In this episode of Podcasting Mastery, James Martell, tucked into the ‘Secret Beach Hut Studio’ talks with Jasper Ribbers, Host of the “Get Paid For Your Pad” podcast about a how to fund your world travels and dreams of living as a podcasting laptop nomad.

If you have ever dreamed of becoming a laptop nomad, you are in exactly the right place.

Jasper shares why he quit his day trading job to “pursue a life of travel”, and how he was able to support himself renting out his apartment on Airbnb, and earning in the area of €60,000 euros a year from his listing.

Scared to NOT Live the Life You Want?

Jasper talks about knowing what life he wanted to live, and how scary it would be NOT to go after his dream. He sold all his stuff, canceled his lease and left a comfortable paying job 8 years ago, not knowing anyone doing this. Today there are thousands of people traveling the world and a whole community of supporters. The realization of “going back to the office” was not an option.

With zero knowledge and skills, he Googled “how to make money online”, but the short term success taught him about marketing. In 2012 he learned about Airbnb where he could make some money and still live there when he wanted. He was surprized to learn he could make 3 times the money rather than renting monthly. But that was only a part of the plan to fund his travels.

How to Fund Your World Travels

Jasper says there are lots of ways to use Airbnb and he wrote a book, a comprehensive guide, from his experience. This evolved into a podcast with interviews initially used to promote his book. He talks about other ways he monetized his travel and where the majority of his income comes from. He goes into detail on the eco-system around Airbnb and how this model works so well to generate income.

Tips for Traffic and Podcast Success

Jasper discuss the content he creates and how this impacts his traffic. He shares the “light bulb idea” and what worked to generate the most traffic from his blog posts. Jaspers podcast was a way to promote his book, but found that it offered much more than that, and he loved sharing the Airbnb stories from guests.

Jasper promotes “picking a very specific niche to get more traction early on”.

He also talked about reviews, growing your audience and what to focus on to build your podcast audience. He talks about the format for his show, why consistency is the key, plus the biggest mistake he made.

The Travel Lifestyle

Jasper says there are challenges, but having the freedom to travel was so worthwhile. He could not imagine he would be traveling for 8 years and visiting so many countries, but he found he was able to take advantage of the opportunities that came his way. He loved being able to choose to stay in one place for 2-3 months and really getting to know the area and culture. He has never looked back.

Listen Now as Jasper shares:

* How to fund your world travels with affiliate marketing

* Different options for making money with an Airbnb

* Why having a podcast can generate more than just money

* The best ways to grow your podcast audience

* What it is really like to travel the world long-term

Resources

* Jasper’s website: Get Paid for Your Pad – Find  the podcast, blog, Airbnb starter guides plus tools and resources.

Other Resources

Podcasting Courses & Coaching

James Martell has drawn from more than 15 years of podcasting experience to prepare both a step-by-step downloadable Podcasting Mastery training manual, and a one-on-one coaching pr...

In this episode of Podcasting Mastery, James Martell, tucked into the ‘Secret Beach Hut Studio’ talks with Bastian Ernst founder of WildAudience.com about using respect-based marketing and relationship funnels to get people to feel, act and convert. If closing sales are important to your business, you will love the many tips Bastian has to shares.

Respect-Based Marketing: The Best Way to Market Your Products

Respect based marketing was born out of the frustration of playing the game everyone else is playing – trying to sell through monthly promotions, discounts, countdown timers, fake scarcity, and product launches. Bastian explains why he stopped trying to do what everyone else is doing, and turned to evergreen products and building relationships with his prospects and customers.

Bastian explains that we all have beliefs, and if you want to sell your product in an authentic way, you must build respect and get them to believe before they will buy. He bases everything heavily on human psychology through respect, relationships and trust. A very refreshing approach.

Buying Beliefs Using Relationship Sales Funnels

Bastian explains how funnels get people into the door, builds relationship and gets a referral. He explains that he uses a “relationship sales funnel” and how the nurturing process takes over. You need to know who your customers is, and their needs. He explains the most important part to selling and how to prepare your customer for the sale. What do they need to believe before they are ready to buy your product? Once the customer has the buying belief, the sale is easy! He explains the best way to conquer your own false beliefs as well.

