Podcast Funnel Automation and Guest Connection with Chad Burmeister of The AI for Sales Podcast With Chad Burmeister

Wish you were one of those influencers with raving fans who binge on your every word, consume all your content, buy everything you have to sell, and demand even more. Then stay tuned while Authority magazine columnist and buzzfeed contributor Tracy Hazzard shares strategies, tips and tactics from top videocasters, podcasters, authors, and social influencers on creating that bingeable factor. Now let's join Tracy as she explores how to rise above all noise with the binge factor.

Hey, everyone. Welcome to the Binge Factor. I'm Tracy Hazard and we're talking AI for Sales podcasting today. AI for Sales podcast host Chad Burmeister reached out to me, sent me a great request, convinced me that he should be on the show here, and then I realized he's a client, so I'm disclosing that up front. But he also does a ton of other things around it that I think is going to be really valuable. So I'm, I didn't invite him on the show to talk up potitize or a company or anything like that, but I invite him on the show because he's doing so much on the front end to get his guests and other things. Then he's using an AI sales process that I thought you want to hear about it. So Chad Burmeister is a believer, a husband, a father of two teenagers, God bless him, and lifelong rebel and rule blanker. He empowers sales professionals to become the best version of themselves by focusing on their mindset, skill set and tool set. His fundamental belief is that it takes a village to train the greatest sales professionals in the world. And that's why he launched Scalex AI to provide sales professionals with the toolkit to crush their quotas. And he has salesclass AI to provide sales professionals with the mindset and skillset to go along with the toolkit. And there's some really cool things. He's going to talk about both those things. Well, during the interview here, and I think that so many of us are seeing this bot stuff out there, you know, so can you use AI and bot interchangeably? And we're disgusted by it, or we just don't understand it, or we just don't get it. We're like, how is this working for people? And then you hear people who are just crushing it with it. And I think that there's this bit of humanity in there. And that's exactly what we're going to talk about Chad today. So the AI for Sales podcast with Chad Burmeister. Let's hear what Chad has To say.

Hey, Chad, so glad to talk podcast scaling. I think that sounds like a lot of fun podcast AI. I don't know. We need more AI in podcasting, don't we?

That's right. AI for podcasting sounds like a good service. Somebody should do that.

It does. Well, we have AI in our system, but I don't know that we'd call it that. But anyway. Well, I'm so glad to have you on the show and really want to talk about this interaction between how you've set up and are using your podcasting to sell the services in your business. So how did you get the idea to start a podcast and put that into your sales process?

I figured, you know, getting out to an audience of that size wouldn't be a bad idea and collaborating with other potential speakers. So I've always wanted to run a podcast. And finally, December of last year, I was able to do it. What I'm really doing that's I think, unique from most people, or at least it feels unique to me, and you could tell me otherwise, is that we run our own podcast, but we also reach out to other podcasters at scale, using artificial intelligence to ask to be on their podcasts.

So you're using sales automation to do guests booking.

Exactly.

For yourself. I love that there's a lot of people out there who are doing some of the similar things through LinkedIn and other places, but you guys have a full system for that. How's the conversion rate? Like, if I sent personal emails, I get, it's pretty easy for me to get 100% return. But then again, I've been on a lot of podcasts, I have a different platform, but for most people that's not the case. And when they send out some kind of automation, the return doesn't always come back. How do you guys see that on your end?

Well, email these days has gotten really, really crowded. So if you just look at your inbox on a morning and you say, oh my gosh, how did the time I went to bed till Now, I have 47 emails. Right. It's ridiculous.

Or 147 or 147 on some days.

So choosing the right platform. And LinkedIn happens to be one of the platforms that still gets a really, really good reply rate. So I've set it up so that I have a virtual assistant. Wink, wink. She doesn't really exist. Right. She was born a month and a half ago.

