the bossbabe podcast - The Million-Dollar Podcast Guesting Framework with Lori Harder

Episode Date: October 26, 2026

Making $50,000 from guesting on a single podcast sounds too good to be true, but today’s guest is making this a reality for several business owners and creators.  In this episode, serial entrepreneur Lori Harder breaks down her million-dollar podcast guesting framework. She reveals why podcast appearances are a guaranteed path to success with the right preparation, how to pitch yourself to the right podcast hosts, and what your media kit should include. She and Natalie also explain how to repurpose your most viral content and how to streamline your sales pitch on all platforms to dramatically increase conversions.  In this episode, Natalie and Lori discuss: (03:30) Why Great Entrepreneurs are Bad Podcast Guests (06:56) The Near-Guaranteed Success of Podcast Guesting (12:35) Standing Out When Pitching Yourself to Hosts (20:38) How Small Guests Can Still Go Viral (23:50) Making 5-Figure Sales From Podcast Guesting (32:13) Mel Robbins’s Game-Changing Media Kit (35:00) Are You Fully Leveraging Your Viral Content? (40:40) Why You NEED to Build Frameworks (46:05) Lori’s Million-Dollar Podcast Guesting Framework (58:31) How to Pitch on Podcasts While Still Adding Value Lori Harder is a serial entrepreneur, author, and founder of beauty and wellness brand Glōci. She has built and scaled multiple million-dollar businesses and hosts the Earn Your Happy podcast, which has surpassed 65 million downloads. Lori also invests in more than 10 companies and helps entrepreneurs grow their brands, businesses, and networks. Resources Mentioned: ⁠Create Your Media Kit⁠ ⁠Sign up for Lori's Million Dollar Guest Live Training⁠  Sponsored By:  FreshBooks - Get FreshBooks for less than $3 a month for your first four months at ⁠FreshBooks.com/podcast⁠.  Faire - Sign up today and get 50% off your first wholesale order, up to $100 at ⁠faire.com/bossbabe⁠.  AG1 - Save 20% on your first subscription order of AG1 Next Gen or AG1 Pro at ⁠drinkAG1.com/bossbabe. ⁠Hostinger - Go to ⁠Hostinger.com/bossbabe⁠ and use code BOSSBABE for 10% off. Connect with Lori: Lori’s Podcast, Earn Your Happy  YouTube Instagram LinkedIn Website Connect with Natalie:  Instagram LinkedIn Website YouTube Natalie’s Book, The Freedom-Based Business Method bossbabe,natalie ellis,lori harder,million dollar guests,how to get on podcasts,podcast marketing,podcast guesting,podcast pitching,podcast guest strategy,how to grow your business,lead generation,personal branding,podcast,how to pitch podcasts,podcast media kit,how to be a podcast guest,podcast interviews,podcast growth,business growth,lead generation strategies,client acquisition,entrepre

Now, I'm not saying you're going to make a million dollars from one episode, but you can. You know, our friend Samantha Skelly. Yes. 30 days after that show aired, she ended up making 100K. I get to come on for free. I get to sit and bring you my best ideas. And I essentially get to have a verbal sales page to your audience that you have now spent how many years?

Because I've done almost 1,700 episodes, a lot of those being interviews. and I will tell you that I've even sat with some of the most brilliant people. And I only have a handful, maybe 10-ish, that I can actually remember that we're mind-blowing episodes. How many pitches are you getting and what are you looking for in those pictures to say yes or no? People pitch themselves. I'm actually looking for you to pitch the conversation. It's a strategy.

There is such a huge strategy behind us that people don't realize. What's one of your favorite frameworks for teaching people how to be million-dollar guests? Because we're not just plain small here. One of the latest ones is I just had. She is a sales coach, DM sales closer. She came on and ended up doing 50K plus from the episode, from one episode. I think you've become a permanent fixture on the podcast. You might as well be a co-host of this point.

Do you want to co-host mine too? Wouldn't that be more fun? Should we just combine the podcast together? Earn your boss, babe. No, I love it. But I'm really excited about this one because I feel like we're going to just talk about stuff that I've actually not talked about on the podcast before. And I don't know about you, but what's really working for my podcast right now,

people are like, like, because I actually took almost an entire year off the podcast, which I thought was the biggest mistake and I didn't give a shit. I was like, I'm going to have a baby. I want to take my time. Something's got again. Yeah, I'll come back when I want to come back. And I thought, okay, well, I'm going to prepare to start from zero. Turns out that's not being the case at all.

And we're actually doing better. But the thing that I've shifted is my episodes are now just around one topic. and I'm going really deep on one topic. It's popping. I love that and it makes so much sense with everything else that's going on in the world too because I think people want to, they have the problem.

You diagnose the problem really well and I think that's what makes, you know, the people out there who are doing really well is they know how to diagnose the problem that the person believes that they have really well and then you go deep on solving that problem. So it feels like the person has a tangible takeaway

where sometimes you listen to a podcast and sometimes there's so much good information that you almost leave, the podcast without doing anything because it was just like a plethora and you don't know what you're getting from it where it's like you just actually got a masterclass on one thing. So I love that. I think it's genius. Yeah, which is why I'm very excited about this because we're going to talk about podcasting, but specifically being a guest on podcasts, which this is a medium I have never tapped into, which is so ridiculous because I think I should actually be having this as part of my

marketing mix every single month. 100% for you. But I don't think I've really figured out how to be a great guest. And look, I'm not trying to be humble. I'm a good chit-chat. I can go on a podcast. I can deliver a lot of value. I know I'm good at that. Where I'm not good is I don't feel like I, I'm always happy to come on and talk about anything.

So I'll tell I can talk about this and that. And, you know, we can go down any kind of rabbit hole and we can have a good chit-chat. But I haven't necessarily dialed in. I come on. I have these stories. I speak in these sound bites and I drive people to this one place. And from the many conversations we've had on this. lately, this is what I feel inspired to do. So I'm kind of just treating this as a pick-your-brain session.

I love it. So just firstly, for people that aren't aware, what is your stance on being a podcast guest? Okay. So number one, I just want to share, I love that you shared that because I think that's really important for people to hear is that even the people who they see dialed in out in the world, they are not dialed in on podcasts. And I will tell you why. And I'll tell you what my stance is on podcast guesting as well. But I, this last year, we have an elite entrepreneur mastermind. These are incredible people. These are seven figure and up entrepreneurs. We have some eight figure entrepreneurs in there. And I had offered a podcast guest spot to them as part of signing up. And what ended up happening is that when it came time to start, you know, planning their podcast,

they were so lost. They didn't know what to talk about. Like you said on what topics, you know, They didn't know what topics, what businesses, what portions of their business. They didn't know what they were an expert in. They didn't know how to pitch themselves, meaning even how to open up the podcast when I say, tell me about yourself. They would get so lost, so confused. They'd say every single podcast they went on, they told a different story. They, you know, talked about a different portion of their business.

