Scott Duffy: Market Communication During Covid

Good morning, everybody. It is Tuesday and welcome to what Now. This is what now presented by what Now. It's got to be presented by SAP. Concur. I just had the funniest conversations with my daughter this morning and I can't wait to share them all with you. I've got two little girls that are totally developing into, like, little entrepreneurs, and.

I had a call and a conversation with one of them today that just totally cracked me up. So I can't wait to share that with you guys and find out how all of you are doing. Hey, if this is your first time to watch our livestream, we broadcast live across Facebook and YouTube and Periscope and Apple and Roku, all these other different places. If it's your first time, please drop in, write down your name, the industry that you're in, what you're working on, the biggest challenges that you're having, anything that I need to know to try and do the best I can to shape this show around you. And while we're live, I'm taking a look. I have different things up on my screen. Comments coming in from everywhere, and I'll do everything I can, again to shape things around you. I hope you guys are having an amazing day. I'm going to give this just a minute more to propagate this live stream and we're going live on the radio in one minute. And so until then, again, if you're just joining us for the first time, please drop your name into the thread. I'm so happy to see you here. We got a big show today and I'm really. I'm really fired up. What it is that we're going to talk about. I had planned to do a show that was a follow up to yesterday. So yesterday was super crazy. Yesterday I got all ready to go. I had everything kind of lined up. I had everything loaded up, all that kind of stuff. And like, right before we started, what happened? We had the jackhammer outside. That's right, we had the jackhammer outside. They were fixing a water main, so we had to do a shortened show. My walls were shaking on me and. And it was a little bit crazy. But again, if there's one thing that I've learned over the course of my career, and you know, as an entrepreneur, if there's one thing I've learned putting on live stuff, I do a lot of live events, I do a lot of live broadcasting and things like that, it's you gotta be cool, you gotta learn how to roll with the punches. Especially today, because there's so many things that we're all doing for the first time. And we may want to make things perfect. We may want to make things like so they're super shiny and all that kind of stuff. But the reality is there's so much that we can't control. There's really only two things that we can control today, and that's what we focus on and how we move. And we'll talk about that in just a bit. But we are going on right now. So let me open this show.

Good morning. My name is Scott Duffy and this is what now, presented by what NOW was Scott Duffy. Presented by SAP. Concur. I want to welcome you from wherever you're listening. You can tune in each day at 10am Pacific to watch the live broadcast on YouTube and Facebook, download the podcast, or listen throughout the day nationwide on DASH Radio. This show is for entrepreneurs, small businesses, and those thinking about starting their own companies. It's for people affected by this economy. Maybe they lost their business, their job, they were furloughed, or they saw their consulting contracts canceled. It's for people asking the question, what do I do now? And how do I come out of this crisis even stronger? Our focus today is going to be on what is the message you're sending during COVID to the market and are people more or less likely to do business with you going forward? So again, what is the message that you're sending to the market today? And are people, as a result of that message that you're sending out, more or less likely to do business with you going forward? But before I go there, I gotta start with two conversations. First, a story and then second, a conversation that I had with my daughter today. So my youngest daughter, her name is Lexi. Lexi is a total money magnet. Ever since she was like this big, like, like 2ft tall, she has always attracted money. And so I tell this story often. How a couple years ago, we went to Disneyland and we walked into Disneyland, and as soon as we went through the gate, Lexi found a $20 bill on the ground and she picked it up, super cool, high five. She wanted treats, all that stuff. So the day goes on and we walk down Main street and we do something. She's on Main street and she finds a $5 bill total. Lexi. Then the day continues on. Now it's the end of the day and we're on our favorite ride that we like to do together. It's called Big Thunder Mountain. And we get into the ride, into this roller coaster and on the back, so these seats in the roller coaster. There's, like, a pocket that's right in front of you, and you're supposed to, like, stuff your hat and your glasses and your wallet and all in that pocket so it doesn't come out. So Lexi being Lexi, what she does is this. Lexi takes her hand, and she opens all the pockets, and she just scoops out all this money that people have left behind. And I started cracking up because that was so her. And so she says to me, I look at her and I said, lexi, I said, how is it that you are so good at making money? How are you so good at attracting money? And she said this, dad, it's just what I look for. And it was so simple. And the question is, what is it that you're looking for? What are you focused on? Because, again, whatever you focus on, you're going to attract more into your life. I've done this before. I've shared this exercise with you. Years ago, when I worked for Tony Robbins, he used to do this thing on stage where he would say, all right, I want everybody to stand up, and I want you to try. In fact, try this. If you're not driving a car, try this. He said, I want everyone to stand up, and I want all of you to look around the room and tell me everything that you see. I'm going to give you 10 seconds, so remember it. Look around the room and find every single thing that you see that's blue, blue, blue, blue, blue, blue, blue, blue, blue, blue, blue, blue. And they keep saying everything that's blue. And then he asks you to close your eyes. And if you close your eyes, then what he does, he says this. Tell me everything in this room that you saw that was green or yellow or orange or brown or purple. It doesn't matter. You see, what happens is there's so many choices out there. There's so many different things for us to focus on. What tends to happen, particularly when things are tough, is we tend to focus on the brown. We focus on the crap that's all around you. What Lexi focused on is Lexi always focuses on. She focused on the money, and as a result, it's what she attracted.

