Latest / The Bridges and Beacons Podcast / How to Make Your Ideal Client Beg to Work with You with Jon Marino

Transcript

How to Make Your Ideal Client Beg to Work with You with Jon Marino · The Bridges and Beacons Podcast

• 0:39
  SPEAKER_00: Hello, hello, hello, and welcome to the Mystic Nerd Squad podcast.
• 0:43
  SPEAKER_00: I am your host, Kelly Meyerson, and today I'm bringing to you one of my favorite new people that I've met in the whole networking gorgeousness that happens in the business entrepreneurial world.
• 0:56
  SPEAKER_00: This is John Marino.
• 0:58
  SPEAKER_00: Welcome, John.
• 0:59
  SPEAKER_01: Hi, Kelly.
• 1:00
  SPEAKER_01: How are you?
• 1:01
  SPEAKER_00: I'm so good and so happy to chat with you.
• 1:03
  SPEAKER_00: We've got a really big plate full of things to talk about.
• 1:07
  SPEAKER_00: And I'm so thrilled to have you.
• 1:09
  SPEAKER_00: Before we start, I'm just going to read John's bio.
• 1:12
  SPEAKER_00: I love to get a flavor for everybody of my guests and what they do in the world.
• 1:17
  SPEAKER_00: John Marino is the founder of Q Simple, helping ambitious startups and growing businesses grow their business even faster.
• 1:25
  SPEAKER_00: With years of experience and clients like Roger Love and Alex Mendosian, John combines expertise in copywriting, AI, marketing, and automation to serve entrepreneurs.
• 1:38
  SPEAKER_00: He also plays a bad guitar.
• 1:40
  SPEAKER_00: I love that last line, John, because I'm like, is it, you know, I know you're into words like I'm into words.
• 1:46
  SPEAKER_00: So is it like bad guitar like Michael Jackson bad, or is it like bad guitar like not so good?
• 1:53
  SPEAKER_01: That's a that's a wonderful question.
• 1:55
  SPEAKER_01: It's actually, I actually stripped the line from a Rolling Stones song called Loving Cup.
• 2:01
  SPEAKER_01: Oh yes, yes.
• 2:03
  SPEAKER_01: And um, you know, for for many years, um, I'm I'm a self-taught guitar player.
• 2:09
  SPEAKER_01: Um, I've gone down the rabbit hole into the theory realm farther than most uh musicians as a whole, not not just guitar players, because guitar players barely scratch that surface.
• 2:21
  SPEAKER_01: And um and and I always had these really high standards for for what I was doing.
• 2:28
  SPEAKER_01: And I was never really happy with with how I was playing.
• 2:31
  SPEAKER_01: Like I had all this knowledge and I would apply it and it would just fall flat.
• 2:36
  SPEAKER_01: And it didn't sound very good to me.
• 2:39
  SPEAKER_01: Other people, they saw this magic inside of me and they were like, wow, that's really good.
• 2:43
  SPEAKER_01: And I'd be like, ah, no, no, it's not.
• 2:45
  SPEAKER_01: And I would downplay it, I would downplay it.
• 2:48
  SPEAKER_01: And um, you know, something happened in or about 2021, somewhere in there, give or take, where I started writing music that I really enjoyed.
• 3:02
  SPEAKER_01: I really, really like it.
• 3:04
  SPEAKER_01: It's um I I put uh I create YouTube videos of the songs I write.
• 3:09
  SPEAKER_01: I don't write a lot, I don't write for other people, I write for me.
• 3:14
  SPEAKER_01: And uh I publish them so that I can listen to them on a YouTube playlist and then I share them with with people.
• 3:21
  SPEAKER_01: Um, and if they like them, that's great.
• 3:23
  SPEAKER_01: And if they don't, that's fine too.
• 3:24
  SPEAKER_01: I have no attachment to it because I finally like it and it's awesome.
• 3:30
  SPEAKER_00: I love that.
• 3:31
  SPEAKER_00: I think that's fantastic.
• 3:32
  SPEAKER_00: And what better way to enjoy something than not being like, I'm not gonna play the best out there, but I'm gonna love it so much.
• 3:40
  SPEAKER_00: I think that's when people really do start to enjoy what you do when you enjoy it so much that your energy and enthusiasm for it shines through and it's not pretentious or about something else or pleasing other people.
• 3:56
  SPEAKER_00: So, you know, it's like going to the museum and you can see two pieces of art.
• 4:01
  SPEAKER_00: And for you, it might be like that is the most amazing thing I've seen.
• 4:05
  SPEAKER_00: And for me, I'm like, it's not really my thing, but it's pretty cool.
• 4:10
  SPEAKER_00: So I think, yeah, it is, it's it's really cool that that's the approach that you took to that.
• 4:15
  SPEAKER_00: And you do have some really cool approaches to things, which I'm super excited to talk about tonight.
• 4:20
  SPEAKER_01: I'm excited to talk about them too.
• 4:22
  SPEAKER_01: I'm I'm I've never been more excited about what I'm doing and what my team is doing.
• 4:28
  SPEAKER_01: Um, and and I wanted to to speak to something that that you mentioned and uh about the guitar playing.
• 4:35
  SPEAKER_01: And I mean it it's good, it's good, it's good music, you know.
• 4:42
  SPEAKER_01: It's it's not that it's bad and I enjoy it.
• 4:45
  SPEAKER_01: That's that's the beauty of it.
• 4:47
  SPEAKER_01: Like it was always good.
• 4:49
  SPEAKER_01: And I wasn't seeing it.
• 4:50
  SPEAKER_01: Something changed in me.
• 4:52
  SPEAKER_01: I released some kind of blocks or something, and and and I can recognize that it's good, and that's what's cool, and and that's what's satisfying.
• 5:02
  SPEAKER_01: And I think similar things happened in my business.
• 5:05
  SPEAKER_01: And I think that's really what I'm most excited about, just the reason why I'm so excited about it.
• 5:12
  SPEAKER_00: It sounds like a mindset shift.
• 5:15
  SPEAKER_01: Massive mindset shifts.
• 5:16
  SPEAKER_01: I've I've gone through, I've studied neurolinguistic programming unofficially.
• 5:21
  SPEAKER_01: Um, neuro meaning the mind, linguistic, referring to the words we are using and programming referring to the patterns and habits that that we do, right?
• 5:31
  SPEAKER_01: Um, I've I studied NLP unofficially probably since 2002.
• 5:37
  SPEAKER_01: Um, and in the past year, I've gone on this path of becoming an NLP practitioner.
• 5:43
  SPEAKER_01: I'm I'm not quite there yet, uh, but I but I've been doing a lot of official study now, um, under under a very dear friend of mine.
• 5:52
  SPEAKER_01: And um it it's it's only taken the things that I had done on my own to even greater lengths.
• 6:01
  SPEAKER_01: And boy, oh boy, it's been fun.
• 6:04
  SPEAKER_00: Yeah, I I think it's incredible.
• 6:07
  SPEAKER_00: Um, just recently I had um a gentleman, his name is Todd Squires, came on the podcast and he was talking about um language as well and the importance of language.
• 6:19
  SPEAKER_00: And he had this like practice that he does with people that just knocked my socks off.
• 6:24
  SPEAKER_00: I was like, I'd never done it before, but it's where you you take the word should and you change the way you say it.
• 6:33
  SPEAKER_00: So rather than saying I should do something, getting to the point where you can say I can do this and because and changing the way we say things.
• 6:44
  SPEAKER_01: That's right.
• 6:44
  SPEAKER_00: Um, I love that you go ahead, please.
• 6:47
  SPEAKER_01: No, no, no, no.
• 6:47
  SPEAKER_01: What were you gonna say?
• 6:48
  SPEAKER_00: Uh I was gonna say I love that that's what you're starting with because I think words is something that you and I talked about the first time we spoke with each other, and you were talking about um seeking to find the history and all the information about words you could, that that was something that you really enjoyed doing.
