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Dan Henry (00:00:01):
In today's episode, we have Mark Lack with us and he is going to explain how to use personal branding to skyrocket your high ticket sales.
Dan Henry (00:00:29):
Mark. Welcome to the show. I know you love that intro. I saw you. I saw you bobbin' your head!
Mark Lack (00:00:37):
Dan Henry (00:00:37):
Awesome, man. I'm glad to have you on, would you mind if I tell a quick story about how we met? Honestly, I think it's pretty funny. So you probably should. Okay. So, so just so everybody knows, Mark is a rockstar and he's got a TV show on Amazon Prime. He works with big names like Jordan Belfort, Lewis house, and you know, all these guys and, and, and he's like this, this PR personal branding mammoth, and I'm at this event. And I was speaking at an attending a webinar con, which is a, an event by Anik Singal and I come up and we're all sitting around and some, somebody starts talking about personal branding and of course, like a dickhead, I sit there and go, Oh, I don't believe in that.
Dan Henry (00:01:25):
You know, just, you know, if you're running your funnel and, and, and you have good traffic and you have a good product, you're going to make money. I've made millions of dollars. And I've never thought about my colors or my branding and blah, blah, blah. And Mark sitting over there with this huge smile, like grin, grin. And he's, he's like, well, you know, I do personal branding. And so of course I I'm like, yeah. You know, and then he explains it to me. And I think our, I think what the problem was, our definitions were different and, and he explains it to me and I go, huh, that's interesting. And then instead of me, you know, in my brain going from another personal branding, you know a guy you know, I can't wait to lunch. I hear what he has to say.
Dan Henry (00:02:12):
And I sit down for like the next 20 minutes and we have this intense conversation. And I'm so glad that, that we did because we spoke and you shared with me a lot of really amazing things. And then you got me remember I said, you know, you said, you know, I can get you on some big podcasts, this and that. And, and I can learn, I can show you how, and I said, and you, you just said, like, throw out a name.
Mark Lack (00:02:36):
Dan Henry (00:02:37):
You said, throw out a name, a name. And I see if I can get you on there to help you with your personal brand. It doesn't matter apparently. And so, and so I go, alright, and I just, I just go through my Rolodex in my head and I'm pretty sure I watched Wolf of Wall Street at the hotel earlier. And so I just went, all right, Jordan Belfort, screw it, Jordan Belfort.
Mark Lack (00:02:57):
Dan Henry (00:02:58):
And you're like, okay. I'll text him right now.
Mark Lack (00:03:02):
I was like, Oh, Jordan's actually my client. So that's perfect. Let me text him.
Dan Henry (00:03:06):
That's right. And so, and so you get me on his podcast and then I know that, you know, that episode blew up. It was very popular. I know I made a lot of sales from it and I also you know, created a friendship with Jordan and, and we've spoken a few times since then, and it's been great.
Mark Lack (00:03:27):
He like wanted, he, like his assistant wanted your like personal number for Jordan to message you, like, you obviously made an impression, you made an impression
Dan Henry (00:03:36):
[Inaudible] yes. Yes. My assistant did tell me that, that, that he wanted my number to chat it. And I was very, very flattered. And and so I just, the whole thing was just, it opened my eyes to, and you know, up until this point, I've never really put any effort into personal branding. Of course I have a brand, but I've always been product in message focused. And I've never really attempted a lot of that. And when I,
Mark Lack (00:03:59):
And you, you, you remember the shit I gave you was, I was like, yeah, but your entire product business marketing is your personal brand. It's helping you. I said, Oh shit, you're right. I just never thought of it. That the Dan Henry show, the Dan Henry business model with the webinars and the courses, it's like, it's all right there. You know, you're already, that's why I said, I was like, you have such an amazing personal brand. There's just a couple other little things you could also be doing. And that's kind of what started the conversation with us.
Dan Henry (00:04:26):
Right. Right. And, and I'm glad we had that conversation because that happened. And then yeah, I'm just, I'm just super excited. So, so you know, that, that really, that really did a lot for me. And, and when we spoke privately and we talked about some of the techniques, which I hope you're going to be sharing on today's episode I, it just blew my mind to just a whole new sector of the market and in a way of doing things that I didn't, I, you know, I didn't realize, and I didn't think about it because I had done what I'd done for a long time. So I want to ask you some questions today about that. And and I want to ask you about it, you know, if you, if you don't mind sharing how you got your TV show on Amazon prime, cause that's obviously a huge deal. And I want to talk to you about the whole you know, offering people offering to run ads, to people's episodes and, and podcasts and wide, and we'll get to it. So first let's just, if you could just give me a little bit of background on how you went from, you know, being born to being great at personal branding, because I don't, I'm assuming you didn't just come out of the womb.
Mark Lack (00:05:35):
How much time do we have
Dan Henry (00:05:37):
Reader's digest version, but just give me some background as for our listeners can understand like who you are and how you got all this knowledge to be able to do this, and then we'll go into the actual knowledge.
Mark Lack (00:05:49):
Cool. So I like to pick up my story at a time that I think is unique and usually gets people's attention. And that is when I got into paintball and for whatever reason it was, I was failing school. My parents tried to keep me out of trouble. Cause you know, when you're failing school, you get into trouble. And so I was getting into trouble and my parents tried to put me in sports to get me to be part of something so that I wasn't just a troublemaker failing school. And I hated sports cause they all had rules and I didn't like rules. Maybe it was the entrepreneurial spirit of me. And so for whatever reason, I played paintball one weekend. Like most kids do on like a birthday or whatever when I was young and weirdly enough that clicked. And that started something that led me down a journey that ended up having me become obsessed with paintball, wanting to be one of the best in the world at it.
Mark Lack (00:06:36):
And within just four years from the age of 14 to 18, I became one of the top 10 players in the entire world. And I traveled a quarter million miles to Amsterdam, London, Belgium, Germany, Paris, Canada, 42 out of 50 States in America. And I made $300,000 in cash and high school playing paint, professional paintball prizes, cash, like how did you make money playing PayPal? Was it was there like tournaments? You'd like, you know, when you win, like Wimbleton tennis, you went $2 million or whatever. When you, when you want to tournament, you'd win 50 or a hundred thousand dollars cash. And there was a tournament like every two weeks. And I would, when my team was team dynasty and we would win pretty much. We were like the, the, the bulls when they won every game, the Lakers when they won every game. So when you come down to st.
Mark Lack (00:07:24):
Pete to hang out, we are not playing painful. We do on the same team and the hustle. Yes and no to that. Yes. That sounds much better than we will play paintball calves. We'll play some pool. Yes, yes, absolutely. But yeah, dude. So that was just like, for me, that was a really unique time of my life because I got to travel the world I made for high school, a ton of money. The biggest tournament I ever won was $160,000 in a day when I was 17 years old, I made $160,000 in a day playing professional paintball because I won the largest tournament in America. I didn't even know that was possible. Yes. I made 160 grand in a day from winning the largest tournament in America. And and I've won many, many, many tournaments. So it was a crazy time.