And then that reminds me, that leads in to the story that I wanted to share about today. So this morning, I get a call from my older daughter. My older daughter is 11 years old. And my older daughter said to me, hey, dad, I'm gonna send you a text. I want you to check this out. So I get the chat, the text, and it's a picture of, like, An Instagram influencer kind of purpose in person. So, like, right away I'm like, oh my gosh. So it's, it's this person in front of this, like, fancy car and stuff like that. And she says, dad, you see this? I want to be a millionaire. And I said, you do? I said, when do you want to be a millionaire by? And she said, I want to be a millionaire by the time I'm 18. And I said, you do? And she said, yes. And she said, it's really not hard. There's a formula. And I said, there is? And she said, dad, let me teach you millionaire math. And I said, what's millionaire math? And what she did is she had been watching do it yourself DIY videos on YouTube around this idea of millionaire math where basically you take a product and you figure out how many of those products that you need to sell and then what your profit is going to be off of that product, and then you figure out how many units you have to sell in order to net a million dollars. So she had put together this plan for me on if she sold X number of paintings because she likes to paint, or if she sold X number of this or X number of that. What the millionaire math was behind it. And I thought it was so cool. And it reminded me, just reminded me that there's a formula to all of this stuff. There is a formula to getting up and doing things right, to being successful, and there's a formula to generating income. There's a formula to building out your millionaire strategy. And it was so cool and inspiring to me to see my 11 year old daughter not only inspired by it, but also practicing it. So that was really super cool this morning and it was something that I wanted to share with all of you. Now yesterday what we did is we took a look at kind of at what's happened over the past three months. And we said that, you know, these last three months have been. They've been crazy. You know, it's been three months and about a half a week since the market crashed. And you know, when you just take a look at this year, we've had everything from the death of Kobe Bryant to Covid stay at home orders, to the protests that have been going on for the past couple of weeks. And it has really been, you know, it's been quite a ride. And because we've all been going on this ride and it has an effect on us, it has an effect on us mentally, it has an effect on us emotionally, it has an effect on the way Many of us are showing up. And so the question that I was asking all of you before we had to go because of the drill outside was how is it that you're showing up to others during this period? And I don't care if you have a business that's thriving or a business that maybe is struggling to stay open, maybe you've been forced to close. Maybe you're somebody that has been let go, you're now unemployed or you're furloughed. Maybe you're an entrepreneur that's lost all their contracts or many of their contracts and you're trying to bounce back. The question I have is it doesn't matter what the situation. How is it that you're showing up and is the way that you're showing up for people on a consistent basis, the way you need to show up in order to achieve the things that you want to achieve, coming not only in this crisis, but coming out of this crisis? And so what I'd love to do with you is share with you three things, three ideas that I'd love you to share. Check off three boxes that I'd like you to be able to mark away to make sure that you're showing up in the right way that you need to during this period. Before we do, I want to say hello to a couple of people that are joining us over here on YouTube. I want to say hello to Jennifer and to Bill and to Mark. Thank you so much for hopping in. To Bill and Christina, thank you so much for joining. It's good to see you, too, here on Facebook. Marissa, Sita, I want to thank you guys for joining. I see Jerry, I see Bill. Thank you so much. It's so good to see all of you guys today.

