048 lewis howes using webinar's to quickly grow your business by EntrepreneursRadioShow

THE ENTREPRENEUR’S RADIO SHOW Conversations with Self-made Millionaires and High-level Entrepreneurs that Grow Your Business

EPISODE #48: LEWIS HOWES In this episode, Travis and Sandra share insights with well-known speaker and athletic entrepreneur Lewis Howes. Lewis is one of the trusted experts when it comes to showcasing your profile on LinkedIn as well as utilizing webinar as a tool for improving your business. Aside from that, Lewis’ experience as a professional Football player and all-around athlete resonates charisma and determination in his teachings which an entrepreneur which could serve as an inspiration to entrepreneurs. The three also share the potential of using webinar in promoting your business, which allows you to sell your product before it’s created. Following his advice could really save the entrepreneur in creating the perfect product that consumers want and that ultimately sells. They also discuss about using fear as a driving force in reaching your goals. This talk with Lewis would certainly provide entrepreneurs with tips on how to establish a goal and how to achieve it without being sidetracked or distracted.

Lewis Howes- Using Webinar’s to quickly grow your business Travis: Hey, it's Travis Lane Jenkins. Sandra: And this is Sandra Champlain. Sandra: Who do we have today Travis? Travis: Well, before we get in to that I want to remind everybody to try and stay with us until the very end if you can because I'd like to share a little inspiration and then we’ll also reveal who we're going to connect you within the next episode, okay? Sandra: Yeah, and I especially love the end of the episode because there's always some really great quotes and things we can put into practice right away. Travis: That's right. Now a quick reminder, if you enjoy these free podcasts that we create for you, Sandra and I would really appreciate it if you'd go to D-I-Y-O-B.com, so that's short for Diamonds in your own backyard.com, click on the iTunes icon and post a comment, and rate the show. This would help us reach, instruct, and inspire more great entrepreneurs just like yourself with each and every episode, all right? Sandra: Alrighty.

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THE ENTREPRENEUR’S RADIO SHOW Conversations with Self-made Millionaires and High-level Entrepreneurs that Grow Your Business

Travis: Now before I introduce you to our guest today I want to give our new friends that just started listening to us, some perspective for the radio show. Every interview that we do for you is basically a conversation between four friends, me, Sandra, you, and of course our guest. Even though we're talking with some of the brightest, high-level entrepreneurs and brilliant thought leaders around, this is still just as if we're sitting at that table with each other, right Sandra? Everyone that we're talking with has found success doing what it is they teach, and they just want to help you by sharing what they've discovered. Now normally, the only way to get this level of personal access to so many high level entrepreneurs is to join a high level mastermind, go to seminar, events and build those relationships over several years and spending an absolute fortune in the process. I know that because I've done it and I know Sandra's done that herself. Sandra: Right. Travis: Now with this podcast and this platform, we get to share these great people with you to fastforward your success and your connections that grow your business. So you want to know who are guest is today Sandra? Sandra: I certainly do. Travis: All right. So of course I know you know, our guest is Lewis Howes. Lewis is the co-author of a book called Linked Working and also LinkedIn Master Strategies. Lewis speaks at conferences across the U.S. on the topic of utilizing LinkedIn for your business and host regular webinars on LinkedIn as well as several other social media topics for business. Now, we've already done the interview and there's a lot of brilliant things that we discovered about Lewis, and so, some of the things that stood out for me is how he's so good at helping business owners kind of find that "Aha" moment, and move their business forward, and then also I really like how his approach to zeroing in on your goals, I thought it was a brilliant way to get those goals in a place and help you stay focused and I know there's some other things that stood out for you, what were those for you Sandra? Sandra: Well, a couple of things, one is the world of LinkedIn is the first thing he got into after being a professional athlete. LinkedIn has been a world that has been cloudy for many of us. We know and Facebook and Twitter but what is this LinkedIn, and how he was able to go in to it, master it, use it, coach people on it, and really have people make great connections and do great in their business. And the other thing that really stood out for me in this interview is he teaches people how to sell a product before it's created. And I think that's absolutely genius. So many times we spend months, and months, and months developing something, not knowing if it's really going to work or not. And by selling a product before you create it, such as creating a webinar and doing a coaching program afterwards

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THE ENTREPRENEUR’S RADIO SHOW Conversations with Self-made Millionaires and High-level Entrepreneurs that Grow Your Business

really--you know, who knows if it's going to work or if it doesn't, and he shares an example of one of his mentees who took his challenge and created a webinar just in 24 hours with a product she's been selling mainstream, doing live events. And by doing this webinar and selling her products, she sold $22,000 worth in one webinar. Travis: We'll tell the whole story. Sandra: Oh, but no, this is important. I won't say how but just the fact that this can help each and every one of us who--you don't have to spend the time, you can just jump right in and make things happen. Travis: Yeah. Sandra: And get results. Travis: Yeah, and there's lots of great things that Lewis talked about in this interview so we just wanted to give you a couple of the highlights. Lewis is only 30 years old and really accomplish several things after something that completely changed his course in life, something that he thought was going to be his career, didn't turn out the way he planned. So, lots of great things here, we don't want to spoil it for you, all I can tell you it's a great interview. So are you ready to go? Sandra: Let's go. Travis: All right. So let's go ahead and transition into the interview right now, okay? Sandra: Perfect. Travis: So without further ado, welcome to the show Lewis. Lewis: Thanks for having me. Travis: How are you? Lewis: I'm doing fabulous. It's so sunny here in L.A. so I can't complain. Travis: Yeah, cool. So listen, there's a lot of things going on with you and the things that you do, but before we get in to some of things that you teach, would you mind giving us kind of the back story of how you got started and what brought you to where you're at today? Lewis: Sure, yeah. A little bit about me. My whole life l had a big dream, and that was to be a professional athlete. I think a lot of kids dream pretty big early on and some of us seem to forget that dream as we go into high school and college, we just want to--feel the pressure to get a job or do something that everyone else is doing. And I never felt that pressure, I always had parents that

