Dr. Jeremy Weisz | How to Get Clients and Referrals When Working from Home

Dr. Jeremy Weisz is the co-founder of Rise25 Media, which helps businesses connect with their ideal partners, referral partners, and strategic partners using a done-for-you podcast. Dr. Weisz has been involved in podcasting for 11 years and was a senior producer for one of the early business podcasts where he helped to put all of their systems in place and helped them add volume, feature, and edify various business leaders. 

Dr. Weisz has been running his own podcast, Inspired Insider, since 2011. He has featured in video interviews founders/CEO’s of P90X, Atari, Einstein Bagels, Mattel, the Orlando Magic, and many more on InspiredInsider. He continues to run his own chiropractic & massage facility in downtown Chicago and has also founded a nutritional supplement business. 

Dr. Weisz is one of the brightest minds not just in business but also in content marketing, relationship building, and business networking.

 

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Here’s a Glimpse of What You’ll Learn:

  • Why podcasting is the best way to give to your network and edify people
  • The different ways that you can give to people
  • What Dov Gordon does for his clients and his curated community 
  • The most common questions and concerns people have about podcasting
  • The 4-step process of connecting with clients and referral partners virtually
  • Step #1: Identify your dream 100 clients
  • Step  #2: Reach out to people and identify what to include in your outreach messages
  • Step  #3: Conduct the interview and feature the person
  • Step  #4: Produce, publish, and promote the interview
  • How Rise25 Media helps businesses build relationships with clients and referral partners

Resources Mentioned:

Sponsor: Rise25

Today’s episode is sponsored by Rise25 Media, where our mission is to connect you with your best referral partners, clients, and strategic partners. We do this through our done for you podcast solution and content marketing. 

Along with my business partner Dr. Jeremy Weisz, we have over 18 years of experience with B2B podcasting, which is one of the best things you can do for your business and you personally. 

If you do it right, a podcast is like a “Swiss Army Knife” – it is a tool that accomplishes many things at once. It can and will lead to great ROI, great clients, referrals, strategic partnerships, and more. It is networking and business development; and it is personal and professional development which doubles as content marketing

A podcast is the highest and best use of your time and will save you time by connecting you to higher caliber people to uplevel your network. 

To learn more, go to Rise25.com or email us at [email protected]

To learn more, book a call with us here

Check out Rise25 to learn more about our done-for-you lead generation and done-for-you podcast services. 

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Episode Transcript

 

John Corcoran  00:40

All right. Hey, welcome everyone. John Corcoran. Here. I’m here with my friend and business partner, Dr. Jeremy wise. And we’re going to do a quick live here to talk about a topic that everyone’s thinking about right now. Which is if you’re stuck in the house, you’re stuck working from home, you can’t travel you can’t go out and network Face to face maybe like you used to. How do you keep things moving forward in terms of your business? How do you keep developing relationships with new potential clients, new referral partners? What can you do? And Jeremy is an absolute expert in that. So for at least 11 years now, he’s been involved in the world of podcasting. He was a senior producer from the early business, one of the early business podcasts, helping to put all of their systems in place, and helping them to really add volume feature and edify tremendous numbers of different business leaders, and then has been running his own podcast inspired insider since 2011. And has been my business partner since 2015. And is one of the brightest minds when it comes to not just business but also using business and content marketing and relationship building and networking, putting all those pieces together in a way that’s fun and edifying and build your network at the same time. So consequently, is what are those good network people that I know Jeremy, let’s tackle this topic. First of all, thanks so much for taking the time.

Jeremy Weisz  02:04

You know, it’s funny, we talk 10 times a day, but we never take the time to do something like this. No, rarely. So thank you for having me.

 

John Corcoran  02:12

This is only my second time interviewing you, I think, actually. And it took me a couple of years to get him on the podcast. It’s actually one of the hardest gets I had. So let’s break this down for people. So if you’re listening to this, and you’re working from home now, and you’re doing your best to get the job done. And maybe you used to get your new clients and referrals from going to face to face events or from traveling or going to conferences and things like that. What can you do now in order to be able to continue to get leads and referrals and clients without being able to leave the house?