So let's talk about some ideas. Three ideas I want to share for you guys on how to show up the right way during this period. The first Is this. The first thing I want to ask your want you to ask yourself is how are you showing up and adding value to your network? How are you adding value to your network? I think one of the biggest things that I've learned in my life as I've gotten older is this, is that it doesn't matter how successful you've been. It doesn't matter how strong of a leader you were, what the position was that you held in your industry. It doesn't matter what a badass you were over the past 10 years. When you step away from your network, the moment you step away from your network, you get replaced. It is a Very competitive world out there. And the second that you step away from your network, you get replaced. Now, what I found is I have a lot of friends out there that have made this mistake. The mistake they've made is they may have sold a company and exited and made some money. They may have decided that, you know, they wanted to semi retire and they wanted to go away, get off the grid for a little bit, take some time and then come back. These are people, as an example that I have friends that have, that have, have, have lost a job or their company's been sold, they're no longer employed and they made some money. And so they decided they want to take the next six months, nine months, a year off and then they're going to come back. But what they find is when they come back, it is so hard to reengage. It's so hard to get the same people that we talk to every single day back on the phone. And what they all learn is the same thing that I tell them they're going to experience. The second you stop adding value to your network, you get replaced. So during this period, during this Covid crisis, when you have been staying at home or maybe you're actually, maybe you're back out at work again, right? Maybe your industry has opened back up, maybe your stores have opened back up, how are you engaging with your customers now? Let's say so, for example, my friends that are in the travel business or that work with hotels, one of the things that they've run into is they have found that so many of their customers, so many of their targets have been let go and furloughed that when they call out to these people, they have a really difficult time finding anybody. So the question I have for you is this, the question I have for you is where is your customer today or your former customer? Where is your prospect? Where is your target? What communities are they living in? Where are they engaging in social media? What groups are they a part of? What are they doing today? And how can we become a part of those things in order to continue to add value? Now, how have I seen people adding value during this period in the travel business? For example, Sita. Many of you know Sita Thompson. So what Sita has done is she's created a group for women. It's a Facebook group for women that are in the travel and spa industries. These are her clients, her prospects. There are people that she used to work with, there are people that have lost their job, but basically she's created a group for that community and every single day, they get together online at the same time. And every day they do have a different kind of programming, kind of class. Now here's the thing. Directly, there's no way that that's generating any business or income for her. But what it's doing is it's providing real value to your Net, to her network. It's enabling her to stay engaged with, with her network. And over time, those types of things will definitely pay out. And so the question I have for you is, what are you doing to add value now? Say, for example, you're on social media. This comes up all the time. You're on social media. Maybe you see that some of your people are over here, some are over there. You feel that what you should be doing is adding, is providing content, consistent content to your network so that that's the way that you stay relevant and you stay engaged. But man, creating content is hard. Creating content requires a lot of time. It requires a lot of discipline. Where do you get all this content? I think that one of the best hacks for getting content and providing valuable information to your network is as you're out there reading other posts, as you're watching videos, as you're a part of Zoom Calls, as you're a part of virtual happy hours, as you hear people saying something that really resonates with you. What I would do is write it down and then I would say, hey, you know, as your content. Hey, I just wanted to share that today. I was on this thing and Scott Duffy said this one thing that stood out to me. I thought this may be valuable for you, something like that. The idea is you don't have to create all of this stuff yourself. Instead, what you can do is you can find valuable content from other people. And what I really recommend you do is, as opposed to trying to make it your own, what you can do is you can actually reference those people, you can share those videos, you can share those stories, or you just again, shout out their name. And what it not only does is it helps to keep you relevant in a way that really doesn't take a lot of time. It helps you to contribute value in a way that doesn't create a lot of time, but it also makes it look like you're really out there