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THE ENTREPRENEUR’S RADIO SHOW Conversations with Self-made Millionaires and High-level Entrepreneurs that Grow Your Business

believed in me and told me to go after exactly what I wanted and I didn't have a backup plan in college, I said I'm going to train my butt off and become the best athlete I can be to figure out how to make money catching a football. And fortunately I was able to fulfill that dream for a short window of time, and however, I did get injured in the rookie season of my first professional football year. Got injured, had to have surgery, and spent the next 6-12 months on my sister's couch while recovering from my surgery. And it was that point where I was trying to figure out what I was going to do next in my life and my career. I was 23-24 years old. I didn't have anything to show for my name, I didn't have a college degree yet, I played one year of professional football, it wasn't even the NFL, it was a league below that called the Arena Football League. So I wasn't--I really didn't have a lot of things that I could use to help me build a career per se in terms of business skills. And it was at that moment where I decided to start learning and turn everything around. Travis: So, well, let me make sure that I understand, did you make it to the NFL? Lewis: Never made it to the NFL. Travis: Okay. Lewis: That's when I follow NFL tryouts and never made it. Travis: Okay, so how far did you get? Lewis: I made the Arena Football League, so... Travis: Okay. Lewis: So the AFL. Sandra: Well you were pretty darn good too though because I looked you up and you were 2 Sport AllAmerican, you played Decathlon too, right? Lewis: Yeah, I mean, I felt like I was pretty good but it's not what the NFL thought so... Sandra: World record holding athlete, can you tell us about that? Travis: Not too bad. Lewis: No, I think you may not be giving yourself enough credit there. Sandra: We never do, do we? And we're superstars inside. Travis: Right.

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THE ENTREPRENEUR’S RADIO SHOW Conversations with Self-made Millionaires and High-level Entrepreneurs that Grow Your Business

Lewis: Well, I broke the record for the most receiving yards in a single football game when I was 19 in college and that was one of those moments where you trained so hard for something and then when you have an opportunity to perform. And I had lots of games, lot of opportunities in high school and college, performed in different sports. But this just happen to be one of those days where everything's felt so easy and effortless and it didn't matter what they threw at me or what happens, everything was going my way. Those one of the moments I feel like I was in the zone the most. And I held that record for 10 years and someone just broke it actually last year by a few yards, but it was a fun experience though. Travis: So you had followed this passion really with no thoughts of anything else. So you hadn't prepared yourself for business, is that correct? Lewis: Yeah, I went to school basically to play football and play sports and flirt with girls was my goal. Travis: Right, right, yeah. That's one of the things that get you into the sport initially, right? Lewis: Exactly. Travis: And so here you are, you're accomplishing your dream on many levels and of course you're still pursuing the NFL and then you experience a kind of a career-ending injury and you've got completely rethink things? Lewis: Yeah, I mean, I didn't have the mindset of like, "Okay, after I made the NFL then I'm going to do this." I just figured I was going to play in the NFL for 10 years and I would figure it out then. It wasn't a backup plan and part of me thinks that's ignorance and probably really stupid of me at the time but also another part of me thinks, because I didn't have a backup plan it means I was willing to go all in and make a sacrifice to go out throughout one without hesitation, and I think maybe that isn't ignorance, I don't know, but I felt like I was fully prepared to take on any challenge in my sport and in my craft and maybe if I was studying business a few hours a day on the background, I'd be more tired, I wouldn’t be as ready, I wouldn’t be as prepared, my mind would be elsewhere. So I felt like I gave it my all and everything happens for a reason. Travis: Yeah, I agree with you and I think we need that certain level of naivety whenever we get started. Whenever I started my business I accomplished a lot of things because I didn't know better. Lewis: Right, exactly. Travis: And so there's pros and con to that side of what you're talking about but I agree with you, I agree with the mentality especially when you're young of just burning the ships and just go on all out to

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THE ENTREPRENEUR’S RADIO SHOW Conversations with Self-made Millionaires and High-level Entrepreneurs that Grow Your Business

try and accomplish your goals, so what you found yourself on the couch there, how long did it take you to regroup, put a plan together, and then start getting some traction on what you're doing now. Lewis: You know, I wouldn't be able to say I could pinpoint the exact time it took to do that. It took me a few months to get out of being in denial and being depressed because I didn't know what I was going to do next. This is right around 2008, end of 2007 early 2008 when they found me as pretty bad. So everyone was getting laid off then and I was just like, "I don't want to work for anyone anyway." So I was just like, "What am I going to do? I can't get a job because I don't have a degree and people who are getting laid-off who have master's degrees, so I don't even want a job, what can I do with my career, what do I want to do with my life? Luckily I had a bunch of mentors and I've never been afraid to reach out to people, and ask questions. I had a couple of mentors that I reached out to who kind of took me under their wing and gave me some good advice, and for me being an athlete, I've never been the smartest kid but I've learned how to take great coaching advice and take action on it, and I've never lacked the willingness or the sacrifice to take action to do whatever I need to do to learn something or to be better at something. So as long as I can find great coaches, I know I can accomplish whatever I want because I can take action and do any type of programming that they tell me to do, it's very simple for me. So, I found those kind of mentors/coaches without even really seeking coaches, just more seeking friendship from people who could kind of give me advice. People I admired where they were in their career and their business and kind of wanted to be like them when I grow up, I guess, and they kind of led me to doing what I needed to do. Travis: One of the things that I hear and something that I've kind of always believed in maybe and give your perspective on this too Sandra. I think going through what you've gone through with sports and even taking it to the level that you did is number 1, it teaches you how to listen and learn, and it also teaches you to pair tenacity and hard work with those skills. And when you bring those skills together, that's the ingredient for a successful business. Looking back, do you agree with that? Lewis: Yeah, I think sports is the greatest teacher for business and life in my opinion. However, some of the greatest athletes aren't able to transition that into business and relationships after they're done, retired for whatever reason, some are and they're amazing in it but not everyone is. But for those who do, I feel like it's the best learning and life experience you can have. Travis: Right. I think maybe what happened to you could've been one of the best things that has ever happened to you. Lewis: Well, it was amazing, I'm extremely grateful because I look at guys in the NFL today, so many guys are committing suicide after they retire because they're going through depression or the head injuries are really just messing with their relationships in their life and so many injuries are happening,

