BRX Pro Tips

BRX Pro Tip: Don't Under Estimate the Infuence of the People Around You

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BRX Pro Tip: Don’t Under Estimate the Infuence of the People Around You

Stone Payton: [00:00:00] And we are back with BRX Pro Tips. Stone Payton Lee Kantor here with you. Lee, I think something to keep in mind, and I don’t know if it was you or Angi or who it was on the team that brought this to my attention just the other day, but man, don’t underestimate the influence of the people around you.

Lee Kantor: [00:00:20] Yeah. People aren’t aware. I forgot, it’s one of these original, the OG self-help people who said that you’re kind of the average of the five people you hang around the most. And I think that that’s true, and I think that you have to really make sure you’re hanging out with the right people because if you’re hanging around kind of go getters, people who are ambitious, people who are making an impact and doing amazing things, taking action, that’s going to push you to do those same things. It’ll push you to be a better you.

Lee Kantor: [00:00:53] And the reverse is true as well. If you’re hanging around negative people who are always making excuses, that never take action, whose lives are filled with drama and chaos, then they’re going to drag you down. So, really, choose your friends and your partners carefully because they have a bigger impact on your results than you might be aware of. And always tried to kind of improve the quality of the company that’s surrounding you because the more kind of winners you have around you, you’re increasing your chances to become a winner as well.

BRX Pro Tips

BRX Pro Tip: Asking Insightful Questions

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BRX Pro Tip: Asking Insightful Questions

Stone Payton: [00:00:00] And we are back with BRX Pro Tips. Stone Payton and Lee Kantor here with you, Lee, one of the things I enjoy about the work is I get a lot of strokes. I’m often complimented on the way the interview is conducted. Being involved in pre-interview calls with people, in post-interview calls with people who have been interviewed by you, I hear tremendous things about your interviewing. What counsel, if any, can you offer with regard to asking questions in general, I guess, but particularly asking insightful questions?

Lee Kantor: [00:00:35] Yeah. To me, an insightful question is something that kind of goes a little deeper than the superficial question that your guest might have submitted. And that’s really important too, is to not use your guest questions verbatim but to use kind of the spirit of what they’re putting down there as you ask the question.

Lee Kantor: [00:00:56] So, I think in order to really be good at asking insightful questions, you have to really be an active listener. You have to really hear what your guest is saying and help them articulate what makes them special and unique, if you can. So, in order to do that effectively, you really have to listen well.

Lee Kantor: [00:01:20] But the good news is, if you get good at being a really good active listener and getting good at helping your guest articulate what they really, really want and what the really, really are trying to say, that skill also transfers to sales. So, the better you are at getting clear on what your prospect wants and what they really need, it’ll make it easier for you to recommend the solution for them.

Lee Kantor: [00:01:50] So, this is a skill that we use every day in our work as hosts, but it also transfers perfectly to sales. So, if you can get good at active listening and really getting clarity from your guests, you should be able to take that same skill, move it into a sales call, and hopefully get better results.

BRX Pro Tips

BRX Pro Tip: Make Impressions, Don't Buy Them

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BRX Pro Tip: Make Impressions, Don’t Buy Them

Stone Payton: [00:00:00] And we are back with Business RadioX Pro Tips.  Lee Kantor and Stone Payton here. Lee, here in the media world, one of the things you hear about a lot is impressions. And your counsel is, “Look, make impressions, don’t buy them.”

Lee Kantor: [00:00:18] Yeah, a hundred percent. And I think this is one of the key differentiators of the Business RadioX media model over most other kind of media that’s out there. Our objective and our value proposition for our clients is to help them be that indispensable go-to resource for their clients to help them meet and serve the people that are most important to them, to help them make great impressions on the people who matter most to them.

Lee Kantor: [00:00:47] And a lot of times, people use the media in a very transactional way. They are just buying anonymous impressions on platforms like Facebook, or LinkedIn or Google, and they’re not really serving those people. They’re just saying, “Hey, I exist. Hey, I exist. Look at all these people who now know I exist.” And that’s fine, you need some sort of brand ubiquity that helps, but what really helps, especially our clients who are mostly professional services folks, people who run small firms, they need to build relationships with just a handful of people. If they had relationships, better relationships with three, five, ten new people this year, that would make a monumental difference in their business. And that’s why they hire us. That’s why they sponsor shows on our network. We are great at helping our clients make impressions on the people who matter most to them.

