Latest / The SmallBizChat with Melinda Emerson / Becoming a Rockstar Entrepreneur with Kenny Harper

Transcript

Becoming a Rockstar Entrepreneur with Kenny Harper · The SmallBizChat with Melinda Emerson

• 0:00
  3, 10, 1, 0, ignition, liftoff,
• 0:08
  Ending small business failure.
• 0:11
  Welcome to the Small Biz Chat podcast with a number 1 small business expert Melinda Emerson.
• 0:17
  Bolinda's goal is to end small business failure, and she'll give you the information
• 0:21
  you need to succeed and live the life you've dream of.
• 0:25
  Now here's the small biz lady herself.
• 0:29
  Belinda Emerson.
• 0:31
  I am Belinda Emerson, the small biz lady, and well, come to small biz chat.
• 0:36
  You guys know how I do.
• 0:37
  Small biz chat is a peer to peer interview show.
• 0:40
  We give small biz owners a way to share and give, learn, invaluable advice because the
• 0:47
  mission of small business chat is to end small business failure.
• 0:50
  And on small base chat live, our goal is to give our small business audience an opportunity
• 0:55
  to hear sage advice from multiple angles to help you grow your business and take it to the
• 1:00
  next level because we know the whole goal of running a business is what?
• 1:04
  To grow a business that can run without you.
• 1:08
  Kenny Harper here.
• 1:09
  He is an award winning small business expert.
• 1:13
  He's a storyteller.
• 1:15
  He's written three books.
• 1:17
  He's a certified digital marketing advisor, and he's a Harvard Faculty Club mastermind leader,
• 1:23
  and he's gonna be talking to us about growth mindset and what you gotta do to become a rock
• 1:28
  star entrepreneur.
• 1:29
  So I am so excited to have you guys here because We know everybody's still struggling.
• 1:35
  Everybody's trying to figure out their way through this pandemic thing.
• 1:39
  And as long as it's going on, I'm gonna bring people here for you.
• 1:42
  Are gonna help you figure out how to pivot the right way to either start a new business,
• 1:47
  reinvent your business, or get out of your business.
• 1:50
  Whatever you need to do, I'm gonna have in here for you tonight.
• 1:53
  He also has a podcast, but the cool thing about Kenny is he started as a rock star.
• 1:58
  He went from being a musician, and then he realized he had talent but he didn't know how
• 2:03
  to run a business.
• 2:03
  So he became a devoted student of business growth strategies, and now he's an accomplished
• 2:09
  business coach on a mission to inspire and empower those with the right attitude,
• 2:13
  expertise, and drive to amplify their business because He his mission is to connect with other
• 2:20
  rock star professionals who are devoted to growth and empowering others.
• 2:24
  Kenny, welcome to small business chat live.
• 2:27
  Thank you for being here.
• 2:28
  Thank you for doing what you do, and thank you for the energy that you're shining out to this
• 2:32
  world and amplifying others out there that have the Spark to grow.
• 2:37
  It's really, really great to see someone shine and connect people like you're doing.
• 2:43
  So thank you for your efforts.
• 2:44
  Oh, gosh.
• 2:45
  I appreciate that.
• 2:46
  Tell me tell me your story.
• 2:48
  Like, how did you go from full time musician to business growth coach?
• 2:52
  Like, how does one do that?
• 2:54
  Fourteen years old, my cousin took me to an amazing rock show.
• 2:58
  It just inspired me.
• 2:59
  I found my first muse, right, playing music.
• 3:02
  And so I learned how to play the guitar, learned how to play the bass.
• 3:06
  I was playing in bands.
• 3:07
  And that was my first real passion.
• 3:10
  But it ran into a challenge.
• 3:12
  Have you ever known somebody that has a really good talent, but they don't know the business
• 3:16
  side I'm
• 3:18
  just all the time.
• 3:19
  Right?
• 3:20
  People know how to make great cakes.
• 3:22
  They just don't know how to charge for him.
• 3:23
  No.
• 3:24
  All all day,
• 3:25
  all the time.
• 3:26
  Great.
• 3:28
  Yes.
• 3:28
  Get bit by the entrepreneurial bug, and you you just start going out there and and just
• 3:33
  following your dream.
• 3:34
  And they and they tell you that.
• 3:35
  Just, you know, follow your dream and the money will follow.
• 3:38
  That's a partial truth.
