How Small YouTubers Can Get Brand Deals w/ @CreatorWizard​

[00:00] hey welcome back to the only podcast

[00:01] that tries to get you paid today that's

[00:04] what we're trying to do today you

[00:06] thought you were too small to make a

[00:08] full-time living on YouTube but we're

[00:09] gonna bust that myth and I got a great

[00:11] friend here who's gonna help me do it

[00:13] his name is Justin how you doing Justin

[00:14] more in the house yo Travis I am stoked

[00:17] to be here and you better believe we are

[00:19] going to make people some green today

[00:22] all right we're doing it let's go I love

[00:24] it listen if you're new to the podcast

[00:26] we're here to help you grow your YouTube

[00:27] channel and in this particular case help

[00:29] grow your business because ultimately

[00:31] and I've gotten a lot of emails from

[00:33] youall y'all want to be full-time but

[00:35] you can't be full-time on just AdSense

[00:37] or at least you can but it's not very

[00:39] easy it's probably not the best way to

[00:42] go 100% true so um Justin tell us a

[00:46] little bit about yourself I know who you

[00:47] are and anyone who's really been around

[00:49] the kind of the the growth game knows

[00:51] who you are and even a lot of creators

[00:52] know who you are but there's going to be

[00:53] a lot of people who are listening to

[00:54] this podcast uh who've never seen you

[00:57] before and don't really know who you are

[00:59] and what you do so give him the Spiel

[01:00] who are you all right let's talk street

[01:02] cred uh I've been a YouTuber for 15

[01:05] years Travis my wife started her first

[01:07] YouTube channel yeah her first YouTube

[01:08] channel was in 2009 um and this was way

[01:12] back in the day for those us OG dinosaur

[01:15] creators can remember this was right

[01:16] when the partner program was starting

[01:18] and it was application only at the time

[01:20] it was not you know not everyone could

[01:22] get in in fact my wife got rejected

[01:24] three times trying to apply and so it

[01:26] was not this like rocket ship to success

[01:28] it was it was a very circuitous path but

[01:30] basically what happened man was I was in

[01:32] medical devices I was not in front of

[01:33] the camera in the beginning I was

[01:35] helping my wife April behind the scenes

[01:37] um and when basically what happened

[01:40] early on was that Brands did start to

[01:41] reach out to her but it wasn't offering

[01:43] to pay her it was offering to give her

[01:45] free stuff and she was like let's go

[01:48] right we were in like our early 20s like

[01:50] didn't have a lot of money and so for

[01:53] her you know she was talking about like

[01:54] skincare and beauty and cosmetics and

[01:56] things like that and so I mean you know

[01:59] any of us who have a partner who is into

[02:01] that type of thing know that that stuff

[02:03] is expensive so she was stoked to get

[02:05] this stuff for free and that went on for

[02:06] years dude it wasn't like we wised up

[02:09] after like a month it was like no three

[02:10] years plus we were like yeah all the

[02:13] free stuff send it right um and so what

[02:15] happened was I decided to go back to

[02:17] school uh at night after work to get my

[02:19] MBA and I started taking these classes

[02:21] around advertising and negotiation and

[02:23] marketing and things like that and just

[02:25] the gear started to turn dude I would

[02:27] see hundreds of comments on all of her

[02:29] videos like

[02:30] hey thank you so much for telling me

[02:32] about this brand I just went to the

[02:33] store and got it or oh I've never heard

[02:34] of this brand thank you so much for

[02:35] telling me about it and I I went to

[02:37] April one day and I said honey I feel

[02:39] like we're getting the short end of the

[02:40] stick here like a free $30 bag of potato

[02:43] chips is not adequate compensation for

[02:45] the value you're bringing to these

[02:47] Brands and so I said okay the next brand

[02:49] that reaches out ask if they have a

[02:51] collaboration budget to work with you

[02:53] she's like there's no way any brand is

[02:55] going to pay me for this I said come on

[02:56] just try it so sure enough next brand

[02:58] that reached out um she asked that typed

[03:01] in the email and they said right away oh

[03:03] yeah sure if you can talk about us in

[03:05] two videos a month we will pay you $700

[03:09] monthly hey and our minds were blown

[03:12] dude because I bet a lot of people

[03:13] listening to this who may still be in

[03:15] kind of your full-time job you're kind

[03:16] of side hustling right now you want to

[03:18] be a full-time Creator can appreciate

[03:20] this where it's like you know every two

[03:22] weeks or whatever you're getting paid

[03:24] the same amount of money right maybe

[03:25] once a year you get a 3% cost of living

[03:27] raise whatever right but this was the

[03:29] first time and that was us that was us

[03:31] she was a preschool teacher at the time

[03:32] I was had the corporate job and so that

[03:34] was us and so this was the first time in

[03:35] our lives where we were like wow there's

[03:37] like ways to make money in this world

[03:39] that are kind of uncapped and so our

[03:41] instant mind was our our our minds

[03:43] instantly went to like okay how can we

[03:44] find 10 more Brands just like this right

[03:46] and so this led us down the past over

[03:48] the ne over the next basically 10 years

[03:50] uh doing over 550 sponsorships

[03:52] personally my wife and I making over $5

[03:54] million doing it so it was our primary

[03:56] revenue stream for many many years as

[03:58] creators so what happened then is like

[04:01] all this experience doing it ourselves

[04:02] but in 2015 I said to April I said look

[04:04] things are going really well for us on

[04:06] YouTube now but people are not going to

[04:08] watch us forever you know by this time

[04:10] we had a cooking channel we had a vlog

[04:11] Channel as well so we were doing all

[04:13] sorts of videos tons pumping out tons of

[04:15] content but I was like you know as you

[04:18] know like especially in the family Vlog

[04:20] space which is kind of where we grew a

[04:22] lot like it's very much driven by like

[04:23] life milestone and like after you buy

[04:25] the house after you have the kids after

[04:27] you have all these things it's like okay

[04:29] well what are people GNA watch now we're

[04:31] not gonna keep having kids just not

[04:33] saying not saying anyone does that not

[04:35] gonna not gonna not gonna call and say

[04:37] any name um but I was like okay we got

[04:39] to diversify our income kind of and so

[04:42] this is what led me to start an

[04:43] influencer marketing agency basically to

[04:46] get deals for other creators and so I

[04:48] ultimately ran that Agency for seven

[04:50] years paid out millions of dollars to

[04:53] other creators and the difference here

[04:55] Travis was that I was kind of in the

[04:57] boardrooms now with these big Brands and

[04:59] these big advertisers where they were

[05:01] saying hey we don't want to just pay you

[05:02] April and Justin 5K 10K over here we

[05:05] want to spend a million dollars across

[05:08] 200 creators what platform should we be

[05:10] on who should be we be working with tell

[05:12] us about what you think the strategy

[05:14] should be and that was a totally

[05:15] different conversation and so when I

[05:18] started educating creators about five

[05:20] years ago on the process of of

[05:21] sponsorship strategy it was these to the

[05:24] yin and the Yang of my personality of

[05:27] understanding both sides of it this is

[05:28] where it all comes from I love that and

