Charles Byrd – How to Joint Venture Your Way to a Profitable, Freedom-Filled Life (386)

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Episode transcript below:

SPEAKERS

Mike Malatesta, Charles Byrd

Mike Malatesta  00:00

Hey everyone, Mike Malatesta here and welcome back to the how’d it happened podcast on this podcast, I dig in deep with every guest to explore the roots of their success to discover not just how it happened, but why it matters. My mission is to find and share stories that inspire, activate and maximize the greatness in you. On today’s episode, I’m talking to Charles bird, an amazing relationship expert who specializes in helping people create super successful joint venture partnerships, something I’m always interested in doing, we talked about why now is the time to take action, the parallels between being successful in a band and with joint ventures, the power of the ping, you know, like that, and why you should always prioritize people and relationships, what I would highly encourage people to consider in this process, it’s way better to take any action than no action, even if the action you take ends up. Quite honestly, being the opposite of where you head to action is key, sitting on the sidelines, trying to pick the perfect strategy, pick the perfect thing, do it by yourself, it will never work. You have to start taking action, having conversations and surrounding yourself by the people who will stretch your thinking a ton of value is coming your way in this podcast. And I hope you enjoy it as much as I did. Hey, Charles, welcome to the podcast. So before I tell you all a little bit more about Charles, I just wanted to tell you this, and this happens every so often. But I listened to a bunch of podcasts. And I happen to come across certain people who you know, as I’m listening to them, I’m walking the dog and walking Riley and I’m just taking it all in and my body feels a little bit different than it did before I started listening to the person and I don’t want to be weird or anything about it. But Charles is one of those people. The very first time I heard him on a podcast, I thought to myself, This guy is speaking in a way that I am eager to listen and doesn’t happen all the time. A lot of people talk and I’m willing to listen, but I’m not eager to listen. And even if they could be the most interesting people that they just are not connecting with me on that whatever level that is. And Charles connected with me on that level when I first heard him and I’ve heard him several times since and it’s never changed. It’s always made me feel the same way. And I hope you feel the same way after listening to him. Today, he’s got a real skill set. Or maybe it’s not a skill set. Maybe it’s just genetic, but whatever it is, it’s cool. So just wanted to just wanted to put that out there first now, let me tell you a little bit more about Charles bird bui rd by the way, Charles bird is a human lead magnet and super connector with a deep background and joint ventures lead flow. And he’s a frictionless systems expert, and I want to definitely want to dig into that. He’s also an entrepreneur, speaker, author, trainer, strategist, Adventurer, lover runner and skateboarder, the first person that I’ve had on the program with skateboarder in you know as part of the bio or your LinkedIn profile, so that makes you unique as well. Charles’s work on relationships, joint ventures and frictionless systems has been featured in Forbes, ABC News, Sirius XM funnel magazine, the science of success in all kinds of places he’s on been on lots and lots of podcasts because he just has tremendous value and his new book is called Internet marketing secrets. It’s an Amazon Best Seller. You can connect with Charles at his website, which is his name, Charles bird, byo rd.com. Okay, Charles, I started every podcast with the same question for the guest. And that is how it happened for you?

Charles Byrd  03:47

how it happened for me. Okay, so I’ll give a little backstory and then get straight into, you know, what I do today, and how I serve. So I worked in the Silicon Valley for 15 years, I was a director at a billion dollar software company. And this is like, pretty much first job out of college, starting on a help desk, and then heading into project management, program management and eventually founding my own department. But I was always always very intrigued by the entrepreneur lifestyle and the freedom I read about that in books and the impact that entrepreneurs are able to make, like I was running, choosing the technology and running the projects, the training and so forth for a 6000 person enterprise but I I wanted to reach a lot more people. And the truth is that was a little too comfortable to do that i i created some startups and worked with friends and team members on those ideas while working full time and it was way too hard to get traction that way because your focus is so split. And really the catalyst for this was a story about my mom, she, she was an OB nurse, she taught at College of the Sequoias, she ran a hospital in central California. And one day, I got a call from her and she had that serious tone in her voice. So I thought maybe the one of the kids she adopted from South Africa were having trouble in school or something like that. But she she’d actually been in a minor car accident the day before, she thought she was pressing the brake, but wasn’t and bumped into the car in front of her. And then the next day, she was reaching for a fork and physically kept missing it by six inches, which alarmed them so took her to the hospital found she had to stage four brain tumors. And I could barely walk in the house to tell my family this it felt like a truck ran over me. And we piled in the car drove to be with her going into brain surgery that night, and I effectively moved the family there for a year to take care of her. And my mom lived