Real Estate Mastery as a Young Investor

After 11 years of real estate investing, Kyle Guthro is now working alongside CEO Patrick Francey and COO Richard Dolan as global partner with the Real Estate Investment Network and Legacy. Since University he’s accumulated properties in Hamilton, Stoney Creek, Paris, Brantford, Toronto and Muskoka to become a leading influencer for young investors on how to strategically approach money management at a young age.  

Kyle Guthro Headshot

Together we identify for you the importance of treating your portfolio like a business, stocks vs real estate investing, and how public speaking has paved the way for better communication in his business, career and family life. 

From the bottom of my heart, this was the most valuable episode we’ve done so far and contains dozens of actionable insights.

 

(If you prefer these tips in video, please click here)

Getting Started in Real Estate Investing

Kyle took a great job right out of University and immediately started saving his hard earned money. Something funny happens when you’re frugal, don’t care about what other people think and don’t buy into the unconscious consumer mentality of the masses, you accumulate capital.

At the age of 22, in the midst of the 2008 recession, Kyle’s dad brought him his first real estate investment opportunity. Because of rational money management, he had the capital to jump on the opportunity when it came knocking on his door.

“That first property,” Kyle said, “was a fix and rent.” Purchasing an older home requires renovations, upkeep and constant maintenance. Unfortunately (or fortunately depending on your perspective), within the first 2 months, his tenants called in panic because of a leak in the basement. That leak, was the first test Kyle faced to see if he was cut out for the real estate business.

A cracked foundation and $8,000 later, he decided from then on to adjust his strategy and work with his family on purchasing new builds only. Since that first home, Kyle and his family have developed significant wealth and a portfolio that would impress even the most sophisticated investors. Here’s his top takeaways from the last 11 years.

Get Your Strategy Right

  1. Treat your investments like a business. Kyle believes this, above all else, will set us up for success, “The first fundamental mindset we need to develop as real estate investors is that this is a business. We need to treat our properties like the cash flowing assets they are and delight our tenants, aka clients, just like you would if you wanted to maintain a long-term customer in business.”
  2. Find high quality clients. Tenants pay off your mortgage. If you have no tenant, or their not paying the rent, you no longer have a business. Therefore we cannot afford to compromise on the quality of our clients, even if that means sacrificing a month or two of cashflow. Nothing will put you out of business faster than a bad tenant who destroys the property, doesn’t pay on time (or never) and adds new layers of unnecessary stress into your life. Instead, do your homework, get high quality clients and subsequently treat them with utmost respect and appreciation. Buy them Christmas gifts or surprise them with a bottle of wine. Do anything you can to delight them and ensure they will help pay off your mortgage for as long as possible.
  3. Appreciation is the icing on top of the cake, not the cake itself. Years ago investors were abandoning their winning buy and hold strategy and buying properties purely on speculation of asset appreciation. Because property value was rising at an unprecedented level, investors bought for the appreciation and not for cash flow. When the market softened they were left with investments they’d paid too much for and were cashflow negative. As seductive as the quick win of value appreciation may look, stick to the cardinal rules of buying for cashflow, filling the business with high quality tenants and playing the long term buy and hold game. It’s a tried and true strategy that will make you and your family wealthy in the long run.

Is Real Estate Investing Worth the Headaches?

I asked Kyle if it wouldn’t just be easier to invest your $100,000 in an index fund or dividend paying stock? A question I’ve been seriously considering as real estate, tenants, and property management comes with many inherent headaches. He believes, no.

In Kyle’s opinion, it’s important to diversify, but real estate has created the worlds most millionaires. In addition, Canada’s immigration is accelerating and guess what people need… A place to live! Someone will be renting out those properties, why not us? And lastly, unlike with investing in the stock market where we’re allowing others to be in control of our finances and investments, with real estate you’re in control. That level of hands on experience helps you cultivate resilience, creativity and the entrepreneurial mindset. While passive stocks may be simple and safe, they will not force you to grow out of your comfort zone. You’ll miss out on invaluable skills and the consistent upgrading of your mindset and operating system.

As I personally learn more about both industries, I’m more inclined today to seek diversification. I know I’ll likely have my hands in a combination of real estate, stocks, bonds and active businesses. All of these investments have their pros and cons and in a rapidly changing economy, I believe hedging our bets will be the most promising strategy for support long-term wealth development.

