[00:00:00] Shannon Hernandez: Today. We are speaking with someone who knows all about monetization. I'm talking with Steve Moynihan. He is I don't know what you would call yourself, but I just call you a sales guy for Hubbard radio. How are you doing
[00:00:12] Steve Moynihan: friend? I'm good, man. Thanks for inviting
[00:00:14] Shannon Hernandez: me on the show and not a problem, man.
And I've had something planned for you for a really long time, Steve because what people don't know is that whenever I see Steve in the office, I always use this voice was Steve. And I always say to him, ladies and gentlemen, number 32, Steve Moynihan, because I feel like you have an athlete's name.
[00:00:29] Steve Moynihan: I don't have the body that goes with it.
[00:00:31] Shannon Hernandez: I got something very special planned for you because I feel as though you need a big introduction. So I am going to give you the big introduction. So this is what this ladies and gentlemen from Hubbard broadcasting, number 32 at power forward.
[00:00:44] Steve Moynihan: Steve Moynihan.
And then of course the applause after that.
[00:00:51] Shannon Hernandez: So there's your big introduction, my
[00:00:52] Steve Moynihan: friend preceding the hype up
[00:00:53] Shannon Hernandez: Oh man. So the reason I'm bringing you on to today's podcast is because the question always comes up in my, on my YouTube channel, on my podcast, blogs emails. Is is all about sponsorships.
And I don't think that podcasters understand the nature of what a sponsorship is. They think is just getting a client or getting someone to come in. Say like this podcast is brought to you by blue apron is blah, blah, blah, blah, blah. But I don't think they understand the nature of what goes into grabbing a sponsorship.
So what I wanted to do is I wanted to bring you in and define and identify what sponsorship sponsorships are for. Radio and how you gather sponsorships and how they could relate over into podcasting. So I want to start first with defining what as as a definition of what a sponsorship is in radio terms.
[00:01:48] Steve Moynihan: Sure. So when I go out and I try to get a sponsor to do something with the radio station for some program we might be doing it's really defining what that client is trying to do to be integrated [00:02:00] into the stationers, excuse me, into the station, to connect with the listeners. It really boils down to that.
So if I'm meeting with. An HPAC company and they want to get their brand out there in Arizona to all the all the possible customers in Arizona. And we identify one of our stations being as good fit. Then we identify what elements make sense for them to be part of in a sponsorship and try to connect the dots on maybe what the station is going on.
I'm not a big fan of there's like taking a template sponsorship that the station is doing and saying, here it is, buy it this way. I'd like to sit down with the client and address what their challenges are, what they're trying to accomplish and seeing if the sponsorship would that radio station makes sense.
And then building out the elements of that sponsorship to give that client really what they need. And then also the additional exposure with the station. When you do a sponsorship. The great thing about it. And we're talking kind of Eric right now, but we can get more specific. But the great thing about a sponsorship is it's designed to allow you to stand out above and beyond just running regular commercials on radio station.
Okay. So it's a sponsorship, like if we're doing a sponsorship, we have a special event coming up or we have a special campaign we're doing on the radio station for a three month or a six week window. By associating a client with that type of sponsorship. They really get to stand out above and beyond running just 20 commercials a week.
They become part of the day to day programming of the station. Okay. So does that make sense?
[00:03:38] Shannon Hernandez: So you're talking about, it's just not commercial prerecorded commercial ads. You're talking about. It's almost as though you are inviting them in to the radio station to be like in air quotes, part of the family for a specific period of time.
Am I wrong on that or
[00:03:53] Steve Moynihan: yeah. No, I would say that's a great way of assessing. You want them to feel like they're going to be associated [00:04:00] as much as we possibly can with the station during that time period of whatever the sponsorship is. And then they feel like they become a true partner and they, and when it works out.
Getting a little ahead of ourselves, but when it works out, then they're our client that lasts for years. And there's reasons why, big companies sponsor things for years and years. And is the reason why, I th I believe PESI is the halftime sponsor of the super bowl, right? And they've done it for years, even though they're sitting out being, doing a lot of major commercials with the super bowl this year, they're still underwriting the halftime.
And so when you find a sponsorship that makes sense for a client. And it works and they can receive a ton of branding out of it, a ton of engagement and feel like they're generating business off it. And then it's a win-win forever.