one year to the day from when I got that call. And to me, it was the most obviously painful and difficult, but it clarified for me how short life is and how if there’s an impact you want to make, if there’s a quality of life you want for yourself and your family, now is the time to take action on that. It’s like glaring spotlight on taking action now and actually designing the life and impact you want. Because this is your one shot to do it. I have this piece of wood made it says I can I will end of story. Meaning I am figuring this out no matter what this is a burn the boats, there is no plan B because I was getting loving guidance from people like my dad, go get your next job and start your business when you’re retired. And I’m like what? That makes no sense to me. And so I went for it. And so my first product was a low ticket productivity course. And being new to the online space. I didn’t yet have a list or connections. So started going to a lot of events and connecting with people online and quickly found my new peer group of entrepreneurs already had my ideal clients in their communities. So I started setting up presentations for other people’s audiences delivering a high value training and offering the deeper dive course and started growing the list quickly making sales making a positive impact. So I thought since this is working, what if I take my it and systems background and simplify and systematize the entire joint venture process, which I did. And eventually people wondered how I book two to six joint venture promotions per week for my own offers. And I was at a mastermind in Aspen and my phones blowing up with texts and messenger messages and people knocking on the room door going. How do you book so many of these so I decided to put together my first high ticket event called Pure JV teaching businesses how to scale getting in front of their ideal clients leveraging other people’s audiences. And that’s the market I’ve been serving ever since. So I help companies create a unique JV strategy for their particular product and market. Help them identify their most profitable partners, show them how to connect to those partners through warm channels. So you’re showing up high on their radar instead of reaching out cold and no one knows who you are my favorite part how to guide the conversations to land the deals in as little as 20 minutes and then operationally how to execute those deals along with turning each one into two or three more. And eight of my clients within a year of our work added 1.25 to 6 million in additional revenue. And the same framework of listening to what people are trying to achieve. Provide value first in helping them achieve that faster, and teeing up deals and referrals and speaking opportunities and so forth from that. It just never ends. In the upside. It just grows and grows and grows and grows. One of my clients, a gentleman named Dr. Regan Archibald who I just did a presentation for all the doctors in his group from his very first JV that were lining up which he’s partnering with high end masterminds and another client of mine, Justin Donnell of lifestyle investor. He has 135 people at a 55k investment mastermind and the model is to partner with Dr. Reagan. And they’re running that mastermind from Dr. Reagan’s facility in Utah. So all of these investor folks are going to get brain scans blood work, they’re going to learn so much about their health in a proactive way so they can

Mike Malatesta  10:00

live long, healthy happy lives. And so he’s going to make a significant positive impact for those folks. And all the while he’ll his whole facility will be full of ideal clients. So it’ll do some quite significant numbers, just from his very first JV when you first decided, you know, after your mom’s health incident to create this productivity tool, how did first of all, how did you come to that, and second of all, like the online, the, the tool and sort of focusing on online marketing, and then, you know, a lot of people would have the idea that you have, like, Hey, I’m gonna connect with these people. And I don’t really have a network, I don’t have a mailing list, as you said, I’m coming out of the corporate, you know, startup world where I’ve been successful, but I don’t have the tools that I really feel I need to be confident moving forward. And yet you did, where did that come from? And what? And how can, how can you help us who are where you are in the mind, but won’t, you know, are afraid to take the step? For example? Wonderful question. Okay, so I knew I wanted to create a company, I didn’t even know what it would be about, quite honestly. So. So it was like that, that goal of creating something, and I had a friend from college who married the love of his life, he’s a nurse and went, got an MBA, and then they started a wooden sunglasses company. And he was the first person from my peer group to start a business and not work for someone else. And, and that company, two or three years later, was kicking butt. And then they started another company, I wouldn’t watch a company, that one superseded the first one in five months or something. And by the time they were buying their third building in San Francisco, I’m like, if he can do it, I can do it. So I, because again, you can read about these things. But if you don’t have someone to model, it feels like it’s for other people. Right? And so there’s a big distinction going, Wait a minute, if they can do it, so can I. So I met with my friend, Joe and his wife. And I was like, How do I get in this building wooden products game, it seems to be working out for you. And they’re like, do not do this, you should do digital products. So you’re not dealing with shipping and sourcing and manufacturing and all of this. They’re like, work with digital products. And a big bell went off in my head, it was like almost a cartoon moment, because I was already doing