How to Get Your Buyers Engaged To Buy

Getting people to buy is always the bottom line, and there are different types of buyers – and stages they are in to buy. Bastian shares how he uses questions to gather data, then customize and make the product relevant to them. Getting the right people engaged increases revenues and conversions. Bastian explains exactly how to get them engaged, and how to get them “hooked” which gives you a very high open rate. He shares some really great strategies where he “gives the steering wheel” to the customer, allowing them to take control of when they want to consume the content.

Podcast Promotion Strategies

Bastian’s podcast serves many purposes and he details the well thought-out plan he has put in place to promote it on multiple platforms. It is brilliant. He sticks with the customer belief system and talks about researching to prepare the podcast and all the steps to promote, promote, promote. He shares how he uses the multiple types of content generated from his podcast to his advantage, with the end result getting the customer to sign up. He also gives advice to podcasters and tips they might not be thinking about to get more traction from each episode.

Listen Now as Bastian shares:

* Why respect-based marketing is a game changer to your business

* How to use relationship funnels to get people to feel, act and convert

* A better way to sell without monthly promotions, discounts and product launches

* The most important part and key to selling

* How to get your customer engaged to buy

* The many ways to re-purpose your podcast

James wrapped up the discussion with Bastian with an invitation to listeners considering starting a podcast of their own to take advantage of his FREE Discovery Call. James also invited listeners to Subscribe to Podcasting Mastery on our website, on

In this episode of Podcasting Mastery, James Martell, tucked into the ‘Secret Beach Hut Studio’ talks with Kathleen LeGrys Host of ‘The Wellness Business Podcast’, created specifically to focus on the core principles of building a profitable wellness business.

If you are a health coach, nutritionist, naturopath, fitness professionals or work in any aspect of the health care industry, there are always challenges of trying to figure out who your ideal client is, and how to attract them. Kathleen talks about sticking with a niche vs. being afraid to limit who they can help. She helps them make the mindset shift to help get their message out there.

Building a Profitable Wellness Business

As a health coach, Kathleen developed her own programs for her own clients, then decided to help other health care professionals streamline their business with her own done for you services.

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Kathleen teaches wellness business owners the importance of what they need on their website, and ideas for social media content and how to use their overall message to reach others. She explains how to dig deep to find your ideal client and see what conversations are going on.

Growing Your Email List The Right Way

Kathleen shares the core principles of a successful business and knowing where to focus your time. She talks about the goals of having a website and the importance of staying in touch with your clients. James shares his story of building an email list and Kathleen give tips to getting started that your audience will find beneficial enough to give you their email address. She also shares a personal story and what makes people accept your free offer.

They discuss the complexities and overwhelm of social media and how to choose one or two platforms based on your audience, so they can get to know you.

Podcasting To Attract New Clients and Brand Building

Kathleen shares her start to podcasting and why it was the next logical step. She wanted her listeners to get to know her on a different level where she could share tips and answer questions from her Facebook group. James and Kathleen both share their biggest fears and how to overcome them. She shares the format for her show, her experience having a co-host, choosing topics and what listeners love most about their podcast.

How Podcasting Has Affected Brand Awareness

Kathleen shares the good, the bad and the ugly in her podcast which has greatly strengthened the relationship with her customers. You become the go to expert in your industry and gives you that platform to reach other people. She shares words of encouragement and examples when building a profitable wellness business, and facing your fear of not being good enough to share what you know, but how it greatly benefits other people.

Listen Now as Kathleen shares:

* How to figure out who your ideal client is

* 3 tips to expand your email list

* How to choose which social media platforms to be on

* How podcasting has affected brand awareness

* The biggest fear people have about podcasting

* Why listeners want to connect with a real person

* Words of encouragement to take the next step

James wraps up the episode with an invitation to you to ‘Subscribe’ to the Podcasting Mastery to unleash your podcasting potential by learning from some of the best podcasters on the planet.

Resources:

* The Wellness Business Podcast

In this episode of Podcasting Mastery, James Martell, tucked into the ‘Secret Beach Hut Studio’ talks with Daniel Carbonel, Host of the “Wake Up to Freedom” podcast, to talk about how to start a lifestyle business and creating a “work from anywhere, live from anywhere” life for yourself.

If a lifestyle business has been a dream for you, where you can live anywhere, work from anywhere, this how to start a lifestyle business podcast covers many of the answers to questions you may have.

