Latest / Amplify Your Marketing Message with Christine Campbell Rapin / 175 - Podcast Your Way to $10K Clients Without Posting, Pitching or Pursuing

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175 - Podcast Your Way to $10K Clients Without Posting, Pitching or Pursuing · Amplify Your Marketing Message with Christine Campbell Rapin

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If you are a B2B service based business owner and you are
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looking to gain clients, create more impact and more new in your
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business, to amplify your marketing message, Campbell
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Rappin and take you through the buyers, mastering your marketing
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and making offer consistently well on the inside.
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Podcasting, my friends, is a smart way to gain clients
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without pitching, without posting, without pursuing.
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And yet so many people, while the dream is possible, fell
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short of the execution. Not today, my friends.
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Today we're going to show you exactly how to do this from
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somebody who does it very well and who I have collaborated with
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in podcasting land. So please give a very warm
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welcome to Dave Dubose, who is going to be joining us today.
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Welcome to the show, Dave. Christine, absolute pleasure.
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Thanks for having me. Yeah, my friend introduced us,
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which is the power of networking, and we had such a
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good conversation that I wanted to continue the story.
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Because you have cracked this nut.
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Well, so of you, because I had the pleasure of interviewing you
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on my show. So it's kind of it.
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It's a great way to connect with people.
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But yeah, I've been using podcasting for myself, for my
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business as my number one lead generator for the last 2-3 or
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four years. And for the last year and a half
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or so, we've been working with other people, helping them to
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build what I call a high ticket podcast for lead generation for
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themselves as well. Degeneration cause so many
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people do podcasting and it just ends up noise.
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But you're saying that it's not only successful, successful for
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years for you to gain that high ticket.
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And we were thinking, well, what the Hell's high ticket for this
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purpose is? We're talking $10,000 clients or
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more. But why is podcasting smarter
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than other types of cold outreach funnels?
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Complicated stuff, because we've been sold that complicated stuff
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for quite a few years. Well, you know what?
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Sometimes that complicated stuff can work.
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And it has worked for lots of gurus it appears.
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It just doesn't always seem to work for the rest of us.
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I don't know if you probably so podcasting for me, it's, it's
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been a, an up and down journey. I did everything wrong at the
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beginning. I, I was just kind of following
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the crowd and I built my initial podcast hoping to create a
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thought leadership platform because everybody said that was
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important. Then I was, you know, really
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trying to build up a big audience.
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And I was hoping that, you know, I could invite big wigs on my
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show and I was hoping they would share the their episode with
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their millions of followers. And I was hoping some of those
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people would become listeners and I was hoping some of them
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would turn into clients. And there's a hell of a lot of
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hoping and not much happening. Christine is, is what really it
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boiled down to. And then credit where credit is
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due. Three or four years ago, I was
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listening to a podcast myself. And this annoyingly young smart
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guy named Jamie Atkinson came on and he talked about this whole,
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you know, using a podcast as a lead generator, podcast closing
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is what I, I think he called it. And he said, hey, you know what?
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I don't care about interviewing gurus.
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I don't care about strutting my stuff on my my own stuff on my
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show. I don't care about, you know,
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huge audience growth and trying to focus 100% on that.
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All I care about is interviewing the exact kind of people I want
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to do business with, my exact perfect client avatar and
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starting the relationship that way and hopefully converting
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that interview into a discovery call and into business.
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And when he when he said that and then he also said I don't do
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1Z2Z interviews every week or two.
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I do multiple interviews every single week.
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So that's that's all go. So as soon as I learned that the
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light bulb went off, I said that's smart.
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And I just kind of, you know, we jigged all of my focus on to
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that because I was already kind of doing a podcast.
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I just hadn't been doing it the right way and it completely
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transformed the way I do business.
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It's important to decide when you decide about podcasting,
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what is your intent behind it, because there are reasons you
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would want to do thought leadership.
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There are reasons you want to leverage somebody else's
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audience. And there are reasons like this
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one specifically in today's. So that is about this is lead
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generation. Yeah.
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And this is a choice to use podcasting as lead generation
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because the truth is the other ways are cold and podcasting
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develops relationships. So you've said it.
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I want to go there. You've made a lot of mistakes.
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Thanks again. When did you realize?
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I mean, you showed Jerry, Jamie and Jamie as a very successful
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formula. I know lots of people in my
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network have been through his programming.