[05:31] I know so by the way for people that are

[05:33] listening and watching for people are

[05:34] like okay this sounds almost too good to

[05:36] be true I can tell you specifically uh

[05:38] that uh Jeff El Hefe reviews who works

[05:40] here at vid IQ and has been a friend of

[05:41] mine for many years actually has gone

[05:43] through U Justin's program and again I

[05:47] don't have to say this this is a God's

[05:48] honest truth and he will tell you this

[05:50] himself made a huge difference he said

[05:52] within the first sponsorship deal was

[05:54] able to basically pay for the entire

[05:56] program like he it made a huge

[05:58] difference for him and um he's been been

[06:00] singing your Praises ever since so that

[06:02] was enough for me I've known Jeff for

[06:03] many years uh you know I I have you know

[06:06] innate trust with him we've talked

[06:07] together before and I I believe in what

[06:09] your story is and what I think the value

[06:12] that can come from the creators who

[06:14] watch this channel now let's start with

[06:16] a couple of things um I there's a story

[06:19] that I think is really cool that I'm

[06:20] going to want you to do later about the

[06:22] um the cruises and stuff I remember that

[06:23] story was a great story but before that

[06:25] I know that a lot of people that are

[06:27] listening to the podcast and watching

[06:28] right now are very small creators and

[06:31] they think that what you're saying is

[06:32] great and like that's fantastic that

[06:34] sounds amazing you made a bunch of money

[06:35] and you've done great things for

[06:37] creators but they must be like 50,000

[06:39] subscribers and higher and stuff like

[06:40] that and there also will be creators

[06:42] that are like well I don't necessarily

[06:44] review things how does this apply to me

[06:46] so we we're going to try to fix both of

[06:48] those questions before we get into the

[06:49] depth of like some of the strategies and

[06:51] then ultimately at the very end of this

[06:53] where you can find some documentation an

[06:56] actual thing we're going to talk about

[06:57] later where you can just buy it and just

[06:58] know um but let's start with like the

[07:01] the small Creator thing where and when

[07:04] should you start this some people say

[07:05] well I have like a th000 subscribers or

[07:06] I have 500 subscribers I'm still too

[07:08] small like where do you start do you at

[07:11] first you said that you were taking like

[07:12] free stuff but you said maybe that's not

[07:14] necessarily the right thing but for a

[07:15] smaller Creator is that the way to get

[07:17] your foot in the door like what is your

[07:18] strategy there so I think the biggest

[07:21] myth is that you have to wait to get big

[07:24] enough until and then Brands will just

[07:25] reach out to you if I build it they will

[07:27] come this is the mindset that a lot of

[07:29] creators have especially because maybe

[07:31] they did reach out to a brand or sponsor

[07:34] one time and the brand came back and

[07:35] said oh we only work with people with

[07:37] 10,000 subscribers minimum or something

[07:39] so come back to us after that so that is

[07:41] a real thing like I just want to

[07:42] empathize with everyone we had that

[07:44] experience grow you know coming up as

[07:46] well and so I I very much appreciate and

[07:48] empathize with that however what happens

[07:50] oftentimes is that people hear that and

[07:52] they think well I guess that's what

[07:53] every brand thinks right when that is

[07:56] absolutely not the case there are a lot

[07:58] of Brands who have never worked with a

[08:00] single Creator who had never worked with

[08:02] a single YouTuber or influencer because

[08:04] they just think that maybe they're too

[08:06] small as a brand no Creator would ever

[08:08] want to work with them what types of

[08:10] Partners would they ever even work with

[08:12] and so I want to like Hammer this home

[08:14] by sharing a story so one of my coaching

[08:16] clients her name is Dr Alex she has a

[08:18] YouTube channel she has a podcast she

[08:20] has a LinkedIn presence and her business

[08:22] Travis is called digital pathology Place

[08:25] she's a veterinarian okay oh and so

[08:27] she's talking she's talking all about

[08:29] this topic this very very hyper Niche

[08:31] topic around digital pathology she's not

[08:33] getting tens of thousands hundreds of

[08:35] thousands of views she's getting

[08:37] hundreds or thousands but who is in her

[08:40] audience it's the Physicians it's the

[08:42] lab techs it's the people at the

[08:44] biopharmaceutical companies right and so

[08:46] it's a very very specific engaged

[08:48] audience and so if you think about the

[08:51] medical device companies the tooling

[08:52] companies the biotech companies they're

[08:55] sitting here thinking okay we've got $20

[08:56] million to spend in our marketing budget

[08:59] we have have to like speak to these

[09:00] doctors speak to these people at these

[09:02] clinics how are we going to do this well

[09:04] we could maybe advertise in this

[09:05] prehistoric trade magazine that sits in

[09:07] the doctor's office and like it's

[09:09] $111,000 for a full page ad but we've

[09:12] done that for 20 years is that effective

[09:13] I don't know but we've always done it

[09:15] this is what they're thinking right and

[09:15] they're thinking okay well maybe we

[09:17] could run some other types of

[09:18] advertising oh you know what maybe we

[09:19] could go out there and find some of the

[09:21] key opinion leaders who are starting to

[09:23] develop an online audience around this

[09:26] Niche topic and regardless of the fact

[09:28] of whether she's getting hundreds

[09:29] thousands of views doesn't matter it's

[09:31] she's the person how can we leverage

[09:33] this person's name and likeness hey heck

[09:35] why don't we fly Dr Alex to our

[09:37] conference to our Factory to a tour of

[09:41] our facility meet our key opinion

[09:42] leaders the people in the R&D team so

[09:45] everyone listening does that sound like

[09:47] a normal brand deal a 90 second

[09:49] integration on your YouTube channel no

[09:51] not really and so this is the big

[09:52] mindset shift especially if you're

[09:54] someone who has a very specific Niche I

[09:56] actually think there's more

[09:57] opportunities for you because of this

[09:59] reason that's that's really great and I

[10:02] actually have a story to tell similar to

[10:03] this there was a Creator I was coaching

[10:04] a couple years ago um and the case in

[10:07] point he had his was very specific it

[10:10] was like UK real estate taxes like

[10:14] something like that like it was very

[10:15] specific and he was getting just maybe

[10:17] 100 or so views per video we worked for

[10:19] only like two or months or so we

[10:21] increased his views to like three to 500

[10:24] and he said I can't take any more views

[10:26] because everything in my business has

[10:29] now expanded exponentially it's right

[10:32] because we were are targeting not

[10:34] thousands of views but the right views

[10:36] and what you just said is exactly that

[10:39] if you get the right people watching

[10:41] your content a whole world opens up for

[10:44] you that even some larger creators don't

[10:46] necessarily get opportunities for dude

[10:48] look just look at me I am a sponsorship

[10:50] coach if you go and look at my YouTube

[10:52] Channel right now I'm not getting tens

[10:53] of thousands of views on average I'm

[10:55] getting hundreds or maybe thousands but

[10:57] these are all creators who are having

[10:59] this very specific issue with

[11:01] sponsorships they're understanding how