 

Jeremy Weisz  02:50

Yeah. Yeah. I mean, there are several steps that we talked about in this day and age right now. And in general, how do you get clients or referrals in this day and age? How do you get clients and referrals virtually Right, because we can’t go to events we can’t do in-person meetings. And so we have you were talking right before, there are really four things that we do personally and what we recommend clients and other people to do that will help you do this. And we’ll map that out. Now, but the bottom line, how you do it, in our minds, is two very simple things. One, you podcast, podcasting. You know, we’ve been doing this for over 10 years, and even before we had a service to help people, we would tell everyone, if you have a business, you should have a podcast period, it’s the best way to give to your network is the best way to edify people. And so really is to bring them on and to give to people and the best way to connect with anyone and help someone and form a relationship is to give to them. And so podcasting allows you, the medium and the platform to give and bring people on so we’ll break down the one of the four things you don’t have to use podcasting to get The people, right, sure there’s always

 

John Corcoran  04:02

right, john. Yeah, I mean, I’ve done it with a teacher. Yeah, I’ve done it with a book I wrote for Forbes and Business Insider and entrepreneur and all these different publications. The problem these days is, it’s very difficult to do. And it really limits your ability to utilize this tool. So when I was writing for those publications, it was a lot of work. It’s hard to get in there in the first personal

 

04:22

I hate writing. So

 

John Corcoran  04:25

yeah, it’s much more streamlined to have a conversation like we are right now. and not have to worry about producing content afterwards or writing an article. So consequently, over the course of a year, you end up you know, magnifying the number of people that you can connect with and build a relationship with which is really a critical component, by the way, Robert Kennedy is here, Robert Kennedy. Good to see you here. Continue Jeremy.

 

Jeremy Weisz  04:46

Yeah, no, I was gonna say, um, some other ways you can give to people right is, um, like you said, writing articles and featuring them in them. You can write books, write a book and feature them There are friends of ours and people you know have amazing services of you know, helping people write books, it is a lot of work to do that as well. Um, but there’s a lot of ways to edify and give to people. Yeah. So how the medium of podcasting?

 

John Corcoran  05:18

Yeah, it’s such a great point. So let’s break it down. So what’s the process and by the way, Joe Gordon is here Joe, great to see you all the way from over in Israel, Mark Baer, one of our favorite clients all here so thanks you guys Joe. I owe

 

Jeremy Weisz  05:31

you an introduction actually. It’s like

 

John Corcoran  05:34

looking at my look at the master work. Look at the memo

 

Jeremy Weisz  05:38

though or I am garlic if you’re listening this I’ve been meaning to dove is an amazing JVM service he highly bets people and I in garlic religions I’ve been meaning to introduce you to because I is interested dope so I will make sure I’m on record to make sure that happens.

 

John Corcoran  05:56

And just to say a word about dove. What he did Does for some clients his he helps them to set up curated communities of really like-minded peers that you curate and becomes a tremendous source of referrals. And we’ve been members of Joe’s community for five, six years now or something like that seven years now. And it’s been just an amazing year. All right, I have absolutely yeah. Yeah. So, but let’s break into it. So there are four steps over the course that go to the source steps of this process. And yeah,

 

Jeremy Weisz  06:29

so there are four steps really to help you know, connect with clients or referral partners, virtually in the four steps one is identifying them, right who are the most people don’t take the time to identify their best referral partners to teach partners and clients and when we you know, we didn’t coined this term, but dream 100 process we go through with people their dream 100 process and map help them map out the best clients or for partners and strategic partners in this city. Just to give you an example, there’s there’s many different categories that we go through john, I haven’t encountered them, we may go through over 20 different categories of potential strategic partners referrals. One, you know, would be, I guess, a conference, a conference where your people like where do large, you know, without going into too much detail right now, it’s, you know, tons of time, but where do large amounts of your clients gather? It could be an industry conference, and that’d be one example. The second initiative mapping this out and identifying is, is the outreach What do you use in in do to reach out to them via text, phone, email, what messaging Do you use and how do you reach out to those people and give a podcast obviously, it’s, um, if you want to feature them on the podcast, it’s a big give any give that you have is a great way I don’t like reaching out to people with you know, asking I like to give and so what is the gift you can use as the outreach The third is conducting the interview. If you especially if you’re doing a podcast actually conducting it, and then giving to them, edifying them and continue the conversation on the call, when you’re on with them, how you can maybe collaborate together and how you can help each other, it’s really about helping each other and the fourth is actually publishing it. So once you, you know, conduct the interview, publishing it, and then not just publishing and leaving it, but actually promoting it on email, social media and letting the other person know that it’s published that they can let their fans in and clients and family and friends know as well.

