Why Bother With Live Video?

I guess a lot of people might be thinking like, why, why bother going live? Why can’t I, you know, I could just film stuff and put something out there later. So what’s your answer to that question? Live versus normal?

Yeah, the, well, there’s quite a few reasons for this. So once you get over the fear of going live and you know, I’m sure we will be talking about that. That it’s actually really quick and easy to go live. So I don’t know about you, but when I do prerecorded video, so I went to a professional videographer and we had a professional setup to do some videos and it took me about an hour just to get the first like 20 seconds out. I kept on stumbling over my words. I was, I was suffering from perfectionism. I was trying to get things perfect. And so actually with live video, once you get started it doesn’t matter about the ums or the ers or making mistakes or stumbling across your words, you just get into a flow. It’s just a very natural thing to do. And so once you get over the fear and the gear and you just get in front of the camera and start speaking you’re creating content.

And then from that you can repurpose into loads of other types of contents such as blog posts and all that kind of stuff. So that’s one reason. But the other reason is at, particularly with thinking about Facebook, but all also other platforms, is that they just do better. I mean, there are statistics, let me see if I can, I’ve got some statistics for you that show that live video, does better than other types of content on Facebook. So live videos compared to regular uploaded videos, we see 75% more shares on Facebook just on average. And this is some data from agora pulse. And, and then compared to your other types of content, it’s just a huge amount more. There was some data that was correlated from lots of different types of businesses showing live video and regular uploaded video and live video always performed better in terms of the interactions, the shares, the comments.

So that’s another reason. And then I suppose the other, the final reason, I mean, I could give you loads, but this is another reason is that regular uploaded video is very much one way. It’s you communicating to your audience and then that’s it. Yes, they can comment after that. But with live video, people can actually ask you questions live and you can, you can respond. You can even bring them in onto the live video as well. So that’s a great way of you becoming far more accessible to your audience. And it’s, I mean, it doesn’t really matter what niche you’re in, what kind of you know, what background. But, so getting people to, getting your audience to actually ask you questions and interact with you is an amazing, part of live video.

Should I Use A Landing Page Or My Website?

– The landing page where someone arrives once they’ve clicked you ad is obviously really important, and sometimes you’ll be better off using your website so they can go and explore and have a look around, and sometimes just a one, single landing page that’s really direct is gonna work. So it really depends on the financial service product that you provide, or advice, whatever it is. So, I mean rules are there to be broken, but I guess the closest thing I can come to a rule is where, if it’s someone needs advice because they don’t know what they want and they don’t really understand your financial service product, then the website’s probably a really great place to send them to, and sending them to some content where they can get to know you, build a bit of trust, and just learn about you and your business. That’s probably one way to use a website, and I’d use a landing page if they know what they want, they understand what it is, and they need to get the best deal, and they wanna speak to someone that can help them quickly. And then a landing page is really super relevant, that still kinda shows you and your people and makes it really easy for them to engage with you. Either they pick up the phone to you, that’s the ideal, of that they ask for you to call them back. Whether using your landing page or whether using your website, the kinda the Golden Rule is to be as relevant as possible. So it will be quite rare that your home page is the most relevant page. I often use our home page because we have niched right down, we work just with financial services businesses, we know they need leads, and my home page is effectively a sales page. But for you, you might have multiple services, multiple products, so it might be quite rare that the home page is the most relevant. So you should know, with your advertising, what that person is after or what they’re researching, and you send them to the most relevant page, whether it be your website or your landing page. All of the advertising platforms, maybe not LinkedIn and Twitter, use like a relevancy score, quality score or guidelines that give you basic cheaper costs if your ad is relevant to the audience and relevant to what they’re looking for. Especially with Facebook, especially with Google Ads, relevancy is key and it’s obviously gonna benefit your customer if they get to the right page, get to the source of the info that they need straightaway. Now one thing to note is if you’re looking at Google Analytics, the bounce rate might be higher because they’re on the page that they need to, they don’t necessarily need to look around, so don’t be worried about high bounce rates from paid advertising if you are sending them to the page that they need. They don’t need to look at other pages, and most of them won’t. So one thing to note and remember is don’t worry if your conversion rate is low to begin with. You do get other opportunities with re-marketing, so that’s when someone hits your site, and then goes back on to like a social media platform or another website, and sees your ad again. You get plenty of opportunities. If they’ve been on your site once, and they’ve spent a bit of time on it, they’re probably interested in what you do, and you do have other opportunities to get in front of them. So, if you don’t get it right first time, learn from that, so don’t continue with a page that doesn’t convert at all, I mean that would be madness obviously. But learn from how people are interacting. I’ll drop link into something called Hotjar. You can watch back how people have interacted with that page or with your website and that whole journey. Learn from that. It’s an ongoing cycle of making either your website or your landing pages better all the time.

Our Best Lead Gen Campaigns Feature This One Thing

– Is there anyone that disagrees with us? That people buy from people? I guess there’s more transactional financial services. I’d say car finance is more transactional. Like, but I firmly believe, and I would find it hard to find an argument against anyone, so anyone in the group or that does financial services that part of their service is advice.

– Yeah. That’s the key, really.

– And you are the person giving the advice. It’s not the logo giving advice, is it? It’s not like the company. Because you could have, I bet everyone’s dealt with a company, a big company, where a rubbish advisor, a rubbish customer service person has ruined it for them. Or they’ve gone shopping and someone was amazing and that makes them feel better. ‘Cause it’s those people, isn’t it? I just think it’s so important. I’ll be interested to hear from anyone who disagrees with that completely. But I still think the person’s more important than anything else.

– Yeah. And even when I’ve been through, not just financial services, with anything you do, even with big brands and small. Yeah, that kind of When you do meet that customer face to face. Even now, thinking back, I think back to the positive ones I’ve had and I do remember them.

– I think the biggest thing with all of the lead gen and the ads and everything, if you can earn someone’s trust, then that’s when you’ll get a lead, but you’ll also get, more of those leads turn into sales. ‘Cause they won’t be comparing you with anyone else. It’ll be, I wanna work with, you know, Joe, or I wanna work with Tom, or whoever it is.

– I’ve found with some experiences there are people in certain sectors that don’t want to give anything away, basically. Because a lot of the time they’re worried about what the competitors are doing. And they say, oh, well I don’t want to give any information away because I want them to speak to me first to get that information. There comes a point where you’ve got to sort of meet them halfway with it. Otherwise they just won’t get in touch.

019 – Dan Knowlton – Video Marketing Creates Quality Leads

019 - Dan Knowlton - Video Marketing Creates Quality Leads

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019 - Dan Knowlton - Video Marketing Creates Quality Leads

Dan’s 13 Value Bombs

I took away a whopping 13 key points from this episode! Bearing in mind i’m normally happy just to take 1 thing away that I and you can action per episode.

It’s absolutely littered with value bombs so if you feel like you might need that extra little nudge to get into video. Here it is.

Dan’s Website: https://kpsdigitalmarketing.co.uk
Follow Dan On Twitter: https://twitter.com/dknowlton1

019 - Dan Knowlton - Video Marketing Creates Quality Leads
So I had the opportunity to sit down with Dan Knowlton from KPS digital marketing.

And we discuss cut everything video. He did a talk at Atomicon 19, that’s Andrew & Pete’s conference where he encourages people to do more video.

And what’s funny is when I actually met him face to face myself, part of his talk, is where he gets people in the audience to create their own video so you’re only meant to do it over five minutes, I nipped out to record mine, and I bumped in to someone that I knew, and we recorded this video together. And then as we were coming back in, Dan had just come off stage so we took way too long basically to create a video. And we saw, Dan, as we were trying to get back in so we missed the end, and it was all a bit awkward, I managed to sort of turn it around and asked him on the podcast, pretty much at the end of the day, we had a bit of a laugh about me, missing the end of the talk.

What I loved about Dan was he was quite happy to talk about his struggles with video and how he did it wrong and what he’s done to change it so we talked about all those things but also where he went wrong in, even when he got comfortable doing video that he was always doing educational video and talks about the sales funnel.

These three stages of the buying cycle and making videos for each step of the buying cycle and when he did that, that’s when his sales increased. So we talked about that as well. So it’s quite a long interview.

For the first time ever I’ve cut out a portion of a chat with a guest because I lined up some jokes with Dan, and they just didn’t work at all. Never plan a joke, and especially don’t plan a joke when you’re expecting a certain type of response and they don’t respond in that way.

Anyway, they fell flat, and it didn’t work.

But all credit to Dan we have really great banter and a really great chat and there’s so much value in this episode.

So these are my top takeaways from my interview with Dan Knowlton, video marketing expert.

Number one: Dan believes that you need to want something bad enough to be okay with looking stupid on video. So, what is it, what is your end goal? Is it to sell your business for seven figures or whatever it is, do you want that bad enough that you’re okay with looking stupid on video that maybe someone might take the Mickey out of you, your friends, most likely, which happened to Dan. His mates absolutely rinsed him, but he wanted it so bad that he was okay with that. So, what, have you identified what it is that you want badly enough to be okay with looking stupid on video.

Number two: Start small. So, start with your smart thing. Don’t go out and buy loads of kit before you realise that you’re actually going to use it. So, I started with my smart phone, I’ve then got a Logitech webcam, which was about 70-80 quid, and now I’ve invested in a camera that’s 450 quid. So, I took it stage by stage. So, don’t go out and blow your budget on a load of equipment before you realised video is actually for you.

And number three: You have to make bad videos to be able to make good ones. They’re gonna be rubbish in the beginning, and mine certainly aren’t polished now, but I know that I’m getting better and better each time I do it. So, you’ve gotta be okay with it, it’s going to be rubbish. Don’t be put off by the first video that you do is awful, ’cause it probably is gonna be. But you have to make those rubbish ones to be able to make good ones. No one has ever naturally just turned on a camera and be awesome at video straight away. So, you gotta be able to be comfortable with and be okay with that the first videos you are gonna make are gonna be rubbish.

So, number four, this is actually something that I came up with, and something that I do for my videos is before I go on video, I say, “I like myself” in my head, and it makes me smile and I can’t not smile when I say that. I also have a mantra, which is a bit embarrassing, but I say in my head, “I’m Bruce Wayne, I’m the Batman.” Makes me really confident, actually feel like Batman, I’m actually reading a book at the moment, Todd Herman’s Alter Ego, he talked about creating an alter ego, I highly recommend that book, so if you feel like you’re not comfortable enough at video, in your mind you can create this alter ego, some kind of superhero that is amazing at video. Honestly, that book is incredible, I’m sort of halfway through at the moment, so check it out.

So, everyone kind of deals with imposter syndrome, so something Dan said was, “Just be comfortable “and be okay with that you don’t have to know everything. “You don’t have to be the 100% expert “that knows everything in your field.” So, just be comfortable with that ’cause a lot of people stop themselves from doing video to think, “Oh, maybe I don’t know enough,” or “so-and-so knows more.” It’s okay not having all the answers. You know what you know, and you’re an expert in your field at what you do. You don’t have to know absolutely everything. I don’t know everything about lead generation. Dan said he doesn’t know everything about video marketing. That’s fine, you can still create video content, you should still help people, you can still be informative and can still make great videos. So, one interesting thing Dan said was that showing some vulnerability, nobody likes a know-it-all.

So, this kind of goes back to the last point of it’s okay not knowing everything. So, he read the book about the guy who invented the TED Talks. And in that book, it said, “Show some vulnerability “and people will root for you.” If you start off being a know-it-all, people are gonna get their guard up and they’re gonna be quite cynical of you. But if you show your vulnerability, then people will start rooting for you and Dan actually did this in his talk when I met him at Atomicon, he talked about how his friends took the Mickey out of him for doing video, and he actually showed us the videos that his mates made like poking fun at him because it showed his vulnerability, and we all started rooting for him. So, it’s a really great kind of tip, really, that it’s okay to be vulnerable and not be perfect.

If you’re starting out with video, try Instagram Stories or Facebook Stories, ’cause they’re only around for 24 hours, so if you are making rubbish videos, then they’re not gonna stay around forever, so it’s really good to actually start gaining your confidence. If you’ve got no followers and you’re just starting out, then using Instagram Stories, Facebook Stories will help you build your confidence, get comfortable with video and you can do that over and over again and it doesn’t matter because it’s gonna disappear after 24 hours.

So, Dan believes there’s three types of content. I happen to agree with him on this, that there’s a cell cycle and there’s three stages. So, there’s people can be researching you, so there’s that kind of awareness stage. Then there’s consideration and there’s sales. So, creating content that map into all of these stages. So, he believes that start out with awareness and over six months you’ll be all about awareness, education, trying to inspire people and let them know. Give them free advice, essentially, on video. And then the next step is for them when they know about you, they know you’ve got the knowledge ’cause you’ve done all that awareness content, is to they’re maybe to consider you. So, creating content that’s about testimonials, how you can sort of position yourself as you’re the right option for them once they’ve got to know you. And then, obviously, the sales stuff, which is where you’ll have a call to action where you actually got an offer or something or you’re talking about the thing you’re trying to sell. One point he made was maybe reduce the amount of sales content you have. So, in terms of ratio, have much more awareness, a little bit less consideration, and then less of the sales stuff. So, when you’ve created those three types of content, you’ve got your awareness, consideration, and then your sales content, you can use Facebook Ads to use remarketing. So, there’s a great tool for Facebook Ads. If someone’s watched over a quarter or a half, let’s say, of your awareness videos, you can then use remarketing to advertise your consideration content to the people that have watched the awareness, if that kind of makes sense. So, you can kind of shuffle them along the funnel until they’re ready for a sale.

