Renee Hribar [00:00:00]:

From podcast guest to paid yes. The most elegant pipeline you're probably underusing. Okay, let me say something that might sting just a tiny bit. You have a podcast, you host interviews, maybe you run summits, maybe you have a panel discussion, or maybe you have an expert interview series like I do. You host expert conversations, so you don't even have to be a podcaster. But if you're treating those interviews as content instead of a pipeline, you're missing a huge opportunity. And I say this with love because this episode is about one of the cleanest, most elegant pipeline drivers I teach inside of my Permission to Sell program. And it is, "I want to interview you." Not, "Let's grab a coffee." "Let's catch up.

Renee Hribar [00:00:54]:

Let me pick your brain." Nope. This interview is about clear, time-bound, value-forward, and socially normal conversations, right? Like asking someone, "Hey, I want to interview you," makes sense. I've almost never had anyone say no. Almost everybody's like, "Oh my goodness, thank you." Some people, it's their first interview ever. Sometimes it's somebody who's been interviewed lots of times. In fact, that's what this whole podcast came from this week is I am redoing some of my tech stack. And so I was redoing the page, my As Seen On page, the page on my website. And I realized I've been a guest on hundreds of podcasts.

Renee Hribar [00:01:37]:

Now I've been in the online space for 8 years now. And so, you know, I'm definitely extroverted and I definitely have a lot of really great connections. I've never like been on one of those matchmaker podcast things. I've never actively marketed my business or reached out, but I realized almost none, maybe 5 people total out of all of the podcasts I've been a guest on and summits and panel discussions, even speaking at events, almost none of the people that I've been at their event have ever continued the conversation. And it wasn't just me. At first I was like, is it, is it just me? Am I too much? He didn't like me. What is it? Is it me? Do I smell? No. What I realized is they were not reaching out to anyone.

Renee Hribar [00:02:28]:

And so again, it's not that's a crime. It's just a, it's a waste. It's such a perfect opportunity that is right in front of you. So I'm gonna break that down today. I'm very excited about this. So I wanna really just say like, this is the perfect front door to a paid relationship if you know how to design the rest of the path. So today, that's exactly what I'm going to do, darling. Okay.

Renee Hribar [00:02:56]:

Did anybody ever watch Absolutely Fabulous? Remember Ab Fab? It's like British television. I watched it, binge-watched it before there was Netflix, back when I had to get the VCR tapes. Hello, how old am I? Anyways, that was the voice I was trying to do. So if you've ever watched Ab Fab. Tell me how'd I do? Okay, so here's the reality. Most of the women I work with are excellent at building relationships, but terrible at directing them. They feel nervous, shy, like they don't wanna all of a sudden, and they're not normally nervous or shy, but it's all of a sudden they get nervous and shy when it comes down to what actually has to happen. So we're gonna fix that.

Renee Hribar [00:03:38]:

This episode is about turning even casual conversations into strategic follow-ups because wherever I I say the word interview, you could also put in any conversation, genuinely. You would just need to adjust the reason afterward. But slight adjustments versus complete path pavement. And the other thing we're going to talk about is using clear boundaries. Clear boundaries so that scope creep doesn't eat your soul because you're already doing a lot for free. If you're hosting an interview series or a podcast or a summit or anything, even if you're selling the summit on the other side, It's still a lot of work. How do I know this? Because I do these things. I do them for my own business, and I've calculated the amount of human power.

Renee Hribar [00:04:25]:

Even though I've infused a ton of AI into my business in the past 3 years, I can tell you it's still a lot of time. So we're gonna break this down. But before we go there, welcome, welcome to the Selling Your Expertise Podcast. I am Renee Rebar, sales coach for high-ticket service providers and consultants. I help you package up sell, and deliver your expertise that goes way beyond just replacing your corporate income. So maybe you've read my book. Hey, thanks. Maybe you've seen one of my talks like the one I did for TEDx.

Renee Hribar [00:04:55]:

Thank you. Or maybe you're brand new here. Hi, nice to meet you. Glad you're here with me. So I really wanted to start off from the beginning saying go to askmecoach.com. That's askmecoach.com. For all the freshest ways to stay connected beyond this podcast. I mean, that is if you like us and you like me.