• 3:39
  That's a partial truth.
• 3:40
  There's a reason why there's so many starving artists.
• 3:42
  It's not
• 3:42
  even true.
• 3:43
  Kenny, listen.
• 3:44
  You have to plan for success.
• 3:45
  Successful not just happen to you.
• 3:47
  It's not gonna fall manna from heaven doesn't really happen.
• 3:51
  So you you have to plan for it.
• 3:53
  So I don't even know why people say that.
• 3:54
  I also know why why people say thank you till you make it to you.
• 3:56
  It's like, no.
• 3:58
  That's not true either.
• 3:59
  So stop doing that.
• 4:00
  People.
• 4:01
  Yeah.
• 4:01
  And I'm I interrupted you.
• 4:03
  Let me look.
• 4:03
  So that's you you were interjecting awesome.
• 4:06
  Right?
• 4:07
  And that's the case.
• 4:08
  That's the case.
• 4:09
  We have people that they really are passionate about what they do.
• 4:13
  They connect.
• 4:13
  They feel like they found their true purpose.
• 4:15
  But if they don't learn the business side, They're gonna run into a wall, and they're not
• 4:20
  gonna be able to pass it.
• 4:21
  And that's what happened with my first passion is I ran poo into a wall.
• 4:25
  I was playing some shows.
• 4:26
  I was recording some music, and it was some good stuff.
• 4:29
  I actually met my wife who'd been married for 12 years now.
• 4:32
  I have 2 wonderful boys.
• 4:33
  By playing music.
• 4:35
  So something good came out of it, but it didn't have the business side.
• 4:39
  I didn't know anything about how to really leverage and create a business out of playing
• 4:43
  music.
• 4:44
  And so I knew I was naturally creative and so I had to reinvent myself.
• 4:49
  So I went to school for marketing and learned that I could help other people market their
• 4:55
  business and get the word out and really help them grow their business by leveraging
• 5:01
  different skill sets.
• 5:02
  Now I started that path in it playing music.
• 5:05
  We need our own flyers, our own websites, their own promotional materials, And so then I became
• 5:11
  the student and just really said, I'm gonna eat this.
• 5:14
  I'm gonna really absorb it, and I wanna just get the best that it possibly can to help
• 5:20
  prevent people from running into that wall.
• 5:23
  Alright.
• 5:23
  So this pandemic has been devastating.
• 5:27
  Right?
• 5:27
  So what advice would you give a business owner that's still like they're hanging by a thread
• 5:34
  They're like, they they're praying every day for another stimulus package to come, which
• 5:38
  might it might not come.
• 5:40
  What advice would you give them?
• 5:41
  So it kinda depends on which boat you're in.
• 5:45
  Right?
• 5:45
  So some businesses this year, they've had really great years.
• 5:49
  Has been an amplified year.
• 5:51
  It's actually been a record year for me and my business.
• 5:53
  So some some of us have fared very well depending on our industry.
• 5:58
  Others are they've been impacted, and these people have the opportunity to pivot, but they
• 6:04
  need to really take a step back and create a strategy, create a plan.
• 6:07
  Like, you're saying just a moment ago.
• 6:09
  And the way I like doing that is looking at the 5 profit drivers in a business, and then
• 6:15
  calculating success.
• 6:16
  5 profit drivers in a business.
• 6:18
  We're looking at lead generation, average sales conversion, average number of transactions,
• 6:25
  average price per transaction in the profit margin, and by calculating success sometimes
• 6:30
  you can actually work less and make more because you're focused on driving the numbers
• 6:36
  where it counts.
• 6:37
  And so we've helped some businesses who actually took a hit, re strategize, and if not,
• 6:43
  just breakeven, actually even make an improvement.
• 6:46
  Because they calculated success.
• 6:48
  Right?
• 6:48
  And then the the final, there are some that just they had a close doors, they're having
• 6:54
  real massive impacts.
• 6:55
  So if, like, the the speaking industry, right, that's now reinvention.
• 7:00
  You have to adapt and find a strategy that's can can keep you alive, but it pivots.
• 7:07
  It's a pivoting strategy.
• 7:09
  So different answers, different solutions, depending on where you're at in this journey
• 7:14
  together.
• 7:15
  But everyone has the opportunity If they take a step back, humble themselves and are willing
• 7:21
  and have the right attitude and commitments, to take new actions to achieve new results.