searching and like looking at stuff and reading and reviewing different things and things like that and really working hard on behalf of your network. So, again, I just want to talk about this. The moment you stop adding value to your network, you get replaced. What are you doing today to show up for your network. The second thing is, yesterday I shared an example of an exercise that I do in one of my courses. In this simple exercise is this. People come in from all over the country. We cap these events at 20 to 25 people. Most of the people who come have never met. On the first day they arrive to the event, what happens is they'll come into a room that we set up with a continental breakfast. They'll go and they'll start to grab some food, and they'll start to network and mingle with the other people that are there. Then after a few minutes, what we do is we open the doors to the main training room. Everyone walks in the main training room, and what they see is tables set up in a U configuration. We do this purposely because in that shape, what happens is everyone can see everyone else's face. And in front of each chair, what you'll find is a placard. And that placard is where you write your name, and then you put that in front of you so everyone can see your name. Well, in addition to the placard that you write your name on, there's a small stack of note cards. And your job is simple. All you have to do is take one note card because there's one for each person in the room, take that note card, write down each person's name, and then the first five things, the first five words that come to your mind when you see that person. Now, you've just made your first impression in the other room over a continental breakfast with the people who are going to be writing this stuff down. So what you do is you write down the person's name, the first five words that come to your mind, the first impressions that you have, and you do that for every single person. Then what we do is we collect all those note cards, and then we take each person everything that was written about them, we put it on a single piece of paper, and we hand those out. So I could see, as an example, with the other 24 people in the room, their first impression was of me. And here's the thing. The results to this exercise are, like, really super intense. People are typically shocked, shocked that the image they're putting out is reflective of what they think they're putting out there. So somebody, for example, who is super outgoing, maybe they're energetic, may be seen or viewed as being obnoxious, or a person that is reserved, maybe they're shy, maybe seen as a person that is standoffish. And so it's an incredible exercise in Awareness. And the question that I have for you and that I was asking yesterday is, is the impression that you're giving out to people? Is the impression that you're putting out to people, is that taking you closer or further away to where it is that you need to be, is the impression, what would those note cards say about you? And that's the most important part that I want you to remember today is what would those note cards say about you? And the simplest way, I think, to diagnose where we're at is this. It's to write down on a single paper, piece of paper. Here is what my goal is. Here is what my goal is. Here is who I would need to be and how I would need to show up every single day in order to be the kind of person that would achieve that goal, in order to be the kind of person that people would want to follow, the kind of people, that person that people would want to get behind, to buy from, to hire, all of those different types of things. And then honestly ask yourself, if this is where I need to be, where am I today? And what's the gap and how do I fill it? I can tell you one of the things that I have done, like all of you, a heck of a lot of, is zoom calls over the past three months or zoom meetings over the past three months. And it is really interesting to see the way that people show up for these calls. Sometimes people show up and they look put together, they look professional, they look for. They look like somebody that I want to do business with. But most of the time, in fact, the further we get into this pandemic and the further we get kind of into this crisis period, what I find is people are tending to become more and more lazy about the way they present themselves and their appearance online. So, again, what is the message that you're sending out to people? And what I mentioned yesterday is our habits and our patterns are one of the things that really defines how people take us in, in the impression that they have. So what do I mean? What I mean is a person that's fit, that really takes care of themselves, they'll look a certain way, they typically dress a certain way. They have a certain energy about them. And the moment you see them, there's certain things that you know about them without ever having, you know, to ask them a question, without them ever opening their mouth. You can see the discipline, you can see the commitment. You can see so many different things. And that leaves an impression on other people. And so, you know, the question Is what are your daily habits and patterns? What are they saying about you? And that was something that we talked about yesterday. And then finally the question I have is, is as it relates to how you're showing up.

