Rory Vaden is the Co-founder of Brand Builders Group, a Hall of Fame Speaker, and New York York Times bestselling author.
Rory’s website – Get a free strategy call with Rory’s team!
3 Value Bombs
1) Your mission matters because it matters to somebody else out there. That person is looking for you and trying to find you. If you focus and look for your uniqueness, you’d find them. But if you have diluted your focus, you’ll have diluted your results.
2) If you don’t know what problems you solve, there’s no way that your prospect or audience ever will.
3) Personal branding is the digitization of reputation.
**Click the time stamp to jump directly to that point in the episode.
Today’s Audio MASTERCLASS: Using a Personal Brand to Build Your Business.
[0:51] – Rory shares something he believes about being successful that most people disagree with.
- Most people believe the saying “Early to rise makes you healthy, wealthy, and wise.” Getting up early is not a prerequisite for success.
[3:14] – What is the real key when it comes to breaking through the “Sheahan’s Wall” and becoming the leader in your space?
- Personal branding is the digitization of reputation.
- Sheahan’s Wall is a visual diagram that we use to illustrate the concept and the importance of personal brand.
- In any space, there are two groups of people. 1. Those who are unknown on one side of the wall, and 2. the known, like industry leaders, world-renowned people, etc.
- In between is the invisible “Sheahan’s Wall” which we are trying to break through.
- The problem is separating yourself from any other entrepreneurs who do what you do.
- The key to breaking through the wall is to become known for one thing.
[7:39] – The brand DNA Helix.
- The key is to find your uniqueness so you can exploit it in service of others.
[10:03] – The 6 questions to answer that will identify your uniqueness.
- First and second questions are, “ What problems do you solve?” and “What are you passionate about?”
- Questions three and four are, “What do you research?” and “What do you have results in?”
- Questions five and six are, “What are all the things that people buy from you?” and “What business do you want to be in?”
[15:45] – When you ask the question, “What problems do you solve?” most people don’t know the answer.
- If you don’t know what problems you solve, there’s no way that your prospect or audience ever will.
- People spend money faster to solve problems
[19:44] – The reason why Rory encourage clients to look for “DARES.”
- DARES is an acronym for the characteristics of a perfect business model.
- D-igital; A-Automated; R-Recurring; E-Evergreen; S-Scaleable.
- There’s a big difference between growth and scale. Growth is growing revenues, and sometimes, expenses as well. Scale is growing revenue without increasing expenses.
[22:13] – The single biggest secret to growing a large online following.
- It comes from understanding the single biggest mistake. The biggest mistake that everybody makes with personal branding is that they talk about themselves. Your personal brand is not about you, but about the problem you solve in the service of other people.
[24:42] – Rory’s key takeaway and call to action for Fire Nation!
- Your mission matters because it matters to somebody else out there. That person is looking for you and trying to find you. If you focus and look for your uniqueness, you’d find them. But if you have diluted your focus, you’ll have diluted your results.
- Rory’s website – Get a free strategy call with Rory’s team!
The room, Fire Nation. JLD here with an audio master class on using a personal brand to build your business, to drop these value bombs. I have brought Rory Vaden on the mic. He is the co-founder of Brand Builders Group. He's a hall of fame speaker and a New York Times Bestselling Author. And today Fire Nation, we'll be talking about the brand DNA helix. You've got to listen to learn more. We're going to talk about the single greatest secrets to growing a large online following and so much more. When we get back from thanking our sponsors Fire Nation, since 2012, I've interviewed over 3000 of the world's most successful entrepreneurs. I identified the 17 core foundational principles.
They all share and created a revolutionary 17 step roadmap. I then spent 480 hours turning this roadmap into a book, the common path to uncommon success, visit Uncommonsuccessbook.com to learn more about this book and start your journey to financial freedom and fulfillment today. Rory say what's up the Fire Nation and what's something that you believe about becoming successful that most people disagree with.
