanced or an advanced live video masterclass that I do every three weeks. It's free. I don't sell anything in the car. There is a call to action where you get the opportunity to talk to me. One-on-one for one hour, I don't sell anything during that chat either.

[00:15:57] Brian: I don't sell anything. If there is a fit, there will [00:16:00] be a fit. And that's it. I just have a conversation and ask, answer any questions that they may have about live video after the masterclass is over. And so folks that are interested and several come to me and say, Hey, I really need. The thing is especially those that have just started.

[00:16:18] Brian: I just talked to one the other day that said I've done three episodes and oh my gosh, the work is unbelievable. The amount of stuff I have to do to get ready for every show. And I'm like, yup, that's right. And so she's I need the automation part. Can you tell me what you do? And so what we do is we provide this as a service.

[00:16:35] Brian: I went down the path of doing a, do it yourself program, where I took a year and a half. I am not kidding of dedicated effort to create a course. 60 videos is what came out as the result. There's a lot to it. And I got a beta test group and they only made it through 10, the max. And I said it's not, if they're not going to finish it, I'm not going to provide it because that does them.

[00:16:58] Brian: No. Good. And I'm not just here to collect money. [00:17:00] It's got to give the result. And then I got great advice by another. A well-established company who said, take it to the agency model and be a service and do everything that you can in your power for them. And I said, that's a good idea. So I did. So that's what I'm doing now.

[00:17:15] Brian: All the automation all the guest communication, prior to the show, everything is done either 100% automatically. I also have a team that does the little pieces that need human effort and manual movement. So that the whole. Can you just come on and be the host and focus on the show and focus on the guest?

[00:17:32] Brian: Is that's the key is to focus on the guests, not on yourself, and don't focus on the audience, focus on the guests. There's a lot of the master class. I go over that in a little bit more detail. I know we don't have a whole ton of time here today, but if you want, I can give out the URL or you put in the notes later, either way.

[00:17:48] Brian: It's fine. It's free. Like I said before I'll put it in the 

[00:17:50] Ryan: show notes and we'll talk a little bit about, so what could a entrepreneur that's maybe, and I'm just going to throw it out there. [00:18:00] Maybe they've put five, six episodes together and they're overwhelmed. How does your services, the automation piece play into all of this and in the benefits they can get out.

[00:18:11] Brian: Yeah, it's so much more than just automation. We will give it a facelift from the graphic standpoint, from the intro and outro music and voiceover, which we plan and do together. I usually have the, I have the guests do it in their voice, are not the guest, the host the client to do it in their voice to make it there.

[00:18:28] Brian: It's a hundred percent we brand it. We give it the colors, their logos that they have. So that's there. The automation is the key because you don't have to go through all those steps of finding a guest. There, we have ways and resources to make that super simple and you get the highest quality guests you can imagine.

[00:18:44] Brian: It's an amazing, and then when they come in, you just have a, you have a website, we provide the website, we provide a bunch, it's a 39 page website to start. And then after every episode, another page is created from that previous show. And our team does that for you. And [00:19:00] it just it's, everything is done for you so that you can just relax and show up and concentrate on the guest.

[00:19:05] Brian: The communication that goes ahead of the show to the guests, there's quite a bit, and it's telling them what to expect, what, how to set up their equipment, how to do a test on their own, because now you can, and in the messaging is always about making it the best quality experience for them so that they show.

[00:19:24] Brian: In the highest light possible to their audience and to my audience because they're there for more exposure. And if you're getting massive exposure, you'll want to have everything at the highest level of professionalism you possibly can. And so that was my goal from day one. Automation gives you that automation doesn't make mistakes.

[00:19:42] Brian: Human error is not induced. If you get the messaging done one one time it's done right. And it's just it's been a godson and it's not the automation that you would think of a chat bot or things like that, where you're trying to make a sale. It's a completely different animal. This is to take care of what needs to be taken care of on the backend.

[00:19:59] Brian: [00:20:00] And I have not had one complaint from a single person I've done three approaching. I think it's 300 shows. But I'm a pro I've not had one person complain about, oh, this looks like it's automated. It's they know it is. And it's not because I'm trying to sell them. It's just trying to get them the best experience possible.

