May 10, 2025 • 34 mins
Episode 95 From Pastor to Profit: Nathan Newberry’s Journey to AI-Driven Business Success Frederick Dudek (Freddy D) Copyright 2025 Prosperous Ventures, LLC
Nathan Newberry’s journey from being a pastor to a seven-figure sales leader is nothing short of inspiring, and in this episode, we’re diving deep into how he navigated that transition. He created the AI Freedom Method, a game-changing system that combines high-ticket sales, AI automation, and strategic team building. This method is designed to empower coaches to break through revenue plateaus without sacrificing their personal lives.
Nathan’s 16-week transformation program has led clients to achieve impressive results, including recurring revenue and multi-six figure months. If you’re looking to scale your business sustainably while keeping your focus on what truly matters, this episode is packed with insights that could change the way you approach your business growth.
Discover more with our detailed show notes and exclusive content by visiting: https://bit.ly/4kgGfRu
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In this enlightening session, Nathan Newberry shares his unique perspective on entrepreneurship, rooted in his diverse background as a pastor and marketer. He reflects on his transition from a life of service to a business-oriented mindset, driven by a desire to help people on a larger scale. Nathan's philosophy revolves around the idea that to succeed in business, one must master several core competencies: marketing, sales, fulfillment, and team leadership. He elaborates on how his past experiences have shaped his approach to sales and client relationships, emphasizing the significance of building genuine connections and trust. Nathan's transition to focusing on high-ticket sales was a strategic move to allow him more time with his family, illustrating the balance of ambition and personal life that many entrepreneurs strive for.
Central to the discussion is Nathan's AI Freedom Method, a revolutionary framework designed to assist coaches and entrepreneurs in scaling their businesses efficiently. He articulates how AI can be utilized to enhance productivity, from managing marketing strategies to automating customer interactions. Nathan's insights into the potential of AI, paired with practical examples from his own experiences, make a compelling case for embracing technology in business. He underscores that success in today's marketplace requires a blend of creativity and technological savvy, urging listeners to adopt a mindset of continuous learning and adaptation. The episode not only offers practical advice but also inspires a deeper understanding of how modern tools can redefine business success.
This podcast is hosted by Captivate, try it yourself for free.
Takeaways:
- Nathan Newberry's journey from pastor to entrepreneur showcases how diverse experiences shape successful business leaders.
- The AI Freedom Method highlights the importance of integrating AI tools to enhance sales and marketing efficiency.
- Successful entrepreneurs focus on generating consistent leads while ensuring they maintain a strong personal connection with clients.
- Building a brand requires understanding emotional transformations, not just transactional relationships, to create lasting customer loyalty.
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Transcript
Episode Transcript
Available transcripts are automatically generated. Complete accuracy is not guaranteed.
(01:46):
Hey, superfan superstarFreddie D. Here in this episode 95,
we're joined by NathanNewberry, a remarkable entrepreneur
whose journey spans frompastor to seven figure sales leader.
As a husband and father ofthree, Nathan knows firsthand the
challenge of growing abusiness without sacrificing what
matters most. After sellinghis own agency, he created the AI
(02:11):
Freedom Method, a powerfulsystem that blends high ticket sales,
AI automation and strategicteam building to help coaches break
through revenue plateaus andbuild sustainable success. His 16
week transformation programhas helped clients generate serious
results from reoccurringrevenue to multi six figure months.
(02:34):
Get ready to hear insight fromsomeone who's all about real results,
no hustle, hype, and who's ona mission to help you scale without
sacrificing your life.
Welcome Nathan to the BusinessSuperfans podcast.
Thanks for having me Freddie.Appreciate it.
So Nathan, what is yourbackstory of how did you get started
with help equip? What's thebackstory on all that and then what's
(02:58):
led you to working with AItype tools?
Yeah, my background. Ioriginally was actually a pastor
at church. Interesting enough.
Oh, that's a reallyinteresting background.
God's wired us to want to helpas many people as we possibly can.
That's why we're in servicebased businesses now. I started out
with that in my early 20s andI got into marketing and ran a marketing
(03:19):
agency for nine years. I gotinto high ticket sales. I did really
well with that because I caredfor people. You know what a thought,
right?
What caused you to transitionout of that?
Well, I'm a process of tryingto figure everything out. I went
to marketing and then I gotinto sales and then managing sales
where we're doing millions amonth in my sales teams now. I help
(03:40):
businesses build an onlinepresence, but I started first doing
that just because I didn'tknow what else to do. I was a pastor.
I wanted to help people. Therewas an old Protestant pastor, early
18th here in the US. His namewas Jonathan Edwards. He had the
saying, I really liked it.Make as much money as you can, save
as much money as you can, andgive as much money as you can. I
love that. If I'm not going todo ministry anymore, where I'm expected
(04:03):
not to make anything and havethat as my focus, I'm going to make
as much money as I possiblycan. So it was a mental and an identity
shift. Hey, I'm not going tobe a pastor at a church. I'm just
going to be like Jesus. Ireally do what I possibly can to
make as much money and help abigger audience. I've had failed
in businesses in between allthat too. And trial and error and
trying to figure out somethings. I realized I like marketing
(04:25):
because I wasn't locked intojust the small community within driving
distance. Now I can have aglobal impact. My clients were all
over the world and a bigdifference. And now I can help different
people, have people on my teamthat were different. It grew from
that.
What kind of marketing wereyou doing? Was it for your own agency,
marketing for otherbusinesses? Or were you marketing
for a business and was theremarketing arm?
(04:48):
It was mostly nonprofits andchurches. Interesting enough that
I worked with transition frombeing a pastor. I started helping
churches, a website, so socialmedia management, video editing,
all of those sort of things.
So you had a digital marketingagency is basically what you created
focused on that segment of business?
Yeah, yeah. All thosenonprofits, they needed the help
(05:09):
online. You know, 15 plusyears ago, it was the beginning of
all of that where people werelike, hey, I need to be online. And
they committed to do it. Andso yeah, it was a wave to be done.
And then I sold my agencyafter that too.
Okay. I was just trying to putit together for the audience. You
went from there to there.What's the story? How did that all
take place? So that's quiteinteresting. Once you got out of
(05:31):
the marketing aspect, whatmade you transition into the sales
aspect?
Well, what I realized early onis that business you have to do four
different things. You have tolearn all these different skills.
You have to know how to marketyourself. Right. You need to know
how to sell your service. Thenyou need to know how to do the fulfillment.
And then you need to know theright systems and operations and
then leading a team. Right.And those are all four heavy skills.
(05:53):
And so like in a job role, youhave one specific role. Like in his
example with sales, it's likeall I need to do, I don't worry about
the marketing, you know, Ihave to worry about the fulfillment.
All I need to do is know howto service through selling. And so
it was a way for me, because Ihad young kids to take that hat off
of running a business for 68hours a week. Newly married, I need
(06:13):
to transition now. Got youngkids, do sales and that's a great
career. I remember readingRobert Kawasaki and his rich dad
poor dad book. Rich dad said,if you want to be rich, learn how
to do sales. That would be anamazing skill to have. And you have
past experience being in salestoo. And you know how Lucrative.