James talks about the early years, and making the decision to work from home and all the advantages and many benefits the family was able to enjoy over the years. He talks about this as being the turning point for the business, and all the many amazing trips the family has been able to enjoy as a family, including a 3-week road trip on the West Coast, Oregon coast, San Francisco, California Redwoods, Disneyland, Universal Studios, Huntington Beach, a 3-week road trip on the East Coast, exploring Florida, Disney World, 10-day Caribbean Cruise, San Diego, Miami, Maui (3x), Disneyland (7x), Germany, Spain, Cuba, Las Vegas (35x), Memphis (Graceland), New York (3x), Chicago (6x), Austin, Montreal (5x), Denver and others, plus tons of 2-5 day breakations.

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Would You Mind Showing Me How to Please Do The Same?

Daniel is starting off on the same journey James and Arlene started about 20 years ago. Working as a high-end waiter, someone asked him “What is Plan B”? This awakened something in Daniel to start this journey of seminars, coaching and finding a mentor. The first sale created a “spark” as he then knew he could make money online. He is excited to show everyone what is possible and talks about his fear of doing a podcast with an accent being from Peru.

Daniel knew he desired this lifestyle, and talks about how working with the Disney cruise line, fulfilling a travel dream, made him a better person. They talk about how to start a lifestyle business that is not geographically fixed, with no stress of products, staff and daily business worries.

Starting the “Wake Up to Freedom” Podcast

This was an awakening for Daniel to know he had it in himself to change his body, and could also change his mindset. He wanted to wake up the possibility for people to get that “Spark” and make a change in their own lives. Daniel talks about how important it is to have James as a coach to give him direction so he was not “shooting blind”. He says, “If you want to build it faster and better, get a coach”.

How to Start a Lifestyle Business

James talks about the 7 Key Elements of a “Live Anywhere, Work Anywhere” lifestyle business. These are the absolute essential checklists to go through to make sure you will succeed online. They talk about digital products and how to manage the business and hiring professional freelancers who can greatly assist you in areas you are not an expert at. Daniel talks about what he pays his VA, and what she does to make his life easier.

How to Earn $5,000 a Month

James talks about services with high profit margins that are high in demand. He talks about how we focus on the local marketplace, dealing with business owners who have no clue how to get found and succeed online. The Internet has completely changed the dynamics of advertising. They discuss the costs of franchises verses starting your own online company, which hits all of the 7 Key Elements discussed.

Daniel discusses time freedom when managing his own business, and having the lifestyle he desires without the stress and commute.

In this episode of Podcasting Mastery, James Martell, tucked into the ‘Secret Beach Hut Studio’ talks with Ken McCarthy, a true Internet Pioneer and founder of The System Seminar and Club who “turned a pre-podcasting audio program featuring live calls and audio cassettes into a multi-million dollar business, about monetizing your podcast following.

Ken talks about the early days of trying to get people to understand the Internet as a commercial advertising vehicle. In the early days, people using the Internet were anti-commerce, they did not want to sell things, or do advertising, but the first commercial base turned out to be banner ads.

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They take a walk down memory lane and discuss the beginning of the Internet and putting a little ad on your site and making money from that. Seeing a URL on a billboard was mind boggling, but they were surprised at how fast and hard it hit. They had no idea of the potential at the time and Ken talks about how quickly things changed.

The Evolution of The System Seminar and Club

Ken talks about monetizing your podcast following by drawing from decades of experience of turning audio programs consisting of live calls and audio cassettes into a multi-million dollar company. The early model included doing interviews on a tape recorder, duplicating and selling them. Ken put on seminars, taped them and sold them and talks about the early challenges. He transitioned into courses and talks about the introduction of pay-per-click advertising, buying keywords, changing headlines, autoresponders and split testing. It forced Ken to figure out how to sell.

Ken continues to be an advocate for embracing online learning, where your efforts are easy to scale and production costs stay the same whether you have one customer or thousands. Ken has a simple message for those trying to over-complicate things: Traffic + Conversion = Profit!

Tips For Monetizing Your Podcast Following

You will hear in the episode Ken share a myriad of ways to go about monetizing your podcast following. He discusses the three

foundational ways to make money with your podcast. Ken talks about free vs. subscription models and what to do if you have a topic that is not easy to monetize.