[00:20:15] Brian: And then it's after the show as well. So there's before show there's during show and there's a post show at three phases and automation is involved in every phase to something. And it just everything's done for them. You get reviews at the end, you get recommendations, referrals to new guests to appear on your show.

[00:20:30] Brian: I use a strategy that landed me none other than the great Les brown on my show. One whole, wow. Yeah, 100% organic. I used my system and it takes time. Please. Don't think this is going to be one of those drive-up windows where oh, good. I got my whole live video show and I'm going to be rocking after my 10th episode.

[00:20:47] Brian: Yeah, I ramped that up by a couple of years. You need to commit to a couple years minimum. It's now moved up to three to five. I just recently saw an expert in the field, talk about this [00:21:00] and so you gotta be committed. There's a lot of things to this and those are things I just have a chat with them.

[00:21:04] Brian: Make sure they're ready. If they're not ready to commit that long, then I don't want them as a client for their sake. Not for mine. It is for my too, but I don't want them to waste time and do this and just drop and fall. It's gotta be a real hard commitment. Very serious about it and make it the, one of your priorities in your business.

[00:21:22] Ryan: Do you do anything in the sense of helping them advertise? When I say advertisers bring advertisers on the podcast to offset some of the costs at 

[00:21:30] Brian: all, I do not. And because one of the reasons is most podcasters or live video or any of that never achieve enough viewership. And when I say most I'm talking about percentage wise enough to attract a sponsor, to want to be a sponsor on their show.

[00:21:46] Brian: And that was another key element. And this is also in the masterclass. It's not about monetizing it. And that's where a lot of people in my humble opinion go on the wrong path. I won't say fail, but they're taking, there's [00:22:00] a fork in the road and I think they took the wrong fork because it is a big uphill climb unless your name's Tony Robbins or Joe Rogan.

[00:22:07] Brian: Thank you. Unless your name is that it or. Cardone any of these big names, it's going to be a struggle. It's going to take a while unless you have a really great backstory. I know of one guy that has that really took off because it's a dramatic story. It's really awesome. And that's how, that's what he leans on.

[00:22:24] Brian: And it worked and he became very successful at it. It's just rare. And the key is, this is all about building one's platform. It's so Ryan, if you were to write a book, maybe you already did, but let's say you're about to write other one. You've got to write a book and you put it on the shelves tomorrow.

[00:22:39] Brian: And in three months, you're just going to be raking in the cash, right? Because you got a book. No, it doesn't happen that way. Nope. Unfortunately, except for, more and more people are gonna know about random it, it's going to be like all over the place globally very soon. But at the moment that may not be true.

[00:22:53] Brian: And so a lot of people write a book thinking they're going to make a lot of money from the book sales. That's the other, it's about building [00:23:00] your platform. It's still a very good thing to do. It's very powerful because you're building your authenticity or authority. And when anyone goes to look for random after you've written your book and you've got your live show, Guess what they will not be able to not find you.

[00:23:14] Brian: And every time they do find you, what are they going to see? Superbowl top-notch quality in everything you do, the graphics of your show the beautiful flowing words in your book everywhere you show up and how you show up. I wear a blazer and a dress shirt to every event and every show I'm on, that's my brand.

[00:23:30] Brian: It's part of my brand. So it doesn't matter if others don't, but it's all about consistency. Quality. Automation and massive exposure. 

[00:23:40] Ryan: Amen. To all that. I'm with you. I gotta ask you a question. It's on topic, but it's a little off. What are your thoughts about internet radio? And I and the reason why I ask is there's probably not a week that doesn't go by that I get bombarded by some.

[00:23:54] Ryan: Radio company that wants me to sign up because they're seeing my downloads or whatever the [00:24:00] case is in back to we'll. Hold that one back to what you said. Most podcasts never get to that level to get sponsorship or any type of companies come on to do some ads. One of the things that I read, and I don't know if this is true or not, because I think it's about a year.

[00:24:16] Ryan: Typical podcast outside of your top 10%, 5% usually average between 30 to 60 downloads per episode. So if you can't get past a hundred or 200 or 300 dedication to that is going to wane and it's going to go away in the statement is I was there. I probably put out 15, 20 episodes that never got passed off.