• 7:27
  I love it.
• 7:27
  I love it.
• 7:28
  Alright.
• 7:28
  So you you yourself have been winning through this pandemic.
• 7:32
  Tell me about some of your clients that have been winning in this season because I I
• 7:36
  definitely know a couple businesses that are telling me this year's gonna be their best
• 7:39
  year.
• 7:40
  But most business owners that I know can't wait for 2021.
• 7:44
  So I I I want you to tell me about people who you've seen when what how is how did they do
• 7:51
  it?
• 7:52
  Okay.
• 7:52
  Okay.
• 7:53
  So I'll give you a few examples.
• 7:56
  I'll tell you March to March, my business took a little hit because all of the clients that I
• 8:01
  work with were were rocky.
• 8:03
  Some had to shut their doors for a while.
• 8:06
  And so I, myself, followed my own advice, took a step back, looked at what we were going, and
• 8:12
  had to re event, re pivot to change a strategy to be able to change the trajectory of where
• 8:17
  we're going.
• 8:18
  So some of the other businesses that have succeeded in this realm are the ones that have
• 8:22
  not been impacted as much, CPAs, financial advisors, people that work with a lot of other
• 8:29
  businesses that have a broad base of customers and their services are still needed.
• 8:34
  Others have been impacted a little bit more.
• 8:36
  We work with a granite and countertop green at countertop installation.
• 8:41
  And They're booming.
• 8:42
  Right?
• 8:42
  Cause all these home projects there, those people, like, I I I have a client also that has
• 8:49
  a commercial cleaning business.
• 8:50
  Mhmm.
• 8:51
  And
• 8:51
  I talked to him about a month ago, and he said, Melinda, if I could find a 100 more employees
• 8:56
  at Hire Mall, and I was like, Wow.
• 8:57
  He was like, that's how many calls were getting from, you know, because they do corporate
• 9:02
  industrial cleaning.
• 9:04
  And now everybody's freaked out about people coming back to the office and and stuff, and
• 9:08
  they they can't train people fast enough and get them out there.
• 9:11
  So I definitely know there's there's people winning.
• 9:14
  I was just really curious about you know, what you were seeing, but definitely home repairs
• 9:18
  folks are definitely
• 9:19
  We saw, like, a a market with, like, spas, med spas, who had the challenge of having to shut
• 9:26
  their doors, but they got creative with their promotions and tried to find where they could
• 9:33
  win and and reach out to maybe some of the services that were maybe not their typical top
• 9:40
  services but they they can look and say, well, what what can we do?
• 9:45
  Could we start maybe we haven't really given our e commerce a lot of focus in the past
• 9:50
  because we want people to come in.
• 9:52
  But if they can't come in, maybe we focus on our e commerce, right, and so what are some
• 9:56
  things that we could refer out to other people and maybe win some credibility that way as
• 10:02
  well.
• 10:03
  I've seen some people taking their shops and making it mobile you know, taking their show on
• 10:08
  the road and say, you know, this isn't the way we'd always do it, but because we're willing to
• 10:12
  adapt, we're willing to get a different level of or we're we're earning a different level of
• 10:18
  business than we would if we just continued to do what we had always done in a completely
• 10:22
  different world.
• 10:23
  Right.
• 10:24
  Right.
• 10:25
  So how has those differentiated businesses, you know, been able to turn the corner?
• 10:32
  You know, like, I feel like it was people who really knew what their secret sauce was or,
• 10:37
  like, what their value proposition is.
• 10:39
  Those were the people who really have been able to win because what I found is that the more
• 10:47
  specialized you are, the better you are right now, versus being, a me too business, you know,
• 10:53
  like, you know, being just a graphic designer or, let's say, you're you're purchasing
• 10:58
  pocketbooks and reselling them on Amazon.
• 11:00
  Well, like, anybody can do that.
• 11:02
  So I I feel like the people who have been strategic enough to have some value in their
• 11:08
  business that is not easily duplicatable by their competitors.
• 11:13
  Mhmm.
• 11:13
  Those are the people that are still winning.
• 11:16
  Is that is that also what you've seen?
• 11:18
  Yes.
• 11:19
  So to be able to say, number 1, I'm gonna have a strategy that attracts prospects and
• 11:25
  seamlessly and subtly guides them to become customers that pay stay and refer because you
• 11:29
  could document that.
