February 23, 2025 • 32 mins
Want to attract your dream clients, grow your personal brand, and build a thriving expert business—without chasing leads or using pushy tactics?
It all starts with one simple (but powerful) formula:
1️⃣ Identify your true zone of genius
2️⃣ Find the people who need it most
3️⃣ Create and share content that truly matters to them
4️⃣ Serve them in a way that feels natural and profitable
Sounds great, right? But here’s the game-changer…
What if you could turn this formula into a marketing engine that not only attracts the right people but also gives them a real taste of what it’s like to work with you—before they ever hire you?
That’s exactly what this week’s guest, business strategist Bob Gentle, has mastered.
Bob is the creator of The Generosity Engine—a social selling framework designed to build trust, amplify your brand, and create win-win results FAST.
In this episode, we're breaking down:
🔥 How to market yourself by giving first (without burning out)
🔥 Why generosity is the ultimate client attraction strategy
🔥 The step-by-step blueprint for creating your own Generosity Engine
If you’re tired of marketing that feels forced and want to attract clients in a way that feels natural, sustainable, and incredibly effective, stay tuned...!
Resources
New Masterclass! Fill your coaching or consulting practice with 10-20 ideal clients while doing what you’re best at & what you love most.
Join the “Make Coaching Your Marketing masterclass (It’s FREE!)
Ready to turn your expertise into visibility and demand—without feeding the content machine?
📞 Schedule your FREE “Standout On Video” call here: standoutcall.com
Because when you start showing up with clarity, confidence, and the right content—your ideal clients won't just notice you. They'll choose you.
Thanks for tuning in. If you found this episode helpful, share it with another expert entrepreneur who’s ready to stop blending in.
Mark as Played
Transcript
Episode Transcript
Available transcripts are automatically generated. Complete accuracy is not guaranteed.
Bob Gentle (00:06):
If you want sales to be systematic, then you need a
system and you need to be fairlyrigorous with that system, and
it needs to be like going to thegym, because it's nobody likes
it.
There is not a single contentcreator.
There's not a single businessowner that really, really enjoys
sales.
(00:26):
Putting together a system thatallows you to feel like you're
approaching it from theperspective of bringing
something positive into theworld, without feeling like
you're hustling people, isprobably the most valuable thing
you can do in your business.
Brad Powell (00:44):
Welcome to the Standout Business Show, where
it's all about making a biggerdifference by doing business
differently.
I'm Brad Powell, your StandoutBusiness Coach, and on our show
today we're talking about howyou can attract your dream
clients, grow your personalbrand and build a thriving,
expert business that clientscan't resist and this is all
(01:08):
without having to use pushytactics and chase leads.
And today's guest the reasonthat I invited him on is because
he's created this very simplebut very powerful formula, and
I'm going to give it to youright now, so you don't have to
wait until the end.
There are four steps to this.
You identify your zone ofgenius this is something I talk
(01:30):
about all the time.
You find the people who needthat the most, and then you do
stuff and you share stuff thatactually matters to them, and
then you serve them in a waythat not only feels natural but
is actually profitable.
So that's it.
You can take that and run withit.
(01:50):
But wait, wait.
There's more, and this is whatwe're really going to dive into.
What if you took this formulaand then you used it as the
absolute core to your marketing?
It as the absolute core to yourmarketing.
What if you spent your timecontributing generously to your
prospects and giving them theactual experience of what it's
(02:13):
like to work with you.
Well, this is the exactframework used by our guest
today.
He's business strategist, bobGentle, and his work is all
about helping experts, leadersand business owners build,
market and monetize theirpersonal brand.
Bob is the creator of theGenerosity Engine, and it's a
(02:35):
social selling frameworkdesigned to make everyone feel
great, add to your brand and getresults quickly.
So stay tuned, because todaywe're going to break down how
you can create your owngenerosity engine, and with that
let's start the show.
I don't know about you, but Iused to dread having to do
(03:01):
marketing for my own coachingbusiness.
Seemed like every day I'd besitting in front of my computer
or sitting in front of my cameraand I'm thinking what am I
going to talk about today?
Felt like I was constantlychasing down new content, ideas
posting, commenting, dming onthis never-ending gerbil wheel
(03:22):
of trying to get attention andattract new clients.
But then this past few years,I've had a game-changing
transformation in how I approachmy marketing.
I was already creating my bestmarketing content every single
day.
I just wasn't using it.
So I stopped treating marketinglike a separate chore and I
(03:44):
started letting my coaching domy marketing for me.
By simply recording my coachingsessions, my Zoom calls and my
client breakthroughs, I turnedwhat I'm already great at into a
high converting clientattracting system, and next week
I'm going to show how you cando the same thing.
(04:05):
So this is your invitation tojoin me for my free masterclass
Make Coaching your Marketing.
It's happening on Wednesday,february 26, at 12 pm Eastern
Time.
Just go toawesomevideomakerscom slash
blueprint to register.
Slash blueprint to register.
(04:27):
And inside this training you'regoing to learn how to transform
your coaching into a marketingengine that works for you 24-7.
And you'll learn my provensystem to attract and enroll
dream clients without having tosell, and why the best coaches
don't market, they just coach.
So register for free right now.
Go to awesomevideomakerscomslash blueprint.
(04:49):
I can't wait to show you myproven system for turning your
coaching expertise into a clientattracting engine.
I'll see you there.
And now back to the show.
All right, bob welcome to theshow.
Bob Gentle (05:07):
I can tell you worked in show business.
That is a really nice way tostart the show.
Nobody's ever done that before.
Thank you very much.
It was great fun.
I'm going to steal that.
It was super cool.
Brad Powell (05:19):
All right, well, you're welcome and we aim to
please here.
You know, ever since I was alittle kid, I got influenced by
the musical the Music man andactually my mother and my uncle
took me down to New York Cityand we watched, on Broadway,
this show.
I think I was probably five orsix years old and it just had
(05:42):
this huge impression on me.
I mean, this guy comes intotown and he gets everybody all
excited and there's all thissong and dance and all these
people who really didn't likeeach other all start singing in
this jaded community in themiddle of Iowa.
Who's?
Everybody's all grumpy, they'reall like jumping around and,
you know, all excited abouthaving a boy's band come to town
.
I was like man, I want to.
(06:05):
First of all, I want to be inthe band, or I want to be the
leader of the band, you know, orI just want to be the music man
, like I want to be that guy whobrings people together and gets
them all jazzed about something.
Bob Gentle (06:19):
Yeah, that's the most showbiz introduction I've
ever experienced.
So top marks.
Brad Powell (06:24):
That's high praise.
Thank you so much.
Well, all right, so I'm justbeing generous, right, and
that's what we want to talkabout today.