Although Online she's probably 25 or something. Right. And so I've actually got a virtual Picture of a person that I also made. And so she reaches out on my behalf to different podcast folks. Because you can go into LinkedIn, you can run advanced search, who's running a podcast, who had podcasts in their title. There's different searches you can do. And then we program the intro that says, hey, Chad Burmeister. We've been doing some research. Here's the link to Chad's personal site, Chad Burmeister.com which shows all the businesses that I'm part of. And it says, here's his press release page, his bio, his links. And it's, you know, it's just bait in the bucket. And it basically says, would you like to have Chad on your show? And the hit rate is just off the charts. It's probably 30 to 40% reply rates. It builds Alyssa, who's my virtual assistant, her network is growing like crazy of people who are accepting and connecting with her. So talk about a way to build your network. You know, it's just been fabulous.

Interesting. So for a lot of people, they don't really understand. And Pat Flynn was on the show recently, and we had a big discussion about how guest podcasting is the new guest blogging. And so there's this cross relationship. And it's much more synergistic to have another podcast host on your show because you're just exchanging audiences that may be interested in each other. It's a lot more seamless than it is to try to sell them to come off of a show and into your sales funnel or other things. So now you get them into the podcast funnel portion of it. So since you set up your show, how have you found that sort of transition from what you do on the show to customers coming in, to clients coming in or inquiries coming into your company?

Yeah, great question. Well, what I'm doing on the show, it's funny because 3/4 of the show is not about AI for sales, is what I've found out. And so, heading into a new year, I'm actually starting to look at, should I rename the show perhaps? Because what I do is I spend time getting to know the individual first. What were you passionate about in college? What were you like as a kid? What were you passionate about then? So I really want to connect the dots between how did they go from their upbringing to now playing and dabbling in artificial intelligence. So I'm giving you the long winded answer that the first part is getting to know the members first once I've now gotten to know them through half or Three quarters of the conversation before we get into AI for sales. They're now interested in having a conversation and it's been a. I usually have, I've done about 50 of these this year and so they're so fun to do. Well then I have a video producer that actually takes that conversation and chunks it down into 30 to 60 second video clips and puts a header at the top and then converts the speech to text, cuts out the ums and ahs and then pushes that out to all of my social channels as well as many of my salespeople's social channels, all on an automated basis daily. And then by the way, potatoes, this.

Great company, I don't know where you got that from, but honestly when you booked I had no idea you were a client because that's how many I have now. So it took me til I. It took Erod, Crystal Christopher, who is a friend of ours as well, is famous to remind me that you are one of my clients.

That's right, yeah. Erock and Juju are fabulous people. I just talked to Juju this week in fact. So then we take that podcast and convert it into text, add some pictures and create a blog out of it. Up until our website change about 45 to 60 days ago, everything was optimized and working fine. We're in a bit of a transition. The site looks cool.

It does look cool.

Keywords and all that fun stuff. Sometimes you have to grind the gears when you do an upgrade in overall like that.

Oh, it does. Sometimes it's a little setback, but then you get accelerated growth so it's worth it and you just gotta make those things happen.

But for your listeners, I think what's important to understand is that I do a webinar first. I record it in a conversation like this. It gets pushed out to the sales expert channel and the AI for sales show. I publish that to sales class. So that's two webinars, same piece of content. Then it goes out through the podcast on C Suite network. Then it goes through poditizing, gets converted into text and into a blog that becomes searchable on the web. And then it gets chunked down into those 60 second videos. So think of all the tentacles of one 30 minute investment. And then I don't have to do all the work on the back end. You have to hire smart people like Potatoise and Garen. And it's not millions of dollars, you can invest hundreds of dollars and have that smart person take on that piece of the process. And the result, to answer your Original question is a double in sales in the last hundred days.

That's fantastic results from everything that we've done from the beginning. Wow, that's really fantastic results. So here's some of the interesting things about your show. So first off, you kind of posed out. You're thinking about renaming it. I think I'm going to do a little on air coaching right now. And I say absolutely yes. So first things first, let's hear what your answer to. Why do you think you might have a bingeable show?