Dan gave us some really good practical tips on creating really good videos. So, lighting, get some lighting on your face, so I’ve got a LED light over there, I’ve got some natural light coming through the window as well. So, I’ve only got one light, you can see my face is a little bit dark on the other side, really I can do with another light there as well. So, I think we’re gonna get one of those. So, if you haven’t got lights, they are really cheap on Amazon, but like stand by a window, if you go right next to a window, natural light is even better, so, again you don’t have to fork out if you’re at the beginning. Sound is so, so important. So, I have got a Yeti microphone here. You can also get these kind of Lapel microphones, so I’ve got the adapter to go in my phone, and there’s a little microphone there. This was on Amazon, really cheap on Amazon to get some really good sound. So, I normally take that if I’m out and about and I can’t take the big old microphone with me. So, framing, I’m right in the middle of the frame at the moment, again, my videos aren’t perfect but, getting yourself looking nice in the middle. If you’re doing stuff on your laptop, it does look a bit weird if you’re looking up, and that’s why I think people take selfies from looking down, if anything, when you look down a bit it looks better, but just having a nice bit of framing, so you’re not chopping your head off and then it looks good, as much as possible.

Another really great tip from Dan is that on social media, people often don’t have their sound on. I remember going to LinkedIn’s launch of video ads, and they were saying, I think it was around 80 or I think it might have been higher than that, a really high percentage of people are watching videos with the sound off, so subtitles are really important. Rev.com, R-E-V.com, will help you. Basically, they will transcribe and do the captions for you, they time it up, everything. All you’ve gotta do is download a file that you can then combine with your videos called an SRT file. So, you can get your subtitles done really cheaply, that is a dollar a minute. So, that’s R-E-V.com. And if you are doing video content, if you’re using your marketing and then you get leads through, I’ve noticed a massive difference with this, that people are qualifying themselves as a lead, so if you’re buying leads in, they have no idea who you are. If they’ve come through and seen your video content, they’ve got to know you, they like you, they trust you, it’s a much warmer lead, you’ve paid less for it, sometimes nothing, and then they’ve decided already that they want to work with you. You’ve just gotta sort the deal out. It’s a much easier, warmer lead.

018 – David Kilkelly – Linkedin Video Marketing

018 - David Kilkelly - Linkedin Video Marketing

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018 - David Kilkelly - Linkedin Video Marketing

018 - David Kilkelly - Linkedin Video MarketingSo this week is an episode with David Kilkelly who is a video specialist, and he’s got a course coming out on LinkedIn video marketing.

Now what I love about recording this podcast is that with every guest that I get, and I always take away one sort of nugget, one value bomb, if you like, of something that I’m going to implement in my business or something that I’ve not thought of before. And this one was a really simple thing, which I should be doing. And it’s really easy to do.

So if you’re creating video content on LinkedIn.

And people are liking it.

Then just going in and making a connection request with people who have liked your video is a great way to build your following.

It’ll be a warm connection, and you can just in the reason for making that connection say hey so you liked my video it would be great to connect something as simple as that.

So, I’ve started doing this now. I know I need to do more video on LinkedIn, LinkedIn is obviously a b2b platform for our business, it’s right for it we do loads of video but on Facebook so I know I need to do more on LinkedIn.

I know some of the people we’ve had on the podcast before so Ash who was on last week. He’s doing loads of video content on LinkedIn Gary Das has been on the podcast before he’s doing loads of video on LinkedIn. So just because if you’re in a B2C environment doesn’t mean your customer is not on LinkedIn, as well.

So I really enjoyed this episode with David, anyone that comes recommended by Chris Ducker (as you may know I’m a little bit of a Chris Ducker fan boy) is someone worth speaking to.

The audio goes a bit funny in places but I think it’s perfectly okay, and there’s so much value in this episode, I really hope you enjoy it so this is David Killelly from Blink Back productions, and we’re talking about LinkedIn video.

David’s Linkedin: https://www.linkedin.com/in/davidkilkelly/
David’s website: https://www.blinkback.co.uk/

Hello, and welcome to the lead generation for financial services podcast. And this week we’re talking a video and specifically a video for LinkedIn. So this is all the the b2b financial services out there but some of you may be wanting to make connections as well. This week I interview a David Kilkenny now he is a video expert. He’s got a video agency. He works with some really big name. So Chris Ducker who is one of the biggest online entrepreneurs he was working with him at his conference and he’s been working with him and known him for some time. And David is launching a LinkedIn Video Course soon so his his mind is firmly in that area at the moment. He’s been getting some great results from video. I’ve got some really good tips I learned quite a bit actually from this interview and I thought I was kind of knowing all about

Do so we took everything from creating videos to how to get maximum exposure on LinkedIn or how to use video to grow your connections on LinkedIn as well. So full disclosure, we This was impromptu, we went live, basically the software wasn’t working and not go live. And we had some internet issues and David’s audio sometimes as a bit of a trying we’re trying to clean it up as much as possible, but it’s not the best, but I think it’s totally fine. I think you’ll really enjoy it because there’s so much value in here. So I want you guys to hear this. So without further ado, let’s hear from David. today. I’ve got David with me and we’re going to be talking video and specifically video for LinkedIn. David. So welcome and thanks for joining me. Hello. Hi. Nice to be here. Thank you for asking me along. No worries at all. So we we didn’t meet at the Uranus summit that that’s kind of the the connection, isn’t it? You’re filming that for Chris Tucker.

Yeah, that’s why we do video content for a lot of different companies and small companies, big companies, we do social media content, lot of storytelling.

A some campaign work that kind of stuff. And not too much in the way of events. But Ali knew Chris briefly from a couple of years ago, he kept wanting to free ticket so I kind of said, I’ll come to do some filming for you and you know, obviously come to soak up some of the vibe is for the people and and then also produce the content for the event as well which are going to use to promote for next year. Yeah, and a fantastic Okay, brilliant. So once you took a video, but we’re going to talk specifically about LinkedIn video army, because you’ve got a course coming out sort of this year that and you’ve had some like really good results on it. So that’s going to be specifically we’re going to be I guess, b2b, LinkedIn. And is that like I eating because LinkedIn obviously launched the video ads last year. It’s mostly just

Flight, the organic stuff or even in some of the answers, I

know it’s mostly organic.

They lost the ads last year, but they LinkedIn only launched video in itself about 18 months ago. So all have kind of adopted video over the last few years.

And when they’ve done that, they’ve generally try to get everyone to use video so for for quite a while Facebook was a really effective platform for video. And if you put the video up there, it would just go for miles and everyone would see it. And then of course Facebook decided to start trying to monetize that and the reach color hard he had put more money into like my thing but but LinkedIn is the most recent of the kind of main social networks to add video in. So it’s a fairly new edition. And they are now trying to get people to use video on the platform. So obviously LinkedIn is a b2b platform. So those videos are coming in kind of specific

Sort of format. So a lot of people are using it to kind of login to kind of deliver expertise and to kind of talk about industry, sort of topics and that kind of thing.

And it’s still

open, are you seeing more and more of it now, but I think probably it’s still predominantly a text based kind of social platform that we’re starting to see more and more video. And at the moment, if you publish video on LinkedIn, you a lot of people watch it, you get you can get good reach pretty easily. So it’s, it’s a good time to invest a bit of time into it and to have a think about, you know, what you can do with it and how to use it. Like all marketing, things get saturated, they become available, they become popular, they come saturated, and then they didn’t work as well. So it’s, it’s good to be in at the front end of these things. And absolutely, totally agree with that. Because some of the stuff we put links in the video views or go crazy compared to like just text and images and things like that. So

Awesome. Where do you stand on the because there’s a lot of I see a lot of the activities where people are doing it on their phone, in their car,

about planning and things like that, because it’s kind of you want to so the reason we want to do this interview is to encourage people to do more video.

And you want to make it as simple as possible. And I guess the message is the strongest bit but I don’t know something about the car ones that Isn’t it weird how everyone seems to do them in their car? Yeah, I actually, I actually did a bit of a Mickey take on that. I thought if you went connected with me and scroll back down my feed, you see a video that I did a few months ago, which is kind of ranting a little bit about that particular thing because not only did they do in their car, but they usually that kind of thing. So this way, I went to a meeting, and I met with the client and it was really good and next week, I know you just like I don’t care about that. You know, and I think moving towards

isn’t necessarily the location is what the people talking about. And a lot of the time, they’re not really thinking about their audience, they’re not really thinking about what someone might want to hear. The most important thing is this position to have that Firstly, how to think about what you’re going to talk about. And then to make it very snappy and valuable for the person who’s watching it. So, I mean, that’s the essence of all good content marketing, you’re not thinking about you,

you’re thinking about the audience. And,

and so So I think, you know, it only just happens to be the case that you know, the people who are doing it in their car I’m also doing very good content at the same time. So I was gonna say so it’s not I could not necessarily be the phone in the car situation. It’s, it’s it is planning. So where do you start, then you’re kind of suggesting them that I really need to understand my customer first before I even think about whether it’s video or whether it’s a blog or whether it’s whatever it is that you

Start, yes.

Okay. And so what do you do that when you’re so like, do you have clients come to you when they’re not sure what they already work that out. So you get involved in that kind of process? And no, I think it’s sometimes it’s quite valuable to have a third party kind of help you, you know, because when you’re inside the frame, you can’t see the picture a lot of the time so you but you, there are processes that you can do to unpack your skill set and to kind of start to look at the things that the audience is going to find useful. Generally, you know, you’ll have a better idea of the struggles that your customers have the nine mil, but I can help you kind of access that by saying vice, you know, sitting down and kill again, right. Let’s break this down into components. Let’s have a look at the different sections in your business. Let’s have a look at the different types of customers you’ve gone, what struggles are, you can break it down into components, through a fairly kind of simple process of just debating bit of time to it and thinking about it.

And then a lot of the time, it’s just the questions that you get asked commonly a lot of the time. So for us, it might be, you know, how much does the video cost or what we’re talking about earlier about not getting the light, right. So you know, if you, if you’ve got a, you know, if you’re using your mobile phone, that’s okay, mobile phones can be okay, so you’ve got a good one. But you know, you can make it look much, much better by choosing the right location or plugging the microphone into it to make the sound better. So, you know,

those are lessons that I could do a short video about answering I could say you could use this microphone you can shoot in this location. You can plan your content in these ways and just publish a short video that’s maybe for LinkedIn I think the sweet spot somewhere between a minute in about three or four minutes

and, and then to just kind of deliver that single point in in as an interesting and compact way as you can really think. Yeah, no, absolutely what I did this time last year was did like a

challenge myself to do like Instagram video, when the maximum amount of time you can do is a minute. So it kind of trained me to get things like one point across, like really quickly. And that really helped me as well because I literally, I couldn’t publish it unless it was less than a minute if that makes sense. Yeah, I mean, we always talked about advertising of like just one point, rather than trying to cover too many things up. So do you say you reckon start with like your FAQ? Yeah, absolutely.

And, or if you’ve got any existing blog posts or kind of content, you know, the format, that’s good to go through and cherry pick ideas out of, if you’ve done maybe longer form videos or interviews in the past, with kind of client interviews to sort of figure out what their challenges are. You can use that.

You know, you could you could all say the I mean, if you’re doing events, you could, in theory, film The events.

And take snips out of, you know, people are talking about the events. I think that’s slightly less personal. I think LinkedIn is becoming quite a personal platform now which is interesting. And and it’s and it’s what Christopher talks about about p2p. And, and not be to be where, and what we want to see in business is people that were doing business where there’s not a big corporate kind of face, where you’re just looking at a brand and a whole bunch of you know, Brenda gave or Chris or that nice and what they think and what and that you’re doing business with them rather than this kind of big, faceless entity. And I think that’s what LinkedIn is kind of facilitating that. So when when you publish on your channel, you are really publishing, you know, from your personal profile. And they can be views and thoughts about your company and about your audience, but they’ll do your personal views.

Link. One of the things that LinkedIn has, it really got down at the minute is

On, it’ll be interesting to see how they developed over the next 12 months is company pages, because the company pages are quite difficult to access and quite difficult to use. So it’s all really about the personal profile at the moment, but I think that’s quite good. I like that. Yeah, there’s definitely I think the, from what I’ve seen like we use the company pages because we need them to run ads that we rarely and then it’s there’s a quirk with answers like publishing content to the page mix it lets you have a bigger add another story so that is the only reason why we publish on like company pages, literally for the ads rather than any organic reach at all. We’re just fighting as well as it being hard to use is just doesn’t get any reach because it’s your, your individual connections, isn’t it where you’re getting that

the reach from already? Yeah, I think I think they are. You know, I, I I’m sort of hesitant when Microsoft took LinkedIn on I thought they were either going to trash it or make it good and if people

is like they’re actually doing some quite good things with it people more people are starting to use it. Just recently, they introduced some developments to the groups, which as we know, was all like tumbleweed for years and no one’s using them. So you know that hopefully there’s good things coming out of it. And I expect they’ll adapt and change some of those things around the company pages as we go on.