• 7:09
  SPEAKER_01: Yeah.
• 7:10
  SPEAKER_01: Um, it wasn't always that way.
• 7:12
  SPEAKER_01: It wasn't always that way.
• 7:14
  SPEAKER_01: In fact, I got out of high school without reading any anything that I was required to read.
• 7:23
  SPEAKER_01: And I I barely read, I read a lot of Calvin and Hobbes books.
• 7:26
  SPEAKER_01: I I had the whole collection.
• 7:28
  SPEAKER_01: Um, it's not that I couldn't read, I chose not to read.
• 7:31
  SPEAKER_01: Um, I I did read uh a handful of really long books as well.
• 7:37
  SPEAKER_01: So it's not even like I was deterred by the length or or anything like that.
• 7:41
  SPEAKER_01: Um I was just really good with numbers and I was good with math and I was good with music, and um, you know, that's that's where I put my time and attention.
• 7:52
  SPEAKER_01: And um uh I was terrified to write and I was terrified of words, and and uh I I went through engineering school.
• 8:01
  SPEAKER_01: I I finished with a with a bachelor's in engineering, didn't read anything, didn't read my textbooks.
• 8:07
  SPEAKER_01: I was a really good listener when I went to class.
• 8:10
  SPEAKER_01: Um, I was really good at learning through example and and going through the problems in the book, but I I wouldn't read the book, and um, you know, it uh it it really set me back uh in in in so many ways of it of just expression.
• 8:27
  SPEAKER_01: And um, you know, I I got uh I I went out and and I was uh in this multi-level marketing company, okay.
• 8:38
  SPEAKER_01: And and the guy he he hands us uh he hands us his book and he says, uh, if you're gonna be in this business, you better read this book right now.
• 8:48
  SPEAKER_01: And it was Failing Forward by John Maxwell.
• 8:52
  SPEAKER_01: And you know what?
• 8:54
  SPEAKER_01: I was hooked.
• 8:55
  SPEAKER_01: That's where I started learning about Tony Robbins and neuroassociative conditioning and neurolinguistic programming, leadership principles, thinking big, and all all these, all these different, there was this whole world of this stuff.
• 9:07
  SPEAKER_01: And then um then I went on and I went deeper and deeper into just reading.
• 9:13
  SPEAKER_01: And then one day, this guy said something to me that really shook me.
• 9:18
  SPEAKER_01: Um and and Alan Watts later on, uh Alan Watts is a kind of this philosopher guy.
• 9:25
  SPEAKER_01: He's a he's a he was a Protestant minister, I think, turned Zen Buddhist.
• 9:29
  SPEAKER_01: He's he was around in the 70s, he wrote all kinds of uh books and lectures, and he he talked about this one word that we use all the time.
• 9:38
  SPEAKER_01: Okay, we use it all the time, and it really doesn't mean what we say it does.
• 9:44
  SPEAKER_01: And it's very common to use this word, and the word is person.
• 9:49
  SPEAKER_01: Okay, and the way Alan describes it, and like I said, I I found out about this long after I learned about what this word is saying.
• 9:58
  SPEAKER_01: Alan Watts said that having a conversation, saying you're having a conversation with a real person is like saying you're having a conversation with a genuine fake.
• 10:08
  SPEAKER_01: And I was like, wow.
• 10:10
  SPEAKER_01: And so I started looking at this word, and I realized that the word person it comes from from this mask that the Greeks wore over their mouth, like this, that the actors on stage to help amplify their voice.
• 10:23
  SPEAKER_01: And the word purr is through, and the word sonus is sound, and the person was the mask they wore over their face, and it was the mask through which the sound came out.
• 10:37
  SPEAKER_01: So the person was the mask.
• 10:39
  SPEAKER_01: So we have a person, we are not a person, is the logic that I started going down.
• 10:44
  SPEAKER_01: And then I went into like deep, deep things with the way the legal language works as compared to to regular formal language, and it alludes back to the very first thing you said about playing a bad guitar.
• 10:58
  SPEAKER_01: Do you mean a bad guitar or do you play guitar badly?
• 11:01
  SPEAKER_01: And that's the difference between slang and formal language.
• 11:06
  SPEAKER_01: That equivalence is the difference between formal language and legal language.
• 11:12
  SPEAKER_01: Hmm.
• 11:12
  SPEAKER_01: Isn't that wild?
• 11:14
  SPEAKER_01: I went down a rabbit hole and and I started learning about language and words, and I eventually taught myself how to write and not fear writing two-page paper, uh, or recently contributed 10 pages to the to the uh to a book.
• 11:26
  SPEAKER_01: It became a bestseller.
• 11:27
  SPEAKER_01: I'm very, very proud of it.
• 11:28
  SPEAKER_01: I co-authored it with some very, very wonderful people.
• 11:32
  SPEAKER_01: And um, it became uh bestseller in three categories, number one new release and number 757 on all of Amazon.
• 11:39
  SPEAKER_01: We're so proud of it.
• 11:39
  SPEAKER_01: We're very, very excited.
• 11:41
  SPEAKER_01: And um, but the point of that is is uh I I generally make my living now through writing and not not through math and science and numbers.
• 11:51
  SPEAKER_00: Yeah, it it's all so fascinating and so it's so cool.
• 11:58
  SPEAKER_00: Um you really, when we had that first conversation, when you talked about not taking words for their face value, I it really like I was like, you know, I really have to think about this.
• 12:10
  SPEAKER_00: The words that I'm using and they have meaning and they have purpose.
• 12:13
  SPEAKER_00: And what is their history?
• 12:16
  SPEAKER_00: And what does this do?
• 12:17
  SPEAKER_00: What does this really mean?
• 12:18
  SPEAKER_00: Let's look it up, let's find like what the history.
• 12:21
  SPEAKER_00: I I kind of geeked out on that.
• 12:23
  SPEAKER_00: I really was like, it's so fun.
• 12:27
  SPEAKER_01: Yeah, it it is fun.
• 12:29
  SPEAKER_01: And you know what?
• 12:30
  SPEAKER_01: If you want to take it into a mystical sort of place, okay, what do you do with words?
• 12:35
  SPEAKER_01: What's the thing that you do to put the words together?
• 12:38
  SPEAKER_01: What's that word that describes the taking of the letters and putting them together to form a word?
• 12:42
  SPEAKER_01: What is that called?
• 12:43
  SPEAKER_00: Would you say composing?
• 12:45
  SPEAKER_01: No, no, no, it's a much simpler word.
• 12:48
  SPEAKER_01: No, you spell, spell, you cast a spell with your words, and when you string some words together, right, you give yourself a sentence.
• 13:03
  SPEAKER_01: And if you think of it in terms of like a magician casting a spell and giving you a sentence, and and uh and and thinking about like a magician, like a magi, right, with a with a black robe on waving his wand around or something like that, and giving you a sentence that can change the course of your life.
• 13:23
  SPEAKER_01: There's some word that's used in today's language that that guy exists, but in a totally different context.
• 13:30
  SPEAKER_01: And it's the magi straight, the magi, the magistrate, the guy who helps the judge.
• 13:35
  SPEAKER_01: He gives you a sentence too.
• 13:40
  SPEAKER_01: Right.
• 13:40
  SPEAKER_01: And I swear, and it's weird.
• 13:43
  SPEAKER_01: It's weird when you start like going down this.
• 13:45
  SPEAKER_01: Now, I'm not saying that this is what it is.
• 13:48
  SPEAKER_01: I'm just saying that boy, it's kind of interesting the way that these things are fitting together in that way.
• 13:55
  SPEAKER_00: Yes.
• 13:56
  SPEAKER_01: Yeah.
• 13:57
  SPEAKER_00: Oh my gosh.
• 13:58
  SPEAKER_00: I love that.
• 14:00
  SPEAKER_01: Right.