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THE ENTREPRENEUR’S RADIO SHOW Conversations with Self-made Millionaires and High-level Entrepreneurs that Grow Your Business

that it's, guys are getting paralyzed so it's like who knows would've happened, who knows, maybe I could have messed up even more than I did give get myself, so... Travis: Right. What were you going to say Sandra? Sandra: Oh, Lewis, I just wanted you to explain to our listeners what you're doing now and what you're offering--I know, I love your multi-million dollar business using your laptop, and from your sister's couch to this in a really relatively short period of time but just tell a little bit about your business now. Lewis: I do a lot of different things in business now. I learned how to pretty much monetize everything I do over time, but basically I'm a teacher and I create information and education for people and package it in a way that they can learn the information to help them build their business or build platform or build the relationships that they're looking to connect with and I sell it online. So mostly video training courses but all online education. Sandra: Now, did you start with LinkedIn? I know you've got a... Lewis: I started initially, it took me about a year and a half to figure out how to make a dime and I started out just spending all of my time on LinkedIn trying to connect with people 1 on 1 for that first year and a half. Eventually some of my friends started to reach out to me while we connected on LinkedIn, they were like, "Man, your profile looks amazing, can you help me make my profile look better. And I started just kind of working on people's profiles for free because I was excited about it and passionate about it and a couple of weeks after I would optimize a profile for them. They'd be like, "Dude, I just got this new job, or just got this raise, or I just got these 5 clients, I just made me 20 grand, this is amazing, thank you so much I LinkedIn", and I was like, "This is crazy really," but I didn't have a business, or a product, or a service to offer so I couldn't really figure out how to make money myself yet with it. And then one of my mentors was like, "I'm going to pay you a $100 just to optimize mine because I need some help with my business on LinkedIn. So I was like, "No, I'd do it for free" and he was like, "You're doing it, I'm paying you, let's do this." So I did it, he gave me a hundred bucks to optimize his profile and same result, in a couple of weeks he started to get new clients, new recommendations for new opportunities and he was just like, "This is amazing, we got to write a book about this because this information that you're sharing no one knows about and everyone needs." And so he had written a couple of books before. So he helped me and we co-wrote a book together about LinkedIn. Sandra: What's that called? Lewis: It's called Linked Working. Sandra: Linked Working.

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THE ENTREPRENEUR’S RADIO SHOW Conversations with Self-made Millionaires and High-level Entrepreneurs that Grow Your Business

Lewis: Yeah. Sandra: LinkedIn is something, I don't know how you feel Travis but it's just remained kind of a mystery to me but I've heard that the more affluent people that have a higher income are found there, true? Lewis: Oh yeah, that's true, yeah. $109,000 is the average household income on LinkedIn whereas on Twitter and Facebook it's under a $100,000. So you're dealing with people who are just focusing on business and who have more money to spend. Travis: It's less intuitive. I find it hard to move around in and confusing, and there's so many cracks and crevices in the thing and maybe that's great way of explaining it. But I was speaking with my assistant the other day and I said, "Oh look, we can see a stat of how many views here" and I couldn't tell her how to find that stat. It's just that confusing. Lewis: Right, and maybe that's why it's been, I've had successful opportunity sharing information with people because they're eager to learn how to use it more effectively. Sandra: Thanks for that little bit of gold, Linked Working, very cool. Lewis: Yeah. Sandra: What gives you passion now as an entrepreneur, when you wake up in the morning, what do you love? Lewis: You know, I'm looking at a whiteboard right in front of me with all the different projects and passions that I've been working on. And one of the things that really excites me is the 'Aha' moment people get after they learn something that I share with them. So lately I've been teaching a lot about how to sell a product before you create it, because a lot of people are struggling, trying to earn extra income. They want to learn about passive income without having to spend a lot of time and energy to do 1-on-1 work with people or servicing clients. And so I've been teaching people a lot about how to sell their products that they don't even have yet before they create anything. And seeing people--I guess not seeing people, but having people email me and tell me about their experience about how they're making all these sales. And then it had to spend 6 months to a year creating a product is a lot of fun for me and exciting for me to get that message out to more people to hear more results. That's something in business that I'm enjoying. One of the things that really gets me up everyday is the dream of playing the Olympics. My dream as a kid was I'd like to be a pro-athlete and the 2nd goal was to be an Olympian. I've probably watched every Olympics on TV and I'm glued to the TV for those 2 weeks every 4 years. And it's probably the most inspiring 2 weeks of those 4 years for me everytime, and the idea or thought of being Olympian and representing United States would just be one of the most amazing experiences of my life I think. So I picked up a new sport called Team Handball about a year