He shares a great method that is proof positive to determine if there is a market for your product, and how to go deeper with your market to make more money. He shares other possible pathways to monetizing your podcast, and learning from monetization models used in the past that work like a charm.

Are You Afraid to Sell and Ask for Money?

Share your passion with other people who get joy from what you are teaching. Drop the word “sell” to take the pressure of the merchant – figure out a way they can sample at a lower cost, and they will become a buyer. If you are confused about how to monetize your podcast following, remember that audiences expect you to sell! If you really believe in what you are doing, get over your reluctance as it becomes a service to your followers, and they want to see you stick around.

Is There Water In The Pool?

“Don’t worry about selling – worry about serving” – great words of advice. Take the time to determine what people want and need. What are they trying to accomplish? What do they care about? Can you make their life easier? What is the value? Ken shares the offer he makes and why it works. If you have created the right item in the right way – people can’t wait to send you money.

How BIG Do I Need To Be?

They discuss the idea that people think you need a large following before you make an...

In this episode of Podcasting Mastery, James Martell, tucked into the ‘Secret Beach Hut Studio’ talks with Betty Thesky, host of “Betty in the Sky with a Suitcase”, a wildly popular podcast about airline travel by real-life flight attendant.

Betty hosts this monthly podcast sharing funny stories from pilots, flight controllers, ground crew, passengers, and fellow flight attendants and is listened to by hundreds of thousands of Betty fans around the world. Each episode averages 40,000 downloads and the podcast now has been downloaded over 3 million times and was turned into a book.

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Betty talks about how she came up with the show back in 2005, and loved the idea of having your own “radio show” you could do from your own apartment. She loves the life of a flight attendant and talks about her glamorous travel. She is also writing fiction while on her trips. Listen in as she shares some funny but true stories that are hard to beleive but true.

Overcoming the Challenge of Interviewing Guests at 38,000 Feet

Betty has a fabulous podcast intro and talks about how she had her own theme song written. What she uses to record the shows and how she manages to do this while working and how she warms people up and gets the stories out of them in a short amount of time.

She talks about the itunes reviews and how she has the most amazing listeners who have given her the reviews. She tends to get herself into problems and loves to share these on the podcast. She shares how she puts the show together and the flow that may include 15+ stories, the music she uses, and putting together her show notes.

Monetizing Betty in the Sky with a Suitcase Podcast

She was approached by Amazon to become an influencer, because of her popularity, where she tells her stories and then refers them to Amazon to buy the products. She tells a funny story which turns into an ad and people buy!

Listen Now as Betty shares:

* How Betty came up with the idea of stories from flight attendants

* How podcasting was the perfect medium for stories

* She shares a few of her favorite stories

* How she came up with the podcast intro theme- which is brilliant

* The secret to getting 184 stellar itunes ratings and reviews

* Funny stories of product experimentation

* How you can do a show just once a month and make it successful

* What she uses to record and why

* How Betty monetizes the podcast

* The advantage of having a face to face interview

* The 100th episode which overviews the first 100

Resources

* Betty in the Sky website

* Betty in the Sky with a Suitcase Podcast

* The 100th Episode

* Betty’s Amazon Page

In this episode of Podcasting Mastery, James Martell, tucked into the ‘Secret Beach Hut Studio’ talks with Ryan Ferguson and Amanda Kingsmith, aka The World Wanderers, and today we are going to be talking about travel as a lifestyle, gear and goodies for podcasting on the road, how to make money while traveling.

Ryan and Amanda consider themselves digital nomads, whereas they travel, but make money when they do. They talk about the planning and preparation required to go on a long term trip including pausing the cell phones and notifying the bank so credit cards will still work. They talk about how they decided where they wanted to go and what they wanted to see and how they saved money in preparation for the trip. Even though they are in their twenties, they have traveled to 6 Continents and 50+ Countries to date. They are currently residing in beautiful La Roma, Mexico, in Mexico City.

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They fell in love with the experience, but after going back to the corporate world, they were quickly drawn back to the travel bug and did a second 6 month trip around South America. This is where they decided perhaps they could do this as a nomadic lifestyle.

The Logistics of Podcasting Along the Way

Ryan was always a fan of listening to podcasts, and decided to commit to podcasting with their travel lifestyle. Now they have been podcasting for 4+ years. They talk about everything from all the destinations, to how to prepare to travel, and interviewed lots of guests who had interesting travel experiences. They categorize the shows according to continents and share how travel really impacted their lives.