Kyle’s Do This directives

Although Kyle and I had a deeply enriching conversation that spanned many more topics (you can listen to the entire interview here), his essential and actionable insights are below:

  1. Move your body. Like virtually every high performer I know, Kyle moves his body early in the morning. Wether he’s on his bike or doing a group workout class at 7am, the routine, camaraderie of being surrounded by like minded achievers and discipline it creates is non negotiable. As I’ve come to know personally, Kyle believes that movement and exercise will help you express positive emotions like confidence, gratitude and joy and it’ll give you more energy to fuel your day.
  2. Make communication a conscious practice. Competent communication is more important today than ever. The floodgates of distribution have opened because of social media, while simultaneously our propensity for focus has diminished. Therefore to break through all that noise and limited concentration  we need to be able to tell compelling and provocative stories, succinctly. This will only come as a by-product of conscious practice and Kyle suggests a quick win would be to join a local toastmasters club near your home or workplace.
  3. Network intentionally. Finding quality mentors is the equivalent to fertilizing your garden at the beginning of the planting season with manure. The right fertilizer will feed your seeds and all the hard work your putting in with quality nutrients (ideas) and ultimately speed up and multiply your path to a bountiful harvest (the success you desire). Kyle says the biggest mistake young investors make is listening to the news, their broke neighbour and friends that have never invested before! If we find mentors that have already made mistakes and can guide us to learning our discipline or desired skillset at an accelerated rate, we’ll have a much higher chance of avoiding failure and a dramatically higher rate of reaping a healthy harvest.

Audio Show Time Stamps:

  • 00- who is Kyle Guthro
  • 1:40 being on the everyday millionaire podcast
  • 3:20 starting real estate at 22
  • 7:40 finding your investment style
  • 9:25 most important lessons for new investors
  • 11:40 is it all worth it?
  • 16:00 shift gears to public speaking and how Kyle got started
  • 19:00 biggest feedback he got from Toastmasters
  • 21:00 Richard Dolan
  • 24:30 daily routines
  • 30:00 Kyle sharing from the heart

Till next time stay on offence. Aggressively pursue a better version of yourself. And remember what Jim Rohn said, “you cannot change the destination of your life overnight but you can change the direction.”

Jonathan Andrews

Out.

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Asking Better Questions and Improving Communications Through Podcasting

Stefan Headshot

Stefan Spinoff is one of what is becoming a virtually endangered species. Someone who’s pursuing a career in the same field of his formal education. After graduating from Journalism school, Stefan embarked on a journey to change the way millennials are labeled through his Podcast, “The Restless Millennial“.

Throughout our discussing we were able to uncover some deeply person truths rarely shared amongst even his closest friends, the benefits of networking and

using LinkedIn as a platform to both share content and meet like minded people and finally the spiritual destruction of comparing yourself to others.

(If you’d prefer these tips in video format, click this link)

Mission

It’s my personal hope that each and everyone of us are driven by a burning desire to fulfill their own personal mission. And when I see it manifest in the lives of those around me, it’s clear gravitational pull, it’s impact on individuals work ethic, their demeanour, and most importantly actions, it’s a thing of beauty.

Stefan Spinoff is one of those men. “The Restless Millennial,” he shares, “is an attempt to change the narrative around millennials and give young entrepreneurs the platform to add value to others.”

Our youth have ideas, wisdom and often a contemporary outlook of ways to improve our world. It’s Stefan’s belief that by shifting the label from lazy and entitled to competent and valuable contributors, we’ll begin to see significant progress and hopefully moment towards the future development of youth leadership.

It’s an admirable mission and one that I’m grateful to have been able to work towards and contribute to throughout our conversation together.

Lessons From Great Youth

As a byproduct of running his Podcast, Stefan has had the opportunity to meet and learn from a plethora of successful and ambition Millennials. One in particular is someone I’ve seen develop a considerable following on multiple social platforms, Manu Goswami.

Manu’s a Top 20 Under 20, CEO of Trufan and 2x Tedx Speaker. After amassing a following of 50+ thousand professionals on Linkedin, Manu was able to glean some wisdom that Stefan’s taken advantage of to this day. Many shared that if you jump in and begin creating and curating content on LinkedIn today, you’d still be considered an early adopter. The platform hasn’t reached saturation, there’s room for youth and adults alike to build a strong professional brand.

As businesspeople, influencers and future world movers and shakers, attention is currency and according to Manu it’s not too late to take your fair share of the pie on LinkedIn. With over 250 million active users… I’d be happy to take a small crumble of the left over slices falling off the side of the table!

Today, as a result of the show, Stefan’s taken strides to increase the volume and quality of his posts on LinkedIn and he’s seen immediate results.

“I can already see the exact same posts I put on LinkedIn getting more traction and views than the ones that I post on Instagram.”

