[00:00:00] Speaker A: Welcome to Big Ticket Pros, the podcast for agencies, coaches and high end service providers who know what it takes to thrive in competitive markets. I'm your host, Josh Thomas. You can find me on all social media at jt literally. Our guests share insider tips, strategies and sometimes cautionary tales to help you close bigger deals and scale your business faster. Big Ticket Pros is sponsored by Fast Track Funnels, the new way to bring in consistent daily sales for your business in 2025 without cold outreach or burning cash on ads. We use this method with a brand new business to generate more than $100,000 cash collected in less than 30 days.
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[email protected] once again, that's getconversions.net today's guest is Mitchell Levy and Mitchell is a global credibility expert and he is a two time TEDx speaker, including the 28th most popular in 2021, an international best selling author of over 60 books, a certified stakeholder centered coach, and an executive coach at Marshall Goldsmith's 100 coaches.
Mitchell, welcome to Big Ticket Pros. And in your perspective, what is the best piece of advice that you would give to someone just starting out in your industry?
[00:01:26] Speaker B: I'm going to give two. Thank you. First, ignore all the market marketing cookie cutter stuff you're going to hear.
Now the thing is, if you're just starting out, you don't know what that is or what that isn't. So I'll give you one piece of advice that is the most important and that is have clarity of who you serve and specifically understand from their perspective what they're suffering with or what their expectations are. But 98% of thought leaders I interview do not have clarity. You could be a, a cut above the rest by doing nothing more than being very focused.
[00:02:04] Speaker A: Yeah, that's right. Al, what, what is it you do? Well, how much time do you have?
Not that much. Not for you, buddy. Be specific. Get to the point.
[00:02:15] Speaker B: Yeah, exactly.
[00:02:16] Speaker A: And, and why do you. First of all, let's diagnose that. Why do you think that is? Why do people have such a hard time just saying I do this thing?
[00:02:26] Speaker B: People. It's so. It's a great. I love the psychological question that's behind this.
We don't ever want to limit ourselves to a title or to a, or to a focus or to an area. The thing that's interesting is if we can be very focused on who we are, what we do, there's a couple things that happen a We end up having a compass. That makes it easier. Us. Easy for us to actually talk to other people. It makes it easy to look at our website or social media to figure out what we're doing more appropriately. Those people who are referral partners, they'll remember you.
I'm one of the number one clarity experts on the planet. I could sit with any human in any company, help them articulate in less than 10 words where they're executing on their purpose.
And what often happens is people get unhappy saying, wait, I. I do all these other things, and I'll. We'll. We'll give you the hint. Here's, here's the magic, the magic formula. Where does 80% of your revenue come from?
And if you could focus that and focus that energy, because what happens is. Great example, executive coach who, who focuses on women only. Great if a really cool guy came by and said, hey, can you work with me?
Now they have a choice right now, that coach has a choice to see whether or not they want to work with them or not. And so, you know, by being focused does not limit the customers that come in the door, but by being focused, has more customers coming into the door.
[00:03:59] Speaker A: Yeah, it's. It's. It's almost like you're. You really resonate with somebody if you're speaking their language specifically, as opposed to some big, broad idiom, broad brush strokes of a big idea. It's like, I help people get clients, you know, and it's like, okay, well, what does that mean? How do you do that? By producing more exposure, you know, and like, you men, come on, you got to be. I've tried that before. That doesn't work. I'm out, you know, and, and so to what extent does really focus, like, how does somebody. In a world where everybody's tried everything and there's a thousand competitors in all possible areas, how does somebody truly focus in and say, well, I only do this.
[00:04:49] Speaker B: You know, it comes down to, I did this Napoleon Hill survey. I interviewed 500 thought leaders on credibility.
What I found was 98% of those thought leaders don't have clarity.
So there's a formula. And I'll. Josh, I'm happy to gift away the formula. I'll tell you what it is.
And once you can deploy that formula, once you can do that, everything else becomes easier.
So the first question is, who do you serve? One, two, or three words, right? This is the other thing people say, well, I serve coaches, authors, speakers. By the time you're done with that list, they don't remember Anything. Pick one, pick one area of who you serve.
The second part of the equation is what is the pain point that person experiences or that industry experiences or what is the pleasure point? So if you can articulate in less than 10 words.
So I, I call this a CPOP. Your customer pointed possibilities. I've got two. I've got two. Because there's two distinct audiences. As an executive coach, it's the Inc. 5000 CEOs leading the future with executive abundance.
But more appropriately for the audience that's listening, it's business owners generating calendar appointments using LinkedIn.
Very simple, right? And so the concept, Josh, is if somebody hears that, right? If somebody's listening right now, Mitchell, how do you do that? There's so many LinkedIn tools that does this and that and the other thing. And the answer is, at the end of the day, you ask me in the green room, why do you do podcasts? It's a great way to meet somebody. It's a great way for somebody to, to resonate with you, to feel your energy.
So when we do our, when we, it's a done with you program, when we're working with, with our folks on and getting calendar appointments with LinkedIn, it's very simple.
The primary goal is for them to actually have an appointment, for them to actually talk with their referral partners and prospects and to see if there's a vibe, see if it fits. And the more narrow it is that they could focus on who they are and who they serve, the easier it is for the referral partner to remember them, the easier it is for their client to go, huh, I need that. Tell me more.
[00:07:18] Speaker A: Yeah, well said. And it's almost like, you know, if you're, if you're speaking to the direct pain point that somebody's facing and it looks like a solution to their pain point. And then there's one other kind of, most people forget this, but it's a problem that they are actually motivated to solve.
Ah, then we have opportunity to solve. Josh.
[00:07:43] Speaker B: I love that because there are times when you can really identify the pain point or identify the pleasure point and they don't care about it.