0 (1m 15s):
What's up Fire Nation, buddy. I think this is my third time back. Have you been around for so long though? It's been years. It's rare that you have people on like this, so I'm, I'm so honored to be back. It's good to see you all to hear you all to be with you all this question. I love this question. You know, you always hear about the morning, like, you know, early to rise and wealthy, healthy, and wise Aj. And I sleep in every morning. We do not get up early. We sleep in like we are, even with kids, we don't get up until seven 30 and we have two toddlers and we have programmed our toddlers to sleep.
0 (1m 58s):
So we are, we do not get up at 4:00 AM. We're not a part of the 5:00 AM club or, you know, whatever, you know, and we've, we've done. We've done pretty well. So I, you know, that is just something that I have found a lot of people do. That is so great. I think having a rhythm is important, but getting up early, not a prerequisite for success.
1 (2m 18s):
I used to be a part of the 5:00 AM club. Like not like a technically part of that club, but I mean, I just would give around 5:00 AM every day. Cause I thought I kind of needed to this was back in the day. And I will say over time, especially, you know, with my move to Puerto Rico and just Island living down here, much closer to what I call now. Like the six 30 wake up, like just for me, because it's so much more about me getting eight plus hours than anything else. And if you're going to get up at five, that means you're literally having to go to bed at like seven 30. Like that's no joke. Like I have the aura ring that tracks, like if you're in bed at nine, you get up at six 30. Like you're lucky to get eight hours of sleep because of like little wake ups. And just because it takes a little while to fall asleep, et cetera,
0 (2m 55s):
Or you sleep four or five hours and it's like, that's your, that it's going to catch up. You eventually
1 (3m 0s):
It is a path to ruin. It is a path to ruin. If you sleep, I don't care. Nobody out there is actually speaking the truth and they say they can get by in four or five hours there, there's kidding themselves. And they're setting themselves up for disaster, but Fire Nation, you need to do you. But man, myself and Rory, we, we focus on sleep for sure. So the auto mask class today, we're talking about using a personal brand to build your business and nobody is better to talk about it. Then this ends, I want to talk about something called she hands wall. So what is the real key when it comes to breaking through she Hans wall and becoming known as a leader in your space?
1 (3m 40s):
And let me just, even back up one more time, what she has wall,
0 (3m 43s):
You know, if you think about personal branding, like if you hear that term, you might go, Oh, that's not really me. I'm not an influencer or whatever, right? It's like, I'm an entrepreneur, which I actually self identify more as being an entrepreneur than I do an author speaker or anything else. But two, what we've realized is that personal branding is simply the digitization of reputation and we all understand reputation and we all go, yeah, reputation matters, right? To get investors, to get clients, to recruit people for retention. Like we, Oh, that makes sense. And so when we say personal brand and we just think it's like the evolution it's the digitization or the monetization of reputation.
0 (4m 23s):
And she, Hans wall is a visual diagram that we use to illustrate the concept of the importance of a personal brand. And we named it after a colleague of ours, Peter Sheehan, who originally kind of, we learned this concept from, and then we adapted it and applied it to personal brands, which is that in any business, in any vertical, in any space, there's two groups of people. There are those who are unknown. They're on one side of the wall. And then there are those who are known they're the industry leaders or the world renowned or the, you know, celebrities or whatever. And in-between is this invisible thick wall called she hands wall. And, and we're all trying to break through this invisible wall.
0 (5m 5s):
And the way that we do it is typically, you know, like we go and we go, Oh, like what's, what's John Lee Dumas doing. And what's Gary Vaynerchuk doing, and what's Renee Brown doing what Simon Sinek doing. And, and we look at what other people are doing. And, and so what happens is we, we probably have a passion to like talk about a lot of different topics. So we, we, we talk about all these different things. And then we look at people who all have successful business models and it's like, Ooh, I need to have a coaching program. I need to launch a course. I need a membership site. I need to do live events. Like I need to do a summit. I need to have, you know, whatever, like a consulting program.
0 (5m 46s):
I need to be a keynote speaker. And then we have to like manage all these social media profiles and like Facebook, Twitter, LinkedIn, blah, blah, blah, whatever. And what ends up happening, John is we have diluted focus. And, and when you have diluted focus, you get diluted results. You literally bounce off the wall. And the problem here is noise, right? The problem is separating yourself from every other entrepreneur who does what you do, but it's not just separating yourself from the noise because what most of us don't realize is that you are the noise. You're creating the noise. You are part of the noise because you lack focus.