What are the questions that you're asking people the most when you're engaging? And I always come back to these two questions. Are you trying to sell a product? Are you trying to solve a problem? Because it's a very big difference in terms of approach and in terms of energy. Are you trying to solve a problem for somebody trying to sell them something? And the difference is the way that you approach on what you ask. And so I'm always asking you to keep top of mind these two things. What's most important to you and what has to happen? How do you know that you're getting what you need? What's most important to you? And how do you know that you're getting what you need? And when you start asking those questions on a consistent basis and really add those to kind of these three steps, and the first of, you know, in the first step, you know, of course is, is how am I adding value to my network? I have a consistent plan. How am I showing up each and every day to my network? Number three, what questions am I asking my network on a consistent basis to demonstrate that I want to solve problems versus sell products? If you can have a plan for that, it's going to put you in a great position to be able to really capitalize on what's going on right now. There are so many people each and every day that have made a decision, consciously or unconsciously, to kind of not show up. They made a decision to just kind of be there, but not be there. And if you're the kind of person that just does the extra 1% each and every day, look at what happens to that 1% over a day, a week, a month, and a year. That is how you kill and eat up the competition. Remember, there are three types of results that you can get in today's market. There are poor results. There's good results, and there's great results. There's poor, good and great whatever level. Again, it's a very competitive world. Whatever level you perform at, you will always get results that are a notch below. So say, for example, I go out there and I do a great job. I do a really great job. You know what? There's a lot of people today that are busting their ass, that are doing a great job. So the results that you get will be one level below there'll be good results in the marketplace. If you do a good job each and every day you do a good job, you'll get one level below, right? You'll get poor results. If you do a poor job, you're out of business. Now there's one level above all of this, one level above great. And it's something that I just call absolutely kick ass. Outstanding. And here's the thing. To get from poor results to good results takes a hell of a lot of work. It's very competitive out there. To get from good results to great results takes a hell of a lot of work. But to get from great results to outstanding results, it's like 1%. It's just showing up a little bit different every day. It's showing up not just every other. It's showing up every single day. Right. And so what I encourage you to do today is take a look at yourself and really do some self reflection. And again, ask yourself, is the impression that I'm putting out to the market the impression that I need to be putting out to get where it is I want to go? Ask yourself, how am I contributing to my network every single day? Ask myself, is the way I'm showing up, is that telling the story that I need to tell? And finally, when I engage with people, am I selling or am I really positioning myself as one that serves asking them, what do you need and what has to happen? How do you know you're getting what you want? If you do those three things, I think you'll put yourself in a much better position to come out of this period even stronger. I want to thank all of you guys for being here today. I want to thank you so much. We're working on a whole bunch of stuff right now. We're actually for this show, we're filming a pilot over the next couple of days and we're trying to, I'm trying to discover how to create kind of more engaging, more immersive, more kind of forward thinking ideas with regard to how we present live streams, how we present zoom calls and things like that. And so I partnered with a couple of people in Hollywood and I partnered with a production team that we're going to try some really new stuff, some cool stuff and we're going to try and integrate some different things during the programming. And all of this we're hoping is going to happen over the next couple of weeks. And I'm going to be really curious to hear what you have to say about these new ideas.

I can tell you, getting up every single Day and coming up with 30 to 60 minutes of content. It's a lot of work. But here's the thing. It doesn't matter how good the content is if it's not presented, and it doesn't matter in what format, if it's not presented in a way that the people who are taking in the content want to be able to receive it. And I think that the way that people want to be able to receive content is constantly changing. And I think that what we're seeing today, when we take a look at trends and we take a look at usage patterns, is we're seeing that communicating with people through live streams, through Zooms, through things like that, it's getting more difficult. And it's getting more difficult because there's fatigue around the same frame, the same talking head. The same type of format may look a little bit different, but the same type of format. So we're going to try and throw some new things at you over the next couple of weeks and I'm going to love to get your feedback and I love to hear the stories that you have of what you see out there that's working, what's really compelling, what's really engaging as it relates to communicating with people over video online. Are there particular live streams that you really enjoy? Are there certain formats that you really like? Is there something that you've seen in a Zoom call that's really working for you? What does all that look like? Are you using a tool now that's different than Zoom? What I've discovered is a lot of people that I know that have used Zoom over the past three months are starting to test other things and the big one has been has been Google. I know a lot of people that have shifted from Zoom over to Google's conferencing tool because number one, it's free, number two, it's good and stable, and number three, it's built right into Gmail. And so like, what tools are you guys using that really seem to be working that you really like engaging with? And finally, from a production standpoint, I'm going to be really interested to learn.

How you all feel about programming that's live versus programming that's pre recorded. Does it make a difference to you? Do you care? Because you watch it when you want to watch it. I guess there's one more thing. If that's the case, what is most important to all of you? Are you more interested in content that is today, topical, real time, or by the time you watch? Because we all watch when we want to watch. Right? We all time shift our viewing patterns. Is it less important for something to be topical and more important for an idea or a lesson to be evergreen? So these are all questions that we're asking, and these are all things that we're testing right now. And it's really awesome because I have some incredible partners and some people that are are looking with me at awesome data from people all over the Internet to see what's working. And what I can share is that what's working or what worked four weeks ago is changing right now. And so, again, what are you learning? What are you seeing out there? I want to thank all of you guys for joining. We'll catch you tomorrow at 10:00am Pacific Time. For now, this is what now is. Scott Duffy, presented by SAP Concur. You guys have a great day.