And they felt like podcasting was just really good for PR. And I had this realization when I started getting people coming to me, telling me, what they had produced from being on my podcast, which we'll get into. And some of these testimonials were that people without big names at the time had made 100 grand, like I've many of these that I'll tell you, from one single episode of showing up on my podcast. We'll talk about what those differences are. But this goes into my stance on why I believe podcast guesting is genius, is because,

Natalie, you and I both pay every single month to have a podcast. I pay anywhere between 5K to 10K depending on how much I want it produced and how much I want to advertise on YouTube. So you're probably going to fall for a higher produced show, especially in person, definitely 5K in above per month, most likely. And when you think about, you know, what happens when people just get to come on your show, I get to come and sit down in this chair today. I get to come on for free. I get to sit and bring you my best ideas. And I essentially get to have a verbal sales page to your audience that you have now spent

how many years? Well, now that you say it like that. But truly, this is what we're doing for people. And this is why we are getting insane testimonials of people coming on my show. And I had this moment where I was like, okay, I know that I've sold my stuff. I know that I've sold out masterminds. I know that I've done that. But what would happen if I went on other people's podcasts,

if this girl who kind of didn't have a big business at the time at all and nobody knew her name made 100K, this one just made 50K, this one just made 25K. And I will tell you all of those stories and what those businesses are. But I believe this is the most underestimated sales channel that there is right now. And the craziest part is you and I are going to be able to talk about why it's not hard to stand out because you are in a sea of, of bad pitches right now. And you're in a sea of just okay podcast because I've done almost

1,700 episodes, a lot of those being interviews, and I will tell you that I've even sat with some of the most brilliant people. And I only have a handful, maybe 10ish, that I can actually remember that we're mind-blowing episodes. I can't remember most of them. In fact, right after a lot of times in the episode, I'm like, I can't tell you fully what I walked away with from that person. And so this is why if you dial this in right now, it is like shooting fish in a barrel for being memorable for being able to go get in front of other people's audiences and converting them into yours.

I could not agree more. And just is it called breaking the fourth wall when you bring people behind the scene? I think it is. I don't know. I think it is. On the housewives. Okay. If they say it's real.

Let me just tell you all what Lori did there. She is making my life as a host very easy because you've just teed up the entire. episode you've told people why to keep listening the things that they're going to learn you've just dropped so many open loops as a podcast host it's the most refreshing thing ever to have someone on on the show that knows what they're doing because it makes my i'm like i can just sit back and relax she's got this it is and it's so interesting because i obviously we get a lot of pictures you and i and um my someone on my team i had a content brought me a bunch of pictures and we were going through them and she was like you know what i've pulled a bunch of these people

They have the most fascinating backgrounds and I want to put them in front of you. And she was showing me people that are so, so endlessly qualified. But my first question to her was, who else have they been on? Who else has a show have they been on? And it wasn't that I was looking for like the top podcast, but I needed to see how they performed on podcasts. Because what I find is the host is if someone doesn't know how to interview, it is exhausting to interview them.

And so selfishly, I want to pick someone who, has done the rounds on even small shows, who has actually got evidence that they can speak, who has got evidence that they can interview because I find myself turning down those people, even though it's topics that I'm actually super interested in, because I know I have to do, it sounds rude, but 80% of the work.

100%. It's draining. What are you looking for when people, firstly, how many pictures of day are you getting and what are you looking for in those pictures to say yes or no? We were just monitoring the inboxes because we get pitched in three different emails because they find you. They're like, I find you. I find my personal email.

We get the customer service emails. And so we think we're getting like 20 plus a day from all different, in different, all different emails. Yeah. So I've seen it all. You have seen it all. And seen it all. It's like the Wild West out there. And I don't want this to like distract you guys.

or make you like, you know, feel like you can't, it's not going to work when you pitch when you hear this number. I delete within five seconds most often. Five seconds. And so I think some of the most important things on there is you have to think, how can I make this person's job super easy? So I am always looking for exactly what you said. One of the first things I look for is let me hear them talk. Like, let me hear them talk and who else have they, who do they have proximity to, like whose show have they been on? What's their street cred? So if you have street cred, which we can talk about,

if you don't necessarily have it, there's a lot of other ways that you can stand out other than just street cred. But some of the podcast pitches that get my attention are she just was on today's show or something like that or was just featured on, you know, Natalie Ellis, boss babe. And so a lot of times what happens to a host is we can get kind of lazy. Not in a bad way, we're just busy, okay?

So it's like, if she was good enough for Natalie, she's good enough for me. Thank you. We assume that the other person did the vetting for us. Yes, I do. And this truly is, that's what, you know, that's, we talk a lot about this in my program in million dollar guests because that is the trust transfer. There's so much about proximity that helps you skip the line. So if you have anything like that, if you've even been in someone's mastermind, like I can't

tell you, I was in Lewis House mastermind for two years and even just telling people that, because number one, it was like, oh, she invested and she invested in someone with a big name and she's learning from them. That gave me so much street cred that I did not really understand until later. But it got me so many different opportunities. So what I'm looking for is some form of standout credibility. I want to be able to hear you speak.

I want to know that you've done other podcasts because Natalie, you and I've been in this game a long time. I did not start a podcast for 10 years and put four episodes a week and however much money that is 5K times, you know, 10 years to have a newbie on. It's just not the place to pitch early if you're brand new to podcasts. And look, I know that you probably have a really incredible story because there's somebody right now going, but I have an amazing story.

Okay, but here's the deal. Nellie and I don't want you to come on our podcast when you don't know how to tell it yet because it will be wasted and people will associate your name with not being prepared. And what will happen is you'll blow that opportunity. So go on 10 to 20 smaller shows, learn how to really tell that story so that when you come on a bigger show with a bigger opportunity, you're going to crush it and you're going to know exactly what to do with all of that attention. Because right now I can tell you, even though you have a good story,

what are you going to do with all that attention once you get it? Yeah, the seasons change and my body notices it before I do. The mornings get darker, the calendar gets fuller, and everything feels a bit slower to start. That's when I go back to the basics. And I do love AG1 every morning first thing. AG1 NextGen has more than 75 ingredients, vitamins, minerals, pre and probiotics, superfoods, and it's backed by four separate clinical trials. K-nutrient levels improved within three months of consistent use. It's also formulated to support immune defense, which is exactly what I need going into this time of year.

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that is essential to my workflow. And for limited time, they are offering 15% off any annual plan. and that discount is only available through my link. Again, that's storyblocks.com slash boss babe for 15% off annual plans. I couldn't agree more. And another thing that I'll add is put some effort in. So I can, so this is being very truthful. I will delete without opening because I see a preview. And when I see, hello, Natalie and Danielle, I'm like, my love, it's been four years.

I don't know what to tell you, but if you haven't done research in four years, I'm not going to have you on the show. Like, not trying to be rude, but if you are pitching, and then sometimes I'll open them and I will actually respond because they'll say, I'm an avid listener of your show and I'll reply saying if you were, you would have sent a different email. I'm just letting you know if you're pitching yourself,

please do a bit more research because it's not going to work. And I want to give them that feedback and I don't want to be a bitch about it. And at the same time, it's like applying for a job, right? And you apply to the wrong person's name. It's not going to work. You have to put the effort in. and think about how you are actually approaching it.

So I absolutely love that. And yes, agree on going on shows and don't kind of waste the opportunity because also we will tell you not every episode makes it out. And that's hard. How do you handle that? Oh, this is a hard one because sometimes I'm like, maybe they just won't notice. I don't post it. You know, I'm going to be totally honest because I have talked about this before.

Sometimes I will say that the audio like did not work out or the audio got messed up or once in a while it'll be like, hey, it's just maybe, I'm trying to even think back. I haven't actually said if it didn't resonate or it's not a great podcast. I haven't necessarily given that feedback. That one's tough for me. And I haven't done it very often. So I will say it's usually like, I might tell you the audio got messed up, which is not a great thing. I'm just being honest. Yeah. So if you get that feedback from someone between the lines. Yeah. You know what it is. But I will say the other thing that I look for is people pitch themselves. I'm actually looking for you to pitch the conversation.