Mark Lack (00:08:11):
I had this weird inner conflict Monday through Friday. I'm the loser troublemaker failure in school. And everyone thinks I'm not going anywhere in life, Saturday and Sunday. I'm the best in the world at paintball. And I'm literally treated like a rockstar when I'm in Europe, I could take my Jersey off and sell it for six to 800 euros back when the Euro was a lot and then hand me a stack of cash and I'd fly home with 10,000 euros in high school and then converted into like 16,000 us cash and be like, boom. And then I go back to school and be the loser dumb kid. So I had this really weird life where I was like, nobody. And then like a celebrity in the paintball world, which means nothing but a it's like being a celebrity funnel maker, you know, it's like nobody cares outside of a convention.
Mark Lack (00:08:55):
Yeah. But it was like in that little world, I felt special. And then I go back to the regular world and I'm a nobody. And I hated it. I wanted to be that rockstar paintball player in something that mattered to the whole world. And so I was like, man, I gotta, I gotta either become a professional at another sport that actually matters. Or I need to do something that I can go and do for the rest of my life. And it has no cap. And I was like, that's entrepreneurship, there's no limit to what you can accomplish. So I was like, let me get an entrepreneurship. What's the skill sets I need. I learned about sales and marketing because that's how money gets made. I wanted to make money to live the life that I wanted. So I studied sales and marketing and became obsessed with it. I've read over 500 books on sales and marketing and copywriting and persuasion and neurolinguistic programming. Most of these books behind me are all copywriting and marketing books.
Dan Henry (00:09:39):
Yeah. I got my own stack right over there. Yeah.
Mark Lack (00:09:42):
Yeah. Dude. It's like, I became obsessed with learning about sales and marketing that led me down the path of trying to figure out how to make money. And what I thought was the coolest way ever make money from your laptop. And that cause that was kind of right around that time period where like you can make money from your laptop and all these guys were popping up online. And I was like, I want to be one of those guys, but not in like the douchey way, like a cool way. Like my way I want to make millions of dollars from my laptop.
Dan Henry (00:10:04):
No Lamborghini's in your garage.
Mark Lack (00:10:07):
No. Instead I have a, a custom sprinter van, which I get driven around in, by my driver so I can get work, which I can get work, done it. So to me, that's a feasible investment. That makes sense when you're in orange County and you've when you fly in town or LA or San Diego, I'll pick you up with my driver, we'll drive around and got plasma screens in it. Massage chairs. You can kick your feet back. You can lay flat. Like, dude, it's the best thing ever. Billy Jean has one like that too. He just like that. Yeah. That's cool. He has one as well. His is more for like business. I mean, mine is to, for tax purposes. But like, it's just cool to drive. Like I had to go to what my client Jake Paul's house up in Calabasas. And I just was like, I ain't driving two hours up there and two hours back.
Mark Lack (00:10:43):
So I booked, my driver drove up there, pick somebody up on the way, did a business meeting in the car with them, drop them off at their meeting, went up, handled biz conference calls can stream my laptop on the plasma screen and get work done. It's pretty Epic. And the guy that I picked up has a Bentley and he's like, this is way better than my Bentley. He's like, and I was just laughing. And I was like, you know, it doesn't matter. It's only like 130, 140 grand. But yeah, so all jokes aside, like I got into the game, I wanted to make money. I learned about sales and marketing. I started off with my business. Like most people I fell on my face, not everybody has the Dan Henry where like your first year you make like a hundred grand in a month or whatever.
Dan Henry (00:11:20):
Yeah. I, a lot of people do say that they well look it, I failed for seven years and then I just didn't have the gradual. It was like, it just clicked. But, but you know, I mean, I definitely, like I ran my first webinar and made $200,000.
Mark Lack (00:11:41):
I'm like, dude, my first seven, I had like three people on it. So got into the game, bro, failed miserably. And for the last seven years have just been working hard and working smart. And I'm blessed to say that I've done eight figures in my twenties. I just turned 30 and excited for what lies ahead. But for me on that journey, I started to recognize that people who built personal brands could have some of the shittiest marketing and still outperform people. And I was like, what, how is this possible? And that just drove me crazy that somebody who wasn't as good at sales and marketing than me, but had a better position brand, meaning more people knew them like them, trust them. They were better positioned as the leader. And they could have worse marketing and worse offer and they make more money. And I was like, dang, I want to become that person
Dan Henry (00:12:27):
Makes you wonder if you have both right.
Mark Lack (00:12:30):
Boom. Right. And that's where I was like, I've already got the marketing sales skill sets. What if, what if I also built a brand that people were like, that's the guy, that's the go to person. We'll pay you 50 grand to show up and speak for an hour because you're going to put butts in the seats. We want you on our podcast. We want to affiliate with you. We want to do business with you. I was like, I want to be that guy. Cause that's like, when I was the best in the world at paintball, I was like, I was that guy. So I was like, how do I become positioned as the best and actually be the best. And so I realized if I can take my direct response, advertising and marketing and sales skills and combine that with a world class, great positioned authority, credibility, personal brand, as the guy I'd be unstoppable.
Mark Lack (00:13:11):
And so started to do that, build my brand. And then I kind of figured out a formula, obviously after selling eight figures, I was like, this is a repeatable process that I'm able to teach others to get results with as well. And now we have close to 10,000 students and 50 countries and a hundred different niches and industries. And I get celebrity clients. I get billionaire clients. I get some of the biggest experts and thought leaders in the world as clients. And then what, the, by the way, I always try to tell people that's really easy to make them more money. They're already really big. But what I pride myself more on is that I can take complete Joe Schmoe and help him build a brand and become the number one person in his industry. And you don't have to be the number one. Cause I don't want people to think like some people have limiting beliefs and they're like, I'm good with number three. And I'm like, okay, that's fine. You can still be. I can be,
Dan Henry (00:13:57):
I don't remember three still has a really nice house, right? Yeah,
Mark Lack (00:14:00):
Exactly. Number three. Right? Like like you always say, well you only need 1% and I'm like, okay, look, you don't have to be the top dog. You can be like two or three down. You could still be a top dog. So I help people better position themselves, get more known in their industry as one of the leaders and one of the best options and help them make a ton of money through direct response marketing. So it's really like content marketing, which is personal branding and positioning and combine that with direct response advertising. So you can actually make a ton of money and that's kind of my secret sauce. So we can kind of sprinkle a couple of those strategies in here. Cause I've shared some of them with you offline.
Dan Henry (00:14:35):
It's funny because you said two things there that I, I personally resonate with. Number one even though I, I am open to and I do corporate consulting, I get much more fulfillment out of you know, a solopreneur or a small company because you know, if I take you from a 10 grand a month to 300 grand a month, that changes your whole life. Like what, what you, your, your, everything has changed. And I get a lot of fulfillment out of that, but if you are a multimillion dollar company and I add a couple of million dollars a year or even five or $10 million a year to your company, you barely notice it on your P and L you know, and you're, you're golfing. And it's like the CEO's like, who's that guy that, yeah.
Mark Lack (00:15:20):
They give you a Pat on the back and say, thanks, Dan.
