175: Changing People And The World For The Better Through Keynote Speaking With James Malinchak

Your speaking skills can be an avenue for changing the hearts and minds of those who listen to your message and follow your advice. In today’s episode, Mitch Russo interviews motivational keynote speaker and business marketing consultant James Malinchak about his desire to help others in becoming successful in the real world through keynote speaking. James became a stockbroker after college but while doing so, he wrote his first book, From College To The Real World, which became a hit because he taught college kids to interview successfully for jobs. Today, he shares his TOMA or Top of Mind Awareness and 10-10-10 philosophy. Don’t miss today’s episode as James shares some marketing tips for speakers and salespersons and his dream to change the world one speaking engagement at a time.

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Changing People And The World For The Better Through Keynote Speaking With James Malinchak

Growing up in Pennsylvania, his dad was a steel mill worker and going to college was his ticket out. After school, he decided to become a stockbroker but while doing so, he wrote his first book, From College To The Real World, which became a hit because he taught college kids to interview successfully for jobs. While speaking at schools all over the country, he honed and perfected his talent for changing the hearts and minds of those who listened to his message and followed his advice. Three thousand speeches later and over a` dozen books published, my guest has been featured on ABC, CBS, Lifetime TV, TBN, CNBC and has shared the stage with Jack Canfield, Les Brown, Brian Tracy, Harvey Mackay, Jay Abraham, Dan Kennedy and along with the Academy Award-winning actor, Anthony Hopkins and more. Welcome, James Malinchak.

Mitch, how are you doing?

I am awesome. How are you, James?

I’m glad to be here. Thank you for having me.

It was good spending time with you. We had a lot of fun at an event that we both attended. James dropped some amazing nuggets of gold on the audience as well.

Let me object something. I was speaking there, I wasn’t attending. I was a paid speaker to be there.

You did a great job and we all appreciated that. James, tell us about how your career got started.

I grew up in a very tiny steel mill town outside of Pittsburgh, Pennsylvania. The population is about 8,000 folks, a town called Monessen and not very big. It’s a steelworker-type of town. Dad was a steelworker. Mom was a lunch mother that served lunches to the kids at school, including me. We didn’t have much growing up. My dad was making about $29,000 a year. He is a hardworking, great salt of the Earth man. It wasn’t like I was given anything. I had big dreams and aspirations and I thought the away to achieve some of those was to leave the small town. There are great people there and I still have many friends and family members there to this day, but sometimes you have to have a change of environment if you want to go on to do bigger things in your life.

I thought my way out was a basketball scholarship. I honed my skills in the summer, practicing the sport of basketball. I’m going to date myself a little bit, but the three-point shooting line was coming into high school basketball when I was going to be a senior. I thought, in business, it’s hard to find unique talent. What’s your special talent? Hone in on it. It nowadays called a superpower. I’ve been around forever. The language changes about it. My thought was, “If I could become a pretty good three-point shooter, maybe I could get a scholarship and all I needed was one.” I practiced all day, all night, for weeks and months trying to hone my skills. Low and behold, I ended up getting recruited by a whole bunch of schools.

In my senior year, I was a pretty good three-point shooter and a pretty good player. We won our first-ever state basketball championship. I signed with the University of Cincinnati out of high school. I went to college and my coach got fired. I ended up transferring and playing in Hawaii and blew my knee out. I moved to Los Angeles after and I started my career as a financial consultant, as a stockbroker. I did something different, Mitch. When I was in high school, people say, “How did you get those schools to know that you existed?” What I used to do was I found a directory and I marketed myself. People say, “How did you start marketing? How did you start building relationships and growing a business?” I said, “I started in high school. Nobody knew about me as this player in this tiny little town.” I had a very simple philosophy, “If they don’t know about you, they can’t give you a scholarship.”

I always teach if people don’t know about you, they can’t buy from you. It is a simple philosophy. I found this directory and we played games every Tuesday and Friday. I was a pretty good player. I was in our tiny little town paper. Every Wednesday and Saturday, I would take the clipping from the newspaper and I would go to the library. My mom would take me down there and I’d stand there with a whole roll of nickels and take 250 roughly copies because that’s how many Division I college basketball coaches were in the United States. I would mail a handwritten letter every Wednesday and Saturday after every game, my junior and my senior year, to all these college coaches to try to get them to know me.