So yeah, I think it’s an exciting time I think for and of course, one of the things that we don’t have at the moment with LinkedIn video is any real kind of analytics or paid promotion or any other kind of things you get into Facebook? And do you know, I suppose it’s a little bit of a drawback, but at the moment, where we really get in terms of engagement is is the view count. So you get you know,

literally like 3000 people have watched there. So it’s been what 2000 times or whatever it is, that’s about it. There’s not much else apart from the likes and the comments that you can you can use with that, but I think that that’s still enough to get some value from so why quite often

Do is off the back of the video, I’ll go through the comments. And I’ll go through the likes, and I’ll just connect with those people because those people have, you know, sort of, you know, registered the relationship and kind of interacted a little bit. And that’s just a good starting place, they’re more likely to want to watch another video in the future. So on that sort of topic, so I’ll connect with those. That’s a really good way of just developing your network. It’s a warm connection, because they recognize you. And you can build your network pretty quickly. I think last year, we did, I did a video to his was about 45 seconds long, it was shot on my mobile phone. It was talking just really quickly about some titles and subtitles and your video, which we can talk about in a minute one. And that video did 50,000 views in a week. And my and I my LinkedIn connections both from I think about six or 700 at the time, up to about 1200 just literally doubled in a week and week and a half thing. So you

You know, it can be quite valuable, you know, that sort of process seems, the more you do it, the more likely you are to kind of strike a nerve or five touch points so where where people really resonated with that and then and then it kind of takes off you know, and I think that’s awesome then that I never really saw petty thought on to connect to people that liked their video but that makes absolute sense to to build those connections so and I guess it doesn’t take a lot of time just to go back on that video. haven’t got any comments and then you’re right that’s like a really warm connection you’re not just connecting with because some people have real issues with connecting with strangers on LinkedIn don’t know they’re like, yeah,

so actually doing that warm one is a is a great tactic. Yeah, and I think just a quick sentence that goes with it Hi, I saw you like my video would ever be great to connect so that’s all you need to really you know, so for me, I can we talk like equipment. Fact if I guess if I was going to do it myself.

Self but I also want to talk about and get some advice from you on working with someone like yourself some advice for me looking someone if there’s anything I can do to obviously make that easier, but they’re still gonna have you got because he talks about adding microphones and things and there are stuff on Amazon, they can get for your face if you got any particular kind of kit that you would recommend.

And I didn’t use my phone and I’ve got something called a Cosmo gimbal which is made by DJI which is a small handheld thing, which costs 150 200

pounds so a huge amount and that you can flip the phone ran into selfie mode and that if you hold that out the front, it looks like you’ve got one somewhere.

That’s a great little tool. Yeah, that kind of thing is perfect. Just

Just balancing the fame and stopping it from shaking around because one of the things with a tiny

Mobile phone is that it’s going to bubble around quite a lot. And if you’re handling as well, it’s going to pick up a lot of the noise on the microphone from from kind of handling it. So a simple thing like that is a great investment just so that you can

so that you can do that. And

if you’ve got a little set of you got some feet on that one, so you can also use us thing Yeah, so you can also use that as a tripod. So you don’t even have to walk around with it. You could just pop out on the desk and sit in front of it and use it so I definitely you know, go with something like that. There are microphones, obviously the phone the phone. microphones on smartphones are variable quality on my Samsung. It’s not bad actually. But you can always improve it there’s a thing called a smart lab by road,

which is just a dedicated paleo libertarian microphone for for smartphones. I doesn’t

work with all aspects and see if it works with your phone.

And then beyond that you’re moving into kind of programs cameras, to be honest, to start out with a mobile phone is fine. I think you need to before you can throw like 3000 pounds at equipment, you want to make sure that Firstly, you’re going to you’ve got a plan to do it regularly. Secondly, that it’s working for you, and so that you’re getting some kind of result, you know, so. So,

yeah, I mean, you know, obviously, wherever your company so we’ve got loads of cameras I tend to use, I’ve got an announcement in the background there somewhere, which is about 600 quid and we’ve got nice cameras that are generally when you use that higher end equipment. It’s not even really about the picture. It’s about the reliability. So you can do things like monitor the audio and monitor the pictures of it, you know what you’re shooting so you don’t spend half an hour recording stuff and then put it into NetSuite and find out that it’s all useless because you got sound wrong where you got the picture, we got the light wrong, something like that. So you know

You get into

spending

out my boss fun yeah now awesome brilliant and then we can drop the links to those in on the comments coming

so then if I was booking sales looks like someone like he for a day and I wanted to get loads of videos done how you know what would make your life easier my life easier What can I do beforehand kind of prep for that and make sure we get the best results possible?

Yeah So like I said, I think I said it back in the beginning that the the preparation for it well that would be the sort of from the brainstorming part of it is quite a big part of it and the more you can do on the front end of that, so obviously if you hire a video company to come in, and they they can help you with that early stage of getting the ideas together. And then you want to just basically be as efficient as you can during that shooting day because the shooting guys are going to cost you money. So if you can

You know, set aside one day, and you know,

you’re not prepared, you might get two or three videos out of that day, if you’re really prepared, you might get six or seven or eight. So, so it’s just about making sure that you know exactly what you’re doing. And then also, you know, I didn’t if you do kind of public speaking, but you know, the more you do those, you know, the more you talk, the more you go through something, the easier it is to just do it without thinking and took forever to feel natural. If you’re having to go back to notes constantly and do bit in tiny little bits, because you’re not really sure what you’re saying you’re not fluent with it, then that just takes longer and it becomes more difficult and you get less out of it. So yeah, if you if you could map out six or eight videos, and always, I mean, how you do that is kind of up to you. There’s lots of different ways of doing it. Sometimes I actually write a script, because I find it easier to see it and just kind of type out what I think I’m going to say

And then I’ll go through and put that into note form.

From person, she uses a blog post as well. And then I and then I bullet point here, and then we present from the bullet points so that I’m not reading. And then what that means is it feels a little bit more natural and it comes across a bit more conversational. But you still need to just run through those bullet points and kind of speak them out loud a few times in order to get that fluency. But then also remember that you can edit so you don’t have to do everything in a great big lump. And these days with editing kind of, you know, editing in a fancy way is kind of gone out the window. If you watch like blogs on YouTube and that kind of thing. People just can’t they just kept from shot to shot shot. There’s no kind of cutaways or addressing things up. It’s just like, you know, a few sentences and another few sentences stuck together sort of thing. So yeah, I don’t think people are too fast about production quality these days for social media content, which is essentially quite throw away content.

So, if you got something that’s on your website and you want he

wanted to sit there for two or three years, you’ve got to make sure that their production quality is high and it’s got some shelf life but social media content, you just, you know, it’s his dad gone tomorrow, isn’t it? Absolutely, literally with like things like stories, you’re

the stair and so.

So what I do sometimes for like scripting, so a lot of the guys in the group will have to get their scripts like approved by compliance, they’ll probably have to go through that process anyway. And I use otter to

transcribe it. So I’ll talk it through and I’ll use artists, I got it. I find it hard to write how you speak without speak. If that makes Yeah, so that works for me. Do you do anything similar for those kinds of scripting or?

No, I mean, you can use an Auto Key. Yeah, I mean, if, you know, possibly a little bit less

You say it’s a bit drier, that’s going to have a slightly less authentic sort of feeling. But if technical industry where, you know, the details are important, and there’s a lot of, you know, there’s a lot of caution around getting things right like they didn’t things and getting the words and everything spot on, and you could you could write for an autocue. Again, that’s just comes down to scripting. So you could, okay, so there’s a really good service called rev.com, which is a transcription service. So, in that situation, what you could do is

record, you know, record the audio, as you speak it. I’m sure I’m just thinking on the spot here now. You could, you could speak it naturally. Get ready to transcribe it so that you’ve got it all written down, send that off for compliance and get it changed so that you’re just making sure that the details are correct. And then use that script as a basis for your

Thank you. Yeah, yeah. So so you’re kind of it’s just, it’s just running that through the process to make sure that it’s okay. But you’re reading back on board, he said naturally in the first place. Yeah. So that that would feel authentic. But it would also be checked at the same time, if that makes sense. Pretty cool. And then so you mentioned earlier on so when it goes back to sort of map now we’ve sort of made our videos maximizing that on LinkedIn and such a massive thing, because I think when people are on YouTube, they’ve got headphones in when they’re on Facebook, LinkedIn, got headphones out, generally, rule.

set time subtitles is a massive thing. What’s your process a using wrath for for those as well? Yes, absolutely. I’ve got a video on our YouTube channel, actually. So if you search for blink back media, on YouTube, you’ll find our channel and I do a lot of videos there about how to produce video and video content and we’re going to be doing a lot more around LinkedIn over

The next couple of months. So that’s a good place to go just to kind of follow what we’re doing there, one of the better performing videos that show about doing titles for LinkedIn,

because it is exactly for the reasons that you just said that a lot of people using LinkedIn. Yeah, well, I’m having a coffee break or just on the train or something and they’re not they don’t have found up. Yeah, and and you know, you need to, you need to make sure that your message is delivered for those people as well as the people who are watching it with the sound up so you can use wave to transcribe it. So you literally just upload the web videos, the website, it’s $1 a minute, which for two or three minute video is nothing.

And then there’s the second stage to that process, which I explained the video on our channel, which is using a tool called handbrake, which then burns that text into the video. So because the subtitle file is, is is a separate file from the video file, essentially you have to combine them into one video for for LinkedIn. So

So there’s a process that you can do this free fairly quick process that allows you to do that. But I wasn’t aware of that was one thing up

kind of like getting in doing that in prep taking it back into the editing software like Romeo and then doing that. So I’m definitely looking up because it’s just been frustrating me and I haven’t been putting subtitles on on stuff recently because of that. So that’s awesome, brilliant. And anything else that you can suggest if we’ve completed our video with subtitled it we’re getting out there and LinkedIn to get maximize and get more reach any other

there’s some kind of classics of content skills, I suppose around maybe thinking about taking people so for example, if your name checking somebody or if you’re saying, you know, you know, in this book, this person wrote in this book about this idea, you know, it’s sometimes it’s quite nice to actually plan you know, a few name checks into your videos because then it gets

excuse to come to LinkedIn, check that you can tag them first. Because it’s kind of wasted time because some some caught like a opponents to or somebody that a client or a sort of somebody or prospect that you want to kind of engage, then you can say, Oh, this company is doing this thing over here and that’s great and then you can just type them and involve them. So that’s kind of for them you know, into the video and give them a chance to kind of contribute. It also opens it up to their network as well. So if you tag somebody, their networks going to see that so so that’s one way of doing it.

The we talked about kind of tracking the lights in the comment stream video as well. And then you can repurpose that video or maybe you can do it for LinkedIn, you can still put it out and you can still upload it to YouTube because you put it out on Facebook.

People talk about video being different for these different networks and it is a different networks require slightly different approaches and different formats.

You know, you might as well check it out.

shape it slightly if you want. You can create different tools out there for just changing like putting into square for Instagram and things like that. assume you’re going to be doing videos on repurchasing all of you got some stuff on your YouTube channel already about repurposing.

It’s on my list here.

Awesome.

And it’s on the top of the list that I’ve been doing today. Well, we will soon as you’ve done that, send it over and we will share along with a great, okay, cool. So I mentioned that you’re doing a course for LinkedIn video that’ll be coming out this year, but you’re doing some research at the moment. You’ve got like a survey you were saying about what people are struggling with. Is that right? Yeah, yeah, it’s a really quick two minute Survey Monkey survey which just gives me a super feel for you.

Whether you’re good at the tech stuff where you struggle with the strategy stuff, whether you’re not familiar with LinkedIn at all says literally like a handful of questions and a form letter and then anything else. And just say that I can when I’m building that course I can get a good sense of what people need and what that’s going to be the most valuable help the people so yeah, I mean, if if any of your viewers are happy to fill that out and bring it back to me, then I’ll send you the link for that. So great to send the link over walk it in the comments. Excellent. Secondly, if you got anything else you think we’ve covered a lot of ground on LinkedIn.

I think I think we do so.

There’s a lot of things there that I’ve taken back with like that, making sure I get my subtitles. Done. That handbrake software. I think the following up people who like and comment and not just leaving it, I think one thing Chris always said as well no comment left behind always reminds the comments good or bad. They just leave otherwise

You know, people will put something out there it says even if you like it, I think. Yeah, absolutely. The other thing is that you can I mean, there’s

there’s sort of uncertainty. And we’re going to try and test this this year about how if you include a link in a post, how your reach gets down breaking. So this, this is a thing, which is becoming more and more come across social networks, yeah, where they want to keep you on a social network. So if you put a link into your post, then suddenly, only five people are seeing it instead of 15. so and so and I have noticed that a little bit with the pace that we’ve time it is it’s a little bit of it, it’s quite frustrating, because ultimately, you’re what you’re watching to do is drive people back to our website, something so you can take them on to that next step. So

but the other thing you can do is put the link into the comments and that doesn’t affect the request so much. And if you’re going to do that, then obviously in terms of the ROI that we’re talking about, we’re getting sort of

Results from the video. You can set up trackable links for that so that you can see how many people are you can use things like bit leads so that you can see how many people are clicking on those links. And then of course, is good old fashioned Google Analytics that you should be checking, you should set up a goal or something in Google Analytics to see how much traffic is coming from LinkedIn. So if you’re going to invest a little bit in the video side of stuff, and you’re going to promote you’re going to publish

regularly then you should also be watching your Google Analytics to check that that your growth in your search results and and stuff coming in from from LinkedIn as well. Awesome. Brilliant. Excellent. So I’m guessing that we can find you on LinkedIn. Yes.