[00:04:47] Shannon Hernandez: Can you let's back up real quick. And can you explain what underwriting is just for people who don't understand in sales terms, what that means?
Whenever say you say Pepsi's underwriting, but they're not running, commercials or anything
[00:04:59] Steve Moynihan: like that. Yeah. So they're taking the marketing real estate space and exclusively getting that right to it. So if it's something like underwriting the halftime of the super Superbowl or becoming a studio sponsorship of a radio station, they're exclusively being that, that sponsor is for them and only them.
And they stand out with their marketing partner for whatever they're there, they're spending the sponsorship dollars against. And it, for example, with radio stations, when you do like a studio sponsorship, you're not just getting the KUPD studios brought to you by XYZ client. You're getting.
Commercials, you're getting association with digital elements with the radio station on the station's website, in the station, social media posts. Any, if there's any upcoming charity opportunities or charity programs that Stacy might be doing, they're going to incorporate you as a long-term sponsor, giving you the first right.
Of our opportunity to do additional sponsorships. You're basically buying prime real [00:06:00] estate in a marketing environment. To allow you to stand out. Okay. There's more to it, but just a quick take on
[00:06:06] Shannon Hernandez: it. We're talking about here, when we're talking about a client or, some company that is underwriting the with the radio station or with the TV station or whatever it may be.
There are these. Other components that fall underneath the underwriting. And that's where I guess I want to go next. When I asked you the questions, I sent you some questions ahead of time. I said, what are the different types of sponsorships that exist? And you brought some of those up, I don't know if you would call them sponsorships, but they would be a part of the overall scope of what that client or that person wants to sponsor.
So when we talk about breaking down different types of. Sponsorships, you'd mentioned a website. You mentioned a commercial ads. Are those considered sponsorships? Are they considered just components of one
[00:06:51] Steve Moynihan: sponsorship? Yeah, I would say they're components and elements within a sponsorship. A sponsorship can be strictly a name mentioned brought to you by but in my understanding and my beliefs in the way the world is today.
That's not what people are looking for. They're looking for integration of how their business, their product can really stand out with the partner that they're working with. And you're seeing a lot of this on the social media platforms. The way tick-tock has blown up and incorporated corporate sponsors into how they generate content on that platform.
The content is designed to associate with that platform and not just be an ad that is placed right on that platform. And if you're doing a sponsored with a radio group with a TV station with a major event you're trying to figure out all the different components elements of what you're going to receive.
Or saying we will be your act, your title sponsor. Okay. So if I'm the title sponsor of a 4th of July celebration and the town of Gilbert, what does that mean [00:08:00] besides saying, town of Gilbert, 4th of July celebration and brought to you by Honda, right? What are you getting? And the goal is for you to get additional elements and components that can be offered by that partner.
To allow you to stand out and engage with future possible
[00:08:16] Shannon Hernandez: customers. Sure. What are now, what are some of those popular components that you are utilizing right now to sell a sponsorship? And how are you? W what are those most popular ones? I guess we should start with first, because I think those. Should be the ones where I believe this is just my belief for podcasters, but these are the ones that I believe podcasts should probably maybe focus on because it provides, I believe more bang for their buck.
If they decide to go after a sponsor or after someone who wants to create a sponsorship, what are those components?
[00:08:49] Steve Moynihan: Great question. If you're talking about a radio station, are you talking about somebody who creates their own podcasts or something that grates known videos on YouTube? Associating that podcast or that utuber, or that on-air talent with a possible sponsor through running commercials, running possible endorsements live reads getting social media Receiving social media support with the sponsorship being part of their website being part of their email marketing campaign.
So if you are creating podcasts or you're creating YouTube videos, or you're developing a new business, or you're promoting your small business and you have all these different marketing tools that you promote yourself on a daily basis, as you meet with a possible sponsor, you want to. Figure out how you can take all those elements that you're using for marketing to promote your, yourself, and associate that sponsor with those things in a respectful way that you're not seeming like you're over
[00:09:50] Shannon Hernandez: commercializing Sally.
You'd Sally gross being gross about it.
[00:09:54] Steve Moynihan: Yeah, so does that, we can talk a little bit deeper about that, but does that make sense? I understand what I'm saying.