You don’t need to tell me twice. If we’re going to take our professional brand seriously, there’s no time like the present to aggressively leverage LinkedIn to build our brands.

Fun Facts About Stefan

Stefan admitted to being a huge Michael Jackson fan back in High School. So much so that he would video tape himself learning the moves and post them on Youtube. The name of that channel is still unknown, but what we do know is that you can see an extremely revealing (and impressive) 30 second clip of Stefan dancing here (skip to 18:30).

The Death of Joy

As a parting thought from our time together, Stefan offered the idea he’s been pondering over the past few weeks,

“Comparison is the thief of joy.”

I personally returned the thought with an axiom I frequently revisit,

“Don’t compare your chapter 1 to someone else’s chapter 7.”

Stefan reminds us that while there are so many opportunities today because of social media, it can be equally as destructive, if we allow it. As Jim Rohn says, we need to stand guard at the doors of our minds.  If we don’t we’ll allow the lifestyles, possessions, and perceived happiness of others to plant seeds of fear, doubt and uncertainty of our own unique paths.

We’re quick to wish we could do more or have more, even if those things aren’t actual priorities for us. Stefan is working on and challenges us to stop comparing ourselves to others, especially from what you see on social media. To seek our own truths, to work hard on what makes us passionate, and attack each day, one step at a time.

Stefan’s Do This Directives

  1. Raise your LinkedIn game – It can be extremely challenging to break out on matured and saturated social media platforms. Yes, our content needs to be high quality. Yes, our ideas and positions need to be provocative and thought provoking. We won’t argue that. But if we’re going to be posting anyways, let’s up our game by using a platform that still has significant room for us to grow a strong and loyal following. See you on LinkedIn!
  2. Focus on your own path – We all have goals, desires and ambitions unique to us. However, we’re so easily intoxicated by the sizzle of others lifestyles. Hold your ground, don’t compare yourself to people’s possessions and lives. Can you use it as fuel to create a better life? Yes. But ensure you’re standing guard at your mind and not allowing comparison to steal your joy.
  3. Listen to the Restless Millennial. Now available on Spotify, you can find Stefan’s Podcast with Manu Goswami here.

Audio Show Timeline

  • 00:00 intro who is Stefan Spinoff
  • 1:30 what is the Restless Millennial
  • 4:30 favourite guests
  • 9:00 how to ask better questions
  • 10:30 taking advantage of journalism background
  • 14:30 challenges of doing the podcast
  • 16:00 things people don’t know about Stefan
  • 19 who is Stefan grateful for
  • 21 Stefans process for self improvement
  • 23:20 don’t compare yourself to others

Till next time stay on the offence. Aggressively pursue a better version of yourself. And don’t forget what Jim Rohn said, “you can’t change the destination of your life overnight but you can change the direction.” 

Jonathan Andrews

Out.

Winning Contests and the Dark Side of Toastmasters

Imagine the tens of thousands of people in Toronto that compete every year for the chance to grace the stage at District toastmasters competition. Unfortunately, of those tens of thousands only 6 will compete and only a small handful will ever win.

Now imagine a person who consistently wins those contests year after year after year. That’s Michael Orrett. And with that experience and expertise, my ears were wide open when he shared in detail his top tactics for achieving public speaking success.

Michael Orrett Headshot

(If you prefer these tips in video format, please click this link)

Become Outcome Independent

Michael believes that one of the biggest reasons for his success in competition is that he couldn’t care less if he wins or loses. He didn’t join toastmasters to win contests, he joined to improve his speaking. When you make that mental shift to the fact that every opportunity on stage is an opportunity to take new risks and to learn your weaknesses and gaps, you’ll start to make huge leaps in your abilities.

As a long time competitor, Michael’s seen hundreds of people take the stage. Most of which have tied their identities to their success or failure in competition. That philosophy will be devastating when your name is pulled first and you crumble under the pressure of needing to start off with a bang, or destroy you mentality for the entire hour leading up to your speech if you’re pulled for last.

Instead, focus on why you started speaking in the first place and make sure that evrytime you hit the stage you’re expanding your horizons and creating awareness of where you can improve moving forward.