So this theme of generosity, Imean, a lot of people in the
marketing world talk aboutgiving value, but you're really
leaning into this in a very deepway, you know, with this
(06:45):
generosity engine framework.
So when you think about that,like from a high level, what are
you really talking about?
Bob Gentle (06:53):
Well, my approach to sales, or my core approach to
sales, and the approach that Iwork through with most of my
clients and I have to say I'mnot a sales coach work through
with most of my clients and Ihave to say I'm not a sales
coach, but all of my clientsneed to sell, so my job is to
help them build, market andmonetize the personal brand, and
(07:14):
I take all three of thosestrands very seriously.
Most of my clients are in whatyou would call the consulting
space.
In one way or another, they'reconsulting or coaching shaped
businesses.
They're often as well moderateto high ticket.
They're not selling on thewhole like $50 memberships.
(07:35):
They're selling premiumconsulting services or coaching.
And so my philosophy is investin a sales process that really
demonstrates your value in avery deep way so that by the
time somebody has been throughyour sales process, they really
(07:55):
trust you and those people whoare into who you are and into
what you do, and they have themeans and the motivation to work
with you.
It's going to be a no-brainerfor them.
And I think a lot of people arevery scared of investing a lot
in potential clients without areciprocal commitment, and my
argument there is, if youhaven't really invested in a
(08:19):
marketing system, in avisibility system so that before
people ever show up on a callwith you system and a visibility
system so that before peopleever show up on a call with you
they already feel like they knowyou quite well, then you're
going to have a lot of wastagein your sales machine.
For those people who arefocused on being high profile
and creating content, so peoplelike you having a sales process
(08:41):
that catches the ball at theother end.
So those people who think youknow what, this guy's kind of
cool.
You have a vehicle to build, the, not just the know like and
trust, but the know like andtrust and try and buy.
How that's done is differentfor everybody and perhaps we can
get into some specifics becausethis is a process that thrives
(09:03):
in specifics, for the listeneras well, or the viewer, because
we're on on the linkedin in it.
Um, this is the subject of abook that will be ready sometime
in the second half of the year,called the generosity engine,
and it really is designed forpeople in the expert space so
they can design their ownprocess.
This process works best whenit's specific.
(09:26):
There are some fundamentallandmarks or parts of the
machine if you like, but theparts are going to be very
specific to you and where youare in your business.
Brad Powell (09:37):
Yeah Well, first of all, I really like the idea.
I'm a big proponent of what Iwould refer to as experiential
marketing, which is all forms ofliterally people get the
experience of you.
You know they see your face,they hear your voice and but
beyond that, they're actuallygetting.
(09:58):
You're helping them get theresults, or at least pieces of
the result that they'reabsolutely looking for.
Get the results, or at leastpieces of the result that
they're absolutely looking for,and they understand that.
Oh, you can help me.
I know you can help me becauseyou've already done it.
But the thing that I'm reallyintrigued by and this is the
part like you know, so we'retalking about that's the know,
like and trust part, but the tryand buy part.
(10:19):
Like everyone, when it comes tothe sales process, they're is
thinking well, I need to have ascript, and if I just get people
and I have more at-bats and themore people coming through and
I have a lot of people in myfunnel, then if I have the right
script that'll handle theirobjections and lead them into
(10:42):
whatever like the close, then Istart winning.
It's just a numbers game.
People say, oh yeah, it's justa numbers game, but your process
is really different, and thisis what I'd like you to start
describing for us.
Bob Gentle (10:56):
Well, I think that success in business requires two
core activities.
So we have operations, but theleft and the right hand of the
body are sales and marketing.
When I ask a lot of peoplewhat's your sales strategy,
they'll start telling me abouttheir marketing.
This tells me a lot, becauseit's actually very rare, when I
(11:19):
ask somebody what's your salesprocess that they tell me what
their sales process is.
So I'm going to back up alittle bit and I'm going to
begin on the marketing side ofthings.
For anybody to sell anythingnumber one we need to know what
we're selling and number two, weneed to know who we're selling
it to.
So let's really crystallizewhat this means.
So, number one, what is it ofall of the things that you do
(11:44):
that people value the most?
You mentioned your zone ofgenius.
What is the spark here, thething that really makes you
stand out, the thing that makesyou sing?
And then, who is that for?
Of all the people you couldserve, who needs it the most?
Who do you want to serve themost?
Once you have those things,it's like you have the front and
(12:07):
back sides of a rifle.
You know where you're going.
Rifle makes it sound veryaggressive and I haven't thought
of a better analogy yet, but wenow have the two points on a
vector, if you like.
What that means is when westart pouring energy into our
marketing, it's going to be muchmore effective because it's
(12:28):
very directional.
A lot of people, when they lookat who they're for and what they
do, they get very anxiousbecause in order to get really
focused, we have to exclude anawful lot.
And people think, well, if I'mgoing to niche which is the way
it's often described I'mexcluding a lot of people.
But what you actually find isyou're creating a very powerful
beacon for that person andactually everybody else's head
(12:52):
flips around as well and thinkswell, what's that?
So you become much moreattractive to everybody, but, in
particular, the person you mostwant to serve.
A lot of people get that right,but then they stop.
What I encourage my clients todo is okay, you now know, from a
niche perspective, who they are, but I want you to go out and
find those people and I want youto put them on a list and I
(13:14):
want you to start buildingrelationships with them and I
want you to become veryproactive in this, and sometimes
that's as simple, as we're onLinkedIn.
So it's structured, taking astructured approach to building
your network on LinkedIn and notleaving it to chance.
It might be creating leadmagnets specifically for these
people and being proactive inhow you offer them.
(13:37):
There's many ways that we canbegin building relationships,
but unless we know who it's for,it's just very untargeted
activity.
So the first stage of the salesprocess is putting people on a
list.
The second stage is startingconversations, because if we
don't have conversations, wecan't then pivot those
(13:58):
conversations into salesprocesses.
Now, with my process, I'mlooking at how can we start
conversations with people from aposition of having been
generous first, and there's lotsof ways that we can accomplish
this.
And for content creators myaudience, who I serve they have
(14:18):
a secret weapon here, which isthey have a platform.
So using your platform to buildrelationships with your ideal
customer is a wonderful way toapproach this.
If you're an expert in what youdo, you know enough to have
really an expert in what you do.
You know enough to have reallygood conversations about what
you do.
So you could use a podcast tobegin conversations.
Similarly, I know plenty ofpeople who will write a book
(14:41):
once a year based on interviewswith potential A-list clients.
This is another way you canbegin a conversation by giving
rather than asking.
It could be and Brad is a greatexample of this invited me onto
a live stream.
I guarantee you afterwardsBrad's going to say Bob, what's
your video strategy?
How are you optimizing yourvideo?
(15:01):
Well, brad, we can talk aboutthat later.