Ooh, it's stable. So I want to know what we're going to talk about and what that interview is going to look like. I want to know what the title is going to be. And I want to know what some of the almost these mic drop moments are going to be. Do you have frameworks that we're going to be going through? How am I selling this to my audience? And also the other thing is how are you going to put this out to your audience?

Like how are you going to get exposure for it? because I relate this back to when I was in the fitness world. And a lot of people don't know, but I came from back in the day I used to be on fitness magazine covers. Well, what people don't know is that it took me four years to get of pitching myself to get on those magazine covers. And so four years of promoting myself, pitching myself, doing new photo shoots saying, hey, look at me.

Don't I look shredded in this? Like, hey, I'm your fitness girl. and what changed that finally got me to land on the covers is to understand that they're a business. When I finally understood what the magazine wanted and that who the people were behind the powers that be to say yes. And so number one, they're people. They want relationships just like you and I.

They want to work with people they like. They want to like have a good day on set shooting someone who's nice and fun and normal. and they also have a job to do. They have numbers to hit. They have interesting angles that they need to promote. And so I finally started going, what would make me an easy yes?

Like what makes me the very interesting choice while helping them grow their business and making it easier for them, make their job easier. And so when you're thinking about a podcast, we are a business. Podcasting is a business. It's not just fun to do.

Yes, we get great benefits out of it. But now that you are, you know, episodes a week. It's a, it is a business for me. It's a huge sales channel in a way that I, um, bring people into my world. And so when you start pitching, I really want to think about, you know, when I think about you, Natalie, I'm like, okay, well, I'm going to, uh, thank you so much for having me on this episode because, and, and how I'm going to show my gratitude and also hope to get invited back again someday in the future. I'm going to promote this episode. I'm probably

going to make some of my own reels. I might even air this on my own podcast if you have a podcast after you air it first as etiquette of obviously letting you get all those views, then getting it over to my channel, putting it on my YouTube, putting it in my email. And what I'm also going to do is I'm going to do stories. Look who's podcast I was just on. Like, I am going to promote the crap out of this because I'm excited about it and because you gave me the opportunity. And it is a moment of, wow, thank you so much for, you know, from your perspective. Thanks for getting my podcast out there for making my life easier. This was a great guest. This helped the show grow. And I'll also I prepped like crazy for this podcast so that I hope to beat a lot of your numbers so you

remember me. I hope that this gets more downloads. And so when I'm pitching someone, I include things like that. So I love seeing that. I just had a girl pitch me and she said, here's all the ways I'm going to promote the show. And I talk about this in my media kit template that I can give you guys for free. It's million dollar guest.com forward slash media kit. And I add this in they're saying, how are you going to promote the show because people love to see that? So that one's really big for me too, because I want to know, is this going to help me grow my show? Because at the end of the day, that's what we're all looking for. Yeah. And just to echo that, you do not have to have a massive following to do that. Not at all. We all know you can have a small niche following

and they can be so engaged that your numbers will be so high. Or you can be so good as a guest that your numbers will be so high. I don't. see a correlation between follow account and podcast downloads, which is always really interesting. It's the quality of the episode. It's the title that we used. It's whether that person promoted it. One of my most viral episodes was Seth Gordon. And this blew up the show a couple of years ago. And I was wondering, why did I do that? Well, it turns out, one, he's an incredible guest. Absolutely incredible. Two, he has a blog where he gets millions. millions a week of people that go there, he doesn't have his own YouTube channel, but on his

blog he links out to his name on YouTube. And so he drives a ton of traffic to his own name. And the way that was all set up just blew me away. And that episode, while yes, he's well known. He's not the biggest guest that I've had. By far, that episode is still growing my show. And I don't even feel like I need to know or that you have really big numbers. So for me, I have had a lot of guests on that don't have big followings because they've pitched a really good conversation topic. And it could be a unique perspective on that or an opposing perspective of maybe what's trending right now. And for me, I really, really am for the most part, booking the conversation. So anybody listening who's thinking, I don't have that big of a following, I don't think that's what hosts are always looking for at all. That is a Another reason why I think this is a really overlooked sales channel for people is because you don't have to be somebody who's out there already doing something really big. If you can communicate well, that's what we're looking for. Because how many times have you listened to a podcast with someone

that you didn't even know who they were because you follow the host? Yeah. And there's somebody who you just met them, air quotes, that moment on the podcast and all of a sudden you became a diehard fan. And go buy all the products all the time. Yeah. And you don't know if the following is big or not. You have no idea. You just followed the conversation, which made you follow the person. Yeah, exactly.

That happens all the time. Okay. So, and I say all of that too, we are being selective because our show is a job for us. Our show only does well if we are selective about who we bring on the conversations that we have. You know, we take that trust really important. So we're going to go and vet someone that comes on. I want to know, do you have a little? do you have a good reputation?

You know, if I'm going to associate my name with yours, is that a good thing? I want to know all of that. And so I think it's really important that you do keep a clean online profile. And when I search your name, I can see some good stuff that then tells me, okay, you know what? This is a good person to have on. You're going to have a good conversation. Okay, so I have a bunch of questions. But first, I really want to highlight the opportunity here because you've alluded to it.

But like, tell me a little bit more about what you're seeing as, what kind of results people can drive as a guest because I actually, which is so funny because I've been in this industry for a long time too, I didn't know. You know what's going to be crazy is that when you start asking some people who have been on your podcast, because now you're going to want to ask like, hey, could you tell me some of the results that have happened? I cannot. They're like, oh yeah, let me actually tell you because some mind blowing things have happened. So, you know, our friend Samantha Skelly. Yes. She came on the show about eight years ago. So mind you my show was smaller. She didn't have a big name yet at all. She, I think she probably

what had in the 10,000-ish of Instagram followers. And I had gotten to, uh, connected to her through a friend. So I didn't know of her from the world. I knew of her from a mutual connection who introed her to me. They're like, hey, you know, she has this thing called hungry for happiness. I think you'd really love it. I was talking a lot about just health and wellness at the time. And she came on the show. We had a great conversation. something that she did really well is she knew exactly who she was talking to. Oh, yes, yes, yes, yes. When she came on the podcast, some of the first things that she started talking about

were the pain points of her ideal client. And we didn't talk to everyone. We talked to the person who was struggling with food noise and food addiction. And we went so hard and deep on that. And the other thing that she did really well from the beginning was she mentioned from the top that she had the solution. So you are going to stay and listen to the end because you know that she is planting seeds

about the fact that she has the solution to your problem and that she gets you. You know, she gets you, she's been in your shoes. And the other thing is we had good chemistry. So the trust transfer from my audience of what I had built up for years to then go to Samantha was crazy, right? Because it's like, okay, Lori did the vetting.

they have really good chemistry. Lori did a really great bio and kind of propped her up and now let her run. And so 30 days after that show aired, she ended up making 100K through the show. All came through the show. Can you imagine going on a podcast and not realizing like, hey, this would be cool if like a few people signed up. But because of all of those different things and if you go back and you listen to the episode, you know, what we talk about a million-dollar guest all the time is there is an, there's a

formula. You are following an entire journey on how to start the conversation, create that credibility, and then bring them all the way through and have them go exactly where you want them to go. It's a strategy. There is such a huge strategy behind us that people don't realize. So that's one version. One of the latest ones is I just had a woman on named Jillian Murphy. She is a, like a sales coach, DM sales closer. She came on and ended up doing 50K plus from the episode, from one episode. That's amazing. We have Natalia Benson who came on and she landed a 25K clients.