Because there's a lot of mindset coaches that are cheesy and don't truly understand. And I'm not. I don't even claim to be a mindset coach. I think it's a bingeable show because getting to understand how people, why they are, who they are and how they had that aha moment in life. And what's crazy is it can take 8 to 12 minutes and you can actually see the flip of the pancake and hear the flip of the pancake on the show. Because I've learned how to have these conversations in a way that will actually cause one person go and say, I'm writing a book as a result of the 30 minute conversation we just had. Another person said, I'm leaving my organization because of 30 minute conversation we had. So it's bingeable when you can get into the architecture of someone's brain and cause them to see things in a different way and change as a direct result of that.

That's why you should rename the show. But yeah, so as always on the show, I like to give people what I believe their binge factor is after listening to thousands of shows. So I think that the real binge factor for you, Chad, is that AI for sales and the way that you host the show is that you're bringing humanity and human outcome focus into what is a cold and controversial subject. Based on your title. Right. AI and a negative connotation to something like sales. Right. We have that. We don't love AI and sales. We don't love those two terms together. But you're bringing this humanity and outcome focus to it. That just makes me want to go, okay, maybe this isn't so bad. Now I want to learn more. I want to see what other people are going to do. I want to see where this could take me. So that's a journey. So you're shifting a belief in that process and you're doing that through humanity, not through technology.

I'm trying to remember what the front of the shirt says, this is funny because we didn't end up going with.

It, but we probably should have Delightfully Human. It says Scalex AI. Delightfully Human. It's on the front of their shirt. And I think that is honestly what your show has in it. It is delightfully human for a show that's about AI and sales. So that being said, that maybe the AI and sales title is working for you because of that, but they're getting something else than they expected. So the other thing is that maybe you just want to take it and tweak it a little by adding a more activating word on it. Yeah, like the human side of AI for sales or something like that. You know, just bringing in something else to it. And so that could work as well where you're still tying the two things, because it may just simply be working. Because I'm interested in that term, AI Sales. Even though I don't think I already have this kind of do I really want to do it? I already have a negative mindset. And then I come into your show and I go, wow, that's really interesting. I got a lot out of it.

There's this gal, Anita Nelson, she wrote a book called Beat the Bots, and it came out right about the same time as my book, AI for Sales. And we talked. We met at a conference back a year ago in Vegas, and I was introduced to her at the table, and we decided, wow, if we write the next book, we should do the COVID of one and the COVID of the other on the back, because the two things definitely go hand in hand. The more AI, the more virtual assistants people get, the more think about when you send an email and it's got the emojis at the bottom, and it tells you what to say and how to say it. It's only going to get better or worse however you look at it. Imagine if I'm sending a note to Tracy versus to somebody else. Well, it might look at your personality, it might look at time of day, and it gives you all of these concepts and ideas of, hey, use bullets if you're sending it to Tracy, but if you're sending it to Chad, maybe you want to use a paragraph and it all becomes automated. But it also puts more stress on the human interaction and more importance on the human interaction.

Interesting.

It's going to be an interesting next five years as having deeper human. Human to human conversations will become more important.

So you told us a little bit about how you sort of set up and get these guests on, and so you're already obviously getting the right type of people into the model of who you wanted to have conversations with. Are you interacting into that automated system and doing checks and balances or feedback loop, reinforming the AI?

Well, as far as the guests and the topics, again, my marketing person said, you know what, you've got to pick the topics. Where before I was kind of letting the audience direct me and his advice was, no, no, go out on Google, search your terms, if it's lead generation or demand gen, figure out what people are talking about and then have guests specifically talk about that topic. So that was really, really good advice.

That is very good advice. For those of you listening out there.

You definitely need to figure out what people are searching on and then go do that. Don't just try to think that because you sell a pen that's inkless or something that you can just all of a sudden it'll be searched.

Exactly, yeah. People are just going to find it. Right. So, you know, this is the interesting part is that also I think that you have a focus of where you're deep in the industry, deep in the tech. You use it, you're not just selling it, you're not in the tech weeds though. You're very goal and outcome driven in how it is coming across. And when you ask the questions of people, that's the focus of where you're going with it. So you're dressing a topic not from a overly technical standpoint either.