[00:09:59] Shannon Hernandez: So I [00:10:00] guess if we were to I guess shorten it up in some sense, you're basically saying that when you grab a sponsor and so for for instance, for me, we could say I have a sponsor right now with my podcast.
And it's with my YouTube videos. It's Buzzsprout and it's for podcast hosting. And what happens when Buzzsprout comes to me and they say, Oh, we want to sponsor your videos. Then I go in, and this is just maybe who I am. And because I've been in radio for so long, I have now integrated, not only, maybe just a quick mention at the top of the pre-roll.
And then maybe I mentioned some things inside of my podcast. I have it listed on my website. I write blog posts, something that integrates everything all into one. It becomes. It becomes less invasive is it invasive, so that it doesn't seem like I'm selling too much. It just says these are the products that I use.
And these are the products that work. Is that what you're saying? Yeah.
[00:10:50] Steve Moynihan: Yeah. And it's easy to have this conversation when we're talking about somebody that's creating a podcast or Or you're doing YouTube videos, cause if your meeting was, Oh, it's possible sponsor, maybe they sell sneakers.
Okay. And it's a sneaker company and you try on the sneakers, you like them. Then you can have real life storytelling. You're not just taking these sneakers are done. They're made this way and they're great because of this. You're taking a real life experience as somebody that's going to endorse them.
Because you've tried them, you've you wear them know, you're you're embracing their lifestyle and trying to incorporate it into a product that you would use. And then you give your opinion to your listeners, and then it's up to your listeners and your viewers to decide if that's something they're interested in and they'll maybe go and purchase the product right.
When you're more genuine. And you're real with the messaging, we are seeing that as where things really grow and became organic. And you have much better engagement than when you have a forced like sales message to be like, let me tell you why XYZ chicken wings are the best. And I eat them every day.
And I don't want to have, a single any company, so I'm being generic, but right point is as you meet with sponsors, you want to, for people that want to find sponsorships, you also want to find [00:12:00] things that you like, because it's easy to go to somebody. That is a product you use or service you use that way.
You have some real life experience. And when you meet with them to say, here's an opportunity for you to work with me and be part of my my show or my or whatever you're selling. Then you have a kind of a, an initial way to start a conversation to be genuine. And then you can show you, you can show that possible sponsor of.
Here's the resources I have and how I can get you guys more awareness and impressions and people to
[00:12:34] Shannon Hernandez: respond to you. It would really fall into one of my questions where it says, how do you determine what type of person you want to go after to sponsor a, one of the personalities on the radio station itself, or this goes into Finding leads really?
It's all about finding leads. When you go in and you think about this, are there specific things you have in mind that you want to present? Are you cold calling these people?
[00:12:58] Steve Moynihan: I am. I've been doing this for, 20 years, so my brain never shuts off. I'm always looking at, I'm watching TV, we're looking at billboards looking Looking on the internet.
Like I constantly assessing different companies and different leads and figuring out how it might work within the scope of the radio stations I currently offer. And the demographics that I offer. With KUPD being such a male driven station and having great male audience, looking at prospects that are focused on and targeting Tim, the men audience and realizing.
No, there's a great possible fit here. And it doesn't have to be local company. Maybe there's actually a client that I'm currently speaking to. That is an educational client that offers commercial diving school. And they're trying to get young men to, make a change and have a different career path.
It's a, basically a seven month program. So a prospect like that's a great fit for a station that does very well with men. So then it's finding a way to align them with the station and [00:14:00] developing marketing tactics and marketing assets. Through the station through the stations, resources to those stations, digital arms, and then putting together a sponsorship or just a general marketing campaign and presenting to the client and then, building that relationship with that client.
[00:14:16] Shannon Hernandez: I think that is, I think. Where there might be disconnect with podcasters trying to do what you're doing. What you're talking about basically is what podcasts trying to do for many years. And the ones that do it. They don't share exactly the process. They just go with it.
But there is a process that you obviously have when it comes down to understanding what your assets are like. For instance, we have. Like you mentioned, KUPD where, you know where I do my stuff, but we have two other radio stations, three, we have how many, three radio stations,
[00:14:45] Steve Moynihan: five radio stations. We have the classic rock station.
We have the alternative station. We have a. An oldies format music station, and then we have the am sports content station. I
[00:14:55] Shannon Hernandez: have a hard time remembering this because I always remember, Oh, here's the three core stations then I forget. There's the other two, sorry to those other two radio stations.