[00:24:40] Ryan: And I had to reinvent myself and put myself out there in a different light. But now all of a sudden I branded, we were branded as true podcast. Initially I've changed it to chasing financial freedom, but I've also changed how I present myself. And as you said, as your brand is put [00:25:00] out there and you have to match your audience because your audience is going to be your super fans, but in the same time, A lot of people don't realize that.

[00:25:08] Ryan: And they think podcasting is just, you just put it out there and they come 

[00:25:11] Brian: A lot of stuff to comment on there. As far as the internet radio, I always look at everything as an opportunity for more exposure. And then I look at okay, what is it going to cost if there's any cost on my part and what will the ROI be?

[00:25:23] Brian: If it's a breakeven and I can get more exposure. Yeah. That's it I'm done. Do you know 

[00:25:29] Ryan: much about it at all? And I'm not, we don't need to go into detail, but what I, the little research that I have I've gathered, and I can't remember the name of the company cause they, they email me consistently, but you think I'd remember, but I don't, they're telling me that I would from chasing financial freedom podcast, I would gain between the thousand and 2000 additional downloads per episode.

[00:25:51] Ryan: If I signed up for their service and I'm thinking. How are you going to guarantee that? So I emailed the guy probably three or four weeks ago and we've gone back and [00:26:00] forth, but nothing comes out solidified or he never solidifies his position of how can you guarantee me that? And one, I'm not looking for it because I'll just continue to build my brand in my platform, but that's, what's out there and people buy, people might buy that.

[00:26:15] Ryan: I'm a little skeptic. 

[00:26:17] Brian: And it's good to be skeptical and do your research. I would reach out to customers of their say, Hey, give me some true testimonials that I can reach out to. And use cases they're going to give you of course, the most successful ones that they've had. And that's just what their job as a business.

[00:26:31] Brian: So it's up to you to decide on each individual resource that comes your way. But on the note of downloads, this is one thing that I shocked people within my masterclass, and it's not just my opinion. There's a gentleman named Seth green who partnered with Kevin Harrington. So a lot of people know Kevin Harrington's named from shark tank.

[00:26:50] Brian: He was on the Starks. He's also behind the, as seen on tv.com. Okay. Big and I've met him several times. We shared the stage Energizer bunny kind of guy, his [00:27:00] partner, Seth green. We swapped interviews. I did one on my show and vice-versa, and he said that they don't, they've done they're put there over 700 episodes in the bank.

[00:27:10] Brian: They just they're crushing it. So they, I think they know a thing or two about podcasting and how to market using it and what, how to integrate in their business. And he said, we don't care about the vanity numbers. That includes dental. We don't care about sponsorships. We don't go seeking them out. We don't care about, the likes and subscribers and the reviews.

[00:27:32] Brian: None of that. You said, what we care about is their strategic approach to to establishing relationships with get this, the guest that they're interviewing, not the audience. I'm not saying you ignore the audience, but your focus should be primary. On the guest. And if you put all of your effort toward the guest, that guest is going to love you, and it's not for the purpose of getting them to love, it was just the [00:28:00] result.

[00:28:00] Brian: And they're going to get great exposure. It's going to be more authentic and business will occur over time with various guests. That is where the big the big business part of it lies. I personally don't approach it as I'm going to go interview Ryan demand on my show. So then after the show I can sell them on.

[00:28:20] Brian: My show is not my business. It's not my business. I provide value. I don't sell anything. I have little ad spots on it that, yes, I see you do that, but I'm not there to sell. I'm there to really sell the guest. That's it. I want the guest to be put in a big light and down the road, we have conversation.

[00:28:37] Brian: I establish a relationship. They all become really good friends of mine, whether or not I do business with them. Oftentimes, Ryan, I will end up being there. It's not about me selling them. It's just establishing a relationship and let's see where that goes if anywhere and either way anyway, it's okay with me because I got to help somebody in the interim in the whole process.

[00:28:56] Brian: So I'm filled with that and yeah, money does happen. I've [00:29:00] had two multimillion dollar contracts result over the years of just because I have this life show and the quality and everything is good. So it does happen and it's just, again, think of it as writing your book. It's getting you out there. It's getting exposure.

[00:29:11] Brian: It's not bringing you direct money, but it does in a roundabout second or third degree way. If that makes sense. 