Right, right. And that's where I think you're right with the title. Because originally I thought I would be getting into it with Data scientists and CEOs that built the tech stack. And I've done that. I just did one a couple of days ago and I think my audience is going to be like, stop.

My brain's blown. I don't know if I want that. Yeah, you never know. Right? You could find it your most popular episode too.

Well, that's true. I was talking about AR&VR and spatial and I was lost.

I love that. That's really great. Well, let's talk a little bit about our best things, our best ways, because I want to make sure we get these in here. So what are some lessons? Because you've been doing this, you've done about 50 episodes. So what are some of the best ways you found and keys you found to booking the great guests out of that model that you're using? Book or attract? I'm going to say.

Yeah, book or attract? I think first know your audience. Right. A lot of people I Think go to Facebook. Hey, book me. And then you never know what fish you're going to get in the boat versus going out and finding exactly the right people. Right. So you can download a list from a tool like ZoomInfo or Sales intel of the best people. They have a 98% hit rate. The emails don't bounce because they're legit. You can even get their mobile phone number. So I'll download the list. Let's say it's 500 people that have a podcast, or it's 500 CEOs of companies that I want to have on my podcast. Then I'll leave a voicemail. And they have voicemail drop software these days, so we're using that for our customers. So 500 voicemails can be left for 30 seconds each. Hey, this is Chad. I'm the CEO of Scalex. I also run SalesClass AI. I want to have you on the podcast. Here's my number. Right. And then I have my virtual assistant send emails and connect on social. So it's really finding the right list, sending the right message to the right people, and then giving them an easy way to schedule. So I use Calendly. And when they book the podcast, it's got the Zoom link. It's got everything that I'm going to ask. It used to be seven questions. Well, I did that for six months. Now it's down to four.

We always get shorter on those. This is a key that you'll find over time. You'll get shorter on your intake forms.

Yes, the intake form matters. Now, it's funny because sometimes the person will interact with the virtual assistant. Well, what does Chad want to talk about? And there's quite a lot of interaction, and sometimes I feel like I can't be bothered with that part of the dialogue. Just book me and you'll see what we talk about.

That's right. Book on the show. I love that. Yeah, exactly. So what are some ways that you do to increase listeners, though, because your listeners are as important as your guests.

Yeah. I will be transparent with you. I think that's still an area of opportunity for me. I've been so.

You're not alone on this show saying that. I think that's everybody's weak point right there. Right.

So far, I've been so focused on the content, and the good news is I don't have any ulterior motives other than providing value for listeners and guests. And so it hasn't been a number one focus area. But, yeah, it's certainly an area that I should probably start to look at heading into a new year.

Well, and then you produce it in a professional way. But let's talk more about the sort of recording side of things and the production side for what you're doing on your end, what you're in control of, not with the other team members that you have, but what are some ways that you approach producing and professionally. Do you research your guests? What do you do?

Well, let me give you one app that's amazing. Dinesh is the CEO of orei O R A. I can't remember if it's. I think it's AI, in fact, and it's a subscription for like $10 a month or something that's nominal. It teaches you through an AI app that where you invest three to five minutes a day. It helps you become a better speaker. So I just did a podcast recently, and the person said, I meet with so many people and do so many podcasts, the post editing is horrendous. And he said, chad, I think you said one time. And he said, how is it that you did that? And I said, because I did the Ori app, and it's been over a year. My dad was a doctor, and so he would read X rays and ums and ahs are every other word. And so breaking that habit was extremely hard in my selling career because my brother does it, my dad does it, and so I had to break that habit, and Ori helps me do that.

That's a fantastic tip and very original. Here, Chad. I think I've heard that one before. So this is a way you can help improve yourself as the host. Love that, because that makes a more professional show and it makes your production team have a lot easier time.

Well, and he's so frustrated with the people he interviews that he said he's going to send them the Ori app a month in advance and say, hey, if you want to come on my show, you have to go take this first.