Brad's primed the scales ofreciprocity in his favor of me
welcoming that conversation anda lot of the time the work that
I do with clients in thebeginning is working out what's
the vehicle going to be for themto have these conversations.
With potential clients thatdon't feel like sales calls but
(15:22):
they feel like they've given atremendous amount of value,
because pivoting from there isactually quite easy into a sales
call.
Most people will tell me if Ican just get the conversation,
I'll win the business 60% of thetime.
So let's focus on getting thatconversation, but not
necessarily going in saying, hey, I'd like to sell you something
(15:43):
, but hey, I've got this thing.
I think you'd love it.
It's going to make you lookgood.
Everybody's going to thinkyou're awesome.
Brad Powell (15:49):
Yeah, this idea of starting conversations with
whoever, it is like that list,creating a list of absolute
dream clientele who are outthere.
If you do anything like likeyou're describing some people,
like the idea of doingpodcasting, like I do and you do
, that's a really straight aheadway to do it.
(16:09):
But the other thing, for thepeople who are, you know,
microphone shy or don't want tobe so public with their voice,
writing a book is another reallygreat way, because this is how
all the big, great, amazingbooks you know Malcolm Gladwell,
you know all these authors thatare huge this is exactly how
they create these pieces ofcontent.
They go out and they interviewthe coolest people that they can
(16:33):
find on a particular thing andpretty much when you make that
offer, it is a generous offer.
You're inviting someone to joinyou on this platform that
you've created and you are goingto help showcase their wisdom
and their knowledge that you'vecreated, and you are going to
help showcase their wisdom andtheir knowledge and there's
(16:56):
hardly anyone other than justtime and their busyness who's
going to say no, they're to say,well, let me see when I can do
this.
It'll be sometime in the future,and it's just a great strategy
in there.
This is just right now, withthe ability to communicate like
we were talking before westarted recording.
We're both talking with peoplefrom all over the world on a
daily basis.
I mean, and this has been goingon since the invention of Skype
(17:18):
.
You know that it's free andit's easy and you can reach
anyone anytime and have real,genuine, meaningful exchange
with them and then turn thatinto any number of things for
you and whether or not thepeople who you're like yes, you
don't want to turn theseconversations into a sales
conversation, but everyone issome kind of connection.
(17:41):
I mean, you're really justgrowing your network and you
never know what amazing coolstuff will happen as a result of
your meeting and building, likebasically finding a new person
to hang out with.
Bob Gentle (17:53):
Yeah, I think I wouldn't want this to sound
really mercenary, because itisn't.
Brad Powell (17:58):
No.
Bob Gentle (18:00):
I think a lot of experts kind of shy away from
content marketing because thiswhole thing of, well, where's
the ROI?
The ROI is right here.
I see people starting podcasts,doing great things, but they
will commonly sort of fade out.
Everybody's heard of pod fade.
Well, I say everybody, everypodcaster has heard of pod fade.
(18:22):
It's where people start apodcast and then they gradually
fade out because they couldn'tfind the value to their business
beyond simply persistentvisibility.
This will allow anybody to turntheir podcast from simply
content marketing and when I saysimply content marketing, it's
very powerful content marketing.
I'm going to return to this butit makes it a direct revenue
(18:45):
generator and I want toemphasize that I'm not hustling
my podcast guests.
It's a very natural thing andfor me the podcast isn't the
only play, not by any means.
There's many ways ofapproaching this.
I think there are many tiers.
So one of the things I'mlooking at with clients is,
essentially, we have two stylesof approach.
(19:06):
So tier one approach would besomething that I've created once
and I can offer it out manytimes.
So if I'm reaching out tosomebody, often the first thing
would be hey, I've produced thepersonal brand business roadmap.
You seem to be in the expertbusiness space Would you like a
copy?
And if people say yes andthey're interested in that, they
(19:30):
will often come back to me andask questions and I've begun a
conversation that way.
If I see somebody aspotentially an absolute gold
star client, then I'll use mypodcast sometimes to begin a
conversation with them.
But again, that's probably onlyone in five podcast guests
where I would have evenconsidered that they might be a
(19:54):
good client.
I'm going to back up to the bookidea, because the book one for
a lot of people is almost asintimidating as the podcast if
you've never done a podcast.
But it's actually one of theeasiest because all you really
need to do is rock up on a Zoomcall with some standard
(20:16):
questions, record the calls andthen you can give the whole
folder of conversations to aneditor or a ghostwriter and say
make me a book out of this.
The book for you is thebyproduct, it's not the main
event.
But I'm going to circle back tothe content piece, because
who's selling has a directbearing on how welcome that
sales approach is, and this iswhere the whole virtuous circle
(20:40):
comes in, where, if you're not,if you don't have a visibility
platform or a discoverabilityplatform like a podcast, and
you're not regularly associatingwith well-known people.
So my audience, for example, aregoing to see hey, I'm hanging
out with Brad today.
Brad must be really fancy.
Bob looks even fancier now Overtime.
(21:03):
This is going to aggregate upover time to my status
increasing.
So when somebody lands on myLinkedIn profile after receiving
a connection request, they'regoing to think, oh, this Bob
looks.
I'm going to use the wordglamorous, I'm going to use that
word quite intentionally Boblooks more glamorous than that
(21:23):
other consultant I was lookingat and Bob's reached out to me
for a conversation.
Ooh, he looks kind of fancy.
I'm going to say yes to this.
We've tipped the scales in ourfavor.
So our content marketing andour sales process has a direct
bearing on how welcomed oursales approach will be, if you
see what I mean.
Brad Powell (21:43):
All of this, to me, boils down to basically having
a body of work, in whatever formyou have it.
It can be a platform, it can bea book, it can be all of the
content that you have archivedon a particular platform like
LinkedIn, so that when people dohear about you in some way or
you reach out to them in someway and they go and check you
(22:04):
out, because this is whateverybody does.
You contact someone.
Because this is what everybodydoes.
You contact someone, they'll golook up your LinkedIn profile
and they'll see what's thisperson about.
And if you have this body ofwork there that they can go and
check out.
And for me, like I'm a bigadvocate, this is why short form
video works so well is becauseif you have three or four videos
(22:26):
that people can watch in threeor four minutes, that's a very
quick nugget of you, yeah, andthey'll get a very strong
feeling of who you are and whatyou're like in no time at all.
And this is all to the good.
Like, you can look as glamorousas you want.
You can make yourself awesomeif you set yourself up right for
(22:48):
that kind of thing.
And so, given that you know wewere establishing and saying we
have this body of work.
Now I want to, in the time wehave left, move into okay.
So now someone is raising theirhand and they're saying I'm
interested in what you're about.
What's your next step?
That you work with them.
Bob Gentle (23:08):
There's one thing that I think is worth mentioning
, which is a lot of people haveanxiety about their personal
brand online because they think,well, what happens if people
don't like me?