• 11:31
  I'm gonna hold up a little guide.
• 11:32
  This is the customer value journey.
• 11:34
  Which is all about the steps that document through the different stages of the
• 11:40
  relationship in business.
• 11:42
  Now here's the the thing.
• 11:44
  It's really interesting.
• 11:45
  Is a lot of this happens organically because all relationships are through business.
• 11:51
  It's a business relationship.
• 11:53
  But when you can be focused and create a strategy that guides people through the
• 11:59
  different stages and you do it consistently, then you can really start measuring what's
• 12:04
  working, what's not in track, the success at each stage, and optimize that for the best
• 12:12
  results.
• 12:13
  So when you have that strategy in place in combining with what you mentioned a moment ago,
• 12:18
  Melinda, about differentiating it and say, you know, this isn't an apples to apples
• 12:24
  comparison.
• 12:25
  We've now created magical delicious oranges and it's a completely different offer.
• 12:32
  It's no longer perceived as a commodity.
• 12:35
  You can't compete on price.
• 12:36
  This is the only place that you'll get this.
• 12:39
  Those two things together are are what we've seen as the winning ticket.
• 12:43
  Well, what kind of growth strategies are you suggesting to some of your clients looking now
• 12:48
  to 2021.
• 12:49
  Cause as far as I'm concerned, you know, 4th quarter is almost a wash already.
• 12:53
  I mean, we're almost at Thanksgiving like now.
• 12:55
  So what about 2021 in terms of how you've been advising people to sort of like think and maybe
• 13:01
  right size their business.
• 13:03
  I've seen a whole lot of people who've been in the game a long time, retire, hanging up,
• 13:08
  trying to sell businesses.
• 13:09
  I see a lot of that going on as well.
• 13:12
  What what kinds of strategies are you suggesting to your client?
• 13:16
  Find a way to to really, like, you're seeing before it differentiate And one way you could
• 13:21
  think about doing that is how can you provide more value?
• 13:24
  How can you provide more value and add it to your offer?
• 13:27
  I saw a lady that she was doing wellness, selling wellness packages.
• 13:32
  And she was having a bit of a challenged year.
• 13:35
  I said, well, Let's look at your numbers.
• 13:37
  Let's calculate success.
• 13:38
  Let's look at those 5 profit drivers.
• 13:41
  And so we were looking at what she was doing, and she was starting to drop her prices to
• 13:45
  compete.
• 13:46
  I said, that's not a winning strategy.
• 13:47
  You don't wanna do that.
• 13:49
  Is it any time you're driving your prod your prices, you're you're cutting your profits
• 13:53
  right there.
• 13:53
  She's like, well, I wanna win the business.
• 13:55
  I said, it would cost.
• 13:57
  Right.
• 13:58
  Not if it doesn't make any money, you don't wanna win it.
• 14:00
  Right.
• 14:01
  You're gonna be working harder to make less.
• 14:03
  And what's really insidious about this is sometimes even a small price cut can cut your
• 14:10
  profits in half or just cut them out completely.
• 14:12
  If you don't know your profit margins and you don't really know those important profit
• 14:16
  drivers, you can cause yourself a lot of challenge.
• 14:19
  So what we said is let's look at your offer let's stack the value of what you could put in
• 14:24
  there, and we elevated the the offered value and ticket.
• 14:30
  And so we calculated success by looking at the numbers and said, well, if you if you changed
• 14:36
  your offer, to this new amount, you would basically need to sell a third of your sales,
• 14:43
  and you would make the same money.
• 14:45
  So rather than working harder, we're working smarter.
• 14:49
  And she said, well, I don't know if if, you know, people would pay that.
• 14:53
  I said, look, there's people out there spending 100 of dollars for a pair of jeans.
• 14:58
  There's people spending 100 of dollars for pens.
• 15:01
  What you put out there and stack the value to, there's a market for it.
• 15:05
  And sometimes you gotta test it and you gotta make sure that you're getting the right offer
• 15:08
  to the right market, but you won't know unless you try.
• 15:12
  But with what you with what you're doing in your business, I think there's opportunity.
• 15:18
  Well, once we're short, she said, I'm gonna give a shot.
• 15:22
  She gave it a shot.
• 15:23
  She's been selling at the new offer price.
• 15:26
  She's already dramatically increased the revenue in her business, and she's completely
• 15:31
  found new confidence.