It could be. I love doing itand helping people through that and
(06:33):
caring and training people andmanaging sales teams. We were doing
millions a month. I mean, itwas really cool. To answer your question,
why did I do those differentroles ultimately as a pastor, quote,
unquote. I hate saying this,but you're selling Jesus, right?
I appreciate your authenticityon that because that's what it is
in a lot of cases.
And then marketing and salesis a big overlap. Ultimately, if
(06:55):
you do really good withmarketing, you're selling online
through words.
You can't have one without theother and the other without the one.
Absolutely.
I remember years ago when westarted in the SaaS industry in its
very beginning, I would get toa position where I was hired to become
a district manager. Told,okay, you've got Illinois, Missouri,
Minnesota and Wisconsin.Here's your sales quota, by the way,
(07:18):
we have no customers. You'reopening up the office and go. I had
to create my own marketing andways of getting the message out about
the technology. I developedwhat I called an attraction marketing
strategy where I would attractpeople to come to me.
Yeah.
And so he was prospecting in away to get people to come to me.
It was never really about thetechnology. I evolved into selling
(07:43):
a business solution. Thesoftware was a tool and I would kind
of have fun with it and tell,you know, hey, the other guys can
do the same work becausethere's four of us in this market
space, they can all do thejob, otherwise we wouldn't be in
business. So it was like, whatis your business objective? What's
your goal with your company?We'd start having that conversation
(08:03):
and got out of the tech stuff.They'd always win the sale because
it was more strategy thantechnology. Yeah.
I mean, it's the outcome.Right. It's like if I'm a doctor,
I'm going to sell the outcomeof them being healthy. And then in
the midst of that, you'reselling pills. Right.
Mechanism. Yeah.
Like you want to get a sixpack ab. It's like, well, you're
not going to buy just the gymequipment you're buying. The outcome
(08:26):
of you being ripped andjacked, you know, it's the outcome
that we sell. Yeah, for sure.
Yeah. Well, that's when you'replaying at a different level in sales
because you've eliminated mostof the low level competition because
they're not playing at that level.
Yeah, absolutely. Yeah.
So let's go into, you know, Isee that you talk about your AI freedom
(08:49):
method. What is that?
We're in the day of AI, Ithink there's two camps right now.
One is refusing to get onboard. They're reluctant because
they're like, it's taking myjob or they're too hard to learn.
They're. And you have other,at the extreme, studying it a lot.
The person that uses AI whiledoing their job and finding ways
to be proficient is the best.And so as a business owner, for all
(09:13):
your listeners here, it'slike, how can you be more effective
and efficient in the work thatyou're doing and use AI in all the
ways that you're doingeverything right? I think they're
trying to think like if you'relooking at writing content, you're
communicating anything fromyour website, your blog posts, your
social media. Like you needspecific ways and prompts to really
be able to identify how to usethat and leverage it. I think in
(09:37):
today's age, what we're goingto really see is the biggest gap
is the communication gapwithin people and the perceived assumptions
of what those people aredealing with. And so it's not only
leading a team andcommunicating effective instructions,
but using those skills ofgiving that instruction to AI for
them to create and do what youneed to do. And so I think when I
(10:00):
use the AI Freedom method,it's just my way of saying this is
the mechanism of how we lookat creating an online business or
businesses in general that canhave ads and doing the sales conversion
right within the back end ofdoing the fulfillment. Because even
in sales, you think of this, Icould be a great salesperson and
have no leads, right? I couldbe a business that is great at what
I do, the most amazing productor service. But if I have no leads,
(10:23):
then I'm struggling or I canhave all the leads and I'm horrible
at sales, then you're stucktoo. See, those are skills that need
to have to raise up to do it.And AI can really help be proficient
on both of those levels.
Oh, absolutely correct,Nathan. If you think about it, people
did trade shows and stilltrade shows go on. And many times
those leads never get followedup and boggled my mind. When I talk
(10:46):
with businesses and they saidthey just got done doing an event.
What'd you do with all theinquiries? Oh yeah, I forgot. Need
to get back to them. Themoney's in the follow up. Yeah, it's
always in the follow up. Yougot a 15 minute window. Somebody
comes in an inquiry throughyour website, you got 15 minutes
to respond to it in today'sworld. And that's where I can Come
(11:10):
in and says, hey, Nath, seethat you inquired about our stuff.
Thanks so much. We're superexcited. We'll have one of our people
contact you or have you canhave the conversation with the AI
in real time. I was at anetworking event and the reason I
bring it up is this personsaid, oh, yeah, I was chatting with
somebody on the chat box. Sherealized 10 minutes and that she
(11:32):
was talking to a robot. Butshe was there for 10 minutes. She
ended up doing a transaction.She said, had it not been for that,
she would have walked away.
Yeah, everybody needs to geton board with that. And then it's
only going to compound andexplode how people will be using
it. Even the SaaS tool you'reusing right now, AI and adopting
everything they do, peopleneed to know how to use it and start
(11:55):
using every tool they possiblycan. The easiest way to get started
if they haven't is just openchat, GPT, ask a question, have a
conversation. I do this injust about everything. I got kids.
How do I raise my kids, how doI have a better marriage? You know,
I do this even with fitness,right? Like, I'm on this fitness
transformation. I ran amarathon before, but my physique
(12:18):
wasn't the way I wanted to be.So I started learning what that is.
I have AI helping me with whatI need to do from my macros to wet
sets. In spring break, I'mlooking to get six pack abs for the
first time. I'm calculatingeverything. I text them, I text where
I'm at, all the macros for theday and it just tells you you're
on pace now you can use it foreverything. And so I think people
(12:42):
need to start talking and justhaving a conversation. Even if it
was like, how can you help mewith this? You know, how can you
help me with it? And they'llgive you ideas and you can go in
depth with some of thosequestions, for sure.
Let's talk about how youworked with some of your coaches
and share a story of wherethey were when you began working
(13:03):
with them and where they endedup. And now there are super fans
of yours because you'vetransformed their business model.
Now they're promoting you to others.
I'll give you two. One is thatsomeone that's just starting their
business and another onethat's looking to scale. Right. So
the first one, I have a fewguys that just started out trying
to figure out, okay, I have aprofession, they have a skill. This
(13:26):
is specifically for onlinebusiness growth. Like if you have
a skill on Anything sales andmarketing or a widget. You got to
figure out like theirchallenges and then figure out how
to solve it. So you have tofigure out what your offer is. And
I typically help people withhigher ticket offer, right. So it's
something that people will paya few thousand at least for so that
they can use that and thengrow in their education. I've had
(13:48):
a few guys that work in thereal estate business. Some guy was
in the passionate, likeflipping. The other one was a passive
income. And we got them setup. So it's like we've defined their
offer. That's going to helplead into using AI and some prompts
to figure out their promptsfor what ads they need to run, what
their playbooks will be, whatcontent they need to create, and
(14:08):
then going through andchunking down everything so they
can get more consistent leadscoming through so they can go through
their sales process that wetrain them on. And many of the times
it's what we call sell bychat. So you know, before you even
have an inbound conversationwith someone, you need to qualify
them to see if they're even,you know, number one, have money,
right? Number two, do theyeven have that need? And then the
(14:31):
third one, is it urgent forthem to fix it right now? And so
if we can help them really getqualified people on the phone, it's
going to help them sell theiroffer. Most of the time people are
starting out, they want toreplace their income at 10k a month.