Dan Henry (00:15:22):
Yeah. Yeah. And, and it's just, and, and, and they, they expect you to act a certain way and behave a certain way. And, and, you know, look, I, you know, people, you know, when I, when I had that million dollar day and we sold it's a third, it was a $30,000 offer. And when people came to the event that they paid for, I'm in, I'm in a tee shirt, you know, like I don't, I don't have to dress up, you know, so I get more fulfillment out of that and it's, it's better. But the other thing was that, you know, when you combine the ability to convert a fan into a customer added with the ability to actually get fans, you have a very winning formula. I see people on Instagram and YouTube all the time that have huge brands. They, they they're, they're very famous. And then they try to sell a product and I'll look at it and I'll be like, what is this? You know, like they're charging $27 for it. And it's this terrible funnel, this terrible sales sequence. And they could have easily sold that same $27 offer for 3000 or four or 5,000 and just made so much. And a lot of times they're good products. I've buy by them sometimes just to see what's up. And they're good now
Mark Lack (00:16:35):
Marketing and their concept and understanding of how to send people to a high ticket is not there. And that's where, that's where I saw a lot of this stuff. What you're alluding to is like, I saw people with big brands and as influencers, we'll call them our thought leaders and their marketing or offers it's usually. Okay. And then there's the hardcore direct response, marketers who make a bunch of money and not let people know. Right. But, but then they're like talking shit on the influencer saying those people have all these followers, but they don't even do anything or know what they're doing. And then the influencers are like, yeah, but you don't even have anyone following you. No one even knows you. And they're like, kind of hating on each other, but they're both successful in their own way. And I was like, I'm the guy in the middle. I'm like, hold on, hold on. What if we found a way to do both?
Dan Henry (00:17:15):
Mark Lack (00:17:17):
So that was it, bro. That was exactly what you said is like, if you could figure out how this person could do the direct response and they're on marketing and high ticket, and this person can learn a little bit more about branding and you can put the two together, you'll be unstoppable. If you could take the benefits of both of those things. And that's, that's really all I did because I came from direct response marketing. So I, I am at my core, like let's geek out on the numbers, the funnels, the split test, all of that. That's my jam. But building a brand and being famous and getting paid money just to show up and talk. That's also my jam too. Cause that's really cool to be like, I get paid, you know, the most I've gotten paid was $30,000 just to show up and talk for an hour on stage, which is awesome. It's like, you can get paid just to show up, but there's so many other benefits we can get into about like why building an influential brand and positioning yourself as the leader. Let's talk about
Dan Henry (00:18:03):
That. Let, let, let, I definitely want to ask you about the, I, I'm going to be selfish here and ask you about the Amazon prime thing, getting your TV show, but, but let me let, let, let me ask you this first for the people listening. If you ha, if let's say you're a coach or you have an online course, or you have a mastermind or you have a software or whatever, and you, you know, you know, you run your Facebook ads, you've got your YouTube channel. You're, you're doing organic marketing, whatever it is you do to either get people in and, and get them to buy from an order page. Or if you're smart booking calls and selling for a high ticket price and getting good quality clients and making a lot more ROI. If you're, you know, like I said, coach consultant course creator software, something like that. Somebody that sells something like that. How, like, what is the, the, the core step or what is the, the core thing you should be doing to incorporate personal branding in so that yes, you can be more well known and all that, but also to where you're getting more clients.
Mark Lack (00:19:08):
Great question. So obviously I'm a big detailed step by step comprehensive training kind of guy where I like to show visuals and get the whiteboard and map it out. And it's going to be a little bit difficult here. So I'm going to just have to use my words to kind of paint the picture for people, but that's cool.
Dan Henry (00:19:25):
Let, let, let let's, let's do the best we can. I'm sure it's going to be a man.
Mark Lack (00:19:28):
Okay. It's going to be good. So in the simplest form, the idea that I'll first leave with you is when people go on social media, they're not going on there consciously with a credit card to buy a product. So if you're thinking that the first impression I should have on my prospect is me saying something about bringing them in because people are smart. People are smart. They know if you're running a lead magnet to your webinar or your quiz, or your challenge, your funnel, they know the only intention is because at some point there's going to be a paywall on the back and you're going to have some type of an offer. So they know that and they don't go on social media for your lead magnet. Anyways, now that doesn't mean it can't work. I, and you and lots of our friends have been some of the best in the world and making millions and tens of millions and hundreds of millions with that exact format.
Mark Lack (00:20:11):
So it does work, right, but you got to remember, that's not why your prospect of customers and clients are going on social media. So people I can meet you at a cocktail party or whatever, and you're not there to be sold. Now that doesn't mean that I can't sell you something. It just means that it's the wrong context. There should be something that happens first, like building the relationship and adding value and not saying, in order for me to give you this value, we need to give me your email first. It's like, there's nothing wrong with that. That can work and does work phenomenally well because, so I bounce back and forth between the direct response, me and then the personal branding marketing.
Dan Henry (00:20:50):
How often can you walk into a restaurant or a bar or a lounge, walk up to a, a girl and say, give me your number as the very first thing that you ever say. And they just hand over their number. Know, you're like, Hey, my name is Dan. You know, I like your dance. I like your hat. You know, whatever, you know, so that, that that's important. And, and by the way, I just, I just wanna interject here. You did say that you're a white board illustration type of guy. We're going to give something at the end of this episode that they can go and get that will include that, that we'll break this down more with, with illustrations and stuff. So if you're listening to this pay attention, but at the end, we're going to give you access to a resource where you can dive a little bit deeper and see these illustrations and see this broken down. But, but, but continue, Mark. This is a, this is good stuff.
Mark Lack (00:21:42):
Yeah. We've got something special cooking that for people for a more deep dive, free training as well. So that they can see all of this stuff. But basically my idea is if people are going on social media, they're going on there for content. They're not going on there for products, and they're not going on there to join your funnel, to get sold something. At the end of the day, it can work, but that's not why they're going on there. So let's align with why they are going on there, which is for content. And it's not content from your business. People don't go, Oh man, I love Instagram because I follow all these businesses. They love Instagram because they follow people, personal brands, not business brands. You don't go on your Instagram or your Facebook or your YouTube and follow all these companies. You go on there because you're following people who create content that you resonate with and that you connect with.
Mark Lack (00:22:25):
And so they go on there for people and they go on there for content. So that's why I like, I call it the Trojan horse. It's the way that they're letting you in, without even knowing that they're letting you in to sell them. Like when they let the Trojan horse in the movie, Troy with Brad Pitt and then they sneak out and slaughter them, weird, weird metaphor. But you get my point. It's like the Trojan horse. They're on social media. They see you, they see your content a little, do they know you're indoctrinating them and they're eventually going to end up buying. And they're gonna want to buy it because people love to buy. They just don't like to be sold. That's a great point. So this personal branding thing is people love to consume content and social media from people that they resonate with.
Mark Lack (00:23:01):
And they love to be, they love to buy stuff. At some point they just don't like to be sold. So when social media ads pop up all over the place, trying to sell them something and you pop up and say, Hey, I've just got some valuable content for you. And the form of, and there's like 30 different pieces of content. I'd recommend people create, you know, some of them would be interviews being one of my favorites, which will highlight because interviews allow you to get credibility and trust and authority positioning faster than anything else. Because if you're interviewing a celebrity or a thought leader or an expert that I already look up to and trust, and I see you with that person that I already trust, I'm going start saying exactly. I'm going to say, who's this Dan guy interviewing my favorite person ever. Right? And now, now I'm watching the video because you're interviewing my favorite person and I'm going to start it now because you're with them. And all of a sudden, now I'm wanting to know more about you and it's this subliminal I got ya.