• 15:32
  I love it.
• 15:33
  I love it.
• 15:33
  Alright.
• 15:34
  So seller online has become everything in this pandemic.
• 15:37
  How can a small business stand out online when selling primarily from their website or when
• 15:43
  selling from Amazon.
• 15:44
  Right.
• 15:44
  So the the strategy that I like kinda goes back to the little diagram that I hold held up
• 15:50
  earlier is number 1, you gotta do something that turns a look into a stare.
• 15:55
  So have a little bit of personality.
• 15:57
  Do something that's interesting.
• 15:59
  This is the the value journey guide that I was showing earlier.
• 16:03
  And in there, we have a awareness stage.
• 16:06
  Alright.
• 16:06
  I need you to get back on your micro Kenny Aki.
• 16:09
  Oh, I jumped right off my microphone.
• 16:11
  We have the awareness stage.
• 16:12
  People gotta know you're there, and then you wanna turn a look into a stare by getting them
• 16:17
  to engage, having something of value, some sort of entertainment.
• 16:22
  And then this is the subscribe stage, putting something that gets people to raise their hand
• 16:28
  and say that they're interested so you can capture their information and follow the
• 16:33
  conversation.
• 16:34
  A lot of times people do how to jump stages and they go from awareness all the way to try to
• 16:38
  make a sale.
• 16:39
  And just like in a relationship, if you meet someone and you try to make a sale right off
• 16:43
  the bat, what tends to happen?
• 16:46
  That doesn't work out.
• 16:47
  It didn't work out.
• 16:48
  So why are people trying to do that too quick?
• 16:51
  Whether when they're on social media, they're promoting something and they wanna push a sale,
• 16:55
  or they're putting out an ad and they're trying to just push people to a sale, you gotta think
• 17:00
  about building some sort of awareness and guiding people through the different stages of
• 17:06
  the relationship.
• 17:07
  Right.
• 17:08
  So it's about it's basically you're nurturing the relationship.
• 17:12
  And and what I find amazing is how many times I see people break these rules.
• 17:16
  Right?
• 17:16
  You connect to me on LinkedIn, and then 2 seconds later, you're sending me your pitch
• 17:20
  about why did you wanna to me.
• 17:22
  And I'm like, that is not that's the you made me go find how you disconnect from somebody on
• 17:28
  LinkedIn.
• 17:29
  But I but I think that It's really just about the culture of of social in the first place.
• 17:34
  Right?
• 17:34
  I've I've taught for years the 6 sees of social.
• 17:38
  Right?
• 17:39
  So they first have to connect, and then you have to communicate.
• 17:43
  And what are you communicating with?
• 17:45
  Content and how often you have to do it consistently.
• 17:49
  Right?
• 17:49
  And once you do it consistently, you become a member of the community.
• 17:53
  And once you become a trusted member of the community, then and only then can you turn that
• 18:00
  relationship into Commerce.
• 18:03
  Right?
• 18:03
  Right.
• 18:04
  But people try to go from connect to commerce.
• 18:07
  It's amazing.
• 18:08
  All you gotta do is be nice to me.
• 18:09
  You might get to commerce, but you ain't gonna get to commerce the day I meet you.
• 18:14
  That's that's the extremes.
• 18:16
  Right?
• 18:16
  On one end, you get people trying to jump stage and be like, Nice to meet you.
• 18:21
  Let me massage your shoulders.
• 18:22
  What are you doing?
• 18:24
  Why are you touching me?
• 18:26
  Why are you touching me?
• 18:27
  And and then The other the other part, which is probably has its own challenges, is having no
• 18:36
  no way to move that to bust the move, to move that relationship forward, which was me in high
• 18:41
  school.
• 18:42
  And I'm just getting the guy just staring at the girl.
• 18:44
  Is she gonna do something?
• 18:46
  I'm blinking at her.
• 18:49
  Locally, I learned how to play the guitar, and things worked out for me.
• 18:52
  So
• 18:53
  Total chip magnet,
• 18:55
  Yeah.
• 18:55
  I I didn't quite have the the social skills is a young lad.
• 19:00
  I I just was, you know, would would meet people through through circumstance, which is where a
• 19:05
  lot are looking to gain business to referrals.
• 19:07
  But if you're if you're proactive and you know who you wanna connect with and you remember
• 19:12
  it's about building relationships, That's how you can really move things forward succinctly.