0 (6m 29s):
And you talk about too many different things to too many different audiences. You have too many different business models and too many different places playing too many different roles inside of your company. And that's why we bounce through the wall. And the, and the key to breaking through is to become known for one thing. And when you become known for one thing, that is how you break through the wall. Now, once you're on the other side of the wall, then you can expand into other things like once you're Oprah, you can do other things. Once you're Tony Robbins, you can have lots of different events. Once you're Gary Vaynerchuk, you can talk about all sorts of different stuff, but how did Gary Vaynerchuk breakthrough the wall?
0 (7m 13s):
He talked about one thing, wine on one platform, YouTube, Amazon did the same thing. They sold one product books. Now they literally sell everything. There's a big lesson to learn from that.
1 (7m 26s):
You are part of the noise because you lack, focus, Fire Nation, follow one course until success focus. And I love how you put that. Rory become known for one thing, one thing, Fire Nation, one thing. And that should be a huge weight off your shoulders, by the way, because it's overwhelming to try to be all things to everybody all at once and be on all the channels, do all the now become known for one thing. So Rory break down the Brand, DNA Helix, what is it? And walk us through. It's six parts,
0 (8m 2s):
The best piece of branding advice I've ever received. And this is not a Rory Vaden quote. I wish it was, but it's not a, this I heard from a guy named Larry Winget early in my career. Larry said the key is to find your uniqueness so that you can exploit it in the service of others, find your uniqueness so that you can exploit it in the service of others. And that was so valuable. You know, I, I broke through the wall with take the stairs, right? That was my first book. And we hit number two on the New York times. And it was like, I was all about self-discipline and overcoming procrastination. And I had such clarity and such focus, and it was just take the stairs, take the stairs, take the stairs, this metaphor for doing things you don't feel like doing, which I think the first time actually, you and I met, I think we talked about that book, which would have been a long time ago and that me tremendously, but ironically, even though Larry gave that great advice, he wasn't in the business of helping people do that.
0 (9m 4s):
And so my wife and I, AJ and I, we sold our last business. We exited our last business in 2018. So we started a business from scratch. In 2006, we grew it to 200 people was eight figures in annual revenue. We sold that in 2018 and we had to be in a new space and want it to be in a new space. And so we thought, Hey, let's teach people how to build personal brands. Like basically do the stuff that we've, I've spent my life learning. And we invented the Brand DNA Helix as a six part process for how do you find your uniqueness? So these six questions is basically, if you were to answer, you just kind of brainstorm a group of answers to each of the six questions.
0 (9m 50s):
And then what we teach our strategists to do when they're working with a client one-on-one is look for what we call Thematic Overlap. And there will be overlapping themes in the answers to each of these six questions where that Thematic Overlap lies points to what your uniqueness is. And so each of the six questions is kind of like a facet of your uniqueness. And I mean, we can run through as many of them as you, as you, as you want. And we've got time for, yeah. Why don't you just run through all six, just so we can hear them just like the actual what it is, and then maybe pick one. We'll do a little deeper dive on. Okay. The questions like a, like a DNA, like a chromosome, they work in pairs.
0 (10m 31s):
So questions one and two question number one is, what problem do you solve? Question number two is what are you passionate about? And those work together they're kind of are corroborating and off offsetting. And then questions, number three and four, question number three is what do you research, which is like, what do you learn about what do you have formal head knowledge or education of question? Number four is what do you have results in? Which is more like street knowledge and experience. What have you actually freaking done? And then questions, five and six, they address the issue of money.
0 (11m 12s):
So the first four questions kind of point us to what you're uniquely designed to do and who the world unique, who the world needs you to be and who you were designed to be. But then questions, five and six, introduce money, and help us start, start to make some like strategic business decisions. So question number five is what are all the things people would buy from you? And we talk about there's, there's really only five ways to monetize a personal brand. And then question number six is what business do you want to be in? And we look for a week, we call these the dares, there's five characteristics of the perfect business model.