If they can do thatconsistently with inbound leads that
are coming at them with thecontent that they create. That's
a lot of my success comesfrom. I had a gal teaching people
(14:52):
how to do investments to getrental properties too. She started
out a month with a fewdifferent clients she had. We took
her to 36,000amonth on aconsistent basis because we were
getting more consistent leadflow, getting clear on our pricing,
packaging and offering and thecontent that she needed to create.
There's a lot oftransformation when you narrow down
what skills you need. How doyou leverage AI and build systems
(15:15):
that simplify everything sothey could just work 20 hours or
less a week?
I have a saying that to beterrific, you need to be specific.
And if you're specific, youwill be terrific.
I love it.
So what you just did with heris you helped her become specific
and what was her offer? Andthen you helped her become terrific
(15:39):
because of the fact that youwent from six to $36,000 because
of the systems that you putinto place. That was transformative.
For her. She's a super fan ofyou because $30,000 a month increase
is nothing to sneeze at.
Nope. That helped her in somany different areas for sure.
So now she's a brand advocate.But I prefer calling up super fans
(16:01):
as she's telling other peopleabout the transformation you did
for her. That attracts morebusiness for you and you're not paying
for that kind of marketing.
Yeah. And most of the timepeople realize God's wired us to
want to help as many people aswe possibly can. Like if we really
looked internally, we wantmore impact in our life, you know,
and people gave up money andtime to serve in impactful ways.
(16:24):
Is why we have people that aredoing stuff with orphanages and overseas.
And helping people is becausewe always have a heart for that.
Right.
And I think that's good. Andmost of the time people just don't
know how they can help. And sowalking them through of saying, hey,
what's your pricing, packagingand offering? What are you going
to actually position yourself?We can do that pretty quickly to
help a lot of people getclear. So then they know what they're
(16:47):
actually presenting and thenwhat kind of content. That's going
to help people overall. That'sgoing to help you be able to have
lead magnets come into youwith inbound, high quality leads.
Sure. I'm going to emphasizewhat you just said, which is the
people want to help. BecauseI've traveled so far to 32 countries,
I speak a couple languages.And I remember years ago, me and
(17:11):
a friend, we were travelingthrough Europe and we were in Germany
and he spoke a little bit ofGerman, but he wasn't good at reading
it. And I spoke no German. Ispoke fluent French at the time and
still do. We went into arestaurant, we're looking at the
menu and it's in German. Wehave no clue what we're looking at.
(17:34):
Food smells good in the place,but that's about all we knew. The
waitress came by and shelooked at us and she could see that
we had a look on our faceslike we're clueless of what we're
looking at. She just pointedto one item on the thing. Still remember
it was a phenomenal meal.Wasn't expensive, was reasonable.
Turned out it was their housespecialty. They went out of their
(17:56):
way to help us. Same thing.I'm one of the few people you'll
meet that's gone throughCheckpoint Charlie, if you know what
that is in Berlin. And I wasin at the time, communist East Germany
and Poland. And we Were lost.We had a map. There was no GPS back
then. I'm in a foreigncountry, the complete foreign environment.
(18:20):
And we found a taxi driver. Weshowed him this address and he knew
that we were lost. So he toldus to follow him. And we followed
him. He took us to ourdestination. We gave him a $20 bill
back then. That was huge moneyfor him. But he went out of his way
to help us. Doesn't matterwhat culture, what religion we're
at. People are people andpeople will help people.
(18:42):
Yeah, absolutely.
So let's continue on with somepoints to what are the things that
you do with businesses? Youtalked a little bit. Let's go deeper
into that. How do you reallyanalyze somebody that says, okay,
I've got this experience. Howdo you transform that into a marketable
(19:06):
item?
Well, to start a business, yougotta be able to transact money,
right? So people are like,hey, I'm gonna start a business.
But then they never make adollar off it. Where they spin their
wheels. With even starting abusiness like, oh, I'm still working
on registering my LLC. Thattakes like 15 minutes.
You know, it's that online done.
People spin the world becauseof the unknown. The process through
(19:30):
everything is that you need toget leads. Ultimately, everybody
is looking for, hey, Nathan,how do I make more money? What you're
saying is, I need more leadsand revenue. How can you get more
of those? That's going to helpyou on the fulfillment. Create the
systems that you need withfulfillment and build a team because
you have revenue comingthrough the doors. There was a book
from Alex Hermosi called $100million leads. And he chunked down
(19:52):
and explained that the fourtypes of leads you can get from paid
ads, cold outreach, warmoutreach, or organic content that
go viral. Many people doubledown on just one of those aspects.
But if you look at a funnel ofhow people find you, start following
you and then start raisingtheir hand being a that super fan
because they're superinterested in wanting to work with
(20:14):
you. That comes through aprocess. And so there's inbound and
outbound. I can outbound callpeople, I can outbound email, I can
outbound mail them, I canoutbound message them through DMs.
But ultimately, I want peoplein my world more often than not.
If we really looked ateverything, people can understand
this. What we thought when wewere in, you know, junior high, everybody
(20:37):
was thinking about us all thetime. In fact, as you get older,
you realize people aren'tthinking about you at all. Going
back to that story with thetrade show. It's like, oh, people
will call me because they metme once in the hundred people they
saw me at the trade show. It'slike, no, they totally forgot about
you, bro. Like, you need to goand track them down, remind them
how you met them and rememberthem. And then constantly, never
(21:00):
relentlessly allow them not tobe in front of you somehow in some
way. Right? You got to beaggressive with getting leads and
from those leads, turn theminto clients. What I work with my
clients is identifying theways. Do you have money to spend
on ads? Do we have a way toget through with content? Content
is king right now withnurturing clients. Not everybody's
(21:23):
going to go viral and that'snot what we're expected to do. But
what we're doing is helpingsolve problems with the content we're
creating. That's going to thenhave more call to action of saying,
hey, how would you like towork with me? Or this is how we can
work together. And then theybook a call and qualify them and
then you have thatconversation more in depth so you're
getting more inbound, highquality leads. When you really define
(21:43):
a key strategy with ads andwith some content, people are going
to succeed in the short term.And in the long term, many times
people get lost, like, hey,I'm posting something on my website.
I just posted a blog post,okay, so nobody has seen that. Have
you advertised it? Have youput ads on it? I'll give you an example.
When I built websites, a lotof times people wanted a website,
(22:06):
we thought they needed onejust for the sake of it. But I've
also built hundreds ofwebsites with no marketing engine
behind it, and nobody'svisiting those websites. The goal
was never the website. Thegoal is marketing to get leads, revenue.
It's all about making surethat you're building a personal brand
that's helped you stand outand build systems to give you more
leads and revenue.
(22:28):
And that's rate because thatgets you a transaction. But as we
both know, that's not thesale. The sale is everything that
happens after the transaction.No doubt that's the sale. That's
what most people don'trealize. They say, well, yeah, I
just made this big sale. Yougot a transaction done. He had an
(22:51):
agreement signed off.Everything that happens after that,
the onboarding, theimplementation, the training, the
strategies, getting theirdigital presence set up properly
and everything else, that'sthe sale because that's how you start
transforming them into superfans. When I was selling the manufacturing
(23:12):
space, the sale was really theWhole onboarding, we had to get the
management team and theownership team to understand it.