I have Leah Garvin who just came on and she had someone reach out to join her 20K coaching. Literally the list goes on and on. I just Glazer come in and she, this was. when she had, I think, less than 10K followers at the time, she came on the podcast and talked about a program where she was teaching people how to just launch an online course based off of, you know, a skill set that they have. And this, again, I think, was probably around seven or eight years ago. So smaller, smaller followings. Nobody knew who she was. And for the most part, came on and she had a 5K program that she was launching. Well, she ended up making,

25K. I think it was, I believe I was like in a couple of days on the podcast from going on the podcast. And I thought, okay, I've had to ask a lot of these people what happened. Imagine if I started going through my whole list asking what happened. And so I believe you just had Brooke on your podcast. So I had asked her what she had gotten. And she gave me testimonial and she's like, well, honestly, using your podcast got me booked on other big podcasts. So thank you. much for that. I also sold a bunch of books and she gave me a whole spiel of what happened from the podcast. So Natalie, I can literally only imagine what's actually happened on your podcast. I feel like we need to like have some sort of like follow up with guests afterward to find out.

Yeah, I might add a follow up into the sequence to just a month later email and just say, hey, was it good for you? Did it support? What did we do that worked just so we can do more of it? Also what I was thinking too as you were naming all these names, knowing a bunch of these are your friends, which you've always talked about, podcasting is such a great way to network and to actually make friends. Yeah. Because you're spending an hour sitting with someone, often in person, which is really nice, where you really get to know someone. And it's such a great. I know so many people I've connected with is because I did their show or they did mine. And after that one hour, you know if you like them or not. I started podcasting because I was, I believed I was more of an introvert back in

the day. I learned really quickly that when you're around people, you really like, you're a little more extroverted. So I think now I'm an introverted extrovert. But with that said, you know, I lived in Los Angeles and I didn't want to have to go to all the networking events. And I thought, how can I get access to the people I would never normally have access to? And I know this is part of why you have a podcast as well. It's a great way to get access to people you wouldn't get access to. and I also wanted to bring them to me and meet all of these people. And essentially, I selfishly wanted to get coached by incredible people. Yes, it's the best.

For an hour. Like, I just asked them questions that I really wanted to know. And I think that that also authentically creates a really great podcast, like, to create those conversations. But podcasting is incredible for that. And that goes for podcast guesting as well. You get to go sit for an hour with someone. And by the way, all of those people that,

I mentioned, a majority of them were not my friends before that. They actually became friends from those exact moments of dropping in for an hour with someone. And in person is like nothing else. Like if you can have the ability to book a podcast and fly in person to sit, really get to know them, feel the energy, but then also have the amazing podcast clips afterward that can live on forever that you can create 100 pieces of content from like Natalie, Maria went. came on my podcast and I think she has made 15 or 20 clips from our podcast and they pretty much go viral every single one and she asked me to collab on each one. I'm like absolutely because you are making these go viral. So let's do it. And that is a prime example of how to make one single episode just

keep on going for you. And also that single episode that you could continue to recycle for three months, six months a year. It also makes you look like you're on a million podcasts. You could literally have been on one podcast. I could go to your page and see it recycled over and over. And in my head, if those are good clips, I'm going to think that you're the expert in that arena from that. It's so funny that you mentioned Maria because as you were saying that of flying in, literally I was thinking Maria, because I remember talking to her and it's when I was recording in Austin, she actually flew in to record with me. And I was like, listen, if it's easier, I will do virtual.

I don't love doing virtual, but I know it'll be a good guest. And she'd said, no, I only do in person. It only pays off for me when I do it in person. And since that, I've now grown a really close friendship with her from meeting in person and doing that together. And same thing, using the clips. Okay, so we're going to get into it. I want the specifics.

You've mentioned a few times now the media kit. I found out about media kit because this was in 2019. I had someone on the podcast you might have heard of, Mel Robbins. So Mel was well known, but she wasn't as known as she is now. Right, right. So she was well known-ish. I didn't know tons about her work, but I knew of her. She was coming on the show, and ahead of time, she'd sent me a media kit.

Now, embarrassingly, this was the first time that I'd seen one. I wasn't in the habit of booking a lot of professional guests. I was kind of just anyone that would be willing. So she sent me this media kit. And it was so brilliant. And so she had on here. And this was 2019, too. Now we always, seven years later, we hear speaking sound bites, do, we hear all of that, right?

This was not talked about so much back then. She sent me this media kit. And it had, here's the main stories that I think would resonate with your audience. Here's what I think will go viral. Here's what I think you should ask me. And it was so succinct. It was so well done. And it made my job as a host very easy because I just had this sheet.

And I'm like, okay, let me just read word for. these questions. And so we published that episode. And within the first couple of weeks, I gained over 10,000 followers on YouTube. The podcast went so mega viral. We actually used the hook she gave us to put on the cover of the video. We clipped it. I mean, I couldn't believe how well this did. And that was my first introduction to a media kit. And you would think I learned my lesson to do my own, but it's so funny because I was on Amy Porterfield's during podcast during my book launch and she was like, send me on media kit.

I'm like, you know, you'd think by now that I would have one, I'm going to build this. And so I want you to help me with this because I really saw from Mel's. That was the difference between a great guest and just one you have to do a lot of work for. So for a newbie like me, what exactly is a media kit and what goes into a good one?

Okay, your media kit is like a one page audition. Essentially, it is you just sending your life's work to someone, all of the most important pieces of work that you've done, and the things that you know work for you. So for you, you would be a dream for me. Essentially, you should just let me do your media kit. I feel like it's easier when friends do it. And that's a great idea.

Sit down with a friend and say, what do you know me for? But what I would do for you is I would say, what are your most viral pieces of content? So, for example, Shelby Sapp came in and did it, podcast with me. And she has an extremely viral piece of content that went viral for her first about overcoming six sales objections in 60 seconds. I even know the piece that you're talking about. You know exactly what I'm talking about. And so on every podcast she did after that, she did

Jay Shettys. She did mine. She did a couple other really big shows on this like flight out to Los Angeles. What clip do you think she recorded with all of us? Overcoming. six sales objections in 60 seconds. And when Shelby sat down in the chair, she said, this is the video that you should clip four reels because it will go viral. Did I care that I knew it was going to be on four other shows? Absolutely not. Do you know why I didn't care? It went viral. And so nobody was saying I saw this 50 other times. It went viral. The seasons change and my body notices it before I do. The mornings get darker. The calendar gets fuller and everything feels a bit slower to start. That's when I go back to the basics and I do love AG1 every morning first thing. Ag1 NextGen has more than 75

ingredients, vitamins, minerals, pre and probiotics, superfoods and it's backed by four separate clinical trials. K-nutrient levels improved within three months of consistent use. It's also formulated to support immune defense which is exactly what I need going into this time of year. It's peace of mind that I'm getting comprehensive nutrition while everything else speeds up. This season's going to change either way, I'd rather be ready for it. Go to drinkag1.com slash boss babe and for a limited time get a free immune support bundle, including a bottle of omega-3 fish oil and a bottle of vitamin D3K2 with your first subscription order of AG1 next gen or AG1 pro. That's drinkag1.com slash boss babe. That's drinkag1.com slash boss babe. We put out a lot of content, reels, carousels,

YouTube, this podcast, and for every piece, someone on my team is hunting for the right clip or image to go along with it. Now, StoryBlocks has made that part really, really easy. It's actually an 100% human-made stock media library, which has footage, music, sound effects, templates, and images, all made by professional filmmakers and artists never AI generated, which is pretty rare right now. We can grab visuals that actually look on brand. and everything is already pre-licensed and ready to use, which makes it really, really easy. It's unlimited downloads under one subscription, so if you're creating content every week, you always have a library to actually pull from.

