How to Turn Podcast Guesting Into a $50,000 Client with Kristen Nolan | Ep. 222

0:00If we're just shouting out there, we're shouting from a megaphone. Whereas if you're doing something and it's targeted and you are intentional with your messaging and the things that you're talking about, you become a magnet. Instead of you having to shout and say, I'm the top podcast guest in the world, that turns people off to be honest to me. And if you're genuine and you show up and you connect with the audience, you become a magnet. And they want to reach out and find you. They want to learn more about you. But I am the world's biggest superfan. You're like a superfan. Welcome to the Business Superfan's podcast. We will discuss how establishing business superfan's from customers, employees, and business partners can elevate your success exponentially. Learn why these advocates are a key factor to achieving excellence in the world of commerce. We discuss the invaluable insights of business owners who have successfully implemented strategies in the book to build their own team of devoted superfans.

1:01Gain insightful knowledge from the experts who create applications that help you create passionate superfans. This is the Business Superfan's podcast with your host Freddie D. Freddie! Freddie! Hey superfans, Freddie D here. Welcome to episode 22 of the Business Superfan's Advantage Podcast. Getting invited onto a podcast is one thing. Getting that interview into meaningful visibility, trust, and new business is something entirely different. For many business owners, the missed opportunity isn't the conversation itself. It's what happens before and after it, targeting the right audience, shaping the right message, and creating a path that turns attention into stronger relationships and measurable growth.

2:05It fits directly with the Business Superfan's philosophy. Sustainable growth comes from intentionally strengthening the people and relationships that surround your business. In this episode, we're joined by Kristen Nolan, who helps businesses transform podcast interviews into strategic authority building opportunities. After more than a decade in corporate sales and account management across tech and retail, it now brings that relationship-driven experience to interview valet, building interview marketing campaigns designed to connect visibility with real business outcomes. You'll hear how better positioning, audience alignment, and follow-through can create stronger sales conversations, deeper trust, and more loyal advocates. Welcome, Kristen, to the Business Superfan's Advantage Podcast. Great conversation we have before we start recording. Let's continue that conversation and welcome to the show. Thank you so much, Freddie, for having me.

3:07We were talking a little bit. You could spend some time in Florida. I've got my mother-in-law that's down in Florida. Before that, there's a story of how did you get to Florida? I think you mentioned you moved around a little bit. Your husband's part of the military. What's the story? I met my husband many years ago and we move often. We've lived in Monterey, California, Tampa, North Carolina. I will say North Carolina is my favorite. I'm dying to get back there. I love this small town feel of it. I love that. Tampa is beautiful too. You can't go wrong here with all this unshine. Sure. Tell us a little bit about you're now working with Interview valet, which has provided me with some great guests. I've had an opportunity to have Tom on the show and he's interviewed me and your guys is show. Kind of cool, but you didn't start there. What's the story to get you to working with Interview valet? Yeah. My background, I spent over a decade in corporate sales and account management.

4:09I took about seven years off to be a state home mom and kind of travel around with my husband and raise my kids. How I got back into the workforce is my son was struggling with school. I went to my husband and this was during COVID. I said, I think we need to look at getting him into a private school. And so that was really where it started and my husband was like, if you want to put him in private school, we've got to figure out how we're going to do that financially. And I remember coming across Interview valet and truth be told, I had not listened to a podcast before. And so it was a whole new world for me and it's been such a great opportunity for me to grow and learn from my clients and my colleagues. And so I'm just I'm so thankful to be a part of the team. Yeah, it's a great company and great story. And the other thing is that it gives you the ability to have mobility. So if your husband gets transferred to another location, the business that you're doing

5:10right now with Interview valet continues on with you. So that's the really cool part. Absolutely. When I started with Interview valet, we were living in North Carolina and we moved to Tampa a little over two years ago. So it was a great opportunity for me to pick up and have my job move with me. And it also offers me the flexibility, right? If I want to go and volunteer at my kid's school for an hour, I can go and do that. So it's a really great opportunity for me and a lot of us that work at Interview valet are military spouses. So very military friendly organization. I didn't know that. That's something new. Yeah, I think 75% is what? Really? Yeah. Well, that's really cool. Oh, I didn't know that. So that's a new insight. That's great. So let's get into a little bit of your work worth entrepreneurs, multitude of different people. And you guys really kind of put them on different podcast shows to increase their visibility so they can get their message out and in turn generate some kind of revenue.

