Many of us have faced insurmountable challenges in life where we almost gave up, but we didn’t. Kimanzi Constable delivered bread for 12 years but he had to wake up in the middle of the night to start his work. He wrote a journal about the experiences of those 12 years that turned into his first book, “The Tales of Everyday Working Man and Woman.” Like most authors, he needed to sell his book but figured that guesting on podcasts is one way of achieving this, as well as learn the basics of SEO. Kimanzi shares that to become a writer for Fortune or Entrepreneur Inc., you don’t need to be an expert, you just have to show people that you do know what you’re talking about in your topic.

The Tales Of The Everyday Working Man and Woman with Kimanzi Constable

My guest spent twelve years delivering bread for a living. Waking up at midnight in dead of winter and hating every minute of it. His marriage was falling apart. He was 170 pounds overweight, ashamed of his entire life existence and felt hopeless and depressed, but a turning point, a moment in time that would ignite the flame inside him to burn brightly came shrouded in yet one more disaster. His father suddenly passed away. Now, at the lowest point in his human life, he decided that was enough. He made a promise to his father at the funeral that he would become the catalyst that changes everything. He promised to the spirit of his dad, that he would honor him by taking action and changing his life, and that became the radical shift to a new world. A world constructed entirely by him, where he was in control. This is the one decision that has turned him into one of the most sought after writers, speakers and teachers on the topic of success, and an example for the rest of us who think we have insurmountable problems. Welcome, Kimanzi Constable, to the show.

Mitch, thank you so much for having me. Thank you for the warm welcome. I’m over here tearing up. I’m excited to be here.

I’m excited to have you in my friend because what you have went through is probably one of the best stories I’ve heard in a long time. More importantly, it’s not the story, it’s what you accomplished. It’s the lows of lows that you had to experience to get to the highs of the highs that you have. Why don’t we go back to that time and let’s spend a little bit of time talking about what it was that you were living back then and how that felt and all of the things that you went through in that time of your life.

I think my story probably even starts a few years before that. I had the typical upbringing until I was about a teenager and my parents had entered this church. It was a deeply religious church and there were a lot of rules there. When I was seventeen, I’m a “rebellious teenager” and there were just some things that didn’t make sense to me. This was such an important part of the family, I was told that if I wasn’t going to conform to the rules, I had to get out of the house. At seventeen, I was kicked out of the house and I actually was homeless for a while. During that time of being homeless, I had to get some jobs and started working at Burger King and McDonald’s and jobs like that. I had three jobs and while I was doing these three jobs, I realized I couldn’t do all this work just to survive and then go to school. I ended up dropping out of high school. I remember when I went in and dropped out and I left and I remember walking out of the high school and as those doors closed, I felt like every dream or ambition or hope I had closed with those doors. I was in survival mode from seventeen to nineteen. Working these jobs, got myself a place, got myself stable then I went back and I got my GED and I started my “adult life.” It was that nineteen that I had the opportunity to start my first business. I was working for a bread company delivering bread and I would see these guys that weren’t wearing uniform and I asked a dude. I’m like, “Why aren’t you wearing a uniform?”He said, “I’m an independent contractor.”

I had never heard of that before, but it was the guys that were independent contractors, they deliver bread to grocery stores, they got 20% of the profit, but they were responsible for all their own stuff, like their vacations insurance and all that other stuff. He said something to me. He said, “Here’s the biggest problem with this.” He’s like, “The freedom is great, but I can’t trust anybody with my $260,000 investment. I’m not just going to trust anybody off the street. I haven’t been on a vacation in ten years.” He’s like, “If we had somebody that would do vacations for us, this person will work all day long.” At that point, a light bulb went off in my head. I’m like, “I already know the industry. You see me showing up every day so you know I’m reliable. Why don’t you train me?”You train me and I’ll do your vacations for free. That’s what he did. He trained me. I showed up, I did his route. The other guys that were in the warehouse saw that I was showing up every day. I did a good job for them and it took about two weeks before I had like an entire year’s worth of work already filled up on his calendar. The first business I ever started was a vacation relief service for independent bread owners. Where I lived in Wisconsin, it was about 200 of these guys. Within six months, I had to bring out a second person to help me and then a third person and by year two, I had six employees. We’re running routes all over the state and then we started running some routes in Chicago and Indiana. We are operating in three states in this business was bringing in about half a million dollars a year. It grew very quickly and it was a great business.