You can head to storyblocks.com slash boss babe to access the human-made stock media library that is essential to my workflow. And for limited time, they are offering 15% off any annual plan, and that discount is only available through my link. Again, that's storyblocks.com slash boss babe for, 15% off annual plans. I just want to underline that because you can think a viral moment is a one-hit wonder, but if it's gone viral once, it's probably going to go viral again.

Yes. Okay. What I would do for you, if you specifically, you know, you had mentioned at the top of this show that you are finding this like niche that works really well for your show of focusing on one topic, I would focus in on a topic you're excited about right now that has to do with something you're offering. and this is a very important piece of a media kit. You might be known for something,

but maybe you're not selling that thing right now. Maybe you've really pivoted in your offers. So for me, I was known for fitness for a long time. Does it look really good for me to say, 10-time cover model, fitness world champion? Yeah, that looks good, but guess what? It's not really even in my media kit. I'll use it a little bit,

but no topics are going to be around that at all because that's not what I'm offering right now. So for you, I would say, what are you offering? what's the final destination that you want people at? Because we are going to work backwards from where you want your people to end up. We're working backwards from where you want your people to end up from your media kit pitch, like literally from how we're building your credibility in your bio.

So I'm going to find that offer that you want people to funnel into, and we're literally actually going to redo your bio around that. Like what makes you credible now for this within your bio? And now we're going to talk about those topics. and we are that have been going viral for you. And we're going to look at your most viral pieces of content that relate back to that offer. And we're going to create the topics from that. And then we're going to take it a step further and say, okay, what stories are you going to tell?

What could we name the title of these so that that podcast host can really even see the title to the topics? Do you have any frameworks around this? Because we're also going to pepper that in and say, here's the frameworks they're going to learn. here's what your listeners are going to walk away with. So we're going to make you such an expert in those things. And we're going to say, here's the viral real clips that we can do. And you're going to maybe put three in there and show that they went viral for you. That is how you get an ultimate yes.

Like you'll get yes. I'm so excited for you because you're going to get yeses across the board because you're going to build around that and show all of the credibility and how it's going to help them do the same thing. Go viral. And do you think so hearing that, makes me think, you know what, I need to be now testing on social media, a bunch of shorter form content to see what takes off and goes viral, which I also realize I've not been thinking this way and doing. For sure. I think what you can do is you already have so many viral pieces

of content. You have so many carousels. Your carousels alone could become topics and things that you're talking on. And I love this about the content world right now and this really opened things up for me recently is if you have a, because I like doing carousels, they feel a lot more easy to me than talking head or reaction videos. I'm learning. We're getting there. But with that, I'm like, okay, what am I to do for my talking head video? What are I going to do for my reaction video? Well, what was I doing in my carousel? Now I'm just using that in a different format. So for you, what I would do is just take the things you're already so good at in those, you know, your carousels, your quotes and just turn those into the short form like talking head

pieces. So if it was a hook that really worked, you're going to open with those hooks and you're going to open with those topics. So that's why you are a dream, a dream person to make a media kit for and short form content for and these mic drop moments or sound bites is because you have your sound bites already written out. And so when you think of a sound bite, you guys, you know, Natalie had mentioned it as well. Speaking in soundbites is so important on podcasts and opening with a soundbite or closing with a soundbite, you probably have those in quote form. all over your pages. Oh, yeah, you're right.

That you're known for. Yeah. You just need to start speaking them too. And I think just, I just needed to hear how to lay it all out as well and how it all fits in. And that probably goes for a lot of people listening. Like, we actually already have stuff they can use. Yes. But I think it's so easy for us to look at everyone else.

Think everyone else has got it all set up. I don't have what I need. And then when you reflect it back to me, I'm realizing, wait, I've already done a lot of this. It's just putting it together and piecing it together. So, for example, you know, because I want people to be able to put this together like you had said. One of my talking head videos that went viral was about I pay to be around rich people. So one of the topics on my media kit is literally the title I put is how being around rich people compressed 10 years into one year.

And then the topic is why I pay to be around rich people, how getting in the right rooms changed everything for my business. that one piece of content informed an entire podcast episode that I could do. And that is what you're going to start looking at is if you're like, man, what topics do I talk about? It's a lot easier than you think. Go look at your page or go look at someone who is in your, you know, a direct competitor and see what's working for them as well. Because I guarantee if you guys are talking about the same thing, they have, you know,

it's kind of your 10 by 10 rule. Yeah. Go and look at what's going viral for them. can you create a conversation around that? And I'm curious, you mentioned Shelby, who I feel like she did the rounds on so many big podcasts. What was it like interviewing someone like Shelby versus someone who maybe hasn't prepared as much? What did Shelby do that really blew you away?

And you thought, you know what, that really shows she's done her homework or knows what she's doing? Shelby has frameworks for everything. Oh, okay. And I feel like when people really come in with strong frameworks and when you ask a question, they have a specific way of solving it. Our brains love that. So if you ask a question on overcoming objections, it's like she would say, I can't remember everything right now, but it's like, okay, oh, here's the framework for that, or here's how I first position it, or here's what you look at.

And our brains love knowing that we are going to go down this very specific route of solving a problem. And so I used to get really overwhelmed with this because I'm not a linear person. And I was like, well, I don't have any framework. And so I, even when I was creating a million dollar guest, the accelerator that I'm doing, I didn't really have specific frameworks. I knew what I teach and I'm a great teacher. But it was the first time in my life that I sat and made a framework for every single week. And I felt like such a clear. It felt good for me. Yeah.

It felt great for me. And as, you know, the people who were learning, I really watched the difference in how they were reacting compared to how I normally teach. And it's such a, they're able to walk away with something and something tangible and walk them through something. And then the worksheets and all the things, they got an actual result from these steps that you're starting here and we're going to end here. And so if you're feeling like I don't have any frameworks, it doesn't take that long to go, you know, this is the way that I coach. This is what I do. And I'll tell you guys how to come up with frameworks if you don't. I mean, Claude is freaking amazing and so genius at this point that it

helped me come up with these. Because like I said, that I'm not very linear. So I sat and I whisper flowed, which they should be sponsoring this episode. I know. I sat and I whisper flowed and I said, I don't know what my framework is for this, but this is what I walk them through. This is how I teach. This is what this looks like.

Here's where they start. Here's all the things that I'm going to say. Here's what I do. Can you help me come up with a framework for this? And so then I got very specific on what type of framework. I was like, I know a lot of times that you want to create, you know, um, acronyms and things that rhyme. But I said,

I want all my frameworks to be so easy that people can remember them that I want them to be named that if they read what the steps were, they knew exactly what they were supposed to do from that name. Because you know how sometimes it can be like, too much. I'm going to teach pitch and it's going to be P-I-T-C-H, but the words don't really make sense for teaching it. Yeah. You're just like fitting the word in for the sake of it. And so I got really clear on that and decided to just go with one of the frameworks that felt good for me. And I think that's the other thing is it's not going to feel like, oh my God, this is groundbreaking genius.

Just go with the framework that feels easiest and most clear for you if you were new to understand. And what happened is now I have this whole structure on how to teach and what I'm doing. And so guess who have frameworks? You'll start hearing it in podcasts. And we were talking about Daniel Priestley. That man has a framework for everything. Dan Martell, I asked him because I have this theory on frameworks that I believe the people who are the most successful in the world

have the most frameworks. I asked Dan Martel how many frameworks he has. He has over 700. Yep, I believe it. And he's like, I will not, he's like, I believe in framework. People love, your brain loves frameworks. Yeah.

