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June 2, 2022

Ep 194- Brenden Kumarasamy Elevate your Business By Communicating Effectively

Ep 194- Brenden Kumarasamy Elevate your Business By Communicating Effectively

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Transcript

Hey, welcome to today's episode. I'm Daniel, your host I have today, Brendon from Montreal, Canada. He is a speaker, trainer and coach. And we're gonna talk about how to how to communicate effectively because a lot of people struggle with that. And I'm one of those. I think everybody struggles with it in some form or some fashion. It's just one of those things where you don't know how to communicate your your goal. So tell me a little bit how long you've been speaking. And, like, how do you learn this? Is it? Yeah, absolutely, brother. It's great to be on Daniel. Thanks for having me. Yeah, so I've been I've been speaking out for seven years. And how I got started was when I was in university, I went to business school, I did these things called case competitions. Think of it like professional sports, but for nerds. So other guys, my age are playing football, or basketball or rugby, or some other thing you probably wouldn't see me playing. I did the nerd version of that, which is presentations. That's how I learned how to speak. And then as I got older, I started coaching people who are younger than me in that program, Daniel to help them with their communication skills. But then later on in my life, I realized that everything that I was sharing with them wasn't available online for free on the internet. So I started making YouTube videos on communication to help the world. And then a few years later turned to a movement in a business. Wow. Wow. Okay, so communication. So you, you kind of like took what you learned in college, kind of now, you've made it to a business coaching business to kind of help people really communicate better. Alright, you got it. Gotcha. Okay, so I'm really bad at this. I guess I get a lot of practicing by doing stuff like this. And this is like, one of the things I tell people all the time is like, if you if you're really afraid of speaking, you got to do something like a podcast because it really kind of helps you formulate and have a conversation in general. So I feel like I've gotten a lot better. But I still lacking I think so. What's something What's the easy tip, you can give somebody who's starting who's new starting into speaking to kind of, because I think when I when I first started speaking, it was like one of those things where like, I actually didn't bet so I started doing the middle things that I had done about 80 people showed up. And I'm like, Okay, I've never spoken from 80 people before. What can you help people to overcome that first thing? Because I know what I did. what's your what's your recommendation on that? Yeah, well, first of all, I would say congratulations, Daniels, it's rare to see someone in the beginning stages already attracting an audience of 80 people. So you should be really proud of yourself. That's awesome. I would say that the next piece is asking a question. And it's a question that a lot of people don't really think about. Because we dream about the expensive things we want to buy. We dream about the vacations we want to go on, but we don't dream enough about how great of a communicator we can be. And the question is simply this. How would your life change? If you're an exceptional communicator? How would your life change? If you're an exceptional communicator? You know, the problem with communication Daniel is it's so littered in anxiety and stress and fear. Right, when in reality, it shouldn't be that way. Because communication is supposed to be fun, it's supposed to be a way to create impact. It's supposed to be about getting a better job leading a fulfilling life. So the first thing I would say is just to reverse that a little bit, and start to just spend 10 to 15 minutes journaling, how would your life change? If you're an exceptional communicator, you might have a better relationship with your family, you might be able to order food better at a restaurant, you might be able to be more present with the people around you. So that way, you can actually find the motivation to push through and actually get this job done. Yeah, I wouldn't say it was like an it was definitely internal. For me to like, get better at speaking because it was one of the things were like, I want it I knew I wanted to go into action. Like it goes a lot of faults and failures that have personal fears of mine, just that you can do this. So it was one of those things were like, Okay, let's just say we do like we did two live calls a week. So it's like, one of the things you kind of exercise that muscle of speaking speaking, speaking, speaking, speaking around yourself, now. I can really talk I could talk to myself for an hour and it seems doesn't seem crazy. But it's one of those things where like I really had to like drive, practice, learn, and then it was a lot of doing a lot of doing absolutely, you know, the best way to speak and that's probably the most powerful thing I'll share today then. The best thing way to speak Coincidently, oddly enough, weirdly enough is to speak gasp It's to speak the best way to speak is to speak yeah go speak. So what what if people okay, so So what gives you the right to speak because a lot of people feel they have that but I don't have the ability to speak and I have nothing to educate people on so does that like is that like a mindset thing? But I don't have the ability to provide value. I you know, the couple of thoughts a great great question, Daniel. So here's a quote that I got from Ali good debt and he says this when you help one person Then the world will give you permission to help everyone else. Okay, when you help one person, the world will give you permission to help everyone else. What does that mean? Does that mean? Being a speaker means you need to be on a big stage? No, not at all. It means having an interest or a desire to share something that you just know a little bit more than anyone else or someone else, for that matter and just start helping that person. But public speaking communication doesn't necessarily mean that's what I hate about that definition. It doesn't mean you're some speaker speaking in front of 1000s of people, that's not the goal. That may be it might be for some, but really, the goal is, are you using communication to help a single individual and are you doubling that over time? Another piece that I want to add here is the idea of impostor syndrome that you brought up indirectly through your question. And trust me, Daniel, and everyone who's listening, I have the best example of impostor syndrome. I started coaching CEOs when I was 22. Right? So I was helping people who had worked longer at the company than I was alive. So trust me, I had impostor syndrome. So how did I get over? I got over it through this analogy, I'd love to share. So let's say I came to LA den came to your place, like your city, and I said, Hey, I'm in the city. What should I do, man? I'm in the city, you'll probably tell me. Hey, Brenda, you gotta check out this bitch. You got to eat this food. You got to go to this restaurant. You got to visit this attraction. Makes sense, right? Yeah. And the same way that if you came to Montreal, you'd probably do the same thing. Hey, Brendan, I'm in the city. What should I do? Man? What should I do in the city? I'll probably tell you. Yeah, unless you're vegan, go to the chicken place. If you are, then I have no recommendations for you that go to go to this restaurant, go to this attract to do this thing. And we were very open about that. But don't you find that