Dan Henry (00:23:52):
If you're being interviewed by somebody who's important or at least important in the context of, of your industry or your, your who you follow or, or what have you, you know, people like, for instance, when I got interviewed by Jordan Belfort, Jordan Belford is not going to interview me. If I'm just like an assistant manager at red lobster, like there's, you know, he, I did something worth talking about in a similar, it will, you know, sales and all that. So there's a reason, right? So you, you know, just like if you got interviewed by dr. Dre, because you have this brand new rap album that is just off the charts, you know, like you w you, you wouldn't be there unless there was a reason to be there. And so when they see that and they see that association automatically there's credibility there just immediately right off the bat is right. You nailed it on the head. And I like both sides of the table too, by the way,
Mark Lack (00:24:44):
I've been interviewed almost a thousand times, but I've interviewed more than 1000 people. So I've been on both sides of the table and insane amount of times. And so I like both sides. So dr. Dre, my only interview me if I was in the space that he's in and had a product that would make sense for him to talk about, but he would come on my show to talk about his thing anytime of the day, assuming the timing is right. And the value of how many people he's going to reach makes sense. So I like the leverage of both, not just, I only interview people or I only get interviewed, but both is extremely powerful, which is why we've done like a hot potato, right? You come on my show, I come on your show and it ends up working really well. And so learning to be on both sides of the table is a skill set, but it's also extremely powerful.
Mark Lack (00:25:28):
So on that note, one of my favorite types of content to create is interviews because instead of people scrolling on their newsfeed, seeing your face, like, Hey, let me try to hook you with some thing to get your attention. It's like, no, I got the hook. You like to follow Tai Lopez or Gary Vaynerchuk. And I'm interviewing them. You like to follow Jordan Belfort and I'm interviewing him or he's interviewing me. So it's like, Oh, well, I'm going to stop and watch it now. Not for you, but for them. And then real low key, it's actually your content with them. So now they actually are watching you. And so that's one of the different ways that I, one of the reasons why I like content from interview perspectives, fastest way to build credit, credibility, and authority by lining yourself with other high quality people. And then that creates powerful content without you feeling like you have to position yourself as the go to expert.
Mark Lack (00:26:13):
Another one of my favorite types of content to create when getting started. And you don't have, like, you know, maybe Dan's ability to just know 700 different pieces of curriculum to teach you at any given moment, because he's been doing this for so long. And I have that same skill set. Cause I've been doing this for almost a decade. What I like to do when you're getting started. And it's a great resource to fall back on is if you're trying to be the go to person for XYZ subject, go on Amazon, find the best five or 10 selling books with the highest amount of reviews, buy all five of those books, all 10 of those books. And if you're trying to be the top copywriter or you're trying to be the top, whatever, go buy the top books that have already been written that are best sellers.
Mark Lack (00:26:49):
And then every chapter of the book is a YouTube video is an Instagram video is a Facebook video is a blog article. So now you don't have to think of the content, right? You can just be a broker and a facilitator of expert content. So you don't want to come online and say, okay, I'm another expert in guru. And I'm saying that was some tongue in cheek to make fun of it because people don't want another expert, a guru. They want a real person. Who's, ventek like them, that they can relate to who's sharing valuable content. So with that being said, the last time you need to do is think that you're worthy. That you're good enough that you've achieved enough in order to do what I'm saying. You can be whoever you are right now and start sharing this content. Cause they're not expecting you to have achieved a lot.
Mark Lack (00:27:32):
They're not expecting you to be an expert. They're expecting valuable content that matters to them. And if you come off as a real person who says, ah, my books are just out of reach, but you get my point. If I held up a book and I said, and you don't have to do it like this, you don't have to hold the book up and say, this is chapter one. There's eight questions. You need to ask your customers before you end up offering them your product question one, question two. And so I don't have to say the book, but you get my point. I would say, did you know there's eight important questions. You need to ask your customer before making them an offer. And if you can answer these effectively, they're always going to buy. Here's the eight questions, one, two, three, four, five, and I could leave it at five and say, if you want to know the other three, subscribe to my channel to keep learning more like I ain't gonna have fun with it.
Mark Lack (00:28:15):
So now people are learning all these questions and all these different pieces of content from other, you know, the content is good. It's a bestselling book. It's a New York times bestseller. There's 1,005 star reviews on Amazon. You know, the contents pre-vetted and it's good. And people want it on the subject of whatever you're doing. So now you don't have to think of good content. You just bought the bestselling books. Every book has it, right? 30 chapters. Every chapter could be a piece of content or three or four pieces of content. So every book could be 30 to 50, to a hundred pieces of content. You buy five books, you have hundreds of pieces of content. Your whole year is now completely filled with expert quality content people want. And they already like, and now you're just sharing that online. You want to know why it works because the people want the book, but the person who wrote the book, it doesn't go on Instagram and do that for their own book.
Mark Lack (00:28:59):
The person who wrote the book doesn't have a YouTube channel, summarizing their content. He wrote the book, doesn't have a blog article summarizing every chapter because authors are not marketers and content creators, they're authors. They usually write books and they hide behind their laptop and write books. And they do good at that, but they don't do good on personalities on camera. Hey, what's up. Let me show you the five things you need to know if you're trying to get in great shape. So it's a totally disc. So you can take their book. You can Edify the book and say, by the way, if you like these tips, it's chapter one of Tony robbins' book. By the way, if you like those tips, that was five questions from Tim Ferriss's book, blah, blah, blah. And people aren't gonna to go the crap that it's from them.
Mark Lack (00:29:36):
Cause Tim didn't even do that for his bone, but Tony didn't even do that for his own book. So now you can be the go to person. Who's creating short little, I call it little like little hits. You're giving people a little, a little quick, hit one action, step one, item, one thing they can do one paradigm shift, one myth, busted one. Don't do one, do one thing to do. So there's all these little nuggets and you don't have to think or be an expert on anything. You can buy a book, read a chapter, take some bullet points, summarize it on camera and 60 seconds. Put it on Instagram and Facebook. And then you can pay money. Just like you can run an ad. You can pay money through the boosted promotion feature. And for a dollar a day, you can start promoting those videos to any audience that you think is going to resonate based on interest groups, behavior groups.
Mark Lack (00:30:17):
So if I summarize Robert Kiyosaki's rich dad, poor dad book, then I could go and target Robert Kiyosaki and rich dad, poor dad followers who already liked that content. And now I'm running me, summarizing his book to those followers. And now all of a sudden I'm gonna start to build a following of people. So I have zero followers and I have zero content and I'm not an expert. Great. Do exactly what I just said. Go buy all the books, summarize those books, pay to promote them to the audience of the people who already read those books and follow those authors. If they're capable of having a following that you could target, if they're not just reverse engineering, think of who's the most logical audience that would want this content target them for one single dollar a day, your videos will start to reach thousands and thousands of people. And using that exact same strategy, I was able to get a video to prove the concept of how easy it is to create a page, be a nobody, make a page, upload a video and get it a hundred thousand views in your first 24 hours. I went in my kitchen, grabbed a banana crucified.
Dan Henry (00:31:11):
I remember this, I remember this.