Michael’s Top Tips for Humour

With dozens of humour contest wins under his belt, I took Micheal’s tips on joke telling seriously. Here’s a handful of his most actionable insights:

  • Tell jokes with attitude. If you look at the worlds best comedians, even their body language expresses humour. Jim Carrey, Michael’s favourite comedian, doesn’t even need to open his mouth to be funny. He demonstrates attitude through every fiber of his being. A big vulnerability Michael see’s with new speakers is that they deliver and tell jokes with the same tonal patterns they would in regular speech. Add another dimension to your tool belt and start weaving attitude into your joke telling today.
  • Test how many ways you can tell the same joke. A two sentence joke has hundreds of different variations. Where do you pause, emphasize specific words, move your hands or body can all vary and will have an impact on the delivery. Michael suggests testing at least 6 different variations and seeing which one comes out the best.
  • Don’t step on your own jokes. Getting laughter is tough, don’t step on your own jokes by talking through that laughter when you get it. Allow the laughter to ride like a wave and only begin speaking again as it dies down. Otherwise, the joke doesn’t get the same impact and everything you say during the laughter will get lost through the distraction.

*Bonus tip* Remember that laughter multiplies. If you get a few chuckles in a small room of 10 people. The same joke will make an audience of 100 people howl!

Speech Preparation as a Beginner vs Pro

As a beginner, Michael urges us to get away from paper. He doesn’t care if you have to memorize the entire speech word for word, there’s nothing that shouts I’m not prepared like holding paper in your hand. In addition, it is an inhibitor for us to express ourselves through our body language including hands and movement.

As we progress, consider more fluidity in your presentations. Michael writes only 50% of his speeches today and then begins his rehearsal. From there, he finds that the speech begins to naturally write itself.

Next, focus on ideas and not memorization. Develop a clear idea, theme or argument and the secondary or tertiary points you’ll use to support those ideas. But from there, give yourself the space and freedom to be fluid. Meaning, if someone’s wearing a funny shirt, or said something inappropriate before the meeting started or the DJ was playing the wrong music, you have the opportunity to weave the relevant moments of the event into the presentation. This show’s the audience that you’re aware and paying attention and that you have the ability to think on your feet rather than regurgitate a message like a preprogrammed robot.

Finally, Michael and I both agree that fitness should be ever-present in our journey of communication excellence. Not only does he believe that he’s calmer, more clear headed and generally happier because a dedication to fitness, Michael uses it as a tool for preparation.

I remember in October of 2017 during the lead up to the Speaker Slam Grand Slam, Michael was posting montage videos on FB of his workouts calling me out asking if I was ready for the event. He would do push ups, stair climbs and sprints and than rehearse his lines out of breath.

“Rehearsing out of breath,” Michael says, “is a way of mimicking the emotions of nervousness you’ll feel on stage. If you can deliver your speech after a set of sprints, you’re ready to rock the house.”

I couldn’t be more grateful for Michaels friendship and guidance, as he says, he’s just keeping it a buck! (keeping it real with attitude ;)).

Do this.

  • When you’re about to take the stage, remember why you started and forget about winning.
  • See how many ways you can tell the same joke. Strive for at least 6
  • Remove notes from your presentations at all costs. Don’t allow yourself to be underprepared!

Audio timeline:

  • 00: intro and who is Michael Orrett

  • 1:40 death by violin story

  • 3:30 good vs the best of the best speakers

  • 7:00 tip for authenticity

  • 10:00 tips for humour

  • 11:25 take away for joke telling

  • 12:10 don’t step on your jokes

  • 16:00 how he prepares.

  • 18:45 preparation for beginner speakers

  • 20:40 exercise and speaking prep

  • 24:00 dark side of Toastmasters

Till next time  stay on offence. Aggressively pursue a better version of yourself. And remember what Jim Rohn said, “you cannot change the destination of your life overnight but you can change your direction.”

Jonathan Andrews

Out.

Overcoming Depression and Becoming the Hero of Your Own Movie

Here’s a short list of seemingly unsurmountable challenges Kevin Rempel has struggled through:

  • During a hunting trip with Kevin, Gary, Kevin’s father, fell from a tree and became paralyzed
  • Years later in 2006, Kevin crashed hard in a Motocross accident and became an incomplete Paraplegic
  • It took 6 weeks for Kevin to wiggle his first toe, 10 months in a wheelchair before walking (Doctor’s said he’d never walk again) and a full year after his injury before Kevin rode his dirt bike again
  • In July of 2007, Kevin’s father took his own life after years of battling with depression and addiction
  • Carrying the personal burden of depression on multiple occasions, hitting him particularly hard after the 2014 Sochi Paralympics

With that background of suffering, you’d think Kevin would be a broken man. But in fact, that couldn’t be further from his reality.