This is a big barrier for mostpeople, but when you play the
numbers, it's actually reallyimportant to filter those people
who are not into you out.
(23:28):
So this is where leaning intoyour personal brand really
assists you, because by the timeyou get on a call with somebody
, they weren't into you.
They've had plenty opportunityto decide that.
So the people who actually showup to your calls are probably
your kind of people.
So what that means for me is Ican safely invest in these
(23:51):
people.
What I encourage clients to doand what I do is, if people
actually make it through to acall with me, there's a good
chance.
They know who I am, they knowwhat I do, they've got a good
idea of what, how I approachthings.
Um, so I'm not going to have tonecessarily sell me.
I'm going to try and fixproblems.
(24:12):
When I have somebody in frontof me on a what some people will
call a discovery call, somepeople would call a sales call,
I just call it a call and Itreat that call the same as I
would treat the first meetingwith anybody that was paying me.
There's nothing held back.
I will give them as much valueas I can in an hour or an hour
and a half so that at the end ofthat time they know what the
(24:36):
plan is, they could go away andthey could execute it.
All my calls are recorded withFathom.
Afterwards they get an emailwith a summary, the recording
and all the action points sothey could go.
They're empowered.
There's nothing held back, justin case you pay, and what that
tends to lead to is completetrust.
(24:58):
So if they have the means andthe motivation to actually say
yes to working with me, they'reprobably going to ask me how to
make that happen.
When I do that, my success rateis probably something like 80%.
Most people who get that farreally, really wanted to work
(25:19):
with me.
That's what this is all for.
So I have very it sounds like,bob, you're pouring an awful lot
into a very speculative salessystem.
For me it doesn't actually worklike that, and for the clients
who get it right, they see thesame results.
Brad Powell (25:36):
Well, that's a really good track record.
Getting up to 80%, a close rateon any kind of call, probably
make a lot of salespeopleenvious and wonder, like what's
your secret?
Bob Gentle (25:49):
There are a couple of little things I'll mention.
Okay, I don't have big longsales scripts, but what I do
have are plans for the standardmoments of impact.
The most common things are okay, we want to move from a general
conversation to a conversationabout what I do for money, and I
(26:09):
would encourage people toscript that because everyone
will recognize this.
I've been to a networking eventor we've had a really nice
conversation.
I kind of know they want what Ido.
I kind of really wantnetworking event or we've had a
really nice conversation.
I kind of know they want what Ido.
I kind of really want to sellit to them, but I don't know how
to move from the small talk tothe big talk.
So I script for that andsomething along the lines of hey
(26:30):
, is it all right if I just talkabout what I actually do for a
minute?
It might not be for you, butwould it be okay if we talk
about my product for a moment?
That's a bit sort ofloosey-goosey, but scripted.
And similarly, when you've gonethrough your presentation, if
you like, and you get to thatpoint where you're both looking
at each other waiting to seewhat's going to happen next,
(26:52):
scripting a little bridge foryourself.
So something that I would oftenuse is does this feel like
something you'd like to say yesto?
It just crosses that bridge andnow you have the different
conversation.
It's easy again, it's notcomplicated, but these are the
moments where people tend tofreeze and they tend to change
the subject and they tend tokick it down the road.
Lock those moments in, becausethose are the moments that
(27:15):
really matter.
Brad Powell (27:16):
Yeah, I think that's critical.
It definitely feels awkward tolots of folks.
You see it, I think, moststrikingly on webinars, where
the transition happens.
You know that moment of well,I've given you all my content.
Let me tell you what I can sellyou.
Bob Gentle (27:32):
Yeah, I think webinars are a difficult one.
There's one more.
There's one more moment ofimpact which is going to come
when we stop recording.
For me it's in the podcastinterview, it's in the book
interview, it's even in the blogpost article.
Doesn't matter what you'redoing.
But I have three questions I askafter every podcast interview
(27:54):
and it doesn't really matter ifI've got a sales goal or not,
but it's going to be number onewho in your network would you
like to shine a light on?
Because it gives the personthat you've just spoken to an
opportunity to go and gift thatvisibility to somebody else, and
generally it's going to besomebody they respect.
Question number two I have aframework that I would really
(28:17):
value your input on.
Sometimes you would get valueon it yourself for your business
, but actually I would reallyappreciate your reflection on it
as an expert and then I wouldinvite them to a conversation to
look specifically at thepersonal brand business roadmap.
And the third question if theguest is somebody who has an
(28:37):
audience, I will also say hey,if you're ever looking for
somebody to show up on yourpodcast, live stream, book,
whatever, I will turn up to theopening of a paper bag and that
usually within a few seconds,results in an invitation.
Brad Powell (28:52):
Those things I think are critical from the
point of view of when you'vedone something like this, what's
occurring in that moment, inthat post-conversation moment or
towards the end of yourconversation.
If you actually have beengenerous, if you have been
giving, if you've been helpful,you've created what I call the
campfire effect, where you andthe other person are feeling
(29:14):
like, oh, some really good stuffhas just happened.
You know, this feels good, andso it leaves the door open for
any number of things in terms ofexchanges.
The question that I like to ask, which I'll ask you after we
get off, is are you part of anyonline communities that you know
of that are kind of hidden,that I should know about?
And that's another good thingto go find out about, because
(29:37):
there are many, many you know.
When you're talking about goingout and finding where your
people are, well, they're outthere, but they're in like Slack
groups and on discords andstuff that you would never know,
or you need an invitation toget into.
Yeah, all right.
Well, this was really cool.
We're kind of at the end of ourhalf hour here.
If there's one more thing youwant to talk about generosity,
(29:58):
to kind of put a bow on this,what would that be.
Bob Gentle (30:01):
For me, the most important thing is, marketing is
not a sales strategy.
If you want sales to besystematic, then you need a
system and you need to be fairlyrigorous with that system, and
it needs to be like going to thegym, because it's nobody likes
it.
There is not a single contentcreator.
(30:21):
There's not a single businessowner that really, really enjoys
sales.
Putting together a system thatallows you to feel like you're
approaching it from theperspective of bringing
something positive into theworld, without feeling like
you're hustling people, isprobably the most valuable thing
you can do in your business.
Brad Powell (30:41):
Yeah right, exactly .
Be generous when you market andbe generous when you're selling
.
All right.
Well, bob, if people want toreach out to you and glom onto
all your stuff, what is the bestway for them to do that stuff?
What is the best way for themto do?
Bob Gentle (30:57):
that I have a podcast called Building your
Leader Brand.
But if people want an easy life, just search Bob Gentle.
Wherever you hang out, I'm veryeasy to find.
If you're on LinkedIn, pleasedo connect with me.
New connections are my favorite.