So I went to the Adobe conference, but when it was still wide open, because this is a giant conference, there's tens of thousands of people there, and they were premiering this thing where it would be so easy to isolate the off of the software that we actually use here to edit out, and you would just be able to isolate and it automatically remove it for you. And I was like, I can't wait for that to come out. Our team will go nuts. They will love this. Like, when is it coming out? And so, yes, I'm sure he's not the only one out There and doing post production, just hating life because of what he has to do.

Yes. Now, I will be honest with you. I do not prep to understand who the guest is going to be because I really want it to be an authentic conversation. Tell me about you. And like I said before, tell me about what were you passionate about in college? What'd you study? And then I go back to when you're six, because I learned from this intensive four day event that I went to that I saw it happen like a hundred times over four days. He'd get someone to stand up for eight to twelve minutes. He'd ask about college. He's asked about age six and the amount of information that people don't understand why they have blockers. And that opens up the blocker. Because usually it's like, oh, I was telling myself a story from the time I was six and it's been in the way of everything that I've done forever. And it actually becomes your superpower. And that's what's fun.

That's so interesting. So I just did an interview for a company called Moonshot House. It's an app and it's an organization that interacts between investors and their startup and accelerating growth, community of investments. And so they connect together. And I interviewed Amelia Antonetti and she's the founder of the Genius key. And Genius key is a ask the questions in that same way as they make you go back and say answer these questions or check off these statements as if you were 6, as if you were 12, as if it was last week. Right. And so you're answering these questions in a way because it actually determines your future success and outcome based on what you've been genius at from the very beginning. And you've just refined over time.

Right. Because it's a higher version. It's your higher self.

That's right.

When you're 6, 60 and 100.

So you're tapping into that. Yeah. And so often people aren't working in their genius. And that may be why your one guest wants to write a book about it. He just realized, oh my gosh, that is where I am, that is my expertise. Well, I love that. So now, encouraging engagement is also one of those tough things that I hear again and again from podcasters. So you mentioned you have community, you have social media, you're doing a lot on LinkedIn. How's the engagement going there and what are you doing to encourage that?

Well, after we get the Paditize breakdown in the blog, then we'll send it out to the person who was on the show. And since we're doing the video breakdown in 30 to 60 second clips and we're doing the potitize conversion over to the blog now, we're able to provide them with two or three different clips from the show as a teaser and the link to the blog. And you'd be amazed. Right. If you give somebody a clip where they expose their brilliance, they want it out there. It's just how it works. I had people over to the fire pit recently and I had a high end video producer. I had 12 people over and everybody knew it was gonna be filmed. We've been doing this for fun without filming, but now we had the filmers come over and so they all wanted to get in their 30 second clips because they know we're gonna parse it down and push it out. And it's fact, we haven't produced it yet. It's been. The raw recording was done about a week and a half ago.

So you're seeing them share it, which is helping the engagement process. And are you seeing their community then engage back with you?

Yes, 100%. You get the boomerang effect by doing that.

Wonderful. That's really wonderful. So really good. And utilizing video in this platform is really working for you as well.

Yeah. Adding video adds so much to the experience. For sure.

Yeah. So many of our clients are doing video because of that model. So now I normally ask everyone the best way to monetize it. You have ads on your show in addition to. Obviously this is sort of lead generation and into your business. How's the monetization working? What's the best way out of that?

Well, if you look at the lead source, you'll see for the last three, four, five months or really the whole year that I've been doing this, I've gotten Chad's network as one of our lead sources. And it's every single one of my deals that I've personally signed this year, except for one we just looked at it today. Every single one is through Chad's network because we spend money on paid ads and other lead sources, but those all go to the sales team. But when someone comes in through my personal network, I usually give them the white glove treatment. And I think that word gets out, right, oh, you want to work with Chad personally. So here's the other piece of it. When someone comes into the sales call and they've already been exposed to the information and they've seen me, my level of trust in that conversation is off the charts.

That's Right.

It's really mind blowing versus mine to gain.