The problem was, was that I was a nineteen-year old kid who was a hothead and thought that I knew it all. I had nobody in my life that was an entrepreneur. I had not mentors. While the business generated good income, I didn’t know jack anything about running a business. I didn’t know about quarterlies and paying taxes and employee and unemployment insurance and all this stuff. While the business generating good money, I continued to mismanage it and that meant that I was always on that bread truck. I limped on doing this for about twelve years and by the end of that twelve years, is exactly what you talk about. I was$180,000 in debt to the IRS because every year Uncle Sam was like, “I want my cut.” I already spent his cut during the years. I didn’t have that money. I was $180,000 in debt. I was overweight because as you can imagine, going to get on these trucks at 2 AM, I’m always eating fast food and drinking mountain dew and all that stuff. It didn’t take long for the weight to get on and my marriage was falling apart and all the relationships in my life are strained. I even remember sitting there one day going to do a route and I go outside to get in my car to drive through the route and my car was repossessed. That’s how bad it got.

At that point, I remember coming back from the route and thinking about my circumstance and I was just on the floor crying. I’m like, “How did I get here?” In that moment I realized that if something was going to change, the only way I was going to do it is if I was the one to do it. I wasn’t going to win the lottery. I wasn’t going to find the magic bottle and have a genie give me three wishes. None of that was going to happen. If something was going to change, if I was going to change my circumstances, I had to be the one to do it. I didn’t understand how to do that, Mitch. What I did was I went to the local Half Price Books. I went to the personal development section, I’m like, “Let me find some inspiration here.” I ended up finding a book called 48 Days to the Work You Love by a man named Dan Miller. I just devoured this book. It was a book about finding and creating work that you love but more than that, it was about the mindset to get there. That was the first time I heard that word, mindset, and it blew my mind. Dan Miller led me to Tony Robbins, Awaken the Giant Within, reading his book. That just got me on this journey where I started to have that shift in my mind. When I had that shift in my mind and I’m ready to go, that’s when my father died, suddenly, unexpectedly.

One day I got the call, “Your father, we found him dead.” I didn’t know what to say. I was speechless. It was at his funeral when I just kept replaying our last conversations and the thing that he said over and over again was, “I wish I had traveled. I wish I had got a better job. I wish I had treated you and your brother better.” He had all these things and he said, “Take an example from life and don’t die with regret.” I had shifted my mindset at that point and that was the cement that went on top of everything. From that point on, I’m like, “I’m going to change every area of my life.” At that point, I wanted to document what I had gone through of those twelve years with this business and all the ups and downs and the craziness of it all. That little journal ended up becoming my first book which was called Tales of the Everyday Workingman (and Woman). I didn’t know anything about the internet or social media or marketing or any of that stuff, but I thought, if I just put this book out there on this thing called Amazon, that people would find it somehow. They’d buy the book and I’m going to make a lot of money, I’m going to be rich. I put this book out there, the first day the book was out there, I’m excited because so many people in my life had said, “I’m going to buy this book.” I will check Amazon every hour and Mitch it was a zero. A zero and I’m like, “I don’t know what’s going on here.” By the end of that day, I was depressed and I was frustrated. For the first six months, I had sold five copies in the first six months and three of those were friends. It was only a two strangers.

FTC 91 | Tales Of The Everyday Working Man
Tales of the Everyday Workingman (and Woman)

I got to tell you, this story is so powerful in so many ways and there are going to be so many people hearing this will go, “Yeah, I know. My book sold seven copies. I know what you mean.” I’d like to go back a little bit and unpack some of what you said because it’s really cool what happened. Here you are, the angels were singing. You’ve got this inspiration of an idea, “Why don’t I start a vacation relief business?” There was that moment where you had that idea and you took action on that idea and you built a company up to half a million dollars. What you were missing at that time was a mentor, someone to keep you accountable, someone to guide you in that process. Did you have that though like, “I wonder if I should seek out someone who could help me out with this?” I guess you didn’t.