Yeah, linkedin and the podcast,those are the two big asks for
(31:17):
me, and if anybody is interestedin building, marketing or
monetizing their personal brand,they can get the personal brand
business roadmap completelyfree on my website.
They will ask for an emailaddress.
I'm not going to apologize forthat, but it goes deep.
It's 50 pages.
Brad Powell (31:34):
Wow, right, that's quite the roadmap, all right.
Well, I'll make sure that linksto that are in the show notes.
And, bob, thank you so much forcoming on today.
This has been great.
Bob Gentle (31:44):
Oh, thank you very much, I really appreciate it.
Brad Powell (31:52):
If you're hanging out here at the end, I just want
to remind you that if you'dlike to go and get the entire
archive of the Standout BusinessShow, just go to
standoutbusinessshow.
It's all there, all the audioand the video and all the extra
stuff that we put in there justfor our listeners.
I go live every Tuesday morningat 11 am Eastern Time, and
(32:17):
until the next time, so long.
If you want sales to be systematic, then you need a
system and you need to be fairlyrigorous with that system, and
it needs to be like going to thegym, because it's nobody likes
it.
There is not a single contentcreator.
There's not a single businessowner that really, really enjoys
sales.
(00:26):
Putting together a system thatallows you to feel like you're
approaching it from theperspective of bringing
something positive into theworld, without feeling like
you're hustling people, isprobably the most valuable thing
you can do in your business.
Brad Powell (00:44):
Welcome to the Standout Business Show, where
it's all about making a biggerdifference by doing business
differently.
I'm Brad Powell, your StandoutBusiness Coach, and on our show
today we're talking about howyou can attract your dream
clients, grow your personalbrand and build a thriving,
expert business that clientscan't resist and this is all
(01:08):
without having to use pushytactics and chase leads.
And today's guest the reasonthat I invited him on is because
he's created this very simplebut very powerful formula, and
I'm going to give it to youright now, so you don't have to
wait until the end.
There are four steps to this.
You identify your zone ofgenius this is something I talk
(01:30):
about all the time.
You find the people who needthat the most, and then you do
stuff and you share stuff thatactually matters to them, and
then you serve them in a waythat not only feels natural but
is actually profitable.
So that's it.
You can take that and run withit.
(01:50):
But wait, wait.
There's more, and this is whatwe're really going to dive into.
What if you took this formulaand then you used it as the
absolute core to your marketing?
It as the absolute core to yourmarketing.
What if you spent your timecontributing generously to your
prospects and giving them theactual experience of what it's
(02:13):
like to work with you.
Well, this is the exactframework used by our guest
today.
He's business strategist, bobGentle, and his work is all
about helping experts, leadersand business owners build,
market and monetize theirpersonal brand.
Bob is the creator of theGenerosity Engine, and it's a
(02:35):
social selling frameworkdesigned to make everyone feel
great, add to your brand and getresults quickly.
So stay tuned, because todaywe're going to break down how
you can create your owngenerosity engine, and with that
let's start the show.
I don't know about you, but Iused to dread having to do
(03:01):
marketing for my own coachingbusiness.
Seemed like every day I'd besitting in front of my computer
or sitting in front of my cameraand I'm thinking what am I
going to talk about today?
Felt like I was constantlychasing down new content, ideas
posting, commenting, dming onthis never-ending gerbil wheel
(03:22):
of trying to get attention andattract new clients.
But then this past few years,I've had a game-changing
transformation in how I approachmy marketing.
I was already creating my bestmarketing content every single
day.
I just wasn't using it.
So I stopped treating marketinglike a separate chore and I
(03:44):
started letting my coaching domy marketing for me.
By simply recording my coachingsessions, my Zoom calls and my
client breakthroughs, I turnedwhat I'm already great at into a
high converting clientattracting system, and next week
I'm going to show how you cando the same thing.
(04:05):
So this is your invitation tojoin me for my free masterclass
Make Coaching your Marketing.
It's happening on Wednesday,february 26, at 12 pm Eastern
Time.
Just go toawesomevideomakerscom slash
blueprint to register.
Slash blueprint to register.
(04:27):
And inside this training you'regoing to learn how to transform
your coaching into a marketingengine that works for you 24-7.
And you'll learn my provensystem to attract and enroll
dream clients without having tosell, and why the best coaches
don't market, they just coach.
So register for free right now.
Go to awesomevideomakerscomslash blueprint.
(04:49):
I can't wait to show you myproven system for turning your
coaching expertise into a clientattracting engine.
I'll see you there.
And now back to the show.
All right, bob welcome to theshow.
Bob Gentle (05:07):
I can tell you worked in show business.
That is a really nice way tostart the show.
Nobody's ever done that before.
Thank you very much.
It was great fun.
I'm going to steal that.
It was super cool.
Brad Powell (05:19):
All right, well, you're welcome and we aim to
please here.
You know, ever since I was alittle kid, I got influenced by
the musical the Music man andactually my mother and my uncle
took me down to New York Cityand we watched, on Broadway,
this show.
I think I was probably five orsix years old and it just had
(05:42):
this huge impression on me.
I mean, this guy comes intotown and he gets everybody all
excited and there's all thissong and dance and all these
people who really didn't likeeach other all start singing in
this jaded community in themiddle of Iowa.
Who's?
Everybody's all grumpy, they'reall like jumping around and,
you know, all excited abouthaving a boy's band come to town
.
I was like man, I want to.
(06:05):
First of all, I want to be inthe band, or I want to be the
leader of the band, you know, orI just want to be the music man
, like I want to be that guy whobrings people together and gets
them all jazzed about something.
Bob Gentle (06:19):
Yeah, that's the most showbiz introduction I've
ever experienced.
So top marks.
Brad Powell (06:24):
That's high praise.
Thank you so much.
Well, all right, so I'm justbeing generous, right, and
that's what we want to talkabout today.
So this theme of generosity, Imean, a lot of people in the
marketing world talk aboutgiving value, but you're really
leaning into this in a very deepway, you know, with this
(06:45):
generosity engine framework.
So when you think about that,like from a high level, what are
you really talking about?
Bob Gentle (06:53):
Well, my approach to sales, or my core approach to
sales, and the approach that Iwork through with most of my
clients and I have to say I'mnot a sales coach work through
with most of my clients and Ihave to say I'm not a sales
coach, but all of my clientsneed to sell, so my job is to
help them build, market andmonetize the personal brand, and
(07:14):
I take all three of thosestrands very seriously.
Most of my clients are in whatyou would call the consulting
space.
In one way or another, they'reconsulting or coaching shaped
businesses.
They're often as well moderateto high ticket.
They're not selling on thewhole like $50 memberships.
(07:35):
They're selling premiumconsulting services or coaching.
