Digital Social Hour - The Ultimate Secret to $4M Virtual Events Revealed | Brian Rand DSH #884

Episode Date: November 13, 2024

Discover "The Ultimate Secret to $4M Virtual Events Revealed" with Sean Kelly and special guest Brian Rand on the Digital Social Hour! 🎙️ Join the conversation as Brian shares his journey from growing up in a modest town to filling arenas and crafting million-dollar events. This episode is packed with valuable insights and insider secrets on creating unforgettable experiences and building strong communities. 💡 Tune in now to learn how Brian’s passion for high-ticket sales and authentic connections has transformed the virtual event landscape. From leveraging community over celebrity speakers to implementing effective strategies for filling seats, this episode is a must-watch for event planners and entrepreneurs alike. 🚀 Don't miss out—watch now and subscribe for more insider secrets. 📺 Hit that subscribe button and stay tuned for more eye-opening stories on the Digital Social Hour with Sean Kelly! 🌟 Join us on Apple Podcasts, Spotify, and wherever you listen to podcasts. Let’s make your next event a monumental success! 🎉 #remoteclosing #virtualbooth #highticketclosing #webinar #digitalmarketing CHAPTERS: 00:00 - Intro 00:32 - Brian Rand 02:11 - Million Dollar Closures 04:21 - Average Event Attendance 07:15 - Selling Tickets to Events 10:59 - Key Takeaways from Grant Cardone 12:47 - Growing Up in a Trailer Park 15:03 - Passive Income Strategies 17:27 - Navigating Midlife Crisis 19:35 - Health and Wellness Journey 23:27 - Creating Selfie Videos 27:10 - Ethical Pitching Techniques 30:44 - Best Coaching and Mentorship 34:40 - Selling the System Effectively 36:00 - Greatest of All Time in Stage Selling 37:18 - Finding Brian Online APPLY TO BE ON THE PODCAST: https://www.digitalsocialhour.com/application BUSINESS INQUIRIES/SPONSORS: [e-mail] GUEST: Brian Rand https://www.instagram.com/brianrand/ https://www.instagram.com/eventsalesagency/ https://www.instagram.com/eventsalesmastery/ https://eventsalesagency.com/mastery SPONSORS: BetterHelp: https://www.betterhelp.com/DSH LISTEN ON: Apple Podcasts: https://podcasts.apple.com/us/podcast/digital-social-hour/id1676846015 Spotify: https://open.spotify.com/show/5Jn7LXarRlI8Hc0GtTn759 Sean Kelly Instagram: https://www.instagram.com/seanmikekelly/ Learn more about your ad choices. Visit podcastchoices.com/adchoices

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Like it's kind of people who spend a ton of money on those guys singing that'll sell tickets. They're just putting themselves in a financial hole. It's good for us cause we get to dig them out of it. But it's tough for them because someone told them paying a million dollars for speakers for an event would sell out their event. All right guys, finally made it happen.

Brian Rand, this guy fills up arenas. Thanks for coming out, man. Absolutely, man. Thanks for the invite. It's only my second podcast ever. It's crazy. And for what you do, we were talking about how like behind the scenes you are.

For what you do, it's pretty impressive. The guy behind the guys. Yeah. Was that like a cognizant thing where you wanted to be more behind the scenes? No, actually I want to do more of getting in the front. I mean, I think I've done that and I think we've helped a lot of people

that you and I both know, you know, build their brand, build their audience. And so it's time to start doing that for ourselves, which is why I appreciate the opportunity to be here. And what I find so interesting with you is you do something that I've never met someone else do, honestly. Yeah, and that's, anyway, I didn't start that on purpose

it just kind of was a skill set that I love like events have changed my life and so I've made it my life's purpose basically to Help other people have that same experience and you know, I found that's what gets me electric right like there's something when I walk into a room of 5,000 people and it's my job to find people that are going to sign up for my clients coaching offer, I go into this weird dimension, it's like a fourth dimension on it, you know what I mean? Like, it's just like, and when I found that I was like, okay, this is my thing. And the fact that I get paid to do my thing that takes me to a

different level of dimension, that's a gift that I'm very grateful for. And because of that, like we've found a niche and an opportunity that, you know, we're at the top of and it's not because I didn't set out to be that, I just set out to do what I love and get paid for it, like people say, and that actually came true for me. And you know, we're being rewarded for that. Yeah, when I see you backstage, you were a different person.