trainings for a 6000 person enterprise, I was already doing some work on video. So I basically had a lot of the competencies needed to do it. And my process for choosing my first product, I wouldn’t call it particularly scientific, I will explain it and it is how it happened. I listed out 40 things that I was either good at or interested in. And then I narrowed that down and said, What are you actually good at? And so then the list Trank to around 12 topics. And then I just asked myself, what’s what’s been the most impactful for me that I think is useful. And I and I like it. And I landed on the productivity topic. And then I did one Google search to see if there are other products like this. And there were and I was like, let’s do that. So I picked it with that was as much detail research as I did. And then just started, I was I was asked to speak at a real estate conference, because I was like, I can help all these investors manage their information a lot better. So I put together a talk over like a weekend. And then I created an outline for the course. So I did not create a course I created an outline for a course and for anyone listening who’s interested in this kind of thing. Now, you could do that in seconds with chat GPT. So there’s really no excuse to not play around with these kinds of things because there’s the barrier to entry is plummeting. So from the stage, I offered the course and then ran it live over four weeks. So I did an hour of training every week for four weeks. So this is how you get paid to create a product. So I got not that I made a lot but I did get paid to create that product. Then I chopped it into smaller modules, shot some cleaner on camera intros to the modules had to you know, figure out the tech side of how to host that and so forth. And then since I had that stage talk now I had a talk that provides value that leads into the program and I had the program and then I just dialed that in with joint ventures and system amortize that process. And I got so good at marketing it through joint ventures, that’s when other people were like, how do you do that? So I ran both concurrently for a while the productivity topic and the joint venture topic. And when I partnered with my business partner, Bill Baer, and he was like, pick a lane, you can’t be the JV guy and the productivity guy, pick a lane and I’m like JVs, baby, which was an excellent choice. And then this the results I was getting now I was able to replicate that with with other people and clients, in an offer that this will be a good differentiating point for people thinking of creating products. And there’s all kinds of different products that are needed in the world. But an offer that leads to more money for people is way easier to sell. So as an example, Dr. Reagans invested many 1000 in me and he’ll 10x is his return on his first JV, which I’m not saying everyone will run out and do that. But point being it’s pretty easy to sell things that make people money very quickly in super strong ethical ways where everyone truly is coming out further ahead. So that kind of encapsulating productivity systems and mindset, but around the type of offer that that drives revenue. I’d also like to put a thought in people’s head. Originally, I was also thinking of making a video production company because I liked doing video work. And so I’m going back in the story a little bit, but to when Oh, like when I was still trying to figure out what my product would be okay. And I had been producing commercials for enterprise level company and, and things like that. And I enjoyed it. But then I realized each video I would make is a completely separate project that requires reinventing the wheel every time. Whereas making a course or program, I could make certain assets that I can sell over and over and over again. And the same is true for my appear JV one on one consulting offer. I’m walking people through the same five week framework. I’m not reinventing the wheel at all, we’re just applying it to their particular business. Because people can rent your brain as a consultant and wrap you into their world and their problems. And you can solve one thing for this client solve a different thing for that client. Or you can make a solution that is end to end for a certain kind of Avatar or client base. And it will simplify your life immensely. So I would highly recommend not renting out your brain, solve some problems for people and turn that into a signature product and workflow. And it works really well. Well. I want to dive sort of headfirst into that. But before we do, I just want to go back to a couple of things that you said and you with your mom, for example, you mentioned that she had adopted kids from I think you said South Africa, Sierra Leone, Sierra Leone, and was that something that was happening while you were growing up as well? Or so it was, it was after my brother and I were out of the house by many years. And but they were high school and and heading into college age when when she passed away. In fact, I one of my sisters moved in with my wife and kids and I take care of her while she was going to school. Okay, so yeah, they were many years younger and needed, needed support and guidance. Okay. And where are they now? Do you keep in touch? Yeah, my sister Maryanne lives about two and a half hours from here. She’s got an amazing husband named Peter. He’s European fact. Peter was out here two weeks ago, we went out to a show for my wife’s birthday. So mostly in touch with with her the other sisters a little more. keeps to herself, but okay, but yeah, in in before you you mentioned that was a cadence that you worked for the That’s right. Can you design systems Cadence Design? And you said it was pretty much right out of school? You went there. I’m curious because we mentioned the skateboarder thing earlier what’s the earlier version of Charles before cadence and Silicon Valley