And so my philosophy is investin a sales process that really
demonstrates your value in avery deep way so that by the
time somebody has been throughyour sales process, they really
(07:55):
trust you and those people whoare into who you are and into
what you do, and they have themeans and the motivation to work
with you.
It's going to be a no-brainerfor them.
And I think a lot of people arevery scared of investing a lot
in potential clients without areciprocal commitment, and my
argument there is, if youhaven't really invested in a
(08:19):
marketing system, in avisibility system so that before
people ever show up on a callwith you system and a visibility
system so that before peopleever show up on a call with you
they already feel like they knowyou quite well, then you're
going to have a lot of wastagein your sales machine.
For those people who arefocused on being high profile
and creating content, so peoplelike you having a sales process
(08:41):
that catches the ball at theother end.
So those people who think youknow what, this guy's kind of
cool.
You have a vehicle to build, the, not just the know like and
trust, but the know like andtrust and try and buy.
How that's done is differentfor everybody and perhaps we can
get into some specifics becausethis is a process that thrives
(09:03):
in specifics, for the listeneras well, or the viewer, because
we're on on the linkedin in it.
Um, this is the subject of abook that will be ready sometime
in the second half of the year,called the generosity engine,
and it really is designed forpeople in the expert space so
they can design their ownprocess.
This process works best whenit's specific.
(09:26):
There are some fundamentallandmarks or parts of the
machine if you like, but theparts are going to be very
specific to you and where youare in your business.
Brad Powell (09:37):
Yeah Well, first of all, I really like the idea.
I'm a big proponent of what Iwould refer to as experiential
marketing, which is all forms ofliterally people get the
experience of you.
You know they see your face,they hear your voice and but
beyond that, they're actuallygetting.
(09:58):
You're helping them get theresults, or at least pieces of
the result that they'reabsolutely looking for.
Get the results, or at leastpieces of the result that
they're absolutely looking for,and they understand that.
Oh, you can help me.
I know you can help me becauseyou've already done it.
But the thing that I'm reallyintrigued by and this is the
part like you know, so we'retalking about that's the know,
like and trust part, but the tryand buy part.
(10:19):
Like everyone, when it comes tothe sales process, they're is
thinking well, I need to have ascript, and if I just get people
and I have more at-bats and themore people coming through and
I have a lot of people in myfunnel, then if I have the right
script that'll handle theirobjections and lead them into
(10:42):
whatever like the close, then Istart winning.
It's just a numbers game.
People say, oh yeah, it's justa numbers game, but your process
is really different, and thisis what I'd like you to start
describing for us.
Bob Gentle (10:56):
Well, I think that success in business requires two
core activities.
So we have operations, but theleft and the right hand of the
body are sales and marketing.
When I ask a lot of peoplewhat's your sales strategy,
they'll start telling me abouttheir marketing.
This tells me a lot, becauseit's actually very rare, when I
(11:19):
ask somebody what's your salesprocess that they tell me what
their sales process is.
So I'm going to back up alittle bit and I'm going to
begin on the marketing side ofthings.
For anybody to sell anythingnumber one we need to know what
we're selling and number two, weneed to know who we're selling
it to.
So let's really crystallizewhat this means.
So, number one, what is it ofall of the things that you do
(11:44):
that people value the most?
You mentioned your zone ofgenius.
What is the spark here, thething that really makes you
stand out, the thing that makesyou sing?
And then, who is that for?
Of all the people you couldserve, who needs it the most?
Who do you want to serve themost?
Once you have those things,it's like you have the front and
(12:07):
back sides of a rifle.
You know where you're going.
Rifle makes it sound veryaggressive and I haven't thought
of a better analogy yet, but wenow have the two points on a
vector, if you like.
What that means is when westart pouring energy into our
marketing, it's going to be muchmore effective because it's
(12:28):
very directional.
A lot of people, when they lookat who they're for and what they
do, they get very anxiousbecause in order to get really
focused, we have to exclude anawful lot.
And people think, well, if I'mgoing to niche which is the way
it's often described I'mexcluding a lot of people.
But what you actually find isyou're creating a very powerful
beacon for that person andactually everybody else's head
(12:52):
flips around as well and thinkswell, what's that?
So you become much moreattractive to everybody, but, in
particular, the person you mostwant to serve.
A lot of people get that right,but then they stop.
What I encourage my clients todo is okay, you now know, from a
niche perspective, who they are, but I want you to go out and
find those people and I want youto put them on a list and I
(13:14):
want you to start buildingrelationships with them and I
want you to become veryproactive in this, and sometimes
that's as simple, as we're onLinkedIn.
So it's structured, taking astructured approach to building
your network on LinkedIn and notleaving it to chance.
It might be creating leadmagnets specifically for these
people and being proactive inhow you offer them.
(13:37):
There's many ways that we canbegin building relationships,
but unless we know who it's for,it's just very untargeted
activity.
So the first stage of the salesprocess is putting people on a
list.
The second stage is startingconversations, because if we
don't have conversations, wecan't then pivot those
(13:58):
conversations into salesprocesses.
Now, with my process, I'mlooking at how can we start
conversations with people from aposition of having been
generous first, and there's lotsof ways that we can accomplish
this.
And for content creators myaudience, who I serve they have
(14:18):
a secret weapon here, which isthey have a platform.
So using your platform to buildrelationships with your ideal
customer is a wonderful way toapproach this.
If you're an expert in what youdo, you know enough to have
really an expert in what you do.
You know enough to have reallygood conversations about what
you do.
So you could use a podcast tobegin conversations.
Similarly, I know plenty ofpeople who will write a book
(14:41):
once a year based on interviewswith potential A-list clients.
This is another way you canbegin a conversation by giving
rather than asking.
It could be and Brad is a greatexample of this invited me onto
a live stream.
I guarantee you afterwardsBrad's going to say Bob, what's
your video strategy?
How are you optimizing yourvideo?
(15:01):
Well, brad, we can talk aboutthat later.
Brad's primed the scales ofreciprocity in his favor of me
welcoming that conversation anda lot of the time the work that
I do with clients in thebeginning is working out what's
the vehicle going to be for themto have these conversations.
With potential clients thatdon't feel like sales calls but
(15:22):
they feel like they've given atremendous amount of value,
because pivoting from there isactually quite easy into a sales
call.
Most people will tell me if Ican just get the conversation,
I'll win the business 60% of thetime.
So let's focus on getting thatconversation, but not
necessarily going in saying, hey, I'd like to sell you something
(15:43):
, but hey, I've got this thing.
I think you'd love it.
It's going to make you lookgood.
Everybody's going to thinkyou're awesome.
Brad Powell (15:49):
Yeah, this idea of starting conversations with
whoever, it is like that list,creating a list of absolute
dream clientele who are outthere.
If you do anything like likeyou're describing some people,
like the idea of doingpodcasting, like I do and you do
, that's a really straight aheadway to do it.