You were just so locked in. Yeah, and I, well, it's, I different person. You were just so locked in. Yeah. And I, well, it's, I do, I get so locked in on that day. Right. And so part of the thing is I started by doing the high ticket sales at events only, like just doing the high ticket sales. And then I, I saw there was an opportunity where, yes, I could just go to events and just help my clients do the high ticket sales back to the room.

But then I saw like, okay, the bigger pain go to events and just help my clients do the high ticket sales back to the room. But then I saw like, okay, the bigger pain point was actually having people in the room, right? And not just butts and seats, but buyers and seats. And so we really focus and emphasize on like, let's get more buyers in the room, sell more tickets, if we have more people in the room, we can do that. So then when when event day comes, like I'm locked in, we got a target. I mean, minimum, I'm trying to do a million dollar weekend Wow at a minimum for my clients and so

That takes a lot of handshakes a lot of hugs a lot of high-fives and a lot of contracts to make that happen Damn, so that's our focus and so I'm pretty Event day comes that's my Super Bowl, right? And I just want as many events as I can because I love it. How many? Closes does it take on average to reach a million dollars? Well, the average coaching, it used to be a little higher, right? It used to be like 40K was kind of this coaching,

but I'd say like the saturation, the economy, these things, it's getting closer to 20,000 probably, it would be a healthy way of like the coaching offers being sold at the big events. So that would take 50 contracts at a deal. 20,000 probably would be a healthy way of like the coaching offers being sold at the big events. So that would take 50 contracts at a deal. So our biggest one we did, we did 4 million in a live event. We've done 9 million on a virtual event.

We've done 4 million in a live event. And then our average is roughly about like 750,000. Holy crap. Trying to get to that million dollar average. That's so impressive. And that's basically running a good sales team too. Running a good sales team, having a good offer, making the event based around the offer, right?

And then also having an active finance option as well. So like good money available to people. So it's not a stretch. So like there's strategy to all four of those, but if you can work all four together, you can definitely have a million dollar event. Now a lot of people struggle to even fill events. Correct.

So you'll only take on a client if how many people show up on average. So there's two things now. We actually used to only take clients that are a thousand or more people, which is the only time that I'll allow like my call center to be clients that are a thousand or more people which is the only time that all allow like my call center to be involved is a thousand or more people it's the only time it makes sense for us because there's enough events right now for us to do that however I've now started an

event mastermind where we're bringing events together it's fifteen thousand dollars for six months and basically the We bring together event planners. We bring their ads teams Bet MGM authorized gaming partner of the NBA has your back all season long from tip off to the final buzzer You're always taking care of with the sportsbook born in Vegas That's a feeling you can only get with Bet MGM. And no matter your team, your favorite player, or your style, there's something every NBA fan will love about BetMGM. Download the app today and discover why BetMGM is your basketball home for the season. Raise your game to the next level this year with BetMGM, a sportsbook worth a slam dunk,

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BetMGM operates pursuant to an operating agreement with iGaming Ontario. There's this episode is brought to you by BetterHelp. Give online therapy a try at betterhelp.com slash DSH and get on your way becoming your best self. My fiance Ariel plays a big role in my mental health, helping me realize my true potential. Everyone's trying their best around you.

So take time to appreciate someone close to you. I've tried therapy in the past and it helped me go through some tough times when I was in college dealing with mental health. I was on prescription medication. I actually had agoraphobia when I was in college and therapy helped me figure out some answers about how to fix that problem. For two months I couldn't even leave my house or I would have a full-on panic attack. So I love companies like BetterHelp that can get therapy in front of the masses. But therapy definitely helped me get better and I definitely appreciate companies like BetterHelp because it's completely online and it's conveniently suited to fit your schedule and accommodate life surprises.

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And through that process, we're leveraging each other's lists. We're doing arbitrage together, and we're teaching and learning together as a community on how to fill their events. So some of those smaller events that might be 100, 200, 500 people, instead of us doing the calls for them, they don't have a lead abundance problem, they've got a brand awareness problem. Right? So like, we solve the lead abundance problem. We help them get a ton of leads

and sell out 2,000 seats for the arena. Smaller events, we're helping them work more on their brand awareness and their ability to get people to wanna come to their event. And we're doing that as a collaborative community. What are the best events I've been to is Aspire Tour. Yeah. I mean, they fill up in any city.

Yeah, they're phenomenal. They got a great process. We've been a part of them. We've helped them with a couple of the cities and specifically Atlanta. We had our entire team involved in them. And so, yeah, they've got a tremendous brand. They bring big names and they spend a lot of money on ads.