David Kelly, there aren’t too many David kill Kelly’s about. So yeah, again, I’ll send you a link but you can connect with me I’m was up there connecting with new people. Absolutely.

Like big on any other social platforms still.

We’re on Twitter, where

Back video, on Twitter, we have a Facebook page. I don’t use it that much, to be honest. But we can you can find it there as well and this YouTube channel as well, because fantastic but it will drop all the links in especially like the survey, all those products that we mentioned. And obviously your website as well so people can come and check you out. Well,

David, thank you so much for for coming on. I’ve learned some stuff already. Some short people in the group have taken a lot away from it as well. That’s great. Yeah, thanks very much for inviting me. Because I could check. No worries aren’t made. Oh, no, thank you so much. So that we have it. There was loads of value there for from David, if you want to see these. And here these interviews live join our Facebook group. If you look for lead generation for financial services on Facebook, you can also see are talking at a show as well. So look forward to seeing you in there. And I will be back next week if you got two seconds to subscribe.

That’d be amazing if you can leave us a review as well again, that’ll be incredible and we will see you next time.

017 – Ash Borland – Mortgage Broker Case Study – Just Getting Started With Video

017 - Ash Borland - Mortgage Broker Case Study - Just Getting Started With Video

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017 - Ash Borland - Mortgage Broker Case Study - Just Getting Started With Video

I found Ash Borland on Linkedin and was delighted that he’s consistently using video to market himself. The aim is to catch up with Ash every 6-9months as kind of a case study to see the effects of social media on his business.

You can find Ash:

On Linkedin: https://www.linkedin.com/in/ashleyborland/
Twitter: https://twitter.com/ashborland1
Instagram: https://www.instagram.com/ashborland/
YouTube: https://www.youtube.com/channel/UCE5HX-wCyxdar6zDVdUOOBw
Facebook: https://www.facebook.com/ashborland/

Hello and welcome back to the lead generation for financial services podcast. And my name is Alex Curtis. I’m doing something a little bit different this week. So I’ve got ash ball, and he is a mortgage broker. And he’s sort of not entirely at the beginning of his journey, but is it very early on in his journey in terms of these creating video content is using social media. I saw him on LinkedIn. I think someone local to me like something that he did. And I thought, Oh, this is cool. Someone as a local broker, they’re doing video I’m going to see what this guy is up to. And then eventually we got chatting and thought it’d be great if we get him on the podcast, chat about what he’s doing it and then what his plans are and then catching up with him in like six to nine months and using it as kind of like a case study and just seeing that progress and the benefits of creating content as a mortgage broker. So let’s dive straight in.

This is my chat with ash Borland Hello everyone and welcome back to the lead generation for financial services podcast and this week I’ve got another mortgage broker I’ve got ash bowling with me ash How you doing? Very good Thank you. Yeah Do you know what I was meant to ask you about how do I pronounce your last name so i think is it ball and is it Borland it’s all learned however

we obviously been chatting for a bit before we recorded and I think that was one of my questions I should ask but I just

got it right so we’re all good you spelled it right so that’s the best

I have to have made that mistake before going live with a guy called Gary any are two hours in his house and we nearly went live with the wrong spelling so has been done before recently I had a guy who’s Paul is named Paul with the W yeah I did it pa w

that was the worst email possibly said

Is he thinks proceeding with

Yeah, he’s going ahead, you can make mistakes and things still work. That’s what I love. Exactly. Otherwise I would be out of business because

the amount of times I just winging it through life and seeing things things are going right now as it was dyslexic so it’s one of those where I can’t I’m the mortgage advisor calm read Cartwright can’t spell and can’t add up so where’s the charm I’ll be quiet

well you you wouldn’t have heard it yet but there’s a guy called David Thompson that will be on the podcast before you He is dyslexic left school with no qualifications sold his brokerage for five of your English million pounds

so not not an issue when I didn’t know that he didn’t. He didn’t tell me that before.

Lovely segue into the first episode.

Brilliant. So I found you on I’m pretty sure it’s LinkedIn. I think because you’re kind of local to me. I’m in Peterborough, you

or Cambridge, why aren’t you and you’re working in Sundance and I was like, wow, there’s a mortgage broker doing some video. And I was like, this is, this is amazing. I thought maybe I’ve inspired someone that’s like, no, never, never heard of me. I never do.

But it was awesome to see. And I thought, I’m going to, I’m going to follow this guy. And we, we had obviously some chats here and there, and then you’ve listened to the podcast since and you seem to like it. And what I wanted to do because you’re sort of is about five months into your role at the minute as a broker. So five months into my with my new firm 18 months before that as well. Brilliant and you were an estate agent before That’s right. Yeah, yes, I washed my sins,

mano. I one of my friends used to be an estate agent in London. I’ve heard some awful stories which

I’ll share I’ll share one in the you can either confirm or deny whether you’ve seen it happen so so I went well well also set right max I think was like 2008 yeah do you know Rob? more progressive prophecy

because I’m yeah I was half that so no idea

yeah okay yeah we all know Rob yeah so my next door neighbor growing up was Rob’s first employee and he before then he worked as an estate agent in London and then Rob does all these property investment conferences and things like that and and then my Max Simon would go on and because he was estate agent he would help the developers build relationships with estate agents and he was saying some of the things that he saw happen was like one estate agent went on holiday and he locks the keys to the house that he was selling in his drawers and no one else and then the other agents could go show anyone else

So we didn’t lose the sale and the commission. It was it was that cut through shopping.

I know. And everyone was amazed that those sort of things happen and kind of think about so well, if it’s a bit if it’s a big deal, it’s obviously the wrong thing to do. But I don’t, I don’t condone it. I can see why someone might want to lock the keys away to get

a massive commission deal. Yeah, I definitely have not done that.

When I the way I phrased it was like, have you seen that

I’ve seen that. I also have a little silly thing with that is I actually went my other half is from Cyprus and we went on holiday to Cyprus. See our family and I got text when I left the plane. Because I’ve got a set of keys in my car was parked in Stansted

for three weeks

totally by accident didn’t

drive down there, use the spare key and open it and oh my god. Amazing. Brilliant

can be done on purpose.

Brilliant Tanya so the the idea of this episode is I think and I said to you on ID mg I said if you keep doing what you’re doing i can i can see this working for you in terms of doing like the video content everything like that and you’re sort of the sort of the beginning of that journey of that so the idea of this episode is the catch up with you now and then hopefully we’ll catch up in like six nine months see how things have progressed with these still doing the same thing so you’re already talking about creating like a network group and doing all sorts of different things that are going to generate new leads but this this talk about the moment then you decided you kind of wanted to switch from selling houses to do in like the finance of it okay

okay

there was a question

the question

yes so I am when I bought my own house what happened with it was housing estate agent for

Really about four years and I enjoyed the job I really did. But when I bought my own house, it became really, really clear and it sounds I had no idea what I was doing.

I was selling these houses Yeah, so I was advising people to do stuff that really I didn’t understand.

And I met a mortgage advisor, the guy did my mortgage, funnily enough,

I’m going to be I you know, he did a really good job but when I met him, I thought, Oh gosh, this is something that you can have more influence more impact and actually help more people that is genuinely what happened. Yeah,

he’s in he wasn’t that great. And so I thought, Okay, well, if I combined what I know from my stage and then I combine that with learning the mortgage side of things that I could be a bit more that could be my niche that’s where and so that’s how it started

when in stayed in my same company. So I was in corporate and I moved to cross into the financial service.

kind of learned that way.

And now really has been the last five months, I’m really able to, to become, I want to become

awesome. Brilliant. And then so how are you getting your light leads at the minute because you’re obviously working with fairly icon on the site, how many how many other advisors you start working with? And do you get given leads by the company or you? Yeah. So right now I get leads from I work with agencies because that’s kind of my, my forte. Yeah, so within a state agency still, because what I’m looking to do is be like a, like a whole mover die. So I do deal with agencies and I see them I’d go in there three times a week yeah, it’s gonna be in there all the time. Yeah, and I spend time at head office we have an orphan client banks, I’m just talking to those by Einstein and get leads from from the social media, which is good, where it kind of happened really, so I’m starting to get those as well. So it’s a real kind of wealth of

mixture yeah just very different from what it was six months ago where it was just that corporate state agency environment so it’s a completely different world really for me now awesome I think it’s great that you’re not just relying on the leads that you’re being given because I’ve spoken to

I lose count of how many brokers where they’ve gone from one role I was speaking to one person she she she you had been given estate agent type leads yeah and she was saying all my the standard conversion was like one in three she was expecting like web leads to convert in the same way like

I don’t have I don’t know how to break into I said have you spoke to any like brokers that are dealing with with web leads are you confident because I’m going to be honest I don’t think I can supply you leads that are will have a 33% conversion to say I just Yeah, I don’t think that’s going to happen and it was

This person had just dive straight out of that role into this self employed role with like,

no experience no no social media not like no nothing and it was that it is a completely different animal isn’t it? It is it really is and I I definitely am guilty for that when I first started so when I came over to so that when I’m at work for a fully light for financial planning firm and I expected like say when you’re in the agency the case sizes and massive you ever you know, people you meet are people who are buying Yeah,

but when you go into that, you know that world where it is literally just calling 10 people to hold the one person says yes, it was very, very different can imagine very much. So I do keep myself a little bit think if I was back in agency. Now, having done six months here, I probably absolutely clean up because yeah, just kind of like you say it’s a bit of a silver platter when you’re in when you’re in that corporate world. They just hand it to even book in your diary.

Wow but then so but are you preparing it now though yeah it’s been a massive learning curve of massive learning curve but I love it yeah absolutely love it it’s such a better it’s got really don’t want to disrespect the others because they are really good and my family work within that as well but it’s expensive for me because I’m a bit more there’s more freedom and I’m getting a creative person so I can’t really I don’t like

rules

Me neither

it’s kind of cool then there’s that bridge if you’re quite entrepreneurial in the role that you are you kind of got your little mini business of you with the but working with other people under underneath the sort of another brand and you and you’re so you’re it seems to me like you’re creating a bit of a personal brand that goes hand in hand is going to benefit you and the the guys that you worked for. Yeah, and that’s

the MD he’s completely on board with.

So that’s kind of the strategy we worked out together and you know he met me the minds of you and when we were chatting and and I kind of told him my vision of where i think i think i think where mortgages and mortgage advisors will go where the property industry will go and they told Matt and then he said okay pretty much I’ve got got

freedom to do it because I don’t know too many people

but it is one of those where it’s been brilliant really good actually amazing awesome so where do you think it’s good for them I I’m presuming you’re thinking people are it’s going to be more online he thinking Pete things are going to go I mean there’s already like the first kind of like paperless mortgage on offer from some of the banks and things like that I saw something more we strategy called the ladder Have you seen that then all that is yet but that’s like a hybrid that that was like a hybrid mortgage system so I was that was that yeah i think that so that part I think but yeah, I think the whole

Industry I think what’s going to happen is I think the property industry so like the stages and stuff that is a

it’s not dying industry but I think it’s gonna be industry that’s going to have to go through an entire like revolution really yeah disrupted already hasn’t it by like the purple purple bricks so I’ve got no it’s not talking about profits with mortgages here but yeah purple bricks everyone talks about them as if they’re the future but they’re not they’ve come in purely to disrupt you can see all over the stock was that they’re there they’re not they’re struggling now but they’ve done their job yeah and I think they’ve shed light on the fact that that industry needs to change and and no matter what we do as mortgage brokers we are tied to the how’s it how’s the industry so I think the personal brand service and nourishing and all of that stuff that’s where you’re going to make your money so it’s that you’re going to have to be a service as opposed to just selling products and that’s what I really do believe that’s what

Go whether or not I don’t know where it will go into within that but yeah but give it 510 years anybody who’s doing what they’re doing now I truly believe it will it will be there so I think because even if you could do as everything online people are still going to get declines and don’t know what to do they’re still going to be people who think I need some help some advice the best way I suppose especially like entrepreneur business owners they’re always going to want to get advice and they’ll be the type of people that are going to want to kind of get the best you know work different ways they’ve been more creative in terms of get better deals

and then yeah they’re just be like seeing ads on things that social media like prompting people to remortgage I think there’s always going to be that and there’s always going to need to be advice whether everything’s online or or not. I think the for me what I love about brokers is that they can they help people get like

better deals than just going to your your bank and I think it’s invaluable as well. I love working with them and then speaking to them as well that the same reasons you got into it people still been doing it for like 20 years they still get a kick out of helping someone like move house as well. So it’s it’s a lovely job I mean it really is. It’s the best thing I’ve ever done. I wouldn’t do anything else

but you will see me and I’ll be working with Tesco.