6:10So let's talk about what's that process and what makes you guys different than other podcast placement agencies? Yeah, absolutely. So I think there are certain people that have the mindset of I'm going to go and be in a bunch of podcasts. I would consider that to be a hobby. I think what really sets us different and sets us apart is the strategy piece. And that's the part that I love more than anything else I get to do every day is I get to strategize with my clients. So we're not just putting them on any old podcast that will take them. We are very strategic. So we identify who is your target audience and we frame the entire campaign around that. So I want to ensure that I'm not just putting them on a podcast to have a good conversation. I want them to go on a podcast that they can make a connection. They can build a relationship with the host. They can connect with the audience so that the audience can get a sense of who they are and what they believe in so that they can reach out afterwards and learn more about them.

7:11Yeah, because making more noise doesn't make you a better guest and it doesn't really promote you as an authority in your space because you're all over the place. I think it's really important to be specific and targeted. So I have a saying to be terrific. You need to be specific. And if you're specific, you'll be terrific. And so what you're really doing is helping them create that message, finding the right shows that work for them. And yes, I've had a guy in an interview that was talking about, he's the number one guest on podcast of all these shows. I'm going, dude, you got too much time on your hands. That's what I was thinking back in my head because everywhere can be really nowhere. Yeah. And I think it comes down to that megaphone mindset, right? If we're just shouting out there, we're shouting from a megaphone. Whereas if you're doing something and it's targeted and you are intentional with your messaging and the things that you're talking about, you become a magnet.

8:11So instead of you having to shout and say, I'm the top podcast guest in the world, that turns people off to be honest to me. And if you're genuine and you show up and you connect with the audience, you become a magnet. And they want to reach out and find you. They want to learn more about you. And so that's what I believe is really kind of sets podcasting aside, aside from every other marketing strategy. Yeah. And it's really delivering value to the host's audience. So the best guest that I've had, we've had conversations where we were talking about real world problems that entrepreneurs and small businesses are dealing with and how to overcome them and what they did to overcome the challenges. That makes a show interesting because I can track those shows more people listen to the shows that look how wonderful I am. Those don't go too far. Yeah, absolutely. A lot of times some hosts will say in the very beginning of a podcast, tell us about yourself, how do you get to where you are today?

9:13And I can't tell you how many podcast episodes I've listened to. And the person is like in middle school, I did this and high school, I did this and they make it all about themselves. And I actually, when I'm talking to my clients and I'm offering them coaching tips, I'm telling them, we don't want to make it about ourselves. We want to develop a problem that you have, that the audience can see themselves in and then a solution. So you're able to give the audience tangible methods of how do they solve this problem, this pain point that they have and you show up and you provide value. So you don't make it about yourself. You make it about the audience and you make it about the host. If you're on a podcast and the host is the host of a podcast with your ideal target audience, that's a great opportunity to build a relationship, right? You probably know people that I could benefit from and I probably know people that you could benefit from. How amazing is it to be able to introduce people to change their lives? And that's really what I believe it comes down to. Totally agree.

10:13Couldn't say it any better. I mean, that's really that's the bottom line is developing, delivering value that can be impactful and that someone can apply to their business right away. That's the game changer and that's what makes you an authority in the space because you go, wow, I've got, I'll explain it this way. I've got a product that I've created as software platform and I just reached out to the get to the user who's going to become a guest on my show and I just followed up and says, Hey, how's this thing working? I said, he's landed too high ticket deals because of the way the platform and help them. So that's the value that people want to be able to resonate with. Absolutely. And I think when you come in with strategy, you're not coming in to have a fluff surface level conversation, right? You want to give the audience takeaways. What can they take from the conversation and implement today to really change the trajectory of their business? How does it impact them? Because if we're just listening to a podcast and surface level and it's fluff, it's a waste