bizarre Daniel, I mean, you're not a tour guide. I'm not a tour guide. We're not tourist experts. We don't know where city end to end, even if we've lived in it for a long time. Our dads aren't the mayor of Montreal or LA, yet. We're super open about sharing that information. But we don't think too much about it. But when it comes to our expertise, the thing we spent years honing, I think we want to share with the world, we have a hesitation. So why is there a difference that why is there a gap? Why is there some piece of information? We're Sabra? Oh, yeah, just go to this thing, do this thing, even if we have zero expert who probably shouldn't be opening our mouth about these things? And there's other things that we do? And the answer is, is it comes down to what is the definition of an expert, and expert a lot of us think is, you know, having a PhD, having a master's degree having this thing. That's not what expertise means. Expertise just means being one chapter ahead of the next person on that thing. The same way, you can teach me a lot about hosting a network or hosting hive mind, I could probably teach you about communication, and that's the point teach the person behind you not in front of you. Okay, that was really good. That's really good. Okay. So a lot of people, they have a purpose. And like I said, I'm kind of broadening this for a lot of our listeners, just because this is where a lot of people think, like, I'll never speak in front of a crowd, because, like I said, this is a great conversation for me, because I'm like, five years ago, like, I would never speak in front of a crowd, it's just not going to happen. Never, never going to happen. I'm like today, it's just like, Okay, I'm ready. Let's do this. You know, it's one of those things where like, I've kind of I've kind of grown into it. But five years ago, it was like, it wasn't even a question like mega, mega lead people down a path. No, why would I? Like why would I expose myself to? So a lot of people, okay, so let's talk about fears, fears. A lot of people fear they're going to be looked at differently. Because they're, what's the one thing that when you sweat, when you stand up in front of a crowd, now you expose yourself to criticism? Do people criticize you out out when you're speaking? Because we're gonna we're gonna face these some of these fears? Because like I said, this is one of my fears I have. Absolutely. So so let's talk about that. Right. I think the question the framework that we need to tackle this look, Daniel, is not how do we get rid of the criticism? Is that how do we get rid of the fear but rather saying is the criticism is the fear worse? The thing that I'm doing is the thing that I'm doing so important, that overweight is the criticism and the fear. I'll give you the best example with me. My fear of communication hasn't gone away. And a lot of people I think I'm lying, but it's not true. I mean, it's it's I mean, it's true. I mean, in the sense that the fear communication still within us, it's just a new mediums. Okay, am I fearful of this podcast? No, I'm not. But I'm fearful of other things. Like let's say you're having lunch, Daniel, and Elon Musk calls me and he says, Hey, Brian, I love your YouTube channel. Like some of your videos. Can you coach me tomorrow? P whatever you want. Would I ship my parents? Yeah. Yeah, I probably would ship iPads. Even if I'm a communication expert. I probably should my beds I'd be like, Oh my God. I got to talk to Elon Musk tomorrow. Crap. up, I'm nervous, I'll probably start shaking like a little quick. So what's the model that we need to follow? Let's think of it like a boxing match. Daniel, one side of the ring is the fear. And the other side of the ring is the message. So the fear is, oh my god, I'm scared, I'm anxious. I'm fear. I'm fearful of criticism, what people can think of me. And the other side of the ring is the message. Why is this important? Is it important for me to share this message with the world? Why is this matter to people? And the goal, my friend is not to remove the fear. The goal is to make sure that when your message and your fear meet in the middle of that boxing match, that your message wins the match, that your message gets the knockout punch. So in the same way for me, why did I press record? I had every excuse in the book, not sir basta talk, Daniel. I mean, I was 22 years old. I had I was on my mother's couch, I still live with my mom. Right? I had no money in my bank come back then anyways, I could have said, Hey, let me just wait until I'm 30. Let me wait until I have a mortgage. Let me tell them the big high end IBM executive. So what did it press record at 22 instead of 30. Because of the 15 year old girl couldn't afford me, every 15 year old girl in the world right now, every 15 year old boy in the world right now who needs communication doesn't have anyone except for me, literally. They literally have nobody else, no one else is young enough, and who has the expertise to teach them. So if I don't share the videos, no one else will. That's why I pressed record. Because that message was worth all of the criticism and all the fear that came with it. And that's the framework that I encourage people to think about. There's there's a, there's a, there's a I don't know where I don't know, as might be my thing, I don't know, there's things that you can only resonate with your audience. And there's other people that may see the same message. But they're not only resonate with only their audience in general. So you as a creator creating in your own niche, you find your own audience as a whole. And they're gonna find you just a matter of time. Absolutely. And let me push this even further, my friend, because I think this will help you too. I usually don't share this one on the podcast, but this, this might take a little feathers here, who suffers from your inability to take action for the breach? Right? So what I encourage people is don't just answer the question really push the pain. So what I did is the reason I'm so committed to master talk, is when I started sharing my message, I knew those 15 year old girls, it wasn't like I was thinking about this, in my mind, I do a lot of pro bono work for leadership committees in tech communities in Montreal. I mean, I have lunch with these 15 year old girls, sometimes they're seven sometimes or 10. And they're always right in the face whenever they share ideas. And when I realized that I was the only person that could help them or that wanted to help them. That gave me a motivation that no other like a breathing exercise or other power posing or water, drinking water that ritual could ever give me and that's what I encourage for all of us to start thinking about. So, one, I think you really hit a great point is that I think a lot of younger people they have they're afraid to communicate to adults, because they're lesser than or they think they're lesser then. So you kind of help younger people overcome that fear of doubt, and how to communicate through, right, in general. Yeah. And let me give you the easy example. Because I like easy wins. Daniel, look, I'm not gonna I'm not the fear mongering coach, I'm not the guy who's gonna be you're gonna die if you don't communicate more effectively. I'm more about the dream. So for me, I did start coaching executives right away, I started coaching like the 15 year olds, I was talking about, that I started coaching people my own age, I don't even worry about the old guys and gals, I don't even worry about now now that I am one of the old guys, but, you know, back then, like, I wouldn't worry about those people, I would just really just coach people your own age, have fun with that. Give those people advice, and then gradually move up