No. I didn’t know anything about anything at that point; mentors or coaches or anything like that. That was the farthest. I had no clue what that even was at that point.

The fact that the business spiraled downward into the point of repossessing your car, ultimately that was a gift, wasn’t it?

It was the one of the best life lessons I could have gotten at that point.

What I find to be true in my life is that everything happens for a reason even when I don’t understand the reasons. Even when I don’t like what happened, even if the circumstances make no sense, every time what I think of as the worst thing that ever happened to me, turns out some way somehow to be almost the best thing that ever happened to me. Do you find that to be true in your life too?

Absolutely. Whether it was bad business failing or whether it was the book failing or anything that’s happened that hasn’t gone the way that I wanted to, it’s been an opportunity to learn and grow.

What you’re known for, at least what I know you for is you have this unbelievable gift of being able to promote and be able to take things like books that are not selling more than five copies in six months and turn them into multimillion dollar bestsellers. What I would like to do at this point, if it’s okay with you, is I’d like to strip away all the old the baloney here and get right down to what can my readers do if they want to promote a book or if they want to promote their show or whatever it is that they’re promoting? What do you teach? Can you share that with us?

What I mainly do now, it’s a little bit different than how I built this business. I built a traditional online business where there’s coaching and products and books and all that stuff. What I mainly do now as digital marketing, consulting for Fortune 500 companies and large multinational corporations. Mitch is a friend of mine on Facebook, so he sees I travel to 30 plus countries a year to do consulting gigs at corporation. That’s what I mainly do now. With what I did back then, for somebody that wants to sell a book or just get more exposure or something like that. It was very simple for me. When that first book didn’t sell, I realized a very simple truth. The book didn’t sell because I had nobody to sell it to. I had no audience and that is where most people are at. That’s where most authors are. That’s where most people with their business are at. You don’t have an audience and you don’t have a plan to generate leads. There’s no lead generation. What I did was, back then is I realized I needed to build an audience. If I didn’t have an audience, I needed to go where the audience was. My strategy back then was simple. It was to get interviewed on podcast because I knew that there was abundant audience on podcasts. Somebody’s going to hear me on a show and they’re going to go and they’re sign up for my email list. They’re going to follow me on social media and see what I’m up to, and they’re going to follow my content and then they’re going to want to probably buy something that I’m selling.

My strategy was getting interviewed on podcasts to guest post. Back then, guest posting was a big thing, I could write an article for somebody’s blog, somebody that had a bigger website than mine and I would write a good article for them and in the byline, they would give me links to whatever it is that I want to promote. For me back then, it was books. I lined up when I really started doing this, I was interviewed on over 80 podcasts that year and I guest posted over 60 times on over 60 blogs. Each time I guest posted, in my byline and had a link to my website and a link to my book. As I strategically did this, people would sign up for my website, a few of them bought my books and between the guest posting and getting interviewed on podcasts, it brought in a lot of traffic. It brought in half a million visitors to my website that year. The other part of that too was implementing some basic SEO, implementing that strategy. Then also, I was involved in a lot of local speaking. I would go and speak at a lot of local events where I lived in Milwaukee and that also brought in people to my audience. That’s how I did it when I first started. For all the authors out there, this is definitely a repeatable strategy. You can go get interviewed on podcasts, share some great information about your topic, not your book.

Most authors think, “I’m going to go on there and talk about my book.” Nobody’s going to care about your book. What they want to know is what are the concepts in that book. What is it that you were going to teach him? What can you give them actionable value on? When you do that, then they’ll probably think about buying the book. You can get interviewed on podcasts. There are hundreds of thousands or maybe even be millions of podcasts. You can write articles for different blogs. What I do now is I write articles for a lot of different publications like Entrepreneur, Success, Business Insider, some of the largest publications in the world. Here’s the thing, when you are an author that writes articles there, you’re contributing articles in your topic, you’re literally getting exposed to millions of people. There are 90 million people a month that read Entrepreneur Magazine, 120 million people a month that read Business Insider. When you publish your articles and you’re literally getting exposed to millions of people each week. Some of those people are going to subscribe to your website. They’re going to buy your book. They’re going to buy your program. You’re going to get sales from getting exposure in the right types of places.