11:16of time. Right. And that's the most expensive commodity on the planet because you can't buy more of it and you can't buy it back. 1000%. All right. So tell me, share with our listeners, Kristen, how does you start off working with somebody? What's the whole process? Let's go into that hope, the whole process of you getting somebody on boarded and getting them set up so that you can now start presenting them to guests. Yeah. The host, I mean. So the first step is really meeting with Tom, right? We have our sales process. He's going to meet with them and they're going to have a discovery call in a roadmap call. What does it look like? We want to make sure it's a fit for for both them and interview LA. We have we have certain things that we look for and we want to make sure that it's a hack. Yes. Because if it's not a hack. Yes, it's a no. There's no in between. Once we go through that process, then we go through our onboarding process where we have our onboarding coordinator. They go through and they create a one page document. You're one sheet and we go over an avatar list.

12:17So we're really crystal clear on who is your target audience? Who do you want to get in front of? And then comes the strategy piece, right? I'm meeting with my clients. I'm coaching them on how to be a great guest, how to show up and sound great. I am putting together what I call a podcast prep document. That's where I'm going to give them a background. Here is the host. Here's what they do. Here's the audience. Where are their pain points? So when they show up, it's not just, hey, I'm showing up and kind of hoping for the best. They have a background on who the people are that they're going to be speaking with and how do they provide that value and that impact to them. And then after that, I think a lot of people think, well, once the interview stops, that's where everything stops and I just kind of sit back and wait. And I actually disagree with that. I think that that's where things begin, right? So that promotion, that repurposing, that connecting with the host, connecting with the audience, that's really where a lot of the magic happens. And I think that's such a huge piece where people miss, right?

13:18If you're a host and you have a guest and they're promoting, what do you do? If I come to you and I say, Freddie, I'm tagging you on LinkedIn and I'm doing all those things. What does that say to you? So as one, it's respecting my time for being the host and it gives me opportunity to be seen as an authority myself as being the host because I've got 40 years of global sales and marketing experience of scaling businesses around the world. So that creates a synergy between the two of us that really too is more powerful than one. And you really bring up an important point, Kristen, is that unfortunately I've seen it. A lot of guests don't deliver what they say they're going to deliver. And it's mind-boggling, but I think unfortunately, and I think the industry's created this a little bit is, okay, I've been on there. I got exposure to their audience. I'm good.

14:20And they go off to the next podcast and that's the mindset because I've seen it because I've created a tool set that somebody can actually utilize to amplify their message for over 90 days, because the podcast is about a week and then it trickles on, but the big impact isn't a first seven to 10 days. So I created this platform where it actually takes their whole trends show and creates it into asset. And I've only had a handful of people buy it and it's reasonably like dirt cheap and it just blows my mind. Yeah, I think people always think more is better, right? If I do more podcasts, I'll get more visibility and an interview valley we believe that better is better, right? The intentionality, the reasoning behind it. That's really where the sweet spot is because if you're doing a podcast, you're doing it in the right way, you can pull short 30 to 60 second clips out of it. And I don't know if anyone's been on Google lately, but if you go on the Google search

15:21engine and you go under more, it's indexing those short videos. So guess what? That's going to have a direct impact. So when people are searching for you, how does that look? Right? So if you're not taking advantage and you're just showing up and being very transactional with hosts, you're wasting, you're leaving so much money on the table. You're wasting your time. And so you have to get really intentional and have a strategy around it. And if you don't have a strategy, it's a hobby. Correct. Yeah. You, you are right on the point because the other thing that guests don't, I think, consider, and this is good that we're talking about this a little bit, is it takes work to clean up the show. I mean, there's a few flubs that I've done here. I got to clean all that up and deliver a quality product. And just so you have a 30 second video reel, guess what? You're still going to listen to it and you're still going to fix it. You're going to add the branding to it and everything else. That takes work. And so most shows I've guessed it on other shows. I'm surprised if I even get the audio file.