So as a pain point, for me, if I found that 98% of the thought leaders I talked to do not have clarity, I tried selling clarity for a year now. I had a good six figure business, I'm going to say, and, but not change the world type business. And, and that is because if 98% of the population doesn't have clarity, they either think they have it or they don't think they need it. And so therefore, that is, that is a need, but not necessarily a want.
And I'll, I'll share the, the phrase I've been using a lot recently.
Sell them what they want. Deliver what they.
[00:08:41] Speaker A: Yeah, and that fits very clearly with, if you're talking to a cold audience. A cold audience can't buy you because they don't know you.
They can buy your ideas because they like your ideas. And it's something that they resonate. Like they want that, but they can't buy you because they don't know you yet. And that's the difference really between a referral. Hey, you guys could work, should work with Mitchell. He changed my life.
Well, I trust, I trust Josh.
So Mitchell, you must be great. I built a really good business that way, by the way.
But on the other hand, if it's cold, you can't be like, you guys should work with me because I'm awesome. Because they're like, I don't even know you, man.
But if I can give you an idea of, hey, you're dealing with this problem, here's a new way to solve it that you haven't tried yet.
Okay, I'll throw some money at that.
Nothing else has worked. Why not? I don't know. Who is this guy again, doesn't matter if he solves my problem.
And that's, that's a little bit of the dichotomy that I've seen and, and kind of along the lines of what you're talking about. If I can be real specific about the problem that they're facing and they want that solution, sell them what they want. That's what the market's asking for. And then once you get them in, provide what they want. But you got to give them ultimately what you need, which is the, your secret sauce.
[00:10:06] Speaker B: It, it, in this particular case, if I'm selling a fast growing company, CEO executive abundance, or if I'm selling a business owner using LinkedIn to, to basically fill up their calendar, that's what they want. So that's the thing that they're looking for, what they really need clarity and credibility. They need the ability to stay focused on who they are and how they show up. And they need to show up in a credible way so that the, the effect, the net effect of what happens in social media, the net effect that happens from word of mouth marketing, that actually takes hold because with AI, anyone who wants to be a thought leader can, you know, thought leadership is now ubiquitous. So what it, what does it really Come down to, it's that whether it's belly to belly, belly when you're physical in person, or, you know, zoom to zoom, it's actually having a conversation with a real person and feeling that energy when you're talking to them.
[00:11:06] Speaker A: Yeah. And the other thing about thought leadership is, yeah, anybody can be a thought leader, but it's important to have thoughts that lead.
And there's a difference between just having thoughts and having thoughts that lead. Anybody can think, but it takes a little bit of effort to actually think different and position yourself differently. And I think that's really what a lot of this that you're saying comes down to clarity and credibility. So we've talked about the clarity. Keep everything less than 10 words. What would be the one big piece of advice about credibility? Like, if we were establishing credibility, we can, we can call that a million different things, like credentials, letters behind your name, you know, published papers, blah, blah, blah, blah, blah. But what does it really all come down to, Mitch.
[00:12:00] Speaker B: We'Ll see. If I could first, I'll summarize it with a definition. What came out of the research is, is clarity is the quality. I'm sorry, credibility is the quality in which you're trusted, known, and liked.
Underneath each of those are 10 values.
So if you think about trust, there are four values there, but I'm going to, I'm going to pick one that's really important. Being coachable. If you get on a call and you're a know it all and you're not coachable, you're not going to be credible.
Right. Under people getting to know you, One of the most important values is being a servant leader.
So if you are somebody who's coachable and you're a service leader, you're there to serve others. That's really important.
And then under being light, I'll give you the two under light, because there's two values under light. One is showing respect.
It's very simple. Coming early to podcast, coming on time, which is a couple minutes early to everybody. Coming prepared, coming with your heart, showing respect for the person you're interacting with, but also being able to. The other thing, I call it spreading cred dust.
Sharing the ideas, thoughts and actions of others, where you're actually creating, putting their names out there. And so, you know, if you want to be liked, show respect, spread cut dust. And if you want to be credible, all the things you mentioned are important, but it's, it's not any one thing.
It's showing up in the room, whether you're physically in the room, whether you're online or whether, whether it's asynchronous, people are not seeing you there.
It's showing up where people trust you. That has to come first. Then they, as they get to know you, there's consistency with how you show up and how you say you show up.
And then finally they, they like you. Because we want to work with people and we want to play with people we like.
[00:13:54] Speaker A: Yeah, well said. And so tell us a little bit more about who is a good fit to connect with you and how can they connect with you.
[00:14:03] Speaker B: I think for this particular audience, the, the best that is anyone who has said, hey, listen, I don't want to give up on LinkedIn yet. I want to use LinkedIn effectively.
So what I'd say is we have a program, it's called Social Compliment. You can either go there or go to my website, Mitchell Levy.com M I T C-H-E-L-L-L-V-Y.com that will allow you to connect to me. Take a look at the programs we're running. Take a look at Social Compliment or if you're interested, just booking time directly on my calendar. So it's Mitchell Levy dot com.
[00:14:39] Speaker A: Very good. Hey, we're going to wrap up from here. Thanks so much to our guest Mitchell Levy for coming on and sharing a little bit of wisdom about how he can thrive and about how you can thrive in competitive industries by getting clarity and credibility dialed in. You can learn more about what he does by visiting his website, Mitchell levy.com if you are an agency coach, professional services provider or otherwise sell expensive stuff, we'd love to have you on a future episode. You can
[email protected] and once again, if you want to learn about the new way, we're booking dozens of qualified calls on people's calendars every week without cold outreach or burning cash on ad spend, you can download our free blueprint at get conversions.
Net. That's all for now. Go get that big ticket punched. We'll see you later.