the age range, then go okay, you're comfortable 20 Then try 25 You're comfortable 25 Then try 30 like my first SEO clients weren't 40 years old. Now they are now they're 40 5060 but when I started they were my they were my tech CEO friends who were trying to raise their first round of capital for their technology startup and they didn't have money for a coach so I just started helping them for free. That's how I started developing my first C level experience. And then as my age matured up over time, and I encourage people to start what they're comfortable with but the worst thing to do is to not start at all that's always it's always a matter of what it is in business is not starting is always the worst is always the worst thing. And I'm really glad you said that too. Because like for me it was like I know I have some I know of some value to give and I provided I know some of the audience will come eventually. And lads are being changed because of my message. So it's one of those things where like, the message is more important than the fear kind of condo hundo brother kind of percent. I've really inspired a lot of my I try and inspire my audience and my my clients in general just to like, be out there more because we're going into a into a digital to age where you have to have a digital footprint in some fashion. So one of one of my I did an interview with a client of mine got him on the first podcast he had on this podcast. And now he's I just saw position that he started on podcasts with a group of his friends in his in his little partner, whatever. So it's kind of cool seeing my push. And I don't know if those large enough push or it might have just been an audience that may change, so it's kind of cool. That's amazing Brother Love that. No, no, it's cutting out was weird. Can you hear me? Yep, you're all good. All right, perfect. So how? And like I said, a lot of my clients are business owners I work with directly with business owners, how can business people leverage speaking and podcasting to grow their business? Absolutely, brother. So let's start by the problem I see with business owners. And then let's talk about your question. The biggest challenge of business owners is they don't make communication a priority. Right? They don't make it a priority in the way that they are thinking about their business. And the question I have for business owners to reflect on is are your communication skills scaling with the business is your business scaling with your communication skills, I'll give you the simplest example here, let's say your business to 100,000. Right now, in annual revenue, let's say gross gross revenue. Well, most of your focus is probably sales, marketing and delivery, right, you're trying to sell a lot more, you're probably the only person there, there's probably maybe two employees, one employee at the very most, and you're just trying to grow, which is totally fine. But the context I would like to set is when you start doing half 1,600,000 $700,000, and revenue, you need to realize that a lot of things that you used to do as a business owner, you won't do anymore. So because of that you need to start delegating to other people for delivery for sales for marketing, which means your communication skills need to be super sharp for that level. So when you're creating standard operating procedures, if you're not able to communicate the expectations clearly and help your team and give them feedback and inspire them, they won't be able to do the job as well as you used to do. And then you'll start to get frustrated. And you'll create a lot of inefficiencies within the business. So it's not it's also important to think about your future state. Because a lot of business owners don't make it a priority because they have communication goals. They have health goals, they have financial goals, they have relationship goals, but very few of them prioritize their comms. So that's the key, you need to start thinking about that future version to get there. Same thing with being a podcast guest speaking on the stage. If you have that skill, you have an advantage other people in your industry just don't like there's a lot of times they go into a podcast and I'll make 10 grand in just an hour if I'm on the right show. And the reason is simply this if 3000 people are listening to that episode, but three of them become clients, or four of them become clients, or five of them become clients, you'll use for an hour of your time, you'll have gotten the best ROI for you for your time. And that's really the case I want to start building. But don't worry about the financials, I would say just worry about doing the reps. So the first couple of times I was on a podcast, Daniel, I didn't worry about the ROI. Even today, I still don't worry about it. For me, it's more just like, let's have fun with this. It's a great practice round. So that when I'm on the big, big shows, and I'm probably on a super big show, like let's say once every two weeks now at this point, I go in there and I slammed I slam dunk it right. And that's the key that I want to plant for business owners don't worry about the direct ROI just start guesting on shows for the fun of it deliver a ton of value to and that skill set the will develop won't just help you in stages. It will also help you in your day to day business. When you're asked answering client questions as an example. I really liked what you said about not just communicating for our Rajshree marketing but it's communicating with your with your with your personnel as well because I really I really want to get get that people's heads that you hit a certain point where you're not actually doing the day to day work anymore. And I honestly agree with that. Like, I've kind of stepped out of that role from some advisory with my clients and sales team on the floor. So it's one of those things where like, you really aren't doing that job anymore. So don't focus heavily on doing that upfront just because you get to a certain point, you're not gonna do it anymore. You'll be doing other things, which I'm really glad you said that because a lot of people they just like I'm gonna do this forever. No, probably not. Probably not. So I'm really glad you said that because I think a lot of people they think that they'll never get there. But consistency will get you there and then everything else just falls in line. So that was a cool little tidbit right there. I was a cool I was a good one right there. Let's talk about communication and sales because I kind of like I'm from I'm like, I'm kind of like, I've gone to events. And I'm just like, this is like, I don't, I'm a speaker myself, I do podcasts myself, when I go to events, I don't actually connect with the speaker because they sell 100% of the time. And it's like a hard selling. And I just get thrown off by it. And like, I hope I never do that from stage because it's just one of those things where like you should you should be providing value and not necessarily doing a hard sell. So a lot of people get the kind of get those mixed up. And what's something you can kind of give to that because I, as soon as somebody sells me something, I'm like, I just disconnected myself, I might sometimes walk out or walk out of the room, in some cases. Absolutely. Daniel, look, here's my perspective on this. I think anyone who goes with the for direct clothes on a stage without adding value first will always lose. All right, they'll always they'll always, as long as I personally never do that, like all of my free trainings, all that like podcasts. I never sell programs I don't even talk about. But there's also a balance, right that I want to make sure it's clear. Because if you don't sell at all, then you're not making any money. Right? So