16:24What have them don't send anything? Yep. I'm always asking I have clients because I really emphasize to my clients, don't just show up, have a podcast and move on. Do do more with what, do more with what you have. And so I am often asking or even telling clients, if you want to have the video, you have to ask the host first, but you do a recording, right? You, you record it alongside of the host. And then that way you can take that and you can, you can do those clips. But I feel like if you're, if you're not having, if you're not showing up with the mindset of what value my bringing and how do I, how do I help the host and the audience? You're not showing up as a gracious guest. I, I tell my clients it's like this. It's like someone inviting you into their home, right? You've worked really hard on the podcast as a host. You have developed a loyal listenership. And so if I come into your home, I'm not going to come in and be rude and not, not

17:28send a thank you note after or not do those things. So if we're showing up and we're not doing the bare minimum, like that says a lot about us as people and as business people, right? So we need to show up and we need to do all of those things like we, what if we were in someone's home? Wow, you bring up something I wasn't even thinking about, but I always send the guest a thank you. And sometimes I ask for their mailing address. And sometimes if they give it to me, I send them a little something as a thank you. But you made me just realize how many thank yous back I've gotten from guest being on my show. I could probably count them on two hands. I will tell you, I often have this conversation. I give this example back in my sales days. I remember my company was hiring for a CMO and they had all these applicants come in. And one day there was sort of this commotion and you could see that someone was holding up a white shoe. And what it was is one of the candidates had sent in a brand new Nike shoe with a note that said, I want to put my best foot forward.

18:28And I can tell you that it's probably been 15 years, but I remember that. When you get the thank you card, right? From a guest, you remember who they are. And I will tell you I have two previous clients, one of them. He was an executive coach. And so he would go on podcasts and he would meet the hosts. And he would send them a very specific custom tailored. This is a leadership focus book that I think would be a great fit for you. It wasn't like he didn't send his book to everyone. He didn't send just like, here's whatever. He did something customized. And I believe that in this day of AI, right? We can mass produce so many things, but we cannot mass produce that human touch. And so I believe that having that human touch and taking that extra step, that's really what sets you apart from anyone else. Sure. Yeah, it's a good reminder to me. I used to send him a handwritten thank you notes to all my clients like once a quarter. And I've gotten away from it a little bit.

19:29So this is a good opportunity for me to reopen that and start doing that again. That's how you create business super fans. Absolutely. I mean, when someone gives me their stuff, I send them a thank you card and I send them a branded cup. And it has their name on it. So it makes it kind of cool and fun. And I've had people that I sent that posted on LinkedIn and it says, who does this? This is this guy does because I walk the walk and talk to talk. Yeah, absolutely. And walk the walk. What? Yeah. And I think that doing that, you have that immediate trust, right? Like we are in what I would call a trust recession, right? AI is everywhere. People can mass produce anything. But if you are a genuine person and you have the ability to connect with someone and you show that you care about people because you don't have to do that, right? You choose to do that. And so when you do that, I feel like people are like, you know what? He's not doing this just to like get my business. He's doing this because he wants to connect with me that he wants to further that relationship.

20:32Yeah, build relationships, build business. Yep. That was my networking group back in Chicago. So that was it. That was the name of the networking group. Build relationships, build business, not rocket science. Yep. I love that. Our one of our core values, interview LA, is relationships are the ultimate currency, right? I do everything with that in mind on the podcasting side, right? When my podcast relationship managers, they're called something else now, but I don't remember what it is. Sorry, Tom. When they're when they're doing outreach, like, I'm not going to send them a client to introduce that I know the host is going to say no to because then if you're the host, and I keep sending you people that aren't a good fit for your podcast, you're going to be like, I don't want to read their emails, right? We have to be very mindful of what we're doing to ensure that we're respectful of other people's time. Sure. So Chris, the sure story that you're working with somebody that was new to getting into podcasting, they've heard about it. But their friends told them that they should probably do it. So they finally picked up the phone. They got referred to you guys by another super fan.