Never Give Up Kevin RempelI call Kevin the resilience ninja as he blows me away time and time again with his ability to not only deal with, but absorb life’s challenges and turn them into fuel. Through his incredible journey to the Olympic podium, winning Bronze medal at the 2014 Paralympics in Sochi, Russia, Kevin now brings his powerful message of hope and resilience to audiences through his speaking and writing. His personal story inspires others that even when you have every reason to quit, you must keep moving forward. It’s up to you to rise above it all and become the hero of your own movie.

I couldn’t be more grateful for the opportunity to share Kevin’s unique personal philosophies with you here.

If you prefer these tips in video, please click this link.

Kevin’s 3 Breakthroughs in Resilience

His first step is to take personal responsibility of your situation. When you’re in the mud and it feels like nothing is going your way, it’s so easy for us to point fingers and look for someone to blame. Kevin believes strongly that although we’re not always responsible for what happens to us, we are responsible for what we do about it. As one of my personal hero’s, retired Navy Seal Jocko Willink puts it, “You must own everything in your world. There is no one else to blame.”

Once we detach ourselves emotionally from our position,  taking responsibility allows us to focus forward. We can then, and only then, become pragmatic and realize potential paths out of the mud.

Now that we’ve taken personal responsibility, it’s time to take things one step at a time. Kevin says that,

“Ordinary actions taken consistently lead to extraordinary results long term.”

In his own life he tries to focus on the small things that make a big difference. For example, after the Sochi Paralympics in 2014, Kevin fell into a deep depression that was virtually unbearable. He stopped working out, was going out late and partying with the wrong circle, he had no goals and was spiralling downward. When he looks back at how he overcame those circumstances he recalls a single grocery trip where he chose a bag of apples over chips. 

He often needs to reminder himself not to overcomplicate resilience and happiness. Often, it’s as simple as the opposite of whatever got you knee deep in the mud in the first place. For Kevin, his glorious journey from depression to progression all started with a bag of damn apples. The same is true for us. It doesn’t need to be drastic or something profound. As Kevin says, take things one step at a time. Establish some new disciplines. Be the hero, pick your ass up and take the first step.

Finally, never give up. To Kevin, this was clearly never an option. Seeing his father take his own life was the only example he ever needed of what he wouldn’t tolerate for himself. That mentality has translated into his career as an athlete and now today as an entrepreneur. And he wants the same for you. Be the hero of your own movie. The ending of your story is yet to be written and every day is an opportunity to write a new chapter.

Because of my association with Kevin, I’ve changed my belief system around obstacles. I used to hate problems and found the roadblocks of life to be draining, painful and unfair. Now, I realize it’s the journey of going through the trenches and getting yourself to the other side where your resilience is built and your character is developed.

Practical Tips of Starting Your First Business

Kevin is a huge advocate for testing your market before diving in head first. Throughout my formal education in entrepreneurship we’d call this developing product market fit through a minimum viable product.

In the early stages of the Sledge Hockey Experience, Kevin tested his business model with a paying customer. He got great feedback, testimonials, and knew in his gut that he had something great. He went on to test the experience with two other events before going all in. It was only after three paying customers that he sold his own rental properties and Harley Davidson to infuse the company with cash and get it off the ground. 

He encourages budding entrepreneurs to test their markets and focus on delighting people. He’s created a product and service that provides more value than what you pay for. And because he loves what he does, he’s always willing to go the extra mile. His personal commitment to delighting customers reminds me of a Seth Godin quote,

There are two paths, really:

“I will serve just enough to make the maximum profit” or “I will profit just enough to provide the maximum service.”

The Sledge Hockey Experience is a shining example of profiting just enough to deliver the maximum level of service. A commitment to excellence worth striving for.

Kevin’s 2 Cents on Life Long Leaning

At the time of this interview Kevin was reading a book about Public Speaking to help him grow that segment of his business. Out of personal curiosity, knowing how many plates he’s spinning and how well he’s already doing, I asked Kevin why. Here’s his response,

“Hard work beats talent when talent doesn’t work hard.”

He expressed that if he, or anyone else, wants to get to the point where we can double our speaking fee year over year, we need to take deliberate action, invest in ourselves and surround ourselves with quality mentors and coaches. He reads books to shed light on his blind sides or things he’s never thought about implementing in his businesses before. Getting from where you’re at to where you want to go is a process of growth through learning, the application of those new ideals, and iteration along the path to our goals.

You and I better be willing to work hard too, because whether we see it or not, there’s hustlers like Kevin Rempel out there putting in the reps, reading the books, and working hard behind closed doors.

Do this.