[11:03] do I price this how do I behave on a

[11:04] phone call what do when the brand says

[11:06] this to me what do I how do I what do I

[11:07] say in return and so yeah I'm not

[11:09] crushing it with Topline views but

[11:11] that's not the goal and so I think

[11:13] another deeper maybe mindset shift for

[11:15] people listening or watching is like

[11:17] what is the purpose behind what you're

[11:18] doing with your YouTube channel it it

[11:20] can't in my opinion if you're trying to

[11:22] build a business behind it it can't just

[11:23] be views for views sake maybe it's to

[11:26] drive more leads for your business or

[11:28] for your coaching practice or whatever

[11:30] type of business that you have you just

[11:32] have to be very intentional about it

[11:33] about what you're doing I love that I

[11:35] love that so let's think about um some

[11:38] of the let's come up with like one or

[11:40] two creators that are like okay that

[11:42] sounds amazing but I still don't

[11:43] understand who I could pitch my channel

[11:45] to of course there's Gamers which we

[11:46] have Gamers of course but we also have

[11:48] people have different lifestyle channels

[11:51] um we've had some emails from people who

[11:52] have lifestyle channels and even just

[11:53] interesting things like about science

[11:55] and such so if we were to take for

[11:57] example let's just come up with a random

[11:59] like okay let's say I have a a Channel

[12:01] about science in general like I I like

[12:03] to talk about planets or something like

[12:05] that who would I even think about that

[12:08] that might be interested in in getting a

[12:10] hold of me or or who do I reach out to

[12:12] to say hey I have this you know this

[12:13] core audience that absolutely loves my

[12:16] content they come to every single video

[12:18] or whatever it is um but I don't know

[12:20] who to go to I can't go to Downey like

[12:23] what am I doing can I get Coca-Cola what

[12:25] what are we doing so this is another big

[12:28] mist M AK that creators make is they sit

[12:30] alone in their room in a vacuum and they

[12:33] think who would want to work with me I

[12:35] love that and what they think is they

[12:37] think well it's the brands that I

[12:39] authentically love and use oh the video

[12:41] equipment the camera equipment you know

[12:43] whatever yeah if it's a science nich

[12:45] it's these little you know cool sets

[12:47] model sets that I build for planetarians

[12:49] whatever it's like the things that I

[12:51] love right which is a flawed assumption

[12:53] you are assuming that your audience will

[12:56] also like those things and that's not

[12:58] actually not accurate this is actually

[12:59] why a lot of sponsorships don't perform

[13:01] well where you think oh yeah this is a

[13:03] slam dunk you do not involve your

[13:05] audience whatsoever in this process of

[13:08] understanding like oh is this actually

[13:09] going to go over well with them um and

[13:11] so I actually encourage people to not

[13:14] try to ideate brands that you could

[13:15] collaborate with in a vacuum you

[13:17] actually need to be involving your

[13:18] audience in this conversation uh and so

[13:20] I I encourage I talk about in my book

[13:22] sponsor magnet what they this process of

[13:24] doing something called a psychographic

[13:25] research survey so you're actually

[13:28] putting a poll out out on your YouTube

[13:30] Community tab where you're trying to

[13:31] understand something like what types of

[13:34] jobs do you have are you married do you

[13:36] have kids what's keeping you up at night

[13:38] what problems do you have what types of

[13:40] Brands and products and services are you

[13:42] using and loving right now um and so

[13:44] this is just like a small sampling of

[13:45] questions you could do this in a Google

[13:47] form you could do this in a type form

[13:49] survey if you have a newsletter for

[13:50] example you could do this uh with

[13:52] Instagram stories your YouTube Community

[13:53] tab right so there's a lot of different

[13:54] ways to start extracting more colorful

[13:57] texture behind what's going on with your

[13:59] audience and think about this so let's

[14:01] go back to that Science Channel example

[14:03] let's say that this science channel did

[14:04] this uh a series of post polls on their

[14:07] YouTube Community tab over a couple

[14:08] weeks and they realized like wow I

[14:11] didn't understand that 30% of my

[14:16] audience is aspiring astronomers they

[14:19] actually want to go to school they're un

[14:22] they're in high school and they want to

[14:23] go to the top program you know for

[14:26] astrology or whatever they're actually

[14:28] vying to do this as as a profession you

[14:30] know what I should do I should go out

[14:31] there and Pitch the top astronomy

[14:34] school to do a partnership um because I

[14:38] realize that in my audience it's a bunch

[14:40] of high schoolers trying to get into

[14:41] this this these types of programs think

[14:44] about how much better of a pitch that is

[14:45] now Travis it's not oh let me go to you

[14:47] I have this cool Channel where I talk

[14:49] about stuff it's no I have a a bunch of

[14:51] high schoolers who are actively saying

[14:53] that they're trying to decide what

[14:54] programs to go to let's put your program

[14:57] in front of them not just that but my

[14:59] whole audience right and so this is an

[15:02] absolute GameChanger uh uh gamechanging

[15:05] thing to do because now you're no longer

[15:07] scared to do the partnership because

[15:09] it's like you're not worried oh people

[15:11] are going to call me a sellout or you

[15:12] know just trying to line your pockets

[15:13] it's like no you told me you were having

[15:15] this issue hey look at this poll and I

[15:17] went out there and sought this

[15:18] opportunity for you gosh ah mic drop

[15:22] moment okay let's talk a little bit

[15:24] about uh so I'm going to do um I want

[15:27] everyone to check out sponsor maget

[15:28] we're talk more in depth about it a

[15:29] little bit later that's just a little

[15:31] tease that's what we call Little teaser

[15:33] in the business a little tease um we're

[15:35] going to talk a little bit about some

[15:36] things in the book but before I do that

[15:38] um so for someone who's listening to

[15:40] this and going okay you've given me a

[15:42] little bit of courage to reach out to a

[15:44] brand 30,000 foot view what type of and

[15:47] you know I'm sure the book and

[15:48] everything goes into more detail of how

[15:49] to write it and everything but 30,000

[15:51] foot view what are the things you're

[15:52] trying to get across in that first email

[15:54] and what's the best way to approach and

[15:55] who do you kind of look to to approach

[15:58] here's what not to do bro it's not to

[16:00] it's not to make it about yourself this

[16:02] is what every Creator does they reach

[16:04] out hi my name is Justin I have x000

[16:07] subscribers I'm getting this many views

[16:09] on average or per month here's a bit

[16:10] about my audience demographics I drove a

[16:12] bunch of sales for this other brand blah

[16:14] blah blah blah blah I'd love to figure

[16:16] out a way to collaborate and so the

[16:18] brand receives this email number one

[16:19] they don't know who you are there's lots

[16:21] of people on the internet on YouTube who

[16:24] have lots of subscribers and followers

[16:25] and viewership so you're a dime a dozen

[16:27] sorry even if you have 100 ,000 200,000

[16:30] doesn't matter that that is a

[16:31] commoditized approach to try to pit

[16:33] yourself they don't care just about the

[16:35] highle metrics okay um and they don't