So if I hear you right, you're saying that the monetization side of the trust factor that you're building and the connection to the guest and their process, because they're experiencing you and the process and that your attention, so they want more of you. So that's actually monetizing. Much better for you than maybe the ads are.

Yeah. Because you might do a think of a sales cycle, discovery call, demonstration, close terms and conditions. They're like, no, no. Emotionally, I've already bought. And so now it's. Let's come in. Tell me about your business. We connect, we send the proposal the same day. I guarantee you that I can show a collapse in my. I haven't looked at it, but I'm going to now that we've talked about it.

Now that we're talking about it. Yeah, and that's what I suspect too, because to some respects, the ads are actually, I think, maybe hurting you because the ad runs at the beginning of your show, before your show even started. So it makes your show sound. It sounds like it's your promotion for your show, even though it's actually not. And so I think that might be hurting you.

I think twice, too, to not put it at the very beginning and just maybe put an anchor in the middle and at the end. I've heard that.

Yeah, exactly. So that's the only thing is, like, sometimes when we start with those ads, whether they're for our company or for some other company, it sets a tone for the show that it doesn't come across because that's really impersonal. And then your show is very personal and human. Right. So there are also a resonant disconnect in there. But, you know, so if it's not doing the return on investment, then wipe them out and start and do something different. Right?

That's right.

Yeah. So there's a lot of people out there with their businesses thinking that automation AI, that it's going to be so impersonal and it's not going to work for them? What's the key to making it work for specifically what you're doing here in podcasting, but for businesses in general, Is there some keys that you've developed over time that really helps make this work for people?

The messages that get the highest returns, open rates, reply rates, clicks, are ones that look personal. So the marketing person I've mentioned before, his name's Nick Cavuto, he's brilliant. He grew a church from 0 to 10,000 people, because he was their digital marketing guy. Then he went over to a big paychex and helped them grow millions and millions of views. And so his hack put a typo in from time to time. If you're going to say I'm, you don't say I. Capital I M. If you're a digital marketer, you're going to have a really, really hard time probably breaking through that habit of being perfect, but you need to be perfectly imperfect.

Or if you're a writer, guys, I should tell you that my writers would flip out over that one.

Right. And so he'll put in emojis, the clapping sign right at the beginning. Thanks for connecting. And then he'll put in three dots with a space and another dot. So it's not, you know, normally might say dot, dot, dot. Well, he'll put in a space dot, and I'm with an I am no apostrophe lowercase I. And it's just, I'm so excited. I can't wait to get to meet you at some point. And it's just short and sweet and be human and don't be a robot. If you make it a robot, you're going to get responses like your robot.

That's right.

Zeros and ones at the end.

I think that the difference is what you're saying also is to be personal. I mean, I get so many messages in LinkedIn that I can't even believe how that they think that it's going to work. They think I'll even click connect after seeing the start of the message. It's all about you and what you want from me. And that's not a way to start a relationship.

That's right. Well, there's something I learned 20 years ago. I think it's 20, maybe 15. And it's called you phrasing versus I phrasing. And so the company who did this called Corporate Visions, and they wrote a blog once that said, stop wee wee wee ing all over your customer or your prospect. Because most people, hey, Tracy, Scalex is the best company ever. We can help you grow your sales. We can help you double this and triple that and quadruple that versus hey, Tracy, you're probably having these kinds of challenges based on the information that I was able to access you, you, you. And so when someone sends an email to me, I'll look at it and I'll highlight the word you in green and I'll highlight the word I or we in red. And you want to have the first sentence should be 100% green, no I's or we's, and it's almost always not the case. And then you want to have the entire email. 75% you and less than 25% we. And that'll change everything.

I love that. Did you hear that? All that is a big tip right there. That will be our audiogram because we're not going to want to miss pushing that one out on Instagram and LinkedIn and our other places where we share our audio clips. So that's definitely going to be it for us. Wow, Chad, that's really fascinating and I'm so glad you shared that because this is something that I keep harping on all the time is like, stop being I, I, I or we, we, we. Most of our clients are single, so, you know, solopreneurs, so there's a lot of eyeing in there. So any real big challenges to podcasting wishes that you did something different from the beginning. What would you fix?

