and we’re live hello everyone welcome this is the LinkedIn Playbook

2 this is my podcast the gaming Playbook if you’re new hi I’m Harry Fu and you

either registered or stumbled upon a live stream which is going to be with four of the biggest creators I included

me there bit by accident but we got three amazing guests experts in speaking

video and B2B podcast and I’m here as the resident Ghost Rider cop person here

to make money so as people strink in oh my God the lives worked well amazing I

will introduce everyone and we’ll get straight into it Al righty so first up

we have noin hi we have Ryan hello Ryan what’s up and

we have Danny let’s fix the cover put myself where the logo is

Boom wait even amazing all righty so I’ll do a quick round of introductions

and we’ll go straight into the live stream in terms of The Mastermind and then on the hour so in 60 minutes we’re

going to do Q&A as everyone asks questions please keep them coming I’m

going to collect them in a little text document so we’ll get straight into it Ryan could you please introduce yourself

sure uh thank you so much Harry um Danny nashin great to see you guys too um yeah I’m Ryan R solven um we’re the only lead

generation company that combines LinkedIn and podcasting to bring leads to your inbox what that means in English

is we start a podcast um for you or your business um and that’s going to obviously create content for you and

then we also combine that with platforms like LinkedIn and YouTube uh for lead generation and that’s what we specialize

in amazing and Danny uh yeah so I’m Danny doio and I

own a uh Niche video marketing agency specializing in helping like Founders

and companies uh create social videos for LinkedIn and all the other video uh

channels that are out there but really specializing in LinkedIn just because we specialize in working with like you know

more of the B2B side of the businesses so people are are kind of more interested in LinkedIn and uh you know

and I’m laughing at your brother Harry uh right now saying that he’s fangirling

um in the chat so um that’s kind of fun and I’m happy to be here with all you guys too so thanks for having

me amazing yeah resident tech support I had him on standby just in case

moderator okay yeah amazing and finally noen thanks AR it’s great to be here

with you lovely Gentlemen even if I’m sitting in this weird interesting

co-working space so apologies in advance for the audience in case you ever hear a

lot of noise in my background my attempt is to minimize it but can’t always control it so I’m nen I’m a public

speaking coach which means that I help people speak as the best versions of themselves whether it’s on podcasts or

Live Events like this one or doing presentations Keynotes big stages or small I come from

the corporate world I was at Proctor and Gamble for many many years and then I was also a filmmaker for a long time so

I bring bits of experience from both speaking in a very corporate setting as

well as helping people speak as themselves on camera

fantastic and one thing I haven’t mentioned I’ve worked with everyone here Danny very recently last week who’s

helped me make my first video which will be fun and nen I’ve been through her cohort really really helped me I used to

talk very very very fast and not be as confident as I am now and Ryan’s helped me massively with the podcast helping me

get my first sponsor lead and just generally making the whole system a lot more efficient so it’s great to have

everyone here and a very quick intro to myself quit my job in April this year

built a ghost writing business to six clients now saved around 20 when I combined coaching went to around 15K

monthly recurring and essentially what I’m doing is helping other leaders in the gaming industry make money using

LinkedIn so pretty much a plug-in business development team all the while having a bit of fun and I wear this hat

for attention and I talk about Crocs also for attention and we’ll get straight into it all righty so the

format everyone’s brought a question to ask the other guests that they generally have about their business so we’re going

to get straight into the first question which is this one and I believe the

person who asked this was why am I forgetting guilty as charged here why

did you ask this question and what is the context behind it yeah so you know

what I want to know is how do you see your particular industry or Niche changing in 2025 and what are you doing

to adjust to it and the reason that I’m asking this question is because I

actually posted it this morning I’m interested in getting and three things that I’m interested in improving on in

2025 are podcasting public speaking and writing um so since I have the three of

you experts here right now I’m very interested to see where those things are going um you know in your industry and

like how you guys are are working on um you know building in 2025 off those ch

amazing all right Ryan I’ll single you out I love it I love it as much as you

want Harry um so yeah broader Niche if we just look at let’s look at marketing

for a second um or industry I should say it’s changing a lot um there’s a lot of

fat cutting what that means is the companies are paying social media managers and people to post content um a

lot of money and it’s they’re not getting that money back and so not only

people but also vendors um that work with businesses um not only are they going to need to improve but they’re

going to need to show results um and so not only are the people in the company going to need to show the results these vendors are going to need to show the

results and we’re one of those vendors so on the broader in broader marketing um that’s going to change um meaning

what I kind of call just like fat cutting you know taking out what’s not generating results for us because we

need to maximize profit Etc all those things and then if we zoom into podcasting I mean

from a cultural side I won’t go into it but it’s ch literally changed the world

especially in the US in the last few weeks so you know that’s a call back to that um but yeah I mean podcasts are

exploding um so they’re just getting bigger uh I can go deeper into how and

why U but that’s just the reality so whether it’s you know you’re on your drive to work or podcast for business uh

there’s a lot changing there for sure so quickly to double click on the second part of the question so with podcast

become in a bigger part of the world like you said how are you planning to adjust to it yeah so I think we’re

looking at podcasting now I when I came in say 2019 first podcast I made for a

business right startup marketing business it was very much account based meaning you interview people maybe some

of them will become clients and then that’s kind of it right now podcasting can be your YouTube SEO it can be your

Google SEO like my website doesn’t rank on first page of Google my YouTube videos do right so there’s that’s really

what I’m looking at in terms of okay how are we adjusting to this we are trying to squeeze as much juice out of the

podcast as possible meaning how many different jobs can it have so I think

that’s like the main focus is not only like you know how do we get more views and more downloads but how do we make it

really efficient and that happened not to go on a tangent but quickly that

happened with company podcast B2B podcast if you’re in that space basically companies created podcasts

they didn’t really know why they were creating them and then they fail so that’s really what we’re focusing on in the next year or two which is

guaranteeing that success from the beginning which is in the strategy piece which we all do in some capacity here so

you guys know what I’m talking about yeah absolutely I resonate a lot I did all my sales through account-based

podcasting at my recruitment company and it was very much let’s interview people

and we might as well record it and do a podcast because that is what gets them on the and there’s so much that goes

around it to optimize and like you said it’s very hard to do right so I think that is going to be a massive thing that

just continues to get bigger and bigger uh I will moderate this a little bit and go to noin what do you think your

industry or Niche will be change in 2025 all so public speaking is already

changing in two big ways and I I love both of them and I believe this will continue on a very strong Trend in 2025

so first the definition of public speaking is changing once upon a time we always imagine public speaking to be

these stuffy older people standing on the stage behind a Podium and addressing

a crowd and very much a one-way lecture or we would imagine politicians which

you guys just talked about earlier but now public speaking the definition of it

is really expanding to speaking like this we’re we’re doing public speaking right now but five years ago people

think of this as public speaking any time that you speak to more than one or

two people that’s public speaking so what that means essentially is that

people are now becoming more aware of how they communicate and very often they’re now becoming aware of the

shortcomings that they might have especially when they are speaking all day every day in these meetings and

these online presentations and sales calls places where communicating keep

clearly and succinctly really pays off so I love that expansion of that term

because no one wants to be just confined to a stage speaking to an audience once a year or twice a year public speaking

really is about strong communication skills the second thing that’s changing is the

delivery again people would think speeches are these very formal written

out memorized or things that you need to read out from a script and that’s

completely changing the language that we speak is changing simple is better

that’s not just for the writing world is very much true for the speaking world

yes there is Beauty in being eloquent and using analogies and making things

very simple and accessible and that’s not to be complicated with dumbing things down

necessarily it’s about being as simple as you need to be there’s Beauty in that so people are recognizing that more and

more and thankfully using stuffy outdated language less and less those are the two big changes in public

speaking amazing and then following into the second part of Danny’s question how are you adjusting to this because this

changes I’m guessing your business yes so there was a time when public speaking coaches would think of specific formats

of delivery so for example you would just have a speech coach who would only work with people on formal talks or

formal speeches now I believe it’s less about the format and the platform and more about the person and I do believe

that anyone who wants to build a personal brand has to speak in public even if it’s just online if it’s just

doing podcasts creating videos doing Live Events doing webinars all of that is public speaking and you cannot

elevate your brand Beyond a certain point if you’re not being visible if you’re not speaking it is a personal

brand so you speaking and being visible is the personal part of that personal brand so really moving away from that

very rigid work scope where you only work with people on Keynotes or you only work with people on delivering a

specific presentation I believe you’re going to have less and less of that and more and more of person coaching where

you’re coaching the person to be a strong speaker regardless of where they’re going to

speak I think that applies to all of our businesses right I was going to say DJs definitely

need you you might have to get DJ client cuz but you’re right I mean it’s all you

know I’m in that industry on the side uh that’s my other business but um I’m with you on that no Sheen I think like I I

think all of our Industries are like there’s like a big there’s a lot of blending going on you know um there was

like strict like this is what we do this is how we do it and now all this is kind

of combining As One video can turn into text text can turn into video if your camera’s on your public speaking you

know Etc and the the type of speaking that people did now those are all

blending as well so I see that for example with corporate speakers people that were in the corporate world at one

time would only go and speak at events but now they’re looking to do more podcasts they want to create videos and

in inversely people that were building their personal brand online they might think of creating videos or being on