BRX Pro Tips

BRX Pro Tip: New Host Tip - Create Evergreen Go To Questions

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BRX Pro Tip: New Host Tip – Create Evergreen Go To Questions

Stone Payton: [00:00:00] Welcome to Business RadioX Pro Tips. Stone Payton and Lee Kantor here with you. Lee, under the category of host tips and, particularly, for our newer hosts in the Business RadioX system, one of the things that I think our newer hosts really appreciate, and it’s something I keep available to me to this day, is creating a list of evergreen kind of go-to questions. Yeah?

Lee Kantor: [00:00:28] Yeah. I know that when I’m doing interview, I regularly asked what’s their back story, how do they get started. I ask to share a rewarding story that they have of how they helped a client overcome a challenge that they had. But I thought it would be a good idea to list other evergreen questions that are useful for any type of business interviewer on our network or on anywhere if they’re listening. So, here they go.

Lee Kantor: [00:01:00] Number one, what was the inspiration for your business? How did you know that it was going to be successful? How long have you known you wanted to be an entrepreneur? How did you meet your co-founder? When did you know the time was right to make your side hustle your full-time gig? What was your original idea and how did it change as you kind of brought it into the market? How did you find your first customers? How did you find your first investors? What are your biggest learnings so far? What were your biggest challenges to get to this new level you’re at? What would you have done differently if you knew what you knew today? Who was your most important mentor, or blogger you follow or author that you like? So, those are some evergreen questions. I’m sure you have some of your go-to that you can share some.

Stone Payton: [00:01:54] Well, I don’t know. I think you hit on a lot of them. I always do like the back story thing. It’s incredible what you can learn about a person’s history by asking them about their backstory. I love to ask them what they’re enjoying the most. I love to see their eyes light up when they go there. And if I ever just space out, I like having those questions right there where I can touch on. Occasionally, I’ll ask what they’re finding the most challenging or what’s next. I’ll ask what we, in the business community, can do to help them.

Stone Payton: [00:02:24] There’s just some questions that apply to, virtually, every interview that are worth incorporating in most cases and are a great resource to lean on if, for whatever reason, you lose your concentration, you know, so that you’re not just sitting there with your mouth hanging open. But I can’t recommend this highly enough. I’ve been hosting Business RadioX style interviews for 16 years now, and I still have those go-to questions right there at my fingertips when I get ready to do a show.

BRX Pro Tips

BRX Pro Tip: The 30 Day Challenge

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BRX Pro Tip: The 30 Day Challenge

Stone Payton: [00:00:00] And we are back with BRX Pro Tips.  Stone Payton, Lee Kantor here with you. Lee, you’re so creative and it makes it so easy to to want to continue to pursue the vision here at Business RadioX, and I think one of the reasons I, and so many people on the team, we love what you do with the 30 day challenge. Talk to that a little bit.

Lee Kantor: [00:00:24] Sure. It’s something that started out with my work in fitness and wellness is I like to do 30 day challenges every month and I mix it up. So one month I might be doing a jump rope challenge where I’m going to jump rope every day, or another month I’ll ride a spin bike every single day. And I do this to mix it up to keep my exercise routine interesting.

Lee Kantor: [00:00:46] But these 30 day challenges work for your business as well, and I recommend thinking about it and getting your team to think about it on what 30 day challenge can you be implementing in your business to help you achieve the goals that you’re after.

Lee Kantor: [00:01:04] So in our business, one of the 30 day challenges might be, okay this month I’m going to only invite ideal prospects to my house show every day. So every day I’m going to invite an ideal prospect to my house show. And next month it might be, I’m only going to invite referral sources to my show. Every day I’m going to think about who’s a good referral source and I’m going to invite them to the show. Next month I’m going to only invite power partners who would be a good power partner for me. I’m inviting them every day this month.

Lee Kantor: [00:01:38] Another challenge might be, okay, I’m going to go back through my database and who are some former guests I like that didn’t work out at the time that I can kind of rekindle the relationship and bring them back on. Or former clients? Where is a client that I had for a while that has kind of gone away, but maybe I can rekindle that relationship. But mix things up. But if you do the work every day, you’re going to reap the benefits of compounding small efforts over time. So don’t make it too daunting. Just make it easy, but get some benefits of this compounding and consistency. So do the work. A little bit of work every day adds up.