And so come up with a framework around what you do even if you don't think that it exists. So that's what I think is different with a lot of guests as I sit down and I'm like, my brain just loves this because you just told me what I'm going to learn. I can't wait to learn it. And let's keep going.

I want everyone listening, even if you're not going to be a podcast guest, I want you to listen to that because it is the one thing I always always coach on too. When I, you know, I'll be helping a client put together a funnel, a webinar, something like that.

And I say, okay, what's your framework? You should be teaching a framework in a webinar. This is your IP. People are going to buy from you because you have IP. They are not going to buy from you because you have knowledge. Chat Chupit has knowledge. What is your IP?

And when they don't have one, I say, well, I'm not helping you sell this until you go figure out your framework. Come back to me. then we'll put it together. But the framework is going to be the thing that decides whether it succeeds or not. And for me personally, you know, I've been on a journey the last few years learning how to speak on stage. I used to have this reoccurring dream that I'd get on stage and I had no words and I just stand there in silence.

And what I've learned is if I go on to stage with a framework, I'm never worried I won't know what to say because I have a framework. You could give me a whiteboard. I can scribble it out and I can teach a framework. And you can make that framework last five minutes or an hour. Yes. But a framework gives you a structure to put all of your knowledge in. And you're right. Any guests that I have that I absolutely love and learn so much from and connect with,

they have a framework. They've done research. They bring up. Oh, when I looked at this, this is what we found. Or here's the four-step process I walk people through. You lean into that. You really want that. So putting you on the spot here, what's one of your favorite frameworks for teaching people

how to be a million-dollar guess? because we're not just plain small here. You believe, and correct me if I'm wrong, you believe you can build a million dollar business being a guest, right? Yes. Yes, for sure. I mean, we've seen it. Okay.

We've, you know, you actually brought the case study to me of Daniel Priestley. Yes. And he talks about how he went on Diary of a CEO, like the first time that he went on. That man was extremely prepared. If you go and you listen to that episode, he taught a lot of frameworks. And he made a million dollars from one episode. Now, I'm not saying you're going to make a million dollars from one episode, but you can.

But what I am saying is, that if you do this and you do this for a year or two years or three years, this is of course going to add up to probably some really good cash for you, depending on how good of a guest that you become. Because Natalie, what do you want for your show? A great guest. And there aren't a ton of great guests out there. And that is not easy to say, but also it's the truth. And while they're amazing people, they're brilliant in what they do, they're not great guests. So I have a framework for million-dollar guest, which is how you are going to position yourself on show from, on the show from beginning to end. And that is position, prepare, profit, perform, presence, and then putting

yourself on a podcast tour. So we want a repeatable process after that. And what's really interesting is when you start going down this path, especially on the first one in prepare, you realize how much of your business is not yet structured to scale. Oh, okay. Say more about that and walk me through the process because I already, yes, there's a ha's going off. So what happens when somebody comes in to the program is we look at their messaging. What are we talking about and what are we selling and what do you want to be known for

on that podcast episode? And what happens is they realize they don't have their messaging intact for anything in their business. They're like, well, I have this over here. I have this program. I have this offer. Sometimes I say I'm this and talk over here. Sometimes I say I'm this and talk over here. And what we end up having to do is just pick one so that we can cut through the noise because we know that when you talk to everybody, you talk to nobody. So right away when you're positioning yourself from the top for a podcast, you realize your business is kind of

a little bit messy right now. And it's probably why a lot of things aren't working. Positioning also really goes into what are you going to offer while you're on there. And we talk more about that in profit, but you have to know what that plan is from the very, very top. And they're like, well, I could offer this. I could offer that. And I'm like, no, no, no. We can't offer four things. We have to go on and be known for one thing. The message has to be clear. And we have to be driving towards one thing. So positioning shows in your business, where are you totally disjointed? Where are you talking all over the place? And so one of the testimonials that we keep getting back is that it's the most clear that they've ever felt everywhere in their business.

They're nailing sales calls. They're doing great in their email marketing because now they understand who they are out in the world and what they should be talking about. So I think that that's the big thing that I see all the time is in week one, people are getting some of the biggest ahas around positioning because they find that their social media is not positioned for it either. Their bio is totally unclear. They just pitched one topic to a podcast.

and when the host goes and look at their bio, they're not even talking about it. They have no content about it. So it's all very related. I love this so much. I could not agree more. It is such a beautiful exercise and just dialing in across the board.

And also as a podcast host, I love it. Every time I sit down with the guest, I say, okay, what do we push into at the end? I want to know how do I help you? You know, you're giving me your time, you're pouring into my audience. I want to know that there's a place that people can go.

But if they don't know, they give me loads of different ones. I sometimes feel confused as to, well, how do I tee that up for you? We love Clia. Like, I want people to come on here and get tons of clients. I want them to get tons of sales. So I love that. Okay, what's next? So prepare. This is where you were talking about what Mel Robbins did for you so well. And what we do is we put together a little package of what you're going to send the host after you get the yes. Okay. this is your topics, this is your questions that you are going to be your zone of genius at answering. This is really important because Natalie, if I have you on my show, I want to get the

very best out of you, not only for you, but for the best chances of my show doing really well. And so I don't want to just guess at what Natalie wants to talk about. I don't want to just scroll through your Instagram and be like, I'll create questions off of what she's been talking about recently. It doesn't mean that I am going to word for word ask every single question, but if you send me questions that will absolutely get the best out of you, like, I want to know what your frameworks are for going viral. And if I don't know how to get your zone of genius of what I believe actually the audience will want the most, then I'm kind of, we're just, we're just guessing over here. And the show's not going to be that great. So people are like, oh, I don't know. I, you know, I don't know if I should

send questions. I don't know if that's a good thing. I think host etiquette, you can say, hey, I wanted to send you the questions that will put me in my zone of genius to share my best work. Feel free to ask anything outside of this as well, but I wanted to give you a guide. Yeah. So we give you this sheet that's not long, but what we do is we position it in a way that helps you get into your absolute zone of genius. And what we've done is that week, we work backwards from your offer and what you want to be known for. So if you're going to go on the show and you have something right now. Let's just use me, for example, I want to teach people how to profit off of other people's podcasts. So I'm talking about what I'm talking about with you.

I have positioned it and I've sent you questions that will get me into my zone of genius around this topic. And so what we do is we work backwards and we say what questions will help you tell the stories that are going to make you credible because we need a story like a credibility story. We need a story that helps overcome objections. We need a story that lets the listener know that you get them. So we need that same story. And we want some testimonials. And so what you guys didn't realize is through this whole podcast, we've given you almost all of those stories at this point where if you had any questions in your head around, does she get me? Wait, is this a real like opportunity right now? Okay, who's done it? Okay. How? How? How? How?