Just because you bought newtechnology and turned it on doesn't
mean it's going to make youmoney today. You got to run the old
system as you're blending inthe new system. Right. You can't
(23:33):
stop this because this is yourbusiness. So you move that over the
whole onboarding experience,the magic that transforms them into
referral sources or what Icall super fans. They in turn start
promoting you to other peopleand help you scale cost effectively.
If they have a bad experienceor improper expectations are set,
(23:57):
then perceptions become theirreality. If you can create the proper
expectation and perception,it's transformative.
Yeah. The reason why I startedtalking more about the front end
of the business and process ofscaling with referrals and building
out the right processes tomake sure that people stay with you
long term and have a greatexperience is that most of the times
(24:20):
people spin their wheelshoping and praying.
Hoping and praying is not a strategy.
I've talked to manyentrepreneurs, say they've been working
on building their websitemonths that nobody's visiting or
months of strategy before youknow life is over. Realistically.
Figure out half baked idea andgo sell it. Then figure out what
your clients needs when theyhire you. Do everything you possibly
(24:40):
can to make sure they love andcare about you and the product. And
then you'll have super fans bydoing those extra layers of customer
service. And then you're goingto build out a whole program and
offer around what they needbecause you got a client that's actually
telling you what they actually need.
And you bring up a great pointabout getting caught in the unimportant.
I have a friend, known him forover a decade. He's got a patent
(25:03):
on something and he's built acool product. I told him, okay, start
marketing it. Well, I don'thave packaging for it. Who cares,
you know, it's sellable. Well,I want them to be able to have it
mounted on their wall. Theycan lean it up against the wall.
It works. No, got to have themount and the mount's got to look
(25:25):
so much procrastination.Procrastination on all the things
that are completelyunimportant. I bring that up because
you just said people canrebuild their website. You know,
it's not right. It's still notready. The messaging isn't right.
Sometimes you gotta step outof your comfort zone and get into
the game. Because if you'renot into the game, you got no chance
(25:48):
of winning. The game becauseyou're still in a bleacher seats.
And that's where this guy is.He's had this thing for 10 years
now and he bought a millingmachine and a lathe. He bought some
of the stuff. Just go sell afew and get a demand. You can go
to the Home Depot or somethingand have them commit to 5,000 orders
(26:11):
and then you can go and do allthat stuff. And I think he'll never
sell it.
Yeah. Those are commonpitfalls that people had. I ran a
marketing agency and then Ieven coached at a marketing agency
coaching company for a littlebit. One of the common pitfalls is
like, I'm not ready yet or Igot to make sure my website is up.
(26:33):
Here's another one that I seequite a bit. Even if they send out
a proposal to the client,their sales process is off. Awful.
They spent hours on a proposaland then email. Someone has like
five other proposals. Theydon't do the follow up. You know,
where they book a call andthey present it. And realistically,
this is what those people aredoing. They look at their phone,
(26:55):
they go to their email andthen all the verbiage and grammar
and all the diagrams that theyspend hours on, they literally scroll
to the bottom where the priceis at. And then we'll make a gut
check and decide if they'regoing to go with you or not. And
then they lose deals left andright. And it's like there's no relationship.
There's no relationship.There's no relationship.
Yes.
I sold into a large governmentagency a couple years ago. We built
(27:19):
a relationship, got the sale,and it turned out to be a significant
amount of revenue. We wouldmeet once a month. We talked five
minutes on the business. Thenwe were socializing about what did
you do last month? She waslooking to go to Jamaica. So we talked
about my now wife who used tospend summers in Jamaica. We were
(27:39):
just building a friendshipbecause people buy from people they
like and trust. Right. Thatsales 101. And so she became a super
fan because I sold into otherdepartment agencies and she was referenceable
because she was my friend.
Mm. It goes a long way whenyou can build a good relationship
(28:03):
and know how to carry aconversation even with your audience
as they're trying to build andexpand. Go to these things where
they're forcing you to go intoplaces where you have to be uncomfortable.
And I think that's going tohelp you grow and expand. It's like
that immersion for differentlanguages. Right. They're forcing
you to be uncomfortable whereyou can't learn the language and
so you're forced to have alittle more stress to learn the language.
(28:25):
It's like the immersion ofsome of those sort of things. And
believe it or not, Freddie,like, if I look at those personality
questions of everything, I'mprobably an introvert. I've learned
to be an extrovert. It's kindof a skill to communicate and ask
people questions.
I totally get it, Nathan. Iused to be an engineer. I almost
got fired when I got into theSaaS world because I was to install
(28:46):
software in the beginning andthen train the people how to use
the system. First company Iwent to was just two of us, just
like you and I. So wasn't toodisastrous. I had the manual. Nathan,
click here and click there.Over there. Click here and click
there. That was my training.And then I was in front of another
company and a group ofengineers. You know, from drafting
(29:07):
board, when you're doing 2Ddrafting, you would think in 3D and
you'd convert it to 2D. So I'mtelling them you're going to go from
3D thinking to 3D design andyou're going to eliminate this stuff.
Had to transform theirthinking. So I'm doing the same type
of training onto the book andclick here and click there. The manager
at the end of the first daypulled me over and said, that was
(29:28):
the worst effing training I'veever seen in my entire life. He goes,
I'm going to give you tomorrowand otherwise I'm going to call your
boss and tell him to fire yourblank, blank, blank. I slept well
that night and thattransformed me. And I really thanked
the guy today because Icreated an engagement training back
(29:51):
in 1981 where I would startasking questions. Okay, Nathan, do
you think it's correct tocreate this box? Well, I do. Steve,
do you think Nathan's correct?No. He's missing a syntax mike. Do
you agree with Steve? Yes, Ido. Okay. And so it got everybody
into the conversation andeverybody started learning so completely
(30:14):
get what you're saying aboutbeing an introvert and you have to
transform. I had to transformor I would have been out of the SaaS
world as fast as I got in.
Yeah. And it's a skill. Right?Just like many things, it's not just
inherent talent. It's workingreally hard on a craft. If you're
on your business with thosefour core areas of sales and marketing,
(30:36):
fulfillment, leadership, andsystems, you got to study that. Brian
Tracy, you know, motivationalspeaker, you talk your E to E ratio,
education versusentertainment. So often we lean toward
comfort as our goal. That'swhy we think about retirement. It's
like that's the end goal to becomfortable with not having to work.
(30:56):
When God's wired us even fromthe very beginning to work. Adam
and Eve is in the garden. Thefirst job that I had named the animals
tend to the garden. He gave uswork to do. We find fulfillment with
it. People look at a job andwork as an enemy when it's like,
really, you got to startenjoying if you're not enjoying your
work that you're doing isbecause you either didn't design
the business right and youneed help and or find something that
(31:18):
you really like within thebusiness so that you can thrive in
what you're doing and find alot more fulfillment and significance
in what you're doing.
Absolutely correct. So as wewind down towards the end, Nathan,
how can people find you?
