Studio Work Flow

May 3, 2019 by Stone Payton

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Multiple Revenue Streams

May 3, 2019 by Stone Payton

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Reminding Sponsors About Relationships

May 3, 2019 by Stone Payton

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What Are We Doing For Our Clients

May 3, 2019 by Stone Payton

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Stone Payton:
Welcome back to Business RadioX Pro Tips. Stone Payton and Lee Kantor here with you. Lee, we have, now, for some time, been practicing a discipline of getting together here in our studio with our team and, specifically, asking ourselves each week, "What are we doing for our clients?" Talk about that a little bit.

Lee Kantor:
I think it's really important to be a connector. And that is one of the benefits we have as running a studio is that we should be mega connectors because in each of our episodes, we are meeting kind of a niche group of people in an industry on behalf of every client. And when we do our house shows, we're casting a wide net, and we meet a variety of people. So, every week, it's a great discipline to sit down and go, "Okay. Who did we meet last week, and which client can we connect these people with?"

Lee Kantor:
I know it seems like it's a lot of work and a lot of effort to do this, but this is one of the things that we kind of take for granted is that we meet so many people from disparate industries, and nobody else does that to the degree we do. And so, when you're mindful, and you go, "Okay, Mary would be good for Sue. Bob would be good for John. These people should meet each other." And we send a quick note, "Hey, Bob, meet John. John, meet Bob. Bob does this. John does this. I think you guys would be a benefit from knowing each other." And then, just get out of the way. The client appreciates that, the guest appreciates that, and you're living into our mission of helping people connect and grow their business.

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Producer As Wingman

May 3, 2019 by Stone Payton

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Scott Payton:
And we are back with Business RadioX Pro Tips. Lee Kantor and Stone Payton here with you. Lee, I've heard you say more than a few times, it is absolutely critical that the producer takes on the responsibility to be the client, the clients', the host's wingman. What do you mean by that?

Lee Payton:
I think when a client has a show with you in the studio, it's very important for the producer to kind of take some of the heat off of the client in terms of asking the guests in the room for other people that might be a good fit to be a guest in the room for the client. So, this way, the client doesn't have to look like they're asking the guests for anything. We take that responsibility and become the wingman.

Lee Payton:
We say to the guests at the end of the show, "Hey, Bob has to do this show every week or every month, and he needs great guests like you were. Do you have any colleagues, or associates, or anybody else in the industry that would be a good fit for this show? You know what the show is like. You just experienced it. Can you connect the host with some really good people that would be good guests for this show?"

Lee Payton:
That action alone should bubble up the next guests for your client. And as is the case in every episode, that next guest should be, in essence, a prospect for your client. And your client is going to appreciate your effort of doing that because your client doesn't have a lot of other vendors that are out there actively looking for clients for them. And our platform allows that to happen very elegantly and organically.

Scott Payton:
This plays out every time. I've taken your advice from day one on this whenever I've been producing for clients. And I'll tell you, the client appreciates it. The person loves to have an immediate way to reciprocate. And then, the end product is, now, everybody wins, and everyone is seen, and rightly so, as genuinely serving the other people in the circle.

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One Stepper vs. Two Stepper

May 3, 2019 by Stone Payton

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BRX Pro Tip: Recurring Question

May 3, 2019 by Stone Payton

BRX Pro Tip: Recurring Question Transcript

Stone Payton: [00:00:00] Welcome back to Business RadioX Pro Tips. Stone Payton and Lee Kantor here. The topic for today is putting into the program a consistent question that you ask in every segment. Talk about that a little bit, Lee.

Lee Kantor: [00:00:13] This is a really neat area for our underwriters and hosts, especially to create content that they can repurpose later down the road. Some of the questions I’ve seen interviewers ask are major mistakes, types of mistakes that the guest has made, recommending a book, or a resource, a blog, or some sort of informational resource. What are some of the questions you’ve seen?

Stone Payton: [00:00:37] If you let them know you’re going to ask this toward the end of the show, it helps them get a better feel for the flow of the show. Well, one of my favorites was, “Please share with us a mistake that you’ve made at some point in your career, and what you feel like you learned from it?” Oh, we got such great content from that, and we were able to to aggregate that content, and slice and dice it in so many ways. I can’t think of a better way to put together a small book as a matter of fact.

Lee Kantor: [00:01:03] That’s right. It’s a perfect vehicle to build an e-book or a traditional book. Another question I’ve seen people ask is the best piece of advice. That’s another great thing that if you do that for every single guest, at the end of even a few months, you’re going to have a great blog post at the least, and a book at the most.

BRX Pro Tip: Listening

May 3, 2019 by Stone Payton

BRX Pro Tip: Listening Transcript

Stone Payton: [00:00:00] Welcome to another Business RadioX Pro Tips. Today’s segment is part of our interview series. And the topic today, Lee, focuses on listening.

Lee Kantor: [00:00:10] Yeah, listening is a secret sauce of the best interviewers. It’s not a situation where you just kind of read the talking points, and then just move on to question two after you finish question one. You have to listen to the answers of the guest, and then just kind of organically go wherever the conversation takes you.

Stone Payton: [00:00:29] Well, I’ll tell you, if you do listen to answers of your prepared questions, often, it will set the foundation for non-business questions. What’s your take on that? Avoid that topic or go down that road a little bit and explore the person, not just the business?

Lee Kantor: [00:00:45] I think it’s critically important to explore non-business side of your guests because, then, you’re going to get a good, well-rounded picture of your guests. And then, your guests is going to create content that they are going to want to share.

Stone Payton: [00:01:00] All right. There you have it. Listen to the answers. Don’t be afraid. In fact, encourage and embrace the idea of going down the road of non-business questions. You’ll get some insight and genuinely be serving these folks.

BRX Pro Tip: Asking Questions

May 3, 2019 by Stone Payton

BRX Pro Tip: Asking Questions Transcript

Stone Payton: [00:00:00] Welcome back to another segment of Business Radiox Pro Tips. This is our interview series, Lee. We’ve talked in previous segments about having a consistent open and close, using short guest introductions, but the questions themselves should be short for the most part. Yes?

Lee Kantor: [00:00:15] That’s right. The shorter, the better. You want to give the guest the time to articulate the message. So, ask a short question and let them do the work of telling their brilliance.

Stone Payton: [00:00:27] It’s a faux pas that I’ve committed myself, but, at least, I’m trying to be more self-aware and catch myself doing this. One question at a time.

Lee Kantor: [00:00:35] That’s right. That’s something that another rookie mistake, I think, I see a lot is that they want to get the information, and they don’t want to forget something that popped in their head, and they ask, like, five questions. And the best thing to do, one question at a time, make it a short question, and give the guest time to articulate their answer.

Stone Payton: [00:00:55] So, there you have it the best mojo for a good compelling interview is to have short questions and one question at a time.