21:34It says you got to talk to Kristen at the interview, valet and walk us through that story and how that person became a super fan of how you guys transformed them to being a good podcast guest. And more importantly, it impacted their business in a positive way. Absolutely. So when you talk about that, I had previously mentioned the onboarding process. And I'll ask my clients, have you been on podcasts before? Different things like that. And so I remember asking one of my previous clients, have you listened to a podcast or have you been on a podcast? And she shared, I've never even listened to a podcast, right? So she's coming to me, she's like, I'm going to be a guest. She didn't know anything about it. And so she was like, my friend told me that I needed to do this. And I trusted him because he's great. So how we got her started is she was very nervous because she'd never listened to a podcast, never been on a podcast. So I did a mock interview with her. I wanted to make sure she was comfortable. I worked with her to give her the podcast prop document and information so that

22:35she was able to feel very comfortable showing up on the podcast. I was also very strategic with the host that I placed her with for her first podcast. So when I have a client that comes to me and maybe they're not as confident or maybe they're not as well versed as a podcast guest, I'll find a host that either does a pre call. So you can feel comfortable getting to know each other before the recording or a host that I know is going to be very calm and easy to talk to. And so she went on and she did a campaign with us and her company grew and she was able to close a client. She's a service based business and she was able to close a client of $50,000 just because they had heard her on a podcast. And they said, I like who you are. Like what you have to say, I like what you stand for. And so that was really impactful to her business. Sure. So she became a super fan of you guys because you transformed her as a person. You help her generate significant revenue. 50,000 is a nice number that people would love to get, especially small businesses

23:38get landing those kind of deals. And she's probably your biggest advocate now, which I call superfan telling other people the transformation and referring people back to you guys. That as we know in sales, you can't buy that kind of PR. Yeah, absolutely. And I think as we are looking at AI and stuff, I think that referrals, they're obviously important now, but I think they're just going to be increasingly more and more important to build those super fans because without it, anyone can sort of mass produce different things with AI, right? It's that human touch and that human connection. Sure. And what's really important there, Kristen, is the fact that referrals is one thing. Introductions is the thing. Yes. Because a superfan is going to give you an introduction and says, you need to talk to my friend, Kristen. She's going to get you set up. It's going to be that kind of verbiage. My friend, it's not, oh, you need to talk to a solanso or agency or whatever.

24:38And that collapses the whole sales cycle because there's a trust factor that says John recommends Kristen and he shared his story of why complete game changer. You're no longer selling. You're helping that person kind of put themselves forward because they've already bought. They're not sold. They bought absolutely. Absolutely. I think when you have that trust, makes the difference, right? If I trust you and you tell me that someone's good, I'm going with it, right? I move around a lot, right? We talked about how the military starts. So I rely heavily on maybe, maybe if I'm moving to a new place, I'm going to a Facebook group, hey, does anyone have a reference for a doctor? Does anyone have a reference for this? And I'm taking those references and I'm looking into them, right? And so I feel like that's what everyone is sort of shifting to, right? It's that versus let me do a cold LinkedIn message or something like that. Yeah. And I'm going to expand upon that. Kristen is the fact that you just said, okay, so you go to Facebook group, ask for

25:40recommendations. Those are referrals. You still get to do the homework on the referrals to make sure and check them out. We're a introduction. Don't even do any of that stuff. Mike says you need to call John. You call John. That's it, right? Yep. Yep. I was on a podcast last week and I was talking to the host and during the conversation, I was like, I should introduce her to this person. So as soon as we got off of the podcast, I introduced the two of them and her and two other people. And now they have calls set up, right? And I don't know. It could be nothing, but like I've made the introduction and it could be something that drastically changes the trajectory of all of their lives and their businesses. And that's what I get so excited about, right? It's not about just doing something to do it and hoping that you get something in return. It's doing something to help people, right? Like ultimately, I have no benefit, right? In that introduction, necessarily. I'm doing it because I want to see that benefit. I want something good to happen to the people around me.