0 (11m 52s):
And so we do an inventory to all of these six questions, and each question has a bunch of sub questions. And you know, this is what we do. We, we only do work with personal brands and we only work with people one-on-one. So we don't do like video courses and membership sites. We do human to human work. And so we, you brainstorm these answers. And then, you know, there's some indicators of the thematic overlap, which would tell you, this is your uniqueness. This is your uncopyable difference. This is the thing you were put on this earth to do, to solve, to help that nobody else can do. And if you live there, you will never burn out. You will accelerate through the wall and you will basically become everything you were designed to be.
Fire Nation one thing that I refer to when I think about this process is like, what moat are you building around you and your business?
1 (12m 43s):
That's going to make it difficult for people to storm that castle. And I love this phrase, the higher, the barrier, the lower the competition, like why did entrepreneurs on fire win? Because it was the highest barrier. At that time. It was a seven day a week podcast for 2000 days in a row. It was not the best podcast. I was not the best podcast hosts, but it was the only seven day a week podcast interviewing entrepreneurs is the only game in town like blockbuster back in the nineties, there was no other game in town, like add to rent from blockbuster. They had to listen to my show if they wanted that daily podcast. So how can you build that moat? How can you build a barrier so high that your competition is so absolutely low and we're going to hit up my favorite, one of these DNA.
1 (13m 23s):
He looks right when we get back from thanking our sponsors Fire Nation in 2012, I knew I needed to surround myself with more inspiring and successful entrepreneurs. This realization led me to launch entrepreneurs on fire. The first daily podcast interviewing the best entrepreneurs in the world today. Entrepreneurs On Fire has over 3000 episodes published over 100 million. Total listens. Average is 1.4 million monthly listens and has generated over a hundred thousand dollars a month in net profit, 91 months in a row for what it's worth the strategy of surrounding yourself with the right people works. During the thousands of hours, I spent interviewing these amazing entrepreneurs. I identified the 17 core foundational principles.
1 (14m 5s):
They all share, and I put them in chronological order and created a revolutionary 17 step roadmap. I then sat down and spent 480 hours turning this roadmap into 71,000 words, which is a 273 page book called The Common Path to Uncommon Success. I also brought in 17 amazing entrepreneurs to share their genius at every step in the roadmap from Amy Porterfield to Pat Flynn Jeff Walker, Russell Brunson, Billy Jean, Stu McLaren, Selena, Soo, Hal Elrod, Ramit Sathie, Jill Stanton. I mean the list goes on The Common Path to Uncommon Success is the combination of the 3000 interviews I've done over the past decade. And this 17 step roadmap will deliver financial freedom and fulfillment to your life.
1 (14m 46s):
Visit Uncommonsuccessbook.com to learn more about this book and start your journey to uncommon success today. So Roy we're back and obviously all six of the Brand DNA Helix are awesome, but one that jumps out to me because it just be fuddled. My minds that so few people actually have a clue. What I ask them, this question, what problem do you solve? I mean, it's number one in your branding and helix. Nobody knows when I asked them that question, they sputter and they stutter and they just, they don't, they don't know. They don't have a clue. And I'm like, that's exactly why you haven't found any version of uncommon success. Let alone common success. Let's talk about that one briefly before we move on to dares.
0 (15m 28s):
So if you don't know what problem you solve, there's no way in hell your audience or your prospects or your customers ever will. And people spend money faster to solve problems than they do to buy luxuries. And so what we do, John, is we actually try to not try to, we force our clients to go to go through this and to be able to answer this question in one word. Hmm. So you have to be able to answer, what problem do you solve in one word? Because it has to be that clear. We were going for precision level clarity because that makes it easy to stand out. It makes it easier to go, Oh, this is the person. And you know, some great examples of this recently, you know, Bernie Brown.
0 (16m 12s):
She spent her entire career studying shame. The problem she solves is shame. She researches shame and she has become one of the biggest brands in the world. Dave Ramsey has over like a thousand employees, a hundred million dollar a year business. Plus I think it's closer to 200 million and he solves one problem debt. And he for three hours every day on the radio for 30 years has said the same thing over and over and over seven baby steps to help people solve debt. You can build massive businesses. If you do the work that disciplined work of being clear on what problem do you solve?