 

John Corcoran  08:33

Okay, so that’s all well and good, but we don’t care about that all we care about is let us know what kind of microphone we should buy and what kind of recording software so forget about all that

 

Jeremy Weisz  08:41

cover. And the most common question is actually john, you know, with podcasting or anything as well, um, how do I get downloads? How do you get subscribers? What microphone do you use? What technology do I use in? Listen, I’ll answer that in 10 seconds so that you could forget about it, put it in your mind it’s done and focus on What the real question is, is how do you have it serve your business? Right? I’m a Blue Yeti 100 buck USB mic on Amazon, we both use an ATR Audio Technica 2100, which I think upgraded this, it’s not 2100 anymore, it’s something else. It’s $70 on Amazon, and we use zoom, or some other, you know, there are tons of ways to record, you know, record an interview or content.

 

John Corcoran  09:26

But the more important point is really like when people think about starting a podcast, they fixate on the wrong things like what microphone do I buy, rather than actually thinking deeply about? Who are the people I’m going to edify? Who are the people that I’m going to feature because that’s gonna affect how my network is going to grow really, like ultimately your network becomes the people that you decide to proactively reach out to and to feature and

 

Jeremy Weisz  09:53

you know, you know, and I don’t know really, I mean, you take Reed Hoffman of LinkedIn or Or Tony Robbins, they still use interviews, they have probably amazing networks and no presidents and the top founders in the world. They still use interviews to edify people and to give to people and uplevel their networks, even though they’re already people consider them some of the most well-networked people in the world.

 

John Corcoran  10:17

Yeah, can you see it happen a lot? So let’s go a minute on each one. So first identifying your dream 100. How do you do that? How do you figure out who they are? What categories?

 

Jeremy Weisz  10:27

Yeah, I mean, we touched on briefly is we’re doing large, you’re the best you can go after your dream. 100 be clients, it could be referral partners and could be strategic partners. Okay, so also those, those are all going to be a little bit different. We like to go after the highest leverage scenarios, like so you can, you know, go if you’re giving to a client or you can give it to a referral partner that maybe would refer you multiple clients every month or a year, whatever it is. So, the question we always ask ourselves, and there are many different studies For this, like we mentioned one conferences, as many categories, but we’re new large your clients live. And so you could just ask them, Hey, what conferences you go to? I mean, really, you can reach out to your clients now and just, you know, what conferences you go to? What associations are you a part of, and you can find out, oh, well, they’re a client, there’s probably more of my clients there. And so that’s a very simple way of formulating a list of places without even trying to think I mean, you can go on, you know, Google and search this stuff, but you could also just ask your clients, right, what tools they use and what events they go to. Um, that’d be one. So that’s the dream 100 I don’t know if there’s anything else you want to add? No,

 

John Corcoran  11:46

it’s very fine. Okay. And then outreach, so doing the actual okay.

 

Jeremy Weisz  11:50

Yeah, I’ll reach you know, that gets into the elements of copywriting. Um, and after, you know, you and I both know it Kind of geek out on copywriting direct response marketing. And I went, you know, six months, I did a series on the top copywriting direct response marketing people in the US and worlds and the elements to include in outreach message, right. And they’re all, you know, in the, the, if you study any of this stuff, you need social proof in there, right? But in general, an outreach message you want to give to them. And so if you’re reaching out to interview them, that’s a gift, but you want to formulate it in a way that they want to actually, again, you may know them or not know them, let’s assume you don’t know them at all you need to increase include certain elements in that outreach message, which is you need social proof in it. Because like, Who is this person’s unique identify it, you need to be clear upfront, what is the ask in and it’s not going to take a lot of their time this error energy, and it goes back into social proof is well, the social was big enough? Like I said, john, hey, I’d love to have you on my podcast or Hey, john, I have a million followers, I’d love to know all of them. Um,

 

John Corcoran  13:10

that would be enticing. But a lot of times people think that that’s what that holds them back to they can’t do it because they don’t have a big enough audience. And actually, what we’ve seen is that you don’t need to have a huge following like that you’d be surprised at how many of you will say yes, by the way, Mark, bear. Great question. Mark also asked if we could explain how the interview can lead to a client relationship and Mark’s podcast by the way when science speaks really great podcast folks focus on people who want to get better at communicating science effectively in today’s you know, environment. And he’s done an amazing job of this of connecting with different scientists and academics and policy makers and media influencers.

