BRX Pro Tips

BRX Pro Tip: Educate vs. Sell

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Stone Payton: [00:00:00] Welcome back to Business RadioX Pro Tips. Stone Payton, Lee Kantor here with you. Lee, let’s talk about this hydraulic, these two ends of a continuum, maybe is the way to frame them up, I don’t know. Two strategies, two communication methods, but when it comes to this thing of ours, but it’s, educate versus sell.

Lee Kantor: [00:00:18] Right. Everything we do, we try to be elegant and using, teaching, or educating as kind of the tool in order to serve your community is a great strategy. So, instead of trying to sell somebody on having a show or how to leverage the platform, teach them the benefits of having a show or teach them how to leverage the platform. So, instead of going out and pitching, now, all you’re doing is teaching. And when you’re teaching, that has a higher perceived value. It’s kind of more, it has people sales radar lowered. And then, you can build an email list, you can build a community, and you can do it using tools like a webinar.

Lee Kantor: [00:01:05] You can do it in your studio. You can do a class. You can do private classes on how to leverage a platform. You could do media training, teaching. You can teach people how to be a good interviewee. You can teach people how to be a good interviewer. You can teach people how to get the most out of a podcast. You can teach aspiring podcasters. You can teach corporate podcasters how to get the most out of their podcasts for their company. There’s lots and lots of things that you are an expert and that you have the credential and authority to teach because you run a Business RadioX studio or you host a Business RadioX show.

Stone Payton: [00:01:39] And I would say that maybe like Ninja Level 9 double-black belt is let someone else teach you. Be open enough and vulnerable enough to let someone else teach you. So, you know, maybe an idea, say, “Look, I had this platform available to me. I’m kind of spooled. I really enjoy it. I’m probably under-utilizing it.” “I don’t know, Joe, if you had all of these assets available to you, you know, you know a little bit about how we’re using them to try to help people who make money, how would you leverage a platform like this?” Let them teach you. And I’ve found that to be a pretty powerful conversation as well.

Lee Kantor: [00:02:11] That’s right. So, don’t neglect teaching.

BRX Pro Tips

BRX Pro Tip: Experiment Discipline

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Stone Payton: [00:00:00] Welcome back to BRX Pro Tips. Stone Payton, Lee Kantor here with you. Lee, there are a lot of disciplines that we advocate, everything from the confirmed release date to inviting a consistent flow of people who meet our prospect profile. But one of the key disciplines, and I think sometimes we don’t talk enough about, is experimenting. Let’s chat about that a bit.

Lee Kantor: [00:00:22] Sure. It’s really important to try new things to stay ahead of what other people that are in the marketplace are doing. Things that are important when you are doing an experiment is to wall it off. Just because you’re trying something new, it shouldn’t be something that you do indefinitely without knowing that it’s working or not working. So, we like to wall things off for 30, 60, or 90 days so that we get a good feel that we tried it, we gave it a good try and then, this worked or didn’t work.

Lee Kantor: [00:00:52] So, you have to kind of determine metrics of success, that’s important as well. But some of the areas that we have experimented with, we’ve done series targeting new power partners. We’ve let power partners come in here and collaborated on a series that spotlights them in their membership to see if it’s a win-win for both of us. We’ve tried this in a limited basis with new perspective sponsors in the past. We’ve done contests or giveaways and some other experiments we’ve run in the past.

Lee Kantor: [00:01:24] Our remotes at certain business associations that maybe we had never worked with before, but they were curious about it to see how it work, to do some sort of revenue share discount just to see if it’ll work. Stone, any other experiments that we’ve run in the past that have caught your eye? You know, I know it’s important that you have to set up the metrics that matter in order to see if the experiment worked. I know we’ve had some experiments that we let go on too long, but futurist will kind of wall those off.

Stone Payton: [00:01:56] So, most of my experiments are geared around sales and marketing. So, I take a lot of flyers on that. I’ve got a kid right now who’s interested in joint-venturing something up in Chicago. You know, I’m going to play that out. I’m going to have that conversation and we’ll see what motivates this guy and see if there’s enough of a match. And I might invest probably very little, if any, hard dollar capital in that. But, you know, sometimes you get somebody like that who’s hungry and they’ll break their back for you and everybody can win.

Stone Payton: [00:02:21] So, most of my experiments that I tee up and we talk about are around the sales and marketing piece of it. But I think the key is, A, make it a discipline. Don’t do an experiment every nine months, make a discipline of doing, you know, a good number of experimentations throughout the balance of the year. And into your point, Lee, you got to cordon it off. You got to set at least some initial success metrics. Keep an eye on it. Tweak if necessary. And then, move on to the next one if it’s not going to pan out.

BRX Pro Tips

BRX Pro Tip: How Much Time Does it Take to Have a BRX Show?

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BRX Pro Tip: How Much Time Does it Take to Have a BRX Show? Transcript

Stone Payton: [00:00:00] And we are back with BRX Pro Tips. Stone Payton, Lee Kantor here with you. Lee, let’s get real, there’s a financial investment, there’s a time and energy investment, how would you describe the time and energy investment associated with having your own Business RadioX show?

Lee Kantor: [00:00:19] I don’t think the time is as much as people think it’ll be. A lot of it is just getting over the fear of can they do it or not. And I think that we do a good job in terms of training them and preparing them to host their show and to do the work required in order to make sure the right people are being part of the show. So, our training is a critical component about having their own show.

Lee Kantor: [00:00:42] But once they’ve been fully trained and they were confident that they can do this professionally through our platform, I think a lot of the time is spent just kind of imagining who the dream guests would be, you know, getting clear on who your guests are going to be, writing them all down, getting that dream list going in terms of companies and individuals. And then, you want to spend some time emailing these people and note that we have templatized that it’s already given to them, that they just have to kind of plug and play with the information and then, just, we give them a scheduling tool.

Lee Kantor: [00:01:13] That doesn’t take time. Then, the people schedule themselves and all of a sudden, the show start becoming booked. Now, the next activity they have to do is show up here for an hour, hour-and-a-half to have the actual show, the show takes maybe 45 minutes. We train them how to get the most out of that hour-and-a-half. So, they got to commit an-hour-and-a-half for that part. Maybe, what do you think? Two to five hours, less than five hours a week for a monthly show, right?

Stone Payton: [00:01:37] I think a lot less than five hours a week.

Lee Kantor: [00:01:38] It’s less than a total of five hours a month.

Stone Payton: [00:01:41] Easy. Okay.

Lee Kantor: [00:01:41] Like an hour a week, don’t you think? If you average an hour a week, you can have a fully-booked show with your best prospects in here and give them a great experience and have follow-up meetings afterwards. So, that would include the pre-show, the actual show, and the follow-up, is less than five hours a month.

Stone Payton: [00:02:01] It’s way less than five hours a month. Maybe we should go back and look at the exact method. It’s way less than five hours a month. And I got to work on being more polite about it, but it’s way, way, way less than what they’re doing on all these other strategies that just don’t produce results. So, yeah, the time investment is absolutely nominal and incredibly modest in contrast to the return on investment.