Mark Lack (00:31:14):
And I use my phone. When I said, you want to know how easy it is to reach a hundred thousand people a day with your content. Here's a banana, take a photo, create a Facebook page, click, click, click, Facebook page, done uploaded on the page. And I paid like 245 bucks. And the video of a banana reached 113,000 people in less than 24 hours. So imagine your next video could reach 100,000 people in 24 hours. I did it with a fricking banana, just approve that anybody can take any video and put it on the internet and reach any amount of people they want. I just proved it with something that you would have no excuse of a banana from my kitchen that I took a photo of filmed, a video of uploaded on the page. Just like you could do with yours. You could make your own Facebook, your own Instagram, your own YouTube, a video, upload it and pay money to promote it. Cause people might say, Oh well, yeah, but Dan and Mark have been doing this for so long. I did it with a banana. So anybody could do it.
Dan Henry (00:32:06):
Let me, let me see if I can some, let me see if I can summarize this. And you tell me if I got it right. So what you're saying is, let's say you grab a book by say Tony Robbins, right? And you summarize a point or a few points, or here's this thing I learned from this Tony Robins book that helped me helped change my life, whatever it is, you do a video, right? Then you target, you run a Facebook ad, you target a Tony Robbins and you run that ad. And you, I imagined that the objective would be video views. And then, and I know video views, right? And you haven't got to this part yet, but this is where my brain went is you then retarget people that watch that, that video may be say 20%, 10%, 20%, whatever with ads for you,
Mark Lack (00:32:51):
Your offer. Correct. That's why. And because guess what? Now they've started to know like, and trust you from valuable content that's relevant to them. So then when they see you, they're like, Oh, this is that Dan guy. He posts great content. Yeah. Oh, he's offering me a deeper dive of his content into his PDF or his webinars, his training. And so now you've already made a good first impression. Now let's take it a level further. Now, in addition to creating summarized content from bestselling books, from people that you already are targeting it to like Tony Robbins book to Tony robbins' followers. Now you, now you interview Tony Robbins as well.
Dan Henry (00:33:25):
Hey Mark. Before we get to that, can I throw in one little extra hack into the book, the book technique, let's go. Okay. And you may, you probably know about this, but check this out. So when I need to come up with content, you know, and I do something very similar, I don't, I don't do the, the, the running of the ad to them. Well, we are running an ad to a clip from my interview with Jordan Belfort, but I don't, I don't do exactly that. I just do it for like, if I have an idea for a podcast episode or this or that, and I will watch a movie, I will read a book. What have you? And then, you know, summarize that, like I did a podcast, it hasn't been released yet, but it was so I, I watched the movie by Quintin Tarantino w where they rewrote the history of the Manson family murders.
Dan Henry (00:34:12):
And I, I just talked about how, you know, that guy got famous in there. And then he turned it into this alcoholic who drinks a whole blender, a margarita is every day. And he just went to see, you know, went, went to all hell. And I, I learned that, you know, I just things that I learned through watching that movie, but one thing I do if I really want to have a ton of content and I'm I'm busy. Cause you know, when you, when you get up there and you have to run a multimillion dollar company and you're busy, it's hard to read a book every week. And if you read a book every week, you'd have a limited amount of things to talk about it, eliminate the amount of things to show analogies, everything. But here's the thing, there's this app called blink list.
Dan Henry (00:34:49):
Okay. And what it does is you, you sign up for it. It's like, it's like 80 bucks a year or something like that. And it has a ton of books, bestselling books, and it summarizes them. So instead of, instead of having an audio book, it has a summarized audio book and it takes the major points from the book. And you can, you know, in theory, you can read an entire book in about 12 minutes because it takes the main key summarized points. And so I actually listened to, I just recorded a podcast episode about worry about how to get over, worry in your business. And I listened to a segment from Dale. Carnegie's how to stop worrying and how to start living. And I didn't even finish the whole book. I just listened to one thing and I thought, wow, that's amazing. That's a great point.
Dan Henry (00:35:43):
That's something I've seen happen in my life. And I shared it on a podcast and I said, you know, I read this and, and it took 12. It took not even 12 minutes. It was like three minutes because they put it in these little blips. Yeah. Yeah. So if anybody out here wants to implement a Mark's strategy and you're, you're, you're low on time, download blink list. Don't be cheap, but by and by the subscription and you will have an unlimited amount of content ideas. So anyway, I just wanted to throw that in there. Cause it's something I do. And yeah, I thought, I thought, I thought, I thought you might like that. So you want to take it to the next level. We're talking about interviews now. So, so let's dive in.
Mark Lack (00:36:26):
So the other thing too, on that note that you brought up, which is a good point is look, we all have time. We all have 24 hours in the day. We all have a limited amount of time. So especially when life happens and business happens and things are rolling and whatever it's, it can be hard and to create content consistently. So even myself, yes, I have certain weeks where I'm creating content like a machine, but it's just, it's not realistic to be like every day I'm going to be motivated and film content. That's just not the case. What is realistic is once a month, maybe every two weeks you have an entire day blocked off just a film content. And you hire a videographer is my recommendation. If you have the budget, if you don't want to do it yourself, but at some point you should outsource and you should, you don't have to hire a full time videographer.
Mark Lack (00:37:10):
You just need to hire a videographer once a month or every two weeks. And on that day, you're going to have a list. I have a whiteboard over here with a list of sticky notes and other notes from my phone, I'll see people on social media produced content. I'll take a photo of it. I'll read something in a book, write it on a sticky note. And I create this list of all these different pieces of topics. I want to write from bullet points to full out, rip a page out of a book or doggy ear. It like I have this whole pile of notes of stuff. I'm going to film content on some of its ads, some of his short form content, some of it's long form content, some of it's content for my training programs. And I have this whole stack of ideas. And then I only film once a month or once every two weeks with my video guy.
Mark Lack (00:37:51):
What it does is it gives me something to look forward to. I know on Wednesday, I'm going to be filming. So I get in the right mindset. And then I wake up and I make sure I'm in the right state. Cause today's film day. And then maybe the first hour is a little slow. And then I get in that state, I get into flow state. I get a momentum and I have like an eight hour a day of smashing content instead of trying to be like, Oh God, I need to film another video today and hating the process, hating the PR. And then you create this repetitive. I hate filming content all the time and that's not what you want. You want it to be like, Oh, I can't wait to spend with my videographer. Next week, I got this pile of content. I'm going to smash.
Mark Lack (00:38:25):
So once every two weeks or once a month hire a videographer for 500 bucks, maybe a thousand bucks and have them film and edit all your content for you. Then they'll you a Google drive or a Dropbox with all the edited videos. And then you have all your content for the month or the year. You're like, you're golden. If you just do that once a month, you'll get the content for the month. And then you just drip it every single day. And you're good. You only have to actually film content once a month in this context. Then if today I'm like, dude, I'm freaking excited. This interview just got me jazzed. I got something I want to share when we're done. I might film a video and be like, you know what, blah, blah, blah, blah, blah, blah. Because I'm in the zone and I'm ready, but I don't have to.