26:42And so coming from that place of service, I think is also a really great opportunity to connect with other people. Yeah, because what goes around comes around. The universe is paying attention. So you help somebody else, someone along the way will help you along and it propels itself. So you make me think of something else and I've gone to numerous networking events. And it's mind-boggling how many people don't follow up. And it just blows my mind because I follow up. I've been in sales for decades. So for me, it's automatic. It's like a sin not to follow up. Yeah. But it's like, you'll never know who I know. And you and I may not be doing businesses. Just probably why you didn't follow up with me. But you will never know who I know. And you'll never know what the opportunities you lost. 100% and I think also it's very interesting because it's not even just like

27:43doing business, the two of you, right? If you're in the same circles, so it could be that like maybe you are not their ideal person, but you are center of influence, all these other people. And so that's why I'm like, when we come from a place of service, how can I serve other people? It's not just like so transactional, right? Because when you talk about it, like, why don't I have anything to offer this person? That's them being transactional, right? They're not following up. They don't have an interest. And I think what happens is it's like that slimy sales person approach, right? People aren't attracted to that. You don't become a magnet. Those are the people that are shouting through the megaphone and saying, Hey, look at me, look what I do. And that is not what resonates with people. They don't want to hear about all those things. They want you to figure out a way to help them. And when you do, there's that immediate trust and connection. Yeah. That's one of things I really like about working with interview fail A is every interaction I've had with the team members and including conversations with Tom. It's always been genuine. It's always been straightforward.

28:44It's always outcome focused. How can we help the guests? How can we help you as a podcast host? I mean, it's a pleasure dealing with you guys. Well, thank you for that. I appreciate that. I know for me and I can only speak for myself. And I know my entire team feels the same way. But I think at the core of everything that we do is really the full experience, right? I take care of my clients. That's my primary goal. But I also feel like if I'm not also taking care of the hosts that invite them onto podcasts, I'm doing such a disservice. So I don't look at it as like I'm here for my client and everything else just kind of has to fall into place. I am very, very intentional with my communication with hosts. What can I give you? What do you need in preparation for the interview? What can I do to ensure that my clients show up well prepared? The worst thing I can ever get is an email from a hosting. My client didn't show up or it wasn't a good conversation because ultimately, what I get to do every day is introduce people to other people that can change

29:45their lives. So as you and I talking about introducing people are networking, I do that for my clients. And so it's like I get to do that every day. And that's what really gets me excited. And I love seeing success for both my clients and the hosts that they're interacting with. And you bring up a great point because as a host, I've been ghosted by a guest. I mean, I'm sure I'm not the only one. And it's and a sad part is I'm going to be blunt. The lack of professionalism on their part to say, Hey, I'm sorry. Something came up because I send I wait 10 minutes and then I send them a Hey, maybe something happened. Whatever. Let me know if you want to reschedule cricket. I'm going like I'm glad you weren't on my show and wasted my time at the end of the day. It's just unprofessional. 100% I'm telling you that is the worst email I can ever get is that, like a client didn't show up and it doesn't happen often. And sometimes it's vice versa, right? The client shows up and the host doesn't. And again, like things happen, but it's how do you handle that? Right? Like and there have been times where my client has sent me a message and said,

30:49Oh my gosh, I am so sorry. I was working on this and I couldn't get away. Like no problem. But like it's that communication, right? It's that mutual respect and it's responding to the email as soon as you can and apologizing and saying, I made a mistake. Like let me fix this. Let me make it up to you. Let me acknowledge that I may be wasted some of your time. Yeah. And that goes back to being good in sales because and made many times. I've said, what? Let's start all over. And because it was going in a wrong direction, I noticed it or I flubbed. I completely blew the appointment. Whatever it is. I just came clean and usually soon you handle it that way and come clean. It's forgotten. It's like dismissed because it's neutralized and so you can continue forward and I've won many sales where I've done a face plant but I shrugged it off, admitted it and said what it was. And we got past it because I created integrity by being able to do that.