Renee Hribar [00:05:17]:

If not, then I guess you will already have stopped. All right, so let's dive into today's episode. People are busy, busier than ever. I feel like overstimulated, my newsfeed, oof, and genuinely unclear about what they actually need. They have a pain, they're saying it out loud, but it's not usually what they actually need. So it's up to us as the experts to ask the right questions and discern what they need and guide them, direct the conversation so that they can see what we see, which is a solution that we could provide. Well, how do you get there? So this means if you don't guide the conversation, nothing happens. So it's not just about, I hope it all goes to plan.

Renee Hribar [00:06:02]:

I had a great conversation. This is going to be a great episode. They have a big audience. I'm so glad they're going to share it, I hope. No, it goes way beyond that. So this episode, this podcast episode right now is for you if you are having great conversations, but they're not going anywhere, or you feel awkward if you bring up money, especially to a podcast guest who you invited to the podcast, and then later you might invite them to an offer. If you feel awkward doing that, I'm talking to you. I got a path and it's not awkward.

Renee Hribar [00:06:34]:

Or maybe you secretly hope that everybody that you interview will actually see you for who you are. Maybe they'll actually read your LinkedIn bio, or maybe they'll actually read your website. I mean, imagine, right? Well, that's great. And there will be 1% of everyone you have as a guest that will actually connect the dots. But the 99% of those people that you spend all that effort getting to know, preparing to ask the right questions, holding them up as this, the amazing expert that they are, hero that they are in your podcast, most of them, 99% of them are not going to connect the dots for you. I started sharing this with one of my clients almost a year ago now, and she went from doing, oh my goodness, over 100 episodes a year. Now she only does 47 a year, and she already has them mapped out. She has almost half her guests already slotted, and just within the last year, she has not only done less podcast interviews, but like her conversion rate from podcast guest to client has gone from 0 to 20%, which is great, especially when her average ticket, her average lifetime customer value is anywhere from $5,000 to $25,000.

Renee Hribar [00:08:02]:

So I want the same for you. High-ticket clients, and I really want you to own this, high-ticket clients are not found. So if you're out there looking to find people who can pay you, looking to find people who understand what you do, you're not going to find them. They're not found. They're made. You make them by guiding them and directing the conversation so that they understand what they need to understand. So that you understand what you need to understand, and then you can guide them to the right path. Give them your best advice.

Renee Hribar [00:08:35]:

That's one of the most incredible— I call them pocket phrases that my students say that they love and use all the time. So let's build one of these processes. What do you think? Let's start with an interview. You ready for the framework? The I Want to Interview You Pipeline Driver. If you're listening and you're a Permission to Sell student, that's the one. This has 3 parts. The first part is you're going to start with the end in mind. Before you press record, design the second conversation on purpose.

Renee Hribar [00:09:06]:

The second part is you're going to use a taste test instead of just overdelivering or vomiting or trying to show them, "Ah, this is what I have. Look at me!" We're not doing that. And the third part is to offer what I call a no-brainer paid next step. So same podcast as you've always had, or same summit, same panel discussion, but a completely different outcome. And once you hear this framework, you're going to wanna go back to episode 14, Spotlight Marketing to Attract Clients, and implement that strategy alongside this one, and then you're gonna become freaking unstoppable. Okay, here's part 1. Let's dive into it. Start with the end in mind before the interview.

Renee Hribar [00:09:50]:

Let me be very clear with you. This, and I was kind of teasing along, this strategy works. So I have this client, we'll call her Debbie for this. That's not her real name, but it's a, it's a nice name that I think fits this. So in this scenario, this is, again, this is really her, but it's not her name. Debbie is a marketing strategist. She went to Columbia before the internet existed. She has a master's in philosophy and has spent the better half of her career as the marketing brain behind emerging and global brands.

Renee Hribar [00:10:22]:

She hosts a podcast. She brings on smart guests. She gets good reach, you know, based on industry standards and the niche that she's in. Her old strategy before we met was just meet and interview amazing people, publish the podcast, and hope something happens. So, you know, she's happy. I mean, at this point, before we met, she was happy if a guest commented on the podcast. Post. Her standards were low.

Renee Hribar [00:10:53]:

She's like, I put up a post and the guest commented. I'm like, I mean, that's the least they could do. Like literally the least. But again, it's okay. Then we're not talking about the marketing container of the podcast today, although that is a great conversation to have. Today we're talking about the one thing you, no matter what you do for a living, can control. And that is what happens before, during, and after. And all of my sales strategies are framed into those three areas: before, during, and after.