• 19:17
  I love it.
• 19:18
  I love it.
• 19:19
  Kenny, what is your favorite podcast?
• 19:23
  Well, I would have to be that guy.
• 19:26
  And, oh, it's actually my podcast.
• 19:28
  Growth amplifiers.
• 19:30
  Nice.
• 19:30
  And the reason I would say it's my favorite is because it's really given me an opportunity to
• 19:36
  meet a lot of people and build relationships that probably wouldn't have had any chance of
• 19:41
  ever being created without getting the time to connect with someone, hear their story, and
• 19:48
  really bond with someone on a deeper level.
• 19:50
  You're getting past superficial.
• 19:52
  You're getting to know a little bit about their backstory and that going through that effort of
• 19:58
  creating that and connecting with those people has been really meaningful, and especially in
• 20:02
  this year has really help to fill that void of connection.
• 20:06
  I agree.
• 20:07
  I agree.
• 20:08
  Kenny, what's your favorite app?
• 20:10
  I would have to say my app is my favorite.
• 20:12
  Just getting I love myself.
• 20:17
  It's all about me.
• 20:18
  It's all about no.
• 20:20
  No.
• 20:20
  Actually, like, Actually, like, the one that's popping in my head right now is is boom rang.
• 20:27
  It's an extension in email, and it's really nice to say, hey, Remind me to follow-up with
• 20:32
  this person at this time.
• 20:35
  Follow-up in a couple days.
• 20:36
  Send this at this particular time.
• 20:38
  Really handy email, you know, used to say, you've got mail.
• 20:42
  And you're like, oh, now you're like, oh my god.
• 20:46
  Death by email.
• 20:48
  Exactly.
• 20:48
  Exactly.
• 20:50
  So so let me tell you another app that does it for you automatically.
• 20:55
  Okay.
• 20:56
  So my favorite app is called mixmax, m I x m a x, and it's a marketing automation app that
• 21:05
  sits on top of G Suite.
• 21:06
  And so if you use Gmail, it is amazing.
• 21:10
  So it has, the functionality of Calendly and Boomerang all in one app, but it has a lot more
• 21:17
  stuff language.
• 21:18
  I I a lot more stuff.
• 21:20
  It's really cool.
• 21:21
  So what I can do is I can send somebody a zoom invite.
• 21:26
  I can send it to 2 or 3 people.
• 21:27
  One email.
• 21:28
  Boom.
• 21:28
  All you have to do is click on it.
• 21:29
  It goes on your calendar.
• 21:30
  It goes on my calendar.
• 21:32
  What I also like about it is, let's say I send out a bunch of emails to people, it'll tell me
• 21:36
  the best time of day to send an email to that person the next time I send it to them.
• 21:41
  So when they'll actually open it.
• 21:43
  It automatically reminds me.
• 21:44
  Like, if somebody sent me an email 3 days ago and I didn't respond to it, it'll pop it back
• 21:48
  up to the top of my day.
• 21:50
  Hey.
• 21:50
  You never took care of it.
• 21:51
  You never responded to this person.
• 21:53
  So it helps.
• 21:54
  It's like the assistant without having the assistant, like, all up in your email.
• 21:58
  And if you're somebody, like, I have, obviously, a Melinda, Melinda Emerson is my
• 22:02
  email, but small business lady Gmail is my other email that all that stuff gets forwarded
• 22:06
  to.
• 22:06
  So it's, like, Dude, I get 100 of emails a day.
• 22:09
  So it's really helpful for me to kinda manage my calendar, manage follow ups, And then if I'm
• 22:15
  really sending out a big batch of emails, it really it gives me intelligence about how to do
• 22:20
  that, and it's really, really super cool.
• 22:23
  And so I like it because I like G Suite, so I like it.
• 22:27
  But that is my favorite app.
• 22:28
  So that's my public service announcement for that What is your favorite old school marketing
• 22:34
  tip?
• 22:34
  Old school.
• 22:35
  Direct mail.
• 22:37
  Bam.
• 22:38
  Drake Mill.
• 22:38
  No.
• 22:39
  Actually, sending people something in the mail.
• 22:42
  We got so many things people jumping online, And quite frankly, online has gotten very
• 22:47
  noisy.