So like those three things together help a lot. Absolutely. I don't think that a name sells tickets right now Like just putting a you know, some people think I'll just put a flyer up with Ex-celebrities name on it and then all of a sudden I'll get flyers That's usually when I get a call like they've spent like a million dollars on speakers. They've spent a million dollars on venue They put up a flyer they sell ten tickets and then they're like fuck Now they they call Dan Fleischman. They're like, fuck, like what do you do now? They call Dan Fleischman, they're like, Dan,

I don't want to do, Dan says, call Brian, they call me. And then, you know, three months later, they have a full event. Yeah. So what's the selling point then, if it's not the speakers, you think? I think it's the community of people they can meet. I think it's access to capital by putting people together,

right? And that comes from the network they can have. And then I think it's the experience to get out and be around humans. Right? I think like post COVID, we had a tremendous rush to events because I think people COVID taught people that being alone sucks. That just amplified the human condition that, you know, loneliness is a real thing. And like human engagement is a beautiful thing. And so I think one of the reasons events are so successful is because you're in

an environment that we're meant to be in community, we're meant to be experiencing life together. And the more that we have technology and social and all this like siloed lifestyle that we live in, like you bring people together and you see that like for example, there's a new a new event in Miami called coffee and chill, right? Or I think it's chillin call, whatever it is. And they they are selling out immediately by texting and it's super cool. It's just like, they have a bunch of ice baths and they have people drinking coffee and

warnings. And they text out, they have a bunch of ice baths and they have people drinking coffee in the mornings and they text out, they text out to people, they say, hey, at 10 a.m. tickets go live and literally in five minutes they'll sell like 300 tickets. But they're going after a target audience which is the same target audience our events want which is millennials with money

that are upcoming entrepreneurs in Miami. And they've created such a cool thing and they literally sell out in like five minutes. I missed my ticket the other day because the website shut down with so many people and but they're doing it every other weekend in Miami and then they get this you know you've got the people out in their shorts and the girls in bathing suits and they're getting ice baths and they're drinking coffee they're dancing house music and it's a vibe and like I think people want a cool experience with cool people and it's a vibe and like, I think people want a cool experience with cool people. And it's getting harder and harder to showcase. Like they're more interested in the

community they get from an event not coming to see. I'm not gonna say anyone's name but not coming to see ex celebrities face on a flyer. Like it's kind of past that point. And I think people who spend a ton of money on those guys singing that will sell tickets, they're just putting themselves in a financial hole. It's good for us because we get to dig them out of it. But it's tough for them because someone told them paying a million dollars for speakers for an event would sell out their event. No, I 100% agree because there's some conferences where it's just speakers all day, which is

cool. But some people don't learn that way. Yeah, they don't learn that way. And they want to engage with each other. I'm paying $5,000 for VIP ticket. I want to meet some people and I'm probably not going to do business with Gary Vee or Tony Robbins or Grant Cardone. Right? Like I'm not going to even if I get to meet them, I'm going to get a photo. But if I get to meet another guy who's owns a company in Denver and he paid five grand and I paid five grand and our intention was to come to each other and we sit next to each other and we have lunch and dinner together.

There's a better chance I'm going to do business with that guy. So when we're on the phone selling, that's what we're selling. We're selling the opportunity to meet people like you. And the higher you pay for a ticket, the higher level people you're going to meet. But it's not about getting to meet the speakers. It's about getting to meet the people that are also willing to pay 5k for a ticket and do business with those guys. Absolutely. You mentioned Grant Cardone earlier and you worked for him for years, right? I did. Yeah. What are the biggest takeaways you had from that experience? Uh, I think the biggest takeaway I learned from Grant was just massive action, right? It would be massive action, which is just take 10x the action

that you thought um would be one the second thing would be that uh, you know, he said his biggest regret in life is not setting his goals and targets bigger. And you look at a guy as successful as him, and you're like, how does that guy think that way? And I think most of us aren't as successful as we want to be, because our targets and our goals are way too small. Yeah. So if you don't have a massive target that challenges the way you think and approach life to go after, you're never gonna live a life that you're gonna be satisfied by because you're gonna keep playing

in the average, you might go like this, but if you set a goal, and to give you an example, I was 34 when I went to work there. I had never made more than 100 grand, and I told him that my goal was to make 100 grand, and he said, what if, he said the reason he never hit is because your goal's too small. What if you aimed for a million dollars and your target

was to make a million, right? And it fits the 10X brand, but it was real. So every day I wrote down, I make a million bucks, I make a million bucks. He said, if you aim for a million, it'll change the books you read, the places you go, the people you talk to, and the conversations you have. So I aimed every day million bucks, million bucks, million bucks. My first year there, I made 175k. Second year

there, I made 350k. And then my last year I was on pace for 700,000. Well, when I left, and then I left. And then a year later, I made my first million with my company. So like, 34 years, I couldn't get past 100k. Someone challenges me to aim for a million changes the way I think changes the books I read the conversations I have. Four years later, I hit that million dollar goal. Incredible. And that's important because you grew up in a town of