it's important for you to balance. So the way that you should do this, it not in every situation, every industry is different. But I'd say the general principle is you got to give the information and sell the implementation. So what does that mean? That means in any keynote, any situation, deliver focus on the information, but when they get on calls with you, when you're having private conversations are solely on the implementation, I'll give you an exam with my business, I'll gladly share all the information for free. That's my mission. Right. That's why I created Bastrop. There's no pitch on master talk, it's really just watch. But for a small percentage of the audience, they'll say like, I don't have time for YouTube videos, I make multiple six figures, I have a business that's doing over 100 grand, I just want to be as fast communicator, like I want to get the result because my time is too valuable for those groups of people who are like executives, upcoming executives in the tech space. Business owners who are already having some success, not people are getting started. And coaches, they'll invest in a speech coach, they'll spend whatever the price is, because because the the value of the time but more than the money. But for most people, I'm just here to sell information, right? Take my free information, go go learn, go go make yourself better, because you can still implement on the free information. So that's the way I think about it. So how does that work on a stage how that works? As you focus on information, but there needs to be a bridge between your information and your implementation. So what does that look like in my business? What that looks like, for me, says business owners is what I'm going to podcast I was to promote my free trainings. That's always what I promote. That's my bridge. So then the people who want to engage with me more, if they liked what they heard on the podcast, they come to my free training. And even on the free training, I don't pitch but what I do at the end of the free training, it's fun, I usually don't say this, but it's beneficial. It's add value to the audience of business, or most will tell you, but then at the end, I say if you're just doing coaching, then book a free call with me. And I'll give you free advice. And even on the call, I don't sell them, I go like okay, look, I'm gonna give you free advice. But in the last five minutes, we won't talk about my programs, I can talk about it, but there's no pressure, that's the way I play. So that way you add value to every lead of the of the value chain and your reputation compounds over time, so that the people who want to be sold to will go into private conversations with you and get sold to. But but the last piece I'll send I'll throw it back to you is you need the bridge. So the bridge means if you don't have a constant with communicating, you're going to lose the lead. So what you want to do in a free presentations at the end of the fridge, for instance, is you need to give them something. Hey guys, if you're interested in learning more about me, you want you want to talk to me more, I encourage you to go to this website and register for X freebie. X freebie could be a PDF. I like free trainings better, because I think that's the best free to be in the market right now to my next free training. And that's that's how you can book a call with me or book a free call with me. And that's it. Does that help? Does that serve 100%? Because that's that's the way I like it too. Because like I don't like you always want to collect that lead but not so aggressively asked for the sale. Correct? Because it's just one of those things where like, so I did, I did a presentation back in February, and one of my one of my my businesses automation. So I was like, What's your business automation looks like I was like, Yeah, I'm like, well pull out your phones, like pull up the volume, pull up their phones and like text me. I text the number and then every text me so my phone blew up while I was on stage, but it's one of those things where like, I really I really wanted to effectively connect with the audience and give them what showman demonstration at the same time. It was it was a good whenever I had that had that thought in my head because I'm like, I have to try this to see if it works. And it worked amazingly. So now I'm going to use it every time I get on stage but it's just what I love that I really connected with the audience because I'm like, I'm like every you always want to hit on people's that you always want to hit on people's pains because everybody has the same pain when you're talking to Do your potential client ever have the same pain? And it's just like him touching the pain touching the solution? And if you want to get in touch with me, here's how you do. Absolutely. So I think it's a nice, I didn't learn this, I didn't learn this overnight, it was just I kind of, I pay attention, like I catch fragments from different people. And it's just one of those things, where like, I, I'm not necessarily studying, I'm not gonna say reader either. But I pay attention to when people speak. And although that was a good little tidbit, let me try to use that in my own thing. And it's just like, you absorb information from different sources, because you don't even know what you're gonna learn from them. You know, this is one of the things that's why I was kind of excited about this interview in general, just because I've never talked to I'm the receptive speaking coach. So I'm like, Okay, let me see what I can pull out. You can pull it anything that I'm super open. I know. I know. That's, that's such The cool thing about podcasts. So let's talk about that. Even that right there. Podcasting is a hack, because you can learn from the people for the 30 to 60 minutes, you have him on the line to ask the questions you want to know, it's an education opportunity on a percent. Absolutely, you know, the way that I think about it, and that might not be true at every industry, because I was I don't like to generalize, but definitely the coaching speaking Information Industry. You know, I've always believed that the people who are the most generous when the market, right, so there's one person who just completely dominates the market. So for example, in life coaching, it's Tony Robbins, because he's the most generous, like, his events are frickin amazing. Obviously, he does some hard pitches here and there. But I would say overall, you know, the value have gotten from him as far exceeded the money I've spent on him. Right. And something like Gary Vee, the guy doesn't even sell courses. He's just like information information free. But now he's been able to sell NF T 's as a back end, he's made ridiculous amounts of money, but it's earned. It's not like he scammed people or anything, he earned that media. And you know, his NFT project is sound. So I think the key is, is you need to be super, super generous on the front end, so that people trust you. And that way you over the long haul obviously got to play a long game with this. Obviously, now now it's paying off for me because I've been I've been giving for like, what, three, four years for free. And I post daily on LinkedIn, it took years for it to, to percolate. But now when that reputation is established, I mean, people are just going to automatically trust you. There's so many calls I get on, and that's the benefit, right? And I'm sure the same thing happens with you. People don't even like they don't even question it, they just go just tell me the product. I'm just gonna buy it. Because they already trust you. Right. And that's the fame. That's the the reputation. That's the trust that cannot get built overnight. It gets built over time, as you