• 14:00
  SPEAKER_01: So we get to we get to cast ourselves a spell every time we we utter words to ourselves and talk to ourselves.
• 14:08
  SPEAKER_01: And we get to either lift ourselves up or we get to put ourselves down.
• 14:12
  SPEAKER_01: And most people, they allow themselves to speak to themselves in a way that if anybody else ever spoke to them, they would like tear into them.
• 14:24
  SPEAKER_01: Right.
• 14:24
  SPEAKER_01: And it's not just about positive self-talk, it's about the way you structure the words and what it is.
• 14:30
  SPEAKER_01: So in NLP, I learned this from my friend Michael Stevenson from Transform Destiny.
• 14:33
  SPEAKER_01: That's that's who I study under, uh, a very dear friend of mine.
• 14:36
  SPEAKER_01: He he told me that that there is no failure, there's only feedback.
• 14:43
  SPEAKER_01: So if you go out and you think, oh, I failed, it's very defeating and it hurts.
• 14:47
  SPEAKER_01: But if it's just feedback, well, that's great because now you have feedback, you know what's not working, you can tweak and adjust, and you can go on.
• 14:54
  SPEAKER_01: And how fun is that?
• 14:58
  SPEAKER_00: I I am nodding emphatically.
• 15:00
  SPEAKER_00: If you're only listening, you're missing my emphatic nodding.
• 15:04
  SPEAKER_00: But I, it's so uh, it's such juicy good stuff.
• 15:09
  SPEAKER_00: I love this because it speaks to me to, you know, someone who's listening and they're stuck, changing your language can change your life.
• 15:21
  SPEAKER_01: It totally can.
• 15:22
  SPEAKER_01: And there's there's other things that get in our way um when when we're stuck.
• 15:27
  SPEAKER_01: Uh, one of those things I I mentioned before about playing guitar again.
• 15:31
  SPEAKER_01: I talked about having high standards, relentlessly high standards.
• 15:36
  SPEAKER_01: And a lot of times in our life, whether whether it's in a professional capacity, a family capacity, a personal capacity, a business capacity, any of these things, having really high standards can can really get in our way and prevent us from uh, you know, being presented with the opportunities that that we should have just because uh we don't think we can do it good enough, or we've got to keep tweaking and tweaking and tweaking and tweaking and tweaking and kind of burning time on it.
• 16:05
  SPEAKER_01: Um, my one of my mentors, Alex Mendozian, who who you mentioned in my in my bio, very, very important mentor to me, uh, he told me, John Dunn is better than perfect.
• 16:16
  SPEAKER_01: Right?
• 16:17
  SPEAKER_01: And version one is better than version none.
• 16:22
  SPEAKER_01: So when we work with teams and we work with people, you know, a lot of times they're like, no, it's not good enough, it's not perfect.
• 16:28
  SPEAKER_01: It's like, let's get version one done, and then we can come back and we can modify version two.
• 16:33
  SPEAKER_01: And what you find out a lot of times is version one is actually pretty darn good, and people really like it.
• 16:39
  SPEAKER_01: And version two is is great because then you know it's an even better version of what you put out in the first place, you know?
• 16:47
  SPEAKER_01: And a lot of times we think we we have these stories we tell ourselves in our mind about about um it's it's gotta be perfect, otherwise, someone's gonna find me out.
• 16:59
  SPEAKER_01: You know what I'm saying?
• 17:01
  SPEAKER_01: We're we're gonna be found out that we're not who we think we are or who we say we are.
• 17:05
  SPEAKER_01: And to that, I just say, hey, that's not your person.
• 17:08
  SPEAKER_01: That's cool.
• 17:09
  SPEAKER_01: That's okay.
• 17:11
  SPEAKER_01: Because you know what?
• 17:12
  SPEAKER_01: There are people out there that will resonate with what you're saying, and and you're doing the best job you can, and you and you're not doing something with malicious intent, you know, as long as those things are true, of course.
• 18:46
  SPEAKER_01: Put it out there, get yourself out there, put it out.
• 18:50
  SPEAKER_01: Go get it.
• 18:51
  SPEAKER_01: Who are somebody told me this one time, and it I don't remember specifically who it was, but they said, You you have all these great gifts, you have all these great things.
• 18:59
  SPEAKER_01: Who are you to hold it for you and not release it to other people for them to enjoy it and learn from it too?
• 19:07
  SPEAKER_01: Yep.
• 19:08
  SPEAKER_01: Yeah, yeah.
• 19:10
  SPEAKER_01: And and so really that's a lot of the mindset shifts that that went through me in the past few years, and it's been it's been profound and it's been a lot of fun.
• 19:22
  SPEAKER_00: I love that.
• 19:23
  SPEAKER_00: I I relate so much to all of those points that you just made, especially the imposter syndrome, and that that feeling of like getting ready to get ready to get ready to get ready.
• 19:37
  SPEAKER_00: It's not ready yet.
• 19:38
  SPEAKER_00: I need to do, and I so guilty in the past of doing that.
• 19:43
  SPEAKER_00: And then I've heard that as well.
• 19:46
  SPEAKER_00: Done is better than perfect.
• 19:48
  SPEAKER_03: That's right.
• 19:48
  SPEAKER_00: And that it's okay to put something out imperfectly.
• 19:53
  SPEAKER_00: When I started my podcast, I I did a little bit of that.
• 19:56
  SPEAKER_00: I'm getting ready to get ready to get ready.
• 19:58
  SPEAKER_03: Oh my god.
• 19:59
  SPEAKER_00: And then I finally was like, I just gotta start it.
• 20:01
  SPEAKER_00: I just gotta start somewhere.
• 20:03
  SPEAKER_00: I think that beginners' mind is okay.
• 20:07
  SPEAKER_00: It's okay to be just starting with something.
• 20:10
  SPEAKER_00: We don't need to compare ourselves to people who are 10 years into their journey or even two months ahead of you.
• 20:16
  SPEAKER_00: That the only comparison is yourself, like how much you want to see yourself grow.
• 20:23
  SPEAKER_00: And I think that puts a lot of people in the position of feeling like it's just I'm not good enough yet to be out there.
• 20:32
  SPEAKER_00: But they didn't see, you know, maybe even for yourself, if people were to say, look at where John is today, he's like, there's no way I could do that.
• 20:41
  SPEAKER_00: There's no way I could be that good.
• 20:43
  SPEAKER_00: But you're like, but you gotta read my chapter in the book and listen.
• 20:48
  SPEAKER_00: There was a moment where you were feeling just like so many people feel, like uh maybe it's not for me.
• 20:55
  SPEAKER_00: Maybe I just need to give up, go back, stick with what I know I can do, even though it doesn't bring me the biggest amount of joy in my life.
• 21:07
  SPEAKER_00: I think this happens to people all the time, you know.
• 21:10
  SPEAKER_00: So I I think that's it's such an important thing to talk about um and leave the mystery behind of like people don't just show up perfectly polished with everything in place without lots of trial and error.
• 21:29
  SPEAKER_01: That's right.
• 21:30
  SPEAKER_01: I I agree with you 100%.
• 21:32
  SPEAKER_01: And another thing that Alex taught me that aligns with this is um, and I'm gonna say this to you, Kelly, lovingly, of course, you're not as good as you think you are.
• 21:42
  SPEAKER_01: You're you're even better.
• 21:44
  SPEAKER_01: Yeah, you're even better, and and and you know, that's that's what gets in our way.
• 21:51
  SPEAKER_01: Like Alex tells this story, and and and I think it's kind of funny.
• 21:55
  SPEAKER_01: It's like at conception, you're a winner.
• 22:00
  SPEAKER_01: Okay, because there are billions of swimmers out there competing, and you're the one that won.
• 22:08
  SPEAKER_00: Right, exactly.
• 22:08
  SPEAKER_01: Okay, you won, you've already arrived, you're good to go.
• 22:12
  SPEAKER_01: Just get out of your own way and take that action.