700 people. Yeah, I grew up with nothing. I mean, I was my mom had me she was living in a trailer. Yeah, so we grew up with nothing. I'm the oldest of seven, just come from a very, not quite poverty. But like, it's just we didn't have a lot like we shopped at Goodwill. And, you know, I wore shacks shoes from like five bucks, or shacks or some more like that was my lifestyle. And so like, it's really beautiful to have the things we have now. But I want to make sure that everyone in my family, all seven siblings,

my parents, all my nieces and nephews, my hopefully my grandkids someday. Yeah, I want them to all get a chance to live a lifestyle where you don't have to think about money. And so now that I've been able to get some success for myself, the shift, I just turned 40. So the shift has really been like, how do I get it? So every person that's in my lineage gets to experience that same freedom of they can go we're just talking about ZZ's right $500 dinner. That's okay. It's fun. I'm with my friends. Not a big deal I want everyone in my life to be able to experience what that feels like. I love it Wow, seven siblings in trailer park. Well, we got out of the trailer. Oh, yeah, but we

We lived in a town of 700 and a very modest house You were 1% of the town your family You know story too is like after that hilarious one were the one person literally 1% of the population That town we grew up we were one of the you know, one of the population. That town we grew up, we were one of the, you know, one of the lower end families in town. That town gets made fun of a lot just to where it is, what it is about, whatever. I'm not gonna talk about that here. But what is cool is my mom and I later, we've had some success working with Grant told me about multifamily real estate opportunity came up and we bought the we've

now bought four acres and we own the largest apartment complex in that town. Wow. We're from like the the bottom to the top and now we own the biggest piece of real estate in the town. Started from the bottom now we here. That's awesome. It's really cool. So we're super proud of that.

We're actually about to build another eight plex on that we have four acres now in town. Nice. We have some acres now in town nice We have some multifamily some single-family and you know, we're building a nice little portfolio together. That's incredible Yeah, so you learn the real estate stuff from Grant to them Yeah, that's another thing that I learned from him was like invest in that passive income and that's done more I mean, I've tried crypto, you know, I've been in your group I lost my ass on everything. That multifamily real estate has doubled. I mean, we paid 500k for it's worth a million bucks. Like, it's not massive, but like it's it was enough for me to see that, okay, if you just put money away and leave

it, like even just Ethereum, right? After I lost all my money in crypto, put money in Ethereum, I will just let it sit. Now I've almost gotten back all those losses I had from playing all those other coins, I didn't know what I was doing. So I think I will just let it sit now. I've almost gotten back all those losses I had from playing all those other coins. I didn't know what I was doing So I think I've just realized for investing like my brother just had me put away six figures into the stock market into S&P like Because he's built wealth on so I'm like, alright cool So now I have stocks I have crypto and I have real estate and I've just forgot that I even have that money I'm just gonna let it grow and continue to scale my company,

which is where I get the best return. Right. But by having those three things, teaching my brand, I didn't come from someone who taught me money, right. So I've had to learn it. And so I'm really trying to teach myself the power of investing, and putting away money and just forgetting about it. Yeah. And then coming back and saying, Holy shit, like in four years, my real estate doubled and I've paid off the mortgage. So my net worth is, you know,

almost doubled on that stuff. Like as far as my investments. Absolutely. And you're also 40 now, so you don't need to be making crazy risky investments. Exactly. Sounds so old, but it's true. In our space, it kind of is like upper end. It's's weird because I don't I remember I felt like when I first started my first business like I was like 20, you know

Yeah, I feel like it's crazy to think I've been trying this for 20 years and I've worked so hard and To finally have built a company that's being rewarded for that 20 years of work and I can look back at everything I've done so far and see how I 20 years of work and I can look back at everything I've done so far and see how articulates into doing what we do really well. Is a really beautiful thing, you know, and so it's, I feel like I'm way behind the eight ball. I mean, 20 year olds making way more than I am in Miami.

crypto nerds out here. I know I got so much to go. But there's also a place to find gratitude and in the life I have and you know, now, I've got so much to go. But there's also a place to find gratitude in the life I have. And, you know, now I'm focused on my health and I want to live forever. And I've got a taste of what success feels like. And now I want to be able to experience that for a long time. I love that. You have a midlife crisis yet?