YouTube but then now they’re stepping out from Beyond the screen they’re going and doing these Keynotes in person so

it’s it’s all blending and it’s that’s great it’s great to see that it’s not one type of speaking isn’t exclusively

the domain of one type of person yep couldn’t agree more I will go

with my Niche now so my Niche is Ghost writing

and when I started ghost writing I went and paid for a bunch of other ghost writers to teach me what they do and I

notice everyone does it a bit differently now if I have the goal of making my client more leads and more

money then I realized then ghost riding is just a small part of it like the

content is a small part so if I’m thinking the I guess next Ghost Rider is

like kind of what nen said like look at the entire person and how can we make this founder in my case make as many

leads as possible and for me that’s making sure they’re connecting with the right people sending them messages or

giving them the ability to do that and with the kind of age of AI when I first

started 6 months ago or using a little bit of AI but mostly to come up with ideas now the AI is helping a lot more

when it comes to drafting the initial format of the post and also going through an interview like this and then

picking up ideas I didn’t even think were ideas like these really cut down the time I need to spend on the content

Direction and the writing it’s still a lot of mental energy don’t get me wrong but I can then put that time into doing

more DMS or doing more events which also work and the best thing about content is

there’s a lot of side benefits like some of my clients get leads consistently some of them get leads once every couple

months from content but when they go to an event they get loads of people saying I’ve been following your content and it makes that conversation that much better

which might get to a deal which how do you put a price on that as a Ghost Rider it’s hard to quantify so with that in

mind I think the best Ghost Riders would be the one who yes they’re doing great content it can get leads but then they

actually activate every other part which in my world it’s making sure the DMS are on point like the Founder’s account can

be sending DMS or shouldn’t or isn’t so if it’s a binary choice you might as well make it do it and if the founder is

not doing it at least have someone help facilitate that whether that’s someone on their team or someone like me so for

me it’s just having that full service in my opinion is what will make the ghost riding business that much better also

it’s a lot nicer helping three people a lot rather than 10 people a little from

a business perspective as well damn there’s a lot there too har you got AI you got should Founders be

answering their own comments comments I didn’t mention comments basically yes but there’s an

820 rule where after a certain point um you can get help but yeah comments is less important than the other stuff I

just more DMs like starting new conversations with people making that process

easier yeah I love that you’re already talking about that evolution of AI because I sometimes refer to being

stilted like AI or being robotic like Ai and now more and more my husband’s calling me out on that and he’s like nin

you can no longer say that AI is robotic it’s only robotic in the hands of people that don’t know how to use it so it’s

it’s a very interesting conversation I was used AI in the course sorry to say uh but in Ryan but like AI helped me

tell me how many words per minute I was doing and then it helped me become a better speaker so AI made me less

robotic you have to want it that’s the thing that I realize I don’t I’m not interested I’m not watching AI videos I

don’t care about AI software chat GPT I’m not interested that’s me so then I

had to figure out how to use it how to find the ways and now I found the ways

to actually use it and to your point nen yes it can speak in your voice but you have to train it to do that it’s like

anything um but I actually love I think Danny’s example is one of the best where I won’t tell it for you guys but you

know using AI scripts and to at this point if you train it good enough you know Danny you fill in the Gap but

people don’t know if you set up everything else correctly yeah I’m like experimenting

obviously with AI right now like everybody else is right and I did an experiment recently where I basically I

came up with a topic and I had AI write me a script for this particular topic

and then I wrote my own script for a video for this for the same topic and

literally the two videos like performed almost identical like there was no like

and I was really hoping like it’s not what I was hoping for it was not like I was hoping that my one that I wrote

myself was like gonna kick the AI one’s ass but it didn’t it didn’t like work out that way um but what I learned is

that it is very effective if you are

feeding it the right information and like to me the best thing to feed it is

like something that allows it to capture your personality so if you feed it like an entire podcast or if you feed it an

entire 10-minute YouTube video The way I FedEd a 10-minute YouTube video that I did and said make sure you capture the

same Vibe and tone and language that I use in this video that’s where like you can

potentially get an output that is equally as good as like what you would write yourself so um it certainly makes

ghost writing uh a little bit easier when you can have that that that potential especially like I mean I’m not

like I don’t like writing at all like I would way rather get in front of the camera and speak than write out content

right so like the fact that I can get a nice written piece of content from my

video that you know using AI and it gets me like 85 to 95% of the way there I’m

like that’s like a a lifesaver for me because it’s it’s taking away one of the things that I really don’t like doing

and also one of the things that I would kind of also feel a little bit weird

Outsourcing here here I love it all right time to move on to the next question which is from nen nen what is

your question and the context behind it sure so most of us have businesses that

are fueled by LinkedIn that’s where I got my started as well almost two years ago where I started with LinkedIn on

LinkedIn and that’s pretty much where I’ve grown my business but 2025 as a big

question for me and that’s the question I’m asking all of you do you plan on expanding outside of LinkedIn in 2025

and if so which platforms will you go on do you have a plan for this and so

on single someone else sure let’s have Daddy talk about this

Okay cool so yeah very very similar to you um

2023 was like the year that I went all in on LinkedIn right um I remember I was

in a mastermind meeting with a A friend of mine who was running this Mastermind group and he’s like who has a New Year’s

resolution and I was like I do my 2023 New Year’s resolution is to post every

single day on LinkedIn for the year 2023 and I did that and it was the best

decision that I possibly ever made because like it was July of 2023 that my

business like really took off and I started to you know turn a couple thousand bucks into five figure months

like consistently right so um when it was come when it came to my 2024

resolution I was like I’m going to get on YouTube now when I got on YouTube I got on it with no expectation like the

only expectation that I had for myself and the only goal that I had for YouTube was to get out 100 videos in 2024 right

and then I would look to kind of adapt YouTube as a as a conversion and lead

generation channel in 2025 so my

2025 resolution now is a podcast and I want to get a podcast out every week and

the podcast is going to essentially feed my YouTube channel more content on my YouTube channel more content for

LinkedIn it’s also going to be more content that I can share on Instagram and Tik Tok where I’m all I started

putting all my videos on Instagram and Tik Tok now also um I’m not as focused

on those platforms as conversion channels like right now it’s all about just building Awareness on those

platforms um but that is kind of where I’m going I’m

starting to like and also my newsletter too which is you know I have I have a a

Weekly Newsletter that that that goes out right now which essentially is a version of my long form YouTube video

where I put it into my written content um so I I I am starting to build this

marketing flywheel with all these different pieces so that I am not just 100% dependent on

on LinkedIn to bring me all my business so I know that was a lot but hopefully

uh that helped we get it um I could jump in um Danny I’m with

you I’m following your lead in a sense I have not dedicated to the other platforms I also have an audience that

knows of me as a rapper and a DJ on Instagram so few thousand people there

love everybody appreciate you so I’m figuring out I’m like do I use this page you know I still release music so do I

create a separate page Etc all that type of stuff um I want to do you know get somebody to help manage this obviously

um I’ll give you guys a good quote that I think we can all agree with which is if you don’t have a VA you’re the VA so

that’s what I’ve realized um we’re going to get into that a little bit more maybe on my question um but yeah I want somebody to help I do want to expand

past LinkedIn yes same thing YouTube um figuring out YouTube now hiring some help um for YouTube which is good so

that’s my goal for the for the next year is to really dial that in um and get started on these other platforms but let