• 22:14
  SPEAKER_01: Now, that brings me to a question.
• 22:16
  SPEAKER_01: You're it's your podcast, and and and I'm I would be willing to bet at one time on your podcast you talked about this, and and um, but I bet there's somebody who's listening right now that hasn't heard this.
• 22:27
  SPEAKER_01: Okay, and so I have a question for you.
• 22:30
  SPEAKER_01: When you were getting ready to get ready to get ready to get ready, and then you took an action, I'll bet you there's somebody listening that is doing that, whether it's in a podcast, a YouTube channel, a website, a blog, a business, or any of these things or something else, uh, joining community theater or or going rock climbing, whatever it is.
• 22:51
  SPEAKER_01: What would you say to them about taking that first initial action?
• 22:55
  SPEAKER_01: What would that first initial action be?
• 22:56
  SPEAKER_01: How big would that first initial action be?
• 23:00
  SPEAKER_00: I think the first thing that I did was I said, okay, this is a little scary.
• 23:08
  SPEAKER_00: It is a little scary.
• 23:10
  SPEAKER_00: People might judge me.
• 23:13
  SPEAKER_00: I'm not for everyone, and that's okay.
• 23:15
  SPEAKER_00: You know, not everybody's gonna tune in and be like Mystic Nerd Squad.
• 23:19
  SPEAKER_00: I don't know what this is.
• 23:20
  SPEAKER_00: This is not for me, and that's okay.
• 23:22
  SPEAKER_00: And I said to myself, um, all you have to do is just start.
• 23:29
  SPEAKER_00: Just start where you are with what you have today.
• 23:32
  SPEAKER_00: And I did like a little truth seeking in what did I actually have, not with the stories I was telling myself about how people were gonna think I was crazy and this is a silly thing to do.
• 23:44
  SPEAKER_00: I said, I have Zoom.
• 23:46
  SPEAKER_00: I have I had a friend Jen who was like, I will come on your first episode and talk about being a mystic nerd.
• 23:53
  SPEAKER_00: Had my first guest, and I said, I just need to record it.
• 23:58
  SPEAKER_00: And I had I had the microphone, the you know, the Buzz Sprout account, like literally everything.
• 24:05
  SPEAKER_00: I literally just had to press record and press publish and just go.
• 24:10
  SPEAKER_00: And that's what I did.
• 24:12
  SPEAKER_00: And and it was phenomenal.
• 24:15
  SPEAKER_00: It was great.
• 24:16
  SPEAKER_01: Can I ask you a question about it?
• 24:17
  SPEAKER_01: About recording about that moment.
• 24:19
  SPEAKER_01: You you had all the tools.
• 24:21
  SPEAKER_00: Yep.
• 24:21
  SPEAKER_01: You you you just had to make a decision and you made it.
• 24:26
  SPEAKER_01: Okay.
• 24:27
  SPEAKER_01: You've made this decision.
• 24:28
  SPEAKER_01: You're with your friend you're you're you've got your mic you've got your buzz sproute and you clicked record.
• 24:35
  SPEAKER_01: Tell me about that.
• 24:38
  SPEAKER_00: I that's where I think I first you know started with my little hello, hello, hello and welcome and it stuck.
• 24:46
  SPEAKER_00: And that's now just how I how I start.
• 24:51
  SPEAKER_00: And I was I really felt in the moment so aligned with what I was doing.
• 24:57
  SPEAKER_00: It felt natural.
• 24:59
  SPEAKER_00: It felt fun like you said there was a lot of fun to it.
• 25:03
  SPEAKER_00: I enjoy doing this.
• 25:05
  SPEAKER_00: This is like one of the things in my life that I love more than anything.
• 25:10
  SPEAKER_00: And it never feels like work, a job hard.
• 25:14
  SPEAKER_00: It feels great in the beginning I just didn't know what I didn't know.
• 25:18
  SPEAKER_00: And I was like that's okay.
• 25:20
  SPEAKER_00: I get to I get to build and I get to learn.
• 25:23
  SPEAKER_00: And here I am four years in and I don't know some somewhere around 60 episodes.
• 25:31
  SPEAKER_00: I don't I don't really know for sure.
• 25:33
  SPEAKER_00: Um and I'm definitely better at it than I was in the beginning.
• 25:38
  SPEAKER_01: You know you and and I got to tell you you have a wonderful process for bringing people onto your show.
• 25:45
  SPEAKER_01: And I bet it I bet it wasn't like that in the beginning.
• 25:47
  SPEAKER_01: And I bet you didn't have all the answers.
• 25:49
  SPEAKER_01: I bet you didn't need uh know that you needed that process if I had to guess and maybe there's aspects of your process that need to be um uh optimized a little bit better or maybe there's things you don't need anymore or maybe there's something you're you're I would be willing to bet there's things you'd like to see that you're planning to do.
• 26:11
  SPEAKER_01: But you didn't need to know all that stuff, right?
• 26:14
  SPEAKER_01: And the metaphor that was given to me that I really really love is if you're if you're in a dark basement you do and you you have the stairs in front of you and you have a flashlight all you need to see is the next step in front of you and then the next step will show up.
• 26:30
  SPEAKER_01: And it's about taking those initial actions and moving through it.
• 26:35
  SPEAKER_01: And maybe you the to the listener who's listening maybe you've heard that before maybe you have it.
• 26:44
  SPEAKER_01: But if if you have something um you know I'd much rather go ahead and take that action imperfectly than have a perfect failure and look back on that in 20 30 40 years and be like boy if only I had and so that's that's kind of what I did.
• 27:07
  SPEAKER_01: And and I talk about it in the book where where I was I was in Hawaii and I was like supposed to be having this like this transformational adventure uh I went by myself and and I I went for creative reasons and uh boy it was miserable and I won't give away the the story but that only happened a year ago and that only happened a year ago and I already had a I was already doing well in my business.
• 27:32
  SPEAKER_01: My business is completely different a year later.
• 27:36
  SPEAKER_01: It's completely different and um a a really interesting thing is that story about uh Hawaii I was at a uh a songwriting retreat oddly enough and the gentleman who was facilitating and hosting this songwriting retreat introduced me to this guy I hired this guy to help me with my storytelling and to help me be on stages and that's the guy who introduced me his name is Kyle Gray to you and how cool is that yeah how cool you have a direct connection Kelly Myerson to to to that story that is in that book there is a direct thread and how fun is that it's so fun it's so fun the best I think yeah now before before you comment on that imagine if you didn't press record right imagine if you didn't take that first step imagine if you kept preparing to get prepared and saying it wasn't good enough and slaving over that how do I do my intro right yeah it's these silly things that they're they're silly in retrospect but in the in the moment they feel really important and they they prevent us from from doing the things we really enjoy.
• 28:59
  SPEAKER_00: Yeah definitely well I wanted to say first of all we both love Kyle Gray he's such a phenomenal storyteller and the other thing that I really appreciate about him is the way that he connects people and it really being connected with him being connected with you as I've been meeting people being able to come full circle and say I have these wonderful people who are your perfect people to get into your circle I think I get more excited about connecting two people together than I do about being connected with people.
• 29:42
  SPEAKER_00: So I that is one of my favorite things and I think it's the best way to be an entrepreneur and we're connecting with people all over the world and to be in that giving spirit of it's it's not what can you do for me?
• 29:59
  SPEAKER_00: It's how can I help you?
• 30:01
  SPEAKER_00: How can I serve you?
• 30:02
  SPEAKER_01: How can I provide you with an opportunity to connect with the person who is going to be meaningful in your world that's right yeah I I love it I love I love making connections as well um it's it's very satisfying to me and it brings me a lot of joy to to uh to bring people together that they may or may not work together they may or may not do a podcast together or something like that but they're good people that that are pre-approved by me so to speak uh to to get into a conversation and and see what comes up and maybe there's some magic there and maybe there's not and and it brings me joy at to to to facilitate that possibility if that makes sense.