I think I'm in the midst of trying to figure out if I'm in it or not. Right now? Yeah. Damn. Yeah, because I feel like, I feel like, you know, I don't know, like I want a wife and kids I want those things. And I think that's what I would if let's say I build a massive empire and have all this money and then I just have it for myself. Like what was the purpose of that?

You know? And so I think that part is really shifting in my brain of, I don't want to get to the point where I'm 50 have $100 million business and nobody to share it with. Yeah, yeah. What are you thinking about that recently or in your 20s 30s? No, I think I think I just recently I've been 40 for two months. I think it's just been like, I think something happened to me at 40.

Okay, it's been kind of clicking something that's like alright It's time to think about this and who are you gonna share this with I feel that yeah, I've been I'll be about it, dude. I'm 27. Okay, but I've been thinking about kids already for sure Yeah, and you're married right about to be about to be next year. Yeah. Yeah, that's a big move Yeah, that is it is and I think that you know, I spend time with my nieces and my nephews I just spent two weeks back home with my family and that was a really big deal because I Love my family, you know and like being I'm being in Miami now for seven years

It's almost quarter of my life like well I haven't even thought you know like this December to be eight years since I moved down here to work for Grant and so When I look at it that way it's, oh that's a long time, you know, that's a long time and that's a quarter of my life in the city I love. I want to be in Miami forever but I, Miami has a very youthful spirit to it that makes you feel like you're 25 forever, you know. Especially if you're going out here. Yeah, exactly. So there you can't, you got to be careful not to get so wrapped up in that that you say 25 forever, you know, so. Especially if you're going out here. Yeah, exactly. So there, you can't, you gotta be careful

not to get so wrapped up in that, that you say 25 forever and you start realizing there's a process to this thing called, we call life, that we have fun, we build a business, we build a family to then hand the business over to, you know, and grow our kids. I'd love to hand my company and my son, so. Nice, I love that.

Speaking of your health cake you mentioned earlier, did you just bike 450 miles? We did my mother and I Yeah, it's something we do. It's our annual tradition with my mom we did. 450 miles across Iowa, it's an event called the rag bry. We do it every year is 20,000 people is the my highlight of my year and my favorite week like nothing tops my excitement to ride my bike across Iowa with my mom and 20,000 crazy people. It's really like it's not like a race, it's not like Tour de France, right? Like

we're not out there racing. We're out there going at a pretty steady pace like 15 miles an hour. But like every 10 miles will stop at like a farm town and you have these towns and I think one of the reasons I love it so much because I grew up in such a small town in the Midwest, that you come in these towns like one town had a population 60. Damn, right? Yeah, like six zero. And so you show up and you have 5000 people in this town. And it's like their entire year of revenue was made in a five hour period of these bikers coming through. And wow. Yeah, so they have like food trucks set up, you get the local food, we went through a lot of like, you know, places,

I'm trying to think of the name like, how to write colonies. I don't know if you know how to write colonies are that's like Amish people. So they you know, we come through and you've got a bunch of crazy people on bikes and like that we buy their pies, we buy their bread, we buy their food, like we get you just get all this food from farmers and you get all this, like just buying bottles of water for these guys. Yeah, it's a huge economic engine for them. It's a fun experience for us. And like,

he gives me a week to spend that time in small town America that I grew up in to like appreciate. Then I come back to my condo in Miami. And it's like, well, this is there's a world of difference. But it brings me back it like constantly brings me back to where I come from. And I get a week with my mom. So and we're active. So there's a lot of wins to it. But yeah, it's definitely my highlight, for sure. That sounds fun, dude. It's super fun. And there's like a traveling band that comes with so like, you basically what we do is we start in one town right and then we stay in an RV some people stay in tents in the morning before we get on our bike

my uncle will drive the RV 75 miles to the next town and then we ride our bikes all day by the time we get there the RV set up you shower you eat you go down to the town center and then they've got a band set up and I mean it, it's literally 20,000 people. And so we just started traveling 20,000 people across the state in a new town. Go to five new towns a day, and then you end in the end town where they have a big band set up. Wow.

And like Leonard Skinner, it'll play. Like they get big bands come and party every night, and then you wake up in the morning, and get on your bike, and keep going. That's legit. You've been doing this for how long? It's our third year doing it So but you've been biking for a while, right? Yeah, I started actually started cycling during covid so because of my mom She was like She was just like hey, why don't you get a bike? I would like look out and see you know I'm here in miami. I could see from my condo people working on venecian And I had asthma.