deliver for clients. And as you get great service out there. Yeah, I want to present you with that. There was a I made a joke with somebody the other day, and like, a lot of people think that it's like, what allows you to educate and teach the masses? And like, well, I did, I made a decision to do it. And I stood up and started creating. And that's the difference between creators and consumers is that no one actually, no one allows you to do what you want to do, you have to put yourself in a position to move and move move mountains. Absolutely. And one framework that helped me a lot as well is steady your competitors. Like the main reason I was so confident around what I was doing, even if I was like half the age of most people was because I watched all their YouTube videos, and I disagreed with like 50% of what they were saying. I was like, that's how you coach community. That's how I do because I was still a practitioner, I didn't just randomly start a, like, I'd coached like 50 or 70 people for free back then. Because it was just fun for me. But then they were talking about how to do it. I was like, No, I wouldn't do that. That's too negative, that's not gonna get the buy in. But I disagreed so many things that I was just like, Okay, I clearly know just as much as these people, if not more, just factually. So then I started making content. So it's the same thing for the content that people want to create who are listening to this pod, Daniel, for the business owners, go watch what other people in your space, don't look at what I'm doing unless you want to be a speech coach, look at what are other people in your space doing and watch their content and just look at it and you'd be the judge? Is it does this make sense? Why would I disagree with that I change if there's at least two or three things that you would do differently, that should give you permission to jump ship and do it. You don't really need permission to do so well, let's talk about this. I think we've talked about a lot of beginner speakers and kind of coming into the marketplace and providing value in your own way. What's a tip you can give someone who's a little bit more experienced they've done this a couple of times they know it's the direction they want to go but how can they be more effective whenever they do speak? I would say the biggest specific businesses make it simple brother but it just nobody does it and they leave so much money on the table is they don't triple down on their existing client base. And what I mean by that and fans it doesn't need to be client just people who are fans of them. You I'll give you something simple that I doubt 95% of business owners are implementing or listen to this conversation right now. 100% I don't even say 100%. But I won't say 100 rows because a one person will be like, Well, I do it. But So the message is super simple. every quarter, every six months, you should be sending at least one video message to every client that's ever worked with you. Period. End of story. Like three weeks ago, I sent 70 video messages. It took me an hour and a half and I made easily 1015 G's doing that with no effort. Why? Because no service provider sends video messages to just check in. You're not selling people in these videos are just going Hey, Daniel, I hope you having a wonderful year, man. Just want to send you a quick video message as to how much I appreciate you. I love the time that we're together. And I hope you have a wonderful day. It makes people's days Daniel's it makes their life and then they come up to you. And they go. Oh, Brendan, actually, you just keep top of mind to me, which was completely intentional. Right? And they go Oh, yeah, I totally forgot to refer this person to you. Do you want to enter? I would love that introduction. Daniel, thank you so much. Right? So if you said said any of these videos, seven or 10 of them are going to give you a referral without you even asking. They'll be like, oh, friend, it is so great to hear from you. Or Daniel, it's so great to hear from you. But most people oh my god, they just leave that money on the table. Because they overthink it. They go, Oh, but Brent and Daniel, what do I need to say in this video? What if I mess up the technique and I was like, who cares they already bought from you, they already love you. They already care about what you do. Just sending them a shitty video will mean so much to them. Like for me, one of the strategies I implemented My business is anyone who shares isn't even a client. Anyone who shares my free training three to five people, I message people who come to my free trades, and I go can you share this with three to five people? It's so easy to do. They're not even like buying anything from me? Can you just share it with three of your friends? And the people who say yes and do it. I just send them a personal video message. Hey, and they don't buy anything from me, Hey, Daniel, really appreciate you sending through the phone. And when I send that video message, they send it to 10 more people. And that's how I get free leads. Right? So that's the key, you got to leverage the video messages. And I get nobody does it. Like I've coached hundreds of people. And I'm the only person I know who still does as Kitsis II, my clients don't do it, I have to hit them on the head to do it so that they make more money than what they spend on. I like it. I like that because it's something it's something that I didn't even think about that. I mean, I have I have the ability to do that. But it's just like something something easily overlooked. And it's something different to separate yourself. 100%. Right. And the reason I'm being so aggressive today is because when the second you told me this audience is business owners, I changed my tune. And the reason I changed my tune is because we're entering recession, guys, I don't know if you if you guys have heard of it, but like, the US economy has gone down in GDP, like the percentage is down where it was still up time. But a lot of the smartest people in the world are saying that this, this economy is gonna go to the shithole, and like the next six months. So if you're a business owner, you want to win, you got to take every advantage that you can, whether it's increasing your burn rate, like I have, like I'm saving for two month emergency fund right now, even if I don't need one, just in case, right? I'm making all of the decisions so that all of the best businesses will survive this recession. Once again, it's not guaranteed, that's going to happen. But you always got to prepare for the worst and hope for the best. Right? So the same thing, like the business owners, when you start losing capital, your revenue, customers start defaulting, you can't buy ads. Like the only way that you win is by using the people who already believe in you to buy up more business to get more word of mouth. So if you're not leveraging the videos and your competitors are you're going to lose to your competitors. Right. So that's the key leverage the every advantage you get, don't just listen to this on a podcast. I'll encourage you to I'll push you to do right at the end of this episode. Pick those five clients that absolutely adore you, and just send them a video message to check in on them. It's shows that it's a personal touch, personal touch 100% Oh, yeah, man. Like connects? Yeah, it's the risk of recession, the recession coming up. I 100% believe it's here and affecting worse. But we're we do real estate. So it actually helps us in some cases. So there you go. Amazing. Yeah, it's a flip of the coin. Yeah, well, you kind of have to balance are rising interest rates means you have to it costs more money to take out the loan. But then if but if you have a lot of cash on