me give you guys the big one which we all need to do which I think Harry’s probably doing it the best right now

which is in person that’s the platform that we need to be really pushing we need to expand our reach past what we

what past the internet we’re really used to it we’re super comfortable there that’s what I’m trying to figure out um

in this next year is how many iners can I go to one inperson meet up a week or even a month um can I host my own right

um and do content that way so that’s kind of how I’m looking to expand very cool yeah

um I’m just thinking through your answers what platforms I’m on so I have a newsletter which is pretty much

announcing stuff like this events and every now and then I might give a tip but at the moment it’s just like hey I’m

here please look at it but like I sent an email this morning because I forgot to mention it to the newsletter that

this was happening like like 30 people clicked it like okay so newslet is very

powerful so we’ll keep that as a way where it’s an audience that we can capture and honestly it’s overpowered

the podcast because the podcast is pretty much YouTube videos amazing and then the podcast is shorts which I could

go and post on Tik Tok and Instagram I just kind of CBA right now but I definitely could at the moment it’s just

going on LinkedIn and YouTube to like I think what you guys said more awareness

but I’ve had my biggest success is from events like these actually because they

can hear someone from a long form perspective so this this is an event on LinkedIn then this becomes a podcast

this becomes a thing that they can listen on Spotify while they’re driving and they can just spend more time with

us and the events like half of my clients came from events the other half

came from podcasts and one came from content the coaching clients most of them came from LinkedIn makes sense but

like actual ghost writing they need to trust you to accelerate trust in my world it’s podcast or I have them on a

podcast or speak to them in person at event hold their shoulder laugh kind of make them do the deal in person and yeah

um I want to do more and more events so I did my first big event in Barcelona which did really well 100 people coming

did another one in Stockholm in a couple weeks and once you get a critical mass you get a couple local supporters it’s

not that hard to do a time and a place type event and that’s where you make the big relationships I guess um so for me

yeah I’m going to expand more into more events and more podcasts next year and spend less time writing actually so I

want to really get either help on the writing so I can do more of that stuff because that stuff is irreplaceable no one can replace noen on the stage but

once you have enough content on video maybe no should be doing more stuff on stage that’s the way I see it yeah I I

love that we’re talking about essentially deepening the relationships

that we have with our audience as well as potential clients and that’s

something that all of us realize on some level where certain types of creative

initiatives have different levels of impact right writing a post doesn’t have the same impact as seeing a video seeing

a video doesn’t have the same impact as seeing someone speak live in the moment unedited and that doesn’t have the same

impact as meeting someone in real life so the people that I’ve met over the

last year have probably made the deepest impact and that’s what all of you are echoing so for sure it’s about the

different levels of impact and knowing making sure that your personal brand

gets to the deepest point of that relationship

possible for sure and I will touch on the how actually I wouldn’t be able to

do it unless I escape the hamster wheel and that is very hard so once you start a business actually escaping delivery is

not easy and when I mean escaping delivery I mean training people to do it to your standard not necessarily escaping it because you don’t enjoy it I

do enjoy it I just hit my ceiling so the way to do these more in person events is basically training people I

think is the solution because if we can’t do that then we’re stuck that’s the way I see it and that topic is a

massive topic so hopefully I want to ask one of you guys in a Q&A your experience

with training people um but yeah I think the how you just need more people on the team at least that’s the way I see

it all righty yeah I wouldn’t be able to execute the plan that I have going

forward without like bringing in help to get it done so as far as like what I’m

investing in when it comes to content right now like I’m heavily investing in the video editing team that helps me do

all of my video edits for all my short form and they also fully manage my YouTube channel so they do all the

posting for YouTube they do the SEO and keywords they help me come up with the

ideas and topics and um they do all the thumbnails and all that stuff so you

know all I need to do is be the person that makes the content right um I’m also investing in um somebody to help with my

newsletter like I told you before I don’t like writing um so they help me

get my thoughts out from my YouTube videos and get it into written form and also like create the landing pages and

all that kind of stuff that I also just don’t want to be doing myself so I have somebody that that is doing that and

then I have somebody that’s just advising me on the content on like how I can essentially level up the content

whether it’s because I you know whether you know maybe it’s to try to get more sales from the content or whether it’s

to try to get more views and followers um I have somebody that’s just kind of

like I have as an advisor so between like all those people I have a significant

investment um in content but like 95% of my business is

generated through my content so so obviously you know that investment’s worth it that makes sense delegation man

I I’ve been the bottleneck for obviously we all are become you know you’re the bottleneck when you don’t have anybody

you know and then once you have somebody then you’re still the bottleneck and then you all you’re doing is try to not be that anymore but um I’m following

suit with you Danny I’m I’m letting my team do more um I’m letting them have the video not only help come up with the

ideas but take the videos run with the thumbnails you guys tell me what the thumbnail Tech should be all I had I

want to control all that for so long you know and uh gota I just gota got to let

him run with it but I’m with you man would not be here without that my team they’re incredible

man Al righty we move on to the third question which is my question and I will be a bit cheeky on it so the question is

how have you evolved your offers over the last year so I’ll give some context and I’ll pretty much let everyone pitch

their offer because that’s the best way to learn what their offer is and then understand how it is evolved because I

think it will help a lot of people here at home that’s kind of the first part this is the reason I wanted to ask this

question because I think it would be very useful to hear how the first offer came to be and then how it’s come to

where it is now and to see that Journey so I will start with noin so how is your

offer evolved over the last year and what is your current offer so I pretty much just started with

working with whoever wanted to work with me and that was like from the beginning I had people reaching out to me to ask

if I could help them with something specific and part of that was I was still in data Gathering mode where I

wanted to understand what is the demand for the most is it for example that people want help with specific speeches

or Keynotes or do they want to get better at speaking up in the office at

work what is it that they’re struggling with am I helping folks go from zero to

one so people that have never spoken on stage before who have massive state right am I am I helping them overcome

their nerves or am I helping people that have a specific level of experience but they’ve reached a plateau of

mediocres and am I helping them surpass that mediocrity and get to the the top

1% speaker level so those were the questions that I had for myself going into this year and now that I’ve

basically worked with both people that have traditional jobs who want to climb

the corporate ladder who want to become who want to get to the Sea Suite essentially as well as entrepreneurs and

Founders people building their personal Brands and what I understand is that I really have to look at it from the point

of view of their psychology more than the specific job that they might have or

the specific thing that they need help with so that’s where I’m at right now I’m I’m evolving the offers more to help

people become the most impressive and impactful version of themselves when they speak anywhere and that I’ve seen

as the the one uniting factor so whether you are for example an exec and you want

to get to a VP a director or a C Level exec and speaking well being able to

present your case in meetings that’s standing in the way or if you’re a founder or an entrepreneur and you’re

getting that courage to go from writing post to actually being visible to being

on camera to speaking on podcasts so the psychology of these two types of people

is similar that’s what I’ve arrived at after being open to working with everyone during this year so now going

forward I’m going to be looking at pretty much separating the offers based on that so whether you’re someone who

has who faces a lot of nerves when they speak regardless of where you might need to speak or if you’re someone who has a

certain level of experience but then you want to make sure that you’re you’re extremely refined and polished or in the

words of one of my ex-clients you speak like a president that’s what your goal is so that’s really how I’m going to be

evolving the offers going forward cool um tactical question you

mentioned you would work with anyone so I’m guessing that included oneon-one but my experience with you was in a group

setting I’m curious are you going to look into continuing a group setting do

you have all versions do you have like a ladder I’m curious how that is set up like how do you help people oneon-one if

you do and then groups are in and then is there another way people can get help from you yeah I was doing mainly

one-on-one coaching for a while was very much like an 8020 split and it’s

extremely timec consuming so I’ll actually be looking to invert that as much as I can so doing only one onone

coaching for a very select number of clients and not going Beyond three or four clients a month and really

expanding the group offering to something that can run the year round that’s the initial thinking on that

because right now I had a group program which Harry you were a part of which launched and then it had a very specific

end and what I noticed was that it was difficult for me to retain people beyond that specific time and some people do

really well in a short burst and some people don’t so now I realize that in order to be able to help more people I

need something where I can have longer a longer period of contact with them but

not necessarily try to teach them everything in four weeks or six weeks very cool

lovely Ryan let’s run it let’s do it um yeah so I hired a coach in at the end of

last year and he gave me this idea of doing done with you services and I’ll be

honest it did sound really good the way that he explained it so we’ve been doing it for a year now um I love it I really