Renee Hribar [00:11:26]:

So this is before. So again, like, sure, in the past she would get a referral here and there, but after 100 episodes, honestly, it was mostly crickets. The podcast was doing well enough, but it wasn't generating anything except a bill at the end of each month that she paid to the production company she hired to the tune of a $15,000. $1,500 month. Again, not bad if it was generating anything. Her LinkedIn audience seemed to be ignoring every single post that she ever shared about her podcast, and her email list, I think, had gotten together and all but decided not to open anything podcast related. And that's a lot of time and money and effort for barely anything. Would you be okay if you put that much energy into a webinar or a mastermind and got almost no return on your investment? So here is the big difference that happened when we started working together.

Renee Hribar [00:12:24]:

Before recording, Debbie now says this. So they're right there, they're in, you know, she records on Zoom, doesn't matter where you record, but she does it in Zoom. She's in Zoom and she's like, okay, I'm about to hit record, but before this episode goes live, and it goes live on, and she tells them the date that it goes live, I have a standing practice where I book a short 15-minute call with every guest the week their episode goes live, just to make sure they're getting the most out of their guest spot. My marketing brain won't let me not do this. Do you see that? So it makes sense for her because she's a marketing strategist, right? She has a background in marketing. And yes, people know that when they are interviewed, whether it's a summit or a guest spot or a panel interview, or in this case with, with Debbie is, you know, podcast guest, They get it. They understand the assignment. "Ah, that's right.

Renee Hribar [00:13:15]:

I'm doing this for marketing. Yes." So for her, it makes perfect sense. But notice what she's not doing. She's not pitching them. She's not hinting, "Hire me," like a sad little puppy. She's setting a protocol, right? Like, "It's my standing practice." So then she puts the hold for this check-in call on her calendar right then and there. So she already has placeholders that we've designed beforehand. So she's written everything on this Google Calendar invite.

Renee Hribar [00:13:48]:

She's got everything except for the confirmed date. She has their name, she has her name, she has the, you know, the place they're gonna meet. She's got all the, she's got all the pieces in there. All she has to do is click the button based on which date they choose. Oh, I have this date or this date. You know, like obviously the week that the podcast goes live, she has just 2 or 3 spots open that she's placed. She has a little placeholder for them. So they choose their time.

Renee Hribar [00:14:11]:

She puts the hold on the calendar. She sends it to them and she names the call, right? It's like guest name, episode marketing check-in. Makes perfect sense for her. So they can, if they see it on their calendar later and they forgot what this is about, she doesn't make the title of her call mysterious. She says her full name, their full name, episode marketing check-in. And you know how when you send like a calendar invite, unless it's pre-done, it's like a straight up hour. Oh, heck no. We're not doing that.

Renee Hribar [00:14:41]:

It's 15 minutes. 15 minutes. Anybody can spare 15 minutes and it's all set. This is before she even presses record. So like, think about why this works so well, right? It increases shareability just because of reciprocity, right? If I know you're coming over my house and you made me cookies last time when I visited your house, I'm going to make sure I have cookies for you when you visit my house. Sort of like that reciprocity. I love cookies, by the way, in case you're wondering. I always talk about them as analogies.

Renee Hribar [00:15:09]:

So it also guarantees a second conversation. I mean, there's that pretty obvious on the nose. And then it also positions her as a strategic thought leader, not a thirsty ankle biter like my dog. Well, she's short, so she can't really go further than your ankle. But the reality is, is nothing at this point has changed except for this one 15-minute call that she set up just before she hit record. Nothing else changed. Just those 3 sentences for 3 minutes just before she hit record. That's it.

Renee Hribar [00:15:44]:

Same everything. One new, you know, small tiny add-on. You see that? So when I work with people, I don't gut their whole business. I look at what they're already doing and then find ways to create opportunities or optimize or find a leverage the opportunity that is already right in front of them so that they can what? Not convince or manipulate or persuade people, but to educate people. When you're learning from me in the, from a sales perspective, I'm like, every person has to go through 4 mile markers before they can say yes to anything. Even a free brick of gold, right? You've gotta get proximity, podcast gives you that. You gotta have a reason to reach out. She just made one up, but devised it with our own planning.

Renee Hribar [00:16:33]:

3, education, huge longest milestone. And 4, indoctrination. So they're learning about you, they're learning about how you solve problems, you're able to share examples, and then they're like, if I ever need that problem solved, I'm only going to her. That's the idea. So this, one 3-sentence phrase and one 15-minute call done before she presses record on the podcast that she already has done 100 episodes allows her to do less podcast episodes, have a stronger pipeline, and actually get new clients because of it. So it's a subtle shift and it's made a huge difference. We're only on part 1 of this framework. There's 3 parts.