Ryan and Amanda give suggestions on how to organize your episodes if you are new to podcasting. They talk about the logistics of hosting, recording and producing their show, plus what equipment they pack with them and how to make sure they have WiFi.

How to Make Money While Traveling

Ryan and Amanda explain how they monetize their podcast and website. They use a resource page and found that most travel essentials have an affiliate program. They are able to make an affiliate commission for everything from travel accommodations, language learning, travel insurance to travel essentials. They also merchandise their own products which is another way they are earning income while travelling.

Listen now as Ryan and Amanda share:

* How to make money while traveling

* Monetizing a podcast with a Resources page

* The amazing food, culture and lifestyle they enjoy daily

* What they needed to prepare before starting to traveling

* How they decided where to go and what to see

* Getting started with digital nomad podcasts

* The logistics of making a podcast work while traveling

* How to work around untrustworthy WiFi

* The typical day in the life of a podcasting nomad

* Make money while travelling using affiliate programs

* Merchandising with t-shirts and apparel (see TeePublic below)

Resources:

* Ryan and Amanda’s website and podcast

* TeePublic – third party merchandising

* Favorite Podcasts: Being Boss Podcast

In this episode of Podcasting Mastery, James Martell, tucked into the ‘Secret Beach Hut Studio’ talks with Marc Mawhinney, host of The Natural Born Coaches podcast and today we are going to be talking about when should you start a second podcast, if you want a spin-off of your primary show.

Marc is proud of the 540 episodes to date with his original podcast Natural Born Coaches, most of which is interview based. Then he decided to also host a solo show that is only 10-20 minutes in length, where he is the solo host with no guests.

When Should You Start a Second Podcast?

He loved to format of the primary podcast that allowed him to interview guests, but really wanted more solo podcasts, where he could dig deeper into topics. He considered just adding it as a segment to the original show, but he felt it would open things up for his listeners, and he talks about the benefits he got from launching the second show, which included growing his email list.

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Prepping a Solo Show

Marc shares his experience hosting a solo show and talks about how he prepares for the show, why it is important to get the subject matter to appeal to listeners and what format he decided on. He wanted it to be unscripted and natural and it freed him up to dive into new subjects.

Growing Your Online Community

Starting an online community through Facebook was a very powerful medium. Marc shares how he was easily able to grow his list to 10,000 with not a lot of effort and no advertising. He talks about the criteria he uses to accept members to the group and why this is important.

Marc discusses how he reaches out to his podcast list, and the top alternative way to reach people to build a stronger relationship and make more money. He talks about the types of things he sends out including stories, things he has learned or recommends. He talks about why consistency is so important and why you need to make that commitment every week, so people can trust your show will be there.

Promoting and Monetizing Your Podcast

Listen to learn where and how he promotes his episode, the tools he uses and what works best to get the show out there. He has a “one sheet” media page which he shares to give the shows more exposure. Marc also shares the many different outlets he uses to monetizes his business and grow his following.

Listen Now as Marc shares:

* A creative way to come up with a name for a podcast

* Deciding on how many episodes to do each week

* The reality of hosting a solo podcast

* When should you start a second podcast

* An alternative to reach your list as an accompaniment to podcasts

* How Marc uses a consistent call to action

* How the solo show grew his email list

* How social media plays a role to build your community

* The criteria he uses for people to join his community

* How Marc monetizes and promotes his podcasts

* Tips to keep your listeners from unsubscribing

Resources

* PodAssist – a service for editing and producing podcasts

* Meet Edgar – social media distributor

* FU Money by Dan Lok

* Marc’s website – Natural Born Coaches

* The Marc Mawhinney Show

In this episode of Podcasting Mastery, James Martell, tucked into the ‘Secret Beach Hut Studio’ talks with Heath Padgett, Host of The RV Entrepreneur Podcast, about traveling the country as a RV nomad all while creating remote income.

When Heath and Alyssa got married in 2014, they decided it would be a great adventure to tour all 50 States in one year from an RV. And 4 days after they tied the knot, they did just that in their RV they named “Franklin”. They soon figured out that earning income with your laptop while traveling was also the dream for others and soon found there was a community of people just like them.