came along? Well, of course go into school and so forth grew up riding skateboards from the age of 10 and Central California and got quite into it. So yeah, I I ride to this day. I wouldn’t say super often but every couple of months you can find me at a skate park riding on tools or taking my daughter’s I was teaching my daughter how to ride a halfpipe a few weeks ago, which was a blast. And we ride around on one wheels and electric unicycles. These are powered devices. So we’ve got everyone in my family, everyone in my brother’s family who lives three houses down, and then a group of friends. And so like 10 of us or 15 will go will go through data or other places like that, which is, which is a blast. So, yeah, I grew up riding skateboards, also played in a band for 15 years with my brother. You know, actually, when I was just in New Orleans, I bought a new metal guitar that they’re shipping. But yeah, so play drums guitar. Nice. What was what was the band name, the band name was innate, the letter in the number eight. And then so we played under that name for basically 12 years. And then for the last three years, it was at Charles Byrd. And so it was me and my brother, one of our friends who lives in Napa that we just camping with a few weeks ago, with their whole family. But yeah, we, at our peak, we were doing around 75 shows a year. No kidding. Yeah, yeah, it’s pretty cool. So it’s basically a show or two every every weekend, I will point out being a marketer pays way better. Well, what what have you got to market yourself to get on stages, though, as a as a musician there is there is there’s parallels between your experience with the band and, and doing what you’re doing? Now, you know, what, you’re the first person that ever put those two things together? I’ve thought it many times because yeah, it’s it’s very much like joint ventures. And I’ll share the parallels, there’s two book shows, you need to know the venues that are hot, where are the great places to play that like the kind of music that you play? it same with joint ventures, who are the adjacent markets, who already have your ideal clients, they’re like in their communities. It’s in joint venture land, it’s connecting with the entrepreneur or leader of a group booking stages. It’s who’s the booking manager, and I will tell you in the music world, booking managers are some of the flakiest people on planet Earth. So there are venues in San Francisco, I would contact 35 plus times to get a gig booked, is like ridiculous. So that perseverance of follow up and follow through, I guarantee helps me today, because many times in the joint venture world you reach out to someone and you don’t hear back, even if they’re a friend and and you’re like, Oh, well, I wonder if something’s changed. What’s changed is they’re busy that day. There’s nothing wrong with you. It’s the fact we all have busy lives. Right? Right. Right. So we tell ourselves stories. Well, I reached out two times, I guess that one’s not gonna work out. complete ly not true. So having the perseverance of systematic follow through, and then you’re right, there’s the the marketing aspect and the creativity aspect, like we shoot music videos, and do photoshoots and buy cool, crazy clothes. I was just at the New Orleans Jazz Festival the last three days and bought some crazy outfits for beta breakers and Burning Man and, and things like, so. There’s lots of adventure to be had on the way. So I’ve always sought to engineer a life that you’re not working hard for the sake of working hard. You’re working to create a quality of life and, and show others how to achieve that as well. So modeling it, and which has been amazing with I have two daughters, entrepreneur minded, amazing daughters, 12 and 15. And I just flew in last night. So my oldest daughter saw me this morning, jumps around me arms and legs. Like we we go on so many fun, family adventures between my work trips, that it’s all about engineering, a life of a satisfying quality of life where you’re contributing, and having a high quality of life for the people in your world and your own family. Right. So, because I’m in a lot of groups, where, surprisingly, that’s news to a lot of people, though, tell these stories about how they’ve made their $200 million. They’re on their third marriage, their kids don’t talk to them. And then you’re like, Well, clearly you fail that life. because the money is not going to help. So fully being like engineering upfront around the kind of life you want, and I don’t mean to sound critical, but it’s just true. A lot of people don’t get the memo for a while. Well, you mentioned early on when you were answering the HOW TO HAPPEN question that you’d been intrigued by the freedom that comes with being an entrepreneur and, and you just came back to it with those stories, right? That’s a really about you creating a life that’s provides a lot of value to your clients and customers, but also gives you the freedom to do maybe not what you want all the time. But what you want a lot more than the average person, right? That’s true, which was actually a reason I wanted to engineer that I actually say, I reference it that way. I wanted the freedom I write about a book. And every time I say that, on a call the party on the other side Snickers as though it’s like possibly true, yeah. But it has been 1,000% true for me. It’s not to say don’t work hard, but I’m constantly out. Like, we’re in the French Quarter of New Orleans, running around, eating pastries and and enjoying the art and shops and sipping champagne. Like, it makes life super fun. So I like engineering those things. And one way to do that, for anyone who’s like, sounds nice. How do you do that? You simply book things out aways, and the clock comes around, and you go and be open to adventure. One of my friends who invited me to do a JV workshop for her top partners, which I did yesterday, she