Long story short, I started getting recruited my senior year with a scholarship with Cincinnati. When I got out, I was starting as a stockbroker, I was listening to sales trainers and I thought, “What a load of crap. What a load of BS.” You make 100 cold calls a day and you’ll get ten people interested. You might open up one account. I’m thinking, “Now I know why stockbrokers jump out of windows making 100 cold calls a day.” I would quiz some of these sales trainers and I would say, “How many clients do you have? How many calls do you make?” They didn’t make any. They had zero. They were trainers. I said, “I don’t want to do that.”

I thought, “That thing that you did back in high school seems to work. Why you start doing it now?” I started doing direct mail to enroll people in a financial planning seminar and folks would come. That’s when I got to do what I call AME: Add Value, Make a Difference and Enrich Lives. In the end, make an irresistible offer to try to help them. Be a good person about it and treat them in a good way. I went on open over 200 some accounts in my first year. What I did is I focused on getting 1,000 warm leads. If I’ve got 1,000 warm leads, I’m going to open up 100 accounts. You and I didn’t know each other, but we have the same philosophy.

What happened was I started getting this desire to want to help people and speak. I started writing a book for college kids, teaching them how to be successful when they get into the real world. All street-smart strategies, no theory and it was written by me, a C-student. I started speaking at colleges. I didn’t know how to book a talk. I did my same 1,000-person theory, I call it my Hot 1,000 plus lists. I’ve got a thousand coordinators on my list and I started contacting them regularly. In the first year, I didn’t book a lot of talks, I did about 40. In the second year, I did a 100. I never had done less than 100 since that time. I had 1,000 folks who got money in my database. Here we are, 3,000 some talks later, I’ve written 21 books. I am finishing the 22nd one. The 2000 One-on-One Consulting for People. It has some of the biggest people in the self-improvement industry, some of the big-time celebrities and people brand new starting out. We are very blessed.

Chet used to have the Dream 100. Are you familiar with Chet’s concept of the Dream 100? It’s similar to your 1,000-person list.

Russell Brunson and a lot of folks pitch that thing, but that was originated by Chet. I remember it in The Ultimate Sales Machine. People don’t credit him for it. All the new folks take it as their own without crediting him.

I remember standing, speaking to one of the “new gurus.” She was repeating back to me all of Chet’s material as if she had invented it. It was a little frustrating. James, the secret thing that you did, this idea of taking the list of coaches and sending them these news clippings, it sounds like this has been pretty much one of your key tools in going forward and building a speaking career. Has it not? It seems like it has.

Absolutely. Here was my thought when I started having success. I started that as a broker getting a hot 1,000 list. I learned that from a guy who was a broker. He was the only guy in sales training 101 that I listened to because he started off as a presentation by saying, “I don’t want to be here. They paid five figures to be here. I want to be back in my office doing business. I’m not one of these sales trainer dudes that get paid to go out and do sales training. I do the business. I’m going to talk for the next 50 minutes. I’m not taking any questions after. Don’t follow me to the bathroom. Don’t ask the ride on the elevator down to the car. I’m going to tell you in 50 minutes how I went from zero to being an all-time million-dollar producer in under three years. If you want to follow it, great. If not, I don’t care. I’m going to get the car. I’ll take the airport and fly home, go back to my office and you’re not calling me out. Pay attention and I will tell you.”

He’s the one who taught it. He says, “You got to get 1,000 qualified people. The qualification is different whether you’re in Los Angeles, Des Moines, Iowa, Tulsa, Oklahoma. You got to know the discretionary income from that person, etc.” That’s where I first learned it. You’re 100% right. I got into speaking and I was like, “I have no bookings.” I thought, “I wonder if that thing I learned back when I was a broker would work.” I thought, “I’ve got nothing better to do.” I was getting 1,000 people who have had events and at the time, it was colleges and universities. It works well, Mitch. I got this thought that 1,200 is better than 1,000, 1,500 is better than 1,200, and 2,000 is better than 1,500 and so on. When I was cranking it, I was doing 150 paid talks a year or more. I had over 10,000 folks in my database who all booked events, who all had money, who all needed a speaker like me. I call it my 10-10-10 philosophy. If I’ve got 10,000 right people, they got the money, they put on events, and they use a speaker like me, a peak performance type person. They don’t want like a future trends type person.