do enjoy it obviously it has pros and cons um it’s harder to it’s it’s hard to train people and then have the company’s

team be on the hook for the results but you’re the vendor so you’re saying well yeah we’re training them takes time

right um and the one thing that you don’t want that nobody wants to hear is you gotta wait or it’s got to take time

so um to your point nen I I everything we’re doing is optimizing for actually

spending more time um with a smaller amount in our case companies not as many you know individual people but that does

happen too um so on that side of things the done with you side that opened up a

whole new side of our business so I really am happy that we’ve done that um it’s helped our Revenue it’s helped our

pricing less calls more Revenue all that good stuff um different problems solve so still difficult to do um but that’s

how you know our service has evolved um then we have the done for you portion which was a little bit ambiguous I

wasn’t super passionate about about it so I said all right listen let’s just make this not only lucrative but let’s

build it out like let’s build the team let’s not have like a freelancer here freelancer here there you know let’s

really put this together so we built out that side so now our options are really simple there’s a done with you option

and there’s a done for you option and that’s it there’s just two options now if you want the solo the DIY approach um

same with youin I did the group it was it did have a somewhat of an end point but then once the end point happened

some people stayed some people didn’t apply the knowledge and I loved it I loved every second of it I really enjoyed it it was lucrative too um so

that’s going to turn into more so a course a little bit less time from us um but same value so we’re just going to

have that’s the value ladder basically like DIY version then a done with you if you want to get started and then the the

full done for you if you want to take it all off your plate so that’s how we’ve evolved ours um if you want to know how

we used to do it it was a one-time payment so you would pay like two grand three grand five grand whatever the

price was and then we would help you launch your podcast so obviously you can

imagine what the troubles were with that concept um so evolve this last year has been a lot with the offers and types of

clients that we’re working with and to cap it off we’re working with larger businesses um mid-level to large siiz

businesses um yeah 50 100K a month plus that’s really the ideal um kind of size

to do what we’re doing here no it’s super cool I think the pivot to more recurring revenue is what

I heard like yes yes 100% oh yeah I mean and I don’t see another way um at least

for this business uh and not only is it better results but it’s Al it’s better for us and it’s better for um for the

clients the more you can forecast out I mean I wasn’t even doing like a timeline or scope of work before you know now

that’s the first thing we sent so 100% recurring is really where it’s at um and the longer timeline you know you’re

going to have the better obvious obiously the results are going to come exactly I’m curious about Danny now

how’s your offer evolved let’s see Danny yes so I I reached like a really

interesting uh point in May of this year where I kind of had two choices I could

either grow the business or I could scale it right and growing meaning

obviously that I need to bring in more people and higher and I

just didn’t I just didn’t want to do that like I didn’t want to be managing a whole bunch of people and everything

like that so I was like how do I take what I’m doing which is growing and

continue to to to grow it but have it be only me right because what I noticed was

that even though you know because I I guess because I was so visible

online when people were booking these calls they knew that they weren’t going to see me to help them make their videos

that they were going to see somebody else and they still kind of were disappointed about it right that I

wasn’t the guy there helping them so essentially I kind of rewrote the business model to make it a so still a

solopreneur business but be able to grow significantly and take on you know more

clients at a higher level um but just not really so before I was doing like

one-off situations where like I would have somebody come in and record one time so I completely eliminated that I

moved into the monthly recurring model you know getting people on for a minimum

of three-month period of time um everybody everybody getting getting to

work directly with me as opposed to working with a team member I also

increased the the quality on the production side so I brought in a brand new team to do all of the the production

um and it is a significant level up from what we were doing earlier um and then

we also uh I also got some help to build a system to get me out of the delivery

hell because where I was having a lot of problems was people would be like hey Danny I need a couple edits for this

video whatever and I you know and I would be like okay cool email them to me and then I gotta go email them to my

editing team and uh and I am I’m so bad at admin stuff I’m like the worst so

like people would email me and I would forget to send it back to them and then I and then they would be like hey are my

revisions ready and i’ be like oh [ __ ] and then I would go to the to to the editing team and I would be like hey can

you get these done like tomorrow um and ultimately what what we ended up doing is you know we built this

this system now where all of our clients have direct access to the editing team

so that this way if there’s revisions and everything that are that are necessary they can go in and communicate

directly to the editing team and and I don’t have to be the the middleman between all this so essentially I

quadrupled my price um I closed more clients um and I uh got out of all the

[ __ ] admin stuff that I really hated doing um and now like things are are

moving very smoothly uh so of course that now that things are going smoothly you got to

shake it up a little bit right um so essentially I have added another arm to

our offer and what we can do so instead of sitting down and doing these these interviews uh with the founder and

creating the content with the founder in the company I’m now doing a testimonial version where I’m sitting down with the

clients and interviewing the clients and capturing all the clients best thoughts

and ideas and stories about working with you and then recording those and then

obviously with those testimonials then you know they go to uh you know

obviously they they help you increase sales they shorten the sales cycle they they they’re all all kinds of benefits

right everybody knows video testimonials are are probably the best thing that you can have so with that thing though like

with the video testimonial side that doesn’t require me right I

don’t like the the the the social social media side definitely requires my skills

and my talent for bringing out the best of people on camera the testimonials

it’s like we could ask a bunch of questions we can capture the story like and there’s other people that can easily

handle that outside of myself so that’s the type of business that like I would

look to potentially grow as opposed to scale so um I’m I’ve got a sales guy

that’s in on this now so he’s kind of doing some of the sales um for this so I don’t have to be working on the sales so

I’m kind of diversifying uh a little bit right now and uh we’ll see how it goes like the

testimonial thing is still uh very new and it’s still like in a testing phase right now um but very

positive signs I mean like I sold I think I sold like 15 grand in the first

like week of just like putting the offer out there and just like and and and it wasn’t like I didn’t do a big launch or

anything it was just like I put it out there like hey I’m doing this now kind of thing so there there’s some there’s

some positive signs there that it could be uh something that that you know we will continue with in the future and we

look to grow but uh yeah that that’s what’s going on it’s there there’s a lot

lot of moving parts and I guess it’s just part of you know growing as a a

business owner or whatever right so um it’s it’s

exciting very exciting it’s that self awareness I think like you single-handedly with that testimonial

one double down on the things you’re good at which is really interesting because then you don’t have to be on the

call you’ve helped your Founders make more success but then you also kind of

eliminate the the issue right of delivery help because then you don’t have to be in the middle at least for

that stuff which I found really interesting uh I will I will actually go yeah and then I was thinking just a bit

of a tip for everyone at home just when it comes to offers I think if we can get a round of those before we move on to

the next question will be useful so with my offer I started doing at the start of

the year I just did a Power Hour basically that was how it started got my first $100 and I was like look Mom

stripe I can make money and then it evolved into doing it for a month so I

did 500 for four weeks and I called it a LinkedIn launch where coach them and do everything so I started I did two for

free got testimonials got a paid one and then I ended up getting a done for you

version which is a bit more money which is Ghost writing and I just started to think okay what do I do to make money

and I thought I have the podcast we have the dming people events posts so I just

started plugging things on and then now it’s more like the ghost writing is how

we get in but then I see my business evolving into more getting people

clients full stop and I found the best way to do that is actually through

events introductions and the content is just the lubricant over all of this so I

started interviewing more of my clients and helping them with like more podcast content and when the whole thing’s going

around then it’s like a kind of all in one service so the offer it’s interesting

I’m still thinking if I need to change it but like it’s still ghost writing I don’t think people are staying with for

the ghost rting that’s the funny part I think all the side benefits are like adding up to more than the ghost rting I’m starting to realize and I don’t know

if that’s a problem so my offer has evolved a lot from just teaching you how to do it to more doing it for you then

all these side benefits which I don’t really know how to articulate so my offers evolved in that way where I’m

like how do I give you value here you go please stay and then please

die people don’t buy for the aggregate they buy for the one or two things that they really want so H that’s it they saw

something that they liked and then they so to your point Harry then that’s where brand positioning comes in talking out a