• 22:48
  And if you look at your mailbox, once upon a time, the Mailbox was full of just a whole
• 22:54
  bunch of junk and stuff just coming in.
• 22:57
  But I don't know about your mailboxes, but my mailboxes look leaner these days.
• 23:01
  And so sending something to somebody in the mail.
• 23:05
  And I'm I'm not just saying a postcard.
• 23:09
  I personally like sending books or a magazine or something of value, but getting something in
• 23:15
  someone's hands, if you really wanna get their attention, could be a game changer.
• 23:19
  And but you, again, we build relationships.
• 23:22
  We get people to take the next step, not trying to sell them right out the gate.
• 23:25
  So that's old school, direct mail, really, really powerful to get people into action.
• 23:32
  Alright, Kenny.
• 23:32
  What is your favorite business book?
• 23:34
  Now I'm going to choose one that maybe hasn't been heard of as much.
• 23:39
  It's a book called unstoppable.
• 23:41
  Love that cover.
• 23:42
  Oh my god.
• 23:43
  I'm upset.
• 23:43
  This is unstoppable by Dave Anderson, transforming your mindset to create change,
• 23:49
  accelerate results, and why I really like this book is he talks about, you know, building your
• 23:57
  your life philosophy and really paving and crafting that.
• 24:02
  And I really hadn't seen it done the way that he's illustrated it.
• 24:06
  He talks about the 4 different types of performers.
• 24:10
  And you know, really getting into the unstoppable mindset.
• 24:14
  And I run into a lot of people, and sometimes it's not the tools or the systems that people
• 24:19
  need upgraded.
• 24:19
  Sometimes it's the mindset.
• 24:21
  They need to fuel their tools in the systems because if you don't believe it can happen,
• 24:26
  you're gonna be challenged, but if you have the right attitude, expertise, and drive, you can
• 24:31
  become unstoppable.
• 24:32
  I love it.
• 24:33
  I love it.
• 24:33
  I love it.
• 24:34
  And so I'm gonna share with you my favorite book too.
• 24:37
  So this is a new one.
• 24:38
  So for years, I've been saying that Emith revisited was my absolutely favorite business
• 24:43
  book, but this is my new favorite business book.
• 24:47
  It's this book called Disrupt You by the gentleman named Jay Samit, and not only did I
• 24:52
  read this book, but I listened to it on Audible and hearing him talk this book I was I had to
• 25:00
  call him up.
• 25:00
  I called him up and said, Jay, I love this book.
• 25:03
  I gotta have you in my new course.
• 25:05
  And he was like, I'll do it Monday or Friday.
• 25:08
  What day you want?
• 25:08
  I mean, he was awesome.
• 25:10
  And so what I love about this book He said everyone talks about wanting to disrupt the
• 25:16
  world.
• 25:17
  He said, how about you start by disrupting yourself?
• 25:20
  Boom.
• 25:21
  Firecrackers, confetti.
• 25:23
  I loved this book, and so I'm his new number one fan.
• 25:28
  So I'm gonna, like, talk about this book to everybody.
• 25:30
  I know.
• 25:31
  I mean, I have been buying them and giving them to young people, you know, who kinda, like,
• 25:35
  can't figure out which way they're gonna go yet.
• 25:37
  I'm like, mhmm, read this.
• 25:39
  And they call me afterwards.
• 25:41
  So that's my new favorite book.
• 25:42
  Well, listen.
• 25:43
  You guys have been amazing.
• 25:45
  Thank you so much for coming and hanging out with me on small biz chat.
• 25:49
  Live.
• 25:50
  You guys know how we do.
• 25:52
  The whole goal of small business chat is to end small business failure.
• 25:56
  Thank you so much to my guest.
• 25:58
  If you guys want more information about my guests, be sure to check out my blog.
• 26:02
  Succeed as your own boss.com to get more information about them.
• 26:06
  Thank you all for watching tonight, and the mission of small biz chat is to end small
• 26:10
  business failure.
• 26:11
  I'm Melinda Emerson, the small biz lady, And till next time, remember you never lose in
• 26:16
  business, either you win or you learn.
• 26:18
  Good night, everybody.
• 26:20
  Thank you for listening to the Small Biz Chat podcast with Melinda Emerson.
• 26:25
  For more resources and small business success strategies, visit succeed as your own boss.com.
• 26:32
  Subscribe to this podcast wherever you listen to podcast and join us next Wednesday.