Renee Hribar [00:17:12]:

You ready to keep going? Okay. Part 2, the taste test thank you gift. When I first shared this with a recent cohort, it was one gal, she's like, so I just sit 'No, it's not just a thank you card. It's not like, thank you, thank you, thank you, thank you, thank you 75 times.' I love her innocence because she's such a brilliant person, the one that brought this up. But the reality is this, is that there's a reason for the thank you. There's method to the madness. So part 2 of this framework, the taste test, the thank you gift, what happens between the interview and that follow-up? Because if you're like most summit leaders or podcast hosts, you don't record on a Tuesday and publish on a Thursday. You know what I mean? Like, you might you most likely have runway to get up to the actual publication.

Renee Hribar [00:17:58]:

And if you don't yet, that's okay. You will once you start working this system. So either way, point is this, is that there is a gap of time between the day you're recording the podcast and the day that it gets published. And so this is really where most people mess up. They're either over-delivering themselves and they just resent the whole process. And as soon as I start to hear what they're actually doing, I'm like, okay, you need to like pull that back like 80%, or they do absolutely nothing. Thing and hope good intentions convert into invoices. Okay, we're not going to do that either.

Renee Hribar [00:18:30]:

So instead, I'm going to say a little taste test. And for those of you who are old enough to remember malls, for me, it was in the '80s in high school. And I mean, I loved the food court. You get to hang out there all day. We didn't have the internet, so we didn't have smartphones. So we actually had to just talk to people. It was mostly going to like Auntie Anne's or the Chinese food restaurant, right? You get that little taste test of that like cube-sized General Tso's chicken, and then you're like, I'll take the combo platter for $8.99. Whatever it is now, it's probably $17.99, but back then it was $8.99.

Renee Hribar [00:19:04]:

I remember this explicitly 'cause I would get $20 from my dad and I would go to the Chinese food place and then I would also go to Claire's Boutique 'cause, you know, I'm a, I needed to. Okay, shout out to Claire's, not a sponsor. Wish you were. No, I don't know, just a part of my childhood. So, but that taste test always gets us to want more. We get a little smell. Ah, smells good. Oh, we get a little taste.

Renee Hribar [00:19:26]:

Oh yeah, that sounds good. And then we get excited about what's next. So that's what this is. So here's an example that I did with Debbie. So for now, this is, this is Debbie's protocol now. It's in place. She wants to nurture the relationship between now and the scheduled 15-minute call. So she sends this before their follow-up call.

Renee Hribar [00:19:46]:

So podcast is over. It's a couple days or a couple weeks behind her, depending on her publishing schedule. And this is what she says. She does a little reach out wherever they talked last. So you'll hear me talk about that a lot too, as a proven communications channel or comm channel. Where did you speak to them last? If you have DM'd them the past 5 times and it was in LinkedIn, well then you might not email them because maybe, maybe they don't check email or they're not used to getting email from you, or you send it, it goes into their spam folder. You could have said you've won $1 million and they'll never know because they didn't get it. So on a proven communication channel, This is what Debbie does now.

Renee Hribar [00:20:24]:

She says, I was prepping for our call and pulled a few story angles from our conversation. These are the kinds of narratives I help leaders refine for visibility and credibility. I'm sharing this as a thank you for being on the show. Can't wait for our call to talk more about you. So that right there, again, it makes sense for her because she's a marketer. Now, even if you are not into marketing, if you have a podcast or a seminar, you're doing these interviews, you are an authority in your space, and those are marketing drivers. So even if you're not a mark— a CMO like she is, you can certainly still say these words because you are in the middle of a marketing activity. So if you think about what she's including here, she's developed a few things that she can pull from her back pocket right now that she's done this a few times.

Renee Hribar [00:21:17]:

So for Debbie, since she's a master of words and has a stellar background in story-driven marketing, again, on her LinkedIn profile, on her website. So she might send one of these 3 things. She might say, here's a brand story for you. And so she could send a brand story, because for her, that's super freaking easy. She has this process in place that she does it for her clients. And so she'll say, here's a brand story for you that you'll feel proud about sharing with your audience. And then, you know, she knows how guests share a lot of their backstory during their interviews. She'll even ask extra questions just to pull it out because she knows where she's going with it.