0 (16m 56s):
But most people can't do it. And I'll, and I'll give you a hint. Okay. So it's hard to do this, right? And I mentioned that my purse, my, my original personal brand was all built around solving the problem of procrastination. And my uniqueness was about self-discipline and you know, so that was take the stairs. My first book, my second book and my, my Ted talk. So I've got a viral TedTalk was all about distraction, which is another form of procrastination. And my Ted Talk was called how to multiply time, which went viral. The now at brand builders group, we had to do this same thing. Let's go, what problem do we solve? The problem we solve is obscurity.
0 (17m 37s):
So people who are either unclear, untrusted or unknown right there on that side of she hands wall, you gotta be able to clearly communicate what problem you solve. And here's the shortcut. If there is a shortcut, you know, it is answering this question or it's realizing this principle, you are always most powerfully positioned to serve the person you once were you're most powerfully positioned to serve the person once we're. So if there's a shortcut, I would ask you, what problem have you overcome? What question have you answered? What challenge have you solved?
0 (18m 17s):
Because that is the shortest path to a clear audience that you can serve in a very, very deep and meaningful way. And you know, that's one of the reasons why we chose this as our new space, because you know, my dream was to be an author and a speaker. And I was 17 years old and I had no idea how to do it. And I spent 20 years figuring out like, Oh, this should have been a lot simpler and more straightforward. So that's the path that I have walked. What path have you walked? That is a, is a shortcut. If there is one to figuring out what problem,
1 (18m 53s):
You always encourage your clients to look for dares when they decide on a business model. Why is that?
0 (18m 60s):
All right. So yeah, so dares is an acronym and it represents what we think are sort of the five characteristics of the perfect business model. And I would say, I want to say this in advance. There's, we've not yet found a business model that has all five of these. So it's really a matter of figuring out which ones matter the most to you, and which ones are you best suited for and is your team best suited for, but we want to try to capture as many of these. So here's what the acronym is. The D and DARES stands for Digital. The A is Automated. The R is Recurring. The E is Evergreen.
0 (19m 40s):
And the S is Scalable. Digital, Automated, Recurring, Evergreen, and Scalable. So if there was a perfect business model, it'd be totally digital, which means you've got, you know, no warehousing costs, no manufacturing costs, no shipping and logistics. It is automated, which means customers can completely self serve, which means you don't have to have a huge staff. It is recurring. So they, it means that people will pay for this every single month and just kind of continue to pay for it. It's evergreen, meaning it never needs to be updated. And then it is scalable, which means you can add an infinite amount of customers without increasing your infrastructure.
0 (20m 25s):
There's a big difference between growth and scale. I learned this from some of my friends, AIG and Megan, they talk about, you know, growth is just growing revenues and expenses. A lot of times grow with it and sometimes faster, but scale is growing your revenue without increasing your expenses. And so that's that those are the kind of five pressure tests that we're always applying to every business model to kind of optimize cash. If you will tear
1 (20m 53s):
Digital, automated, recurring evergreen, scalable Fire Nation. How many do you check? How many do you check on that block? Like, just think when you're trying to create this business model that you want going forward into the future to create that financial independence, that location, freedom that's lifestyle. Freedom. Think about that. Now, Rory, as you kind of come to a close in our conversation here, I just have one big question. I teased it during the introduction. So I know if nation has been waiting for it, tell us what is the single biggest secrets to growing a large online, following
0 (21m 35s):
Understanding the S the single greatest secret comes from understanding probably the single biggest mistake and the big mistake that everybody makes with personal branding is that they talk about themselves. Your personal brand is not about you. Your personal brand is about the problem that you solve in the service of other people. And the sooner you get clear on that, and the more you realize that your purpose literally comes from your usefulness, the value that you apply and pour into other people, the sooner that you will see success and engagement and growth in the personal brand. And it kind of points back to what we said earlier about how you're most powerfully positioned to, to serve the person you once were.