And I actually listened to the oldies station quite a bit too, but yeah, but you having to understand. The demographics of those stations, you have to understand what those metrics are, how those metrics read out. And that's where I want to go next. And we can talk about metrics. What are the metrics of the core metrics that you are using to determine whether or not you should sell a specific.
Time of day. We open up opportunities to, Hey, I could sell a specific time of day for a commercial. That might be a part of the packaging that you are creating. What metrics are you really looking at and focusing on to make that proposal?
[00:15:40] Steve Moynihan: Sure. So there's a lot of different sources of information we get to help us sell.
Our stations and the different opportunities we have, but working at radio stations and how we get, rated There is rating systems of, Hey, here's the number of people that listen to the station [00:16:00] during morning drive time during the mid days during PM drive time during evenings during the weekends.
And then that information is compiled in the, we can use that to go when we present to a client. And okay, you're going to you're of interest. You've shown interest in being on the station for the next 12 months. It isn't, it's there's a strategy that you can take where you can just buy one day part, like you could say, Hey, you know what?
I just want to be on am drive. And there is a ways that you can take by just advertising in one timeframe, one day part area, and it can be successful or you can be much more Organic and utilizing the power of the station across all day parts. And that is more of my style. There is benefit to being on the station throughout the day, evenings overnights, weekends, prime time, because there are different listeners.
When you're on the air, there's a different listener group that listens to you in the evenings versus the people that are listening in the mornings during the morning show. So there's value to every one of those possible lists. There's a possible consumers to the advertiser. So you assemble a campaign with a lot of different elements.
They include here. You're going to be on all these different day parts. You're going to run X number of commercials a week. You say, what other metrics? Typically if you're going to be on radio, you're doing a 32nd or a 62nd commercial. Some clients like to use 52nd commercials, and then you buy a certain number of commercials a week to get a region of frequency and allow you to stand out.
I've had plenty of clients over the years where, you know, after assessing what they want to do and their budget. It's not worth them spending the money on the radio if they're not willing to put a certain amount against it, because you're not going to just take money. If you can't achieve the goal of getting to a certain number of metrics that you really need to generate results.
[00:17:47] Shannon Hernandez: No, it totally makes sense because I think when you're talking about the content we've got, I think we have to split this up into two parts. We have to say, we have the radio side of it, which is the content, which is the music, which is the jocks they're creating, you could [00:18:00] call it the product.
If they don't generate the metrics, they don't generate the ratings, the numbers, then it's a little harder for you as the sales person obviously sell something to that person or to that client or that potential new client.
[00:18:13] Steve Moynihan: And, but let's take it back a second and let's put in perspective. Just like with a radio station. If the number of listeners is smaller for one station versus a competitive radio station where they have a larger listener base, there's still value to a smaller audience, same thing with somebody that's doing a podcast or someone that's creating a YouTube channel.
Like maybe if you're starting out and you only have, 5,000 followers, somebody down the road has. No 50,000 followers. There's still a value to those 5,000 people that watch your page or YouTube page because they're loyal and they're engaged in your content. And if you will find a sponsor that makes sense and aligns with that, with your, what you're talking about your topics.
Then there's still can generate results. So even the smallest radio stations, you joke, you mentioned the only station. You'd like the only station that is one of our smaller stations. We don't have a large audience for that, but it's a very successful station because it does a very good job of targeting a specific niche audience of a 55 to 74 year old.
I'm not that age,
[00:19:18] Shannon Hernandez: people, Steve old people,
[00:19:20] Steve Moynihan: But that is the core audience. We have other listeners throughout the day. But those are the ones that tend to respond. I highlight those because that is the target audience that responds when I have certain advertisers on. And I'll give you an example. We put HPAC clients on that do very well.
We actually put financial planners that is around there. Tax services. So things that make sense for that demographic they're specifically looking for. And that's the same thing, worked backwards to one of your initial questions is like when you meet with a possible sponsor, you w are you targeting as sponsors.
You do want to go after people that align with whatever your topics are, right.
[00:19:55] Shannon Hernandez: Yeah. And I think that is a huge thing for, I don't know if it's a huge thing, but I think it [00:20:00] needs to be hammered into the heads of content, creators, podcasters, especially, or YouTube authors to know that there are avenues, but it should align with your values and your value system or things that you use, things that you use.
