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

Kristen Nolan: 00:00:00

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.

Instead of you having to shout and say, I'm the top, you know, 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, 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 super fan.

You're like a super fan.

Intro: 00:00:37

Welcome to the Business Superfans Podcast.

We will discuss how establishing Business Superfans 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 implemented the strategies in the book to build their own team of devoted superfans.

Gain insightful knowledge from the experts who create applications that help you create passionate superfans.

This is the Business Superfans Podcast with your host, Freddy D. Freddy ready.

Freddy D: 00:01:23

Foreign.

Freddy D: 00:01:27

Hey super fans.

Freddy D here.

Welcome to episode 222 of the Business Superfans Advantage podcast.

Getting invited onto a podcast is one thing.

Turning 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.

Targeting the right audience, shaping the right message and creating a path that turns attention into stronger relationships and measurable growth that fits directly with the Business Superfans 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, Kristen 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.

Freddy D: 00:02:55

Welcome Kristen to the Business Superfans Advantage podcast.

Great conversation we had before we start recording.

Freddy D: 00:03:02

Let's continue that conversation.

Welcome to the show.

Kristen Nolan: 00:03:04

Thank you so much Freddie for having me.

Freddy D: 00:03:07

So we were talking a little bit.

You spent some time in Florida.

I've got my mother in law that's down in Florida.

But 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.

So what's the, what's the story?

Kristen Nolan: 00:03:23

Yeah, so I met my husband many years ago and we move often, so 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 the small town feel of it, so I love that.

And Tampa is beautiful too.

You can't go wrong here with all the sunshine.

Freddy D: 00:03:44

Sure.

Freddy D: 00:03:45

So tell us a little bit about.

You're now working with Interview Valet, which has provided me with some great guests and I've had an opportunity to have Tom on the show and he's interviewed me on your guys show.

So kind of cool.

But you didn't start there.

So what's the story that got you to working with Interview Valley?

Kristen Nolan: 00:04:03

Yeah, so my background, I spent over a decade in corporate sales and account management and I took about seven years off to be a stay at home mom and kind of travel around with my husband and raise my kids.

And so how I got back into the workforce is my son was struggling with school and 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.

Freddy D: 00:04:58

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 right now with Interview Valet continues on with you.

So that's the really cool part.

Kristen Nolan: 00:05:15

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, 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 kids 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 Valley are Military spouses.

So very military friendly organization.

Freddy D: 00:05:41

I didn't know that.

That's something new.

Kristen Nolan: 00:05:43

Yeah, I think 75% is what?

Freddy D: 00:05:46

Really?

Kristen Nolan: 00:05:46

Yeah.

Freddy D: 00:05:48

Oh, that's really cool.

Freddy D: 00:05:50

Oh, I didn't know that.

So that's.

That's a new insight.

Freddy D: 00:05:53

That's great.

So let's get into a little bit of you work with 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.

So let's talk about what's that process and what makes you guys different than other podcast placement agencies.

Kristen Nolan: 00:06:18

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.

Freddy D: 00:07:11

Yeah, 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 in the back of my head, because everywhere can be really nowhere.

Kristen Nolan: 00:07:53

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.

So 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.

Freddy D: 00:08:35

Yeah.

And it's really delivering value to the host's audience.

So the best guests 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 them.

The shows that, look how wonderful I am.

Those don't go too far.

Kristen Nolan: 00:09:06

Yeah, absolutely.

A lot of times some hosts will say, in the very beginning of a podcast, tell us about yourself.

How'd you get to where you are today?

And I can't tell you how many podcast episodes I've listened to.

And the person is like, in middle school, I did this.

In 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.

Right.

We want to.

We want to develop a problem that you.

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.

Right.

If.

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.

Freddy D: 00:10:11

Totally agree.

Couldn't say it any better.

I mean, that's really.

That's the bottom line is develop.

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, 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, a software platform and I just reached out to the guest, 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?

He said he's landed two high ticket deals because of the way the platform had helped them.

So that's the value that people want to be able to resonate with.

Kristen Nolan: 00:10:55

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 it's surface level and it's fluff, it's a waste of time.

Freddy D: 00:11:17

Right.

And that's the most expensive commodity on the planet because you can't buy more.

Kristen Nolan: 00:11:22

,: 1000

Freddy D: 00:11:26

All right, so tell me, share with our listeners.

Kristen, how does you start off working with somebody?

How do you, what's the whole process?

Let's go into that whole, the whole process of you getting somebody onboarded and getting them set up so that you can now start presenting them to guests.