Renee Hribar [00:21:55]:

Again, start with the end in mind. So she'll ask specific questions to be able to pull these stories out, and it shows her abilities without feeling like she's sending over a portfolio, right? Huge. Or she'll rewrite their LinkedIn bio based on the transcript. Again, honestly, it's a process she has. It's AI-driven. She can do it in about 4 minutes, but it looks and feels really good. People pay thousands of dollars for things like that from her in a bigger basis. So just giving a little taste test.

Renee Hribar [00:22:29]:

Or she might, she also does this, an authority building quote card. This is really good for when she's totally has to delegate, when she's totally busy, because she does travel a lot. And when you're traveling or when you're just in a busy season of life and you're short on creative brain time, it's nice to be able to just have an assistant, even if it's a human virtual assistant or an AI assistant, Just pull from the transcript an authority building quote card. It does almost the same thing. Of course, the first one's the best and the other two are okay. So here's the reality though. This is not the service she's trying to sell to them. She is just giving them a sampling of how she thinks.

Renee Hribar [00:23:09]:

So she thinks in terms of, you shared this story, here's how I would position it from a marketing perspective. And it does two things. Number one, it demonstrates what she does. And again, it's easy to demonstrate a mop if you're selling mops, but it's a challenge to demonstrate a service, especially a high-level service like this. And this does that. The second thing it does is it gives a follow-up call a focus, right? When she gets on, she's like, hey, did you share it? You know, or, oh, I saw it. I commented on it. Wow, I love that you're sharing it.

Renee Hribar [00:23:44]:

And so it's, it's something just for them. It didn't even necessarily have to connect back to the podcast. So she's not even trying to finagle them sharing her business. She's just saying, this is for you. I see you. If you were my client, this is something I would do for you. And that just shifts how the podcast guests see her. And you would think it'd be obvious.

Renee Hribar [00:24:07]:

I worked with a woman who had over 200 episodes. I mean, I wanna say she had been podcasting for like 3 or 4 years casually. She didn't have a structure. This is something we didn't— it was a lot to be desired, a lot of opportunities. We did a poll when we first started working together, not Debbie, but with someone else, 200+ episodes. We did a poll to her past podcast guests. What does this person do for a living? They didn't get it right. None of them.

Renee Hribar [00:24:34]:

That's horrible. So it just goes to show, this is another episode I have to give you about how we present ourselves. We often believe believe the other people, even our podcast guests who are investing their time and energy to come and be a guest on our show, we assume that they are going to read our bio, read who we are, listen to our origin story, look at our posts, and unfortunately they don't. It's not because they're bad people, it's just because they're busy, they're overwhelmed. We need to lead them. We need to guide the conversation. So at least the chance, the opportunity isn't just washed down the drain, right? So at least we give it a chance. Even if it doesn't work out in the sense of they are not an aligned client, I do not make an offer to them.

Renee Hribar [00:25:21]:

Even if that's the case, I at least got to know them better and in a different way. So it actually opens the door for more collaborations. I mean, I've had this process going with other clients as well where It opens up collaborations like, oh my gosh, I didn't realize that's what you did. Or, oh wow, I love the way you did that. I'm doing this thing and I think it would be great for us to do it together. Do you wanna do it? And then, you know, there's an extra 5 grand in it for you. Okay. It's not a traditional client relationship, but hey, a couple grand for a collaboration could be good, right? Doesn't hurt the bottom line.

Renee Hribar [00:25:55]:

Okay, so I just went over part 1 and part 2 of this framework. There's a part 3. Here we go. Part 3: The call needs somewhere it could go. One of the rules I have when I work with my clients is that every call needs a place it could go, not somewhere it must go. So instead of, "Well, how can I support you?" Something that Debbie now says is, "Based on everything we've talked about and what I've noticed in the interview, I actually have an idea. Do you want to hear it?" Ding, ding, ding. That's the doorbell, right? Behind the scenes, she already knows what she could offer them, and she's framed out a no-brainer offer.