invited us to go to the music festival and cruise around. And she’s like, I wanted to invite you because I knew you’d say yes. Meaning someone who says yes to cool things and, and then you make them happen. And the story you told about the person with, you know, a couple 100 million dollars, but their relationships are suffering and this and that. Do you think that and the snicker of people when you say that? Do you think that there’s this fear that if you stop, if you stop, say making money, being focused on making money for even a moment or more than a few moments, you’ve just might you just it just might go away? He just might lose it or you just might not feel validated? Or you just might feel lost? Or I don’t know, what do you think? Because it’s easy to say, oh, Charles, that’s BS that, you know, you know, I got a business to run, you know, that. I can see a lot of people saying I got a business to run. I can’t be, you know, doing the things that you just talked about. But I but I think sometimes and I was I think I was like that. And I maybe still am from time to time when I you know, I it took me a long time to get past the notion that if I do something that I’ve earned, that’s not me coming into the office and working for 10 hours that day, it’s not as though I’ve, I’ve, it’s not as though I’ve I’ve failed, or it’s not as though I’m lost, or I’m not doing what I’m supposed to be doing and that kind of thing. I’m curious how you what you think about that? Yeah. So it’s how you engineer a business to run. And the truth is, if I stopped doing what I do, this business wouldn’t continue to function. Which is why I’m consciously engineering, some updates to the model. And what I mean by that is hanging out with Dan Martell last year, and one of the things he said is get yourself out of the fulfillment of your offer. So you can just focus on connecting with people and speaking and things like that. And so I hired on lovely woman who’s worked for me a few other times, she used to book the jayvees for Brian Tracy and Jack Canfield and people like that. And so I’ve had of the five sessions people get with me and my core engagement. Now I’m only doing two of them, the team’s handling the rest and point being, you can engineer a business to not depend on you, another friend of mine who has put a deposit into work with me. He’s creating this new startup. And last time I talked to him, turns out he’s got another company, a $3 million company, that he’s got a CEO running, he doesn’t do anything like the company runs itself, because he’s engineered it to do that. So that idea of not will things just stop if you stop. It depends how you’ve structured the business and just know that there are models that I’m still figuring some of that out. But there’s certainly models that don’t require you to keep the the song Song and Dance going as it were, yeah. And then there’s that internal thing in the past, certainly not these days. And hopefully it doesn’t come back. But in the past, if I would go on a trip, like a personal trip, it would take two or three days to get out of work mode and into that vacation mode. And then next thing you know, you’re, you’re back to the work mode, and you need a vacation from the vacation. I’m not exactly sure what the shifted in me on that. But it’s, it’s not particularly like that anymore. But it’s good to be aware of these things. And I just recommend scheduling little weekend getaways with your significant others schedule camping trips, or fun things with your kids. And I want those scheduled as the priority and the other trips to fill in around it. Not that everyone’s going to travel as much as I do. But as long as you’re getting that deep quality family time in then everything else functions really well. It’s just when people prioritize the work over taking care of themselves, working out, eating healthy, certainly prioritizing sleep, and then prioritizing time with the family. When you have those priorities in place, everything else runs dramatically smoother. Yeah. And that’s so smart. Because the other side to that coin is I’ll do it as soon as I can work it in. And it’s very difficult to work it in because you naturally fill gaps in your schedule or someone else does when they expect that that’s what you want them to do, you know, like you’re at work or something, they fill gaps for you. So if you create this schedule, in advance, and like you said, allow people to fill in around it, as opposed to I’ll get to the vacation or rocket to spending time with my children or I get to spending time with my wife. At some point. Instead of making it part of the schedule. It’s often a losing battle. Just yeah, it’s like the Stephen Covey big rocks principle you put in the big rocks first than the pebbles than the sand in the water honor. Yeah. And frequently, like if you were to look at my schedule this week, it’s it’s pretty wild because I’ve been traveling. But two, three weeks from now, the schedule is a lot more open. So you can put these things in and make them work and also blocking time on the calendar for actual working time. So you’re not stuck in meetings all day or having habit structures so that like in my morning routine, I wake up get coffee, go on a run simple things where you remove the debate from your head by having systems. Yeah, so I don’t have the more the debate. Am I gonna work out today? The answer. The question is what workout Am I doing this morning? Like, I know I’m doing a workout every morning. Now I don’t have to debate myself. No. Yes, right. Right. Right. Right. Very smart. in you. Also, I wanted to go back to another thing you said which was about this list, you talked about making a list of the things that you liked, and were good at and it started at this number and you kept whittling it down to the things that you are really good at. I felt like that’s like when you said that I was like that’s