We are catching up with you in 6911 thing I did I did pick up from so I went on your YouTube channel didn’t know if he knows some videos from 2014 on there

do you want you want to introduce that that

so before I became an estate agent yeah I actually am a fully trained former wow and that’s actually where the video stuff come in. So I was as a kid I was a fully trained that wasn’t

dancer, singer actor, all that stuff and then at 2122 decided to do something else after obviously that was 150 grams with scholarships. And

so yeah, that was my original background, you got into property. And that’s where the hybrid for my personality. It’s, I love it because it’s just performance. So that’s where the video stuff so it’s, it’s not a I feel like I’ve married up what I spent my childhood learning and combine that with with this and it’s working. So it’s really good. Yeah, I still do it only on the side. Yeah, no, I think I saw something on Instagram and it was you dancing with your fiance. I was and I was like, she’s a ballet dancer. So that’s how I met

now on a mortgage broker. And she sells CCTV so

I think

I’m asked to be one of the CO

It’s on the weekly

bit about is I’m happier now I’ll do this amazing I love it brilliant. So um one thing I wanted to talk about as well is you like facing that fear of doing video because a lot of people

don’t want to do it but I’m so I’m guessing then that background has helped a lot then. And what was it? Was it a thing for you when you

go? Yeah, it definitely was. And I tell you what I was to actually find out before coming on to hear a song to my fiance about it last night,

you’re worried because nobody else has done it. And like you said, there’s not many people doing it the moment going in front of the video and that sounds so old fashioned going in front of

God

a lot.

That’s like your generation.

Yes,

I was definitely all good. But it’s funny because the more you do it, the more confident I’m getting. Yeah. And then then the training kicks in today. I mean, so then it is like, then I’m starting to the performance stuff. But my first couple of videos which I did, I started off originally with the homebuyer hard and then I’ve got rid of it because

it just doesn’t have a name on it. It’s a lot less than today

but um, but yeah,

it gets better definitely. And now it’s quite element. Join it soon as we finish this. I’ll do another video. Awesome. So yeah, no, I think you just got to get in front of it and do it. I think so. Yeah, I literally did just did a Instagram I set up a new Instagram account. I did a one minute video every working day in January, not the one just got the one before and then you get to a point where you start thinking about the content, not the camera. There’s like a breaking point. I guess it’s different for everyone else. And then

Now when you start like and when we first and then there’s that. And then we have the being scared of going live. And we’ve done that, for God knows how many months now you just kind of get used to it like any new thing being in front of a camera and anything is any different and I don’t think anyone’s naturally good at it like, so I think like Tom Cruise would have been back in the day. He wasn’t born good acting.

I probably could have come up with someone better you know like three MacAllan or somewhere like that. But I think I just think it’s a skill that anything else and you’ve got to like the the conference and went to last week was about feeling the fear and do any anyway.

So what did so what was your sort of plan then originally? Did you just think I’m going to practice and not use it or did you use the first ones? How did you say the first one What happened was um. Where I where it became what so to again all tongue tied with

Where where the idea came from was my man my missus well she follows loads of these influences on social media and there’s loads of industries where

you know like the so that the beauty industry all that stuff they do the beauty the fitness so there’s always people are more than happy to jump in front of the camera and show off yeah there was in our industry it usually attracted that person who’s quite introverted not really interested so there’s a huge market there for somebody who is willing to jump in front of the camera

when I did my first couple of videos I did put them up but they’ve been pulled down very quickly

because they were really really just wouldn’t yeah we wouldn’t and I think you know Gary das you’ve had on the on here already carry send me a lovely message saying I can’t hear you

so I bought one of these wonderful microphones on his brilliant and they’re not expensive on a what how much was

The

quid that was so nice that the road thing is yes literally I got from him telling me it was this

and a microphone and that is literally it

you don’t need to go out and get a load of expensive kit like I do the majority of my film in either so I’ve got this webcam which was 75 glitter and I that I’ve got one light

I’ve got the microphone for the podcaster stuff I don’t need that if I was just doing like video video I would literally just do it all my pixel three the camera on it’s amazing the camera on the smartphones and the minute Are you do not need to buy

a thing and then I’ve got this selfie stick but I’ve got one which is rubbish but I’ve got one that he’s got like the it’s more like a steady cams. It’s got like the suspension so none of that stuff is expensive. Not

And it doesn’t mean people are they didn’t care about the quality of the video. I don’t think it’s like that. It’s like the content. It’s you know, as long as it’s all doable, you know, wasn’t

it wasn’t

exactly brilliant so so what is great because I was a bit because I was kind of like wanting to get you on and talk about like feeling the fear and do it anyway in terms of the video I think great to hear that even though you were trained in performing you still felt like you were wooden so if people who haven’t done that and they and they do it the first one I think I’m more than that they can still do it and crack on and get better and better and better. Definitely. Definitely. I think it’s

you also feel like no one’s watching. Yeah, but I’ve noticed that and it’s really funny because I think we were talking before but you feel like no one’s watching but

This week I’ve had a few people quite a few people come up to me and go well I really love what you’re doing but nobody’s commenting as you said that they don’t and they don’t because they don’t want to be the first one to do it. Yeah and but it is it’s weird like I’ve had like my parents I said why once a week and they’ll go oh my main down when we were at the coffee shop. He said that you’re actually doing great and I think well, no one’s saying anything. No, absolutely. I think we I mean we had that same thing in our Facebook group, we got this, this group and it felt like and I spoke we’ve got a guy called Chris Ducker who’s like I get I can go on a call with him once a month and I was like, saying, it feels like I’m talking to a brick wall and then he said, just ask, just answering like What does everyone prefer the morning coffee tea just something stupid like and then I did and since then he was that interacts with see literally people are interacting Well, we’ve got people asking questions and things like that sometimes like we did it for ages.

Slide. That group is two years old now. And it’s only now people are starting to talk to us and like letting us know and that and the podcast is helping. It’s a long it’s a long game. It is a long game, but I I don’t know anyone who’s not benefiting from it that has done it for a while. That is consistent. And then I think as long as you’re and you mentioned, I don’t know what the post you mentioned was you I think he did a video on this actually, if you don’t worry about the sale if you actually just think about helping people then the sales will actually come and like I said,

I think

I think it was he would just do it because you’ve started doing those little vlog type videos where you

can run

run

run from when I’m walking back from the agency but yeah, it is and it’s that’s something that the oldest is about is

When I when I when you’re in corporate you do what what you want you know you do what they tell you to do and now what I’m what I’m trying to do is be the more like me and then try and get people to be attracted to me because here’s who I am. Yeah so

that’s where this is like it’s just effectively so my clients that one they’re all calling me once you’re on the phone but it’s like it’s one of those where I want them to have all access. So I want my clients to see like, I like tattoos. I want my clients and know I’ve got tattoos. I want my client to know when I’m down the shop I want I want to know everything because that way then then that they can’t be expecting something that you don’t I mean people have real people

literally there’s literally people do just like if you trust someone you like someone and especially when you’re giving because you’re kind of selling advantage. I can’t buy that from someone if I don’t trust them.

It was a penny Penny dropping moment for me was so my dad was very high up in corporate finance for years and years retired now and I always wanted to you know always that you can win everybody you can win everybody over we went for a drink and he was saying something or kind of exactly was but he was that I when I realized we were talking I would never win his business ever like so why am I even try

and assume that was a breakthrough it really well and a couple of breakthrough moments where it became really clear and I’m really quite bullish now in my appointments I charge the most money from all of my all of my competitors have never had an issue and I am very bullish in the sense that when I’m talking to clients I made them aware that the interview this first point that is for me to free them to work out if they like me, but also to me to work out whether I like that Yeah, no, absolutely and people like that is true, you know, because the end of the day

My client calls me on a Sunday and I will answer the phone. If I can’t stand them, you’re not going to then we’re going to answer the phone, then it’s a poor service and they pay for a good service. So if you think it’s again, it’s a long game and it goes hand in hand with the social media. Yeah,

but you really it’s like that old bloody sales. But you know, the raving fans you have to create your kind of tried. Yeah, and the social media stuff allows the thing really does. Yeah, no, absolutely. And Chris Duckers keynote from Friday. A couple of things he said was your tribe will get your vibe

exactly right. And then you want to attract like a magnet. So you want to attract the people that you like, and repel the ones that aren’t going to work well with you. Especially if you want to Yeah, no one’s gonna want to say call on a weekend from someone that they don’t like he really liked some you really want to work with them, then they almost become like a mate don’t they in your

You’re helping them out and then you quite happy to take that

silly example I put it up on my Instagram but like me and my other half of really into million dollar listing that I think I’ve seen into it not like I’ve got the guy’s name and that’s it I see that post and that was I we listened to his book because I listened to sales but because he’s an ex performer that then became a real estate so it kind of really worth and but yeah I was talking to these clients on Saturday and do the face to face appointment and told him to watch this and then on Sunday they will make an offer on a house and they kept sending me texts going oh you know we’re going to play Ryan sir and harmful and honest and that’s what and it’s silly and that’s the thing I’m after like after these guys like that I’m texting them what’s happened the most time because you can tell it read it

but you know like then these guys will use me hopefully for ongoing and that’s where you’ll get referred.

Might you say you will get wrapped the people you want instead of dealing with all the people who they don’t want to work may not even know them.

I love it. It’s awesome. Cool. So have you I was thinking we might have some people that were kind of working as an estate agent now and they’re thinking they like this idea of making that leap across so you got any advice for those those people just do it hundred percent Yeah, it’s the best decision if you are in estate agents and you are doing like just doing that and you are a customer focused person so you have to I think you have to be customer focused you also have to be honest so if you are if you you know if you’re an honest estate agent which is you have to aim but if you are

then definitely definitely do it and the a lot of estate agents I think I put off by the exams yeah it was for me like mentioned the beginning from being dyslexia

but

Yeah, do it. It’s worth it. But lots of the big corporates will pay to your training anyway. Yeah. So it’s I think, but you definitely need to if you’re going to go that route, you definitely what I would stay with your company and make the move, because I think we were talking before they said about don’t go self employed in it in like what I’ve just done now in the garden to affirm because it’s a whole different ballgame. Yeah,

but if you stay within your kind of world, so still agency, and then you make the move from estate agent to Fs so it’s a mortgage broker, then you you’re when you really well because all the clients care about in that environment is can you help them buy the house? Yeah, so your knowledge as an estate agent will separate you

from all your other competition if they’re from a bank, for example. Yeah, no, awesome. How long did it take you to sort of do all the qualifications and everything and when you or how long was it until you decided you were going to make that move and for you to to do it for you? I was on and off the year so when I left I left

called Performing Arts College in the year of working as a performer then went to agency. And the reason I was going to go into as to be a broker then because so my dad at time, he was training development director for the Cardinals group. And so when it’s called, and he said, I’ll go and do mortgages, first of all, and I just said, I can’t be bothered. I don’t want to do those exams. But as I put it off the original idea,

and then and it’s and it’s probably very similar to what you said with your guy before. So that was more of my own demons. My own kind of, I wasn’t very good at school, I didn’t really understand, so I will, I’ll just do the selling. And then I’ve toyed with the CF six and CF one books for the whole time because my sister’s a broker and my brother was a broker

and I kept seeing them doing it and then

eventually I just had it

so that’s three years of just reading it not doing it and we and then eventually it is kind of you had like a moment You think I don’t know why.

Just go for it. Yeah

and I made a transfer across to a different brand under the same company

and it’s brilliant and it was a lot It was very hard and if I didn’t know a state agency

I definitely would have saying yeah

you know I think the as anybody who’s a broken nose these the learning curve is like

horizontal vertical

vertical

don’t learn

but see how confidently pages are you think

your audience thinking that horizontal is Yeah,

get some comments reviews coming on it, but the whole horizontal vertical thing I’m not

I don’t have a clue. Gosh, but dyslexia There you go.

It’s brilliant. It’s best thing I ever did. And then

Yeah, it took about it took about six months. All in all I did. I did. Yeah, I did that. And I remember my, my loving father said to me, I was like, Oh, he said, he said, he said,

Oh, he said, You definitely, you revise. And you studied, he said, and you failed and his exact words were I think if you fail again, it’s definitely not the right career for you. Like you said,

because I can’t have my son on the train and develop director failing to test all the time

no pressure for the past.

One of my one of my favorite books is by my mentor. Failure breeds success where it’s like literally you it’s good to get to fail. You learn more by doing things wrong. And when he does it all when it goes into schools, especially when it goes into like public schools, and the kids have got loads of money they can go and do whatever they want. He says, I wish you all the failure in the world

because

You that’s where that is literally the best learning sucks it does it does suck but then you can always take you can always take positives out there I think I always thought yeah and I think you’re you’re right it’s it’s never nice when you’re in it not always look back I think it’s when you’ve got over it and you look back and you know that was actually good about your comfort zone is there I mean it’s just one of those things but just got to keep getting

quotes I love is

it’s not crowded in the extra mile so like when because there’ll be a lot of brokers thinking oh you know Gary’s in video now she’s doing video now there’s not as I think there’s plenty of room for hundreds more but in terms of like that the brokers in general there’s thousands of them Yeah, but what it must feel competitive and crowded marketplace but then you’re going the extra

Mind with this video stuff that then it’s not crowded that you’ve got, you’ve got no competition I’ve never had, I don’t I don’t worry about the competition. And that’s really like an award I did a year ago. So it’s really silly. But you’re right with Gary, that and I think the more brokers who can do this, the better like because once you start doing this you start investing in yourself I think. Yeah, man when when someone says, Well, why do you charge x and they charge why instead of getting in this comparison. You say, Well, I chose that because I’m me. Yeah. And I don’t make comments on what they do. So don’t mean that like it really and I think the thing where and Gary does does this and I’ve had lots of debates within our kind of office about needing your niche you really are gonna

you’re not going to lose I think you’re just not going to be the best you can be. Yeah, I think just having that focus, especially if you’re doing like content for us when we start our agency.