I contact them seriously and I stay in front of them and I create TOMA, Top Of Mind Awareness. I regularly call, email and mail them, then 10% are going to be interested and that’s 1,000. Then 10% is going to book me and that’s a 100. That’s all I cared to do. I wanted to do 100 paid talks a year and that’s how I came up with my 10-10-10 philosophy. I love your whole premise of your first 1,000. It’s right on. If everyone would listen to you and do it, they would exponentially grow their business.

It’s funny, once you take care of that first 1,000 clients, I’ve learned two things about this process. First of all, your success is guaranteed. Once you get to a 1,000 solid people who you speak to and who know you for the most part, as long as you keep working, your success is guaranteed. The second thing that happens and it’s an internal thing. From my perspective, the internal is more important even than the business. The internal thing that happens is you become unstoppable. You know that everything you do for your clients’ works. It works well that they come back and keep paying you.

It builds confidence and momentum. Once you get that little time, a little snowball rolling, it keeps growing the more rolls down the hill.

James, have you ever thought of taking that list of 10,000 and building a business around that? I know you don’t need to build the business, but it was intriguing to me because I have clients that are speakers. If we could figure out a way to get there, they’re not competitive to you in any way to get them in front of that 10,000 list. I think it would be a great idea to create a bureau service of some sort.

First of all, I do that. I booked speakers for my clients that I can’t do talks for. I just booked Joe Theismann to speak at San Diego with me. Also my friend, Kevin Eastman, who was an LA Clippers coach. I also booked Joe Theismann for another real estate event that I can’t do. I do that all the time. I act as an agent and get an initial referral fee the same as the speakers’ bureau. I’ve been doing that for years. I used to do that back in the college circuit, Mitch, when I couldn’t do a talk for a college or university. I was the only person that when I referred you to that school who was my client, I already had an arrangement with you that I get 20% of your feedback to me. That’s what the standard speaker bureau is. I’ll let the people send out referrals all the time to folks. I’ve been getting a 20% referral fee for years doing that.

That’s a pretty cool thing. We should have a second conversation about that because there are many opportunities around knowing who exactly those buyers are, who those people who spend money on speakers are.

That was the only thing that matters in speaking. People want to have a false sense. Let’s take business in general. In any entrepreneur, it drives me nuts. You walk into a sandwich shop and you see the bank owner back there making sandwiches and I was like, “What?” I am like you, Mitch, I can’t turn it off. I’m like, “Why in that office park, floor to floor, office to office, telling them about the catering they have. We’re trying to get them on it a lunch order. When is he set up a portal? I could go into the portal and I order the lunch. I can have a college kid delivers it to me.” He is in the back putting lunch meat and bread together. That’s a $7 an hour job. What is he thinking?

It’s that limited thinking that stops many people from going beyond the struggle and into that place of abundance. They don’t get that the idea that you described, the thing that is unthinkable to you and I is simply what they believe is what their job is. That’s sad.

I want to circle back to something you had said about taking that list. I’ve had folks over the years who have come to me and said, “Could I buy your list of contacts of those coordinators?” I said, “No problem at all. It’s $1 million down and it’s 10% of every booking for the life of the people I give to you.” They laugh. I was like, “What are you laughing at? I spent twenty years putting this list together. I know that 100 of those bookings at $10,000 is $1 million to you. Why would I charge you $0.10 for a name on a label? It’s the value. If you book them for over twenty years, I could be giving you $20 million if you made $1 million a year. Do you want me to give that to you for $500?”

What’s interesting about what you said and the reason most people would never take you up on that is because it goes back to having the confidence in yourself to make back that million as quickly as possible. Most people don’t have that confidence.

The thing about speaking is the only thing that matters is you’ve got to get to coordinators. You’ve got to get them big. Everything else is smoke and mirrors. It’s like the guy in the sandwich shop making lunch meat. You can get anybody to make lunch meat and sandwiches. Your job is to go get and keep customers.