Mark Lack (00:39:04):
That's the difference. I already got all my content in a Dropbox folder. So I'm months in advance, load it up. So if I'm traveling or I don't want to film, I don't have to. So that's the kind of the tip you don't have. I'm not saying film content every single day. I'm saying, get it done once every two weeks or once a month and have somebody film it, edit it for you. So you can just do one time every two weeks or a month. And I'm done. Then if I have content that I want to do or, or I'm doing an interview, cause I think you should be doing one interview a week, at least on either side of the table I'm being interviewed or I'm interviewing somebody once a week minimum. So then at the end of the year you have 52 interviews minimum.
Mark Lack (00:39:41):
So as we transition into the two different types of content that I like, and there's over 30 that I can recommend, but the two different types I really like, especially, cause I'm gonna make the assumption. People listening could be advanced. In which case you already know what content you should make. Maybe you're just not leveraging it at the top of your funnel. The way that you hopefully will after this interview or you're a beginner. And you're like, I'm not an expert. I'm not good enough to create content. What advice would I share? I'm giving that perspective from here because that's where I once was. And Dan once was, which is grab a book and summarize it the way we just said, and then you'll get confident. You'll come up with your own ideas. You'll have your own types of content you can create. And then you go from I'm teaching other people's content to now I'm teaching my own content.
Mark Lack (00:40:21):
And then you also should interview people, which is one of my favorites and be interviewed. The way that you be interviewed is you build a brand, people reach out to you and they want it. And they want you to be interviewed on their podcast. Or when you're getting started, you have to reach out to people and say, Hey, can I be on your podcast? And you can hire a PR company and they can get you on people's podcasts or you reach out and you say, Hey, I'd love to have you on my show, my podcast. And here's the trick. I like to reach out to people and do podcasts with people who have big social media followings, and I can ethically borrow their credibility and ethically steal their following. And I say that in a, in a fun way, because it's like, if I post my content to their following and they follow me, that's totally ethical and fun.
Mark Lack (00:41:04):
I just say it. Cause it's like a fun marketing tactic where it's like, if I interview grant Cardone and then I run our interview to grant, Cardone's following, there's a good chance. They're probably gonna come follow me. Now. They're going to be like, who's this smart guy that was one of the best interviews grant Cardone ever did with this Mark Guy. Now they're gonna start to follow me and then I can retarget them with pixels and I can now show them any other content or ads that I want. So sounds great Mark. But how do I actually interview somebody like grant Cardone or Jordan Belfort, Tai Lopez or Louis Hauser edit my letter, Andy for cellar. All the other bad-ass is I could name that you may want to interview who have big businesses and big followings shoot. That's a good question. Right? So
Dan Henry (00:41:43):
Yeah, I mean, I mean, cause look, look, let let's let's let's be honest here. I've built up cause people are, I know what people are thinking right now. They're like, well, Dan, you got interviewed on Jordan Belfort podcast because you've made waves in the industry and you've, you've done a lot. You've built a big audience and, and that's true, but you know, that's not to say that you can't get on these, these I mean, look, I have seen people and th this is one thing that has annoyed me and I look I'm transparent. I'll be honest. I've seen people that have done a 20th of what I've done a spec and they've been interviewed on podcasts that are huge, that I don't know how to get on, you know what I mean? And I, and I've never put a lot of effort into getting on them.
Dan Henry (00:42:28):
I haven't like, you know, because I've been so wrapped up in what I do. But the thing is, is, is I've seen people who are not, they haven't made enormous splashes and they're still getting a ton of press and a ton of attention. So you know, don't think that you have to be this rock star to get interviewed and, and, you know, Mark, I'm sure you're going to tell them how to your, some tips on how to do this. Even if they're not already, you know, they don't already have a huge brand.
Mark Lack (00:43:01):
And that's why one of my favorite things to do is instead of me trying to get on somebody else's show, it's easier to get them to come on your show because you gotta think of it like this. If they come on your show, your giving them value and attention and new eyeballs and new audiences. But if you come on their show, they already have an audience. So what the heck are you going to do for them? Right. So it's the difference. It's easier to get somebody to come on your show because now they're actually getting something. When you go on their show, they're not really getting anything it's already their audience and they can have any guests they want. So what are you bringing to the table? Exactly. Are you going to get more clicks, more downloads, more, listens, more views on the YouTube channel? Maybe not. If you're not positioned in a way where it's like, Oh wow, I got to see the interview with blank and blank. So it's easier to get somebody to come on your show, which is once again, why I said, I like to have both, both verticals open I'm going on your show.
Dan Henry (00:44:03):
Like what, like, like for instance I have yet to reach out to, to say Jordan to come on my podcast, but I would imagine when you do, he'll say yes. Right. I would imagine that because I was already on his, I had a chance to, and the episode did well, I did a good job. I think, I think I did a good job. I, you know and, and, you know, I didn't bomb or anything that, you know, thank God
Mark Lack (00:44:28):
It was a smashing interview. So he'll definitely want to come on your show. And I would
Dan Henry (00:44:32):
Imagine that that scenario is much easier than I just randomly, even with my brand and all that, because you know, you're talking, you're talking about a guy that, that Leonardo DiCaprio played in a film made by Martin Scorsese versus some internet dude, you know? And, and so I would imagine it's going to be a hundred times easier for me to get somebody to come on my show, if I've already been on, on their show and done a good job and had a good interview,
Mark Lack (00:45:03):
But for the people who are saying, yeah, but how am I going to get on somebody's show to have him on my show and your scenario? What we just talked about hundred percent. That's the dream scenario. But for most people, they're not going to get on Jordan Belfort's podcast to then have him on theirs, but they can still get Jordan Belfort on their podcast or whoever the big name is. And that's what I'm going to teach right now. Okay, awesome. Let's do it. So this is kind of the, you asked me if you want me to go deeper because you know, we've had this conversation offline, there's like seven different ways.
Dan Henry (00:45:31):
Save some time for the Amazon Amazon prime thing. Cause I'm so excited about that.
Mark Lack (00:45:37):
That one's easy and it's not that it's not really that impressive. That's an easy one to talk about. We don't have to spend a lot. So the way that you interview people and get almost anybody to come on your show is by making sure the time is right for them to come on. They're not going to come on next week. They might come on in the next six to 12 months. If they're really big and they're going on a PR tour for their book, their charity, their documentary, their new show on Netflix, their new movie, their new program, their new charity thing, whatever it may be, right? There's so many different things. So here's what I recommend. Figuring out your dream, 20, 30, 40, 5,100 people that you want to have on your show. They should not all be astronomically hard to get like Oprah Winfrey.
Mark Lack (00:46:18):
They should be like, you know, people who do podcasts already, relatively, not like Oprah, who never does one, except for every blue moon, they should be like, you know, if you want to interview Gary Vaynerchuk, that's more realistic. It's still difficult, but it's realistic. So have, have a list of people that goes from realistic to like impossible and have that list. I've got realistic people that I'd like to interview and all the way up the ladder to impossible. And we're going to try to get all of them. So follow them on social media. So you can have your ear on the railroad. You can hear what's coming down the pipeline. Cause people talk about what they're doing. You're going to talk about your next book. Probably a couple of weeks or months in advance before you air it. You're going to talk about your new show or your new podcast releasing a couple of weeks or months before it does.