Renee Hribar [00:26:37]:

This is one of the very important pieces of the puzzle that Debbie shifted before she got on these calls. And so first we just set the calls, then we started being strategic about hosting the call. What happens between the podcast interview or the summit interview and the actual check-in call. Beyond her sharing a little bit of her expertise with them in terms of some— a deliverable, right? A LinkedIn profile rewrite, a story they could share, a quote card. Beyond that, she's also been thinking, and of course I have a little AI helper that helps her do this now, which is a lot faster than just our brains, but it is the same system and process that I've used forever. And that is she runs the transcript of the podcast interview through this generator, and she comes up with a no-brainer offer using my structure. And because she does that now, she asks different questions, even on the podcast, because she'll start doing it even beforehand and start to ask different questions that she wouldn't necessarily have asked during the podcast. So it's really evolved.

Renee Hribar [00:27:46]:

Like I'm saying, it's really been amazing. She went, you know, from zero conversions to now 20% of her podcast guests become clients, which is a great conversion rate. I'll be honest, that in and of itself changed everything for her. But let me give you an example of what a no-brainer offer is in my world. If you haven't, definitely go back and listen to my episode about no-brainer offers. So for example, it might be a 60-minute story clarity session because a lot of the content that she shares, a lot of the work she does for her clients is about storytelling in marketing. Another example might be a 45-minute executive positioning audit. So a lot of the people she works with are a part of bigger companies and they want to excel and be seen as the authority that they are.

Renee Hribar [00:28:32]:

And so she'll do a private executive positioning audit where she'll talk to them about their story and how it relates to them getting promoted or them getting on paid board positions. It's great. Again, very unique skill to her, but just an example for you. Or it might be something like an hour-long messaging map for a specific use case. Because again, these are all topics that she has spoken on often, does currently speak on with her paying clients, and it's an easy lift for her. So none of this is hard. So whatever you do, this would be what you would say. So again, this is not the big engagement.

Renee Hribar [00:29:09]:

This is the the first paid yes. It's the first paid yes instead of going back and forth 52 times, talking for 2 years, and then finally figuring out how they could pay you. They like you and they wanted to work with you, but they couldn't figure out how to pay you. They couldn't figure out how it fit. Well, we're not going to wait that much time anymore. We're not going to wait around. We want to move the needle forward elegantly and kindly and always protecting the relationship first, but we're going to do it in a way that's low friction and easy for them to receive. Low friction for both of us, right? So she might give this to her podcast guest for a couple hundred bucks.

Renee Hribar [00:29:46]:

Like this no-brainer offer is usually between $100 and $1,000. Like it's less than $1,000, which again is really easy yes for a lot of people. Depending on your audience, I've had some people test it out for $100. Heck, my first 1-hour session that I ever did online was $99. And I'm pretty sure I changed this person's life. At least she tells me that in all the times that I talked to her, even now to this day, whenever we see each other, oh my gosh, you changed my life. I sell so much better now. And so now I charge $1,000 for that, by the way, but I learned my lesson.

Renee Hribar [00:30:20]:

This is something that people really, really value and can use. So for you, as you're starting to try this out, give yourself the permission to charge whatever you want. But typically a no-brainer offer is an easy to say yes to, almost impulse buy type of purchase. Sure, I'll take it. That sounds great. As opposed to adding more freaking discovery to your already busy calendar. So for example, she'll frame it like this. She'll be like, hey, listen, this is something I typically reserve for my high-ticket fractional CMO clients, but I really wanted to make sure that you had this one piece as you move forward with your goals.

Renee Hribar [00:30:57]:

So again, if you're worried about how you would make an actual paid offer, go back to episode 44, Stop Losing Sales and Say This Instead. And get your timing right. Because of course, the best way to accelerate your sales is to work with me directly. But not everybody can do that. don't— I I'm only one human and I don't have unlimited options. But I will say that all the ways to work together are on askmecoach.com. But we're not done yet. I'm going to give you a little challenge, and I don't want you overthinking this.

Renee Hribar [00:31:25]:

Number 1, I want you to identify one interview you're recording in the next few months. Decide on what the second conversation could be before the first one happens. So before the interview, put it on your calendar, create a little taste test, right? Mine are just like one Google Doc, one page, 5 bullets, and one main focus. Name it. Name your no-brainer offer. Think about where it could go. You don't have to make the offer, but just knowing it exists helps you move toward it. Remember, this is intentional, kind, and 100% do more for you and your interviewees than the standard, "Gee, this was a fun interview.

Renee Hribar [00:32:07]:

They seem nice," and then nothing is ever done to continue the conversation. So if you want more support around this, make sure to go to askmecoach.com. That's where the freshest ways to stay connected are. And all right, it's your turn. Go do the "I want to interview you" pipeline builder, and let's see how it pays you. All right. I'll see you next time.