  1. Do the opposite of what got you in the mud in the first place and focus on the little steps that can point you in the right direction. For example, go buy a bag of damn apples and eat them!
  2. Test your assumptions before diving in head first. Kevin did 3 events before he went all in on the sledge hockey experience. Avoid throwing caution to the wind and look before you leap.
  3. Buy Still Standing. If you want to get to know Kevin Rempel in-depth and be inspired like never before, his book will speak to your heart and remind you of the beauty of this day. When I’m having a tough day and can’t keep my challenges in perspective I lean on Kevin’s story to never give up.

Audio show notes:

  • : 00 who is Kevin repel
  • 1:50 what is the sledge hockey experience
  • 3:30 how to give an elevator pitch
  • 5:50 Kevin’s personal story of overcoming obstacles
  • 8:20 being the hero of your own movie.
  • 8:55 Kevin 3 major tenants of resilience
  • 10:50 transparent reflection about leadership from team canada
  • 15:00 Self talk during dark times
  • 17:00 Blueprint to depression
  • 20:00 how to get the first couple sales as an entrepreneur
  • 22:00 document rather than create on social
  • 28 writing the book still standing
  • 31:30 lifelong learning

Till next time stay on offence. Aggressively pursue a better version of yourself. And remember what Jim Rohn said, “You can’t change the destination of your life overnight, but you can change the direction.”

Jonathan Andrews

Out.

Selling from the stage with Ronnie Fisher

Ronnie Fisher is a real estate investor, success coach, a motivational speaker and the host of momondays Niagara. He’s been featured on several TV shows, radio and podcast interviews and we were lucky to block off some time to have him on the show! Having taught english overseas he’s developed a passion for education that’s translated into personal development and real estate investment seminars.

Ronnie Fisher HeadshotHis purpose in life is to educate, inspire, motivate and encourage others to discover their passions, dreams and design a blue print to achieve their life goals.

Right off the bat we spent time talking about adequately preparing for your next high stakes performance!

 

(If you prefer these tips in video, check out our interview here.)

Preparing to for the stage

As Ronnie put it,

“Context is king.”

As speakers it’s our responsibility to know our audience, the venue and the expectations from the organizers. In an informal setting such as momondays he often finds himself speaking off the cuff and delivering whatever his heart speaks to him in the moment. He often has the luxury of introducing friends and the environment they’ve developed is that of authenticity and raw storytelling. Therefore it’s only fit that his performance follow suit and matches the context of the setting.

On the other hand, in a professional context such as a business meeting, pitch or weekend long real estate investment seminar, going with your heart simply won’t cut it. According to Ronnie, Disciplined and rigorous preparation of our material will help you:

  • Know where you are in your presentation how long you have left
  • Deliver the highest quality content for your audience
  • Create consistent, measurable and therefore improvable results

Any of those outcomes separately is enough to justify hours of preparation before your next big presentation. The aggregate makes it non-negotiable.

Sell the feeling

Selling from the stage can often be high pressure for the speakers. You’re being counted on to deliver and the lack of results can be devastating for the event organizers and the business as a unit. Fortunately for us, Ronnie was willing to share his battle tested strategies to maximize your potential to sell.

Ronnie painted the picture for us of a brand new shiny red corvette. Why would someone buy a luxury vehicle like that? Cars simply get you A to B and a $30,000 cheaper car would do the exact same job. With that philosophy it’s virtually never a logical decision. The answer is that people aren’t buying the corvette. They’re buying the way owning, driving and sitting in the car makes them feel.

red corvette

And that’s exactly what Ronnie recommends for those selling from stage. It’s critical we tap into the reasons why people would benefit from our product or service at an emotional level. Will it help them get out of debt? And if so, what would that make them feel? Would it help them send their kids to college? And if it did, what would be the impact of their children and their children’s, children.

By focusing on the feeling, and the why, we’re able to tap into the part of humans that make decisions and take action. He further reinforces the idea by reminded us to tell deeply personal stories that will resonate with the audience.

For example, by opening ourselves up to where we were, where we are today as a result of taking actions or using xyzzy product or services, and where we will be in the future by consistent action and following a system, others can see themselves in our shoes. If someone says, “aha!” I’m just like Ronnie and would love to get to where he’s at, they’re much more likely to commit than if you didn’t tell stories or if their internal dialogue is, “Ronnie just doesn’t get me.”

Book recommendation

One book in the last 5 years has made a lasting impact on Ronnie’s life and that was Think and Grow Rich by Napoleon Hill. I’ve personally read it multiple times and I know that many of the individuals I look up to (Ronnie included) encourage people in their lives to allow the book to support them in finding success. Napoleon Hill lays out a blueprint for us to accomplish our goals and if you work the plan, it works.