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THE ENTREPRENEUR’S RADIO SHOW Conversations with Self-made Millionaires and High-level Entrepreneurs that Grow Your Business

and a half ago which is an Olympic sport, no one's really heard of it in the US because they think of the other sport called Handball, where you hit a ball against the wall, and this sport is completely different but no one really knows it so they get very confused. So I picked up this sport a year and a half ago, made the United States National Team, and we didn't qualify for the Olympics this year but I'm still training everyday and working my way to try to help the team qualify for 2016 Rio. Sandra: So cool. Lewis: Yeah. Travis: Yeah, very cool. Hey Lewis, can you take me back? One of the things that you were talking about is--let me describe it from my perspective is it sounds like one of the things you were talking about is creating a sales letter and selling that and then fulfilling based on the sales letter. Is that the reverse way of explaining kind of what you were talking about? Lewis: Yeah, but not even creating a sales letter because that would take people too long. It needs to be something that they can do, they come up with the idea for what the product they would want to have, and then I actually take action in the next few days and have something ready to sell. So basically the way that I like to teach it is by doing a free webinar, and then at the end selling something by just putting a PayPal link up on a sales like up on a page. No copy, don't worry about having amazing sales page with images and all this stuff but instead creating a webinar presentation that could be 10 slides, and then teaching people something on what they're going to learn through the product or the service and then simply just putting up a PayPal link and it's easy as that. To sell the product, to test and see if people are actually interested. Now, if people are interested and they buy it, and you deliver it and fulfill it within the next week or two, or however long it takes to create it, but that forces you to then actually take action and get something done. And you've already created an outline for what people are going to want that you know exactly what you're going to deliver. But when people sit here and have the time to say, "Okay, I want to create this product, I'm going create this outline, I got to create the sales page, I got to do these videos, I got to create the logo, I'll have to wait until the logo's done to make sure that the colors look good on the sales... Travis: I'm going to do the opt-in, I need to... Lewis: Exactly. Travis: Wish list, we're going to use wish list. Lewis: Exactly. They worry too much about the technical aspect of everything as oppose to the actual idea of getting information out there to people, which is all they really care about. If you can connect with them on a personal level on a webinar then it's much easier to sell the idea. And people will forgive

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THE ENTREPRENEUR’S RADIO SHOW Conversations with Self-made Millionaires and High-level Entrepreneurs that Grow Your Business

you by not having it ready right away because you're explaining to them, look, this is going to be a live training or this is going to be something I'm going to deliver to you in a week or in two weeks. Here's how you're going to get the kit, here's how it's going to be delivered, you're telling me exactly what they're getting. Big companies do this all the time with selling cars, they'll say, "We're coming out with this car but it's not coming out for 2 years. But with the first thousand people you have to buy it now." It's like people have to wait a long time to get their products on time so in my opinion it's the best way to generate sales fast... Travis: I like the speed of that, that's exciting. Let's do a real world, top to bottom kind of example, do you mind? Lewis: Sure, yeah, I'm going to give an example of one of the recent case study of mine. A friend of mine Alicia Donovan, for the last couple of years has been teaching people life workshops, how to write a best-selling book in a weekend. So she sells this for 1,500 bucks but she's got to find a location. She flies out there, one flies out there, it's 15-20 people at a time. It takes a lot of energy for her to put it together and sell this big ticket item and then deliver it live like that. So for the last 2 years she was like, "I've always wanted to create this product but I never knew how, I spent like 5 grand with someone to build a site and then I just never completed it because time got in the way and kind of loose momentum. If somebody takes 6 months it's like, people change, the web design industry changes and so all these different factors play in. And she's like, "I've never actually launched a product around this because the weekends are..." Travis: Hey, you're cut out, are you there? Sandra: I'm here. Travis: Okay, hold on, let me hit. Sandra: Oh, that's okay. Travis: Lewis you're so powerful that you blew the fuse. Lewis: Exactly. Travis: Yeah, man. So we're going to have to ask you to dial it down a little bit. We really appreciate you bringing it but don't blow the system out for us here. So, where were we in the..? Sandra: You're talking about Alicia Donovan. Lewis: Yeah, okay. Where would you like me to..?

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THE ENTREPRENEUR’S RADIO SHOW Conversations with Self-made Millionaires and High-level Entrepreneurs that Grow Your Business

Travis: So, he cut out. We lost you right around when you were explaining that she said she had never set-up an online business or website to do all of this stuff so she's used to doing it all offline. Lewis: Okay, cool. You ready, is it recording? Sandra: Yeah. Travis: Yeah. Lewis: So Alicia had never, she'd only done live workshops in person, and they're big-ticket items, so we decided to say, "Okay, let's launch this so you could have an online product by one, selling it first and then creating it as you go. And then recording that and then having that available for people in a packaged video course where they get the recordings. You make it look nicer, you optimize it, but let's get it out there first, make sure people want this type of format before you actually create something because maybe they don't want to buy it, maybe they only want in-person events. And we did a--so that was on a Friday I think it was when we came up with this idea, I said, "Okay, you need to create a webinar registration page and then email out to your list and via social media that day." So she did that, and I said, "We're going to make this webinar for tomorrow." So there's less than 24 hours that the webinar was, it's like you don't have time to think, you have to create these slides tonight. Luckily she had some similar slides that she could put together and edit a little bit based on presenting on this topic before. She never done a webinar before so she was very nervous. We get on a, the next day she's got 800 people write her sure or something, and since she had, since it was such a quick turnaround, it was a 1 day response, I think we've got like 600 people on live which is pretty good for her doing her first one. Travis: Yeah. Lewis: And she was so nervous, she was trembling, her voice was shaking, she took her awhile to get through different talking points, things like that. However, by the end of the hour she had done $22,000 in sales for a product that wasn't even created... Travis: You were saying in--once she got through that hour-long webinar, she had had something like 22,000 in sales? Lewis: Yeah, 22,000 in sales so now it forces her to create the training for the next week because it was going to be delivered on the following Friday... Travis: I love it. Sandra: Wow.