I'm mostly on Instagram. Ihave a bigger following there. Nathan
Newberry, Official I have afree gift for all of those listeners.
(31:39):
Most of the time people needhelp with sales or marketing and
I put together a full playbookfor people that need that. If they
DM me on Instagram the wordsales, I'll send them a full training
and a whole breakdown of aplaybook to help serve your audience.
I'm everywhere on social mediaas well. They find me wherever they
love being on most.
Okay, we'll put that in theshow notes. I'm glad you shared a
(32:01):
great conversation, greatinsights that you shared for our
listeners and we look forwardto having you on the show down the
road again.
Thanks for having me.
Hey, superfan superstarFreddie D. Here before we wrap, here's
your three A playbook powermove to attract ideal clients, turn
(32:21):
them into advocates, andaccelerate your business success.
Here's a top insight oftoday's episode. Coaches who build
their brand around how theymake people feel, not just what they
teach. Create magnetic loyaltythat no algorithm can compete. So
here's your business growthaction step. Write one sentence that
captures the emotionaltransformation your coaching delivers.
(32:45):
Then bake that promise intoyour content calls and client experience
starting today. If today'sconversation sparked an idea for
you or you know of a fellowbusiness leader who could benefit,
share it with them and grabthe full breakdown in the show notes.
Let's accelerate together andstart creating business superfans
who are who champion your brand.
Hey, superfan superstarFreddie D. Here in this episode 95,
we're joined by NathanNewberry, a remarkable entrepreneur
whose journey spans frompastor to seven figure sales leader.
As a husband and father ofthree, Nathan knows firsthand the
challenge of growing abusiness without sacrificing what
matters most. After sellinghis own agency, he created the AI
(02:11):
Freedom Method, a powerfulsystem that blends high ticket sales,
AI automation and strategicteam building to help coaches break
through revenue plateaus andbuild sustainable success. His 16
week transformation programhas helped clients generate serious
results from reoccurringrevenue to multi six figure months.
(02:34):
Get ready to hear insight fromsomeone who's all about real results,
no hustle, hype, and who's ona mission to help you scale without
sacrificing your life.
Welcome Nathan to the BusinessSuperfans podcast.
Thanks for having me Freddie.Appreciate it.
So Nathan, what is yourbackstory of how did you get started
with help equip? What's thebackstory on all that and then what's
(02:58):
led you to working with AItype tools?
Yeah, my background. Ioriginally was actually a pastor
at church. Interesting enough.
Oh, that's a reallyinteresting background.
God's wired us to want to helpas many people as we possibly can.
That's why we're in servicebased businesses now. I started out
with that in my early 20s andI got into marketing and ran a marketing
(03:19):
agency for nine years. I gotinto high ticket sales. I did really
well with that because I caredfor people. You know what a thought,
right?
What caused you to transitionout of that?
Well, I'm a process of tryingto figure everything out. I went
to marketing and then I gotinto sales and then managing sales
where we're doing millions amonth in my sales teams now. I help
(03:40):
businesses build an onlinepresence, but I started first doing
that just because I didn'tknow what else to do. I was a pastor.
I wanted to help people. Therewas an old Protestant pastor, early
18th here in the US. His namewas Jonathan Edwards. He had the
saying, I really liked it.Make as much money as you can, save
as much money as you can, andgive as much money as you can. I
love that. If I'm not going todo ministry anymore, where I'm expected
(04:03):
not to make anything and havethat as my focus, I'm going to make
as much money as I possiblycan. So it was a mental and an identity
shift. Hey, I'm not going tobe a pastor at a church. I'm just
going to be like Jesus. Ireally do what I possibly can to
make as much money and help abigger audience. I've had failed
in businesses in between allthat too. And trial and error and
trying to figure out somethings. I realized I like marketing
(04:25):
because I wasn't locked intojust the small community within driving
distance. Now I can have aglobal impact. My clients were all
over the world and a bigdifference. And now I can help different
people, have people on my teamthat were different. It grew from
that.
What kind of marketing wereyou doing? Was it for your own agency,
marketing for otherbusinesses? Or were you marketing
for a business and was theremarketing arm?
(04:48):
It was mostly nonprofits andchurches. Interesting enough that
I worked with transition frombeing a pastor. I started helping
churches, a website, so socialmedia management, video editing,
all of those sort of things.
So you had a digital marketingagency is basically what you created
focused on that segment of business?
Yeah, yeah. All thosenonprofits, they needed the help
(05:09):
online. You know, 15 plusyears ago, it was the beginning of
all of that where people werelike, hey, I need to be online. And
they committed to do it. Andso yeah, it was a wave to be done.
And then I sold my agencyafter that too.
Okay. I was just trying to putit together for the audience. You
went from there to there.What's the story? How did that all
take place? So that's quiteinteresting. Once you got out of
(05:31):
the marketing aspect, whatmade you transition into the sales
aspect?
Well, what I realized early onis that business you have to do four
different things. You have tolearn all these different skills.
You have to know how to marketyourself. Right. You need to know
how to sell your service. Thenyou need to know how to do the fulfillment.
And then you need to know theright systems and operations and
then leading a team. Right.And those are all four heavy skills.
(05:53):
And so like in a job role, youhave one specific role. Like in his
example with sales, it's likeall I need to do, I don't worry about
the marketing, you know, Ihave to worry about the fulfillment.
All I need to do is know howto service through selling. And so
it was a way for me, because Ihad young kids to take that hat off
of running a business for 68hours a week. Newly married, I need
(06:13):
to transition now. Got youngkids, do sales and that's a great
career. I remember readingRobert Kawasaki and his rich dad
poor dad book. Rich dad said,if you want to be rich, learn how
to do sales. That would be anamazing skill to have. And you have
past experience being in salestoo. And you know how Lucrative.
It could be. I love doing itand helping people through that and
(06:33):
caring and training people andmanaging sales teams. We were doing
millions a month. I mean, itwas really cool. To answer your question,
why did I do those differentroles ultimately as a pastor, quote,
unquote. I hate saying this,but you're selling Jesus, right?
I appreciate your authenticityon that because that's what it is
in a lot of cases.
And then marketing and salesis a big overlap. Ultimately, if
(06:55):
you do really good withmarketing, you're selling online
through words.
You can't have one without theother and the other without the one.
Absolutely.
I remember years ago when westarted in the SaaS industry in its
very beginning, I would get toa position where I was hired to become
a district manager. Told,okay, you've got Illinois, Missouri,
Minnesota and Wisconsin.Here's your sales quota, by the way,
(07:18):
we have no customers. You'reopening up the office and go. I had
to create my own marketing andways of getting the message out about
the technology. I developedwhat I called an attraction marketing
strategy where I would attractpeople to come to me.
Yeah.
And so he was prospecting in away to get people to come to me.
It was never really about thetechnology. I evolved into selling
(07:43):
a business solution. Thesoftware was a tool and I would kind
of have fun with it and tell,you know, hey, the other guys can
do the same work becausethere's four of us in this market
space, they can all do thejob, otherwise we wouldn't be in
business. So it was like, whatis your business objective? What's
your goal with your company?We'd start having that conversation
(08:03):
and got out of the tech stuff.They'd always win the sale because
it was more strategy thantechnology. Yeah.