We used to be the lead engine was lead generation for anything. We worked on all sorts of things, sports products, engineering companies. And it was hard in terms of marketing, but also in delivery because we were now because we just do find it services. And the majority of the stuff we do is mortgages. We’ve learned so much in terms of delivery, we can deliver mortgage work easier, but also when we’re marketing as one of the podcast. So, you know, if I had just done a lead generation podcast, I wouldn’t have the listeners that I have now because it’s not for anyone. It’s for everyone. Then you’re the podcast you say and I wrote a review on yours I think you’ve already seen it

I’ve been looking for so you’re saying about me doing the videos and Gary and stuff but it’s the same with the podcast like I’ve been looking for podcast podcast that does what you’re doing for years like there isn’t anybody doing it and it seems really weird in our industry that nobody is doing it everybody’s a bit shy. Yeah. Every other industry

This podcast for everything. Yeah, I mean, and there’s no reason why a broker can’t do that. But we had Pete Matthew on. He was episode one. He’s a financial planner. And he did a podcast and he’s like 810 years in now. And he’s ridiculous people queue up to work with him. He said about and this is what I was in the chat because actually, that’s when we were talking about me getting on. Yeah, because I was in the gym listening to that. And he was talking about Gary Vee. And I was thinking yeah, like you

talking about that. No, mortgage advisors are doing that if they did, and he was literally just saying what I’m doing and I was like, brilliant I’m definitely on the right track. No one’s liking it. I’m still this guy says he’s right. Definitely. I think that it’s it’s literally is it literally is like baby steps, baby steps, baby steps and I’m not I mean, I’m just getting started myself. So I’m not one to talk about these things. But from what I’ve seen of people who I’ve luckily I’ve created a master minds

of people that have gotten much

podcast audiences and they’ve been doing it for five six years and from there it’s just they’ve all do the similar things in it and it just kind of kind of works it’s all each other like you said before that I

had a couple of brokers messaged me which again I said this the other half about it again I said this is where you can see where some people think that you become an influencer. And I’ve only done it very small that time. But these young brothers have messaged me saying what would you do and I think you’ve already

figured out

he’s lovely because that is part of it. It’s not like you said it’s not about I’m not worried if other people the videos in fact, if anybody learning your lessons are doing videos, I’d love to talk to them because it’s it you know, I want to be a home buyer specialist. But if you’ve got somebody who does buy to let it really want to do that, and I mean it’s always fun and that’s the reason why you can’t do a color video with with someone

and you talk about your expertise they taught there there’s

nothing

That’d be awesome

it was cold well we’ve been recording for nearly 40 minutes which feels like

three minutes what I wanted to do with you is set some scary goals for when we next speak okay so six to nine months and then we’ll we’ll come back and listen to this section in fact we may we could play it out in six nine months so what in terms of the the marketing the the lead gen everything you’re doing what your what’s your scary goal a scary go so doesn’t need to be realistic like

I should be getting seven like a lead every day from my videos I don’t spend any money on something like that something crazy that would be

I would be looking at I’ll be looking for a lead but maybe three leads a week from my from my social media which

Hopefully animals are looking for

I’ve been looking for a bigger reach on social that’s what I would like to be some I’m right now the focus on leads it’s that’s lovely in the back burner because I think it’s a so right now I would like to be a further reach so that my goal would be that more people reach out to me and you know that’s for you know be that brokers or be that

be that yeah like clients but reach out to me via social media that would be if I do get my lead source to be 60 70%

for social I’d be absolutely

brilliant I think I’m gonna say I think anything at nine a week nine away yeah okay and then we’ll we’ll play this Facebook posts

and we’ll see see who wins the winner gets a prize

I think that’d be really awesome to do and I hope it’s well above what you’re expecting

think so I think if you keep that consistency going because you are literally pull it putting it out

you know really yeah is that which again is one of those that’s one thing I would say to anyone who’s good doing it if you want you’ve got to really love it yeah

yeah cuz may not be video because I if you’re if people feel that the video the podcast is another thing that you can do and you can push quotes on that for that can be you create that one big bit of content whether it’s video podcast whatever and then you can use that as your your bits for social and you don’t have to interview people you could do like solo one there’s so many different opportunities yeah I mean there’s loads of exciting stuff I have loads of ideas of what I was like I made a little black book Bible my ideas for where I can take things

because the main thing of mine is literally just trying to lift the lid off of the estate agents the industry and that help people with that so that’s really so when you go and speak to the agent when he says your offer needs to be qualified buyer in house moment.

advisor

explain to the agent the clients are actually what that means because there is a spirit the smidgen of truth within that

but not the full lots of that so that definitely Yeah Then what about

here and we’ll end on a strong note

key takeaway right the other week just slight not

for the love it do you thank you so much for for joining me sharing everything I’m really excited to get this episode out there and then I’m really looking forward to that catch up episode where we play that clip back and said I see where you are with it and obviously following you and give you I can get I feel like I can give you more banter now and your your posts go for it please do

even just some nasty things on there there’s at least at least that involves a lot save the nasty stuff with the M’s and then

the banter for the for the public.

Thank you Mike so have you What is your where’s the best place for I know obviously on LinkedIn is Ash ball and what’s the I can’t remember your Instagrams all over it so I’ve got

literally everywhere

at Borland on Instagram yeah I’ve got Facebook page which is connected to that which again is just attached Borland I use Twitter which is the some idiot took a dashboard and so it’s at Baldwin

mess that the consistency and then and then LinkedIn as well which is just me yeah they all kind of have the same stuff and been more active on Instagram or anything else yeah no matter Instagrams my preferred thing I have no continuity or or any of my social media stuff I try to well there’s like a million people called Alex kurz for Star is like the most common name ever but my my Instagrams like Insta Kurt yeah

just tweet okay

so

last night and my mate who was singing with me he said who’s into the case

because I was messaging you

know His name’s Alex

yeah

yeah that’s it

really yeah definitely Instagram is the name of because I’m I love the stories as well another story so brilliant Everyone follow ash given some banter encouragement

completely full

just that deleted them

but yeah definitely I would recommend following the the Instagram for the stories just having a look at some of the content that you’ve got that kind of design that you’ve got your posts in terms of your tips and things like that there’s loads of things people can from learn from seeing that and it’d be great to see that grow as well. Brilliant. Thank you. All right, mate. Thank you What we’re going to start

I know and we’ll speak soon

and then we have it I’m genuinely excited to catch up with ash in like we said six nine months we’ll definitely get him back on the podcast just see what kind of effects you know how’s he stuck with it as he you know, a lot of people do this kind of marketing thing and and give that but I’ve got a I’ve got a feeling that actually is going to be very successful seems very driven all the kind of the things that he’s been talking about, I can tell he’s got the passion for what he does, I think he’s going to be very successful at it. So I’m very excited to see where he’s getting up. And I made a bit of a bold prediction about the leads that I think he’s going to be generating from the content that he’s doing. So if you enjoy that chat with ash if you’re a mortgage broker, or if you are, in fact if you do any kind of financial service, even if you’re at that beginning of your journey, and you’re happy for us to document your your journey, please do get in touch with me if you join the lead generation for financial services group on Facebook, and then chats me on there and we’ll see if we can set something up if you’ve enjoyed

The show please do rate and review us it really, really helps especially in iTunes so I would appreciate that and then I will see you next time for another episode of the podcast cheer CRM.

015 – David Thomson – Sold His Financial Services Business For 7 Figures

015 - David Thomson - Sold His Financial Services Business For 7 Figures

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015 - David Thomson - Sold His Financial Services Business For 7 Figures

David Thomson sold his insurance business for 7 figures, and now teaches people how to influence and persuade. I was lucky enough to spend the afternoon with him chatting FS business and heard his story first hand which is incredibly inspiring. I just had to record this chat!

You’ll definitely want to check out David’s website: www.davidthomson.com

Hello and welcome back to the lead generation for financial services podcast. And I’ve got an absolute treat for you this week. Imagine coming from nowhere, coming from nothing being so poor that you couldn’t afford to pay for your counter house and building up a business where you’ve sold it. And as he put it as got a couple of million quid in the bank. Now this guy lives and breathes financial services, mortgages, insurance, he sold his business, he’s now teaching people what he’s learned in terms of sales. If you’ve read the book, influenced by Robert killed, and he has been trained by the man himself, one of very few people in the world, one of even a few people in the world to be taught in the kind of the science of pre suasion, which is just incredible so without further ado, I’m going to dive straight in so I want to butcher this interesting talks all about his background.

where he is now what he’s doing and just sit back. Maybe even need to take some notes on this one because there’s so much value just being dropped from many a high. I feel like I’m copying Chris Ducker now, but here we go this is my chat with David Thompson Hello and welcome back to the lead generation for financial services podcast. I’m with David Thompson. Hey dude. Fantastic. Great to see you too. I’m actually so I you did a talk in Peterborough comment when it was it was that and I was actually gutted that I missed it because your background in finance services but luckily Pete down the office knows you and we’ve been putting touch months later

and I think our own it’s gonna be really excited to get to know you because of the business that you sold was about 18 months ago. Yeah, yeah, I escaped out the

exact Exactly. So that’s my quote I’m going to use to sell this episode.

So there’s a lot of people got a group of people, some of them are self employed brokers, we’ve got marketing directors of finance services, we’ve got sales people as well listening, because you’re now as you said, You’ve escaped, you’re kind of doing that sales training. Now, that’s kind of like your thing. And the minute that you’re so we’re going to talk about that. But I think people will be really inspired from where you were when you started out. And now you’ve got female included, and I just saw you pull up with your Porsche earlier. So it is possible. So let’s start this one we talked to tell us about, you know, I think growing up and where we came from. So growing up,

I came from a really poor background. I mean, by the time I was 11 years old, I’ve been to

seven different schools. We lived in nine different houses. I’d spend some time in a children’s home and I’d like one of those alcoholic fathers that you never want, but sometimes you just get anyway here and say out, you know, our time growing or my tongue growing.

That was tough. And I’m half Jamaican and half Scottish. Not that I sound Scotty.

I’ve lived in England, you know, forever. 16 years old, I’d left school with zero qualifications, join the army, or decided that it was the right time to join the Army soldier in the army and became a soldier to me was an escape. And I probably needed the army because, you know, as well balanced started chip on my shoulder.

Yes, I do. I joined the army. I went into the infantry and, you know, did my time in

the second Battalion, that why Langley arrangement went to Colchester then to Germany in a couple of tours and Northern Ireland as you did in the late 80s. Yeah, and then 1990 I left the army like my ass was on fire

I just had to leave and then I went and I got a job working in Dr. Martin see if actually do the famous these

One so let

me the real ones that to go to school and everyone will pull up your thing to check. If you’ve got the real label at the back I had the Marks and Spencers version,

so I worked there for a few months after leaving the 21st birthday and it was all right. It was good. I mean the good thing about the army and the good thing about working in Dr. Martens was there was a system for it in in the early 90s, there was lots of financial advisors around so you know, 1990, I think there’s 235,000 financial advisors, almost everybody was selling savings plans, pensions, all the rest of it. We just come out of the recession. Interest rates were like 17 and a half percent. So I went out with a girl from a place called Desborough, which is just up the road from a place called Kettering, right? Yeah, I know. Yeah. And her brother in law work for an insurance company that was part of the corporation, the big Insurance Corporation and so I went there selling life insurance. Nothing.

People’s door selling them pensions and to start with our old rubbish shadow just wasn’t good. Yeah. Even if I did persuade somebody to buy from me after a few months or cancel and you get a thing called a clawback. Yes. Which was a nightmare and so I had to go back and get my old job back working at Griggs the shoe factory and be this sort of half baked not that good life insurance and savings and pensions type type person then in 1991 in May I seen an advert in the local newspaper advertising for a mortgage consultant now growing up we were really poor me were evicted from our council house yeah so

I didn’t have a clue on mortgage was on heard a guy called down whinge about his mortgage in the in the 1989 when we’re in Belfast. I don’t want God to complete the payments that but I didn’t even know what a mortgage was. But I applied for this job to be a mortgage consultant working in Congress, or a state agency. Wellingborough. Yeah. And the reason I applied was it said

You positive and enthusiastic a qualified to financial advisor Do you like to communicate with people? And I thought yeah that’s me they didn’t ask if you have any qualifications because I’m

yeah but I was positive and and I went and after seven interviews eventually I got the job yes seven interviews and I got the job working in Congress estate agents as mortgage consultant and lots of what do I need to do unless somebody will come in here and that wants to buy the house I was like, okay, and all you’ve got to do is tell them that you’re getting the money through the bank or the building society and then you sell me insurance. And the insurance at that time was Scottish widows were tied to Scottish widows. And I thought, this is easy. Yeah.