• 30:51
  SPEAKER_00: It makes total sense.
• 30:52
  SPEAKER_00: Yeah I think that that's one of the really cool things about this um I want to shift and I want to talk about this fantastic book uh for the love of transformation um if you're listening i'm I'm holding up the book here um it has a lovely image of Roger Love on the front um and uh the all-star cast down here of all the authors I I think one of the other really good things you can do being a good human and supportive of other entrepreneurs and authors is to read their books, get their books, share them with other people.
• 31:33
  SPEAKER_00: The stories that are in here are so transformative in and of themselves and to have a whole book and it's just been for me in the past few years that this is such a phenomenal success everywhere.
• 31:49
  SPEAKER_00: Like lots of people are writing their stories that now we have such access to people.
• 31:55
  SPEAKER_00: I mean reading I just was devouring Roger's chapter because it's you can hear him in his writing which I was geeking out on because I love voice in writing um and it just gives you this this like sense and this um inner look to people who you wouldn't normally have the opportunity to connect with so how did the book come about the idea for the book where did that start well I'll I'll tell you where it started it's it it actually started with me.
• 32:32
  SPEAKER_01: Roger I was doing some writing for Roger um I did a lot of writing for Roger uh his his emails and his sales pages and um uh physical letters to people all kinds of different things and I did that for for quite a while and I had this friend Michael Stevenson and he owns uh Transform Destiny the neurolinguistic programming company I was telling you about um and both Roger and Michael are just wonderful people and Michael has a publishing company uh that's separate from Transform Destiny called Authority Alliance and um Michael and I were on a call one day and Michael said yeah I'm looking for some people that um they might have an audience and might like to write a book and I said you know I bet Roger might want to and so um I approached Roger about it and he said yeah let's start that conversation we started the conversation um we we put the word out to to Roger's email list and invited a bunch of people that were um fans of Roger clients of Roger um all kinds of different people in Roger's world and they raised their hand and they said yeah I want to be part of the project and that's that's where it came about and I gotta tell you there's some very very very wonderful stories in that book um there's stories of a lady um she she's an attorney and how uh a a transformation in her voice gave her um uh a a lot of a lot more credibility in in her in her work there's uh there's stories from doctors there's a story of a lady who creates transformation through beauty uh roger creates transformation through voice and I've got to tell you you know I I first learned about Roger in 2015 he was doing an event with Brendan Bruchard and Bo Easton called World's Greatest Speaker and it was in San Diego California I went there Pete Vargas spoke on stage as well if if you if you're a fan of Pete Vargas he's a wonderful wonderful man um and that's where I first learned about Roger Love and I started doing Roger Love's voice exercises his daily warmups and I'll tell you what within about two weeks just walking into the grocery store or the the you know the the Walmart or or or into Macy's or something like that and talking to people that that I would come across you know just people do at the cash register you know people helping you find a a shirt or something like that their response to me was just night and day my voice changed like we think this is the voice we have and you're stuck with it I gotta tell you what if you feel like you're too breathy Roger's material can help with that.
• 35:24
  SPEAKER_01: If you feel like you're too nasally Roger's voice can help with that or too brassy Roger's Roger's material can help transform your voice.
• 35:35
  SPEAKER_01: So you're happy hearing your voice on a recording or on a video and and you get excited and you feel like you have that confidence when you stand up in front of a courtroom or in front of your patients or in front of your students if you're a teacher and you have that authority and credibility.
• 35:52
  SPEAKER_01: Roger's material is magical and and you get to you get to experience that inside the first chapter of of the book and many people in the book are are pointing back to Roger saying that Roger had helped them with their transformation in their life and it's very very very cool.
• 36:09
  SPEAKER_01: And the book is six dollars and sixty one cents.
• 36:14
  SPEAKER_01: I mean uh come on it's it's with Prime it's it's virtually free uh to have it to have it shipped to your door I encourage anyone who's listening it's uh loveoftransformation.com if they'd love to get a copy of the book um the way the way the the the agreement structured and the way the pricing is we don't make any money on the book so so there it's six dollars and sixty one cents that goes to the printing cost and the cost for Amazon to ship it for us.
• 36:44
  SPEAKER_00: Wow yeah it's it's so fun that it's so fun that's amazing and and I agree I read the chapter and I was like I need to come back to this and play around with it a little bit um I obviously I speak on a podcast but another one of my loves is poetry.
• 37:02
  SPEAKER_00: Oh wow so it was really making me think you know when you're presenting a poem being able to change some of the aspects of your voice makes it you know the emoting come very differently.
• 37:16
  SPEAKER_00: So I yeah super cool.
• 37:19
  SPEAKER_01: Oh yeah a hundred percent a hundred percent because if you're if you're talking about someone in love you want to talk about the love and the passion they're feeling and if you if you want to talk of someone who's excited you want to bring up the volume right during your during your stuff and absolutely Roger's Roger teaches like the mindset of behind all this stuff and how to strengthen your voice in a really elegant and easy way.
• 37:44
  SPEAKER_01: And uh I've watched him do voice transformations on some of the stuff that sounds like the Roger Love Hour now because I but but but but but I love his work.
• 37:52
  SPEAKER_01: He's he's so wonderful.
• 37:53
  SPEAKER_01: I've watched him in his voice transformations in his uh he has a speakers guild is what they call it and he'll do voice transformations with people on Zoom just like that.
• 38:02
  SPEAKER_01: They'll be he'll be like okay try this okay tweet this and in 10 minutes they're talking totally differently and you're like who is this person?
• 38:09
  SPEAKER_00: Yeah.
• 38:10
  SPEAKER_01: Where did they come from?
• 38:11
  SPEAKER_01: How how did that happen?
• 38:15
  SPEAKER_00: Yeah I love this.
• 38:16
  SPEAKER_00: It's so cool.
• 38:18
  SPEAKER_00: I love the connection between words and voice and the journey the transformation that you can have that is available to anybody.
• 38:29
  SPEAKER_00: That's right.
• 38:30
  SPEAKER_00: You know and that to me you know when you told me the price of of the book and obviously the intent is the the message getting to everybody who needs it.
• 38:43
  SPEAKER_00: You know, I think this this is something that could benefit so many people writing about something that they overcame and being able to read it and benefit from that when you you never would have run into some of the authors on the book you you never would have had a path that crossed them so um yeah I think that's one of the cool things.
• 39:09
  SPEAKER_01: You know what this book is Kelly for the right person this book is that moment when I said whoa in in in 2002 it was like oh my gosh I I want to read these books and devour them this this book for the right person is uh pressing record on their podcast.
• 39:27
  SPEAKER_01: Yeah it's starting that business this this book could be that catalyst it could be that moment because it is about the shift into a new identity into a new way of looking at who you are and it it's beautiful and I feel so honored to to have been part of it and and to just talk on the topic because we all go through these there's these pivotal moments in our life where you look back and you're like boy that seemed like nothing at the time and then it's like holy cow that that moment set off a a domino effect or ripple effect or the butterfly effect or whichever effect you want to call it um uh a cascading of all these different things that happened that changed the direction of my life for the for the good hopefully for the good right yeah and and that's that's what I hope this book is for the right person and you know what I want to hear about it too so if if if you have an impact on this book I I want you to send me an email I want to I want to hear about it absolutely yeah I want to talk about your chapter okay and I want to talk a little bit more about what you do and how you serve people um you have one of the coolest websites I love the the design it's it just makes me smile um there's there's a stick figure who I assume is supposed to be you I you know it could be it could be anybody right it it could be anybody I'll I'll tell you about that in a moment after you're done sharing your experience with it.
• 41:11
  SPEAKER_00: Yeah I just I I love it and um I'll give you a spoiler alert that there we're gonna have a free tool um that John is sharing with everyone that'll be available.