[16:38] know how to collaborate with you they

[16:39] don't know you you're saying like let's

[16:40] figure out a way to collaborate and

[16:42] you're thinking this person's thinking

[16:43] oh more work for me I'm so busy I have

[16:46] no idea who this person is so you know

[16:47] what I'm gonna delete this email or I'm

[16:48] not gonna respond and and so it's The

[16:52] Long Dark Night of the Soul you get sad

[16:54] you're staring in the mirror and you're

[16:55] like you're never going to pitch again

[16:57] don't ever do that right but but you're

[16:59] not GNA want to do that right because

[17:00] and this is why a lot of creators stop

[17:02] pitching because they convince

[17:04] themselves that it doesn't work when in

[17:05] reality it absolutely does but you have

[17:07] to ensure that you're saying something

[17:09] that will get them excited help them

[17:12] understand how you can serve them and so

[17:14] the big flip here is it's not about you

[17:16] you you it's about them them them and so

[17:18] the way in which you do this is uh a

[17:21] process of research where you're

[17:23] actually looking at the types of content

[17:25] that they're posting on a platform like

[17:27] Instagram for example hey we're sitting

[17:29] here in time of recording February we

[17:31] want to work with this brand right here

[17:33] well I'm not going to look at what

[17:34] they're posting right now that's too

[17:35] late if I was trying to forge a

[17:36] partnership for winter Springtime

[17:38] whatever I need to know what what what

[17:40] kind of campaigns were they running last

[17:42] summer let me scroll back on their

[17:44] Instagram and see what they were doing

[17:46] in June or something and they're they

[17:47] have the hashtag science ABS maybe not

[17:50] the hashtag science abs for for the

[17:52] summer um you know what the subject line

[17:54] of that email is When You Reach Out

[17:55] Travis it's hasag summer science abs in

[17:59] 2025 question

[18:01] mark That's the subject line because

[18:05] they understand they ran that campaign

[18:07] so so basically to to distill this down

[18:09] it's it's something that I call the Rope

[18:11] pitching method so r o p so R stands for

[18:14] Relevant your pitch has to be relevant

[18:16] to a campaign that they're either

[18:17] running or have run in the past okay o

[18:19] stands for organic meaning that you can

[18:21] tie your pitch back to organic content

[18:24] that you've already published that

[18:25] illustrates that your audience has an

[18:27] affinity for their brand not you your

[18:30] audience has an affinity for them P

[18:32] stands for proof so you can show how

[18:33] you've helped others achieve results and

[18:35] E stands for easy to execute when they

[18:38] say yes so let's actually um go pull

[18:42] this example here so it's the relevancy

[18:44] of the science ABS thing we're just

[18:45] making this up obviously actually you

[18:47] know what should we do it should we just

[18:48] real quickly call an audible here and do

[18:51] a a pivot what if we tried to pitch like

[18:52] National Geographic or something I love

[18:54] for this channel should we do this okay

[18:57] so so what I'm going to do right now now

[18:59] um and you know what I'm going to do I'm

[19:01] going to share my screen here if that's

[19:02] cool I'm running an audible here do it

[19:04] um I'm going to share my screen and

[19:06] we're just going to walk through this

[19:07] okay all right I love this real time so

[19:10] for those you listening to audio podcast

[19:11] you got to go over to the YouTube

[19:12] channel watch this this is you would

[19:14] have to pay for this normally you just

[19:15] you're paying with your time right now

[19:17] you're paying with your time Justin

[19:18] doesn't have to do this I don't have to

[19:20] do this but I feel like these types of

[19:21] working examples are more helpful

[19:24] sometimes you know um okay so let me

[19:27] share my entire screen screen two okay

[19:30] so thumbs up here we're seeing the

[19:33] Instagram we're feeling good okay so

[19:34] what I have done people who are

[19:36] listening uh again come over to Youtube

[19:38] it'll be better but um so what I've done

[19:41] is I've pulled up National Geographics

[19:43] Instagram page right because what I care

[19:45] about is I want to know like what types

[19:47] of things are they posting about so that

[19:48] example that I shared of like

[19:50] understanding what types of things were

[19:51] they posting last summer let's say I'm

[19:54] going to scroll scroll scroll back they

[19:56] post a lot of things so we'll see how

[19:57] long this takes us so January it might

[19:59] take us a little while but I'm just

[20:00] trying to get an understanding like what

[20:01] are the types of things are they posting

[20:03] are they posting exclusively stuff from

[20:05] their photographers are they repurposing

[20:08] creators content in here it seems like

[20:11] sometimes they do a lot of content that

[20:12] just has like some text over it okay so

[20:14] this is this is December um okay so uh

[20:20] okay so here's uh medical B 2024 medical

[20:24] breakthroughs this is interesting to me

[20:27] um what I want to know

[20:29] is let's see here uh okay so here we go

[20:33] okay so here here's a good one it's

[20:34] going to take a while to scroll back to

[20:35] last summer but here's a good one um so

[20:38] on December 10th of 2024 uh let's say

[20:40] we're trying to pitch National

[20:41] Geographic for a holiday campaign they

[20:44] have this thing here that says their

[20:45] holiday gift guide for anyone who loves

[20:48] travel this is like a a big thing that

[20:50] they're trying to drive towards right

[20:52] and you better believe that on their

[20:54] website they probably are doing

[20:56] affiliate links here look so you say Nat

[20:57] G will earn a commission for certain

[20:58] purchases on the bottom here right and

[21:00] so this is an important thing to them

[21:02] right and so your pitch to them is if

[21:04] you're trying to pitch them it's Nat Geo

[21:07] holiday gift guide in 2025 question mark

[21:10] you say at the top of this pitch you say

[21:12] hey I saw that you were doing this gift

[21:13] guide this seems like a really cool

[21:15] thing and my audience of science

[21:16] officient AOS or travel officient AOS or

[21:18] whatever is going to really enjoy this

[21:20] and then you link a post where you talk

[21:22] about your gift guide from last year if

[21:24] you did it where you say hey click

[21:26] through see what people were saying

[21:27] about this really into this and the the

[21:30] really important thing here Travis is

[21:31] that if you don't have a relevant piece

[21:33] of content that would be that would work

[21:35] right here you make it in advance of the

[21:38] pitch I love that so it serves your

[21:40] audience on the one hand it's not like

[21:42] it's a not useful piece of content it's

[21:43] still GI guys still going to serve them

[21:45] but but you also know that you're going

[21:47] to use this in your pitch for Nat Geo in

[21:49] three weeks okay and then the next part

[21:51] of this pitch is hey I would love to

[21:52] help spread the word about this in the

[21:53] following ways I will do three

[21:55] integrated YouTube videos I will give

[21:57] you uh I can turn around the first asset

[22:00] within 10 days I will cut down some of

[22:02] these assets for you to repurpose for

[22:04] paid advertising for 3 months right

[22:07] happy to share some results of I've

[22:08] worked with XYZ brand over here are you

[22:11] free on Thursday at 10 A.M to talk about

[22:12] this wow that's the pitch

[22:16] powerful right and so do you see what