Well, it's 50 in. I really didn't have that much advice when I launched and I had a little. I had a kickoff call with somebody for maybe an hour that helped me with a few pointers, but it was drinking from the fire hose.

It was too much to take in when you were trying to start. Right.

I'm sure all the information was there, like, don't do the recording at the beginning and make sure your title is congruent with what the actual message is and those kinds of things. So I would say if going back, I would probably want to do a check in. Hey, we've done five, we've done 15 now we've done 25. Rather than waiting till you've done 50. Now, you know, looking back, hey, I got to meet 50 really cool people and at the end of the day, that was my main objective. So could I have done it better?

Sure.

Am I happy with the outcomes? Absolutely.

Well, that's good. And you know what? That's the thing about podcasting that I love so much is that the media is so forgiving and the audience is so forgiving and they grow with you. So if your sound was horrible at the beginning, but you improved over time, they're just thrilled you improved so that it wasn't problem for them to keep going with you and they just reward you for that. That's the beautiful thing about a word body.

This one will actually play nicely. So Salesclass AI takes 2,500 hours of content from some of the best sales speakers in the world and it's all available via Netflix. For sales content. So there's an algorithm you put in what you're interested in. It serves up the videos. Feedback that we've gotten out of the gate for the last two months is. That's awesome. That. It tells me to watch this class on negotiations. But it's an hour long. Can you help? So imagine taking all of that content and shrinking it down to the Cliff Notes version of three to five minutes, the punch points, the big idea points. So that's where we're taking it next, the podcast library. To your point, I've done 50 half hour segments for the last several months. It's not too late to actually go in there and make it five minutes.

That's right. And also because, well, we recommend multiple feeds. So I'm actually in the process of retooling our feed. Your brand podcast, which is our sort of sister podcast, is how the binge factor became the binge factor. Right. It was a spin off from that because of the episodes we had done, because people wanted them separate. They just wanted the interviews. They just wanted to hear from the success stories of the podcaster. They didn't need those startup tips anymore. So we're spinning it off into little pieces, into shorter shows, but to accomplish that same goal. So why not do it yourself, right? Why not take, like, almost a teaser Cliff Notes version, as you put it? Why not do that so that you have one that's available for all of those and then the longer ones for the ones that we know are interested. And I definitely want to hear more about that. I want to deep dive in it. And it's the weekend and I have some more time, right?

That's right. I'm on my Peloton for an hour and a half.

That's right. I got some more time. Oh, if you're on your peloton, we got a podcast for you. So there's a bunch out there, but the Clipout is the number one podcast for peloton users, and I just love the way they orchestrate their show. It's super cool.

Oh, wow.

So, yeah, just a little call out to another podcaster out there. So any advice for someone who's on the fence about using podcasting in their business?

Someone told me a decade ago I wanted to write a book, and I'd been thinking about it for a decade, and I didn't do it. And she said to me, chad, just blog. And so this was prelude to podcasting, was, hey, just write blogs. So I started writing, writing, writing, and then sure enough, I had enough to Build a book. And I built my first book called Sales Hack. And I get a similar feeling to podcasting that you just have to click the go button and Whether you have 50 visitors, 500 listeners doesn't matter. There's so much additional value in doing the podcast other than having millions of listeners. That shouldn't necessarily be your objective. Just go. Because a lot of good things will come from it. I would say you might want to think about having videos as well because then at least you have the optionality. Right. Don't just record for audio, but do video and audio. So you have both.

Well, and obviously blog works too, right? So you do the whole gamut. So anyway, you can do that. But you're right, just getting started. I think that's such good advice. Well, so I'm going to make sure everybody can connect to you. But is there anything that we should know about how to use AI in our business that you haven't shared with us so far that we should be thinking about as coaches, entrepreneurs, business owners?

Well, LinkedIn automation is a big movement right now and you can do it extremely wrong. So be careful if you dabble into LinkedIn automation.