Pock in here gotta have Jason Van on for that but um then you narrow down you figure out what that pool of people that

is the ideal people what are the two or three things that 60% of them buy for

and then you could double down on that I think you’re right you’re in the right direction Harry um maybe ask more

questions rather than guests I could probably just ask him I haven’t actually asked him that maybe I should that helps too interview them that’s what we do hey

there you go sweet um lovely before I move on to the final question then we open up to Q&A to everyone who’s here um

everyone you’re looking at four people go connect with them on LinkedIn stalk

their profiles maybe they can help you with something some people become my new stalker there you go LinkedIn stalk come

R not a real regular stalker just linkedin’s fine but you know either way I’ll take it whatever yeah um I’ll plug

everyone’s profile in the comments but yeah definitely check everyone out follow and stick around and we’ll move

on to the final question and then Q&A time let run it so this is from Ryan

what is your question and the context behind it yeah so um the context first is I went to something called a cash day

uh or cash flow day which is run by this organization called entrepreneurs organization EO it’s called it’s all

over the world um I don’t have the I might have the revenue num now to get into it but it’s like I don’t know

somewhere around 250 or 500 a year or something to get into the initial you know uh group and so it’s entrepreneurs

from all different industries that come together locally so for me it would be a Philly if you’re in New York they have a New York one they have them in all

different cities all over the place so I did this cash day and the guy who spoke at the cash day had this book that he

wrote called uh simple numbers big profits and so it’s this thing called profit first accounting and so it’s the

way it it’s a way at looking at your numbers as a business owner not as an accountant that’s my version of it by

the way so if there are accountants listening then please you can go ahead and correct me but it’s basically a profit first approach since that day

we’ve changed we actually I hired a bookkeeper I hired a new accountant I get reports every month I know my profit

I know my p&l um scaling is getting started is sales and marketing past that

it’s sales and marketing and numbers and accounting p&l bookkeeping all that stuff so that’s the context for this

question I had to sit there during that cash day and and I looked at my q1 and I

made and I made negative $200 so and I didn’t know that so that’s

what brings the question are you working more on the business or in the business or both and how do you

know Harry can I ask you to take this first I’ll take it yeah very very

topical for me so my humble moment I guess is so I stopped

kind of signing new clients about 60 days ago I guess um because of hitting

the capacity um so I was at 1.8 clients now I’m at six so a couple stopped for

personal reasons and some of them want to reactivate I’m just not ready and I think it’s because I’m was definitely

working in the business that that much so realizing all the activities I was

doing and what I could delegate turns out it’s quite a bit so in my world it’s ideation the scheduling the coming up

with the canva design having the back and forth of the graphic like there’s like pretty much looked at my Diaries

like 60% of what’s here can be delegated to $20 if not $10 an hour activities my

issue was having enough time to step out and then actually go and do the

delegation so to answer the first part am I working or more in the business I’m

now doing both because of our necessity I was definitely only in the business for like the last 60 days probably now

it’s more both where I’m talking with um an agency I also have VA have a video

editor I just trying to get everything sopd and what’s really helped me now

which is more tactical is record a video in this case it was a

loom of me doing something and explaining as I’m doing it and then you can literally just go chbt make this

into an sop it does a pretty good job and then I give this to a pretty good VA

or an agency and then sometimes the agency that I’m talking with now which we’re going to start next week they can

then tell me what’s missing like oh we actually don’t know what you mean by here and then we iron it out and but

having that back and forth I’m like oh my God I’m about toate Harry a VA agency or a video editor what are you referring

to it’s basically like a backend LinkedIn agency very new

um it was through a referral so I won’t mention them because we haven’t started yet but so far so good the principle is

they have a very big team of virtual assistants we’re training different things and I can instead of going to

individual people and having to manage them I go to the team that’s the plan and having that sop framework is just

really useful and then you start to realize oh I can’t delegate if an idea

is good I realize I can’t I thought I could but in practice I can’t I can still delegate get in all the ideas from

the transcript and then I can pick what’s good so once I know that I can then actually delegate at least that

part and my problem was actually waiting to make everything perfect before doing

it don’t you can just start with the smallest thing which in my case is ideation and then the next week we’re

going to start looking at um engagement when it comes to doing it as a done for you service I haven’t offered it a

single time most ghost run agencies do that but I haven’t offered it because like I don’t want to be doing comments

but actually practically looking at what it’s going to be then I can delegate so

well that’s you on it right I mean you can go past the I don’t want to do comments well that’s you down here above

that is you going well what if we did do comments then how would that look you know so I could just you’re talk about

well hey I mean you can delegate anything is it going to be good at the beginning probably not but almost

anything yeah but then that’s the thing at at least I shouldn’t be making that choice for my clients is what I’m

realizing I should them present the option and then they can decide and also I can test this on my account um a lot

of these things like the video editing for example I used to edit now I have a video editor it makes sense just a lot

of these things just trying to delegate them one by one and what you said as well Ryan doing the cash flow

calculation and find out how much money you’re actually making very humbling experience yeah Harry actually fired me

after he did the cash equation because he goes I can’t be dishing this out to this

guy we we got the results first then he was like suppos to be it was built to do

that so ex I was very happy no I was happy for you 100% yeah I was very happy

but when I actually looked at how much money Harry was making the funny thing I realized is a

th a month expense doesn’t look big when you have a big Revenue number but if the profit number is very is like this big

then a thousand a month is like a third of your profit revenue is it almost doesn’t matter at all it’s a whole

another conversation but I’m with you thank you for that response here I can tell it’s been we’ve known each other

for a little while now it’s you’ve came a long way man so i’ not only on the podcast side but 100% on the business um

building a business maybe building a real business yes um yeah no Sheen if you don’t mind going next I’m really

curious about how you look at this sure there are two things that stood out in your question one was the question of

scaling and then the other one was tracking and that’s the question of scale is something I’ve asked myself a

lot because I am a second time entrepreneur so when I was a filmmaker I was an entrepreneur for the first time

and that’s where we built a team at one point I was running a full-time team in person we had an office it was a very

traditional type of setup and I was the person effectively who had to make sure

that everyone got their salaries that I made payroll on time and that would keep

me up at night so when I quit that business I told myself that I’ll never

scale again that I will always always aim to be a solopreneur so scale is something that I

found challenging because now I’m realizing that the question for me is how do I scale my impact without

necessarily scaling the business or the team I know that for me I never want to

go the route of subcontracting coaches and so on that’s just not the business

model I want I always want to coach people either myself or then through a course but it’s always going to be me

it’s always going to be what you get from nin’s brain and experience and and expertise so that’s a a decision that I

had to make I do have Ava I do have people helping out with editing my

videos but I I will always make that distinction between being a solopreneur

of business Contracting out people that mostly helped me on the marketing side

of things and the content and the personal brand side of things but never ever working with my clients in any way

so that’s that’s the scale bit of it that I have figured out to an extent at

least in theory and now 2025 is going to be more about practice and then the tracking piece is very easy because I

track everything in my calendar and it’s all colorcoded so I actually have business building activities color coded

a dark green versus spec like just client delivery activities which are usually orange so at a glance I can tell

very quickly how much time am I spending on the business versus in the business and I I I aim to strike a balance I I

always have things in my calendar that are hopefully going to have an impact in a while things like networking things

like making sure I’m in touch with people making sure that I I follow up on

certain conversations don’t let them die things like that I I think of business building as part of that

I should have assumed you were that detailed when it came to that but I think we and I think we all need that we

all need to set that everybody talk I mean it’s the it’s the LinkedIn post with a thousand likes which is set aside

time to work on your business but who actually sets like I’m just telling you right now I I mean I don’t I do but it’s

just not in the calendar so um yeah that’s and also what I gathered from you

too is the best thing that you could know is what you want most people have no idea right so you know this is the I

already did that business I already did it I tried it out this is where I’m at now so yeah um lot of notes that I’m

taking so from both of you guys and now Danny because I know he’s thinking about this

too yes so I mean I kind of I kind of was hitting on this in with the last

question um you know I’m I’m in a really good

spot with this on the the video on easy mode social side of the business like I

have plenty of time to do everything that I need to do right I have plenty of time to service all the clients that I

have I have plenty of time to create all the content that I need to make um and

then you know because I have some of those team members involved uh and because we have this nice process that

that’s kind of going pretty smoothly as far as you know how we do the the the client delivery side of it right so

the testimonial thing is where essentially I want to grow that and

spend zero time on it like that’s the that’s to me and like it it it could be

a part of the business that I sell off completely right I want to look at that as like hey maybe this is something that