(16:09):
But the other thing, for thepeople who are, you know,
microphone shy or don't want tobe so public with their voice,
writing a book is another reallygreat way, because this is how
all the big, great, amazingbooks you know Malcolm Gladwell,
you know all these authors thatare huge this is exactly how
they create these pieces ofcontent.
They go out and they interviewthe coolest people that they can
(16:33):
find on a particular thing andpretty much when you make that
offer, it is a generous offer.
You're inviting someone to joinyou on this platform that
you've created and you are goingto help showcase their wisdom
and their knowledge that you'vecreated, and you are going to
help showcase their wisdom andtheir knowledge and there's
(16:56):
hardly anyone other than justtime and their busyness who's
going to say no, they're to say,well, let me see when I can do
this.
It'll be sometime in the future,and it's just a great strategy
in there.
This is just right now, withthe ability to communicate like
we were talking before westarted recording.
We're both talking with peoplefrom all over the world on a
daily basis.
I mean, and this has been goingon since the invention of Skype
(17:18):
.
You know that it's free andit's easy and you can reach
anyone anytime and have real,genuine, meaningful exchange
with them and then turn thatinto any number of things for
you and whether or not thepeople who you're like yes, you
don't want to turn theseconversations into a sales
conversation, but everyone issome kind of connection.
(17:41):
I mean, you're really justgrowing your network and you
never know what amazing coolstuff will happen as a result of
your meeting and building, likebasically finding a new person
to hang out with.
Bob Gentle (17:53):
Yeah, I think I wouldn't want this to sound
really mercenary, because itisn't.
Brad Powell (17:58):
No.
Bob Gentle (18:00):
I think a lot of experts kind of shy away from
content marketing because thiswhole thing of, well, where's
the ROI?
The ROI is right here.
I see people starting podcasts,doing great things, but they
will commonly sort of fade out.
Everybody's heard of pod fade.
Well, I say everybody, everypodcaster has heard of pod fade.
(18:22):
It's where people start apodcast and then they gradually
fade out because they couldn'tfind the value to their business
beyond simply persistentvisibility.
This will allow anybody to turntheir podcast from simply
content marketing and when I saysimply content marketing, it's
very powerful content marketing.
I'm going to return to this butit makes it a direct revenue
(18:45):
generator and I want toemphasize that I'm not hustling
my podcast guests.
It's a very natural thing andfor me the podcast isn't the
only play, not by any means.
There's many ways ofapproaching this.
I think there are many tiers.
So one of the things I'mlooking at with clients is,
essentially, we have two stylesof approach.
(19:06):
So tier one approach would besomething that I've created once
and I can offer it out manytimes.
So if I'm reaching out tosomebody, often the first thing
would be hey, I've produced thepersonal brand business roadmap.
You seem to be in the expertbusiness space Would you like a
copy?
And if people say yes andthey're interested in that, they
(19:30):
will often come back to me andask questions and I've begun a
conversation that way.
If I see somebody aspotentially an absolute gold
star client, then I'll use mypodcast sometimes to begin a
conversation with them.
But again, that's probably onlyone in five podcast guests
where I would have evenconsidered that they might be a
(19:54):
good client.
I'm going to back up to the bookidea, because the book one for
a lot of people is almost asintimidating as the podcast if
you've never done a podcast.
But it's actually one of theeasiest because all you really
need to do is rock up on a Zoomcall with some standard
(20:16):
questions, record the calls andthen you can give the whole
folder of conversations to aneditor or a ghostwriter and say
make me a book out of this.
The book for you is thebyproduct, it's not the main
event.
But I'm going to circle back tothe content piece, because
who's selling has a directbearing on how welcome that
sales approach is, and this iswhere the whole virtuous circle
(20:40):
comes in, where, if you're not,if you don't have a visibility
platform or a discoverabilityplatform like a podcast, and
you're not regularly associatingwith well-known people.
So my audience, for example, aregoing to see hey, I'm hanging
out with Brad today.
Brad must be really fancy.
Bob looks even fancier now Overtime.
(21:03):
This is going to aggregate upover time to my status
increasing.
So when somebody lands on myLinkedIn profile after receiving
a connection request, they'regoing to think, oh, this Bob
looks.
I'm going to use the wordglamorous, I'm going to use that
word quite intentionally Boblooks more glamorous than that
(21:23):
other consultant I was lookingat and Bob's reached out to me
for a conversation.
Ooh, he looks kind of fancy.
I'm going to say yes to this.
We've tipped the scales in ourfavor.
So our content marketing andour sales process has a direct
bearing on how welcomed oursales approach will be, if you
see what I mean.
Brad Powell (21:43):
All of this, to me, boils down to basically having
a body of work, in whatever formyou have it.
It can be a platform, it can bea book, it can be all of the
content that you have archivedon a particular platform like
LinkedIn, so that when people dohear about you in some way or
you reach out to them in someway and they go and check you
(22:04):
out, because this is whateverybody does.
You contact someone.
Because this is what everybodydoes.
You contact someone, they'll golook up your LinkedIn profile
and they'll see what's thisperson about.
And if you have this body ofwork there that they can go and
check out.
And for me, like I'm a bigadvocate, this is why short form
video works so well is becauseif you have three or four videos
(22:26):
that people can watch in threeor four minutes, that's a very
quick nugget of you, yeah, andthey'll get a very strong
feeling of who you are and whatyou're like in no time at all.
And this is all to the good.
Like, you can look as glamorousas you want.
You can make yourself awesomeif you set yourself up right for
(22:48):
that kind of thing.
And so, given that you know wewere establishing and saying we
have this body of work.
Now I want to, in the time wehave left, move into okay.
So now someone is raising theirhand and they're saying I'm
interested in what you're about.
What's your next step?
That you work with them.
Bob Gentle (23:08):
There's one thing that I think is worth mentioning
, which is a lot of people haveanxiety about their personal
brand online because they think,well, what happens if people
don't like me?
This is a big barrier for mostpeople, but when you play the
numbers, it's actually reallyimportant to filter those people
who are not into you out.
(23:28):
So this is where leaning intoyour personal brand really
assists you, because by the timeyou get on a call with somebody
, they weren't into you.
They've had plenty opportunityto decide that.
So the people who actually showup to your calls are probably
your kind of people.
So what that means for me is Ican safely invest in these
(23:51):
people.
What I encourage clients to doand what I do is, if people
actually make it through to acall with me, there's a good
chance.
They know who I am, they knowwhat I do, they've got a good
idea of what, how I approachthings.
Um, so I'm not going to have tonecessarily sell me.
I'm going to try and fixproblems.
(24:12):
When I have somebody in frontof me on a what some people will
call a discovery call, somepeople would call a sales call,
I just call it a call and Itreat that call the same as I
would treat the first meetingwith anybody that was paying me.