hand. Sure. Yeah, that makes sense to gotcha, gotcha. Um What I'm really thinking of a good question I have had I think I had really good questions. This is this is someone would want to mentioned earlier. How, and this is, you're so good at this right now is how do you come up with such good responses on the fly because you're really you're really good at asking good questions. And I feel Like, I'm okay at it. But you are really good at asking questions. You always ask me questions with a question, or is it because you're really direct with your communication? And I could show 100% Very sharp observation, Daniel. So the answer is it's not a secret. It's not like some, I drank a magic potion. And I just, this is like, probably my five or six. Was it like a side effect? Gotcha. So this is like my five 600. Podcast. This is not like I haven't been in this. I know. I look like I'm not the oldest guy in the room. But yeah, I've done like, hundreds of podcasts appearances. So why am I telling you this? I'm telling this because I sucked. The first couple. I literally have 18 shows this week that I'm on 18. Right? Because I'm getting so much inbound because of the YouTube channel. But the point is, is it's a great practice. So the first 100 times I sucked, people asked me a bunch of questions I'd have the answer to. But what you'll find as you get started more shows as an example, then I'll give a concrete principle for any business owner, if you don't decide to podcast is the idea that people aren't asking you what your favorite fruit is. Like, you're not going to ask me what my favorite color is. It's not serving your audience, you're going to ask me Okay, these communication tips, business tips, what should we do in the recession? Brandon, what should we do this? It's the same questions on repeat. So the first time you answer the question, you suck at it, but then when you reflect on it, you'll have a better answer next time. So this is probably my 57th version answering this question, versus my first one. That's what the answer is more directed, cleaner than it used to be. But obviously, you don't you don't see the first attempts, you only see the latest one, right. And that's really the key. But the the other thing, I would say, as a practical kind of step that anyone could take, because you don't need to be a podcast guest to get better at answering questions because you still need to master the skill people. Because you're going to be talking to your prospects, you're talking to customers, they're always asking you questions, and you need to be confident those situations too. So all I'm asking for Daniel's five minutes out of somebody's dead call this the question drill, every day as a business owner, spend five minutes, five hours you got five minutes you spent 37. listening to this podcast, you have five, reflect on one question that you think a prospect or a customer or a host is going to ask you about your business? Or about your expertise. Just one question every day, and think five minutes answering the question, do that once a day every day, if you do that for a year, you'll have answered 365 questions about your business and you'll be unbeatable in your industry. You know, one thing, I'm really glad you said that too. Because like, this is one of those things where like, right now I'm really, really comfortable in this because I have the experience that any podcasts I go on, you can ask any question because I already know the answer. And it's 100%. I will man that was that was so spot on because like, the reason why I know the answer is because I already said the answer before and it's just muscle memory, it just kicks in. And I didn't know the answer. So my the the the total synopsis of that question is you if you answer the question, more and more people are gonna ask the same question over and over again, you already know the answer and how to phrase it, you get better phrasing it every time you do it. That was that was good. That was that was a really good. That was a really good one. Because it's just, it's just muscle memory after once you work it in, it's just it just it just comes out naturally. And whenever you're put in that position, you can't get cornered because that's one thing. Without when I first started doing this in general, I was like I'm afraid to get core number for the corners. You're you're dreading nightmares. Like, I can't answer that question. Oh, I can't do it. And then even now, like when you do podcasting, there's like, there's any questions, we can ask your things and you stay away from it. I'm like, No, we're only going the direction you want. It's just one of those things where like, I'm ready. I'm ready. I'm comfortable and comfortable. My own skin 100% That was gold right there. That was gold because like I said, I struggled that early on. And I kind of knew the answer but I'm really glad you meant you touched on what I thought the answer was because that's what 100% it that's it muscle memory 100% That was that was that was that was That was pure. They're like that. This has been a great conversation in general. I hope people if you don't find value today, start implementing some things and you'll find value later on because combinations like this. This is a conversation for someone who's experienced general experience. I think we covered a lot of beginning stuff but there's there's a lot of tidbits for different levels and that's why I like I liked his conversations in general just because there's there's so much you can learn that you might not understand, but you got to come back and listen to it again. It takes it takes a takes a read listens to understand exactly 100% What the what they're talking about 100% How can You communicate leadership because I really like talking about business in general, but leadership, it's there's a competence that comes out when you speak, to make people listen, it's like you knowing you have the authority, but also compassion that comes with it to communicate and lead your people or lead your clients or lead your employees. How do you communicate that through an everyday conversation? Here's the easy answer to this. Daniel, I would say there's no silver bullet. You know, my coach, Dan Henry talks a lot about this. He says competence leads to confidence. You know, when you have the receipts to back your experience, there's nothing that gives you more confidence in running a business and leading your clients and the people around you, right? Because you've just been through that, that interaction over and over again, that it becomes clockwork. But what I would say is the key to confidence, the key to being a great leader, is taking those small steps to gain points on the scoreboard. I'll give you an example. Let's say we take the question drug exercise, you know, most of you probably won't implement it. But there's a small percentage of the people listening will go like you know what Brendan's might be saying something right here. Let me book five minutes on my calendar is not going to kill me. One question day. So let's say somebody does that for three months, at the business owner who has answered 100 questions about their business, just feel, just feels that internal confidence that they know what they're talking about, that cannot be bought, it can only be earned, right? Because they feel it, they won't go into that prospecting call, they go into, like, I got four sales calls today, right? And the first one went really well. But the reason I say that is because I know all those calls will go well, because I know way more than the client does wrong communication, or the potential client does. But that's not because I'm smarter than them are more important than them. That's because I know I've