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Lewis: And then she recorded those trainings, put them up on a member's area, then she took the time to design that and focus on making it work around the content as oppose to making something work and then creating the content. And she made 22 grand in less than an hour. So she'd been trying to do it for 2 years, never gotten around to it, it was always too confused on what to do, too many options, too many choices, too much time. But when you create a deadline for yourself, when you force yourself to sell something then you have to deliver it to people. Sandra: That's amazing. Travis: I like that. Sandra: I think we think better too when we have a deadline as oppose to you have months to do it, you know. Lewis: Exactly. Travis: You just cut through the BS, you stop with all that other nonsense and just--you have that kind of holy cow moment, and you know... Sandra: You take what's most important, most effective way of doing it and just do it. Travis: And that's exciting, I like that. Now let me ask you, can you do that with cold traffic, people that don't know you? Lewis: Yeah, you can do that with any type of traffic as long as you send them to webinar registration page, and on that page we're giving them enough information for what they're going to be getting in the webinar, then you can sell them because they're already interested in that topic. Travis: And is there typically--have you played with it and found that there's different price points or does that depend on what you're teaching? Lewis: I think it depends on what you're teaching but it's hard to sell anything from a webinar that's--the higher the price point you go, the less people are going to buy; the lower the price point, the more the people are going to buy us. Travis: Yeah, that makes sense. And so, give me like a range, so I know as an example when you're teaching people how to make money or how to grow their business, it's easier to get more money for that because it's no different than exchanging a dollar for 10 dollars, and so can you get away with charging continuity for a thousand dollars a month? Lewis: Yeah, the $99 to $500 range is a pretty good spot right there.

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Travis: For the money, make money type or business improvement things? Lewis: Yeah, for the business growth. Travis: Okay, great. Sandra, jump in I don't want dominate this. Sandra: Oh no, I was just thinking so selfishly I'm listening for this through this conversation because I'm about to do a book launch and I'm thinking, "Ooh, webinar." But I was thinking of a teleseminar. Any--I know you've done over 400 webinars yourself. If this woman put it together and her first webinar yielded 22,000, obviously it's something I could do myself. Any tidbits of information of webinar over teleseminar and what way to get started with the webinar or... Lewis: I think the webinar is more powerful because you got the visual elements. So for me you can tell a better story, you can captivate people's attention more. You can do all these things, you connect with them on a deeper level, but it depends on whatever works best for you. Some people just want to talk and they don't want to create the slides and just do the teleseminar but if you have the time to put together some slides then I definitely recommend it. I've got actually a webinar-marketing book that teaches you kind of my 7-step process for how to effectively sell on a webinar without being sales-y. And I think that's biggest concern people have, is they don't want to sound like a salesman. Travis: Right. Lewis: So how can he really teach people the information they want to receive and then also share with them some advanced training at the end if they want more. And that's the way to go about it. Sandra: Cool, I'm going to look that up. Travis: So, when you say visuals, are we talking about your face because go-to webinar you can, I think have up to 5 people visually or is it just slides or both. Lewis: For me I've just done slides. A few times I've done my face but whatever reason the technology is not the best yet to make it worthwhile having video up there because it's too jumpy and kind of slow, so I'd rather have no--I would rather not have my video up there at all, unless it's going to be perfect, in time with what I'm saying as oppose to speaking something and them seeing my mouth move 10 seconds before. So for me, until the technology gets faster, and looks likes Google Hangout might be catching up and things like that. But until then I'd rather just keep it clean slides. Sandra: In just an hour webinar? Lewis: Yeah, about an hour, an hour and a half depending on how much information you're sharing but it all depends.

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Sandra: Okay, I will check it out. Travis: Yeah, I was going to ask you about Google Hangout that's really, really they've been coming on and getting more and more popular lately so you've yet to try that out and see how that works yet. Lewis: I have not tried out Google Hangout for like a large audience. I'm trying to sell something although I've heard that people have and they've been successful with it. You know, for me, I tried to stick with what I know works, and I know webinars, go to webinar work extremely well, so for me it's kind of--I don't want to try anything too new until I've tested it and make sure it works but this is work for me for 3 years and it still works for me. Travis: Right, right. What else are you working on, what other projects do you teach on as far as helping people build platforms? Lewis: I've got a new podcast out there on iTunes called the School of Greatness where I'm interviewing influential business minds, inspiring and influential celebrities and also world-class athletes to learn about how to become great and teach people how to become great through their stories. It's something I'm really excited about actually just because the feedback I've been getting on that podcast but I'm also, I'm working on another product that I'll be launching probably in a couple of months which is basically teaching the same concept that I was sharing with you about how to sell a product before you actually create it. And I've always got different projects happening. Speaking a little bit here and there, I'm working on--one of the exciting things I'm working on out in LA is a TV show that I've been producing and creating where I take on the hardest working and the toughest athletes in the world and see if I can beat them in their own sport. Sandra: Wow. Lewis: So I've been filming that, I’ve got a couple of episodes, now just been shopping around the different networks to try to make something happen with it. Travis: I like that, have you beaten any of them at their own sport? Lewis: I have not beaten any of them yet and it's... Travis: But have you come close enough to embarrass them? Lewis: The goal is to try to come close enough to not embarrass myself really but it's been a fun process. Travis: Oh, yeah, cool. What do you feel like most businesses are missing these days to find the level of success that you found?