And at the time, you didn’t get paid any money for doing the mortgage and you didn’t charge any money at all, which means you only made money if you sold them insurance. And so, you know, to me, that’s part of my DNA, you know, like understanding that so I quickly stop

To ask questions like what’s the system for sales How do you learn how to do this and I will I will just copy what Sharon’s doing as whole as hardly an answer. You couldn’t say that, you know, you can be walking across the field and somebody to add in, you just have to guess it there. And then you have, you know, that the system for and same as if you’re working in the shoe factory, if you’re making our booze if you haven’t got a system for doing it, all you do is create waste. Yeah. So anyway, I started looking for a system at that time I started studying the science behind persuasion and influence. So what does it mean to tell a story you’re the best storytellers in the world. And I found that that was cool. Pitching was like, Okay, and then you find out this negotiation and predictable responses and different personality types. So I was like, okay, that’s interesting. And then eventually I started learning about neuro linguistic programming, social psychology. I mean, last year was working. So two years ago, I was working with the world’s leading social psychologist but so my journey has been that of learning everything that sits behind persuasion and influence and so often

Couple of years of working at columns, I became the top mortgage consultant in the country for columns which which was cool, you know, got myself a nice new car. Yeah. And I thought, this is it. I’ve made it. l 163 sz you read Ford Escort. I made it until I found out. The guy that was working for William H. Brown estate agents was called David Plumtree. He’d been flown out to New York on the Concord and brought back on the Qt to yeah oh man, I’ve got a bottle

so I asked for a pay rise and they said no. And I thought you know, I don’t trust these people with my future. Yes, I went and I got a job working at another estate agency chain that will cause William H. Brown estate agents that up and down the country have different names. So down south it’s Fox and sons in London. I think it’s been Marcus anyway, they’ve got 650 state agency offices of 400 advisors.

Within 12 months I was the top financial advisor in Rolling sunlight is property services six and you know within with all those advisors so I was quite pleased with that and I’ve kept studying the science of persuasion and influence and a penny a lot many hours I learned from 30 grand a year in the middle of the 90s driving around in the five series BMW which for a kid from accounts allows them to read anything no qualifications i thought was pretty cool but I was ambitious and I decided that before I was 30 I’ll start my own business so object to that in Bend it and went and opened an estate agency business in Russia and not because I wanted to be an estate agent I’ve got zero interest in that I just wanted them to generate new leads the same way that columns are done grounded so then estate agency business my business partner guy Kevin Kelly and we’re going to work together and he thought he was going to run the estate agents not do financial side yeah

why she systems he was just winging it is yeah, as you

So he stayed system using the business putting some bad prices in teaching people the science of persuasion and influence yeah that’s why the right attitude and before you know it within a few months the business was earning was selling 50 houses a month and I was doing so many mortgages and went out and bought for our you should do all those bad things and then I’ll decide is another business and down the road called mighty hawks be estate agents and then insurance business called best insurance which you know we did really well with what what happens when you go into an estate agents or whatever the estate agent or do sorry the house know try and get you through the mortgage with them but normally their mortgage advisors tied to one lender and I decided that that’s wrong and it shouldn’t be the case that should be a place to go to get the best deal on your insurance. I thought we were just Nicole the life insurance and then sell people what they need. Yeah so we did some members. We had a guy called Johnny Vegas do some adverts.

He said

They see a change in the mind is a woman’s prerogative, password prerogative, Bobby Brown song,

that’s a really good impression.

We got Johnny Vegas to do some adverts. And we started trying to optimize that website for Google. And we got the top guy in the world in Google, from an SEO perspective to come and work for us at a time, a guy called Kalin and we were top of Google and search within a couple of years. Yeah, God, day and night, the staff were turned over seven and a half million 8 million quid a year making a couple of million quid business was rosy. However, we didn’t have a systemized approach to how we manage that leads. It wasn’t a systemized business will get in 10,000 leads through every single month. It was chaos because some dudes are I’m not talking to them girl, I’m not talking to them because that’s a woman. That’s a guy that’s the one at whatever it was. It was about something everybody with their cognitive biases It was not

It was a nightmare.

So anyway, we’re making all this money but nowhere near as much as what we should have been. And the next thing you know, I thought I was gonna sell this business. I’m sick of it nearly sold it for 30 million quitting and Google did a Google dance and yeah I ended up not doing that. So I was like,

Okay, I’m worst days. Yeah, not many. Yeah.

So anyway, I decided I was going to change the business, change the business model around and all of my advisors left all my financial advisors left when we started buying leads because I’ve trained them so well they will started leaving so and then I had to start training my own people and I am site developing the people and bring in three teach them how to pitch how to frame how to negotiate how to be a top financial advisors and if you go around Northamptonshire, there’s more financial services business created by me

You know, they’re everywhere and they’re all and then returned to grand a year all them they’re doing great and you know, I’ve got nothing but love for all of those guys. You know, they’re really good guys.

So I’m I didn’t say that when they left when when people leave your business, right? You don’t miss the people. But you missed the profits that

Yeah, one thing. So anyway the people started leaving and I’ve changed the business model and start working out how to build some extraordinary people from ordinary people. You know, because well in PR is not the biggest Jean Paul world in terms of finding top financial advisors is not downtown LA or San Fran. Yeah, this is, well in Koreatown, maybe you better learn to make it with you know, some not the not the highest Yes, it was, but you know, but really good people. So we started developing financial advisors from people that never even looked at talking on the telephone communication investments and we cracked the case eventually

got got business systemized, developed some really good technology work too hard to recruit train train higher rebranded it and start and called the business hammer.co.uk went to Pixar. Hi the 3d animator

3d animators create a law firm as well as the mortgage business focus all my attention on mortgages and protection. And then on Black Friday in not last year, year before, sold it for a few million quid which was lovely. Yeah, and eventually escaped on the Fourth of July Yeah. And for the last three years what I’ve started to one side does going to sell the business we scan it it so I got rid of maybe some of the people I shouldn’t have employed in that business. And so we just decided we’ll get the business into intuition into a shape that we want to get into and I have some spare time so I started going out and working with my friends teaching personal trainers the science of persuasion and influence he had a business called the body transformation Academy where teach Personal Trainers in gyms to transform people’s bodies and he would teach them the mindset the workout routines the nutrition plans and it’s a now I’m going to hand you over to Dave is going to teach you how to sell Yeah,

day with these guys. Yeah, and I’d say okay.

This pitching, framing negotiating Ask Me Anything you want to know about the science of persuasion influence if I can answer it and you think it’s good then you can say Hey Dave Thompson good guys not you got social media say this guy’s dead

and so anyway the people who love me but I ended up adopting lots and lots of people and bringing them back to my business now typically I’ll train a new financial advisor for three months and the reason I’ve typically train a new financial advisor for three months is if you get somebody to come and work for you and you’re running a business like that big business that we are decent sized business typically you’re buying leads and let’s say you spend 30 quickly yeah let’s say you’ve got 50% contact rate on your leads right and then the contact rate so you’ve got 10 leads you buy them for somebody that’s a surrender credit a link to your contact rate 50% but not everybody wants to speak to you so you might have to buy 10 leads every day five days a year before you know you’ve done sick random eat then you’ve paid the person two and a half three grand to come and work for you then you’ve paid

For a bit of admin sport sport, it’s costing you 10 grand a month. Yeah. So they had to be razor sharp by the time that the phones so let’s teach pitching, framing, negotiating social psychology the sales track how to sell life insurance and critical illness insurance to all of your clients because we relied on being brilliant at cross selling and I’m sorry my credit loads of guys that you know from my background if you didn’t sell life insurance we didn’t sell the critical zones insurance you get paid any money yeah, like we got paid nothing for the for the mortgage free so everybody got protection and it’s like confetti at a wedding everybody

you know, because we could do it scientifically. Yeah. Anyway, so we because we did that then it worked. So I was teaching these personal trainers, the science of persuasion and influence and loving it because I was coming outside of my field. We’re going to train film.

And so three years ago, I decided to do some work with a guy called Dr. Robert Cialdini, who’s on the topic of persuasion.

The most quoted social psychologist in the world you know he’s the guy that changes identity went into covering state studying the different influence practitioners yeah you know he helped Obama get elected into the white house you know I’ve been carrier Kaldi nice, you know, it’s quite a record help teach him. I see, raised an additional five and a half billion in taxes by changing one line on the tax return. Yeah. So he was amazing. So I did some work with him. And then I was invited that if did I want to become one of your certified trainers, and what have seven in the world that can teach pre suasion, which is a whole nother conversation. Yeah, and also persuasion which is, you know, something different persuasions about targeting mindsets to get people to be ready and receptive to your message persuasions about the influence principles. The Shockers we take as human beings relationships overcoming certainty motivate action so a couple of years ago slight focusing on that and absolutely love there and selling my business in July, I’ve been helping a huge business club

business called the British Standards Institution you’ll know them for the ISO 9001 27,000 45,001

yeah and all those standards the new flame your friend the world’s different places teaching all of their people and I developed an online course for the personal trainers to teach them the science of persuasion and influence which people have adored and it’s just different so I’ve been busy and it’s been mega fun

you got massive smile on your face obviously we’re not recorded video but yeah I can I can vouch for that that he’s enjoying

his fine so I love helping people and say mine You know it’s not so much running your business it’s running a training business to teach people sites persuasion and influence and I’ve been developing artificial intelligence that to build that into the app I’ll be working with but it’s fun time. Ya know, I can imagine this is fun. So everybody always wants to know how they can do more with with regards to sales. So you got loaded financial advisors

and they’re selling to their clients.

One of the things that that we always used to do I was used to do and my guys will always do is they would sell critical illness insurance yeah and and if don’t sell prints clones insurance that clients enough so that that would that maximize the case value so if you could work out how to do that consistently and you could make a lot of money but he couldn’t, you wouldn’t make a lot of money. Yeah, and if you look at it from a financial perspective, if you’re advising somebody to borrow money and then you’re making it discretionary as to whether they cover if they’re sick, he was supposed to be a financial advisor how good a job you’re doing. If you can’t persuade them to think he can’t get sick, you can’t you can just repossess your house storming out on the street. How cool would that now port is that absolutely. And you took that journey through with me earlier as we’re sitting down and it was it was fairly kind of straightforward. It was just asking the right questions and you have to have the soul mate, you’ve got David’s got a document that everyone listening will want to buy steel again, because you’ve systemized

That whole literally have everything you that document had the process of managing those leads of the south and everything like that. So just as an overview what what kind of because we’ve got brokers kind of all the time and a lot of them I don’t really talk to them about what they cross selling but I know some of them don’t do it as much what are your kind of

is your toxic literally together that process now can you not your you’ve got to system as a process whereby let’s imagine right that you came into my shop right and when you came into my shop I and you and you weren’t you can’t buy let’s say it was some camping equipment right I sold you a 10 I in my shop and then you walk out and you’re walking to the next guys next worship and he sells you attend. He sells you the cover for yourselves you the sleeping bag. He says you live things and some and who you most thankful for the most most thankful to God he solved all of your needs and he’s made me ask you some questions. What you need to ask is

How can you get your business so that is so fixed fishing so effective it works. And the best way to do that is to make sure that you service more of your clients needs. Yeah. And if you and if you don’t service more of your clients needs somebody else will or tentatively something will happen to that client and they’ll blame you forever they will blame you forever yeah I was literally just talking to someone today it was a business owner and he was Did you do anything with like relevant life yeah yeah and then this guy was business owner and he he the guy doing his mortgage didn’t sell it protection and he went to someone else and that person didn’t mention relevant might yeah it’s a business owner and surely I mean like we we didn’t have insurance one of the things that saved my business when times were tough when everybody was leaving because you know people will go that will leave you attrition is not a bad thing but if you don’t have to manage is a terrible thing was home insurance, home insurance for everybody and if you can get home insurance for everybody that’s a colossal when we still have health insurance, auto all all of the

Time with some guy health insurance and it’s like okay, managing you’ve got sick. Imagine USA Today. Nice. Imagine you say today, right? And you

and you’ve got health insurance what was the difference in your life if you got health insurance and not young health insurance? What difference does it make your I assume you getting prior I’ve got private yeah so I like it yes yeah so so immediately you got maybe a diagnosis so if not right then you have to wait to be diagnosed and then how quickly to get treated you get immediate treatment in a hospital a place of your choosing whenever you have to wait six months for your treatment yeah and then also you get access to the best drove past medication best people in the world and and if you ask most people if they would want they might not be able to afford it but they would still want it so everybody deserves to know about it. People just walk by like it’s not there and don’t don’t even have that conversation. don’t have that question. You know that’s that’s a simple simple one. That if you build up a long term relationship with the clients they might not find that might be two, three or four years.

down the road. Yeah, they will buy for you, from you providing you review them, you keep them in the loop and there’s a decent service plan in place. Yeah, no, absolutely. I think maybe some people will think I’ve got all these products and somebody will sometimes people think sales is like a dirty word. That selling is like sales. Yeah, yeah,

that’s exactly the kind of get that mindset you are literally just helping people. It’s not if you go into the mindset of I’ve got us sale rather actually get into that mindset. Just present the opportunities. And here’s a great example. You’ve got a little girl, right, right. So do you see yourself as financially responsible for the welfare of what’s your daughter’s name? Eva? Eva, do you see yourself as financially responsible for the welfare whether you like it or not? Yeah, that’s what I said. You’re sitting down with me for a mortgage and say, okay, so 100%, whether you’re here or not alive or dead, you see yourself as financially responsible for our welfare. Yeah, yeah. Great. Cool. So let’s say we’re not having a conversation I’m talking about protecting you mortgage if I ask you if you want some additional life insurance to protect either