I completely sell off right that it’s just somebody else is like hey this is a really good service and um you know I

think it’s worth some some good money um and again it’ll take some time to get to that but

uh I I already took all the admin work off my plate for that so the same team

that handles some of the admin stuff on the editing side they’re handling all

the admin on the testimonial side um I haven’t brought anybody in to do the

interviews yet but I have somebody queued up ready to go as soon as we have enough clients we’ll we’ll bring them

them in and they will basically take over all of of that piece it right

um and I can do this All without hiring like one W2 employee which is amazing

right um eventually I do believe that

the testimonial side of the business if it does continue to grow we do continue to S to go all in on that we’ll bring

some other people in to run it and I will just take my back seat and just let

it run on its own and just get involved when when I’m needed for

that because ultimately I want to get out and do new stuff like I like one of the

thing like I I want to I want to like I gotta Peg nen um for how I get myself out there

and get myself more speaking gigs and get myself I want to be out I want to like I want to get out of my office

right like I spend the last three years four years I guess

building my business from sitting in my office right and first it was a basement

then it was a garage now it’s a it’s a bedroom so at least like I’m like I’m

moving my way up a little bit right but um I I want to get out of the office I want to get out I want to be mixing it

up and that’s kind of where I see

like you know the idea of like having a a business that kind of runs sustainably that I don’t need to get be all that

involved in and then having my social thing which again requires a good amount

of my interaction but not doesn’t take up my entire 40 you know 40 Hour Work

Week calendar um so I have the time to get out and do some of the fun stuff that I

want to do I love it Danny I love it so let me

say one more thing Harry before I pass it to you the reason why I asked this question is because this is what we all

do we all help people work on their business or their marketing or their

speaking and not in it though we all have to get in it a little bit to to

obviously get to the point where we work on it but it’s like that’s ultimately what we’re trying to do for everybody

else so I’m learning from all you guys but I’m also just looking at it like how

do I know and how do I switch now my mindset to working hey look I took all

this off my client’s plate um now I’ve delegated my team to do do it and they’re killing it okay great how do I

get out of that project and zoom out take a walk down the street and you know

work on take that time to work on my business so I appreciate all you guys and your answers because that really

helps beautiful Al righty we’re now at the Q&A section I have a couple

questions coming in which is lovely what I want to do be as the questions take over and I’ll get to dyan’s First is I

want to ask everyone so I’ll start with noin who would you pay on this panel for

their time their service and why if you had just given a

voucher o so I have one voucher but I can’t hire

all of you have catch Forever For

Life get like a year that’s a brutal question that is a

brutal question but okay so I’m going to I’m just going to say that overall I

feel like I don’t do a B2B podcast so maybe working with Ryan may not work out I love could you having a conversation

with him working with him otherwise so and

then uh with Danny I do have a system of Cate creating my own videos so I again love and value the friendship I have

with Danny but in terms of a service that I would like to work with someone

on potentially Harry what you do could be something that would benefit me the most just from the point of view of that

personal brand because writing just like Danny I’m with him on this I prefer speaking to writing I prefer creating

videos I’m loving the LinkedIn algorithm right now because it’s finally favoring videos y so I can do a lot more videos

now but in general yeah if I could work with someone to to work on the writing

piece of it for sure so Harry it’s going to be you yay fa and you smash it with the writing

already so at least with the content I see cool

thank you Danny the question is yours and I’ll

add an asteris on this which might have helped machine um not necessarily their current Services just what would you

want to learn from them as well oh okay yeah sorry I made it be

easier yeah totally um all right so I’m already paying Ryan right now so so

we’ll uh we’ll we’ll we’ll uh we’ll kind of go to the next point so n she is

definitely the N she is definitely on my list of people to work with uh

and I I’m trying to like see this is why I need n Sheen right now because I’m I’m

like I’m thinking too much and I’m not articulating it correctly right here

this is exactly why I need her I’m pretty solid when it comes to getting out there I’m not afraid I’m Not Afraid

at all like I don’t I don’t have that that stage fight problem like I am the kind of I am the person that likes to be

picked to go up in front of a crowd and speak in front of a crowd of people right but what I need to know is how to

how to build the business side of that how do I get more speaking appearances

how do I start to put together like a portfolio or like a you know I guess

it’s like a speaker guide or whatever it is right that I could start getting out there so that I can get some of these opportunities but also

improve my speak speaking as well so now Sheen is definitely like a future uh

investment that I I plan on making sweet nen could you give him a

quick pointer now because I’m sure there’s some people at home listening who probably have that problem as well how would he get started sure so you

mentioned something about a portfolio and that’s something that intimidates a lot of people so to demystify that you

need two things you need a speaker reel which is basically a highlight reel of you speaking in different ways and

people have a very creative approach to this real as well so you can probably challenge your creativity on that and

the second thing that you need is a website that’s your speaker website where it talks about where you’ve spoken

at what do you speak on what kind of speaking do you do what are you open to testimonials things like that so

something that specifically caters to the speaking side of your business that’s that’s the two things that you need to get started and of course you

need that mindset of building something from scratch so very often I get people asking me no how do I speak on the Ted

or tedex stage when they haven’t done a single offline talk in their lives so

yes it’s possible potentially to get on a stage like that without having done any speaking generally you need to have

a certain level of expertise you need to have won a Nobel Prize or something of

that sort to get on a stage of that caliber without ever speaking but in

general you start from scratch and you know I’ll be the first one to tell you that I never got paid to speak for 17

years where I was just going and speaking on any stage I could find any opportunity so being humble at the

beginning and getting your reps in going and speaking in person without getting

paid for a little while so that you can then start getting paid that absolutely pays

off 100% I did my first speaking thing and it was through networking so my brother knew the organizer and my

brother was asked if I know anyone who would speak and he recommended me and then my LinkedIn profile was enough for

him to be like yes come speak about LinkedIn and it was a decent stage wasn’t paid but to nin’s point she

wasn’t paid for 17 years but she was definitely paid in other ways credibility Network relationships so um

I would Echo that the only thing I’d say is the first couple talks you probably won’t need a website at least to get the

speaker real my head because your profile can do the talking at least at your stage I think that would be my

asteris there yeah if you I would say I’ll get

to who I would uh choose as well but I’ll jump on this last point which is if

you want an easy whether it’s us here or anybody listening if you want the easiest way in my opinion to speak

that’s close to home and comfortable it’s going to be the college that you went to if you went to college because

that’s what I did did I landed it from my LinkedIn for sure they already knew me but they would not have known what I

was doing if not for the LinkedIn so to your point you can do it off the LinkedIn and this was to 30 people in a

classroom like it’s not a big I’m not on the stage at the you know graduation you

know that’s nin’s uh level uh to maybe get you to that and you have to have so

many accolades but yeah that’s would be my don’t know if you recommend that Nim but that’s just how I started doing it

and now once twice a year I go back to my college and whatever they have um you

know I bring a camera and my lavalier mic and I get some videos hopefully for the real you know so that’s how I do it

absolutely absolutely just like no role is too small no stage is too small so I

love that you started wherever you could I mean and I I try to not go down a

rabbit hole here I prefer more people I would so much rather speak in front of thousands than 10 people so that’s me

personally that’s from my DJing experience but anyway yeah get what you get 100% if you could do 10 people oh

you could do a th 100% um and if you want the way to get there then I would

hire noen for sure um so I’ll go around the room here so Danny I want to I’m

like one of those people I don’t need somebody to ask me or probe me with questions would I am I going to create

actually what day is it Wednesday on Friday Danny’s going to we’re doing a little thing together I won’t give any

more details Danny maybe you don’t want them to know but we may be working together in some capacity where I get