done the 300 question drills the phone that my prospect hasn't, right? So it's the same thing with the person in your business? How are you showing up? How are you adding points on the scoreboard. So you feel internally that you're better. So that's one piece. The second piece is the rent of word exercise, which I don't think we talked about today. So it's basically you take a random word like phone, like geography, like rubberband, and you create presentations out of thin air. And the reason that's such an effective expert exercise is because if you can make sense out of nonsense, you can make sense out of anything. Right? And that's really the key to the brand of work. So a lot of people might go, oh, random products is cool, like the write it down. They'll no ever do it. And once again, the same percentage of people I was talking to before, who are doing the question, they'll be like, let me just add five extra minutes. Let me book 15 minutes tomorrow set of five. So I can do question drills and the random word. Well, if you do that, you know, a few times a day, it only takes a minute to do at once. Pick one random word, give us a second presentation, move on to the next random word takes five minutes to do five words. If you do that for a month, Daniel, you'll have done this like 100 150 times. So once again, you'll feel that internally. And eventually you'll get to a point like wait a second here. I'm talking to someone who's in the same industry as at the end of the question drill 300 times, they haven't done the random word access to 300 times, they haven't guessed on as many pots and you just start adding up the tally. And you just outscored your competition, you know, like we like they don't got anything on me. And then you develop that confidence that helps you become a better leader, and your day to day. But I don't think there's like one thing that you can do to like, be a better communicator, as a leader. I think it's more but you've done so many things, that that a mod item, although my words aren't working today, that they automatically transition to this beautiful domino effect, where your communication skills just start stacking and multiplying on top of each other until you feel like you're the best in the world at what you do. Okay, okay, I think that it's it's, it's, it's all I feel like it's all are here. It's all here is when you when you do the exercises, it makes your confidence and you know, you know, the material, you know, the source material, you can know you can pull from anywhere. And then just just building up your your mind to find the words. That's okay. That's good. That's good. Okay, so where can people find you online? Because I think that's a separate question. But I mean, Master talk, right? Absolutely, brother. Well, first of all, it's such a pleasure being on the show, man. Thanks for having me. So there's two ways to keep in touch. The first one is, you know, the YouTube channel course, is a way to keep in touch, go to the YouTube channel mass strike, you'll have access to hundreds of free videos. And then the second way to keep in touch, like we talked about earlier, if you're interested in coaching, come to one of my free trainings, they're free, they're interactive, they're live, they're over zoom. They're fun. It's not some recorded webinar, and you can register for that at rock star communicator.com Rockstar communicator.com I'll make sure I get a link for that. 100% But one thing I really really want to ask at the end is it What is I have a few questions. So what is a quote that is yours or somebody else's that you resonate will resonate with? I know you mentioned one earlier, but I'm sure you have another one. Yeah, I'll give you I'll give you a Brendon special for the people who made it. 45 minutes since interview, the quote is, be insane or be the same. If you want to be like everyone else, that's totally fine. But if you want to do something impactful, do if you wanna do something special, you can do something different. And chances are you do, or else you wouldn't still be listening to the show. Then you got to realize that people who do crazy things with their life are crazy people. Don't you find it odd that I started a YouTube channel, the age of 22, not on pranks, not on skits, not on music videos, but on public speaking in an ex, executive communication. And then I went on to coach those executives for money. But I still live in my mother's basement. I'm too scared to drive my car, I bought the car, but I'm too scared to drive it. If I have a license, I dance alone in my mother's basement. Our day, I can karaoke in eight different languages. And I'm in the point five, not the five. I'm in the point 5% of top listeners on Spotify for Justin Bieber. How does any of this make any sense at all, Daniel? And that my friend is the point when every decision in your life makes sense to the only person that it should? Which is you, you're probably making the right decisions. So be insane, or be the same. And one last question. How long have you been on YouTube? Because a lot of people think it takes it takes a lot of time. But it's just being consistent and providing value. But how long you been on YouTube? Honestly, it's a lot more than that. If we're having a real talk about this. I would say I would say so I've been on YouTube for three years. But it took me two and a half years to get to 10,000. Right. So now I'm at 20. I'm only given numbers because Dressen normally wouldn't tell people my subscriber count, I think it's like 23,000 now, but 13,000 of that following came like in the last, like 12, like six to 12 months. So after you exactly. So after 10,000 It starts to really scale. But getting to 10,000 was like a pain in the ass. You know, I spend five figures on my video production every year. I have like a team of two people who manage my YouTube channel for like, I invest a lot of my personal money, because for me, it was never about the money. That's why I spent so much money at the beginning. It was really around how do I share information people can afford me, that's when that stock started. And then it accidentally turned to a business later. So I would say for anyone looking to do a YouTube channel, I would advise against it, unless you have a big mission around it. And if you do, I would just advise you to start I started making videos, my mom's basement lit up over there on that couch with the phone. And I practiced every week with no edits. I just posted it every week until I was great on camera. And then I transitioned professionally later, but you need to post to see if you want to do this long term. But honestly, for most people listening to this, YouTube is not the game for you. Awesome. I think we'll leave it at that. That was that was a good ending to the call. I appreciate your time, man. I learned a lot. I hope other people did too. But I learned a lot. And I really appreciate you your time and a different language. That's amazing. I don't speak a different language is sort of clear. I speak three languages by Ken karaoke and eight. Okay, I mean, that's still something I mean, it's exercise in general of language. But it would make sense that a master communicator would know I would try and converse in eight languages. I mean, it is what it is. It's more to help me pronounce words. It's a trick I teach people like how do you pronounce words and articulate better if you just pronounce words and languages you do understand English becomes really really easy. I think we'll leave him with that one. It's not something I think we will implement but yeah, if you're more advanced, go for it. All right. Thank you so much. I appreciate you coming on Brendan. Please go check it all money master talk on YouTube.