And so they made it seem like you go outside with asthma, you're dead, you know, fall over down the street. But I just got to a point I was tired of being stuck in my condo. And so I went to the bike store, bought a bike and started cycling and I've just kind of never stopped. It's become one of my passions and hobbies. And so yeah, I'll do like 100 mile bike ride. Jesus, dude, it's hot here. I know we'll go from you go from Brickell to Boca and back it's a hundred miles. Holy crap it's

probably beautiful though. Super beautiful and like you just feel I feel so empowered when I'm done and it's a great exercise gives me a lot of time to think about the things we're talking about about how I can build my business build new systems run new plays. Yeah that's important because sometimes we get so wrapped up in work. We never give ourselves time to think or reflect. Yeah, a lot of people meditate and all that stuff. I get on my bike because that's my alone time. That's a form of meditation, actually.

For sure. Your recent video about selfie videos. So basically, you just went to a cool event a couple of days ago. Yep. And you sent everyone a selfie video. Yeah, so one thing I do when I go to an event, right? I literally pull out my phone and I I make a list on notes So I make a list of everybody from the event, right? So then when I meet a Ares as soon as I mean if I'm at you I'd be like awesome

Sean Kelly wants me on a podcast like your name what we talked about name what we talked about name We talked about just in in notes then in the morning I go on a morning walk every morning around by the ocean. So I literally just go out there and I just say, Hey, hey, Sean, great talking to you last night, man, I really look forward to getting on the podcast. Again, you're amazing. Have a wonderful day. Boom, send those out and like, the amount of feedback I get from that and then I do that

at every event I go to. So it's just a little event hack event hack but I mean I've made millions of dollars off selfie videos and I Just think that it's a tool that more people could be using to leverage and scale their business I mean if every time you booked a podcast you just said hey, dude Can't wait to have you on the podcast in Miami. It's gonna be awesome. Have a wonderful day. Just sent that out It takes you two seconds, but that would make people's day It makes people and who's who else does that? When's the last time someone sent yourself a video to tell you they appreciate you? Not for a podcast. Exactly. And you're

and you're talking to some of the most powerful people, right? And like, it's a good way there was a guy who used to call me. And there's something I also I do call 90 by 90. So I look at the 90 most influential people in the space. And every 90 days, I try to at least engage with them in person, talk to them them on the phone send them a message or leave them a voicemail mmm, and I track that I keep in a CRM and I track that and One of this guy and what started that for me was just something I started but started that for me It was a guy used to call me every and he's called me like it was literally on like 40 every 45 days

He just said hey Brian just thinking about you no need to call me back, just want you to know you're awesome and I'm thinking about you. I hope you have a wonderful day. Let me know how I can help you out. That was it. But I remember, I mean, I met hundreds of thousands of people through my event business. And I remember that one guy who used to call me

and just tell me he was thinking about me. They had zero intention, didn't ask for anything, wasn't asked for money, just wanted me to know he cared about me he's thinking about me. They had zero intention, didn't ask for anything, wasn't asking for money, just wanted me to know he cared about me, was thinking about me and I think it's a really small thing to do that can go a long ways in a world where everyone's trying to ask for something to be the guy not asking and just saying I just want you to know I care for you and if there's anything you need let me know. Those are such good hacks because people will meet like 50 people at an event and not remember who they are like two days later. 100%, or like you go through your Instagram account,

but you get so lost in the likes and the comments and the everything, like you might go add a bunch of people or you add them in your phone and then what? Like you've got 10,000 contacts in your phone. Like, yeah, you got their number, but how do you actually follow up? And also a cool thing too, is if anyone ever reaches back out to me or those people who say hey I want to do business cool I go up to oh how

do we meet oh cool we met at this event I sent myself a video I remember it takes me back to that point smart instead of who's this random person texted me yeah because they'll text her name and then a month later you're like who's this exactly and they all met somebody that night. They all met the same 50 people I did, but only one person sent him a selfie video. I'm gonna start doing that man, for real. Well, you do your social hour, you know, yeah, good thing. Even at my events, which you've been to, and I want to actually get your help with that, because I haven't monetized those at all. No, and they're awesome. Like I look forward. I mean, you have people literally travel across the country.

Yeah, no, at least half the people fly into those. Yeah, because they know they're going to connect to them. I know you did an awesome one in Salt Lake City. I mean, yeah, you had some guys that were mega wealthy at years there. Yeah, it's high level people. I just got to figure out a way to monetize. So here's my thing.

