Stone Payton: [00:00:01] Welcome back to Business RadioX Pro Tips. Lee Kantor and Stone Payton here with you this afternoon. Lee, let’s talk about the dream list.
Lee Kantor: [00:00:09] All right. This is an exercise that I think is critically important when you’re selling somebody something or broaching the idea of them having a radio show. A lot of people’s fear is that no one will be on a show because, who are they? They’re not a professional broadcaster. Their show doesn’t have any listeners. All these fears come up. So, they think it’s going to be very, very difficult to get guests. So, an easy way to allay the fear is to just start brainstorming. What—who are these guests? Who are they? Start naming them. Name the companies, name the people. Just start brainstorming the associations that serve this group. Start getting a list together. And if you can get a list together of 50 to 100 names of people, you’re going to be getting over one of the big hurdles of getting this person as a client because, now, there’s a big pile of guests.
Lee Kantor: [00:00:59] Now, the next challenge will be, will any of them come on the show? That’s an easy challenge, now, to manage because, now, you can just start inviting them. Now, you have a starting point. And then, when they start seeing the ratio of people that are saying yes to coming on the show, now, you’re that much closer to a sale because they’re going to see, “Hey, this is easy.” Most people that I ask, “Do you want to be a guest on my radio show?” say yes. When I was saying, “Hey, do you want to have a coffee with me, so I can tell you what a great CPA I am,” nobody was saying yes. So, doing this puts you on the road to success.