• 41:22
  SPEAKER_01: And I I took that tool um to check it out because I always like to test drive things if I'm gonna say hey let's do this it's hey if you're gonna be putting it out there you you have every right and you should and I would encourage anybody who's not doing that to be doing that if they have a show or guests or something that they're promoting for someone else.
• 41:42
  SPEAKER_00: Yeah I I thought it was phenomenal because I you know if you if you work with clients whatever the work is you're doing and you want to attract the the right people like I was saying before not everybody's gonna tune into Mystic Nerd Squad podcast and that's okay but there are people who love the concept of talking about the science the woo transformation you know getting better at things all the things that we kind of talk about here all with the undercurrent of serving humanity we're we're just trying to make the world a better place and that's that's what we're all here for.
• 42:21
  SPEAKER_00: So being able to speak and connect and attract the right people to you is so important but something that might be a barrier for people is I don't know who that person is.
• 42:37
  SPEAKER_01: I don't know what how do I speak to them how do I know who I'm talking to so your process really takes you into so many wonderful details that start to paint this picture in your mind of an actual person you're talking to not theoretical person but an actual person who is out there somewhere yeah right that's that's well very well put it it does do that and um if if there if there's time to to to get into a little bit about how this came about is that okay is there space to do that okay so um this came about um so so I became a copywriter basically is what it comes down to and copywriting is um conversational writing meant to persuade somebody and uh persuade and entertain um and to keep people engaged and hopefully to teach people something new that they might not have otherwise known that is of value to them.
• 43:45
  SPEAKER_01: So it's not knowledge for the sake of knowledge is useful information, useful knowledge and um and and so you really need to know who your audience is.
• 43:56
  SPEAKER_01: You need to know who you're talking to and I always knew this but I always took shortcuts and I always skipped steps and I always did these things that were like one pagers and thought that was good enough.
• 44:08
  SPEAKER_01: And every course I took started off with you got to know who your audience is you got to know who you're talking to you got to do this customer persona, customer avatar you know you gotta you gotta have it down.
• 44:19
  SPEAKER_01: And I was like yeah yeah yeah I done that all and you know what um I I saw um I had I had that event that happened to me in in Hawaii and and I was sitting there and I was frustrated and I was writing emails for a client that just didn't they they they they they really what we were doing was was uh lost on them uh because it was a lot of work that was committed to uh in a very short period of time.
• 44:51
  SPEAKER_01: It's not the client's fault it's my fault I I did it I I said yes okay and I said yes and and I built my own prison on the little island Hawaii in the jungle uh a few miles from the ocean just sitting there writing doing what I would have done at home okay and uh I was like this I'm I'm doing things wrong in my business I'm not working with people that are that are really like getting me excited so to speak um a lot of um uh just not the right fit it was sort of the right fit but not quite the right fit and I was like I gotta be doing something wrong I gotta go deep and I went back to the hero's journey story and the hero's journey this is gonna sound like we're taking a hard left turn here going into the hero's journey but but it's important framework it's important foundation to to what I'm about to share with you and what what it was is um there's something called the hero's journey when you're telling a story uh a lot of very popular and famous stories follow this path of this hero's journey where there's the the hero and then the hero's going about his life and then there's a problem and then maybe There's a love interest or something like that, and that gets in there, and that creates some drama and stuff like that, and some hope and all this stuff.
• 46:04
  SPEAKER_01: But then there's a problem that comes up, and uh the the hero's got to overcome that problem to get to the thing he's looking for, and this guide shows up, and this guide kind of takes him by the hand and kind of gives him some coaching or something like that.
• 46:17
  SPEAKER_01: It's the oracle in the matrix, for example.
• 46:19
  SPEAKER_01: It's oh, we want Kenobi, it's Yoda, it's like these guides, right?
• 46:24
  SPEAKER_01: And and so I started thinking about the hero's journey and something that I might have learned before and not remembered, but something came to me, and it was I'm not the hero in my client's journey.
• 46:36
  SPEAKER_01: Like I used to think I got to come in and be the hero and save their shit, basically.
• 46:41
  SPEAKER_01: Excuse the expression.
• 46:42
  SPEAKER_01: I hope that's not offensive to someone listening, but I had to come in and save the day with my cape and my my shield or something, something stupid.
• 46:50
  SPEAKER_01: It was this story I was telling myself, and I'm like, you know what?
• 46:54
  SPEAKER_01: I'm not the hero.
• 46:56
  SPEAKER_01: They are.
• 46:57
  SPEAKER_01: They're the hero in their hero's journey.
• 47:00
  SPEAKER_01: And if they're the hero, then who the heck am I?
• 47:04
  SPEAKER_01: And I had to figure it out.
• 47:06
  SPEAKER_01: I had to think about it.
• 47:06
  SPEAKER_01: And I came up with the idea that that um, and maybe I'd learned it before or something and forgot, like I said, uh, you know, I don't want to take credit for something that somebody else has done, but but it was it was a revelations to me.
• 47:16
  SPEAKER_01: It was like this new idea.
• 47:17
  SPEAKER_01: And it was uh, I'm the guide.
• 47:20
  SPEAKER_01: I'm I'm the guide that can help them.
• 47:22
  SPEAKER_01: And then I started thinking deeper about these stories and what makes a good story.
• 47:27
  SPEAKER_01: And what makes a good story is great characters.
• 47:30
  SPEAKER_01: That's part of it.
• 47:30
  SPEAKER_01: That's not the only thing, but it's part of it.
• 47:33
  SPEAKER_01: And uh, you know, there's there's things that you learn when you're when when you read about writers writing.
• 47:40
  SPEAKER_01: Um, I I learned this um uh like uh Walter White from Breaking Bad, for example.
• 47:46
  SPEAKER_01: Um, the the screenwriters or the or the author, I don't know the words, okay.
• 47:51
  SPEAKER_01: You know, figure me out, call me out on it, right?
• 47:53
  SPEAKER_01: I don't know.
• 47:54
  SPEAKER_01: But the guys who wrote who wrote the pilot, 300 pages of character development before they started writing that pilot.
• 48:01
  SPEAKER_01: Whoa.
• 48:02
  SPEAKER_01: Okay, woe is right, 300 pages.
• 48:04
  SPEAKER_01: Okay, Atticus Finch from To Kill a Mockingbird.
• 48:07
  SPEAKER_01: Okay, Harper Lee said 100 pages of character development before putting the pen to the paper.
• 48:14
  SPEAKER_01: Wow.
• 48:15
  SPEAKER_01: Okay, right.
• 48:16
  SPEAKER_01: And so I started thinking, I'm I'm like, if I'm gonna serve these clients and I'm the guide to them and then and and and and they're the hero, I should do some character development on these people.
• 48:27
  SPEAKER_01: Right.
• 48:27
  SPEAKER_01: I should know and I should go deep.
• 48:31
  SPEAKER_01: And I should go deep, deep, deep and ask questions that maybe nobody's asking to better understand them.
• 48:41
  SPEAKER_01: And it's not about like getting it right for like the ideal person, and that's what it is, it's the framework of who that person is as an aggregate of all the different ideal customers that are out there.
• 48:53
  SPEAKER_01: Okay.
• 48:54
  SPEAKER_01: And the one thing I learned about going for ideal customers is this, and and it's it's very smart, it's not mine.
• 49:00
  SPEAKER_01: I saw it in in a in a group that I'm in.
• 49:03
  SPEAKER_01: Somebody posted this and I just loved it so much.
• 49:06
  SPEAKER_01: You're looking for your aces, you're looking through a pack of cards for your aces, okay?
• 49:12
  SPEAKER_01: And while you're going through a pack of cards, a pack of cards has 52 cards, in case you don't know, and you're flipping them over, and there's only four aces in the pack.
• 49:19
  SPEAKER_01: But the good news is when you're when you're going through and you're doing this, you only have to go through 36 cards to really win.
• 49:26
  SPEAKER_01: Okay, and you're like 36 cards and four, that's 40.
• 49:29
  SPEAKER_01: That doesn't make any sense, John.