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When you're first starting out though, in the lead generation
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lane, what did you learn fast that helped shape success?
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With regards to podcasting. Podcasting is a lead generation
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consumption. What you do now has been
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polished over the journey. Yeah, it has.
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So it's really getting clear, like everybody tells you, really
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getting clear on your avatar, who, who do you serve the best,
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Who do you really want to be talking with.
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That was a big part of it. How we do lead generation, how
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we get guests booked on the show has morphed and changed over the
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years, that's for sure. The the volume of interviews
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that you want to do. At my peak, Christine, believe
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it or not, I was doing 25 to 30 interviews a week.
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Don't do that. That's insane.
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That's way too much. I've, I've dialed it way back
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these days, we're getting our, our clients booked in doing
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typically 5 to 6 interviews a week.
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That's very manageable. They can do that in 2-2 hour
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blocks a week. So a total of 4 hours a week is
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all you really need to make this work well consistently.
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So it's really focusing on who is your ideal target avatar and
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hint, you guys, we have to kind of work backwards.
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You have to think about, OK, who are the kind of people that
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would want to be interviewed on a podcast?
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So in my case, this tends to work really well more in like
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the B to B space, right? People who are in business for
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themselves, entrepreneurs, business owners, executives,
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self-employed professionals. So these kind of people
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typically like the idea of getting more PR and exposure for
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their themselves and their company.
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So that works really well. If that is your avatar.
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Does that answer the question A? Bit it does.
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And it also leads me to another, which is the importance of
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having this system here because I think sometimes people go,
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well, I know who I want to talk to, But if they don't want to
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talk publicly on a podcast, this might not be the best match.
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Because you're going to be convincing and encouraging
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people who are not gonna shine well.
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And you want them to shine well and the relationship and the
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conversation to be warm so they can lead somewhere.
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But you've talked a bit about systems here and that I want to
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talk. Just lean in for a second here.
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What is so important about a system and how do you ensure
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that the system provides the end result which is the clients
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being one committed and contract is signed?
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Yeah, So there's multiple systems within there's there,
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there's the lead generation system.
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So that's going out, finding your ideal avatar, connecting
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with them, inviting them to be a guest on the system that's on
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the on the show. That's one system.
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The other system is the actual interview itself and the
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conversation conversion. So the system from going from
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interview to discovery call, discovery call to contract
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signed, that's that's another system.
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And then the other system is the whole production side of things.
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So getting your, your podcast produced and, and cranked out
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and content created and, and delivered out into the world
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plus to your guests so they can share it as well.
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So I think for the purposes of our conversation, probably one
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of the best systems to focus on would be the actual interview
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system. How do you convert that
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interview into a client? Would that be helpful,
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Christine? It would be awesome.
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Well, are you up for having some fun and doing a little bit of
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role play here? Sure.
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Always OK, very good. So one of my main businesses,
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Property profits real estate podcast, we work with what are
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called real estate syndicators, guys and gals that buy big
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apartment buildings and they need to bring on a lot of
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investors and raise millions of dollars to buy these things,
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right? So that's one of my that's,
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that's my main avatar I've been working with for a few years.
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So let's pretend that you are one of those people.
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You are a real estate investor, real estate syndicator, you're
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buying and selling apartment buildings.
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Does that make sense, Christine? That's green light.
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The interview system goes like this.
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First thing is we jump on Zoom or or Restream or Riverside or
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whatever platform you're using and Christine and I are there
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before the actual interview starts.
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And I'm going to assume quite often, Christine, the people I
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interview haven't been interviewed that many times.
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They're not really accustomed to being a podcast guest.
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So the first thing is first part of the system is pre interview.
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Put the person at ease, break the ice, create a little bit of
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rapport, get them relaxed, set the stage, let them know that
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hey, and here's what we're doing.
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We're gonna have a short sweet 15 to 20 minute conversation at
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the end. Stick around for a minute.
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I'll stop the recording, circle back, it'll screenshot, let you
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know what's going to be coming up, that sort of thing.
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Right. So we set the stage, put the
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person at eats, Then the second part of the interview system is
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the interview itself. And here's what's really
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important, you guys, the interview itself.
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And if you're doing this methodology is all about your
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guest, not really about you. So my, my goal on my interview
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is not to strut my stuff and show how smart I am.
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It's to make my guest look good, feel good and sound good.