I try to bring this up in my YouTube videos and on my podcast and say I have. An essential equipment guide that I offer to everyone. I use that as a lead magnet. I use that as a lead Manning magnet, but I also use it as a means to help other podcasts and say Hey, look, this is the equipment that I use.
This is what I use. And those pieces of equipment are. Affiliate links. Those are means for me to earn or use some form of money. It doesn't necessarily mean that it has to be through sponsorship itself, but if you're creating, if you're creating some form of client or you're, I'm sorry, you're finding some client who aligns with your values, then a probably can go a little bit further is from what I can see and what I imagine.
I think I did some stuff years ago where. It was, I think it was before you started at at Hubbard radio. And I remember I had a sponsorship that lasted for six months or something like that. And it was because I was valued in that. And I don't know if it was you, but it was with a gym.
I did something with a gym and there was a, there was one I'd done with a gym where it was. I was promoting the gym for a solid three months. And I was getting paid out for those mentions and to mention it on social media and whatnot. There are many ways, I think you can skin this cat when it comes down to acquiring a client.
Now move to the next part here, because when we talk about collecting the metrics and. And providing the information to a potential new client or someone who wants to sponsor. We collect the metrics. We have to grab the demographics. What do you do? And can you describe your process of creating a proposal to a potential new class?
[00:21:49] Steve Moynihan: absolutely. Typically I'll meet with a client. First and not typically, almost all the time. I meet with a client first to do a kind of a needs analysis and kind of discuss what their goals are. [00:22:00] And then that initial meeting is where I do all my information gathering. And then I come back and if I develop a concept or a program or a sponsorship for them, We build out a proposal for them, in our world, we use a lot of, we use a lot of PowerPoints to present.
Sure. It could be as simple as a, as an executive summary, two page document, I've sold, $150,000 deal off of a two page word document. So it's pretty pictures in a PowerPoint. It's about what. You're going back and story-telling them, how you're going to help them grow their business.
So they're looking for you to come back after you've listened to them. And that, I think that's the one thing I wouldn't say it's very important to listen to these possible prospects. Don't just go in there and sell you. You're going in there to learn about them. And then you're going back and just explain them how your, what you do with your podcasts, with your radio station, with your TV station, with your YouTube channel.
How that aligns with them and you can help them. So I think people make a mistake that they go and they say, let me tell you how great I am first. So I would. And so once you get that information, you go back you design a proposal, you send it to them, you also are wanting to, and then they buy into it and buy into an idea.
They're like, yeah, this is something I want to do. I want to move forward with you. Then you want to be contracting with them, and that sounds like a generic sales term, but it's true. You want to be constantly engaging with. Any new potential advertiser or sponsor saying, okay. So yes, we're excited about partnering.
Here's how we're going to start this off. Here are the next steps. Here's what we're going to achieve. Here's what you said you were trying to achieve, and here's how we're going to try to do it. And we're going to, and we're going to, we're going to analyze the data. We're going to analyze the elements every, two weeks, every 30 days.
Typically in a radio campaign, I'll use radio. As an example, if I have a brand new advertiser, that's doing a sponsorship with me, or it was just even doing a simple radio campaign, I'm checking in with them. I'm checking with them. After the first week, I'm checking in with them after the second week, then maybe I'm checking with them.
And after the first month, and then I'm just making sure they're happy with the commercial, having them with content. There's a point where you do [00:24:00] too much engagement with a client at the same time. There's Mo most, most mistakes is people don't do any, they sell something and they might forgot.
They forget to engage. And it's And that's you talking about having a sponsor or endorsement you have for six months, that is combination of you being as good as you are. And then the AA working in partnership with you to make sure the client stays engaged with whatever you're partnering with them out or whatever you're selling them.
So it becomes a long-term partner. There's a lot of podcasts out there that have been with certain advertisers for long periods of time. And, people like blue apron or, Squarespace or any of these big national clients. They're great. And when you get to a podcast level where you're actually being contacted by major agencies for these type of clients, that's fantastic.
That is fantastic. They want to advertise on your on your podcast, but. A lot of that doesn't happen right away. So people, I think assume like that's where all the money is, and there's not, there's a lot of money with the midsize and smaller advertisers that we're doing is developing a true partnership.