a great exercise for for anyone to do. But then I then I wanted to ask you Well, how long did that take? How long did you reflect on that list? To get it to where you ultimately were like, Yes, this is these are the things? Well, the reason I’m laughing is I probably did all of that in less than an hour. Okay, it was just like pop in and get it done. What I would highly encourage people to consider in this process is, it’s way better to take any action than no action. Even if the action you take ends up quite honestly being the opposite of where you head up, head to. Action is key, sitting on the sidelines, trying to pick the perfect strategy, pick the perfect thing, do it by yourself. It will never work. You have to start taking action, having conversations and surrounding yourself by the people who will stretch your thinking I want to share another early story of I went to two back to back events in Austin. Like when I was brand new to the space as clueless as you could be. And I was at an event called seven figure systems. And one of the exercises is where do you see yourself in five years? How much money will you be making then and and I’m coming off a pretty good corporate salary. And so I write in there 500,000 And like it felt almost fake to me like I’m just making up dumb numbers like I think I should go high here. because the way the questions being asked of me that kind of thing. Yeah. Where do I see myself in five years? I’m like, I’ll be making 500,000. And this doctor was sitting next to me, he leans over. He’s like, 500,000, huh? And I’m like, Yeah, that’s right. 500,000 He’s like, You do realize this event is called seven figure systems. And what it did is stretched the fabric of what I believe was possible, it was tearing open possibility in my brain that couldn’t even comprehend that it would seem like pie in the sky made up numbers. And then I realized, the gentleman over here is making 3 million a year the guy here is making 11 million a year, this guy’s at 900, grand, or whatever he was at, but like, wait a minute, they’re here. And they’re doing that? Why can I and it, it really opened up my awareness as to what’s possible. And then a continuous theme is surround yourself with people who are doing what you want to be doing and are further along. Ideally, ideally, you’re typically around people who are doing dramatically better in their thinking and performance. Because it constantly up levels, you’re modeling, you’re seeing them execute, you’re hearing how they think. And stretching the fabric of your own brain, which gives you that awareness and belief. And then you you pursue it, if you have people pulling you down, saying you can’t do stuff. They’re the wrong people to be around, right? For sure. And people who are leaning over your shoulder and saying, Hey, Charles, this is configure land, or whatever they are saying that raises your expectations for yourself is super helpful, too. Because most people will do what you did. They’ll say, Well, if I could, you know, what do they say two times versus 10? times, right? If I could two times when I’m doing that would be like the best ever, right? And someone says, Well, 10 times is maybe as easy as two times if you do 10 times, if you go for 10 times you end up at two, that’s pretty good. Or you end up at three, you blew yourself away already. Yeah, it’s like Ben Hardy, his new book. Yeah. He was messaging me a few weeks ago. On that, it’s like, yeah, it’s it’s brilliant to stretch what you believe is possible. And, and, and go from there. It’s, it’s been a fun evolution. I want to get back to the joint ventures. Now, you mentioned Dr. Archibald, you took us through that story a little bit. And what I thought when you were taking us through that was that a lot of people listening, I have a lot of entrepreneurs and business leaders that listen to the podcast, and I’m thinking to myself, Okay, and I’m thinking for me, too, like, how do I in the doctor’s a great example, because most doctors, at least the ones that we are aware of are in a system, where they are essentially, you know, every 15 minutes, they have to be seeing somebody, it doesn’t seem like much freedom. And it also doesn’t seem like an opportunity where you can reach out to another person’s network and provide value to them in a joint venture type of way. So my question really is, is there anyone? Or is joint venture potential available to anyone? And if so, like this, like Dr. Archibald, you mentioned, how, how would you recommend that someone think about joint venture opportunities if they’ve never thought about it before? Right. And so let’s start by defining that a little more for people and there’s many models for doing joint ventures. But if you’re like me, and and many people who this is a new concept for you think of a joint venture as like some legal entity of two companies merging and doing stuff. And of course, it can be that but that’s not really what we’re talking about. Here. We’re talking about promotional partnerships. It’s someone who already as your ideal client, I’ll use an example of Brian Tracy. And again, there’s a lot of models for this. This is just one of them. So Brian’s got a list of 500,000 people he’s developed teaching them sales strategy, high performance, mindset kinds of topics. And he he’s promoted me seven times mailing, he mails 500,000 people, inviting them to a training I’m putting on just for for their audience that’s congruent with his messaging, building high quality relationships, having really tight systems, creating deal flow that leads into his kind of sales training process. It’s a highly complementary message for for what he has created in his legacy of of work, his body of work, and so he’ll mail 500,000 People everyone who registers for that training is added to my email list. Then I deliver a high value training and offer a deeper dive program. So it’s his audience, my