I know you teach speaking and I want you to tell me more about that. How many students have you had over the years as a speaking coach?

We were putting our new website together, BigMoneySpeaker.com. I think you had seen that the last time we had talked on the phone. I’ve been going through all these external drives that I had forgotten about. I didn’t even know that I’ve had some of them many years ago. I’m like, “What are all these drives?” I started finding all these videos because they were offloaded on the externals. We started adding them up. I have done over 2,000 one-on-one coaching/consulting sessions with people over the last few years. That’s not 2,000 groups but 2,000 one-on-ones, shoulder to shoulder, elbow to elbow consulting sessions. We start counting up the videos because we were going to load all the videos up to the website under our coaching tab. We couldn’t do it. It would crash the site. The site would never run because there’d be too many videos. We put about 30-some up there. We put not all of them, we have about another 1,000 on our YouTube channel. We tell people to go check out the 1,000-plus other reviews on our YouTube channel. We’re going to eventually load the other 1,000 up. It takes a heck of a long time. That’s over 2,000 one-on-one consulting.

My mind works, I can’t stop it from going. My thinking is if you sent a note to all of those people and said, “We’re now opening up a speaker bureau and you finally get to use my list of 10,000. All we have to do is charge you 25% of every speaking gig that you do that comes from this list.” How would you like to get started with this right away?

I don’t want to do that. I’ve had folks suggest that in the past. I only have celebrity speakers like Stedman Graham, Oprah’s significant other. Darren Hardy from Success Magazine, Joe Theismann, Leeza Gibbons. It’s much easier to book somebody for $20,000, $30,000, $50,000 than to book somebody for $2,000. I keep that list sacred because I know what it’s worth. I don’t want to make money off of all the folks on my list. A lot of people that do that, fake directories, pay to be in this directory. It’s not real. I don’t want to do that.

Let’s talk a little bit more about the art of speaking because I’m fascinated by it. I’m an amateur. You could probably get me booked for about $75.

Can I correct you on something, Mitch?

Sure.

I saw you speak. You have a book. You have a vast experience. You don’t have to be a great speaker to get high fees. Easily $10,000, $12,500, $15,000 speaker is easy because you’ve got vast great experiences. You have an awesome book. You have the knowledge. I don’t think you have to be a great orator in order to get those fees.

Thank you, James. That’s very encouraging. I’ve never been paid for a speech before.

With the right packaging and positioning, you can easily be getting paid because there are folks like yourself who are amazing consultants, with amazing track records and amazing wisdom who are positioned and packaged the right way. They’re not dynamic speakers if you will. There’s such infinite wisdom and because there are packaged the right way, those are the fees. They look the part. One of the greatest pieces of advice I got was from Jack Canfield when I was starting out. I’ll never forget, he said, “You can’t look like a $300 speaker and ask for $10,000.” I’ve never forgotten that. You always got to look better. I always say this, “I can take anybody. I don’t care who you are. If I package you the right way and position and you look the part, easily you could ask for $10,000 or $12,000.”

James, where do I sign? This is great.

You mentioned you’ve got great wisdom, great track record, great history and a great book. There is no reason why you shouldn’t be getting that fee.

Readers, I want you to notice something. First of all, I noticed that James is incredibly generous with his knowledge, skills and his compliments. Notice that he’s talking to me, but he’s actually talking to you. The reason I say that is because you’re sitting there, you have a book and you have knowledge, skills, and wisdom. Let this be the motivator for all of us. Let’s get out there. Let’s see what we can do. Let that be a challenge. James, I’m going to take that as a challenge.

You should, Mitch. The speaking world is big and not only that speaking like you did. I saw you at Jason’s event in Orlando, the real estate event but then continuing it on past that where they bring you in to consult with the organizations. I have coaching clients that speak for $10,000 to $15,000. They’re brought in to consult after for a $100,000 to $150,000 to help the message permeate deep within the organization especially with the C-level executives.

That’s the perfect philosophy. I say don’t ever sell anything unless you are prepared to sell the next thing when you sell the first one. The philosophy you described is exactly what I teach my speaking clients as well. Let’s put together that backend program before you show up. You walk in there and ready to have that second conversation. I love that idea. James, I was thinking about what we could cover because you are such a vast wealth of knowledge and here we are talking about speaking. What do you think about maybe a couple of great tips for our speakers in our readers?