There's nothing held back.
I will give them as much valueas I can in an hour or an hour
and a half so that at the end ofthat time they know what the
(24:36):
plan is, they could go away andthey could execute it.
All my calls are recorded withFathom.
Afterwards they get an emailwith a summary, the recording
and all the action points sothey could go.
They're empowered.
There's nothing held back, justin case you pay, and what that
tends to lead to is completetrust.
(24:58):
So if they have the means andthe motivation to actually say
yes to working with me, they'reprobably going to ask me how to
make that happen.
When I do that, my success rateis probably something like 80%.
Most people who get that farreally, really wanted to work
(25:19):
with me.
That's what this is all for.
So I have very it sounds like,bob, you're pouring an awful lot
into a very speculative salessystem.
For me it doesn't actually worklike that, and for the clients
who get it right, they see thesame results.
Brad Powell (25:36):
Well, that's a really good track record.
Getting up to 80%, a close rateon any kind of call, probably
make a lot of salespeopleenvious and wonder, like what's
your secret?
Bob Gentle (25:49):
There are a couple of little things I'll mention.
Okay, I don't have big longsales scripts, but what I do
have are plans for the standardmoments of impact.
The most common things are okay, we want to move from a general
conversation to a conversationabout what I do for money, and I
(26:09):
would encourage people toscript that because everyone
will recognize this.
I've been to a networking eventor we've had a really nice
conversation.
I kind of know they want what Ido.
I kind of really wantnetworking event or we've had a
really nice conversation.
I kind of know they want what Ido.
I kind of really want to sellit to them, but I don't know how
to move from the small talk tothe big talk.
So I script for that andsomething along the lines of hey
(26:30):
, is it all right if I just talkabout what I actually do for a
minute?
It might not be for you, butwould it be okay if we talk
about my product for a moment?
That's a bit sort ofloosey-goosey, but scripted.
And similarly, when you've gonethrough your presentation, if
you like, and you get to thatpoint where you're both looking
at each other waiting to seewhat's going to happen next,
(26:52):
scripting a little bridge foryourself.
So something that I would oftenuse is does this feel like
something you'd like to say yesto?
It just crosses that bridge andnow you have the different
conversation.
It's easy again, it's notcomplicated, but these are the
moments where people tend tofreeze and they tend to change
the subject and they tend tokick it down the road.
Lock those moments in, becausethose are the moments that
(27:15):
really matter.
Brad Powell (27:16):
Yeah, I think that's critical.
It definitely feels awkward tolots of folks.
You see it, I think, moststrikingly on webinars, where
the transition happens.
You know that moment of well,I've given you all my content.
Let me tell you what I can sellyou.
Bob Gentle (27:32):
Yeah, I think webinars are a difficult one.
There's one more.
There's one more moment ofimpact which is going to come
when we stop recording.
For me it's in the podcastinterview, it's in the book
interview, it's even in the blogpost article.
Doesn't matter what you'redoing.
But I have three questions I askafter every podcast interview
(27:54):
and it doesn't really matter ifI've got a sales goal or not,
but it's going to be number onewho in your network would you
like to shine a light on?
Because it gives the personthat you've just spoken to an
opportunity to go and gift thatvisibility to somebody else, and
generally it's going to besomebody they respect.
Question number two I have aframework that I would really
(28:17):
value your input on.
Sometimes you would get valueon it yourself for your business
, but actually I would reallyappreciate your reflection on it
as an expert and then I wouldinvite them to a conversation to
look specifically at thepersonal brand business roadmap.
And the third question if theguest is somebody who has an
(28:37):
audience, I will also say hey,if you're ever looking for
somebody to show up on yourpodcast, live stream, book,
whatever, I will turn up to theopening of a paper bag and that
usually within a few seconds,results in an invitation.
Brad Powell (28:52):
Those things I think are critical from the
point of view of when you'vedone something like this, what's
occurring in that moment, inthat post-conversation moment or
towards the end of yourconversation.
If you actually have beengenerous, if you have been
giving, if you've been helpful,you've created what I call the
campfire effect, where you andthe other person are feeling
(29:14):
like, oh, some really good stuffhas just happened.
You know, this feels good, andso it leaves the door open for
any number of things in terms ofexchanges.
The question that I like to ask, which I'll ask you after we
get off, is are you part of anyonline communities that you know
of that are kind of hidden,that I should know about?
And that's another good thingto go find out about, because
(29:37):
there are many, many you know.
When you're talking about goingout and finding where your
people are, well, they're outthere, but they're in like Slack
groups and on discords andstuff that you would never know,
or you need an invitation toget into.
Yeah, all right.
Well, this was really cool.
We're kind of at the end of ourhalf hour here.
If there's one more thing youwant to talk about generosity,
(29:58):
to kind of put a bow on this,what would that be.
Bob Gentle (30:01):
For me, the most important thing is, marketing is
not a sales strategy.
If you want sales to besystematic, then you need a
system and you need to be fairlyrigorous with that system, and
it needs to be like going to thegym, because it's nobody likes
it.
There is not a single contentcreator.
(30:21):
There's not a single businessowner that really, really enjoys
sales.
Putting together a system thatallows you to feel like you're
approaching it from theperspective of bringing
something positive into theworld, without feeling like
you're hustling people, isprobably the most valuable thing
you can do in your business.
Brad Powell (30:41):
Yeah right, exactly .
Be generous when you market andbe generous when you're selling
.
All right.
Well, bob, if people want toreach out to you and glom onto
all your stuff, what is the bestway for them to do that stuff?
What is the best way for themto do?
Bob Gentle (30:57):
that I have a podcast called Building your
Leader Brand.
But if people want an easy life, just search Bob Gentle.
Wherever you hang out, I'm veryeasy to find.
If you're on LinkedIn, pleasedo connect with me.
New connections are my favorite.
Yeah, linkedin and the podcast,those are the two big asks for
(31:17):
me, and if anybody is interestedin building, marketing or
monetizing their personal brand,they can get the personal brand
business roadmap completelyfree on my website.
They will ask for an emailaddress.
I'm not going to apologize forthat, but it goes deep.
It's 50 pages.
Brad Powell (31:34):
Wow, right, that's quite the roadmap, all right.
Well, I'll make sure that linksto that are in the show notes.
And, bob, thank you so much forcoming on today.
This has been great.
Bob Gentle (31:44):
Oh, thank you very much, I really appreciate it.
Brad Powell (31:52):
If you're hanging out here at the end, I just want
to remind you that if you'dlike to go and get the entire
archive of the Standout BusinessShow, just go to
standoutbusinessshow.
It's all there, all the audioand the video and all the extra
stuff that we put in there justfor our listeners.
I go live every Tuesday morningat 11 am Eastern Time, and
(32:17):
until the next time, so long.
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