Today, Ronnie continues to be inspired by the work and has developed a personal mission statement based off it’s principles.

Mission statement

His purpose in life is to educate, inspire, motivate and encourage others to discover their passions, dreams and design a blue print to achieve their life goals.

Ronnie’s Do This Directives:

  1. Focus your preparation energies based on context. Ask yourself the questions, who’s in my audience, why are they here, how can I deliver the most value? Prepare accordingly.
  2. Think deeply about how you can resonate on an emotional level with your audience and prospects. Can they see themselves in your shoes? If not, remember that people buy from those that they like and trust. Start working immediately at weaving stories and a human element into your pitches.
  3. Invest in yourself and pick up Think and Grow Rich. Your future self and family will be immeasurably grateful you did.

Audio Show Timestamps

1:45 – how to resonate with the audience at momondays

4:45 – informal presentations

7:00 – formal presentations

8:30 – stay on time

12:00 – selling from stage

14:20 – people buy emotionally

16:45 – whats holding people back

20 – how to manifest your dreams

Till next time stay on the offensive. Aggressively pursue a better version of yourself. And remember what Jim Rohn said, “you cannot change the destination of your life overnight but you can change the direction.”

Jonathan Andrews

Out. 

How to win speaker slam with Dan Shaikh

Dan Shaikh is the Co-Founder of Speaker Slam – Canada’s Premier Inspirational Speaking Competition with over 200 attendees monthly and attracting a stellar lineup of speakers and professional judges. He is a Event Producer, Video Creator and a Process Specialist.

Dan Shaik HeadshotDan is also the Founder of Speaker Slam Video Productions empowering speakers to reach a bigger audience through video. His greatest passion and life’s mission is living and creating peak experiences for others.

We met now almost 2 years ago. In September of 2016 Dan was the President of the best Toastmasters group in the city, CSI Pitchmasters. I fell in love with the club and we’ve been great friends ever since.

In our interview together Dan speaks to:

  • How to win speaker slam
  • What to avoid on stage
  • How to crush it in front of and behind the camera
  • How event organizers actually choose speakers

(If you prefer these tips in video check out our interview here)

Win Speaker Slam in 3 steps

After over a year of competition and dozens of events Dan has seen speakers that have crushed the stage… And the occasional speaker thats flopped. He expressed that it’s key a speaker comes with at least 2 of the following three traits,

“Our top 4 always have these 3 things in common. They demonstrate genuine vulnerability, they make our audiences laugh or they show up with poise. The confidence, charisma, and x-factor that’s intoxicated to watch and we can’t take our eyes off them.”

On the flip side, here’s Dan major tips to avoid.

How to lose Speaker Slam

The most common speaker pitfall is that of the conversationalist. They show up without having prepared, not wanting to be too scripted and as a result their message doesn’t land or they choke. Consistently, the top 4 speakers and ultimately the winners are the most prepared and take their time on stage seriously.

The way I see it is that there’s no greater level of narcissism than believing you can walk up on stage after 9 prepared speakers and believe you’re so good that you didn’t need to prepare. Repetition is the mother of learning and it’s no exception here at Speaker Slam.

How to look good for an event planner

Not only is Dan onstage as a host of Speaker Slam, he also organizes the speakers, the venue and the event as a whole. As a result he’s witnesses hundreds of applications to compete and has developed a sharp eye to what stands out for event planners.

Dan said,

“Your branding starts with your profile picture. It speaks volumes about how invested you are in your career. You could easily look at all of the profiles of past speakers and point out the top 3-4 from each event based on their pictures. Those speakers are serious and make a big impression on event organizers.”

From there a logical progression is to develop your brand hosticially. Dan recommends thinking deeply about your presence on the main social platforms like Instagram, Facebook, LinkedIn and Youtube. Do you have video content? Are you writting? How are you staying relevant? If you fit the bill on these criteria you’ll be in an event planners good books.

Video Editing 101

Dan expressed to me that video is more important today than ever before (hence the video podcast). As a result, if you want your career as a speaker to grow, you need to be capturing yourself on video.

“If an event venue has 50 people in attendance and you crush it… You reached 50 people. If you crushed it AND captured it on video, than you have the potential to reach 5000 people by leveraging social media.”, Dan said.

I agree, don’t limit yourself to the confines of physical attendees. In addition, no meeting planner will ever take the risk on your as a paid speaker if they can’t see a quality speaker reel prior to the event.