This one’s probably going to put a little salt on some wounds. I don’t mean this disrespectfully. There are a lot of folks who think that if they have a good story, they have information or they have a great message, that’s all they need and nothing could be further from the truth. Here’s what irritates me. You could be the best speaker in the world, if I could out market you, I will do every day of a week. It doesn’t mean I’m a better speaker. It means that I’m simply packaged the right way. I’m positioned the right way. I look the part and I’m getting to the people who have the money. I’m getting them to book me and pick me. I see a lot of speakers who are amazing. They have such great information and yet, they’re broke because they don’t understand the flip side of the coin, which is the business of speaking. It is called the speaking business. Most people have a speaking hobby and that’s what changed my life.

That’s a great tip in marketing. You look at two car dealerships on either side of the street. One can go boom and the other can go bust. Why is it? These are the same cars. It’s all marketing.

It’s 100% marketing. I always say marketing is way more important than the mastery, but no one wants to market because that what actually works. It means you have to do something and it’s so much easier to get led down an old path by watching someone on a video online talking about, “You don’t have to market, be a messenger. The world needs you and your story is all that matters.” He gets you all pumped and all hyped up to where you buy their $2,000 course then you realize, “I’ve got no business. I had nobody coming to me. This all feels good. They’re telling me my story matters in all these videos but at the end of the day, I’m still not booked.” I was that person, Mitch. I was the person that says, “What’s wrong with me? I have a desire. I have passion. I want to help people. I want to make a difference. Why am I broke working in a video store making $7 an hour? What’s wrong with me?” How many times I wanted to throw the towel in and quit. A mentor told me, “Stop studying speakers. Most of them are broke. Unless they open up their bank account and show you that their mortgages paid off, that they have an investment, why are you listening to them? Why don’t you listen to people who know how to market and take that and bring it to your speaking business?”

When I did that, I realized there’s a second side of the coin. I’ve got a prospect, qualify, present, close. I’ve got to get referrals. I’ve got to find out budgets that folks have. The problem is, as a society, as a world, nobody likes to work. It’s what I call AIC, Ass In Chair. You’ve got to sit down and you’ve got to do this stuff. Those who do it become super wealthy and super successful. Those who don’t, wonder what’s wrong with the economy or what’s wrong with me. There’s nothing wrong with you and certainly nothing wrong with the economy. I’ll show you my speaking schedule and I’m not the speaker. I figured out a long time ago that I’ve got to get to the people who have the budgets and get them to pick me and pay me a check. I can’t say this for certain, but I think I was the only person in the real estate event that was paid to be there. I don’t know about the other speakers who were up there because I didn’t see all of them, but I’m the only one who was paid a check.

The other thing I wanted to point out though is that we know what you said. We know that if you don’t do the work and it’s hard work, but tell me something. Why don’t people do it if we all know this?

First of all, as a society, as a race, we’re all lazy. I’m lazy, Mitch. You’re lazy. We don’t want to do anything. That’s the first thing. You’ve got to recognize first of all transformation is awareness. When you’re aware of something, you can transform. If you are aware that we don’t want to work, we would like the easier way, then you can transform and decide to do something different like work. It doesn’t have to be hard work. It has to be the right work. You don’t have to work 12 to 14 hours. You’ve got to do it the right way. The second part is those things that get perpetuated on the internet that starts to change our thinking pattern, like the movie, The Secret. You sit on a Lotus position and the window opens up and all your customers walk in. People automatically know you checked. I’m not saying the Law of Attraction isn’t anything, but in the movie, The Secret, they actualized it. They made it like you don’t have to do anything. That was a pet rock. If it was real, the movie would still be around now.

My perception is this. When I was backed into a corner, when I quit my job, when I was building a software company, there was no choice. The boats were burned. I was on the island and the only way off was to pick up the phone or walk a trade show for twelve hours a day, ten days in a row in order to find someone who might possibly buy a copy of my software. I didn’t have a choice. I didn’t think of myself as being lazy and I’ve got to get motivated. I was scared, James. I had to do it. I had a mortgage to pay. I had everything ahead of me for this.