[22:19] the the most important thing I want

[22:21] people to take away from this is that

[22:22] how long did this take us Travis I mean

[22:24] literally this was real time this was

[22:26] like two minutes this took us two

[22:28] minutes minutes so a lot of people think

[22:29] that this is this overwhelming process

[22:31] of like I don't know what the what types

[22:33] of Brands to work with I don't know what

[22:35] they're interested in no you look at

[22:37] their Instagrams you look at what their

[22:39] director of marketing is posting on

[22:40] LinkedIn you look at their job boards

[22:43] bro they oh they got a they were just

[22:45] recruiting for an influencer marketing

[22:46] manager three months ago sure let me go

[22:48] read that job description and see all

[22:49] the things they need help with Wow right

[22:52] that's fire yeah incredible well let's

[22:56] talk a little bit about the book because

[22:58] there's some questions about uh some of

[22:59] the things you said in there which is

[23:00] great again uh there'll be links in the

[23:02] description to show notes uh we'll get

[23:03] again a little bit deeper about what the

[23:05] book is in a minute but there is Jen

[23:07] wanted me to ask you specifically

[23:08] because she read the first part um where

[23:11] there's something called a Media Kit for

[23:12] those who don't know media kits are

[23:14] generally speaking this thing that kind

[23:16] of shows your proof of what you've done

[23:17] in the past YouTube actually has one

[23:19] integrated and that sort of thing but um

[23:22] I do want to ask you that she said in

[23:25] the beginning of the book kind of talks

[23:27] about how these are dead which is when I

[23:29] was like huh what are you talking about

[23:32] Willis what are you talking about all

[23:34] right so two pieces of data here one an

[23:37] anecdotal piece of data of the last 100

[23:39] deals that my wife and I have done only

[23:43] less than five have asked to see a Media

[23:45] Kit so brands are are just relying on it

[23:49] less I would say in terms of

[23:52] understanding how you can serve them um

[23:54] but the more useful exercise I believe

[23:57] so first of all I do think the process

[23:59] of creating a media kit is helpful in so

[24:02] far as it makes you stop and think about

[24:06] your creator identity who H how am I not

[24:09] only serving my audience but how could I

[24:12] potentially serve prospective brand

[24:14] Partners right so if you have to sit and

[24:15] think about what is my oneliner I call

[24:18] it in the book your STP your surprising

[24:20] transformative promise what is my STP

[24:24] that I you know a brand reads that that

[24:26] oneliner in my YouTube about section or

[24:28] my on a social media platform and they

[24:30] instantly understand wow everyone in

[24:32] Justin's audience has the problem our

[24:35] product solves that's what you're trying

[24:37] to accomplish with your oneliner and if

[24:39] you can't say that if you can't rattle

[24:41] off that oneliner in 10 seconds that's a

[24:43] problem because if you ever get on a

[24:45] phone call with a brand or a a brand is

[24:47] trying to push back on rates that you're

[24:48] providing to them if you don't have a

[24:50] succinct narrative about why you're

[24:53] different about why you they should pay

[24:56] you two or three times as much as this

[24:58] Creator over here who quoted them less

[25:00] when they're trying to Gaslight you

[25:02] right you have to be you have you have

[25:03] to be able to tell that story and so the

[25:06] act of putting together a Media Kit is

[25:08] useful the problem is is that the the

[25:09] problem I have with them is that people

[25:11] use them as a crutch they make it once

[25:13] and then they say they pitch a brand and

[25:15] then they okay just see my Media Kit

[25:16] attach and then they attach the PDF and

[25:18] they mail it in and they they copy and

[25:20] paste the same pitch to a 100 different

[25:21] brands and then they wonder why isn't

[25:23] anyone responding to me right and so

[25:25] well first of all quick tactical thing

[25:27] never ever ever attach a PDF to a cold

[25:30] email because that Brand's corporate

[25:32] firewall probably blocked your email

[25:35] because you're an unknown sender and

[25:38] it's not even going to get through so

[25:39] the reason that they didn't respond may

[25:40] have just been because you attached to

[25:41] BDF anyways I've got a lot of little

[25:44] these tactical things as well um but but

[25:47] the better use of the Media Kit in my

[25:50] opinion is you actually keep that to

[25:52] your chest that information and you

[25:55] actually put that into a bespoke custom

[25:58] proposal so a lot of the same elements

[26:01] that you have in your Media Kit can be

[26:03] very useful after you have an initial

[26:05] Discovery call or interaction engagement

[26:08] over email with the brand where you

[26:09] actually ascertain some of their

[26:11] business objectives and then you say hey

[26:13] this was great I'm going to put together

[26:14] a proposal now and a lot of those same

[26:16] elements that you have in the media kit

[26:18] are great uh inclusions in your uh in

[26:21] your proposal so you've got case studies

[26:24] you've got you know information about

[26:26] yourself information about your channels

[26:27] but really at the end of the day it's

[26:29] about them it's about how you can serve

[26:31] them in fact like the the I'll just like

[26:33] kind of behind the scenes here like page

[26:35] number one of every proposal that I send

[26:37] out is what I

[26:39] heard that's page number one it's a

[26:42] regurgitation of exactly what the brand

[26:44] told me on the call or over email

[26:46] because what happens Travis is that they

[26:47] take this proposal and they send it

[26:50] around to other people who weren't on

[26:51] the call their boss if it's an agency

[26:54] they send it to their client and so this

[26:56] person who's probably the decision maker

[26:58] not them it's this other person here

[27:00] they need to feel good what that this

[27:02] person that they're about to pay 10 20

[27:04] grand or $500,000 whatever the amount is

[27:07] understands the business objective right

[27:10] and so it's it's your there's all these

[27:11] little things that you can do to

[27:12] optimize and increase your chances of

[27:15] getting on the radar attracting Brands

[27:16] but a Media Kit in my opinion is not one

[27:18] of them I love that uh okay a couple

[27:21] more questions before we kind of dive

[27:23] into the book a little bit more um how

[27:26] many Subs do I need to start we kind of

[27:28] briefly touched on that in the beginning

[27:29] but if you have 500 who are you pitching

[27:31] to and what are you pitching at that

[27:33] point are you saying listen I can just I

[27:35] just help help I I know you talked about

[27:37] value which I think is important but

[27:39] there is I and well I know I'm going to

[27:41] get emails about this next week I know

[27:43] for a fact I'm too small people are not

[27:45] going to look at my email like how do I

[27:47] make guys first of all you buy a sponsor

[27:49] magnet and then you write the email

[27:51] based on that but besid from that how do

[27:53] you get over that and go okay I'm at 500

[27:55] subscribers I'm strong enough to go

[27:56] ahead and and Pitch myself somebody like

[27:58] what what's the deal I have a video on

[28:01] my YouTube channel called how to get

[28:02] sponsorships with zero subscribers oh do

[28:05] it okay link that because because I

[28:08] obviously it's hyperbolic but I talk

[28:10] about I talk about something called the

[28:12] sponsorship Continuum is a very