I mean, it's the outcome.Right. It's like if I'm a doctor,
I'm going to sell the outcomeof them being healthy. And then in
the midst of that, you'reselling pills. Right.
Mechanism. Yeah.
Like you want to get a sixpack ab. It's like, well, you're
not going to buy just the gymequipment you're buying. The outcome
(08:26):
of you being ripped andjacked, you know, it's the outcome
that we sell. Yeah, for sure.
Yeah. Well, that's when you'replaying at a different level in sales
because you've eliminated mostof the low level competition because
they're not playing at that level.
Yeah, absolutely. Yeah.
So let's go into, you know, Isee that you talk about your AI freedom
(08:49):
method. What is that?
We're in the day of AI, Ithink there's two camps right now.
One is refusing to get onboard. They're reluctant because
they're like, it's taking myjob or they're too hard to learn.
They're. And you have other,at the extreme, studying it a lot.
The person that uses AI whiledoing their job and finding ways
to be proficient is the best.And so as a business owner, for all
(09:13):
your listeners here, it'slike, how can you be more effective
and efficient in the work thatyou're doing and use AI in all the
ways that you're doingeverything right? I think they're
trying to think like if you'relooking at writing content, you're
communicating anything fromyour website, your blog posts, your
social media. Like you needspecific ways and prompts to really
be able to identify how to usethat and leverage it. I think in
(09:37):
today's age, what we're goingto really see is the biggest gap
is the communication gapwithin people and the perceived assumptions
of what those people aredealing with. And so it's not only
leading a team andcommunicating effective instructions,
but using those skills ofgiving that instruction to AI for
them to create and do what youneed to do. And so I think when I
(10:00):
use the AI Freedom method,it's just my way of saying this is
the mechanism of how we lookat creating an online business or
businesses in general that canhave ads and doing the sales conversion
right within the back end ofdoing the fulfillment. Because even
in sales, you think of this, Icould be a great salesperson and
have no leads, right? I couldbe a business that is great at what
I do, the most amazing productor service. But if I have no leads,
(10:23):
then I'm struggling or I canhave all the leads and I'm horrible
at sales, then you're stucktoo. See, those are skills that need
to have to raise up to do it.And AI can really help be proficient
on both of those levels.
Oh, absolutely correct,Nathan. If you think about it, people
did trade shows and stilltrade shows go on. And many times
those leads never get followedup and boggled my mind. When I talk
(10:46):
with businesses and they saidthey just got done doing an event.
What'd you do with all theinquiries? Oh yeah, I forgot. Need
to get back to them. Themoney's in the follow up. Yeah, it's
always in the follow up. Yougot a 15 minute window. Somebody
comes in an inquiry throughyour website, you got 15 minutes
to respond to it in today'sworld. And that's where I can Come
(11:10):
in and says, hey, Nath, seethat you inquired about our stuff.
Thanks so much. We're superexcited. We'll have one of our people
contact you or have you canhave the conversation with the AI
in real time. I was at anetworking event and the reason I
bring it up is this personsaid, oh, yeah, I was chatting with
somebody on the chat box. Sherealized 10 minutes and that she
(11:32):
was talking to a robot. Butshe was there for 10 minutes. She
ended up doing a transaction.She said, had it not been for that,
she would have walked away.
Yeah, everybody needs to geton board with that. And then it's
only going to compound andexplode how people will be using
it. Even the SaaS tool you'reusing right now, AI and adopting
everything they do, peopleneed to know how to use it and start
(11:55):
using every tool they possiblycan. The easiest way to get started
if they haven't is just openchat, GPT, ask a question, have a
conversation. I do this injust about everything. I got kids.
How do I raise my kids, how doI have a better marriage? You know,
I do this even with fitness,right? Like, I'm on this fitness
transformation. I ran amarathon before, but my physique
(12:18):
wasn't the way I wanted to be.So I started learning what that is.
I have AI helping me with whatI need to do from my macros to wet
sets. In spring break, I'mlooking to get six pack abs for the
first time. I'm calculatingeverything. I text them, I text where
I'm at, all the macros for theday and it just tells you you're
on pace now you can use it foreverything. And so I think people
(12:42):
need to start talking and justhaving a conversation. Even if it
was like, how can you help mewith this? You know, how can you
help me with it? And they'llgive you ideas and you can go in
depth with some of thosequestions, for sure.
Let's talk about how youworked with some of your coaches
and share a story of wherethey were when you began working
(13:03):
with them and where they endedup. And now there are super fans
of yours because you'vetransformed their business model.
Now they're promoting you to others.
I'll give you two. One is thatsomeone that's just starting their
business and another onethat's looking to scale. Right. So
the first one, I have a fewguys that just started out trying
to figure out, okay, I have aprofession, they have a skill. This
(13:26):
is specifically for onlinebusiness growth. Like if you have
a skill on Anything sales andmarketing or a widget. You got to
figure out like theirchallenges and then figure out how
to solve it. So you have tofigure out what your offer is. And
I typically help people withhigher ticket offer, right. So it's
something that people will paya few thousand at least for so that
they can use that and thengrow in their education. I've had
(13:48):
a few guys that work in thereal estate business. Some guy was
in the passionate, likeflipping. The other one was a passive
income. And we got them setup. So it's like we've defined their
offer. That's going to helplead into using AI and some prompts
to figure out their promptsfor what ads they need to run, what
their playbooks will be, whatcontent they need to create, and
(14:08):
then going through andchunking down everything so they
can get more consistent leadscoming through so they can go through
their sales process that wetrain them on. And many of the times
it's what we call sell bychat. So you know, before you even
have an inbound conversationwith someone, you need to qualify
them to see if they're even,you know, number one, have money,
right? Number two, do theyeven have that need? And then the
(14:31):
third one, is it urgent forthem to fix it right now? And so
if we can help them really getqualified people on the phone, it's
going to help them sell theiroffer. Most of the time people are
starting out, they want toreplace their income at 10k a month.
If they can do thatconsistently with inbound leads that
are coming at them with thecontent that they create. That's
a lot of my success comesfrom. I had a gal teaching people
(14:52):
how to do investments to getrental properties too. She started
out a month with a fewdifferent clients she had. We took
her to 36,000amonth on aconsistent basis because we were
getting more consistent leadflow, getting clear on our pricing,
packaging and offering and thecontent that she needed to create.
There's a lot oftransformation when you narrow down
what skills you need. How doyou leverage AI and build systems
(15:15):
that simplify everything sothey could just work 20 hours or
less a week?
I have a saying that to beterrific, you need to be specific.
And if you're specific, youwill be terrific.
I love it.
So what you just did with heris you helped her become specific
and what was her offer? Andthen you helped her become terrific
(15:39):
because of the fact that youwent from six to $36,000 because
of the systems that you putinto place. That was transformative.
For her. She's a super fan ofyou because $30,000 a month increase
is nothing to sneeze at.
Nope. That helped her in somany different areas for sure.
So now she's a brand advocate.But I prefer calling up super fans
(16:01):
as she's telling other peopleabout the transformation you did
for her. That attracts morebusiness for you and you're not paying
for that kind of marketing.