I've never been into pitching. Maybe you could change my opinion on that. I think if you change the perspective on it, that if you believe that your product, I mean imagine you had a cure for cancer and 10 cancer patients showed up and it was your job to convince them to do your thing but you knew that your solution was gonna change their life like I believe it's your ethical duty to convince them to do it, right? But it has to be done in an ethical way. Now if they show up with cancer and you've got a placebo effect that may or may not work if you can change their mind then now you're a scammer right. I think that there's got to be to me

I don't think it's so much about pitching and I'm very careful about who we associate with in that sense like if there's any bit of like sketchiness or there's been issues with people thinking. Oh, I don't know about this guy Like we probably won't take the deal well because I don't want to be associated with someone who's not gonna help people Do what needs to get done to change their life, right? But most of the people that we've got like I am I want to make sure a has your offer actually helped people Be let me meet those people or see that impact? And C, like, do I get the vibe from you that you're about helping people, right? Like, if you're about helping people, I'm going to go all in on you. If I feel like it's just about

the money, then I'm probably going to pass on the opportunity because I don't want to be associated with that. And like, we have a standard in our company. And that says just because I can take the credit card doesn't mean I should. Right? Because once your skill that taking credit cards, you can take credit cards and get wires for anything. Getting a wire doesn't impress me like someone actually fulfilling when they get take 20k and someone then makes 100k. Yeah, that's what impresses me and I don't

want to just go take a bunch of 20k wires or 10k credit card transactions right to get a big number and then have a pathway of people behind us that got screwed over by somebody and you know that happens in our space a lot all the times yeah and it's and not to say that hasn't even happened with people we've worked with you know where we sold a bunch of stuff It didn't get fulfilled and that doesn't feel good either. So it makes me more skeptical and makes me more Investigative as we enter into a partnership to say, okay, I know I can convert that room into a million dollars But I'm only gonna do it if I know this person's gonna actually fulfill on what they're promising those people so long answer to

your short question of being convinced is like the question is, do you actually believe whatever that offer is, is going to impact and change their life? Like, you could sell a course right now teaching someone how to build a podcast. Why? Because like you've done it. Right? And I think as long as people are talking about not giving advice out of something they read, but giving advice from something they've experienced. Right. So when you see like a 20 year old life coach, the coach or the coach, yeah, the coach or the coach, you're like, dude, come on. And I, I've hesitated to start my program, my program is

a mastermind. But literally, all I'm doing is I'm saying, hey, this is what's worked for us. We're seven events in 50 million in revenue, over 30,000 tickets sold. I'm just saying this is what we've done that works. You know, I'm not trying to make up new ideas. I don't know if they work. I'm just saying this is the blueprint I know works. When you pay me, I'll implement it for you and we'll see what we can do together to get the results that I know come from it. I love it. Yeah, But I'm not gonna like,

I'm not gonna say, hey, here's something we've never done, but this is what you paid me for. I read on Reddit that this works. So you should go try it. Yeah. Who do you think's executed the coaching mentorship offer the best?

For me, it's Pace Morby. Hmm. Pace does phenomenal. Pace does something no one else does that I've actually implemented. Pace told me one time, he's like, dude, I go all in on community. Like he does like five or six Zooms a week. Damn. Right? Like some people, he's every single day he does Zooms with his community. Wow.

We do four a week. And mine's 15k for six months. And I also hop on the phone and close tickets for people. Like, one difference between our coaching offer or not I don't even like the word coaching offer one difference between our mastermind and anyone else's is that I actually people show up on Tuesday and Thursday they bring leads to the call and then I'll literally pick up the phone and call hey this is Brian with digital social hour how you doing right I'll literally get on the call and close their leads for them and I don't take any commission no way and I'm doing it in front of like 50 people that are all there so they just put their leads. All I need is a name, a number, and an idea of the event and I can sell the ticket because to me the tickets process is the same regardless like I have the same mentality that any event is going to be beneficial. Why? Because I'm selling the community of an event not necessarily the name on the stage. Hmm. That's impressive

But space is tremendous One of his secrets is that he he's just so engaged with this community I've noticed that people even have sub 2 in their IG files like I see all the time and like people will you know A lot of people will be like, oh, I'm gonna sell a 40k offer and it's gonna I'm gonna do two zooms a month It's like bro, you know, why would anybody pay that it doesn't make sense but if you're gonna be like, hey, I'm gonna do 40k, but you're gonna get five zooms of a Week and you're gonna get have access to me and I'm gonna be involved in your deals and I'm gonna help you build your business like

an Hour a day isn't really that much. No one's too busy for an hour a day to bless their community. I love it It's my favorite time. I love seeing my community win. And that was something pace taught me for sure. Yeah. And he's doing it at such a scale that it's so impressive. Like I've never seen one customer of his talk negatively.