product, as revenue comes in, we share that revenue, because it’s his audience, my product. But I would like to point out that even just a basic referral is a type of joint venture, I get, as do my clients, when I show them how to do it, I get 12 to 20 referrals to million dollar plus businesses every week. They’re handpicked warm intros. So that’s a very simple way to do joint ventures. And the way to think about it is you’re looking for market adjacencies, who is actively cranking out your ideal clients. So I’d like to use an example of Todd Hartley. He’s a friend and client of mine who Tony Robbins hired to train the sales teams for 100 of his companies. And he teaches how to get higher conversion in leveraging video. So using video in the sales process. So who is creating his ideal client all day long are working with them are in front of them. Anyone with a sales program, which there’s plenty of those out there. Anyone teaching how to become a coach or create online programs or consultants, his product complements those other ones. So if someone’s got a program on improving sales, that’s a whole community of people that his product will serve. So it’s who who already has your ideal clients in their communities. I’ll use an example kind of from my, my world where I’m teaching people joint ventures. Another way to put it is my friend Jay, for set term, I got this term from him, but upstream and downstream partners, meaning who is upstream from you. So an example of someone upstream for me would be someone teaching how to build online courses. So if you buy a program on how to build and launch an online course, once you have that course, the course is actually worth nothing until you get it in front of the right audience, and they start going through it getting value from it, buying it. So if someone’s teaching course building, the next thing, those new course builders need is traffic, they need the audience to get it in front of so they can pay for ads. But that can be expensive, complicated and not work well all of the above are true. They can do content marketing, where they’re putting out a bunch of content for a year plus to build up a following. Or they can leverage joint ventures where they’re going to take that product and get it in front of other people’s audiences that it is highly complementary to, just like Todd Hartley taking his video training program to the people selling sales programs, those things are like peanut butter and jelly, they go together really well. So it’s helping people identify those adjacencies then look at who the leaders are in those spaces, who are the big authors in that space, who are putting on the big events in that space. And then looking through your own network who’s connected to those people. Since I’ve been doing this a while, I’ll just go look at my own 5000 Facebook friends, closest friends ever all 5000 of them. And, and then if there’s someone I was looking to connect with, or I have a call coming up with, I’ll go look at all the common friends we have it because then that way you could look through there I go, Oh, so and so knows this person I’d like to chat with and you can see about getting a warm intro to them. Because if you if you reach out to someone called I’ll give you a quick example, again of Todd Hartley, he’s, he’s on stage with Tony Robbins every six weeks for business mastery in front of like 30 plus 1000 people. And there’s a woman who puts together all of Tony’s curriculum and content for those events. And Todd messaged her and said, Tony’s program is great, but it’s missing something and Charles has it. So she’s gonna start looking into my work now. I guarantee you if I ping that woman myself, I would never hear back in my entire life. But with Todd, who’s got a amazing relationship with her is on stage with her as part of the productions every six weeks, and he told me he’s never referred anyone before in the last many years. Now I’ll show up at a six or seven on that woman’s radar instead of zero or one. So that’s why we always want to work from warm W F W work from warm. We work from our warm network and we radiate out and that so there’s there’s a little art to that though, right? I mean, the because you can’t you can’t just show up when you need something. Oh, that’s a fact. Yeah, so it feels like a lot of people I missed that step. Charles, have you found that in your experience? Oh, of course, I actually did a whole session on it in my JV workshop yesterday in New Orleans, and I’ll share one of those tips. Sure, it is called the power of the ping. So I’ll give a little backstory and then explain how to do this. So I was at an event several years ago, having a long conversation with a friend. And two and a half hours later, we were wrapping it up, and he’s like, Hey, if I ever come to mind, just ping me. And it struck me so weird. I’m like, Well, what if your dinner? Or what if you’re in a webinar? Like what do you mean, just ping you when you come to mind. And then I was like, I’m gonna do that with everybody. So people come to mind for a reason. Maybe you just talk to a friend of theirs. Maybe you booked a ticket to an event that they spoke at last year, maybe you just bought their book or you a friend recommended their book, maybe you just got a new piece of tech that, you know, they’re they’re into, like, you know, if you got any new toys. For the kids listening at home, I’m holding up a model Tesla. When I got my Tesla, I wanted to tell the people who I friends who also have Tesla’s because it’s exciting. It’s so fun, and it’s something to bond over. Again, this could be a professional thing too. But people come to mind because something reminded you of them. And that’s a perfect time to just shoot them a little text message, send them a voice notes, and then a video, maybe you thought of a perfect referral connection for them or JV connection, just paying them