is this done? And then thinking of any other objections, we're covering pretty much the whole gamut. So that's in week to prepare. And we are just essentially working backwards from your offer and creating those stories. The seasons change and my body notices it before I do. The mornings get darker. The calendar gets fuller and everything feels a bit slower to start. That's when I go back to the basics. And I do love AG1 every morning first thing. Age 1 next gen has more than 75 ingredients. minerals, pre and probiotics, superfoods, and it's backed by four separate clinical trials. Key nutrient levels improved within three months of consistent use. It's also formulated to support immune defense, which is exactly what I need going into this time of year. It's peace of mind

that I'm getting comprehensive nutrition while everything else speeds up. This season's going to change either way. I'd rather be ready for it. Go to drink ag1.com slash boss babe and for a limited time get a free immune support bundle, including a bottle of omega-3 fish oil and a bottle of vitamin D3K2 with your first subscription order of AG1 NextGen or AG1 Pro. That's drinkag1.com slash boss babe. That's drinkag1.com slash boss babe. We put out a lot of content, reels, carousels, YouTube, this podcast, and for every piece, someone on my team is hunting for the right clip or image to go along with it. Now, StoryBlocks has made that part really, really easy. It's actually an 100% human-made stock media library, which has footage, music, sound effects,

templates and images, all made by professional filmmakers and artists never AI generated, which is pretty rare right now. We can grab visuals that actually look on brand and everything is already pre-licensed and ready to use, which makes it really, really easy. It's unlimited downloads under one subscription, so if you're creating content every week, you always have a library to actually pull from. You can head to storyblocks.com slash boss babe to access the human-made stock media library that is essential to my workflow. And for limited time, they are offering 15% off any annual plan. And that discount is only available through my link. Again, that's storyblocks.com slash boss babe for 15% off annual plans. Yeah. And on the whole side, I just want to say, we also love

when people send over questions. It never feels micromanagey. It's like, great. Send me anything you've got. And then often I will then send them a prep sheet to. They can look over it. Everyone can feel prepped. You'll have a conversation beforehand.

Everyone feels clear. Clear is kind. It clear is kind. I love it so much. What's next? So then we go into profit, which most people don't have this one at all, which is shocking to me.

I guess not shocking because I didn't have it either. I don't know what I'm talking about. I don't have it. I'm going to. I'm going to learn from you. and I'm going to do all the things because you're exposing me. I feel like you're doing an expose right now. I love it.

I love that. I love that. I can't wait to watch the testimonial afterward. I'm like, it's going to be so crazy with you. Okay, so profit. How are you going to lead people into your world to be able to profit? And from that conversation, what is the best place for that person to go first in order for you to profit? Now, here's the thing.

There's a million different paths to profit, especially for someone like you. And, you know, some people, you know, the testimonials that I shared, a lot of them were straight to DM to a high ticket. Interesting. I know. Wow. So you do a good enough job of being able to really speak to the pain point of the person and do a great job of showing them exactly how you're going to solve that problem, which you do so beautifully on social media. Yeah. I heard recently, which really, really helped me understand how to even position myself.

this is what you do beautifully and this will help with the offer is the more that you can show kind of these frameworks and show yourself in action of what you do, the more likely they are to say yes to you. So instead of just like talking about the thing, like actually show yourself in action. Like how do you solve it? What are the frameworks? Give me the frameworks that your likelihood of that person wanting to follow is a lot or even join your product is a lot bigger. So you do that beautifully. So within your offer, what you're going to do through the profit conversation is you just kind of have to pick for the one conversation where you're going to send them. Now, here's where going and doing a lot of podcasts is super helpful. Because for you, maybe you do a low-ticket offer

and you go on a big podcast and you're like, that really didn't produce a lot for me or I didn't really like how they came into my world. I think a better way for them would be this. So, testing, changing the conversation a bit and where you want to send them is going to be huge. So for me, you know, with this podcast, we're talking a lot about pitching. We're talking about getting on podcasts. I'm sending people to my media kit. And from there, I can nurture them. So that's kind of my goal right now. And I want to just pull fully back the curtain for people right now to say, you know, we had a conversation, where do we send them? Because my program is not evergreen at this time, it's a live accelerator because I'm still getting data from the program, which by the way, you guys, Natalie helped me so

much with this program. We'll break that down another time. I'll come on your show and break it down. Let's do that. We'll do that soon. So we'll do that as a follow up for you guys. So we said, okay, it's not evergreen. Let's send them to the media kit so I can nurture them for a while and then send them to the training that's coming up to the accelerator. So for me right now, around the conversation, we're kind of really guiding you into the free media kit because it does, it will crush for you guys, which is very exciting. So for you, we just have to figure out what you want to send them to just test it. And what you're going to find is the more podcast you go on, you're going to find what offer is going to work the best for podcasts. And by the way, it might be different for different

shows. And so you really have to think about whose show are you going on, who do you think is the easiest thing to sell them on? Because if you, your CEO, Mama program, yeah, I mean, I even know what I would sell. Exactly. I would be pitching Freedom Year for everyone. But I just want to share something that you told me a while back that just shifted my mindset on it because it showed me a massive mistake that I've been making. When I get on invited on podcasts, I'll go on. If I, you know, like the podcast, whatever, I'll go on. It's never been part of my strategy at all. And so I do the thing that you've said, it's really annoying where I'm like, I just want to be of service. I just ask me anything. I'm not pitching anything. Just let me know how I can support your audience the

most. And you are like, that is so annoying to hear because we want something specific. So in my mind, I've just been trying to be helpful, but actually I've probably been unhelpful in doing that. So I actually, I went on for the book, which was great. I had a very specific thing, but now I'm declining podcasts. I just got invited on a really big podcast last week and I declined it because after our conversation, I realized I'm not ready. I know exactly what program I'd send people to, but I haven't done the work to really reverse engineer how I would structure a conversation to then and then sell. Because I'm so used to just going on and saying, ask me anything. I'll talk about social media, business growth systems. Like I love business. Just ask me anything. Just ask me anything.

And so you've reframed that for me a lot. And so I'm going to pull back, which I think it's worth pulling back saying, no, doing the work to then go on. And like you say, not waste an opportunity. But I think that's just helpful for some people to hear that might feel bad for like coming on and selling, which I know is that like, listen, I've made a lot of money selling. And I'm still like, I might feel bad, bitching. Okay, but let's talk about the etiquette with that.

Because I want to know from you too as a host. So this was a really big question asked in my accelerators. like, are we allowed to pitch? The answer is, it depends on the person. Yeah. If you have a relationship, you know, you open the door, you're like, let's talk. Let's, you know, let's get some people like involved in this. But I knew that you had opened the door for me to talk about this program a little more openly than maybe I would be talking about it on a lot of other programs, right? Like being able to send people somewhere a couple times. But what I never mind is when someone comes on, gives a lot of value. maybe they have an added extra freebie of value where I know within the topic,

they say that they are going to teach their seven step framework on the podcast. What they do really well is they say, today we're going to focus on the first three of these steps. This is what the podcast is going to be out about. Now, because there's not a lot of time on this podcast, I'm going to give you the other four steps in this freebie at Blankety Blank, blank, blank, blank. You can go grab it there,

but let's get back to this and really focus on the three. I never care when they do that. I know that they just converted my people into their email list to then nurture to then sell. Yeah. But I don't mind because they added so much value from this framework and also, of course, the people are going to want the rest of the framework. That's how you do it in a way that is not salesy. And so you keep referring back as you're doing the steps. You say, okay, well, that's step four.

We're not going to do that one today. But again, that's in this. So that's what we call seating. You're going to want to learn how to do that in a way. that is not salesy at all. That's one of the best possible ways that you can do it. But, you know, even when Samantha came on and did the 100K within the 30 days, I allowed her, she had asked if she could share the link.

You can just ask, say, am I allowed to, you know, share the link with your people if they want to find more or whatever that looks like? Yeah. I was like, sure, no problem. Because I don't have a competing product. You do want to look out for that. If you have a very competing product and you're coming on and selling that really hard, they may not love it.