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That is my goal for doing this interview because again, it's
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all about creating this relationship, right?
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So we do the interview. In my case, I have a certain
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choreography that I go through with the questions, you know,
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start talking about what they're up to with real estate, what's
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their methodology, what's their target market, what's their
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strategy, what's their secret sauce gonna pull those ideas out
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from them. And then in this case, at the
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end, I wanna be talking with them about investor lead
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generation or raising capital because that's what I can help
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them with, right? So I don't want to jump in and
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start preaching about what we do in our methodology, but I just
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want to start opening the conversation.
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So I'd say something like this. So Christine, sounds like things
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are going really well with your syndication business.
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Now, a lot of folks in syndication these days, a big
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part of their efforts goes into raising private capital, finding
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investors and raising money for their deals.
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So Christine, what do you find works best for you in 2025 for
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raising private capital? Well, I think it's getting into
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the right rooms, people who actually are looking for
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alternative methods of investment and wealth creation.
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How we chat about that. Good.
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That was a good answer. And we wrapped things up.
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Finish off the interview. So I stopped the recording.
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Christine and I are still in the well, now we're in the green,
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what's called the green room in Zoom or, or Riverside or what
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have you. And I'm going to just do a
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little bit of housekeeping. Let Christine, what's coming,
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what's coming up next, provide even more value.
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Say, Christine, would you like us to create some reels out of
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this and create some social media content for you?
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Would that be helpful? They usually say yes.
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They love that idea. And then here's what I do.
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Here's where the magic happens. OK, So I would circle back to
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you and I'd say, hey, Christine, sounds like things are going
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really well with your syndication business.
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Now you mentioned that, you know, for finding new investors
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and raising capital, you're doing a lot of networking.
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Let me ask you this. Are you 100% happy with the kind
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of results you're getting with networking or is there maybe a
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little room for improvement there when it comes to
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attracting and finding new investors?
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Always room for more. Always room for improvement,
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right? So, OK, cool.
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Well, Christine, we're doing something really interesting
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with some real estate syndicators just like you,
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helping them to connect with about 5 or 6 accredited
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investors every single week, 20 a month on average.
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And the best thing is it's very low pressure, non salesy, and
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it's working really, really well.
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In fact, one of our Rockstar clients, they've added 80 new
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investors to their list in the last 12 months.
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Is that something you might be interested in taking a look at?
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Sure, if Park sparked my curiosity.
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Booked them into a follow up discovery call.
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Show them your stuff, get them enrolled.
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Does that make sense? Christine, it totally makes
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sense and I love that this always comes from a place of
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they have a recognized passion, interest and value is what
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you're creating in the episode. It's invitation and permission
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based, which I think is so important.
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Well, that's, I call this leading with the giving hand,
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right? Because what are these folks
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looking for? They're looking for exposure.
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They're looking for free marketing, they're looking for
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free PR. They're looking for content that
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they can share online. What are we giving them?
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All of that, right, by being a guest on our podcast.
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So that's what I love about this methodology.
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Instead of trying to convince somebody to jump on a sales
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conversation with you right off the bat, we provide value first.
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We lead with the giving hand and then we naturally kind of
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massage the conversation towards what we do and see if there's
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interest and just invite them to a follow up discovery call.
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And if you do it right, my clients stats are that 7 out of
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10 people that they invite to a discovery call accept the
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invitation. So they get 70% of their
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interviews converting into discovery call and then from
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that into clients, into clientele. 1,000,000% better
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than posting and praying and pursuing people who are not
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determined and yet establishes buyers.
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And that's the thing I am all about here.
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An employer marketing message, like effective marketing, stirs
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curiosity with a buyer. If it doesn't do that, it's not
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effective. Don't do more of it.
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It's not working. The ideal thing you find, you
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find your avatar, you know that they're already kind of looking
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for doing or, or they're involved in something or other
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around what you do, then it's very easy to create that
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curiosity and and that hook. It is could take the easy path,
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my friends. Sometimes the hard stuff doesn't
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need to be even harder than you're thinking it is.
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I want to take this one step further and that is when you
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step into the discovery call. How do you set the scene to make
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this again the converting piece as the legion?
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What do you what do you set the scene as?
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Is your first kind of approach when this?
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Is going to be different for everybody, Christine, because it
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depends on what model years you're using.