Yeah. And most of the timepeople realize God's wired us to
want to help as many people aswe possibly can. Like if we really
looked internally, we wantmore impact in our life, you know,
and people gave up money andtime to serve in impactful ways.
(16:24):
Is why we have people that aredoing stuff with orphanages and overseas.
And helping people is becausewe always have a heart for that.
Right.
And I think that's good. Andmost of the time people just don't
know how they can help. And sowalking them through of saying, hey,
what's your pricing, packagingand offering? What are you going
to actually position yourself?We can do that pretty quickly to
help a lot of people getclear. So then they know what they're
(16:47):
actually presenting and thenwhat kind of content. That's going
to help people overall. That'sgoing to help you be able to have
lead magnets come into youwith inbound, high quality leads.
Sure. I'm going to emphasizewhat you just said, which is the
people want to help. BecauseI've traveled so far to 32 countries,
I speak a couple languages.And I remember years ago, me and
(17:11):
a friend, we were travelingthrough Europe and we were in Germany
and he spoke a little bit ofGerman, but he wasn't good at reading
it. And I spoke no German. Ispoke fluent French at the time and
still do. We went into arestaurant, we're looking at the
menu and it's in German. Wehave no clue what we're looking at.
(17:34):
Food smells good in the place,but that's about all we knew. The
waitress came by and shelooked at us and she could see that
we had a look on our faceslike we're clueless of what we're
looking at. She just pointedto one item on the thing. Still remember
it was a phenomenal meal.Wasn't expensive, was reasonable.
Turned out it was their housespecialty. They went out of their
(17:56):
way to help us. Same thing.I'm one of the few people you'll
meet that's gone throughCheckpoint Charlie, if you know what
that is in Berlin. And I wasin at the time, communist East Germany
and Poland. And we Were lost.We had a map. There was no GPS back
then. I'm in a foreigncountry, the complete foreign environment.
(18:20):
And we found a taxi driver. Weshowed him this address and he knew
that we were lost. So he toldus to follow him. And we followed
him. He took us to ourdestination. We gave him a $20 bill
back then. That was huge moneyfor him. But he went out of his way
to help us. Doesn't matterwhat culture, what religion we're
at. People are people andpeople will help people.
(18:42):
Yeah, absolutely.
So let's continue on with somepoints to what are the things that
you do with businesses? Youtalked a little bit. Let's go deeper
into that. How do you reallyanalyze somebody that says, okay,
I've got this experience. Howdo you transform that into a marketable
(19:06):
item?
Well, to start a business, yougotta be able to transact money,
right? So people are like,hey, I'm gonna start a business.
But then they never make adollar off it. Where they spin their
wheels. With even starting abusiness like, oh, I'm still working
on registering my LLC. Thattakes like 15 minutes.
You know, it's that online done.
People spin the world becauseof the unknown. The process through
(19:30):
everything is that you need toget leads. Ultimately, everybody
is looking for, hey, Nathan,how do I make more money? What you're
saying is, I need more leadsand revenue. How can you get more
of those? That's going to helpyou on the fulfillment. Create the
systems that you need withfulfillment and build a team because
you have revenue comingthrough the doors. There was a book
from Alex Hermosi called $100million leads. And he chunked down
(19:52):
and explained that the fourtypes of leads you can get from paid
ads, cold outreach, warmoutreach, or organic content that
go viral. Many people doubledown on just one of those aspects.
But if you look at a funnel ofhow people find you, start following
you and then start raisingtheir hand being a that super fan
because they're superinterested in wanting to work with
(20:14):
you. That comes through aprocess. And so there's inbound and
outbound. I can outbound callpeople, I can outbound email, I can
outbound mail them, I canoutbound message them through DMs.
But ultimately, I want peoplein my world more often than not.
If we really looked ateverything, people can understand
this. What we thought when wewere in, you know, junior high, everybody
(20:37):
was thinking about us all thetime. In fact, as you get older,
you realize people aren'tthinking about you at all. Going
back to that story with thetrade show. It's like, oh, people
will call me because they metme once in the hundred people they
saw me at the trade show. It'slike, no, they totally forgot about
you, bro. Like, you need to goand track them down, remind them
how you met them and rememberthem. And then constantly, never
(21:00):
relentlessly allow them not tobe in front of you somehow in some
way. Right? You got to beaggressive with getting leads and
from those leads, turn theminto clients. What I work with my
clients is identifying theways. Do you have money to spend
on ads? Do we have a way toget through with content? Content
is king right now withnurturing clients. Not everybody's
(21:23):
going to go viral and that'snot what we're expected to do. But
what we're doing is helpingsolve problems with the content we're
creating. That's going to thenhave more call to action of saying,
hey, how would you like towork with me? Or this is how we can
work together. And then theybook a call and qualify them and
then you have thatconversation more in depth so you're
getting more inbound, highquality leads. When you really define
(21:43):
a key strategy with ads andwith some content, people are going
to succeed in the short term.And in the long term, many times
people get lost, like, hey,I'm posting something on my website.
I just posted a blog post,okay, so nobody has seen that. Have
you advertised it? Have youput ads on it? I'll give you an example.
When I built websites, a lotof times people wanted a website,
(22:06):
we thought they needed onejust for the sake of it. But I've
also built hundreds ofwebsites with no marketing engine
behind it, and nobody'svisiting those websites. The goal
was never the website. Thegoal is marketing to get leads, revenue.
It's all about making surethat you're building a personal brand
that's helped you stand outand build systems to give you more
leads and revenue.
(22:28):
And that's rate because thatgets you a transaction. But as we
both know, that's not thesale. The sale is everything that
happens after the transaction.No doubt that's the sale. That's
what most people don'trealize. They say, well, yeah, I
just made this big sale. Yougot a transaction done. He had an
(22:51):
agreement signed off.Everything that happens after that,
the onboarding, theimplementation, the training, the
strategies, getting theirdigital presence set up properly
and everything else, that'sthe sale because that's how you start
transforming them into superfans. When I was selling the manufacturing
(23:12):
space, the sale was really theWhole onboarding, we had to get the
management team and theownership team to understand it.
Just because you bought newtechnology and turned it on doesn't
mean it's going to make youmoney today. You got to run the old
system as you're blending inthe new system. Right. You can't
(23:33):
stop this because this is yourbusiness. So you move that over the
whole onboarding experience,the magic that transforms them into
referral sources or what Icall super fans. They in turn start
promoting you to other peopleand help you scale cost effectively.
If they have a bad experienceor improper expectations are set,
(23:57):
then perceptions become theirreality. If you can create the proper
expectation and perception,it's transformative.
Yeah. The reason why I startedtalking more about the front end
of the business and process ofscaling with referrals and building
out the right processes tomake sure that people stay with you
long term and have a greatexperience is that most of the times
(24:20):
people spin their wheelshoping and praying.
Hoping and praying is not a strategy.
I've talked to manyentrepreneurs, say they've been working
on building their websitemonths that nobody's visiting or
months of strategy before youknow life is over. Realistically.