Danny to give give me his uh you know help me through a video um so we’ll see it’s still probably going to be better

than what I can make on my own um but what I would like to do is have somebody interview me internally somebody in the

company um at podcast principal so I would like to get to that point so for now Danny I’m good on the video but

hopefully we can do something internally I think that would be a cool way to do it um we’re I we do ghost writing so I

don’t not I’m not like advertising it but we just do it for clients who have a podcast and we write the copy for their

podcast Clips so would not need a full-time ghost writing company um but I I mean candidly I’ve taken a lot of

notes from Harry what he’s done with his clients and also the resources Harry that you have the Sops um and so I’m

just I’ve gathered a lot of info on that and that’s helped us a lot Harry so I appreciate that finally yes whenever I’m

ready no Sheen I’m coming to you that’s I I’m I’m getting there but I’ll let me build my reel hopefully all the videos

don’t have the same background at my college um but yeah I would love to I would love to do some more speaking and

um you know maybe they’ll hire me to DJ first and then we can go from there

so that’s my answer beautiful all righty we’ll get to

some questions so here we go been really making a

yeah I did I have a question how do you deal with time management when you’re starting out as a team of one which all

of us have done so I’ll let the first person who’s got the burning answer to

jump out on this one I’ll be Pro I’ll be the person I got this one all right so what is it it’s Dyan I

hope I’m put I hope I’m saying your name right Dylan uh every day when you wake

up in the morning write out your top three priorities for the day like top

three priorities meaning the things that you cannot go to bed until you get those

things done right get those things done then work on everything else do that

every day that’s how you manage your time color code your calendar like now Sheen said I do the same thing I have

blocks of time for LinkedIn I have blocks of time to create content I have

blocks of time to uh to to do prospecting and things like that like

block out your calendar as much as possible but top three priorities every morning write them out and do not go to

bed until you cross those three things off that list great tip I’ll add a recent

discovery which has helped me a lot which was if you’re like me you like to talk to people so when people ask to

call and you have an empty slot I book it in and when I looked at my diary I realized I had no blocks in like SE

October where I had like 3 hours which was uninterrupted so that’s very important for your deep work so what I

do now and oh my God it’s a game changer is I manually bookle my meetings after 3

p.m. my time so like unless it’s a client call that I can’t do elsewhere I

try to have the first half of my day just be empty to do the builder stuff which in my world is writing talking on

the D or what have you just stuff that I just need to do so my next week I can’t

wait like I have no meetings till 3 p.m. every day so that’s a recent thing I’ve done just essentially book meetings from

the end of the day forward if possible yeah I got I could add on sorry

n you want go for it go ahead go ahead I got one thing if at any time you do feel

overwhelmed which should be impossible because you should basically have nothing to do if you have have no

clients you should basically have nothing to do so how could you feel overwhelmed anyway you will though and that happens right because one client

will take up all your time because they’re a mentalist and who knows anyway so if you do you just write this list

for people listening you can’t see it it’s called urgent versus important list so here you go yeah so this is how

complicated it is so we’re gonna have urgent over here and important over here the reason why you’re overwhelmed is

because your mind doesn’t know what’s important now so in my experience that’s just what

helped me if you do the three things in the in the morning that works but sometimes it can still get overwhelming

then I create this list I put urgent stuff on one side that’s what I do first and important stuff on the other side so

I know the important stuff I could do tomorrow or I can do in three days but the Urgent stuff I have to do today

that’s my ti that’s very good I’m GNA steal that that’s actually topical because I think I’m blending the two now

I’m not realizing it there you go simple list man there’s there’s two things that helped

me just want to share that very quickly first is realizing that you are an

entrepreneur that you are doing the job of five or 10 or 15 people at any given

time cutting yourself some sack and accepting and embracing the idea that it’s going to be more like Sprints so

you’re going to have to do some Sprints at different points where you’re going to be working a lot you’re going to be working weekends and at that point it’s

good to remember the second thing thing that I’m realizing which is you need to have your own set of non-negotiables so

for me for example going away for my anniversary and taking some time off completely Offline that was a

non-negotiable even in my away message on my email I said I’m going away without my computer so please keep that

in mind I’m not going to be able to respond for these many days and setting up your business in a way that lets you

do that of course that’s something that you have to figure out yourself but knowing that yes there are going to be times where you’re going to be

overworking as long as you can offset that with your non-negotiables whether it’s taking time off every few months or

for example going on a date night with your your partner once every week or two weeks whatever it is that will help

offset the the mental pressure and stress of overworking from time to

time I love that beautiful all righty I need

that gotta write them down if you write them down that would help for me

sweet more questions I have one from Vash do you have a system in place to manage your six clients Harry uh yes

it’s called notion and I did a recent upgrade recently um to make this more practical though essentially you want a

way to have your clients communicate with

yourself not in a way that makes it really admy so for me that’s notion if

I’m in a world of writing posts I can have the whole conversation on notion with comments with each post and if I

need to move the post I don’t have to go on LinkedIn and move it and nothing’s clear like everything’s on notion um

like practically the answer is just yes how to get such a system is in my world

to be fair just pay for coaching and then ask nicely if they can you can have their system and then bottle together

all the best ones that was my shortcut uh but yeah definitely need system but if you don’t have six clients you’re

starting with one I wouldn’t think about it I just give them the best experience ever and then you can start scaling the

unscalable so to speak but you’d rather give them the unscalable thing at the start like if you spend all your effort on systems then your time isn’t spent on

actually doing the delivery so at the start I wouldn’t actually think about systems only when it’s like

burning s retweet I have a qu I have a question

from SIA so she asked me how does she overcome hesitation when it comes to

speaking she wants to be fluent in Daily conversation is very specific question noin have you had this before sure for

sure so I have good news and bad news the good news is you can absolutely get

over the hesitation or the lack of fluidity that you might be feeling the bad news is I can’t give you a a very

quick trick that you can apply right now after this live event that will solve all your problems we pick up and develop

certain ways of speaking or inhibiting ourselves over our the span of our lives

so you’ve probably developed speaking habits based on your Decades of

communication and it’s going to take time to First be intentional about them

so the you’re already taking the first step which is you’re becoming more aware of what could potentially be your shortcomings I would advise you to go a

step further and also look at what are the natural trends that you’ve developed as a speaker and communicator

that’s that first step of self-awareness then you can work on a maximizing your skills wherever you feel like you’re

strong because that’s the shortest distance between you and being exceptional and then I would look at of

course the opportunity areas in this case it could be your hesitation your inhibition potentially you feel nervous

or you feel shy and looking at where it’s stemming from what are the strategies that you can use to overcome

it going and trying out those tools in the real world and then coming back and looking at what’s working and not so

that’s actually the coaching process and that can take anywhere from a few weeks to a few months overall I’ve seen a lot

of great results uh in between the two to three month period where you work

very intensely on being more confident feeling more at ease getting over the

nerves beautiful mik Drop I have this question which applies

to everyone actually curious so we all do research on our clients at some point

I’m wondering how it’s evolved so mine’s changed a lot recently but I won’t go first so I’m curious um before you start

working with a client like what research do you do Ryan n just take the money

figure it out later I’m kidding I’m um no I mean that’s what I did in the beginning right so naturally in the

beginning you go oh my God there’s money they gave it to me that’s crazy that’s

what happens in the beginning it’s it’s actually amazing it’s crazy it’s very wild so you get focused on that that is

just the exchange that’s the implied part so yes now okay what’s the process

now the best thing I can do is not only go to the client but take oneon-one the

other people who are involved whether directly or indirectly so if we work in a company and there’s a marketing

problem this and there’s a CMO that’s just one person that’s just the

person in charge of the problem there’s so much more going on behind the scenes that you don’t know so at least in our

context where we’re coming in and solving one problem and then uncovering seven more the best thing I can do is

really take other people in the business aside and figure out what the other offshoots are the main cheat code here

to end with this is have an account manager and a project manager they’re two different people there’s a a podcast

called two Bobs if you want to look that up and they go through all of that it’s called two Bobs the art of creative

entrepreneurship you can go through that podcast they really detail this relationship between account manager and

project manager and what they do differently um so yeah don’t get caught up on just oh my God they gave me this

money you’re really your job if you really want to stay there not only do you have to uncover the real problems

that exist but you also got to find ways to solve them too I’ll jump in here

having a very strong pre-qualification process before you actually have a

conversation with somebody has been a GameChanger for me so when somebody books on my calendar to book an

appointment with me it is a very I just ask a couple of very simple questions um

you know the typical stuff and I think it’s like three questions but once people actually go and book that

appointment I my calendar automatically sends them a link to a qualification

form that I asked them to fill out prior to the meeting and I ask questions like

what is your experience thus far been with video what channels you know how often do you post videos what channels

do you currently post videos on can you link me to a video that you’ve done that you really like can you link me to a

video that somebody else has done like a style that you really like of videos right so I have this entire

pre-qualification form that’s done and and that kind of lets me understand one

like what some of the challenges that this person has um it also helps me understand like what are some of the

things that this person wants to achieve by working with me and then it also helps me understand like what what level