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THE ENTREPRENEUR’S RADIO SHOW Conversations with Self-made Millionaires and High-level Entrepreneurs that Grow Your Business

Lewis: I think people make a lot of excuses and they expect something to happen or someone else to do it for them. For me I've just realized that you've got to work really, really hard in order to get to a certain place. Once you get there, you don't have to work as hard, and you can set things up so you don't have to work really that hard at all. I still work hard because I like what I'm doing but I think a lot of people just hope it to happen for them. Or they'd make an excuse or they don't have the willingness, the sacrifice to do what's necessary to grow their business to where they want it to be. They say they want to have a 7-figure business or they say they want to get this done, or this done, but there's no action. So a lot of it is just making, having the willingness to make a sacrifice on some of your time to do something that you enjoy doing or want to do. Sure, half the people want to sit around and watch TV all day, or watch movies, or hang out at the beach but you're not going to get the result you want if you don't take action. So, having the willingness and the sacrifice to take action on things. Travis: Yeah, I agree with you, the success, there's a sacrifice that comes with success but it's well worth it. I want to be able to set the rules of the racetrack and the only way you get to do that is by owning the racetrack. Lewis: Right, exactly. Travis: And so, I'm willing to work the hours and keep an eye on things when most people aren't so that I can live on my own terms, and I think that's a big part of what you're speaking to right there, right? Lewis: Exactly. Travis: How did you learn to become--how do you deal with fear? Lewis: I used to be pretty afraid as a kid and on a lot of different things, afraid of failing, Afraid of being picked last, afraid of being made fun of, all these different things, and afraid of feeling like stupid in front of my classmates, whatever it may be. I was always the worst kid in class, I was always in the last 3 when the grade card came out they actually ranked us in our class, which I think is the stupidest thing because I was always like one of the last few kids ranked. Travis: Right. Lewis: So it's just like, it's hard to build your confidence, all those things. I got to a point where I just worked so hard as an athlete. I started to develop skills as an athlete, started to actually come into my body and I would play basketball 4-5 hours a night, everyday of the week with the older kids. When I was 10, 11, 12, 13, I was playing with high school kids. So I was learning very fast how to compete at a bigger level. And I remember right around the 13-14, I started beating these kids pretty easily, and they wouldn't get mad, they first started to get mad, then they had respect for me, then all they wanted to do was have me on their team and they were just like brag about how a 13 year old kid was beating high

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THE ENTREPRENEURâ&#x20AC;&#x2122;S RADIO SHOW Conversations with Self-made Millionaires and High-level Entrepreneurs that Grow Your Business

schoolers. And that's when I really started to get more confidence, when I started to excel in something, which was sports. I started to excel pretty much every sport that I started to take on, and the more I excelled, the more acceptance I was receiving which gave me more confidence in myself, and allowed me to take on challenges or overcome things I was fearful of because I knew how to do it now, I knew how to get better at something to overcome a challenge or fear so I don't have to fear it anymore. What was the exact question, I'm kind of rambling there for a second. Travis: Well, I don't know. You answered it, how you deal with fear, I think you basically explained the genesis of how you learned to embrace fear. Lewis: Yeah, I think also, I think it's just the older I get and the more experiences I have, I realized that failing is not that bad of a thing and when you do fail, I used to think it was the end of the world when I was a kid, I was like, "Oh, no one likes me, I'm failing at this, I'm failing at that, I suck" whatever, but it's not the end of the world, like that stuff doesn't matter anymore. If I fail at something today, it's not going to matter in a week or a month, and then when you have the perspective of the bigger picture as it's a learning process, and it's helping you get to where you want to be, then failure's actually something we all need. I forget the quote, Michael Jordan something like, "I failed over and over and over again and that's why I succeed." And the brightest minds, the most successful people in the world have failed more times than anyone else and it's because they're willing to go after their biggest dreams and take the biggest risks. So they're going to fail, everyone's going to fail, and it's when you're aware of it and not allowing it to control your confidence, control your outlook, control the things inside of you and hold you down, that's when you can use it to become more successful. Travis: Yeah, I agree with you. You know I have a very similar childhood to you, I was a very little kid and so I was dominated by the other kids in my class, and it pissed me off, it hurt my feelings, it crushed me, and I was this timid kid and then in the 9th grade I grew about a foot. Lewis: Right. Travis: I showed up and I rained down on everybody. And to a point where I'm embarrassed but for me it was through that hardship as a young man that I grew to hate fear. And I'm embarrassed to say this because a lot of people perceive me to be very sharp but until 40 years old, and I was at a conference, and I shared those with Sandra the T. Harv Eker had said, "Bravery is not the absence of fear, it's the ability to move forward in the presence of fear." And for the majority of my life I believed that it was the absence of fear, and that opened my eyes. Because I had always, as a little kid I despise the fact the people could bring fear into me. And so as a young man in my early 20's I wasn't gifted and didn't have the guidance to channel my efforts in sports and so I was a very, not a very good young man, and I was really often left field doing a lot of the wrong things and making everybody pay that ever messed with me and we really went down the wrong road and fortunately got back on that path but I've been misled

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THE ENTREPRENEUR’S RADIO SHOW Conversations with Self-made Millionaires and High-level Entrepreneurs that Grow Your Business

through my own perception for so many years because I thought the second I felt fear, I would get up and start taking action. And as crazy as that is and as misguided as that is, that was the antithesis or the beginning of what moved me towards success. Lewis: Right, and I think that--I usually ask the question to a lot of people that I'm coaching or teaching, or working with or--any of these things, and I ask the question, what are you more afraid of, are you afraid of actually being extremely successful and reaching your ultimate goal in life or failing and never actually reaching it. And the results are always different, everyone says, "I'm afraid of success or I'm afraid of failure." And I think, something that I've been aware of is that I've never been allowing the fear of either one to control me. I'm not afraid to be the most successful man in the world and have all that pressure on me. And I'm not afraid to go after it and never get it and fail, as long as I know I'm going after it, and I think a lot of people hold themselves back because they're like, I'm actually afraid to be successful and actually achieve this goal because then my friends are going to be looking at me differently, my family's not going to accept me. They're going to want different things, everyone's going to be after me. And then other people say I'm afraid to fail, I’m afraid of failure because people are going to look at me like I'm weak, that I've never accomplished anything, that I never did this. So a lot of people just stay in the middle, and they just stay average, they try to stay above water and tread right there, and that's where people get stuck, and that's what's the worst thing. At least you got to go for something and either go big or fail big, you know. Travis: Right. Sandra: People get stuck because of listening to that voice in their head. None of that is reality, it's all what ifs. Lewis: Exactly. Travis: And I still have that voice, he still tries to come in and sabotage things and no matter what level of success, financial accomplishment, I still have it a--he wants to creep in and say negative things and try to talk me out of doing things, and I'm just so bent on getting it done that I just don't let it. But at times it occupies more space in my head than it should. Lewis: Right. Exactly. Sandra: Hey, Lewis, I want to bring up. You just had a birthday a couple of days ago and happy birthday. Lewis: Thank you.