Yeah, he's done really well at it. It's another guy that does really well. His name is Bill Hauser. Most people don't know him. He's specifically focused in the attorney space, but he was a client of mine at Cardone's. I've gotten to know him really well. We eventually got a chance to help him with some of his processes, but he's phenomenal. I think Myron Golden is another one that people love. I haven't really heard anyone say anything bad about Myron because he's so good at implementing his system and he's so good at saying, so probably my favorite coach right now would be Justin Saunders. He

runs something called AIA. I don't even know what it stands for. But it teaches people how to run ads because I was paying ad companies and I was like, I need to figure people how to run ads because I was paying ad companies and I was like I need to figure out how to run ads Founders content He showed it to me and I came in his program and the thing I love about it the most is like His is the whole thing is DM ads. Yeah, and right now we're getting $4 DM ads. It's working really well for us We're making great money on it. But like when I tried to talk to his team about us and we're making great money on it. But like when I tried to talk to his team about ret traditional ads or whatever

else he said, that's not our system. That's not our system. That's not our system. That's what they kept saying to me. And I was like, I was getting annoyed because I wanted to know everything about all ads. And they're like, you paid us for one thing and one thing only. And that's to follow the system. So if you follow our system, it'll work if you try and go off because you think better, you're better than us when we have proof that you're not, you're not going to get the results. And the interesting thing about

it for me that I've realized, and I've implemented myself is that if I try to like manipulate my system to make someone happy, or they are going to do their thing, so I'm going to try it over here, it's never going to work, right? So like, sell the system, implement the system, implement the system, follow the system. If someone's not willing to do the system, don't sell them your product.

They're not gonna get the results. And if they come to you and they're like, hey, it's not working, say cool, show me in the system where you are. And he's probably done that better than anybody I've seen. And I invested in the program and it's working really well. Yeah, DM ads are hot right now, I think because people want

that personal communication, right? Yeah, so it's the DM ad to a setter, and then a setter having that communication, setting up a call, and then setting up a call and, you know, for our event community that's done really well for us. Yeah, because the old days of just sending them to a landing page to sell a $5,000 course doesn't work anymore. Yeah, I mean, you're looking at, I mean, I know people paying $500 to $1,000, it't work anymore. Yeah, I mean, you're looking at I mean, I know people paying $500 to 1000. It's not what we pay. But I know people paying that. And I mean, shit, dude, if you're paying 1000 bucks for a booked appointment. That's a lot of money. A lot. There's a lot better ways right now that you can do that. And a brand online

can help with that a lot. Yeah, a lot of my deals come from DMs. Did Yeah, I mean, you know, this, you've talked to people that have come on the show. And it's all from DMS. Yeah. Yeah, a lot of my deals come from DMs, dude. Yeah, I mean, you know this you've talked to people that have come on the show and it's all from DMs. Yeah. Yeah, you guys are great at it and but but you put the time and energy into it right like you figured that out and so yeah, running ads I think is a it's a beast. It's and especially when you come back to ticket sales to like ticket sales requires ad spend requires leads like even it doesn't matter how good your sales reps are, if they don't have anyone to talk to, like you can't fill up in a rant. But. Absolutely. We'll end off with a fun question. Who was the goat of selling from stage?

You're going to piss off your friends here. Who is the goat from selling from stage? Gosh, man, that is, that's a tough one. stage. Gosh, man, that is, that's a tough one. I'm gonna say, I'm gonna say I think that Russell Brunson is still one of the best Wow, because I saw him do what he did it at GrowthCon. And I think that when we say go, I think I just go back to who is one of the best in the beginning. I think that everybody has a chance to be awesome now

Yeah, but I still think Russell Brunson crushed it when I was there when he did like three and a half million in his first set Growth con and that's still what people talk about. They still reference back to that was years ago seven years later They're still talking about that one 40 minute talk he gave and then he put that into.com secrets. And he put that into his different websites of what he did on how he did it. And now people have built their scale off of that. But I think Russell Brunson understanding the audience, knowing how to do that getting to see that in real time was probably one of the coolest

things I've seen. And I think even Myron and a lot of these guys who've come after have all built their frameworks around what Russell did So yeah, I would say I love it Brian work people find you man Find me on Instagram at Brian Rand on Instagram or at event sales agency and we're always looking for more events that want to fill up and Have more people to impact with their offer and so, you know if that's you DM me today and we'll get you started right away Perfect. We'll link us up below DM them guys. See you next time.

Appreciate you guys.