Kristen Nolan: 00:11:42

Yeah.

Freddy D: 00:11:42

To hosts.

I mean.

Kristen Nolan: 00:11:43

Yeah.

So the first step is really meeting with Tom.

Right.

We, we have our sales process.

He's going to meet with them and they're going to have a discovery call and a roadmap call.

What does it look like?

We want to make sure it's a fit for, for both them and interview Valet.

We have, we have certain things that we look for and we want to make sure that it's a heck yes.

Because if it's not a heck 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, your one sheet, and we go over an avatar list.

So 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, here 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, it's 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.

If you're a host and you have a guest and they're promoting, what is that?

What do you do?

If I come to you and I say, freddie, I I'm tagging you on LinkedIn and I'm doing all those things, what does that say to you?

Freddy D: 00:13:31

Says 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' 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 two 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, and 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.

Freddy D: 00:14:35

Okay.

Freddy D: 00:14:35

Because the podcast is about a week and then it's trickles on.

But the big impact is in the first seven to 10 days.

So I created this platform where it actually takes their whole trend show and creates it into asset.

And I've only had a handful of people buy it and it's reason, I mean like dirt Cheap and it just blows my mind.

Kristen Nolan: 00:14:55

Yeah, I think people always think more is better, right.

If I do more podcasts I'll get more visibility.

And, and at Interview Valet, we believe that better is better.

Right?

Freddy D: 00:15:05

Right.

Kristen Nolan: 00:15:05

The intentionality, the reasoning behind it, that's really where the sweet is.

Because if you're doing a podcast and 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 engine 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 waste, 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.

Freddy D: 00:15:48

Correct?

Freddy D: 00:15:48

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 a 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 still gotta listen to it and you're still gonna fix it.

You gotta 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.

A lot of them don't send anything.

Kristen Nolan: 00:16:26

Yep.

I'm always asking.

I have clients because I, 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 am I bringing and how do I, how do I help the host and the audience?

You're not showing up as a gracious guest.

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 gonna come in and be rude and not not send 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 would if we were in someone's home.

Freddy D: 00:17:45

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 guests being on my show, I could probably count them on two hands.

Kristen Nolan: 00:18:06

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's 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.

And 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 focused 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.

Freddy D: 00:19:23

Sure.

Kristen Nolan: 00:19:23

Yeah.

It's a good reminder to me.

I used to send handwritten thank you notes to all my clients, like, once a quarter.

And I've gotten away from it a little bit.

So this is a good opportunity for me to reopen that and start doing that again.

Freddy D: 00:19:34

That's how you create business superfans.

Kristen Nolan: 00:19:36

Absolutely.

Freddy D: 00:19:36

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 at post it on LinkedIn and says, who does this?

Kristen Nolan: 00:19:51

Mm.

Freddy D: 00:19:52

This is.

This guy does.

Because I walk the walk and talk to talk.

Kristen Nolan: 00:19:56

Yep.

Freddy D: 00:19:57

Or is it talk to talk and walk the walk?

Kristen Nolan: 00:19:58

Whatever.

Yeah.

And.

And I think that doing that, you.

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.

He wants to connect with me, that he wants to further that relationship.

Freddy D: 00:20:32

Yeah.

Build relationships, Build business.

Kristen Nolan: 00:20:35

Yep.

Our.

Freddy D: 00:20:36

That was.

That was my networking group back in Chicago.

That was it.

That was the name of the networking group.

Build relationships, Build business.

Not rocket science.

Kristen Nolan: 00:20:43

Yep.

I love that.

Intro: 00:20:45

Our.

Kristen Nolan: 00:20:45

One of our core values, Interview Valet is.

Relationships are the ultimate currency.

Right.

I do everything with that in mind on.

On the podcast.

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 gonna send them a client to introduce that I know the host is gonna 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 gonna be like, I don't wanna 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.

Freddy D: 00:21:18

Sure.

So, Kristin, share a story that you working with somebody that was new to getting into podcasting, they've heard about it.

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 that 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.

Kristen Nolan: 00:21:53

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 gonna 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 had 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 prep document and information so that she 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 class 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, I like what you have to say, I like what you stand for.

And so that was really impactful to her business.

Freddy D: 00:23:24

Sure.

So she became a super fan of you guys.

Kristen Nolan: 00:23:26

Absolutely.

Freddy D: 00:23:27

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 get landing those kind of deals.

And she's probably your biggest advocate now, which I call fan.