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So for example, a lot of my real estate syndicator guys and gals,
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you know they're, they're minimum investment is $100,000,
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right? So it's unrealistic to expect
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somebody to cut you a check after 100 grand after one
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meeting like this, right? So you have to have intelligent
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steps in between. But in our world and the
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coaching consulting advisor type space, it really all has to do
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with, yeah, whatever your methodology is, whatever your
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normal conversion mechanism is, but bottom line is trying to
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create an irresistible offer, right?
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That's, that's what it kind of all boils down to.
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So it's walking people through. So the discovery call is going
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to be different for everybody. It's really going to depend on
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what your offer is. That's why when we work with
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clients, we work with people that already have a proven
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system. They've got a track record,
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they've got a proven offer. This is not a new thing for
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them. This is just a new form of
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getting really, really high quality leads.
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Does that make sense? It does make sense and I think
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it's important. Audience, I hope you heard that.
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We don't jump into bed with somebody for a very big ticket
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in a 30 minute meeting very often.
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It's weird, it's rare. So think about your long term
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process of nurturing because it's going to be one that is
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intentional and for the right people, really, really, really
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worth it. So I'd like to ask you this.
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I ask all of my guests this because you you're giving a
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really great way. If you want to create podcasting
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as a funnel, IE a process of moving somebody from I'm curious
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to tell me more to I'd like to partner for that result and you
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and your business right now, you said you made mistakes, you're
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winning with this new formula. What does it take to win even
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more and how is the landscape changing for you as you look to
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the horizon? What are you going to lean into
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and what are you going to say? You know it's time to
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reprioritize to get it right for us.
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Yeah. Well, for the last year and a
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half, I've been working exclusively with folks in the
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real estate space, with syndicators and fund managers.
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And if you've kept an eye on the news, those folks have gone
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through a real tumultuous time the last few years with rising
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rates, etcetera, etcetera. So it's a good market.
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But I also realized, hey, you know what this whole thing works
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well for, for so many people like high ticket coaches,
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consultants, advisors. So that's, that's been my big
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awakening that this year, Christine, is to broaden the
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scope of the people that I serve with this service because it
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doesn't just need to be for real estate.
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Sometimes our cyclical in the marketplace and real estate can
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be 1 even at the syndicate level.
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So I think it's awesome. I think people should really
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explore this. And you offer a high ticket
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service. You actually teach people how to
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build the show, how to fill the show, how to promote the show.
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Tell us a little bit about that. More people find you.
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We don't, we actually don't teach people how to do that.
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We do it for them, Christine. So we have an agency.
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It's a turnkey process. We build the show for them.
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We fill it up with their ideal guests.
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We produce everything for them. It's turn key.
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All they have to do is show up on Zoom with a smile and a clean
18:42
shirt and remember, click record.
18:44
Everything else happens like magic in the background.
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So you guys, if you're interested in finding out more
18:49
about this, I've got a a short little three page PDF that goes
18:54
over the big picture of how all of this works.
18:56
You can get a copy of that at high ticket podcasting.com/ten K
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clients. That's the number 10K client.
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So high ticket podcasting.com/ten K clients.
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So then opt in for that. That'll get you that the the PDF
19:15
and then on the thank you page, if you'd like to talk with me
19:17
and see how we can, you know, install this in your business,
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go ahead and book a call and happy to have a chat.
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Guys, go pursue this. Sometimes we take the hard Rd.
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when we are looking for our next client.
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I think this is a smart strategy.
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It's a fun strategy. You get to meet amazing cool
19:32
people and you get to invite those that are interested in
19:35
moving forward at a very high success rate.
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Thanks for sharing your formula with us, Dave.
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I think it's awesome. Guys, Please connect with him.
19:42
Take advantage of the resources and if you want to take a fast
19:44
way to install a system that works, this is a very smart
19:48
offer. Thank you for having Dave join
19:51
us today, guys. We will see you all on our next
19:53
episode. Go amplify your marketing
19:55
message. Find your next client fast,
19:57
because I can guarantee you they're looking today for a
20:01
solution you can support them with.
20:02
Have a great one. We'll see you on our next
20:04
episode. That's a wrap on another amazing
20:09
episode of Amplify your marketing message with most
20:12
Christine Campbell Rappin scribe on your fake cast platform.
20:16
So you don't need another great episode.
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Be sure to visit christinekim.com/podcast to get
20:22
free resource on Haster your marketing method.
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We'll see you all on our new episode.