Falling In Love With the RV Adventure Lifestyle

Heath shares some great stories of traveling the country as a RV nomad, where they traveled and how much it cost. He shares the challenges they faced, and how he felt blessed waking up each day and realizing they could really do this every day. He shares the logistics of making it work including making money, needing an internet connection and getting work. He shares how their business evolved, creative ways to earn income and what other unique things people were doing to make money on the road.

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Building Your Community Through Podcasts

Heath attributes their success to an emerging community of people doing the same thing. The podcast, now the top travel podcast in iTunes, was born out of the need to create a central conversation for his community. Podcasting allowed people to hear his voice and get to know him. Heath shares how this value of in-person communication turned into many other income opportunities including sold out conferences.

Listen Now as Heath shares:

* Traveling the country as a RV nomad

* Building a community of like minded people

* Stumbling into his first major sponsorship

* Generates multiple income streams

* Fun stories from out on the road

* Logistics of making it all work

* Pre-planning your travel schedule

* Earning income with your laptop on the road

* Getting a gauge on the budget

* Standing out in your field

* Handling the negative-Nellies

Resources

* The RV Entrepreneur podcast – This podcast is for people who are interested in downsizing their life, creating remote income, and working from anywhere

* The RV Entrepreneur website – Blog, book and resources for living the RV lifestyle

* The RV Entrepreneur Summit – a conference for nomadic entrepreneurs

* Grand Teton National Park in Wyoming

* Slack – Slack brings all your team’s communication together, giving everyone a shared workspace where conversations are organized and accessible

James’ Books, Courses and Coffee Talk Series

* You get INSTANT access to ALL of James’ Books, PLUS the first two lessons for ALL of his courses, plus ALL 90+ expert interviews from his Coffee Talk series for FREE with your FREE membership to his school!

In this episode of Podcasting Mastery, James Martell, tucked into the ‘Secret Beach Hut Studio’ talks with Josh Stanton, co-host of Screw the Nine to Five Podcast, and today and we are going to be talking about “how to hit the eject button on your career”.

Josh says the screw the nine to five was always a part of his life. After University, hating what he was doing, his dad asked “if he was happy?”. Then told Josh he gave him permission to have the kind of lifestyle he wanted to have. He wanted freedom and to call his own shots. He started learning new skills for the future which included building some businesses in the affiliate world. Today he helps unsatisfied entrepreneurs get more out of their life and business.

Building Your Brand To Achieve The Lifestyle You Want

It all started back in 2012 when thinking about what they wanted their business to be like and they came up with, It’s kind of like “screw the nine to five”. From there, they traveled and started to create content around their travels and lifestyle. They quickly figured out who they needed to target and how to create products that their lifestyle entrepreneurs would buy. Today Josh is excited to get up and get to work and not be bothered with the alarm clock and off to work to get security.

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Yikes: Lessons Learned From Stopping The Podcast

Josh wanted a lifestyle show for entrepreneurs. He quickly learned what to focus on to attract listeners, but made a critical mistake when he stopped his podcast. He immediately noticed that they lost a strong affinity with their audience. As soon as they starting up again, they got great feedback, and their business starting improving and growing again. He now sees podcasting as a tool for having listeners trust you and do business with you. Josh explains what people really want when they listen to their podcast and how to book guests.

Want to Leave Your Nine to Five?

Want to learn how to hit the eject button on your career? It is a dream for a lot of people, but you do not want to start a business out of stress and being afraid to run out of money. Josh shares the top 3 strategies that he recommends to anyone who wants to leave their nine to five, but do not know where to start.

Listen Now as Josh shares:

* Who they created the Screw the Nine to Five podcast is for

* How to hit the eject button on your career

* Creating a brand for your business

* How stopping his podcast negatively affected his revenue

* Why podcasting is a tool for having listeners trust you and do business with you

* How a podcast can fit into your current business

* 3 strategies for getting ready to leave the nine to five

* Some lessons he picked up from his podcast

* Vetting guests to give the best information for listeners

Resources:

* Screw the Nine to Five Podcast – Josh and Jill help 9-to-5’ers take their day job and transform it into an online business

* Text Expander – TextExpander lets you instantly insert snippets of text from a repository of emails, boilerplate and other content, as you type – using a quick search or abbreviation

James’ Books, Courses and Coffee Talk Series

* You get INSTANT access to ALL of James’ Books,