Daniel Esteban Martinez Profile Photo

Daniel Esteban Martinez

Host/ Ceo/ Speaker

I have been an entrepreneur since 2018. I come from a regular home just like most people. My dad worked on the roads in the Chicago area for over 30 years. He always taught me to work with my brain, instead of my body. Your body can only take so much abuse. I learned so much from my father. He always pushed me to work smarter and not harder.

I have owned and operated a trucking business for 2 years. I started learning real estate in 2019. Fell into the Data & Skiptracing business in 2020. My partner Anthony & I started Hivemind in 2021.

I have done a ton of different jobs coming up from painting, to door-to-door sales, telemarketing, truck driving, and loading trailers. What I learned most is that I want to stay in the digital business space. The leverage you can have delivering digital products to the marketplace can yield limitless possibilites.

I started The List Guys in 2020. It is a data and skiptracing service. We provide seller and buyers list nationwide. My clients have been getting great results and I am proud to help people killing it.

I started the Hive in 2021 with my partner Anthony Gaona. It is a real estate and business mastermind. It also comes with a all in one CRM, that can host unlimited websites and users.

Starting the Hivemind has been an amazing journey so far. Seeing one of our users make his 6 figure month in June 2021 leveraging our software, I know there will be plenty more to come!

Brenden Kumarasamy Profile Photo

Brenden Kumarasamy

Communication Coach / YouTuber

Brenden is the founder of MasterTalk, he coaches ambitious executives & entrepreneurs to become top 1% communicators in their industry. He also has a popular YouTube channel called MasterTalk, with the goal of providing free access to communication tools for everyone in the world.