31:52Yeah. And I think it comes onto the relationship piece too, right? If you are a trustworthy person and you have that connection and no one expects perfection, right? We're all going to make mistakes. We're human. We're going to mess up. I will tell you I messed up last week. I thought a client was mountain time. So they sent me something and I put it in mountain time and they were central time. I messed up. But it's how do you fix that, right? Like how do you address that in the moment and say, oh my gosh, like, let me acknowledge that I made the mistake. Let me fix that. And then how do you make sure it doesn't happen? Right? If I'm acknowledging that and then I keep making the mistake and going, okay, he's mountain time, then like that's a different. That's a different conversation. 100 per cent. But like I think there is not an expectation that we're all perfect. 100 per cent of the time. But if we're human beings and we are consistent in where we're coming from and how we're connecting with people and we're building that trust, people are going to say, we all make mistakes. It's not a big deal. Let's just learn from it and move on. Yeah. And I've seen people defend themselves for the mistake and usually they're syncing themselves deeper into the hole because you keep talking about it.

32:56So get it neutralized and move on. Yeah, absolutely. And the relationship that you have with people can be so powerful. I remember in a previous role I had in order to get a promotion, you had to hit your goal three months in a row. Right? Once you hit your goal three months in a row, you got this promotion. And I was in month three and I was working with a client and they were ready to sign. And then two two days before the end of the month, they were like, we're probably not going to be able to get this done until next month. And I had a good relationship with the client and I said, listen, I really need this to be closed by the end of the month. Is there anything that you can do? And they made it happen for me. Right? Like I didn't go into details. I didn't do anything, but they had given me the verbal. They knew they were moving forward with it. They knew it was important to me and they said, we're going to make this happen for you. And that was because I had the relationship with them. Yep. I've shared a similar story. I was selling manufacturing software throughout the whole 90s, the end of the day. And same thing, there was a contest end of June.

33:56I needed to win it. I was top sales guy in a company and got the plaque up there. And I got the W because I asked my customer that was looking to buy something at the end of the year. And this is June. I says, I got to win this contest because that puts me in first place top sales kind of a dance. So they basically said, hey, we're happy to help you out. You've helped us. So can you delay payments? Accounting. Can we delay payments for these guys? Yep. Booked it. That was it. I got the deal. We invoiced them at the end of the year like they wanted and everybody won. Yeah. And that's what it's about. It's like finding a way for everyone to win. Right. Right. Great conversation as we kind of come to the end here. Kristen, how can people find you? Yeah, absolutely. So you can find me at interview valet with a V dot com slash Kristen. And that's about K R I S T E N. A lot of times people spell it with a with a C or an I. That's a K and an E at the end.

34:58And there you'll be able to find an interview analysis. So if you've been a guest, you'll be able to run it through our analysis and see how you are as a podcast guest. So to give you some pointers there, Tom's book podcast guest profits will be on there. Or you can learn more about working with us at interview valet. And you can also find my LinkedIn information. I would love to connect with you on there. Great. We'll make sure that's in the show notes. Great conversation. Love to have you on the show down the road. Thank you so much. I've enjoyed being a guest today. Thank you. Thanks. Jason, one thing that really stood out to me in this conversation is that visibility alone doesn't build a business relationships do. Kristen made a great distinction between simply showing up everywhere and being intentional about where you show up, how you serve, and what happens after the conversation ends. That applies far beyond podcasting, whether it's a client, a referral partner, a prospect, or someone you meet at a networking event, the real opportunity is rarely in the first

36:02interaction. It's in the follow up. It's in the thank you. It's in making an introduction that helps someone else even when there's nothing immediately in it for you. That's how trust gets built. And trust is what turns a referral into a warm introduction and a relationship into a business superfan. So here's your challenge. Pick one person you've connected with recently and follow up today. Not with a pitch. Send a thoughtful note, make a useful introduction, or simply thank them for their time. And if this episode brought someone to mind who needs that reminder, share it with them. Until next time, remember, every relationship you strengthen brings you one business superfan closer, cultivate relationships, create business superfans. Grow predictable revenue, I'm Freddie D. Thanks for listening and I'll talk to you on the next episode. We hope you took away some useful knowledge from today's episode of the Business Superfans

37:06podcast. Join us on the next episode as we continue guiding you on your journey to achieve flourishing success in business.