Mark Lack (00:47:00):
So have your ear on the railroad by subscribing to people's newsletters on their website and following them on social media. Those are the two things. The third thing is become friends with their executive assistant so that you can have the executive assistant who's the right hand person of the person that you're trying to get ahold of to interview. You can be the, you can be good friends with the right hand person of the celebrity or the thought leader or the expert. And then they will tell you way before anything goes public, Oh, you know what? Grant Cardone or Gary Vaynerchuk or Tony Robbins or whoever it is, has a book or a thing coming out in six months. So I'll keep you in the calendar. So when that comes, we'll reach back out. And then that doesn't mean you don't ever talk to Cheryl the assistant. Again, that means you send Cheryl Flowers on the holidays. That means you send a little cute little fun kind of gift thing that Cheryl might like like a box of fancy chocolates. I'm from Norman love confections, which creates these really fancy chocolates with these impressive box that you open up. And they're all fancy design and everybody likes me. But if they don't eat
Dan Henry (00:48:02):
Guarantee you that if you just emailed my assistant and asked me to come on your show, I might never know about it. But if you send her truck, you get my point. I'm I'm going to probably be doing, Oh no, I shouldn't have said that. Now she's
Mark Lack (00:48:16):
All these child, but here's the thing. If they do what I'm about to say, and I finish out the whole thing, then you're going to want to go on their show and that's the difference. So here's how we keep it going, follow them on social, opt into their email, on their newsletter and become friends with their assistant and not just, Hey, Cheryl, let's talk one time and never again until you hit me back up, no, stand out to Cheryl, send her a box of chocolates during the holidays. Or just as soon as you hang up the phone, send her a box of chocolates to the office and say, thanks so much for having the call with me and keeping me in mind for the upcoming stuff for when grant Cardone's available for his book, she'll be like, wow, no, one's done that. I'm always in the shadow. I'm so now you got Cheryl's attention and then, and so, right. Psychology. Right? And so now Cheryl's going to think about you and remember you for sure. And you instantly stood out for just like a 20, $30 bucks, chocolate boom. Now your show is about,
Dan Henry (00:49:04):
And they were like Facebook profile and find out if they're vegan or something. So, you know, like what, what you send them,
Mark Lack (00:49:09):
You can yeah, you can for sure. And again, at the very least, it's the thought that counts. That's what matters, right? You're not like trying to get them a gift where they're like, wow, it's the best gift ever. You're just trying to be like, wow, that was a special thing. Somebody sent me and then they'll give the chocolates to their friend or family or the person sitting next to them. But at the very least, they're like, that was very thoughtful. So now you're going to stand out next, you got the timing locked in. So it's like, great. The timing is good. And you promise a million views or half a million views. The way that I come up with the formula for knowing how many views to offer is I go on that person, social media. And I say, how many views is grant Cardone normally get?
Mark Lack (00:49:41):
Or Gary Vaynerchuk? And I say, Oh, he normally gets a million views or half a million views. So if I offer that, it's probably not very impressive because that's a regular Tuesday for him, right? Like if somebody said, Hey, Dan, I'll pay five grand for the day. You're like, you're like, bro, you're like, I don't even care. What does that like a couple of hours of my first morning, but by the time I'm done having coffee. And so same thing. If you offer Gary Minnetonka half a million views, he might be like, dude, what are you talking about? I could just post on Instagram a picture of like my tennis shoes and get a million views by the end of the hour. And so it's like, my thing is I find their biggest platform. They're average views. And then I times it by two. So their biggest platform, their average views, times it by two. So I'd offer Gary Vaynerchuk, maybe 2 million views and that would get his attention. Cause he's like, Oh, that's more than I normally get. That's the, that's the idea. That's more than I normally get, find their biggest.
Dan Henry (00:50:28):
I hate on Facebook to, to, to have those 2 million views. It's still gonna come. Even if it costs you,
Mark Lack (00:50:35):
You know, five or 10 grand.
Dan Henry (00:50:37):
Well, I mean, if it's a decent creative, it would be less than that. But, but yeah, even if it was five or 10 grand who here wouldn't paid, wouldn't pay five or 10 grand to get interviewed by their, you know, a rock star in the industry. Like, like Gary.
Mark Lack (00:50:50):
And do you think 2 million views of people watching you and Gary Vaynerchuk is not going to bring you back that money?
Dan Henry (00:50:54):
Retargeted you hit him with your offer at the very minimum you'd break.
Mark Lack (00:50:58):
Yes. Yes. And then here's the best part. Would you, do you want me to tell them how they can have it paid for by somebody else?
Dan Henry (00:51:04):
Oh man. Okay. I'll tell you what, if you can do it in 60 seconds and then you got to give me four minutes of the Amazon prime thing because we got, we got five minutes left.
Mark Lack (00:51:12):
Cool. And then, you know, there's like seven other branches on the tree of this conference
Dan Henry (00:51:16):
And we're going to tell them how they can get more branches. Here just a few minutes.
Mark Lack (00:51:20):
Yes. More of these trainings coming up. This is just one strategy. So if you've enjoyed this there's we're we're we're on like if there was like seven books and 30 chapters, we're on like chapter three of the first book right now. So if you like this, there's a lot. Let me ask you this Mark
Dan Henry (00:51:36):
Is, you know, we're going to offer them a training at the end of this episode, is that in the training, the whole, getting somebody else to pay for those uses is that in the training?
Speaker 4 (00:51:45):
It's not, it's not,
Mark Lack (00:51:47):
It's in the training training training, but it's not in the free training that we're going to be providing at the end of this for a deeper dive.
Dan Henry (00:51:53):
All right. Good. Well, gee, give me a 32nd overview and then let's jump into the Amazon.
Mark Lack (00:51:58):
The 32nd overview is you go and find a sponsor. Who's got a big budget and already is trying to reach small business owners. So for example, my show, I interviewed big name people. I get hundreds of thousands to millions of views. I know that it's small business owners and entrepreneurs watching an interview of me with grant Cardone or Gary Vaynerchuk or Tai Lopez or whoever I go to legal zoom, FedEx, Salesforce, zoom. And I say, you've got a big budget. You're a $10 billion company. You already pay 20 to $40 CPMs for radio and television slots. Why not pay me two to $4 CPMs to be the exclusive sponsor on a bundle of my shows. And now they'll pay you 20, $30,000 for five or 10 episodes. And then if you can negotiate a monthly recurring, they'll pay you 10 20, 30 grand a month to get five, 10 episodes a month with two or three slots of commercials throughout each episode.
Dan Henry (00:52:49):
So you're basically getting, you're basically saying, Hey, I'm going to do this interview with this, this famous person. And it's going to get this many views minimum. How would you
Mark Lack (00:52:58):
And the audience watching that as potential buyers of your service
Dan Henry (00:53:02):
And it's your normal, like if you're listening to the Joe Rogan show or something, or Joe Rogan experience and he does a drop for boom. Okay. So, so, but if, if I was podcast that I've pitches. Yeah. But if I was greedy and I had the capital, I could just skip that part and pay it myself, right?