 

Jeremy Weisz  13:55

answer to answer that question kind of goes in number one is your dream 100. If you have the right person on the line with you that you’re giving to the right referral partner strategic partner, then you already know that you can create a win-win scenario because your clients, you can refer to them and their clients can refer to you. So if you have the right person on, it starts there with the foundation. And assuming you have that on you immediately, I mean, what we do is, how do you move a client? There are seven ways we talked about how you move from a client, or sorry, an interview to a client referral partner or strategic partner? And the answer is just given as much as humanly possible to that relationship. But one specific way we do it is you make an introduction for them. How can you give to them? That’s one way out of many ways. And we do the sub naturally, john, and we mapped out seven when we actually looked at what we actually do. We reverse engineered what we actually do and that’s how we came up with seven. We didn’t just like list them out and we want to do it yet. Here’s

 

John Corcoran  15:00

10 years of iterating, and figuring out that you are really seven different strategies.

 

Jeremy Weisz  15:05

So you and I make 10 to 20 introductions per day, probably. And so one is you make an introduction into that person’s need. Are they going to love you for that? Of course, like if, if dove Gordon said, like, I’m looking for a coaching client, or I’m looking for more people to join JVM, and I’m like, Hey, I N is amazing. I refer him. I enter the JVM, ma’am, of course, like that’s eating exactly what he’s maybe looking for. So make introductions whenever possible.

 

John Corcoran  15:32

It’s a win-win all around. So number one was identifying a dream 100. Number two is doing

 

Jeremy Weisz  15:38

outreach. Make sure you have the right outreach method with social proof. And you mentioned you don’t need a big subscriber list or followers. You could grab your social proof people have years in the industry, people have clients they’ve worked with people have passed if you have a podcast has guests you’ve had on here’s other past guests, there’s a number of social proof elements. You don’t need a big following. Like you mentioned, the third is actually conducting this interview, okay, like we mentioned, and producing the best content possible. And what that comes into is, there’s a whole, you know, we’ve produced whole courses on this, I’m producing the best content and conducting the interview. But the bottom line I tell people is to just choose topics and ask questions that you are most interested in, because the audience will glean that you are interested in it. And also you want to make sure that you draw the best stories from that person. And so asking questions that draw the best stories, that’s a whole, much longer conversation. There’s a couple of books like made a stick and tell them when that that I’ve read and you know, there are multiple others that could go further into that, but then it’s taking that interview in giving to that person, right, which is we talked about making introductions and other things. And the fourth is the publishing and promotion. So you want to make sure that it’s something you’re proud of. It’s something that a person is proud of. And so if you look at John’s podcast, Is example smart visit revolution calm or mind inspired, insider calm and you can see the elements that are in a post that make it look really good and the elements that you’re proud of, and then you want to make sure you follow up with the guests afterwards or anyone mentioned in that episode afterwards.

 

John Corcoran  17:18

That’s another great one actually is actually following up with other people mentioned in the episode and because who’s not gonna go listen to it, right? And they’re like, well, they emailed me and told me that they talked

 

Jeremy Weisz  17:28

about me if a dog wasn’t listening right now, we would tag them in the comments. No, you don’t. We talked about you in the JVM. Yep.

 

John Corcoran  17:36

Actually, we’ll do that for ion. So just to sum things up, so you know how to get clients and referrals when you’re working from home. It’s really a four-step process. Number one, identify your dream 100 best clients, referrals, strategic partnerships, take the time to actually map that out, which so many people do not do. Second is actually doing the outreach and it’s really more around the messaging not so much about The medium although you know there are different mediums you can communicate email, text, whatever LinkedIn message. But it’s really about, you know, how do you create a compelling message number three is featuring the person in an interview, edifying them through that process. And then looking at opportunities for collaboration. I’ve had so many great conversations after an interview is over, after the microphone gets turned off when the person’s from the very first podcast interview really where the person says, Well, that was a lot of fun. That was great. Thanks so much for doing that. You know, let’s talk about it. Tell me more about what you do. How can we collaborate? How can we support one another and it’s just such a wonderful Win-Win scenario. And then finally, the fourth piece is publishing that episode and following up and then continuing to deepen that relationship. Look for other opportunities to collaborate. Jeremy, any final thoughts? No. Final

 

Jeremy Weisz  18:51

Thoughts is if you have questions, let us know um, you know, you can email support at rise25 Media calm We have a lot of information on rice made five calm, you know, we do this for clients, obviously, as far as mapping to things, we help them map out the foundational pieces of actually starting a podcast or actually how they can get ROI from our current podcast. And we also have an easy button where you push it and then we do everything for you. So you just worry about the relationships, the best relationships in your life. So perfect.

 

John Corcoran  19:27

All right, then I say john Schumacher also stopped in so john, good to see you here. And thanks everyone else for watching. We’ll talk to you all soon. Thanks, guys.