0 (22m 21s):
Because we believe John, that there, there is actually somebody out there right now that if you feel the calling on your heart to, to, to, to share a message. And that's what we say at brand builders group, we, we work with mission-driven messengers, and we believe that for a mission-driven messenger, if there's a calling on your heart to share a message, it is the result of a signal that is being sent out by someone else that there is actually somebody out there right now who need you even more than you need them. Like there literally could be somebody out there who is praying and begging and pleading, and like possibly on their hands and knees, like asking for answers to questions that you already know, you know, looking for solutions to challenges that you've already been through.
0 (23m 17s):
And when you think about that person, you never feel fear. There is no fear when the mission to serve as clear. And, and if you stay focused on that person, you will, that'll give you the endurance. It'll give you the inspiration. It'll lead you to the education, the engagement, everything works when you stay focused on that person, and everything starts to break down. When you focus on yourself,
1 (23m 43s):
There is no fear when mission to serve is clear. That's a keeper Fire Nation fo show. So Rory, give us the one big takeaway that you really want Fire Nation to walk away with from this talk. Then give us a call to action, where we can connect more with you in your business. I know you have a great opportunity for Fire Nation.
0 (24m 6s):
Yeah. One of the things that we do for people, I mentioned we do one-on-one coaching. And so we offer people a chance to request a free call with us that we do for free. And if you go to FreeBrandCall.com/fire, you can actually request to talk with one of our strategists for free. And they'll just want to they'll, they'll walk you through some of these questions of the brand DNA helix, right? Like, what problem do you solve? What audience you serving, how you monetizing, and, and they will try to like guide you towards your uniqueness and also help you see the big picture of like how you build the machine behind some of the biggest personal brands in the world. So if you want to connect with me, just go there, FreeBrandCall.com/fire.
0 (24m 49s):
And, you know, I think that's, that would be the big action step. But in, in terms of leaving people with anything, John, you know, I would just say that, remember your mission matters because it matters to somebody else that is out there right now. And that person is, is looking for you. That person is, is trying to find you. And if you stay focused on it and you're looking for your uniqueness, you will find them. But if you have diluted focus, you will get diluted results.
1 (25m 20s):
Fire Nation, you would be certifiably insane. If you did not take this opportunity that Roy's gifting to everybody in Fire Nation here with a completely free brand call. This is a free call. You get to get on an actual chat with professionals, and you can talk about your business about where you're at, about how to improve. I mean, this is the type of thing that you need to take action on Fire Nation, because unless you are exactly where you want to be in this world right now in every way, shape and form, this is a must take action, freebrandcall.com/fire. You're going to see a co-branded site over there.
1 (26m 3s):
It's going to welcome Fire Nation listeners. This some that Rory's doing for you, Fire Nation, this free call. So please, please take advantage of this because I want you to win Fire Nation. I really want you my listeners to win. That's why you listen. That's why you spend the time to listen to this information. Let's get some one on one for you. Let's get you on this free brand call over at Freebrandcall.com/fire. No, absolutely no risk whatsoever. You get on there. It's value only. So Rory, I just want to say number one, thank you for joining us on EOFire. Again, much appreciated hearing your value bombs after value bombs, Fire Nation.
1 (26m 45s):
You know, that Rory has past episodes can be found. If you just go to eofire.com and type Rory in the search bar, the show notes page for this episode and all the others will be there. Every single one was amazing. So we salute you Rory, and we'll catch you on the flip side. Thank you, buddy. Thank you so much. Hey, Fire Nation today's value bomb content was brought to you by Rory Vaden, my first traditionally published book hitting the shelves March 23rd. So depending on when you're hearing this, you can either pre-order or just order it because it is the 17 step roadmap to financial freedom and fulfillment Fire Nation. So, man, this is eight years of work.
1 (27m 25s):
This is over 3000 interviews going in to this 17 step roadmap that I know is going to get you to uncommon success, head over to UncommonSuccessBook.com, check it out today, and I'll see you there. Fire Nation. Since 2012, I've interviewed over 3000 of the world's most successful entrepreneurs. I identified the 17 core foundational principles. They all share in created a revolutionary 17 step roadmap. I then spent 480 hours turning this roadmap into a book, the common path to uncommon success, visit UncommonSuccessBook.com to learn more about this book and start your journey to financial freedom and fulfillment today.
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