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Sandra: And you created just one really cool blog post called 30 Lessons I Learned in 30 Years. And for our listeners, if you go to LewisHowes.com and it's L-E-W-I-S-H-O-W-E-S.com. I thought, I read through this this morning and although it's your birthday, right time for people to give to you, you actually gave something so generous, and I printed out your 30 lessons. And if people take the time to read through that, even post it and keep that somewhere handy, I mean, what a powerful life to live. Things like follow your passion, be enthusiastic about what you do, feel your fears and do them anyways, don't let failure hold you back, getting great coaches, being grateful, like all these great things. So I just want to acknowledge you for, one, you're just a regular guy, you're hugely inspiring, coming from being the kid that didn't get picked to this, and then, on your birthday, for you to give so generously, there's simple things you say, not always so easy to do but to keep that in the framework of one's life, wow, that could really create a powerful human being. Lewis: Right. Well thank you very much, I appreciate it. Sandra: Yeah, it's cool. And you like Gelato I've read. Lewis: I love Gelato. Sandra: What are your favorite colors? Lewis: I love Tiramisu and Stracciatella. Sandra: What's Stracciatella? Lewis: It's like mint chip. Sandra: Whoa! Love it. Travis: Where does that fit in the work out plan? Lewis: It doesn't. Yeah, it doesn't, but I want to live a good life as well so I reward myself some ice cream every now and then. Sandra: Hey, what do you mean when you say frame your goals; I haven't heard it but... Lewis: Yeah, I don't know where I've heard this originally, or if I read it in a book or someone told me this, but when I was in high school I would actually do this. And I would do this with this with sports, I was like we would write down our goals for the season with our team, and I would write down personal goals and team goals. And I remember I would write down these personal goals, and I would hang them up on my mirror and I would just stare at them every morning and every night and I would just like focus on these and dream about them. And pretty much every year, every season I would achieve any

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THE ENTREPRENEUR’S RADIO SHOW Conversations with Self-made Millionaires and High-level Entrepreneurs that Grow Your Business

type of sports goal that I have. I started doing this after my injury from football retiring, once I started to figure out, "Okay, I'm going to be teaching people about LinkedIn", here's some of the financial goals that I have for myself. I wrote down I want to have a book at this time, I want to make $5,000 in a speech, I want to make this much this next year, and what I did is I would, I actually made it on a nice paper as if it was like a certificate or an award and I printed it out, made look it nice and said, Lewis Howes has achieved this goal by this date and time, and I put in like a little frame, just like $20 little frame and a piece of paper, and I frame it and I put it up on the wall as if it was an award that I've already achieved. Travis: I like that. Lewis: And kind of just like visualizing it every day with the date and time pretty much 90% of the time the goal would be achieved by the time that I would set it. Now, I think if you say, "Okay, I want to make a million dollars in the next two weeks," and you frame it that's probably not going to happen unless you got a few things set up already. For me, I was like, "Okay, I want to make $5,000 with a speech." I made like a $150 or something with a speech a few times, locally, and for like that's a per diem, and I was like, "$5,000, it'd be a huge goal for me, how long is it going to take me to get that goal?" So I put like a 10-11 month time frame on there because I knew I was going to be a ton of speech until then. And then right around that time frame, it was like a week before or something I got an email from someone who wanted to have me come speak, and I said, "Here's my fee, it's $5,000.", although I've never gotten that, and then he said, "Perfect, we can do that, and we'll fly you out." And so I went out and did the speech, I think I got paid a few months after that but I'd gotten accepted it before the time frame and I basically just set-up my life to achieve those goals which is like, "Okay, what do I need to do, I need to do more speaking, I need a speaking coach, I need to practice every week, I need to make sure I'm doing local speeches, regional speeches, I need to get a $500 speech, I need to get a thousand dollar speech, I need to work up to this so that I'm confident enough to know that I can accept this type of money and achieve this goal, and that was just one example. Travis: I like that. When you visualize your goals do you go as far as visualizing what you'll be doing as you accomplish those. How deep do you go into the visualization of those goals? Lewis: Yeah, if there some other stuff but it's more of like just the practice of doing it and setting the intention I think because since I've had it up there, I focus on it more everyday and I remind myself, "Okay, this is really the main thing I want to achieve right now." And so I figure out ways to put more energy into that. But if you don't have something put up on your wall but you're not looking at everyday, how are you going to remind yourself everyday of what you're really trying to accomplish. Maybe, something else, a little shiny object comes in your way for a few months and you get distracted and you're not staying on that goal or on that, the thing that you want. So just having it up in front of you on