Figure out half baked idea andgo sell it. Then figure out what
your clients needs when theyhire you. Do everything you possibly
(24:40):
can to make sure they love andcare about you and the product. And
then you'll have super fans bydoing those extra layers of customer
service. And then you're goingto build out a whole program and
offer around what they needbecause you got a client that's actually
telling you what they actually need.
And you bring up a great pointabout getting caught in the unimportant.
I have a friend, known him forover a decade. He's got a patent
(25:03):
on something and he's built acool product. I told him, okay, start
marketing it. Well, I don'thave packaging for it. Who cares,
you know, it's sellable. Well,I want them to be able to have it
mounted on their wall. Theycan lean it up against the wall.
It works. No, got to have themount and the mount's got to look
(25:25):
so much procrastination.Procrastination on all the things
that are completelyunimportant. I bring that up because
you just said people canrebuild their website. You know,
it's not right. It's still notready. The messaging isn't right.
Sometimes you gotta step outof your comfort zone and get into
the game. Because if you'renot into the game, you got no chance
(25:48):
of winning. The game becauseyou're still in a bleacher seats.
And that's where this guy is.He's had this thing for 10 years
now and he bought a millingmachine and a lathe. He bought some
of the stuff. Just go sell afew and get a demand. You can go
to the Home Depot or somethingand have them commit to 5,000 orders
(26:11):
and then you can go and do allthat stuff. And I think he'll never
sell it.
Yeah. Those are commonpitfalls that people had. I ran a
marketing agency and then Ieven coached at a marketing agency
coaching company for a littlebit. One of the common pitfalls is
like, I'm not ready yet or Igot to make sure my website is up.
(26:33):
Here's another one that I seequite a bit. Even if they send out
a proposal to the client,their sales process is off. Awful.
They spent hours on a proposaland then email. Someone has like
five other proposals. Theydon't do the follow up. You know,
where they book a call andthey present it. And realistically,
this is what those people aredoing. They look at their phone,
(26:55):
they go to their email andthen all the verbiage and grammar
and all the diagrams that theyspend hours on, they literally scroll
to the bottom where the priceis at. And then we'll make a gut
check and decide if they'regoing to go with you or not. And
then they lose deals left andright. And it's like there's no relationship.
There's no relationship.There's no relationship.
Yes.
I sold into a large governmentagency a couple years ago. We built
(27:19):
a relationship, got the sale,and it turned out to be a significant
amount of revenue. We wouldmeet once a month. We talked five
minutes on the business. Thenwe were socializing about what did
you do last month? She waslooking to go to Jamaica. So we talked
about my now wife who used tospend summers in Jamaica. We were
(27:39):
just building a friendshipbecause people buy from people they
like and trust. Right. Thatsales 101. And so she became a super
fan because I sold into otherdepartment agencies and she was referenceable
because she was my friend.
Mm. It goes a long way whenyou can build a good relationship
(28:03):
and know how to carry aconversation even with your audience
as they're trying to build andexpand. Go to these things where
they're forcing you to go intoplaces where you have to be uncomfortable.
And I think that's going tohelp you grow and expand. It's like
that immersion for differentlanguages. Right. They're forcing
you to be uncomfortable whereyou can't learn the language and
so you're forced to have alittle more stress to learn the language.
(28:25):
It's like the immersion ofsome of those sort of things. And
believe it or not, Freddie,like, if I look at those personality
questions of everything, I'mprobably an introvert. I've learned
to be an extrovert. It's kindof a skill to communicate and ask
people questions.
I totally get it, Nathan. Iused to be an engineer. I almost
got fired when I got into theSaaS world because I was to install
(28:46):
software in the beginning andthen train the people how to use
the system. First company Iwent to was just two of us, just
like you and I. So wasn't toodisastrous. I had the manual. Nathan,
click here and click there.Over there. Click here and click
there. That was my training.And then I was in front of another
company and a group ofengineers. You know, from drafting
(29:07):
board, when you're doing 2Ddrafting, you would think in 3D and
you'd convert it to 2D. So I'mtelling them you're going to go from
3D thinking to 3D design andyou're going to eliminate this stuff.
Had to transform theirthinking. So I'm doing the same type
of training onto the book andclick here and click there. The manager
at the end of the first daypulled me over and said, that was
(29:28):
the worst effing training I'veever seen in my entire life. He goes,
I'm going to give you tomorrowand otherwise I'm going to call your
boss and tell him to fire yourblank, blank, blank. I slept well
that night and thattransformed me. And I really thanked
the guy today because Icreated an engagement training back
(29:51):
in 1981 where I would startasking questions. Okay, Nathan, do
you think it's correct tocreate this box? Well, I do. Steve,
do you think Nathan's correct?No. He's missing a syntax mike. Do
you agree with Steve? Yes, Ido. Okay. And so it got everybody
into the conversation andeverybody started learning so completely
(30:14):
get what you're saying aboutbeing an introvert and you have to
transform. I had to transformor I would have been out of the SaaS
world as fast as I got in.
Yeah. And it's a skill. Right?Just like many things, it's not just
inherent talent. It's workingreally hard on a craft. If you're
on your business with thosefour core areas of sales and marketing,
(30:36):
fulfillment, leadership, andsystems, you got to study that. Brian
Tracy, you know, motivationalspeaker, you talk your E to E ratio,
education versusentertainment. So often we lean toward
comfort as our goal. That'swhy we think about retirement. It's
like that's the end goal to becomfortable with not having to work.
(30:56):
When God's wired us even fromthe very beginning to work. Adam
and Eve is in the garden. Thefirst job that I had named the animals
tend to the garden. He gave uswork to do. We find fulfillment with
it. People look at a job andwork as an enemy when it's like,
really, you got to startenjoying if you're not enjoying your
work that you're doing isbecause you either didn't design
the business right and youneed help and or find something that
(31:18):
you really like within thebusiness so that you can thrive in
what you're doing and find alot more fulfillment and significance
in what you're doing.
Absolutely correct. So as wewind down towards the end, Nathan,
how can people find you?
I'm mostly on Instagram. Ihave a bigger following there. Nathan
Newberry, Official I have afree gift for all of those listeners.
(31:39):
Most of the time people needhelp with sales or marketing and
I put together a full playbookfor people that need that. If they
DM me on Instagram the wordsales, I'll send them a full training
and a whole breakdown of aplaybook to help serve your audience.
I'm everywhere on social mediaas well. They find me wherever they
love being on most.
Okay, we'll put that in theshow notes. I'm glad you shared a
(32:01):
great conversation, greatinsights that you shared for our
listeners and we look forwardto having you on the show down the
road again.
Thanks for having me.
Hey, superfan superstarFreddie D. Here before we wrap, here's
your three A playbook powermove to attract ideal clients, turn
(32:21):
them into advocates, andaccelerate your business success.
Here's a top insight oftoday's episode. Coaches who build
their brand around how theymake people feel, not just what they
teach. Create magnetic loyaltythat no algorithm can compete. So
here's your business growthaction step. Write one sentence that
captures the emotionaltransformation your coaching delivers.
(32:45):
Then bake that promise intoyour content calls and client experience
starting today. If today'sconversation sparked an idea for
you or you know of a fellowbusiness leader who could benefit,
share it with them and grabthe full breakdown in the show notes.
Let's accelerate together andstart creating business superfans
who are who champion your brand.
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