I'd be afraid to lose my LinkedIn profile. I've worked really hard at it, like cultivating it personally, so I'd be afraid.

Right. So make sure that you work with a company who knows all the rules and regulations and you don't want several opt outs. Right. And we've, look, I've learned by doing over the last 15 years, I did one email or one LinkedIn blast I'll call it that had a picture that ended up blowing up to the whole page and it just, people opened it and I didn't test it before. I clicked the go button and people said no, no, no, no, no. And it was, I was trying to help. I was trying to hire people, say, hey, if you know anybody interested in this kind of work. But the thing blew up their site and so they decided not to. So go with a company that knows what they're doing when it comes to deployment. It's amazing. AI for Sales can really, really help you connect with people at scale.

Thank you for sharing that and I'm so glad you came on the show and I'm so glad we've met and finally gotten to get to know each other here. So thanks, Chad, again. And AI for sales. Don't miss it.

Don't miss out.

I told you that was going to be different. Right? So we're talking a lot of humanity and we're also talking about how we're interjecting that in with tech. And so, you know, remember, we talk about this on the show so often that podcasting is this an in your ear building trust model. And Chad was talking about that as well. It makes that sales automation process just complementary to it. So if it's helping to bring people in so that then you can nurture them through your process, then why not do it? Why not give it a try? Why not take a look at what you can do to combining the two things together? The mistakes I think we all fall into is when we make everything too programmatic. So, I mean, you heard Chad talk about how he utilizes my company's program, all this other stuff that he's put together, but he's put it together and sort of broken all the rules, because he knows what the rules are to begin with, and he wants to make sure to customize them and get them to fit what he's doing. Now, is he doing absolutely perfect with every single one? No, this is an experiment along the way. He's only 50 episodes in, and the way that he says it is that what I really want you to hear is that he's only 50 episodes in. He's going to keep going. He's going to keep refining. Maybe he'll change the show name. Maybe there are other things that he'll try and he'll do and he'll tweak and he'll model until he gets it refined along the way. If you think that you're going to start your show day one and it's going to be perfect and it's going to work perfectly, and there's just going to be hundreds of thousands of listeners who are just going to show up. Chad's the perfect example of it. That doesn't follow the model for almost anyone I know. Yet it works for Chad. It works for his business. It's helping Scalex AI, which I want you to go check out, it's helping it grow, and that's his core outcome. That's the goal that he's trying to achieve. He's trying to achieve this understanding of how can I build trust in my sales model? How can I also give people an example of what I can do and will do with them, and how can I have these wonderful human conversations with people to help them shift and move and become better sales professionals? So I hope that I'm shifting and moving you to become better podcast professionals. And so I'm always out there looking for interesting stories, and I'm Always welcome to having new podcasters suggested up to me. So remember, My requirement is 25 episodes or more because I want to know that you've been in it long enough to have a good sense of how some things work and that you must continue to be consistent about that. Posting weekly. Minimal requirements. Not too hard for most of you to meet, but I'd love to have that conversation. You can go to thebingefactor.com and apply for that right there on the Apply to Be a Guest page and let me know about your show and about why you would make a great guest on my show. I look forward to hearing from you and hearing all about it and bringing you more great podcasters like Chad Burmeister from the AI for Sales podcast. So make sure you check them out. Make sure you also go to the blog post for this episode@thebingefactor.com so you can link through and click through to some of the tools and the names he talked about, the Beat, the Bots, and some other people who has influenced him and who has helped him grow his business and helped him scroll his own mindset. So those will all be linked in the blog post for this episode as well. So everyone out there, thank you so much for listening to the Binge Factor. I'm Tracy Hazard and I'll be back next time with another bingeable podcaster.

You've been listening to the Binge Factor Podcast. For more information on podcasting and videocasting success tips and tactics, please go to thebingefactor and be sure to listen to our other show for podcasters called Feed you'd brand. If you'd like to be interviewed on this show as well as featured in Tracy's column, please go to thebingefactor.com guest and apply.