But I think the etiquette is, I would ask, do you mind if I share the link at the end for what I have going on? Some people mind, some people don't. Some people will be really clear with you and say, no, we're not going to share anything on the podcast or a lot of people are super generous and just say, yeah, we'll add it into show notes or whatever that looks like. Yeah, I don't care. Even if someone's my direct competitor, I'm like, go for it, sell.

But what I really don't love as a host is when I ask someone a question, and they say, oh, well, that's what I talk about in my program. And they will not answer my question. I'm like, why bother coming on? If you're not going to give value to my audience, and they have to buy from you to get value, I never mind if you say, here's the outline or here's what I teach or here's something I teach inside my program,

great, I always trust that there's going to be some people that want to pay to play. There's always going to be some people that want to pay to learn. They're going to go find you. But if you're coming on a show to give no value and to just pitch the entire time, that as a horse just feels like, icky.

And so there's, like you say, there is a fine line and a way of doing it and doing it this way where you've got a freebie, you've got a next step. We all know what a freebie leads to.

We all know what a next step leads to. And most of us, when we sign up for something, we hope that it's followed by something. Exactly. We sign up hoping, okay, I would love to work with this person one day.

Let me sign up. Let me get started. Like, for you, I know I need to get going on the media kit. I'm like, great. I'm going to sign up for the media kit. When you open accelerate. Great. The stay can get some pre-work done and see, am I going to stick with this?

Am I actually going to do the work? We love to be sold to if it's the right thing. Mm-hmm. A hundred percent. I always say, as a guest, I think give your best stuff away on the podcast. Yes. Because no one's going to go and integrate all of that. They need, I know that people need the accelerator. You know right now I'm doing your viral quotes program. You could sit and talk to me about it all day. I'm reading all your stuff on it. I'm listening to all your stuff on it. I need. to sit down for an hour or two with these modules and like really integrate it into what I'm doing, which I'm doing right now, which is amazing. But you give it, you essentially talk about it for free every single day. But you need these places where you go and you get to sit and really learn

and focus on it in that, you know, for that time that you have set aside to do it. And so I really believe the more that you can show people exactly how you work, the more like I get it. I love of the teaching style that makes sense to me. Let me work with them more. Yeah, I love this so much. Okay. I mean, I'm sold. I know I need to do this. And it's great because I talk a lot about the different ways in which you can drive traffic. When you've got your, my framework that I always outlined, it's super simple. You pick your one thing. You build an offer. You then build a funnel and you drive traffic consistently. That's it. That's it. If you want to build a business, it's the only four things you've got to do. It's very simple. Not everyone wants to build their own

audience. Not everyone wants their own podcast. Not everyone wants to do the social media thing. And I don't think there's a one size fits all. I was just teaching recently and I was mentioning your name. I was saying I never thought about this as such an avenue. And if I was starting from scratch, I would pick this as one of my avenues personally because, and I'll tell you why, it is very repeatable. I don't love a traffic strategy that is not repeatable because I'm a consistent girl. I want to know how much money I'm making day in, day out. I like my money to be consistent. And this is a very consistent channel. There are some channels that are not consistent, one of them being affiliate.

It can be if you do it very well and very professionally, but often you are hoping someone will say yes to continue affiliating for you every time. You're going to hope that they'll put their best foot forward and put you out for their audience. You kind of have to say a prayer with it. So I promote it, but I always say do it alongside something else. This, like paid ads and like organic traffic, is more predictable because if I was doing it and it was my strategy, what I would do is I'd say every month,

I'm going to get on X amount of podcasts that reach X amount of people because I know I would have my funnel dialed and I do that if I reach X amount of people, then Y amount of people will sign up for the program at the end of the funnel. And it's that simple. And so my goal every month would be getting booked on those podcasts. And so when I break that down and I like to just break it down, what are we doing every single day?

because random acts of marketing will kill your spirit and kill your business. Drive revenue every day, what does that mean? Well, every day I'd be pitching. Every day I'd be making sure I'm locking that in. I'd be looking for the next three months to make sure I've got it. And so I share that to say you can have, you can have a really defined one thing. You can have an amazing offer. You can have a funnel that is popping.

But if you don't have the traffic, none of those other things matter. And I really do think, and that's why I want you to come on, I really do think this is an avenue people get to take seriously. and I think it's going to be one of those avenues that continues to grow because I do think fewer and fewer people are going to start podcasts, which might be a hot take. But the people that stay in podcasting, they're going to keep growing and deepening their audience.

I think getting to step onto those podcasts is going to be really interesting. So I personally am very excited about it for 2027 to build into my strategy. And I think it's genius that you're teaching this. I really do because it's such a massive value at and also genius to teach something that you get massive ROI testimonials. It's such a great flywheel. And that's what we teach at the end. We teach the podcasting flywheel, which is how do we make this a repeatable sales process for you so that you do know what you're getting.

And so I think that's the most exciting part is already seeing people pitching and getting yeses. And these are people without, you know, some have large audience. Some of my friends are doing it. Then I have some people with very small audiences. Some people who have never been on podcasts before are getting on podcasts. And I just want to give people hope to know, like no matter where you're at right now, this is very learnable. Yeah. And it's easier to stand out than you think.

And I will say as someone who might appear decent at social media, I have really struggled with social and how to continue to stay on top of it and get attention. Don't get me wrong, I will continue to do it and to grow and to learn and to do all the things. But for me, I've always felt a little bit like a long-form contextual, girly living in a short-form world. And now I think this is exciting for people who are like,

man, I really feel like I have some things. to say. I just need to practice it, dial it in. And what's so cool is that you potentially could even get paid for practicing on small podcasts. So, you know, none of this is for not. Meaning, even if you go on small podcasts for your first 20, you have learned skills that I believe the most successful influential people in the world are there because they learned communication. And so go on the podcast, listen to yourself back. See if you are, you know, there are so many incredible ways to learn how to communicate, you know, just even listening to how you communicate through social,

a million dollar guests. We teach you so much about communication and how to tell stories and what that looks like to really reach your guest and to be able to tell succinctly that goes from pitch to offer. This is so learnable. It's so learnable. And it's easy to stand out in a sea of people that we just said in five seconds. We look past everyone because they're not doing these. things in their pitches. It's easy things that you can learn and do to stand out. I mean,

Shelby getting Jay Shetty, that's huge. Absolutely huge. Because she had these things dialed in. Dialed in. The sound bites. I'm sure he could see exactly what that podcast was going to look like. She had so many clips of herself on other podcasts too that I'm sure he was able to to look at quickly and be like, yep, she's good. She's good speaker. Sound bites. She goes viral. This is great. Yeah. It's a dream. Okay, I'm going to put the link below for the media kit. I feel like I've really got my homework. What's one step, someone listening who's getting excited about this being a potential opportunity for them? What's one step they can take?

Obviously, get the media kit. What else? I would say thinking about where you want your people to go and what do you want to be known for? Because those are going to be the two main things that you're really going to need to dig in on. You're going to need to know what your message is and where you want to go. And from there, we can fill in anything from any story that you have. I love it. Thank you for this.

I've been really looking forward to this episode. Like I've said, every time we talk about it, I'm like, Lori, you make me realize how many mistakes I've made in this. And listen, I don't feel bad about it. I'm ready to change that up. I love a learning opportunity, but you've really opened my eyes to this. And I've been really excited to this episode. I've told you because I think it's going to be a huge, huge channel for people next year.

So thank you. This was amazing. You're so welcome. And next we'll dial you in on storytelling and sound bites and all those fun things too. Let's get it. Thank you so much for having me. This was a blast. Yay.

Yay!