Mark Lack (00:53:17):
Yes. But for the person out there who says great idea, Mark, but where am I gonna get the five or 10 grand? I've always got the answer for how to do it for $0. But if you have the, I told you all the time
Dan Henry (00:53:26):
You got the money. It's if you have the offer, if you haven't like, if you have, let's say you have $5,000 coaching offer and you run a retargeting ads to like a webinar at T to, to the people that, that you, you, you know, you spent say, save five grand on video view ads, then you retarget and then you get just one client from that you've, you've broken. Even perhaps you get two or three and you just got all that exposure. You could literally build your brand and your authority and your name for free and get more customers and potentially at a profit. If you, you know, and, and look, this is my personal view, but I understand if you don't have an offer, getting a sponsor is great. But if you have an offer, I wouldn't even do the sponsor. I would just promote your offer because that's going to bring people into you. That's going to keep it focused on you. But that's just my, my personal,
Mark Lack (00:54:16):
You could do one sponsor on one giant interview and the rest can be all yours. It doesn't have to be like every episode is a sponsor. Some episodes could be your pitch. Some episodes can be by a sponsor, right? So you can actually, you can alternate between the two and the sponsor. And the celebrity never says, well, hold on. Now, are you putting a pixel on those million views to retarget them? They never ask. So
Dan Henry (00:54:36):
You don't even need a pixel. Really. I mean, if you're, if you're doing an interview and it's native video, you don't even need to pixel, but, but, but, or you could take them to your blog or whatever, but whatever. But, but we won't get into that.
Mark Lack (00:54:46):
The, the, the essence is this you're borrowing other people's credibility and authority to build your own. And you're borrowing other people's money to build your brand as well. And you sit in the middle and just your brand rises by leveraging other credibility from other authority, figures and other people's money. Should you want to do that? So it's, it's one of the one, one of many powerful strategies. We'll be teaching people but the free training we're going to provide at the end of this,
Dan Henry (00:55:07):
I'm going to drop that link here in a second. But, but Mark, give, give me, give me 60 seconds here of how to get a freaking TV show on Amazon prime.
Mark Lack (00:55:16):
So, you know, I wish I could take all the credit like you, myself and other successful people. We have amazing team. We have amazing partners. And so I wish that I was the person who could say, Oh yeah, man, here's exactly how to do that. Number one, first and foremost, you gotta have absolute high quality Epic content that complies with whatever platform you're going to be syndicated on. Number two, you gotta have connections. And so what I can say is I'm grateful to be a partner in my TV show, company, business rockstars that has founders that are wildly successful, older gentlemen, who built their entire career from radio and television. And I'm talking like multi hundred million dollar exits in the radio and TV space. And these guys are ultra connected people. And so I'm able to leverage their network to be able to get certain types of deals like that done because of their 20, 30 year record in the industry.
Mark Lack (00:56:10):
They have connections, but first and foremost, you got to have high quality content. Second, you got to have high quality guests. And third, you got to have great connections that can get you into that. Otherwise I'm sure you could hop through all the regular hoops of a regular person, try to pitch them on it. But my biggest thing, I always like to challenge people on is someone already has your customers, someone already has your following. Someone already has the money. You need, someone already has your manufacturing and distribution. Somebody already has your connection to the producer. Someone already has your stuff that you need to totally transform your life and your business, identify who it is. Find a way to add value to that person. And then law of reciprocity usually kicks in. So that's how you can get basically,
Dan Henry (00:56:49):
Do you have to have guests, like, could you do almost like a documentary type of thing or, or like what let's say you were talking about stuff you learned from books. You have to have guests to get to get. I mean, I imagine you have to have high quality video 4k, all that, but to get on Amazon prime first it's I live in st. Pete, and, and that's not like New York or LA where famous guests can just hop in and they'd have to go out and go, wait. Yeah.
Mark Lack (00:57:11):
I mean, I think at the end of the day, what matters is that you have content people want, and here's the other one. Here's the other one you already have built a following and a personal brand. Like a Joe Rogan just got a $1 billion deal with Spotify, a hundred million dollars a year for 10 years,
Dan Henry (00:57:27):
Like smokes pot on the air. Like
Mark Lack (00:57:31):
The only reason he got that was cause he already makes like 80 million or a hundred million on YouTube by himself without a deal. So the biggest thing is, is if you build your personal brand, which is why I say personal branding can pretty much Trump everything. Because if you end up building a personal brand and a following and a show and people love it, we did business rockstars for over five years before Amazon prime, right before Amazon prime, before airplanes, before hotels and television, it was just a radio show and a podcast. Then it became a TV show. Then it got on an airplane. Then it got on Amazon prime. So it's not like you just magically appear there. This has been a five-year grind of over 3000 episodes, 3000 episodes with multiple other hosts. I'm one of the main hosts of our show. There's all these different syndications and stuff. So it's like, it's a process, bro. But at the end of the day, great content, great guests and already a proof of concept, meaning I've already got a hundred million downloads or I've already got, yeah. You know, a following of a quarter million people that listen to our show or I've got a YouTube channel with a million subscribers.
Dan Henry (00:58:37):
Well, it sounds like to me, that it's way, way easier, especially for somebody just starting out to do the strategy that we talked about the majority of the podcast and perhaps this Amazon prime thing could be something that could happen later. And that's something I was interested in just because, you know, that's just sounds so cool to me, but
Mark Lack (00:58:59):
A couple years, bro, at your rate, if you start to build your personal brand, the way we've been talking about it and you prove the concept, build your, build your show and build a, build everything up. There's no reason why in a couple of years you can't get similar deals and be on airplanes and a show. If that's what you're trying to do, then you know, you can work towards it. But I would look at
Dan Henry (00:59:17):
If it brings customers. Cause if it doesn't, I might not, I might not do it, but I I'd have to look more into it, you know, but it doesn't bring customers, but it still brings money and customers, you only want customers cause it creates the mind. So it's like, Joe, Rogan's not getting customers, but he's getting a hundred million dollars a year. So it's like, yeah, why sell a book? I sell books. Like I'm writing my second book now. So I think we're going to sell a ton of books. Yeah. That's what I was thinking. Leads to the customers. Yeah. They go, all right, listen, anybody that wants to get more training on this and you know, be able to see it visually, not just, just not just talking, but see it visually broken down and really be able to see more about how to build a personal brand that brings in, you know, high ticket clients.
Dan Henry (01:00:03):
Cause again, if you, if you got these interviews rocking, you're retargeting ads, you're booking calls, you're making sales or really, it doesn't matter. I mean, whatever you sell you're going to make a ton of you know of money. And I usually I tell you guys to buy my book, digital millionaire secrets. You want to learn how to sell high ticket coaching programs and online courses. But today we're going to talk about Mark's training because I've seen the training. It's an amazing training and you guys absolutely. And it's free. You guys absolutely need to go and take this training that Marx gives away for free. And so if you go to get clients.com/brand, that's get clients.com/brand, you can access this training. And I highly highly recommend that you do that. Mark. Thank you so much for coming on the show. I really, really appreciate it.
Dan Henry (01:00:56):
And I'm sure we will do this again. You know it, thanks brother. I appreciate you for having me on. I hope everybody got at least one nugget of value. Most importantly, that you apply and again, register for the free training that we're going to be doing. It's very comprehensive. It's very visual for those visual learners out there and it's going to help you follow a step by step process to amplify your brand and make more money. So sign up and I'll see you guys over there as well. Awesome man. And thank you guys so much for listening. Hope you enjoyed this episode and I will see you in the next one.