You probably say no but if I say to you okay let’s just talk about either school does either go to go to a normal school, private school

or she’s too young to flinch Well well well

the missus say say she’s going to cost you between 10 and 20 grand a year yeah right so would you want to start the scoring if you have our man popped his clock she couldn’t afford to say that we could that ever be all right

no no se si si need to factor that into consideration evil is you’re going to get to university or not you’re not planned or not it’s up to her so but you wanted to give it a choice yes 100% who pays student loan debts up to your eyeballs or mom or dad or your Mom Dad Mom okay so you need to plan for that because ultimately we can have this conversation ones and if you see yourself as financially responsible for the welfare of your daughter until she is now You said you had planned for it. Let’s imagine your business started doing great and it gets an extra five hours a week right? You making that extra in profits what

difference does it make to you to your life

so my knife zero right

right what happens if you five pounds a week worse off you look at the balance sheet it’s five could really was no difference right but if I took that away and said I’ll tell you what if anything happens to your to your wife either can go to university she can go to school that money will always be that would that be a good thing or bad thing I’m just saying it’s a good thing so what I’ll do is I’ll put that five pounds to good use and we’ll plan for Eva’s education in terms of how going through school and also not having to go into the free school Dinnick you can anything happens to you so and there’s you know from a financial advisor perspective there’s an extra four pounds of the case but more important your project a little girl protected the family by asking a consistency and commitment question self explanatory responsible for the welfare of your daughter into she’s an adult yes or no and then also just mapping out high genuine you’re saying that this is what she’s going to do this was going to these my responsibilities and then ultimately you will increase your case size by four or five o’clock.

will get that value. What do you think advisors doing wrong that you think they are literally just saying Do you want life insurance? Rather than ask Jim that’s the biggest mistake people do you know what behind persuasion and influence in order for you to know it? Somebody needs to know pitching, framing, negotiating social psychology and okay unless you know that and you’ve got somebody to guide you through those shortcuts. So world of hard, yes, you’ll just be burning money forever. Hence, the reason why I said, you know, I’m going to train people, if people really want to make a transformation, I help them you know, and there’s a science to this, you know, statistically, if you implement it, you can’t not be more successful. And I’ve got the research that’s obviously working with Shell, Dini, you know, he’s worked with Obama, I’ve got the research the stats, you know, build the business, I’ve systemized it and I sold it and I can tell you for a fact implement what I’m sharing with you. It makes cost difference there, but you need to understand you know, imagine your pilot right today and I’ll take you down to stay

The airport and so there you go. There’s a seven step 747 you like a good guy? just fly that pilot. Just why that plane and we’re going to land in Geneva? What would you say

that look like buttons on people night, you as a mortgage advisor sitting down and you look like a good guy you can sell protection. likely the boss talk taps on the shoulder and says you’re a salesperson. There’s the features of it, sell it. And what you should say is insane. Same as you would say, if you’re a pilot, I need training I need to know exactly what buttons do I need to know that what the altimeter this way Yeah, you need to understand what you’re doing that if you implement the science of persuasion and influence into your client journeys, where you can engage people in a way that they feel empowered, empowered to take action and work with you just with you because it works. Yes, you can be white, more effective, you just apply that and everything’s different all of a sudden, instead of like

You know, other thing that I think one of the PTS I was working with cash or cash or somebody else went to work and so what difference it made working working with me too and I could change my family and she said huge difference she said I’ve now gone from closing to attend closing eight out of 10 everybody wants to work because we all get people on my terms of doing what I do as well I’m doing nutrition and I wanted to help her because she was she was a foreign national issues from Poland yeah that’s wanted to help her I just thought whenever I’ve got 100 caches, 1000 caches people have you know, help transform their life because I understand Socrates and stand you know what philosophy was from two and a half thousand years wasn’t just a good old boy Socrates. He came up with a way of asking questions. Yeah, people be consistently claims so there’s a science behind it or the lights learn the science or suffer the consequences and the consequences are you know, you will be forever You know, worrying about the next claw back home.

People are going to buy wrong one that she understanding the psychology of persuasion and influence absolutely fantastic work. Where can I say I’m I’m Phil I can already feel it that these people are signing up to your course right now. But for those that would is the book Robert good earnings book of good first step to kind of understand a lot of these principles and I’ll give you a link I’ll give you a link so if you guys get in touch with you I’ll give you a link there’s a little video that talks about influence and some of the influence principles.

I mean, if people are interested in finding out more about it, I don’t know Do you ever get you guys together? Well, we want we’ve just put a thing in the Facebook group about putting an event together and I said the kind of people that I think could I could attract and I sort of I didn’t name you by name. So I’m invited to probably but I said would you would you want to hear from a guy sold his insurance business is was a mortgage broker, etc. And they’re all chomping at the bit to do that. So absolutely. We got conference center here. We’d love to put an event essentially got an event on then I’ll come

Lot of outcome you know I mean I can talk about social psychology we can do we can do have some fun with it if you if you want to

know I mean I’ve got an online course but not his push model and yeah I’m doing great I’ve got lovely

yes come back from our beta we can see things are all right yeah and if you know if I can help you and help you guys in

in the science of persuasion influence as a way there’s a way of doing it mortgage brokers it’s easy I’ve written one for the last 20 will have been one for the last 28 years when the actual device of 29

know I’m studying this stuff in this space sideways you know the I wouldn’t say that the nothing you could ask me that I couldn’t answer yeah it’d be nearly nothing yeah absolutely nearly nothing and you know by the end of it

if you couldn’t be more successful you know with some of the stuff we share with you

what shapes

do people

To get any students that just hung up the right mindset that I just don’t say lazy but ok so what you’ve got within

the one of the first things I teach is positive mental attitude which is really about mindset and a positive mental attitude is this is the right mental attitude in any given set of circumstances incorporating plus traits of life such words as hope faith and integrity is that can do will try attitude now if I wish it was the opposite of positive mental attitude was negative now and it isn’t right negative mental attitude wrong then match in any given set of circumstances incorporating the negative traits of life anyway equals can’t do why try yeah I but it’s not being negative when you’re negative right and you’re sliding somebody off how do you feel inside good or bad bad you feel bad so it’s hard to be negative so what people do is it’s not they go negative they’re going

negative mental attitude best friends with inertia who like the Greek Greek goddess circa turn men and women into pigs by saying stay here do nothing so what people

do is they go in when you should take action, you don’t do anything I should claim the car should do this, I should do the drop off should go to the gym so people don’t take action. And so the so to overcome inertia, you need to have good people around. You need to take some action. And when you do things and get some feedback into outcomes, yeah. But if you just sit there and watch, it never gets better. It never ever gets better. So overcoming inertia is the key. And the key thing is to overcome is to catch yourself falling. catch yourself when you say, hold on. Yeah, oh, my god. I’m saying something negative. Because there’s a guy called Seneca, who’s a stoic philosopher what he said was a consciousness of wrongdoing is the first step towards salvation and consciousness of wrongdoing servers that’s what salvation so if you can catch yourself doing it wrong anything on me I just saw that guy mortgage and I’ve not protected his family have not spoken in the right way. And then the optimal client journey for Chris Jones teachers have not spoken to them about protecting their kids if they get saved.

Clear. I’ve got the negative mental attitude on sat here, and my head’s not on, right? You know, I need to find a friend. Ask the audience, if you can catch yourself what you’re going off piste. If you’re snowboarding or skiing, you know your heads not at it, then everything changes. So that’s one of the first things to learn the difference between positive mental attitude negative mental attitude, inertia, calmer and self starters. Get out of it. Right? Then you can start adding some skill, you can start learning how to negotiate and and how to frame a message in the right way. How to Use social psychology in the right way. And, and you build your game in the same way that you would build anything else. Yeah, you build it but this is built in the gym is. Is it hard? Yes. Hobbies fun? Yes. At least you know, you know, Sun Tzu said the journey of 1000 yards starts with a single step. You take that step it makes a difference and massive difference. Last week I was in Holland. This was interesting. So I went to Holland to work with the BSI they want to see how I work with our European team. There’s people in there from Italy, France, Belgium.

You name it was like United Nations in the Germans, whatever, all different cultures or different languages or different nationalities and I was sharing with them the science of persuasion and influence did this four day workshop and the guys loved it. And they said, Oh my god, one of the gals name is Kai remember it was going to get it you’re not. How’s that? Okay, tell me why he said last year she’s an 80,000 she’s already done 200,002 months this year. Yes. All down to you. He loved the young ones that I said cool. And I’ve got a billion success stories like financial advisors from just ordinary people because once you understand the science you know what you’re doing you can be on piece on purpose have the right mindset and when you’re doing the right things in the right way. It just makes life a whole lot easier and easier to scale your business you can teach people what sits behind what they do exactly what I was just thinking that it’s not just about being successful yourself and that you can teach they can learn from someone like yourself and then they can teach their advisors so many advisor the minute are been going for a while.

They doing well themselves and then but there’s never hired anyone before

and then they sort of getting that point Nick contacting us because they need more leads obviously but then they need to you know it’s a nice

way to hot there’s a way to hire people in the right way bring them through how to write your anger what interview questions are so you know working with a BS I was working with those guys and I was looking know same we’ve got vacancies not saying in Milton Keynes people could earn 50,000 quid a year working nine to that half eight to five 536 weeks holiday year six months for sick pay. You can’t have vacancies. Let me rewrite your job. Yeah rewrote the Job Change the interview questions as to what we’re looking for. We’re looking for people with energy we’re looking for people with edge we’re looking for people that can execute looking for people passion intelligence to deliver looking at location where do they live? They live on the moon and now let’s give them ago let’s get qualifications. They’re irrelevant let’s start looking at the people that are attitude values outlook and but

Sir energy that’s going to make a difference yeah all a CV will tell us what they’ve done before I mean they give me a good for you exactly it’s like so now we have no vacancies are saying we’re you know working those guys beautiful people and unless you have any vacancies they can’t have you know is such a great business love it so it’s easy so job hiring people training recruit yeah done it for last forever amazing I felt like we’re going to be over subscribed to this event

yeah now we will do so that’s it we’ve got that it was gonna say I’m writing we got an investment got it on audio sounds like a contract me definitely hold you to that I’ll be consistent with that commitment

yeah absolutely and then we chatted earlier about the we’ve got we’ve probably got 500 different podcast episodes that were recorded so we’re going to be twisting your arm to get you back on whether we do that remotely or whether it be good would be if maybe you got loaded questions from the guys I want to know some stuff loaded question so I could call in give you a question.

questions and I’ll give you my afraid my shame on you shame on us just some of the experiences that I’ve picked up over there let’s do that so I’ll dive in the group or put the questions that will get them back and we’ll get you to answer them I’ll be amazing be fun thank you so much for your time it’s been amazing I’m sure you can be bombarded with people following you now I’ve just been trying to twist David’s answers out of his own podcast as well so I’m sure will

teach me how to do

running businesses yeah yes he is to sell better and then

like like skills watch because i like i think i think i can make them a lot more money than 33 we don’t have access right okay so people can go to your website at the moment that’s right so my website is David at David Thompson Thompson is without a p David David Thompson calm and that’s an old website and just creating you and say yeah, you know, I’m not web design magical skills. Yeah, but you keep read a little bit about some of the stuff

The assets behind persuasion and influence or you can drop me an email David at David thompson.com and you’re gonna have to link to that video I’ll give you a link to county in his video and yeah,

you know, let’s have some fun with it and enjoy. Excellent and we’ll see everyone at this event when we work out when we can do just work out when you want to do you want to put an event on an outcome along and it will talk about the science of persuasion and influence and you know, I do

a few things for businesses. So I do today power of persuasion county workshop. I do one pre suasion workshop which is a day which is interesting I’ll do my own line sales transformation course that gets into all of this stuff that I used inside of my business I pitching framing negotiate and NLP for you name it all in there. And then I will say I help companies and do some consultancy if it’s a big enough gig. Yeah,

you know, that’s it. Fantastic. So yeah, brilliant. All right. Thanks again. My pleasure. Glad to

healthy and good to meet you.

And they haven’t there was David so this is going to be amazing. We’re going to be setting up this event where David can come and teach us all about the science of persuasion influence pre suasion, all these kind of things that can help you guys close more deals. So details of that will be coming soon. I’m going to be sitting down with David. We’ve been emailing since getting very excited about getting some brokers in a room and teaching them how to close more deals and really excited about that. If you’ve enjoyed this episode, please go to iTunes or wherever you download or listen to the podcast. leave us a review and I can get more people like David I might be able to twist David’s arm and come back on again. I think he might do anyway I charged him I think

but it would be I just really appreciate if you did that. If you haven’t already joined our Facebook group, the lead generation for financial services group on Facebook, loads of content in there we go twice. We go live twice a week at least some time.

And you’ll also get to see some of the interviews live that we do in our Facebook group as well as we do some interviews that are not live like on the podcast, but you may be missing out some as well on those Fridays and I will see you next time for another podcast episode.

013 – Gary Das – Mortgage Broker Leads

013 - Gary Das - Mortgage Broker Leads

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013 - Gary Das - Mortgage Broker Leads

The second of a two-part episode with Mortgage Broker Gary Das from Active Mortgages.

We continue chatting through Gary’s 7 steps to generating your own leads.

Active Mortgages Website: https://active.mortgage/
Gary’s Website: https://www.garydas.com/
Gary’s Facebook Group: https://www.facebook.com/groups/2118569478422294/