The thing about it for me was I got sick and tired of eating Top Ramen noodles and big jars of spaghetti sauce from Costco diluted with water. That’s what I used to eat when I had no money. I had a bunch of noodles under my bed, like hundreds of packets of noodles because it was cheap to buy noodles. That’s what I would eat all the time. I said, “I’m not going to do this, my mom, my dad, they’re never going to worry about it. I’m going to figure out.” I don’t know how I’m going to do it. I’m going to figure out a way to create wealth for myself so I can take care of the people I love and care about.

I always think that when I don’t want to return a call because I get lazy. I don’t want to follow up or I don’t want to grab Jason and get a video from him. It’s part of my checklist of things I have to do when I’m there. I get lazy. I don’t want to do it. I always think back, “Do you want to go back and eat Top Ramen noodles? Get the video testimonial. Make the call.” I understand the human conditioning of our mind, that whatever you choose to condition your mind is how you act as your thoughts determine your actions. Your actions determine your habits. Your habits determine your results, good or bad. I read, understood and learned that many years ago, like you, you are reading, go into seminar, and hire consultants. I keep understanding how we work, our brain works, I don’t ever want to start creating bad thoughts, the bad actions meaning no action, the bad habits, which will then get me the bad results. I was thinking about that.

You had this great motivator. You get sick and tired of eating noodles. Here’s the psychological profile. I’ve never shared this. My dad and mom divorced when I was fourteen years old. I watched my mom have to go to work for a minimum wage job. Men degraded her at her job. She’d come home crying every day. My sister was twelve. I was fourteen. I said, “I’m never going to have a money problem when I grow up. I don’t care what I got to do. I’m going to sound that first.” That was my choice.

I had an old friend who ran back in the ‘80s and ‘90s an insurance agency in Beverly Hills, California. One of his agents would do extremely well and get a nice big fat bonus check, he would go and hug them and make a big deal of it in the office, saying “We’re going out tonight. Get your husband. Get your wife, we’re going out. Take them out to an awesome dinner.” They would take them out. The next day it was at dinner, he said, “Next day at 9:00 AM, you’re going out with me, we’re going someplace special. Make sure you bring your checkbook.” He would take them to a Cadillac dealership. He’d make them buy a brand spanking new Cadillac for themselves and their spouse. I was like, “I’m not following you.” He’s like, “The reason is I want them to blow the bonus check so they’d put their butt back in the chair the next day and start making the calls again because they got to pay off the monthly payment.”

I’ve got to tell you, I used that same strategy when I hired a new sales guy in the company. He was about to make triple what he made before. I drove him on his first day to the BMW dealership. I made him buy a brand-new BMW. It’s a great strategy because you got to do it and now you have no choice.

I was mentioning that I had a friend who was a heavyweight boxing champion of the world. We grew up together. I used to see him running in the streets growing up, going home and working out late at night, out in the cold, shadow boxing. I’d be in his training camps before he won the belt. He was like a tiger with a piece of meat hanging outside the cage. He wins the belt. I love him to death, but I noticed that he came to the training a little bit late now. “Let’s move the training time to later in the afternoon instead of 7:00 AM.” I noticed those things started to change once he started getting $20 million. There is a definite piece of a motivator when you are hungry. I’m not saying you got to be broken to be hungry. You can make hungry. I’m still hungry to this day. Joe Theismann is still hungry to this day. He made more money speaking than most speakers out there since he got out of football. He is still hungry. It’s a workout.

The thing is if you notice about yourself, this is the tools you use to keep yourself in the game. James, we get to the point where I’d love to ask my guests a couple of very great questions. It helps us understand you better. Who, in all of space and time, would you like to have one hour to enjoy a walk in the park, a quick lunch or intense conversation with?

For me, it would be my sister, Vicky, who passed away. She is the greatest, sweetest and the nicest person in the world She collapses one day and has three months to live. She had a brain tumor. For me, it would be that. She’s been my inspiration. A lot of the reason I’ve done what I’ve been blessed to do is because of her and here’s why. When she was walking through that terrible situation with all the medicine, this bad stuff with the disease go through, never once did I hear her moan, complain or say, “Why me?” That inspired me. Whenever I think about like wanting to moan and complain about something, I think about my sister who was losing her life and she never complained one time. What am I complaining about? I got a flat tire on the side of the road. Big deal. For me, it would be my sister.