• 49:30
  SPEAKER_01: What the heck are you talking about?
• 49:32
  SPEAKER_01: And here's the point: when you're going through the cards and you're looking through your aces, you're gonna get the face cards in the tens.
• 49:37
  SPEAKER_01: Those are wonderful cards to have.
• 49:40
  SPEAKER_01: Okay.
• 49:41
  SPEAKER_01: And you get to pick, do I want to take them or not?
• 49:43
  SPEAKER_01: But I'm going for my aces.
• 49:45
  SPEAKER_01: And those face cards, they come around.
• 49:47
  SPEAKER_01: Okay.
• 49:48
  SPEAKER_01: But by trying to talk to everybody, you're, you're, you're diluting your message.
• 49:52
  SPEAKER_01: You're you're getting it all confused.
• 49:54
  SPEAKER_01: The right person says, Boy, that's not for me.
• 49:56
  SPEAKER_01: The wrong person says, Boy, I don't really know what I'm looking for, but that sounds good.
• 50:01
  SPEAKER_01: And then they wreak havoc in your life and they kind of screw up what you're doing and make it hard and um and and uh and difficult, and there's a lot of resistance and it's boring.
• 50:12
  SPEAKER_01: And uh my friend Joe Polish, he says, You want an elf business, easy, lucrative, and fun.
• 50:17
  SPEAKER_01: I'm like, okay, well, well, how do I how do I do that?
• 50:21
  SPEAKER_01: How do I do that?
• 50:21
  SPEAKER_01: I got the character development, okay, and then uh Jay Abraham, Jay Abraham is very, very uh important character in my life as well.
• 50:31
  SPEAKER_01: They call him the$9 billion man because he raised revenues and all the different consultations he's done at the time when this was when it was uh given to him,$9 billion, which is just absurd, right?
• 50:41
  SPEAKER_01: But Jay Abraham said if you understand the problems of your target customer better than they do, they automatically assume that you have the solution.
• 50:53
  SPEAKER_01: And when you understand their problems, those are the things that the hero experiences on his journey.
• 50:59
  SPEAKER_01: Right.
• 51:00
  SPEAKER_01: Right, those are the things.
• 51:01
  SPEAKER_01: And if you understand those things better than that person, they'll crawl over broken glass to say, How can I work with you?
• 51:09
  SPEAKER_01: Right.
• 51:09
  SPEAKER_01: What can I do?
• 51:12
  SPEAKER_01: If you're afraid of selling, you don't have to sell anything anymore if you know your people.
• 51:17
  SPEAKER_01: They come to you, they come to you and it and it's and it's a wonderful, wonderful experience.
• 51:23
  SPEAKER_01: And so that's what we do, and that's what these questions really start the process of learning.
• 51:27
  SPEAKER_01: So when we do these with clients, what what ends up happening is we have an interview kind of like this, and I I'm doing much more listening in those than than I do talking.
• 51:35
  SPEAKER_01: But what happens is we're able to extract those those those problems that their clients are having, those ideal customers are having.
• 51:44
  SPEAKER_01: We're we're able to paint this picture.
• 51:45
  SPEAKER_01: We answer the questions for you through having this dialogue and this question.
• 51:50
  SPEAKER_01: We don't sit there and say, Well, what do you think about this?
• 51:52
  SPEAKER_01: And what we ask these general questions and start getting it.
• 51:55
  SPEAKER_01: Then I developed a software over the past year.
• 51:57
  SPEAKER_01: I spent so much time and energy into this that I actually take these these uh questions that I asked during the interview and I take take our responses, and and that software processes those responses into this gorgeous document that answers all 50 of those questions.
• 52:14
  SPEAKER_01: And then once once we go back and we say, Hey, how do these look to you?
• 52:17
  SPEAKER_01: Is this on the mark?
• 52:18
  SPEAKER_01: Then I go and I go drive that thing even deeper.
• 52:22
  SPEAKER_01: And we get into the the the problems your ideal customer is having that they either won't admit to anybody, not even their therapist, or they might not even admit to themselves.
• 52:34
  SPEAKER_01: And that's knowing your client's problems way better than they do, is understanding those problems.
• 52:41
  SPEAKER_01: Now, one last thing within this, I'm I've I've I I hope uh I hope I hope I'm giving you the space to absorb this, Kelly, but but but um most people do it wrong.
• 52:53
  SPEAKER_01: And they come out and they say, Oh, you just have relentlessly high standards.
• 52:57
  SPEAKER_01: That's what your problem is.
• 52:59
  SPEAKER_01: And the person says, Whoa, dude.
• 53:02
  SPEAKER_01: And they're virtually, they're they're not virtually, that's the wrong word.
• 53:05
  SPEAKER_01: They're offended by it.
• 53:07
  SPEAKER_01: And you turn them off, even though you're able to help them and you know what their problem is.
• 53:12
  SPEAKER_01: So you can't do it that way.
• 53:14
  SPEAKER_01: The way you've got to do it, and I'm gonna tell on myself right now, Kelly.
• 53:18
  SPEAKER_01: That's why I told the story about having really high standards.
• 53:22
  SPEAKER_01: I told a story, and the and and the and and to the listener who's listening right now, maybe you identified with that story and you said to yourself, yeah, I can see myself doing some of that stuff too, sometimes.
• 53:35
  SPEAKER_01: And this guy's experience is similar to mine, even though it's a little bit different.
• 53:39
  SPEAKER_00: Right.
• 53:40
  SPEAKER_01: And you start to see that I understand the challenges you're having about not feeling good enough to press record on your podcast.
• 53:49
  SPEAKER_01: And and it's all about that understanding to where people go, boy, that's that's really fascinating that that he's had all these experiences.
• 53:58
  SPEAKER_01: I feel bonded with him.
• 54:00
  SPEAKER_01: I feel good.
• 54:01
  SPEAKER_01: He understands some of the things that I'm going through, even though he's not talking directly at it.
• 54:06
  SPEAKER_01: Right.
• 54:07
  SPEAKER_01: And boy, I I'd like his help to to do whatever it is that we end up doing together.
• 54:13
  SPEAKER_01: And it's kind of a collaborative sort of process.
• 54:15
  SPEAKER_01: And that's not a pitch.
• 54:17
  SPEAKER_01: That's just that's what I'm I'm I'm sharing that with you and with your audience so they can see that we just did the magic right now.
• 54:25
  SPEAKER_01: And I'm not special.
• 54:27
  SPEAKER_01: I've just gone and focused on this.
• 54:30
  SPEAKER_01: And that's what you can do too.
• 54:32
  SPEAKER_01: You can do it for yourself, for your clients, for your spouse, you know, for for your children, anybody.
• 54:39
  SPEAKER_00: Yeah.
• 54:40
  SPEAKER_01: That's the magic.
• 54:41
  SPEAKER_01: That's what's fun.
• 54:42
  SPEAKER_00: Yeah.
• 54:43
  SPEAKER_00: I I love it so much.
• 54:45
  SPEAKER_00: And I it really parallels to the way that I look at like your skills as a leader.
• 54:53
  SPEAKER_00: It's that seek first to understand, to to listen.
• 54:57
  SPEAKER_00: So what you're really doing is you're developing a deeper and deeper understanding of the the person who would come to you so that you're getting to the solution quicker.
• 55:12
  SPEAKER_00: You're taking less time to go from A to Z because you're on the same journey.
• 55:18
  SPEAKER_00: You're not on two different journeys, you're in the same one.
• 55:21
  SPEAKER_00: So I I love I love all of that.
• 55:24
  SPEAKER_00: It's cool.
• 55:25
  SPEAKER_02: It's important.
• 55:26
  SPEAKER_00: I know.
• 55:27
  SPEAKER_00: I know.
• 55:28
  SPEAKER_00: Right now, the the person who's listening is leaning in and leaning in, they're like, please tell me.
• 55:35
  SPEAKER_00: So this all sounds amazing.