So they can be with you for long period of time. And that is more than just talking to them and saying how great you are. It's really developing something that they can see results from. And then there'll be with you for awhile because. If they initially show interest they're there. Once you have somebody connected with you, it's it that's half the battle, right?
It's the phase of getting a hold of them and connecting with them. So I'm sorry. I kinda got a little bit off the top. The topic of cancer. But in regards to like the proposal. Yes, you can take a proposal back to somebody that's a PowerPoint as a word document. A lot of people get more creative and they have different ways of presenting their products or what they want the client to do.
And then really once something is sold, like I said before, it's having a timeline in execution and falling through. And a lot of times smaller pod-casters, it's really just [00:26:00] that person. And they don't have a team of people. So you're doing iron man or iron woman marketing, meaning you're handling everything, you're doing your, creating your content and then you're acting as a sales rep for your product to that new prospect and that client.
So that's. And that's part of the
[00:26:16] Shannon Hernandez: hustle. Yeah. That's what it is. I think that's what it is. When we look at the scale of what you do at the radio station and all the all of your the other AEs, the account executives that work with you down in the sales pit, you guys are managing.
Five radio stations, trying to gather business for five radio stations you guys might have, you might be assigned to Kup and might be assigned to all Taz. You might be assigned to the oldie station and trying to harvest leads, and then someone else has got the same account structure or however it works.
And it's such a large it's such a large undertaking whenever you're doing it with. That amount of stations. There's radios conglomerates out there that are doing it way larger than that. So when you're talking about one podcast, yeah, you're talking about doing it as one person and you're telling me that when you go out and you sell someone, you have to, and you give someone a proposal that they can say yes, this is going to help me grow.
And this is going to help me get more exposure to a different audience. Whether it's, mid-sized small, it's still his value. It still is value when you're reaching out to them and following up with them and saying look, this is what this campaign did for us, this period, or this flight during these flight dates.
So it becomes, you have to, I think people have to understand that on a larger scale. That's why there are account executives when you're doing it on your own. It's just, you. Yeah. And,
[00:27:44] Steve Moynihan: and when you do it in your own, that's fine. It's the biggest takeaway is just be honest, be truthful be who you are.
And when people make mistakes, I make mistakes all day wrong. And if I own up to my mistakes, it usually gets me farther along with clients, after I'm in the middle of a campaign or I'm finishing up a [00:28:00] campaign, I try to renew or extend, your storytelling, the results you're showing.
Okay. Here's what we talked about in the beginning. This is what you wanted to accomplish. Here's what we generated on impressions. Here's how we had engagement with some social media posts. Here's what we will promise you are going to get two commercials a week, but yeah. Oh, my God, your products, the client, and the on-air person loved your product so much.
They did five commercials a week for you. So you want to highlight. You want to be your best. You want your own cheerleader. So you have to promote everything extra you did for that client without being too over, too much do not too much ego. You want to say, here's what I did for you.
Here's what you paid for. And here's what additional elements we provided you to, how much we like partnering with you guys. So you're constantly just constantly storytelling too. And I keep saying storytelling, but you're constantly re-explaining the process and what you're achieving.
So they stay engaged. And so they see a value to continue to partner with you. And
[00:28:57] Shannon Hernandez: that's a huge point. I think you brought up a couple of words. You want to be engaged with them. Not only are you creating content to engage with an audience, but the S the partners that you are choosing. You have to be personally engaged with them.
You're it's not just it's not just Oh, you bought my stuff and thanks. Peace out. It's Hey, no, like you're almost becoming friends. In fact, friendships do form out of a lot of these partnerships. Absolutely. I've got long time friends. I did a sponsorship years ago. Or I think I did an endorsement with someone where I was, it was with an eye center and the person that the person or the point of contact that had reached out to the AAE at the time we all connected, had a meeting and then this person ended up, from the ice center, ended up becoming my friend, and now it's a partner.
It's not even just a paid partner. It's just a friend for life at that point. So you have to build these relationships and nurture these relationships too.
[00:29:49] Steve Moynihan: Yeah. Not to, it like Gary V he talks about hustling. If you're developing something, you're creating podcasts, you're creating content that you want people to [00:30:00] hear you and share, nothing is easy, if you have to work hard and, but when you do work hard and you find the ingredients the right way to.