[28:14] important concept so when you were in

[28:16] the beginning and you're at the very

[28:18] outset of your creator Journey as a

[28:20] YouTuber um let's be real here if you're

[28:23] getting if you have couple hundred Subs

[28:25] you're getting you know 100 average

[28:27] views per video

[28:28] um if you were to reach out to a brand

[28:30] and say hey let me talk about you on my

[28:32] YouTube channel they're going to take

[28:33] one look at your channel and be like not

[28:35] really going to move the needle for us

[28:38] and let's just be real here that that

[28:39] that's a normal thing and you you

[28:41] shouldn't get upset at the at the

[28:43] company or the brand for that however if

[28:46] you looked at this a bit differently and

[28:47] thought okay what if I actually change

[28:49] the positioning of this pitch a bit

[28:51] where let me actually do a holistic

[28:53] audit of the Brand's presence on the

[28:55] internet let me go take a look at their

[28:57] blog do they even have one let me go

[28:59] take a look at their podcast did they

[29:00] have a podcast let me go take a look at

[29:01] their YouTube channel oh all they're

[29:02] posting is their 30C tv ads lots of

[29:05] brands do that right so that's not gonna

[29:06] work on YouTube right let me go take a

[29:08] look at their their social media are

[29:09] they posting stuff on social media right

[29:11] and so you do this big kind of uh

[29:13] overarching analysis and you come to

[29:15] them and you say hey look um love your

[29:17] brand you know big fan um I actually

[29:20] think you could be telling your brand

[29:21] story in a more compelling way I would

[29:24] actually love to create some content for

[29:25] you on autopilot I'll make 5 10 videos a

[29:29] month post it on your YouTube channel

[29:31] embed it on your blog use it for paid

[29:33] advertising and oh by the way go take a

[29:36] look at my YouTube channel because that

[29:39] is my

[29:41] portfolio so what your pitching has to

[29:44] change based on where you're at in your

[29:47] journey and you know what the beautiful

[29:48] part about this pitch Travis is that

[29:50] your rate the amount that you could

[29:52] charge for something like that is

[29:53] completely detached from how many

[29:55] subscribers or viewers you have because

[29:57] that's not what pitching exactly right

[29:59] and so let's say that you grow a little

[30:01] bit now you move along the sponsorship

[30:02] Continuum and now let's say you're

[30:03] you're bigger now you're getting

[30:04] thousands of views on average more

[30:06] subscribers maybe what you pitch them is

[30:08] a combination a combo of content for

[30:10] that that you create for them uh maybe

[30:12] it's some Consulting that you do to help

[30:13] them understand this the social media

[30:15] landscape and yeah maybe actually

[30:17] posting now on your platforms starts

[30:19] becoming a little bit more meaningful

[30:20] now you get to the far end of this

[30:22] Continuum where you're crushing it right

[30:23] you're getting tens of thousands of

[30:24] views on average hundreds of thousands

[30:26] yeah the thrust of your can be let me

[30:28] talk about you on my platform it's going

[30:30] to be very meaningful for you right and

[30:32] so I think it's it's just understanding

[30:34] where you're at is going to really be be

[30:36] very helpful to orient you based on kind

[30:38] of who you should pitch and when that

[30:41] whole like let me do some of this stuff

[30:43] for you is so accurate like I've worked

[30:45] with Brands and people who've done this

[30:48] and it works you'd be surprised at all

[30:50] these companies that are clueless on how

[30:51] to do anything on YouTube including big

[30:54] Brands and they see a YouTuber who does

[30:55] it all the time and they're like yeah

[30:57] sure dude I mean that'd be fine we'd

[30:59] love to work with you understand it but

[31:00] even if you're just like let me just

[31:01] jump on a call and just get to know who

[31:03] I am and I'm gonna teach you a little

[31:04] bit about how to do things on YouTube

[31:06] you never know what door that could open

[31:08] that alone open a door so so many

[31:10] creators think that brands have

[31:12] everything figured out they've got the

[31:13] marketing staff they've hiring the

[31:15] agencies like of course they they get it

[31:17] right what what type of value could I

[31:20] possibly provide to them dude I've been

[31:22] in these meetings these PE these Brands

[31:24] they have these massive six-figure

[31:26] budgets and they're like Justin what

[31:27] should we do too I'm just like wow you

[31:30] really don't know like like for real you

[31:32] and so again like you got to get rid of

[31:34] this impostor syndrome if you're

[31:36] listening or watching this and thinking

[31:37] what could I possibly uh you know teach

[31:39] these Brands but you have to ship this

[31:41] mindset away from like um feeling as

[31:44] though you're just a Creator you're not

[31:45] just a Creator you can also serve as a

[31:47] consultant to these Brands all right two

[31:50] more questions and then we're going to

[31:51] just talk about the book and and end out

[31:52] of here Longs versus shorts how does

[31:54] that work like like how do you are they

[31:56] the pitch the same pitch is one easier

[31:58] to pitch than the other what's the deal

[31:59] there dude it's all about what the brand

[32:01] is trying to accomplish if they believe

[32:03] that their product or service can be

[32:06] accurately represented or demonstrated

[32:09] in a short form fashion then maybe

[32:12] that's something that they want to do or

[32:13] maybe they're trying to attract a

[32:15] different type of demographic maybe a

[32:17] younger demographic who is primarily

[32:20] consuming content on Tik Tok or YouTube

[32:22] shorts or Instagram reels or something

[32:23] like that maybe that's going to be their

[32:25] primary strategy dude I talk with so

[32:26] many creators who are in my DMs in my

[32:28] inbox all the time that says man Justin

[32:30] what is going on I was absolutely

[32:32] crushing it during the pandemic with

[32:33] long form integrated YouTube videos and

[32:36] it fell off the cliff I had brands in my

[32:37] DMs or in my inbox every day what

[32:39] happened 2023 2024 hit and like it fell

[32:42] off the cliff it's because this is a

[32:44] real thing that Brands started

[32:45] reallocating some of their influencer

[32:47] marketing budgets to short form content

[32:49] to Tik Tok to YouTube shorts to

[32:51] Instagram reals and so you really do if

[32:53] if sponsorships are a significant part

[32:55] of your Revenue stream you absolutely

[32:57] need to be kind of taking a pulse check

[32:58] here every six months every 12 12 months

[33:01] and being like okay let me just

[33:03] understand here not only number one are

[33:04] the brands that I usually work with

[33:05] starting to advertise I'm seeing them

[33:07] advertise with other creators on short

[33:09] form that's an important like data point

[33:12] also is my audience starting to consume

[33:14] content on short form or learning or

[33:16] being entertained by short form content

[33:18] as well I I I think this two-part

[33:20] litness test is very useful to try to

[33:22] make a determination of where you should

[33:24] invest in terms of new content formats

[33:26] as a Creator all right right last

[33:28] question and I know I'm going to get

[33:30] this question because I personally as a

[33:32] content creator have gotten this

[33:32] question from other content creators and

[33:35] I never have a good answer for this and

[33:36] then I'm goingon to tell a real quick