That’s a great answer and a great lesson too. People are here and people come and go in our lives for the purpose of teaching us lessons. That’s their gift to us. It’s not that was the only purpose she had, but she left that for you. That was her gift. James, I got another question. This is what I call the grand finale question, the change the world question. What is it that you are doing or would you like to do that truly has the potential to literally change the world?

First of all, I have never been a person who said I needed to go out and change the world or something. I never cared about any of that thing. I care about making a difference in people’s lives, but I don’t know about changing the world. For me, I’ve always thought that was an egotistical thing. I think we should all want to make a difference in a bigger way in people’s lives, whether that’s one person, three people or with 30 million. We launched this new stuff on the internet. I mentioned earlier the Big Money Speaker part. We’re doing Facebook traffic. We’re averaging between 450 to 750 people every week that registers coldly from Facebook for our webinars, which I do a live webinar every Thursday, teaching folks how to become a big money speaker. We’re going through some struggles because it’s not working as fast that I thought it would, which is great because I love the struggling process because most people quit. To me, that’s a fertilizer and that’s an education. We’re going to figure it out over 6 to 8 months on how to get it right. We’re going to crank it because it will be automated. My goal, Mitch, is I want us to be doing $10-plus million a year automated online because I want to give away $1 million a year to charity to help the less fortunate.

Once we get this thing cranking and all figured out and then it’s systematized and automated, I don’t want to flip the model. I want to give 90% of it away to help more people. I want to build schools in Africa or whether to donate to kids with cancer, whatever that might be. I want to the last phase of my life. I don’t want publicity for it. I don’t care about any of that stuff. I want to be able to get this machine cranking so that we can be giving a lot of money away because it does in my opinion, take the money and do what you said, change the world. People need clean water, all the hoping and wishing in the world, then get it clean. It takes machines coming in to clean it. If the kids need a school, it takes money to build that. If people were hungry, it takes money to buy food to put food into hungry people’s bellies. That’s my mission. My last part of my next 30-plus years of my life is I want to give away as much as I can to help the less fortunate.

James, sorry to inform you, but you are changing the world. You’re doing a great job. I know a lot of people appreciate it. Readers, we’ve been talking to James Malinchak, one of the preeminent successful speakers in this world. He’s been kind enough to share this time with us. James, do you have anything that you would like to offer our readers as possible a free giveaway? Anything at all?

If anybody’s interested, every Thursday I do webinars. How to get highly paid as a speaker, sharing your message, your story, your how-to advice coach, consultant and run your own event. Most people don’t think about it that you could be paid as a speaker and an author, and being a consultant. If you would like to get on it, it’s every Thursday. I do it live. It’s BigMoneySpeaker.com. You’ll find a bunch of places on there where you can sign up.

What time is your webinar? I know you’re on the East Coast.

It’s 11:00 AM Pacific, 2:00 PM Eastern but we’re playing again. We’re testing different times. It might be a whole different time after two months.

Check the site, readers. Go to BigMoneySpeaker.com. You should sign up and get notified when the next one comes around. I will be on the next one for sure because, James, I want to be a big money speaker like you. I’m happy we had this conversation.

Thank you so much. It was a pleasure to finally meet you.

James, it’s been such a joy getting to know you and seeing you in action, it was amazing. I know everybody was thrilled with what you said. You said something earlier in our discussion about, “I’m not the greatest speaker in the world.” I got to tell you something, everybody appreciated not just what you said James, but the way the power, the intention, the energy you put behind the words you said made such a huge difference. That was important to all of us.

Thank you. I appreciate it very much. That’s very kind of you. Joe Theismann taught me one of the greatest things that I’ve ever learned about being a stage presenter. If you speak with passion and people can fill your heart, people will listen to you and follow you. I always try to do that.

James, it was great chatting. Thank you so much. Readers, you better respond and get on that webinar because it’s going to be amazing. Thank you again, James.

I appreciate it, Mitch. Thank you.

Important Links

• From College To The Real World
• James Malinchak
• The Ultimate Sales Machine
• BigMoneySpeaker.com

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