• 55:37
  SPEAKER_00: How do they find you?
• 55:39
  SPEAKER_00: How do they connect with you?
• 55:40
  SPEAKER_00: What's the best way to learn more?
• 55:42
  SPEAKER_00: Of course, we'll have information in the show notes.
• 55:45
  SPEAKER_00: Um, what would you say to that?
• 55:47
  SPEAKER_00: How should they find you?
• 55:49
  SPEAKER_01: Well, um, but before I tell you exactly how they should find me, um, the the rule that I tell people is to make sure your business is easy to spell and that people don't make typos on it.
• 56:00
  SPEAKER_01: And uh and and you know, uh, I taught that for for a long time, even before I created the most absurdly difficult word to spell for anybody listening and for anybody watching.
• 56:11
  SPEAKER_01: And so um the word is q and it's q simple, and I'm gonna spell it for you.
• 56:16
  SPEAKER_01: It's q-u-e, u, e s-i-m-p-le- dot com forward slash questions.
• 56:26
  SPEAKER_01: And you can download the questions, and you can uh there's there's uh there's some training in there as well to to show you how to use them and um and what to do.
• 56:37
  SPEAKER_01: What I encourage you to do uh when you download them is to print print out the paper.
• 56:43
  SPEAKER_01: Don't do it, don't do it digitally.
• 56:45
  SPEAKER_01: Print it out and to go through the questions as fast as you can and just get it done.
• 56:52
  SPEAKER_01: Because done is better than perfect, because this document is gonna live on for you, and you're gonna be able to be like, that's that's the other answer to that question.
• 57:02
  SPEAKER_01: I got to write it down, and then you'll be able to come back.
• 57:05
  SPEAKER_01: Okay, you're gonna seed your mind with these questions.
• 57:07
  SPEAKER_01: So your mind starts discovering them on your own and it activates something called the reticular activating system, which is that same thing when you buy a car and you're like, I got this hot new car, nobody's got it.
• 57:19
  SPEAKER_01: And then you start seeing 10, 20, 30 people out there driving that car.
• 57:22
  SPEAKER_01: It's the only car you see on the road.
• 57:23
  SPEAKER_01: That's your reticular activating system at work.
• 57:26
  SPEAKER_01: So going through and asking your question starts priming your brain to start finding those things.
• 57:29
  SPEAKER_01: So don't get hung up on it.
• 57:31
  SPEAKER_01: Go through, answer some questions, go through, go fast.
• 57:34
  SPEAKER_01: I bet you can't do it in five minutes.
• 57:36
  SPEAKER_01: Knock it out, get it done.
• 57:38
  SPEAKER_01: Okay, and then keep coming back to it over and over again.
• 57:41
  SPEAKER_01: This picture will start forming of your ideal client, your ideal customer.
• 57:44
  SPEAKER_01: Get a picture of what that person looks like, staple it on the top.
• 57:48
  SPEAKER_01: And when you're doing your podcast, Kelly, when when you're writing your uh your blog, who's ever listening right now, when you're writing your video, when you're doing your video, your YouTube video, when you're speaking at the boardroom, when you're speaking in front of your class, you only speak to one person.
• 58:07
  SPEAKER_01: And it's that person.
• 58:09
  SPEAKER_01: And that's what's fun.
• 58:11
  SPEAKER_01: Now, obviously, in front of a class, you have different personalities and you get to know them, but you you hear what I'm saying.
• 58:17
  SPEAKER_01: You're speaking through that ideal customer lens.
• 58:20
  SPEAKER_01: Okay.
• 58:21
  SPEAKER_01: So one more time, it's qsimple.com forward slash questions.
• 58:25
  SPEAKER_01: It's q-u-e, u, e s-i-m-pl.com forward slash questions.
• 58:34
  SPEAKER_01: Kelly.
• 58:35
  SPEAKER_00: I love it.
• 58:35
  SPEAKER_00: I love it too.
• 58:37
  SPEAKER_01: I I've had so much fun with you.
• 58:39
  SPEAKER_01: Um, your audience is very lucky to have you and your your other guests that you have.
• 58:45
  SPEAKER_01: You have such delightful people on your podcast.
• 58:48
  SPEAKER_01: And uh go back, who's ever listening, and listen to the conversation with Kyle Gray.
• 58:53
  SPEAKER_01: It's wonderful.
• 58:55
  SPEAKER_00: Yes.
• 58:55
  SPEAKER_00: And uh yes, absolutely.
• 58:58
  SPEAKER_00: Thank you so much, John.
• 59:00
  SPEAKER_00: You've been incredibly generous.
• 59:02
  SPEAKER_00: And the I I very simple secret.
• 59:07
  SPEAKER_00: I go back and I listen to episodes because it's a very different listen the second time when I'm not managing the time, the recording, and all that stuff.
• 59:16
  SPEAKER_00: But this will be one that I go back and listen to because it's so full of advice and help.
• 59:23
  SPEAKER_00: And you truly are that guide, Obi-Wan Kenobi, if if you choose.
• 59:28
  SPEAKER_01: But I really with those big ears, right?
• 59:34
  SPEAKER_00: I love it.
• 59:35
  SPEAKER_00: I think if you are an entrepreneur of any kind and you want, even if you feel like you've got a good sense of who you're talking to, go get this, run through it.
• 59:48
  SPEAKER_00: Like John said, trigger your reticular activating system.
• 59:51
  SPEAKER_00: It's probably my favorite part of the brain back here.
• 59:54
  SPEAKER_00: But it's so worth it to really get deeper into who you're looking for, who the best people are.
• 1:00:03
  SPEAKER_00: You've been a perfect guest for me on the Mystic Nerd Squad podcast, and I appreciate you.
• 1:00:09
  SPEAKER_00: Um, and I just want to say thank you again for coming on.
• 1:00:13
  SPEAKER_00: Remind everybody, we'll have the link in the show notes.
• 1:00:16
  SPEAKER_00: You do have no excuse not to get the book and to possibly pick up a copy for somebody who could really use it.
• 1:00:23
  SPEAKER_00: Um, and I just want to thank you again.
• 1:00:25
  SPEAKER_00: And I can't wait to hear what you're up to next.
• 1:00:31
  SPEAKER_00: Thank you so much.
• 1:00:33
  SPEAKER_01: Thanks so much, Kelly.
• 1:00:34
  SPEAKER_01: And and to speak to to what you mentioned about the book about gifting it to someone else, it's it's the perfect gift.
• 1:00:41
  SPEAKER_01: The price on the back is$19.99.
• 1:00:43
  SPEAKER_01: It's priced at$661.
• 1:00:46
  SPEAKER_01: It's there uh for the duration.
• 1:00:48
  SPEAKER_01: It's not it's not gonna change or anything weird like that.
• 1:00:52
  SPEAKER_01: Um, so it makes the perfect gift for the right person.
• 1:00:55
  SPEAKER_00: Yeah.
• 1:00:56
  SPEAKER_00: Yeah.
• 1:00:57
  SPEAKER_00: I love that.
• 1:00:58
  SPEAKER_00: Thank you so much.
• 1:00:59
  SPEAKER_00: And like John said, make sure if if you read the book and you are feeling like it speaks to you, you have your own transformation as a result, reach out to John and share with him your experience.
• 1:01:13
  SPEAKER_00: Um, and absolutely, if you buy it, go put a review on Amazon.
• 1:01:17
  SPEAKER_00: Those mean so much to authors to hear feedback from their audience um and to get more people reading it.
• 1:01:25
  SPEAKER_00: All right.
• 1:01:26
  SPEAKER_00: We're gonna end it here, but thank you so much for being here.
• 1:01:29
  SPEAKER_00: Um, thank you to the listener who has gotten so many gems from this episode.
• 1:01:34
  SPEAKER_00: And we'll see you next time on the Mystic Nerd Squad podcast.
• 1:01:38
  SPEAKER_00: Bye for now.