[33:37] story about what is I'm G ask the

[33:38] question then I'm going to tell you my

[33:39] story how much do you charge let me

[33:43] explain my litness test for whether or

[33:45] not I've asked to charge the right thing

[33:47] there was a this wasn't even that long

[33:49] ago uh there was a I get sponsorship

[33:52] offers quite a bit in my inbox and I

[33:54] ignore most of them there was one that

[33:55] was kind of interesting to me and was

[33:58] like but I'm I'm also kind of lazy so I

[33:59] don't like to do these little videos and

[34:01] stuff so I threw out a number that I

[34:03] thought they would say no

[34:06] to they replied back in about five

[34:08] minutes saying yes and then at that

[34:10] moment I knew I did not ask for enough

[34:15] if any brand immediately says yes you

[34:18] didn't ask for enough and I think Justin

[34:20] knows this better than

[34:23] anybody bro they could have at least

[34:25] scheduled their response for like a

[34:26] couple hours later to not give you that

[34:28] not give you that that uh pit in your

[34:30] stomach I can hear the sucker coming

[34:33] through my my head it was was in all

[34:36] right um I apologize or maybe I don't

[34:39] apologize but I got to get a a bit into

[34:41] the weeds here about why this is

[34:43] important for for people to understand

[34:45] so there's two buckets that you need to

[34:46] consider when it comes to your pricing

[34:48] okay the first over here is called The

[34:51] Arc framework understanding Brand's

[34:53] goals and the other is the do rule due

[34:58] understanding the deliverables the usage

[34:59] rights and the exclusivity so let's talk

[35:01] about the arc framework first so uh

[35:04] first of all a lot of people do not even

[35:06] Factor this in at all to their pricing

[35:08] they're trying to evaluate how much they

[35:11] should charge in a vacuum they say oh

[35:13] this is what my average viewership is

[35:14] and they look up some calculators online

[35:16] that are trash that are only evaluating

[35:19] again like how what their engagement

[35:20] rate is and all this stuff that yes it's

[35:21] important but it's it's only 50% of it

[35:24] so let me explain so when a brand

[35:26] decides that they want to run a campaign

[35:27] with the Creator they have three goal

[35:29] types it could be one two or all three

[35:31] of them so a in the arc framework is

[35:34] awareness so the primary reason that

[35:36] they want to hire you Travis is to

[35:38] spread the word about this new product

[35:39] Oh they've got this new AI feature that

[35:41] they've invested a ton of money into and

[35:42] they want everyone to know about it or

[35:44] maybe they were only available in the US

[35:46] now they're available in the UK that is

[35:47] an awareness campaign R in the arc

[35:50] framework is repurposing this is where

[35:53] going back to the sponsorship Continuum

[35:55] where the primary reason that they want

[35:57] to collaborate with you is to take the

[35:58] content that you generate and use it in

[36:00] other ways put on their website put it

[36:02] on their social media use it for paid

[36:04] advertising Etc the C in the arc

[36:06] framework is conversions that's where

[36:08] they care about sales right app

[36:10] downloads software trial signups

[36:12] something attributable and measurable

[36:14] and the reason that you need to be

[36:16] asking a brand what success would look

[36:19] like if you were to collaborate is that

[36:22] your pricing has to change let me

[36:25] explain by working backwards so let's

[36:27] say that you are negotiating with a

[36:28] brand who says that they have a

[36:30] conversion focused metric right that

[36:32] they're trying to drive sales so what's

[36:33] likely happening is this contact has

[36:36] what's called a CPA metric that they are

[36:39] beholden to a cost per acquisition

[36:41] metric meaning that okay they say okay

[36:43] if we hire Travis to do a integrated

[36:46] YouTube video talking about us he on

[36:47] average gets 10,000 views per video

[36:49] whatever I don't know what you get I'm

[36:50] just easy M 10,000 views on average

[36:52] right of the 10,000 views we are going

[36:56] to consum conservative conservatively

[36:58] assume that 10% of those viewers are

[37:00] going to click the link in the

[37:01] description box so that's a th000 people

[37:03] that land on that landing page of the a

[37:05] thousand people we calculate 25% are

[37:08] going to sign up for free trial that's

[37:09] 250 people of the 250 people that sign

[37:12] up we guess about 20% of people are

[37:15] going to convert to a paid plan so

[37:16] that's 50 people we know that our

[37:18] software cost $10 a month and on average

[37:20] people stick around for 10 months that's

[37:23] $100 of lifetime value 10 months time

[37:25] $10 so 50 c paying customers times $100

[37:29] $5,000 that's the max they're going to

[37:31] pay Travis but in reality they don't

[37:34] want to pay you 5,000 because that's the

[37:37] break even right they want to turn a

[37:39] profit that's the whole reason that

[37:41] they're doing influencer marketing and

[37:42] so they want to pay you a half a third a

[37:44] fourth maybe less of that depending on

[37:46] their risk tolerance right so the reason

[37:48] that it's so difficult oftentimes to to

[37:50] negotiate with a brand who has a

[37:52] conversion focused metric is because of

[37:54] this they cannot exceed this kind of

[37:56] napkin math they're held to by their

[37:58] boss or by their client internally

[38:00] contrast that with an awareness focused

[38:03] campaign what are the metrics that the

[38:05] brand is using to measure this views

[38:07] engagement comments right this person

[38:11] this contact does not has have their

[38:12] boss breathing down their neck and being

[38:14] like how many sales did you drive with

[38:16] that collaboration with Travis no it's

[38:18] hey did we spread the word hopefully

[38:20] right all the all the you know signs are

[38:22] pointing to yes right and so you're

[38:24] negotiating leverage in an awareness

[38:25] focused campaign absolutely Ely

[38:28] skyrockets and so it's just a very very

[38:30] important thing to understand so quickly

[38:32] that's one bucket is understanding the

[38:33] Brand's objectives the second one is the

[38:35] do rule due so deliverables do they want

[38:38] an integrated video or a dedicated video

[38:40] that's an important thing to for you to

[38:41] understand right in terms of how much

[38:43] time you're having to invest in this

[38:44] type of thing um usage rights this is

[38:46] something a lot of people creators don't

[38:48] consider again do they want to take your

[38:49] content run paid advertising with it

[38:51] embed it on their website and for how

[38:53] long do they want to do that last one is

[38:55] exclusivity the E is exclusivity are

[38:57] they saying hey you cannot work with any

[38:59] of our competitors for a certain

[39:01] duration that represents a direct

[39:03] opportunity cost dollars out of your

[39:04] pocket uh if one of their competitors

[39:07] approached you six month you know year

[39:09] down the line dude I coached a Creator

[39:11] who agreed to five years of exclusivity

[39:14] for a free mattress whoa no free

[39:19] mattress and they did not understand

[39:21] what they had agreed to when they signed

[39:22] that signed this contract for the free

[39:23] mattress so like this has real world

[39:26] real life implications for you and your

[39:28] business so I understand yeah Justin I

[39:30] get it do rule Arc framework that's

[39:32] helpful how much should I charge Justin

[39:34] I know you're thinking that okay so I've

[39:35] got I've got a quick and dirty ad piece