that they’re at whether they’re at a level where I think that I could potentially help them and um you know if

you have a good process like that you are going to close a lot more sales

calls um and you are going to get a lot more ideal clients potentially but oh

there’s also I forgot the the price qualification is also in there too um you know letting people know that

whether they can afford your services or not they understand some expectation of what the minimum cost is going to be um

and when you have this kind of piece done before you ever get on your sales call with them you know exactly what you

need to do in the sales call to move it along and like and relate it to the

points that they care about most so it gives you a very big ADV Ag and um you

know for anybody who’s using fathom like the paid version of fathom

is like baller stuff by the way like you it breaks down like the client by sales

methodologies and you can literally see like what their requirements are what are the things that they care about most

like it says that right it it lists it out for you right in that in the the um

uh fathom like notes so post meeting like if you’re going to go and write a

followup or send a proposal like you’ve got all the information that you need

that so that you can do some good followup and help to close that that client so and I think it cost $150 for

like for the year for that fathom like go invest in that it’s it was like some

of the best $150 you could ever spend is that a Google form that you’re using for the form um my form’s through HubSpot

but you can do it as me within the CRM makes a lot of sense to me so okay cool

thanks very cool how about you n and so a lot of the research that I do is with

the client but it’s before we start working together it’s pretty much between the time that we get signed on

and the first session so my goal right at the beginning is to figure out three

things first how does this person perceive their own communication skills

to be what are the strengths that they’re seeing what are the opportunity areas that they’re seeing it’s interesting because a lot of people come

to me with some form of a traumatic experience that I’ve gone that they’ve gone through either they’ve spoken

somewhere and they haven’t felt right Satisfied by it or they’ve gotten feedback that hasn’t been great so we

look at how are they perceiving themselves but that’s not the complete picture so then we look at how are other people perceiving them so we do an

anonymous pair feedback survey right at the beginning where I ask the client before we even start working together I

design this survey and I have them share it with 15 to 20 to 25 of their

teammates clients ex colleagues procurrent colleagues management if they’re in a

company or just friends and family anyone who’s seen them speak and has and

is able to contribute to that perception and then the third thing is of course me giving them feedback so my perception of

where they’re at so those are the three things that I do a lot of deep work with the client on before we even get to any

coaching or training and that’s that really sets the the foundation of the work that we’re going to be doing

together in terms of a helping them have a better and a richer understanding of

how they’re communicating and then we setting very specific goals for ourselves this is exactly what we want

to be working on this is exactly the change or the Improvement that you want to

see did not know it was that de that’s that’s awesome that’s amazing I love the

peer review as well built in because then you know it’s true yeah and it’s very very often is

the very first time that people are asking others for feedback on their communication skills even in in very

corporate 360 feedback reviews communication skills might be a very small part of that overall review that

your team does but this is specifically focused on just communication skills so

yeah it’s eye opening for a lot of people yeah yeah amazing uh in my world

I always ask everyone I speak to this is before they even give me money usually

the first question is a very small one which is why do you get up in the morning what drives you because then the

way they answer that question really shows you the type of person they are and in the world of ghost writing yes

you have the outcome of signing clients which is what I communicate about and most people have that as their primary

action but then people have different perceptions of what that means some of don’t mind it helping the overall impact

signing clients over the next 6 to 12 months this is a very different person then I can be more um long-term thinking

if they want clients within 90 days then I’m like okay I should be spending more my time making this list amazing and

getting these awesome testimonials from the person so that’s one question and then when it comes from a ghost ring

perspective I pretty much interview them get them to explain their life and I have just a questionnaire and I just say

guys block out four hours and they tell me um the worst moments of the life best

moments of the life kind of there’s a lot of like life questions and it’s funny they usually once they’re in the

zone they write stuff which they’ve never said before but then I can then take that and become a post which is

really nice because they’ve just opened up and done it so that is what I do so I ask them what drives them and then I get

them to fill out a big questionnaire and then big old podcast which should give me enough stuff to go

off beautiful all right we have time for one more question which is then going to mean for

everyone so it is for nen again can you share some tips for multilinguals on how

to speak publicly without feeling awkward sometimes around natives yeah I’ve worked a lot with

non-native English speakers and I liken it to my experience speaking in French when I’m not a native French speaker so

I I know where you’re at it’s that painful spot of thinking that everyone’s

judging the the level of language that you’ve acquired your level of vocabulary and you’re giving yourself a lot of

stress over finding the right word making sure that you’re saying things exactly the right way but guess what a

lot of that is in your head you are the worst critic that you are subjecting

yourself to so if you can just aim to communicate shift the focus from you to

them how can you best serve the audience why are they there they’re not not

really there to judge you unless you happen to be on American Idol what they’re doing is they want to learn from

you so if you can help them learn something if someone can walk away knowledge Rich after having heard you

speak then you’ve done your job so figure out how can you focus on just

communicating the ideas without being too in your head and overthinking everything and it’s I know easier said

than done which is why it’s something that you have to work on over a period of time that’s really the key

there amazing yeah beautiful guys we’re at time I will

stick around for more um if anyone wants to stick around they can but just want to thank the panel thank so much thank

you Ryan thank you Danny thank you noen for spending your evening with me or afternoon if you’re in the States but

yeah how did you guys find it how a good time oh that was great was awesome yeah yeah so much for setting this yeah Harry

you’re goat for that man set setting them up because we’re all in our Zone you know doing our thing so it’s kind of

this is an exercise of taking you out of your typical Wednesday routine too

so sweet love it beautiful so everyone who’s listening either async or live

please go follow these beautiful people they produce content which help

day-to-day what they do and just generally very very um nice Folk

thank you very much thanks Danny to see you guys har thank you um

good bye everyone you got

it and lovely hello everyone so I will stick around for another 5 to 10 minutes

for any extra questions but we have around 30 people still with us so thank

you very much everyone at home peace Ryan

but yeah how did you guys find it do you have any questions for me personally feel free to um put them in the chat and

I’m happy to help otherwise I’m happy to close off but yeah this is the second LinkedIn Playbook I’ve done and what I

will do while the stream catches up is I’m actually going to find a link to the privated video to the first one I did

which is all about LinkedIn which may be useful for a little gift for everyone who stays near the end so I will find

that link for you

guys

voila my pleasure D and I need that evidence of that Croc um context for

Dyan is he did a guess the meme that my

brother was dressed up for for Halloween and then he got it right so then I bought him some Batman Crocs is the

answer um but yeah amazing uh thank you Galina really appreciate it

and thank you very much that’s right cash Crocs getting my attention you know

it that is the way kind of PC do I have interesting

question I have a laptop I just have a laptop it’s a

custom built laptop from PC specialist so I just killed my camera

from doing that so let’s see if I can fix it all right

we got this camera now I killed my camera showing you my PC um but yeah it’s a custom laptop from PC specialist

would not recommend it anymore because of the new tech so I probably will get a Mac Air or one of the new Intel laptops

and yeah it’s just a maxed out PC specialist laptop from the past all righty let’s find this workshop

for you guys there it is

sweet so for everyone at home who’s still with

us I’ve got a link to the old one we’ve done so LinkedIn Playbook one which is a

privated video seen many times so I’ll add that to the

screen if you want to go watch it there it is it’s a secret link so these stay

private for a while before they edited and the first one was with Lara

Costa Luke Matthews Matt Barker and Jacob peps for

massive creators so that is the link to LinkedIn Playbook

one beautiful well thank you everyone for staying we actually pretty much retained

all the viewers akmad my pleasure hope you had a good

time thank you Ryan who’s sticking around

Legend beautiful all righty yeah I really enjoyed

this I’ll Stick Around for one more minute and then we’ll call it uh

day amazing

nice one Dyan get those Crocs McDonald’s locally in Cyprus their

Happy Meal product is a Croc which is amazing so I have actually been getting McDonald’s to try collect all the little

ones which is nice so that’s been my little Croc fantasy yeah all

good thank you V cash I will leave on that happy note everyone have a fantastic rest of the day feel free to

connect with me and DM me on LinkedIn if you got any questions happy to spend um some time answering anything you have

anything building a business LinkedIn happy to help and thank you so much and

hope you have a wonderful day last thing maybe follow the podcast page if you

haven’t so the event that this is hosted on the gaming Playbook if you follow it

you will get announcements of the new one and that is my final plug so thank

you so much and see you later goodbye everyone