Here is Dan’s top three tips to experiment with:

  1. Make the first 3 seconds as memorable as possible
  2. Invest in quality lower thirds
  3. Ensure your have either multiple angles, b roll, or jump cuts to keep your audiences attention
  4. BONUS* test subtitles as they can stop those scrolling mindlessly through Facebook in their tracks

How to kill it in front of the camera

The gave of video is simply a question of energy. If you’re a 5 in person, you need to 10x your energy on camera. It’s challenging to properly capture energy on video and so a 10 looks like an 8 and if you’re a 5 you look like a 1. Dan’s suggestion is to be more animated, speak louder and to show up with more energy than you would ever consider necessary.

If you want great examples of this check out Gary Vaynerchuk or Logan Paul.

Dan’s Do This Directives:

  1. If you want to dramatically improve your stage presence and fill in your current gaps than film yourself and review the content. I dive deeper into the need to film yourself for continuous improvement in this video (skip to 3:50 for the tip).
  2. Get a professional headshot… Yesterday! Take the first step towards your professional branding with a quality headshot. Then consider the way you’re showing up on social.
  3. Come/ Compete at Speaker Slam! You can find out more about the event and buy tickets here.

Show notes for the audio Podcast:

2:00 Me expressing my gratitude for Dan and his business partner Rina.

4:00 What is Speaker Slam?

5:30 How Speaker Slam started.

9:15 Tribute to Maria Rocellis.

10:30 How to work with a business partner.

12:31 How to make it into the top 4 at Speaker Slam.

15:30 What to avoid at Speaker Slam.

17:40 How to look good for event planners.

21:00 What do event planers want from speakers.

22:30 Why we need to create videos.

24:40 How to get more engagement on posts.

26:30 How to crush it editing videos.

32:00 The one thing you should be doing today.

Till next time, stay of the offensive. Aggressively pursue a better version of yourself. And remember what Jim Rohn said, “you cannot change the destination of your life overnight but you can change the direction”

Jonathan Andrews

Out.

 

The Science of Persuasion and Logos – IWTYTS

We’ve made it!

Aristotle laid out three pillars to persuasion and our final to discover together is Logos. In an emotional and highly irrational world, do we still need to use logic in debate and rhetoric?

More than ever before.

Logos translates in greek to logic and helps your audience make sense of what you’re saying.

You want to make sure that everything you say has an understandable, logical, and has a real message. The supporting arguments should be clear and flow nicely into the main points. To develop this element, key questions to ask yourself are:

1. Does this message make sense?
2. Is the message based on facts, statistics, and evidence?
3. Will the call to action actually lead to an outcome the audience wants? Will it solve the problem that’s been presented?

With high logos you are less likely to have the audience turn to the person next to them or walk away saying “what the heck were they talking about?”

I highly encourage you to focus on structure in your presentations to develop logos. I cringe when I see speakers who have a lot of great information but it’s not organized. Who tell fantastic stories, but they’re irrelevant to the main theme and therefore do not persuade.

Let’s all just keep it simple. There are only a few main structures to presentations:

  1. Intro, body, conclusion
  2. The three act structure – same style, different name, where you have the context, climax and conclusion
  3. Tell them structure – Tell what you’re going to tell them, tell them, tell them what you told them

If you focus on structure and than back up that structure with messages based on fact and evidence that support your arguments, you will successfully inject logos into your rhetoric.

Now as I hope you’re aware of from our precious posts,

Aristotle intended us to use a combination of these three forces, ethos, pathos and logos rather than keeping them mutually exclusive.

Aristotle ethos pathos logos

These pillars intertwined create the greatest chance for influence. They are supportive, and complimentary, not independent. It reminds me of when I started my first business at 18. Our trainers would often coach that there are multiple kinds of people, sharks, whales, dolphins and sea urchins, and our responsibility as presenters pitching our ideas would be to appeal to them all. The same is true here.

In each audience there will be people who just aren’t persuaded by what school you went to or what clothes you wear. There will be people who make decision solely on their gut, on emotion, and if you’re unable to appeal to that person, you will not influence them. And finally, there will be analytical people in your audiences. Are you giving them the stats and evidence and logic they need to make an informed decision, because if you aren’t it’s highly likely you’re missing out on business or changed lives.

Ultimately , my hope and vision for you is to allow these concepts of persuasion, ethos, pathos and logos to sink deep into your subconscious. For you to take them with you for the rest of your career so that when someone needs a sale made, they can call you, a relationship built, they know who to ask, or someone to change the world, you are the one on stage delivering that message.

Till next time stay on the offensive. Aggressively pursue a better version of yourself. And remember what Jim Rohn said, “you cannot change the destination of your life overnight but you can change the direction.”

Jonathan Andrews

Out.