[39:38] of advice to kind of wrap this up okay

[39:40] um when you have that initial Discovery

[39:42] call with the brand what oftentimes

[39:44] happen is you have this great Rapport

[39:45] you ask the questions and then at the

[39:47] very end what do they do Tris they say

[39:48] okay so yeah like roughly what do you

[39:50] charge ballpark like what do you what do

[39:51] you charge for this type of thing and

[39:52] what most people do is they stutter they

[39:54] stammer and they go a thousand they just

[39:56] like they and then they like cry later

[39:58] in the shower right yeah yeah um so

[40:01] instead of doing that don't do that you

[40:02] say hey this was so useful thank you so

[40:05] much for all this you know information I

[40:07] need to think about this a little bit

[40:08] more and I'm going to come back to you

[40:10] with a proposal i' I'd love to do this

[40:12] and usually what I what I do when I put

[40:14] these proposals together is I'm going to

[40:15] put together three to four different

[40:17] packages of how we could bring this

[40:19] partnership to life do you have a sense

[40:22] bran do you have a sense of what I

[40:24] should set those three to four tiar at

[40:27] from a budget feasibility

[40:29] perspective and then you shut up you

[40:32] lean into the silence this is very

[40:34] different than saying what's your budget

[40:36] because when you say what's your budget

[40:37] they don't want to tell you oh we don't

[40:39] know we don't we don't you you tell us

[40:41] we don't really know but when you give

[40:43] them a range the ability to give you a

[40:45] range they now feel like they have some

[40:47] wiggle room some flexibility when

[40:50] they're trying to piece together the

[40:51] budget with all the other creators that

[40:53] they're negotiating with as well so

[40:55] that's dude I I've done this across

[40:57] hundreds of negotiations and this might

[40:59] be shocking to hear but 75% of the time

[41:02] the brand will tell you the range it's

[41:05] wild dude and and so now great you have

[41:08] a good ballpark of kind of where you

[41:10] should come in with those different

[41:11] packages and then now 25% of the time

[41:13] they will they'll steal Stonewall

[41:15] they'll say I don't know we don't know

[41:16] you tell us and so my very unscientific

[41:19] advice in this scenario is you have to

[41:21] pick your heck yeah number right meaning

[41:24] that package one you still send them

[41:26] packages but package one if they pick

[41:29] that you say heck yeah let's go I'm

[41:32] excited not oh man I got to do this now

[41:35] exactly and then you resent it and so

[41:37] again look that number is going to

[41:39] change regardless of kind of where

[41:41] you're at as a creator for every Creator

[41:42] it's going to be different um but

[41:44] hopefully that's helpful my gosh that's

[41:46] incredible Let's uh let's wrap this up

[41:48] by talking about sponsor magnets your

[41:49] new book congratulations on writing a

[41:51] book uh that's phenomenal um tell us a

[41:54] little bit about it what kind of things

[41:55] will you learn by reading this book and

[41:57] what should makes people excited about

[41:59] this book dude this was the book that I

[42:01] wish I had 15 years ago every mistake

[42:04] that we made through hard lessons of

[42:07] signing away rights and contracts that

[42:09] we shouldn't have um you know having

[42:12] kind of a sloppy process of

[42:13] collaborating with Brands um feeling as

[42:16] though brand Partnerships were awesome

[42:18] when we could get them but they were

[42:20] kind of unpredictable in terms of as a

[42:22] revenue stream as a Creator and so you

[42:24] know one thing that we we learned over

[42:26] the years that is that that's actually

[42:27] not true if you have if you devise a

[42:30] system to actually ensure that these

[42:32] Partnerships turn into ongoing

[42:35] relationships you can actually start to

[42:37] rely on that income when you're

[42:39] collaborating with Brands and so this is

[42:40] what I what I dive into in this book

[42:42] it's my EP sponsorship wheel framework

[42:45] it's pitch negotiate contract concept

[42:48] produce feedback publish and analyze and

[42:51] I go into these are the structure of the

[42:53] basically the main eight chapters of the

[42:54] book I go into extreme detail about how

[42:56] do you actually create create this

[42:57] system for yourself and also attract

[42:59] sponsors uh to want to work with you

[43:02] over and over again and so really it's a

[43:03] complete distillation of everything that

[43:04] I know having been a creator for 15

[43:06] years having run this Agency for many

[43:08] years uh and I'm just so excited for it

[43:10] to be out in the universe I have just

[43:12] some insane testimonials that I've once

[43:15] someone left a review on Amazon that

[43:17] said something like I got a deal I from

[43:20] the moment I finished the book to

[43:22] getting the money in my bank account

[43:24] from a brand that I pitch was four days

[43:26] wow

[43:27] so it crazy I just like the results that

[43:30] I'm that people are seeing are just

[43:32] phenomenal man so if anyone listening or

[43:34] watching is interested in this we just

[43:36] scratched the surface on what I talk

[43:38] about in the book and you can just go to

[43:39] sponsor magnet.com to check it out yeah

[43:41] we're gonna we're going to put the link

[43:42] in the description in the show notes

[43:43] check it out uh definitely get grab

[43:45] yourself a copy even if you're just like

[43:46] I think I'm still too far away from that

[43:48] yet I think if you read it and just this

[43:50] podcast alone is like mindbending but if

[43:52] you just read it and understand even the

[43:54] depths of the things that you will

[43:55] eventually be getting into or even if

[43:57] you're just curious phenomenal read um

[44:00] some hot takes which I love I love a

[44:02] good hot take and I think that um as

[44:05] someone I and I've known Justin for

[44:07] years I think this is a phenomenal thing

[44:08] for the industry and for creators so

[44:11] definitely show support by going out

[44:12] there and grab a copy if you can grab a

[44:14] copy for a Creator friend as well

[44:16] there'll be a link in the description

[44:17] and in the show notes for that Justin

[44:19] with all that being said what do you

[44:21] want to leave us with that's going to

[44:23] make us feel so inspired for the

[44:25] day you are in control as a Creator you

[44:29] do not need anyone's permission to

[44:31] collaborate with Brands if you were

[44:33] sitting here waiting and you were

[44:34] looking for a sign of like when is the

[44:36] right time for me to work with brands

[44:38] that time is now there's no gatekeeper

[44:39] there's no one standing in between you

[44:41] and doing this as a Creator and let me

[44:44] tell you now you will make $10,000 in

[44:46] sponsorships way sooner than $10,000 in

[44:50] AdSense good I thank you for saying that

[44:52] cuz that is so true it's not even a joke

[44:55] ladies and gentlemen you have just

[44:57] gotten thousands of dollars worth of

[44:59] information for just the 40 something

[45:01] minutes of your time so we greatly

[45:03] appreciate your time make sure you check

[45:04] out the link in the description and in

[45:06] the show notes to check out sponsor

[45:07] magnet an incredible way to move

[45:11] yourself from the parttime Creator to

[45:13] the full-time Creator and maybe even

[45:15] having your own employees and I will

[45:17] work for you because I know my listeners

[45:19] are smart so I would be your first

[45:20] employee I'll see all of y'all in the

[45:22] next one