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.

Kristen Nolan: 00:23:53

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.

Freddy D: 00:24:14

Sure.

And what's really important there, Kristen, is the fact that referrals is One thing.

Introductions is the thing.

Kristen Nolan: 00:24:23

Yes.

Freddy D: 00:24:24

Because a super fan 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 and it's going to be that kind of verbiage.

It's my friend.

It's not, oh, you need to talk to so and so or agency or whatever.

And that collapses the whole sales cycle because there's a trust factor that says John recommends Kristen.

And he shared his story of why.

Freddy D: 00:24:48

Complete game changer.

Freddy D: 00:24:50

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.

Kristen Nolan: 00:24:59

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 I'm a military special, 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.

Intro: 00:25:34

Yeah.

Freddy D: 00:25:35

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 recommendations.

Those are referrals.

You still got to do the homework on the referrals to make sure and check them out.

Or a introduction.

Don't even do any of that stuff.

Mike says you need to call John, you call John.

That's it, Right?

Kristen Nolan: 00:25:56

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.

And 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.

And so coming from that place of service, I think is also a really great opportunity to connect with other people.

Freddy D: 00:26:49

Yeah.

Freddy D: 00:26:50

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's 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 the sin not to follow up.

Kristen Nolan: 00:27:21

Yeah.

Freddy D: 00:27:22

But it's like, you'll never know who I know.

And you and I may not be doing business, which is 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.

Kristen Nolan: 00:27:38

100%.

And I think also it's very interesting because it's not even just like doing business, the two of you.

Right.

If you're in the same circles.

So it could be that, like, maybe you're 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 salesperson 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.

Freddy D: 00:28:32

Yeah.

Freddy D: 00:28:32

That's one of the things I really like about working with Interview Valet is every interaction I've had with the team members and including conversations with Tom has always been genuine.

It's always been straightforward.

It'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.

Kristen Nolan: 00:28:52

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 host saying, 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 their lives.

So as you and I talking about introducing people or 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.

Freddy D: 00:30:01

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 the 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.

Crickets.

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.

Kristen Nolan: 00:30:33

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, oh, 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 maybe wasted some of your time.

Freddy D: 00:31:10

Yeah.

Freddy D: 00:31:10

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 the wrong direction, I noticed it or I flubbed.

I completely blew the appointment.

Whatever it is, I just came clean.

And usually as soon as you handle it that way and become 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, said what it was, and we got past it because I created integrity by being able to do that.

Kristen Nolan: 00:31:52

Yeah.

And I think it comes down to the relationship piece too.

Freddy D: 00:31:55

Right.

Kristen Nolan: 00:31:55

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. 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.

Freddy D: 00:32:27

That's a different conversation.

Kristen Nolan: 00:32:28

100.

But, like, I think there is not an expectation that we're all perfect 100% 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 gonna say, we all make mistakes.

It's not a big deal.

Let's just learn from it and move on.

Freddy D: 00:32:47

Yeah.

And I've seen people defend themselves for the mistake, and usually they're sinking themselves deeper into the hole because you keep talking about it.

So get it neutralized and move on.

Kristen Nolan: 00:32:58

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.

Freddy D: 00:33:47

Yep.

I've shared a similar story.

I was selling manufacturing software throughout the whole 90s.

At the end of the day, and same thing, there was a contest end of June.

I needed to win it.

I was top sales guy in the.

In the 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 guy and everything else.

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.

Kristen Nolan: 00:34:30

Yeah.

And that's what it's about.

It's like finding a way for everyone to win.

Freddy D: 00:34:36

Right?

Right.

Freddy D: 00:34:37

Great conversation as we kind of come.

Freddy D: 00:34:39

To the end here.

Kristen, how can people find you?

Kristen Nolan: 00:34:43

Yeah, absolutely.

So you can find me at interviewvalet with a v dot com, Kristen.

And that's spelled 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.

And 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.

It'll 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.

Freddy D: 00:35:19

Great.

Well, make sure that's in the show notes.

Great conversation.

Freddy D: 00:35:22

Love to have you on the show down the road.

Kristen Nolan: 00:35:24

Thank you so much.

I've enjoyed being a guest today.

Freddy D: 00:35:26

Thank you.

Kristen Nolan: 00:35:27

Thanks.

Freddy D: 00:35:29

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 interaction.

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 super fan.

So here's your 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 super fan 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.

Intro: 00:37:01

We hope you took away some useful knowledge from today's episode of the Business Superfans podcast.

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