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THE ENTREPRENEUR’S RADIO SHOW Conversations with Self-made Millionaires and High-level Entrepreneurs that Grow Your Business

the mirror or a wall somewhere by your bed, it'll just going to allow you to visualize it more, think about it when you're going to sleep, when you wake up and keeping more focused. Travis: And so that's how you keep the main thing. Lewis: The main thing, yeah. And I would do like three major goals at a time, I wouldn't want to have too many because it's going to be hard doing that. Travis: Right, great point. Hey Sandra are you cool if we move to the lightning round? Sandra: Sure. Travis: Alright. Are you ready Lewis? Lewis: I'm ready. Travis: I sent three questions over to you, did you get those? Lewis: I did. Travis: Alright. So what book or program made an impact on you related to business that you're recommend and why? Lewis: Well, I'm going to say two because one, I feel like, probably everyone says, for me when I was injured I was in a cast, it was Christmas time of 2007, my brother gave me a book, and it was probably the best gift I ever received, it's called The 4-Hour Workweek by Timothy Ferriss and it really, I don't practice everything that he teaches in the book but it opened my eye to what was available for the rest of my life in business and I really didn't have an understanding for what I was going to do next. This is like getting out of my depression, I was still recovering from surgery, I was in a cast. But reading this book, I read in three days and I'm a very slow reader. This inspired me to just take action and learn more about building a passive business and something that I'm passionate about. I would say this is my first recommendation, the second book that I love in terms of business, and I would say life in general, it's called The Alchemist by Paulo Coelho and this is more about the journey. And understanding that, you're going to go through a lot ups and downs, there's going to be a lot of doubts, a lot of fears, but understanding that it's not about end goal, it's about what you learn along the journey. So those two books I would say are my recommendations. Travis: I love Paulo Coelho. Let's see, what is one of your favorite tool or pieces of technology that you've recently discovered, they don't have to be brand new but something you've recently discovered, if any, that you'd recommend to other business owners?

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Lewis: For me, webinars is what's allowed me to really go to business and have a lifestyle that I want to have. So gotowebinar.com is the webinar technology out there for getting your message out there and then having something to sell at the end. So I'd check out gotowebinar.com. Travis: Even if you own a Mac? Lewis: Even if you own a Mac. I've had a Mac for 4 years using it and you just use the screen flow to record it. Travis: Okay, alright. What famous quote, and it really doesn't have to be famous, but what quote would best summarize your belief or your attitude in business? Lewis: Walt Disney said, "If you can dream it, or what did he say? If you can dream it you can do it." Very simple quote and I think a lot of it seeing the possibilities first before actually going after it. And if you can't think of it then it's going to be hard to achieve it. It's going to be hard to create a game plan for yourself and take action on achieving it. But if you can dream of it first or think of it first then all you have to do is reverse engineer how to get there and then take action. Travis: Yeah, great point, I agree with you. How do people connect with you? Lewis: Best way is LewisHowes.com and you can see all of my information there for connecting with me on social media as well. Travis: And so it's L-E-W-I-S-H-O-W-E-S.com? Lewis: That's correct. Travis: Okay, and if you have any social media links or anything, what we'll do is we'll put them up on the site as well and that would people can connect with you. Lewis: Perfect. Travis: Sandra, you want to jump in? Sandra: Oh, I'm just sitting here in gratitude and going to check out your website and what you offer and put it to practice for myself. So huge thank you for spending your time with us and being so giving and it's wonderful to meet you. Lewis: Yeah, it's great meeting you guys, I appreciate it having me on. Travis: Yeah, great connection. I want to stay connected with you and we want to definitely help support the things that you're doing. Can you hangout a couple more minutes?

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Lewis: Yep.

End of Interview Travis: Okay. Great, so I want to remind you about the show notes, we're going to post those right below the section that gives kind of a brief outline of Lewis' bio and what we talk about in the show. So you can find all the links to the books, to the resources and just everything right there in the show notes. So remember to go to DIYOB, that's short for DiamondsInYourOwnBackyard.com. Enter your name and information and we'll send you the 2013 Business Owner's Guide, From Frustration to $70 million, which is really a candid, behind the scenes look at what you need to know to grow your business to incredible levels of success. Really, no matter what size or where you're at in business or the size that you want to build it to. What I tell you on the guide are critical to your success and no one's talking about it because it's not in their best interest financially. When you opt-in you become a member of the Authentic Entrepreneur Nation, which is a network of people, tools, and resources that you can trust to grow your business. This is mine and Sandra's private rolodex, right Sandra? Sandra: Right Travis. Travis: In the next episode we're going to connect you, or we, me and Sandra, are going to connect you with MJ deMarco. MJ is the author of The Millionaire Fastlane, be sure to join us, he is brilliant and has some great advice on taking your success and you business to that next level. Today I want to close the show with a quote from Zig Ziglar, and the quote reads, "You can get everything in life you want if you'll just help enough other people get what they want.” Travis: This is Travis Lane Jenkins signing off for now, one last thing, no matter what level you're at as an entrepreneur, what you're doing really does matter. So to your success, may you inspire those around you to go after their dreams to. Say goodbye Sandra. Sandra: Bye bye everybody. It's so silly Travis. Travis: Take care, bye bye. Sandra: Bye bye.

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THE ENTREPRENEUR’S RADIO SHOW Conversations with Self-made Millionaires and High-level Entrepreneurs that Grow Your Business

How We Can Help You We know that finding someone that you can trust online today is hard and that so many “so called gurus” are self-‐appointed and have never really even done what they teach you to do. That’s exactly why we created the Double Your Profits Business Accelerator. This is an exclusive offer for our fans at a fraction of its normal cost. Here's what to expect. We'll Schedule a 'One on One' private session, where we'll take the time to dive deep into your business and tell you what is missing, so that you can have your best year ever! We'll do this by performing a S.W.O.T. Analysis. This tells us your Strengths, Weaknesses, Opportunities and Threats within your business. This will be an eye opener for YOU, for several reasons, however some of the most common reasons are. As the 'Business Owner' it’s difficult to see the big picture of your own business because you’re in the middle of a daily management. And you are too emotionally involved to completely impartial. This is a common problem for EVERY business owner. It doesn’t matter if you are a one-man army, or an army of 150, the problem is still the same.

Travis Lane Jenkins Business Mentor-Turn Around Specialist Radio Host of The Entrepreneurs Radio Show “Conversations with Self-made Millionaires and High-level Entrepreneurs That Grow Your Business"

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