Develop great content that people enjoy and find a way to make your partners and your advertisers happy. Then it will come back to you in, but there's a lot of effort you have to put into it to make it successful. I've been doing this for 20 years and it's not Oh my God, I'm sad.
I've been doing this for a long time. Every year. I'm hustling to add more opportunities and more new businesses and work with new advertisers. That's why I do it because it's not boring. There's constantly new people to talk to and new things to develop for clients. I think in the
[00:30:43] Shannon Hernandez: area of, we could call it for all intents and purposes.
Sales is constantly evolving in the way we see things. I think it, not the, I don't know if the process is evolving, but how we see the opportunities might be
[00:30:56] Steve Moynihan: evolve. I agree. I think like the principals are countering the same, but what we can develop and, with technology and just so much opportunity out there, you mentioned sales.
I like to look at it and we're consulting. Because there's a lot of clients where I've met with and they've done business with me. And then they talk to me about other things they're doing with other partners. And they asked me my feedback on it and the more I can offer my. My ability to give them recommendations.
The more they trust me, the more they trust me. And the more I, the more there's opportunity to do more business with them. And like you said, I'm not looking to be best friends with all of my clients, but I'm looking for them to trust me and look at me as a consultant. They call me and even if it's not something I'm going, gonna make a dollar off of.
But if I give them some good advice that will come back. So
[00:31:42] Shannon Hernandez: my question to you, Steve, is when are you going to start your own consulting business?
[00:31:48] Steve Moynihan: Every day. I think about that. I'm going to pull the trigger on that. I think that's a great segue to point out something that it's very scary to go on your own, but you do it.[00:32:00]
People scared. You'll surprise yourself. Sometimes, you do something and. It might work or it might fail and you know what failing is. Okay. Yeah. Yeah, but if you don't try, you don't know. And I think that is the greatest thing we see right now with the growth of podcasts and the growth of YouTube channels is people aren't going on their own and trying things they never tried before.
Before we started this interview, I was telling you, I've gone down a YouTube channel, a rabbit hole about different people that talk about finances. And one guy I watched. He, he had a regular blue collar job and there was nothing wrong with it. He'd probably make good money, but he started creating videos about finances and stocks.
And it just blew up on him. But again, it was a lot hard work. He was putting. Six to 10 hours per video, just to put it out and with nobody watching it. And it took them two to four years before anyone really was watching them. Yeah. But now he's very successful. So nothing, nothing is free in life.
You have to hustle for it. You have to work hard for it. But the more. W, the more you try to partner with people, the more you just listen to what they have to say and try to figure out the correct marketing elements for them to align with you, right? The likelihood they will be with you a long period of time.
I look at
[00:33:17] Shannon Hernandez: it as a strength in numbers, philosophy. It's a strength in numbers philosophy. The more you can partner with people and hopefully. Lift each other up and have the agreements be mutually beneficial. I like to use that term mutually beneficial because I don't like it to being a give and take situation.
I like mutual benefit being things, being mutually beneficial to each other because it helps each other. You're raising each other to the next level. , I appreciate that you brought that point up because I think it's important for content creators. To understand that the partnerships are important.
Steve Moynihan, I cannot thank you enough for coming on and doing this podcast with me. You have been someone that's been on my mind. I thought, who could I ask? [00:34:00] And I thought, Oh, I could ask Steve Moynahan because that's my boy at the radio station. Who,
[00:34:05] Steve Moynihan: who helps me out. This is fun. I love it.
No, I thank
[00:34:08] Shannon Hernandez: you. And know you don't have a website or anything like that, but I'm sure that people could reach out to you through Hubbard broadcast.
[00:34:15] Steve Moynihan: Yeah. Through the Hubbard broadcasting, or even through her LinkedIn page, Like that is I actually one of my favorite ways.
And now we're currently in the last year and blossoms last two years is LinkedIn. So look for Steven Moynihan and his LinkedIn on LinkedIn. And whenever you I'll give you my link and you put it out there.
[00:34:30] Shannon Hernandez: Yeah, definitely. And whenever you go to Steve's a LinkedIn, just to remember that when you look at his name, it's like ladies and gentlemen, Steve.
This is Steve Moynihan. Thank you so much for joining me on the podcast therapist today. I really appreciate it,
[00:34:48] Steve Moynihan: my friend. Yeah, no problem. Thank you. Not a problem.