[00:29:20] Ryan: Oh, yeah, it makes plenty of sense. And I liked the different approaches and I love hearing those different approaches because ultimately you learn from it. And one of the things that I like about what you're doing and what we've talked about is you're relatable, you're human, you want to help.

[00:29:37] Ryan: But the other thing is you're passionate about what you're doing and that's, that relates very well to me because. I'm putting stuff out there that no one wants to talk about. And we all have some type of toxic relationship with money, but in the end, we don't want to admit it. It's like having that bad relationship with that girlfriend that you have to break up with, but you don't want to talk about it.

[00:29:58] Ryan: I'm the guy that has to talk about it and [00:30:00] it's not sexy. And the platform has, I should say it's evolved. It's evolved. It's changed. It's warped. I've done everything in the world to make this sexy, but ultimately it came back to what it needed to be related. And me trying to twist it all up and do all these other crazy things was me learning.

[00:30:22] Ryan: And now I learned that if I just be me, give them a little piece of who I am from my heart, from my mind, and then share the. They'll become raving fans. And that's where we're at right now to where we're starting to see that incremental growth. It's starting to jump in. It's now translating into our housing business and it's translating into some other stuff we're doing.

[00:30:44] Ryan: But it's taken for you. It's four years of overnight work sweats. There's not a time on a, this'll go live and they'll be out there. I'm not bashful to say I cried. I wanted to give up. I, I thought about of myself being [00:31:00] worthless at times. Cause I couldn't turn something around. There's so many feelings that I had it, but in the end, when I think about it, it's holy shit, I really didn't quit because I have a passion for what I'm doing.

[00:31:12] Ryan: And I knew that I could see it through, by no means where we're not where we need to be, and we're going to continue to grow and we'll continue to evolve. But I think a lot of the storm has gone to where I'm starting to see the rainbow come out and people are starting to recognize who I am and saying, oh, okay.

[00:31:29] Ryan: I can see what you're talking about. You're not full of crap. You're talking from the heart. You're talking from your experience. But in the end, you're just trying to share information. Cause I'm just like you, I don't want to sell somebody. I put videos out every day, five minute teaser videos about topics that I'm talking about and that's it.

[00:31:46] Ryan: I don't solicit whatever. And then I do the podcasts and I do other things with our real estate business, but I never sell it always comes back where they. They're like, okay, great. You don't sell. And they want to be [00:32:00] customers. I love that. Now. I want to turn my customers into raving fans, super fans.

[00:32:04] Ryan: And that's where we're at today. 

[00:32:06] Brian: Yeah. Fantastic. There was a guy, there is a guy named Lewis Howes. He's a prominent entrepreneur. He's been podcasting for seven years now. At least at the time I watched the video that I just saw recently the numbers have changed cause I got both numbers, so that's the numbers from him.

[00:32:19] Brian: But he said, if you're not committed to a three to five years, Three to five years and you just hit right in the middle. You said four of consistent and you D you said it there's pain involved along the way. There's struggle. There's sadness, there's crying and all of that. And you want to give up it's absolutely your, I think, I don't know if I can close to crying and I'm not saying that's a bad thing at all.

[00:32:42] Brian: I just, but man, you feel like crap sometimes. Should I do this? And if you don't feel that there's probably something wrong, because that means you want to do better. You want better results. That's like just the DNA of an entrepreneur, isn't it. We're always looking for this thing to do better.

[00:32:57] Brian: And it's three to five years. But [00:33:00] the cool thing with him was he said he himself, who he's a big boy, as far as an entrepreneur space, it took him and his podcast for years to see the first bit of monetization of any. So I hear that from him. And he's, one of the first things, when the interviewer asked him before he even went into the details, he said Louis, I know you've answered this many times, but what would you say to somebody who's looking to start a podcast?

[00:33:25] Brian: And before, like I finished a sentence right in the middle, he says don't. And the reason he said that was because how many people are willing to go through five years of struggle? Ryan has been doing like Brian government. We've been doing this, we get that. And I thought he hit the nail on the head between what he said and what Seth green said.