offering the intro or sending the intro where appropriate. And you can do this all the time I at this point, and I certainly wasn’t always this way at all back in my corporate career is nothing like this. But I’ll be brushing my teeth in the morning and looked down. And I’ve texted to people, or I’m out of my run. And I send three intros to people through video. And so when you’re in touch with folks, it keeps you top of mind and keeps the relationships warm and fresh. And you don’t have to always be in touch about work stuff. You kind of figure out what’s appropriate there. But another friend and client of mine Kane Minkus, I texted him about a new camera I bought and the reply back was, hey, do you want to be part of this partnership strategy that I had taught him, but it was a JV with Roland Frasier and John, Ashraf and blue and Barry and, and me. So I picked him up out of camera, he invites me to be a featured speaker in a million dollar plus promotion. And had you not pinged him? He may not have thought of you for that, even though he was thinking about how to put this, you know, he was working on putting this thing together, right? 100% Yeah, so the power of the ping when people come to mind, just ping him. It doesn’t mean you’re gonna get roped into some long, crazy conversation, it’s just sending a voice memo or a note. And just maintaining contact for any ADHD folks out there, there was a few in the group yesterday that are like, out of sight out of mind. So one of the women who’s self proclaimed as quite ADHD, she she made like, a little picture collage on her wall of her top favorite people. And then when she sees them to trigger to, to reach out and connect, I liked the part too, you had mentioned it earlier, sort of when you were going through your list and stuff of take action take, if you can take a quick action right now and get it done. It seems like what you’re saying, like this person came into my mind, I could wait till I got done with my run. And the chances that I will remember for example that they came in might have might be way in the distance and I’ll never bring it back. But it’s here, I can do something right now. It only takes a minute or whatever, I should do it. Precisely. Thank you. Even yesterday, I was teaching the group how to do referrals in there really streamline way. And I came up with three for for one of the guys there and I could have written them down and hope that I remembered as I head into your busy work week. Instead, I shot three and chose right on the balcony of this home and had them sent. I didn’t not even taking a task down like they’re done. It’s done. Right. Well, Charles, I do very much appreciate you coming on the show today and sharing so many stories. I mean, we went into so many different things. It was really neat to kind of weave it all together and get to know you a little bit before we go. I’m just curious if there’s something that you want to say that I didn’t ask you about you want to leave the audience with because sometimes I know that I miss things you know, and I just want to give you an opportunity for something I missed So, I just say In summary, by prioritizing people and relationships, you will come out further 100% of the time. Plus, life’s a lot more satisfying when you have strong relationships. So certain people in your audience maybe kind of extroverted and like connecting with people, other people may not and it may feel a little strange or awkward the idea of of reaching out to people. So if you’re one of the the latter ones simply just set a target of reaching out to one person today, or, or even to one of the other presenters who was at the event yesterday, Ryan parks, he he set up an automation based on Sunrise, to text his mom twice a week to just check in and say hi, because he would forget. And then she replies so sweet of you to check in on me and, and so nice. But point being prioritize relationships have a system to go about it. And just remember like voice memo or quick text, audio or video, you can get it out so fast, like a 22nd video a mike just thinking about you hope you’re having a great day love to sync up sometime soon. That was 10 seconds, right? So it just strengthens relationships over time. And it’s the polar opposite of showing up just when you need something which feels completely the opposite of that it feels very lame. So if you want you personally have a higher quality of life, the better their relationships you are around you. Ultimately, it’s the only thing that matters. I mean, I presume after getting through Maslow’s first floor, relationships are the only thing that truly provide value in life. And if you look at people later in life, it the possessions mean nothing. It’s the relationships. So prioritizing those now your business will go dramatically further, your personal life will be better, everyone wins from it. So prioritize it. Got it. Thank you for sharing and leaving us with that. If you want to learn more about Charles’s expertise in joint ventures and productivity and other things that we didn’t really get into Charles burr.com byrd.com. Thank you, Charles, so much for being on the show. And for those of you listening, thank you for making time for this podcast today. I encourage you until the next time we meet to maximize the greatness that’s inside of you, and to make your future your property a property that you are very proud to own everybody. Thanks for listening to this show. And before you go, I just have three requests for you one if you like what I’m doing please consider subscribing or following the podcast on whatever podcast platform you prefer. If you’re really into it, leave me a review write something nice about me Give me five stars or whatever you feel is most appropriate. Number two, I’ve got a book called owner shift how getting selfish got me unstuck. 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