[00:33:42] Brian: I think that's the recipe for success. It's a lot of hard, it's hard work, but I enjoy it. I know you do. Do you do too, right? It's these moments now between two people that are, this is what makes it for me personally. It just keeps that drive going beyond, worrying about when is this going to finally take off and do [00:34:00] something.

[00:34:00] Ryan: I'm with you 100% and then being able to talk to you about it and share the journey is rewarding. I just, for me personally, it's it's being able to describe the journey to somebody that wants to be an entrepreneur that thinks it's sexy and being able to be open and honest with them. Cause I'll start the conversation and say, Do you want me to give you the truth unfiltered or you want the filtered version to where it's hunky Dory.

[00:34:26] Ryan: And a lot of the times they want it hunky-dory and I just told them, I don't know if I can give you hunky-dory I'm going to tell you a lot of good things about being an entrepreneur, but there's a lot of crappy things that you've got to deal with on a daily basis. And one of these days I'm going to tell my story and I'll just I'll.

[00:34:42] Ryan: T's it a little bit here is there's. There were moments in time where I started this and I felt less of a human being because I was not able to keep five, $500 in my bank account because I was struggling with making sure the business was running. Payroll is being met and all the other obligations. And I [00:35:00] felt like I was that tall and it sucked.

[00:35:05] Ryan: And it's, that is always in the back of my mind and it sits there and it keeps me hungry and it keeps me humble because I learned to live on a lot less than I have to. And I still can live on those things. And I still do. I remember in, this is not even college. This is entrepreneurship, peanut butter and jelly sandwiches, eating hard, boiled eggs.

[00:35:28] Ryan: I'm only eating twice a day. I got a roof over my head. I got food on the table. I got clothes on my back and I could pay my bills, but I didn't have a lot of extra money because all my money went into the business and that's the life of an entrepreneur. And that's a lot of people do not want to.

[00:35:45] Brian: True. And I love the fact. I can't wait for that story to come out and be unveiled publicly to everybody, the full story because that's what people need to hear, who are looking for the quick fix. That's one of the downfalls of network marketing that, that industry, they make it sound like all you [00:36:00] need to do is clone yourself.

[00:36:01] Brian: Get a couple of your clones under your organization. Sit back in a hammock and swing back and forth and let the money come fallen in. And. The only successful people I've ever seen in that industry. And I've been involved in it quite a bit. I used to cone one at one time. For several years is the ones that work like you have never seen hard.

[00:36:21] Brian: They are nonstop doing meetings, making phone calls, cold calls, doing the things that others aren't willing to do. If you're a, if you're an armchair quarterback type of person, anything, I just go in there, I'll see it. How this thing works. That's the wrong mindset. You gotta be. That's why it's important to enjoy what you do.

[00:36:37] Brian: You hear that a lot? I'm sure. Be passionate about what you do. And here's the thing. It took me several iterations to figure out what the heck I really liked doing. That was a personal amen. Certified personal fitness instructor for some time thinking that's what I want to do. And then all this automation stuff kept coming back at me from people other than myself, they're saying every time you take on a new [00:37:00] project, the first thing you do is you go and automate the bookkeepers out of it.

[00:37:02] Brian: And I was like, wow. I just think, it's a skill set that I was God-given. Plus I honed it in through corporate years of software engineering. I enjoy it. I like to say I'm pretty good at it, but I just take it for granted because it's the way I'm wired. I didn't realize that it is special that there are a lot of people that don't know how to do it and need help doing it.

[00:37:21] Brian: And I'm like, wow. Okay I love doing it. So let's just keep doing it and I can help people doing what I love. Yeah. 

[00:37:28] Ryan: Awesome story. This has been a great conversation. We have, we've gone on well past our normal mark. I'm very blessed. I'm very happy that you've come on and we definitely need to have future conversations and keep this thing rolling.

[00:37:42] Ryan: I've got to say is thank you. It's been a great conversation. It's been. It's just been very refreshing to talk to somebody else that's been there, done that in a understands that entrepreneurship is not instant gratification. 

[00:37:56] Brian: Amen. Amen brother. 

[00:37:58] Ryan: Well, sir, I thank [00:38:00] you. I will be chatting with you and I hope you 

[00:38:02] Brian: have a good one.

[00:38:03] Brian: Thanks. You too, Ryan. Appreciate you, brother. All right. Bye-bye.