The cool thing about this is you don’t have to be some big superstar or big name or whoever to write for these places. All you need is a great pitch article and you can get in. As somebody who had no exposure, no experience, none of that at all, I simply just sent off a really good pitch and I got accepted as a contributor. Three years later, I’m still writing for all of these places. In all of these major publications, they all give you a book widget. You can upload the link to your book into the widget and when people read your articles, they’re finding it really good and they just click on that widget and they buy your book. Every time I have an article published, I can go into the statistics, my publisher will let me know and they’ll say, “Your book sold this number of copies this week and I can trace it back to the articles that I had published.” Between the guest posting, getting interviewed on podcasts, becoming a contributor to large publications and some basic SEO, you could sell a lot of books.

We’re talking to Kimanzi Constable. He says, “Go to where the audience is if you want to promote what you have, your book, your show or anything else.” As you described, it’s fairly easy as you say to be a writer on Fortune or Entrepreneur or Inc., but it seems like a mystery to most of us. Tell us the steps step-by-step how we would do that?

It starts with going to the sites and reading them and getting a really good feel for the type of content that they put out because what most people want to do is they want to submit something that’s within their message or what they want to write about or what they feel like should be written about and that’s not going to work. You have to get a mix of what works for you and what works for the publication. Go there, read the articles, get a good feel for them and get a good feel for the style more than anything. Are they in the first person? Are they in the third person? Are they listicles? Meaning, do they list off numbers. Are they more articles that are free flowing? How long are the articles? You have to get a really good feel for the style or type of articles that are published there. Once you do that, then it’s a matter of creating the type of article that is going to work. Mixing your core message along with what works. Don’t reinvent the wheel. Go to the popular posts on each of the publications. Look at what’s popular, look at what’s popular for the month and you’re going to get a good feel for the types of things that they respond to. Your goal is not to copy, but you can definitely model.

FTC 91 | Tales Of The Everyday Working Man
Tales Of The Everyday Working Man: Nobody’s going to care about your book. What they want to know is what are the concepts in that book.

If somebody is writing about like Six Steps to Making Six Figures, you’re not going to write something exactly like that, but maybe you can teach somebody how to make their first $1,000 or their first $10,000 or something to that effect. You can definitely get some very good guidance from what’s already working on the site. Then it’s time to put together the article. When submitting to publications, you’re going to be pitching a pitch article. That article again, should be written in their style and it should be written in what works for the publication. Then you’re going to find out who’s the contributions editor at that publication. Each publication will list off who their staff are, and what the editors do, and their different roles. You’re looking at for the contributions editor because that’s the person that handles contributors and that’s what you’ll be. You’re not going to be an employee for each of these publications. You’re going to be a contributor. Some of them do pay, some of them don’t, but for the most part you’re going to be an independent person to the site. You’re going to be a contributor. You’re sending that contributor editor an email that states, “My name is Mitch. I’m an expert business owner. This is my experience.” Tell them about your experience that shows your expertise in your topic. Then talk about what you really enjoy about the site so that it shows that you’ve done some research on the website and that you’ve actually spent some time reading it.

This is what I really like about your site and why I feel I would be a good contributor there. If you have links to any of your other work, like whether it’s on your blog or some other website that you are writing for, definitely put that there and maybe even a podcast interview. “Here are some samples of my work,” and we’ll put links in there. Then you put that pitch article in the email. It’s written in their style and you simply send that off. If you’ve done your research and you’ve written a type of article that’s in their style and you have a little bit of credentials for yourself. Again, you don’t have to be some big expert, but you just have to show that you do know what you’re talking about in your topic. You do that and an editor sees that and it’s an easy in.

For all of the pitch letters that these editors receive and assuming that many of them are smart people who are writing these pitch letters and who follow that same pattern, what makes the difference? What makes your pitch letter stand out over and above somebody else’s other than the fact that they may know you personally, what would help readers send that pitch letter and differentiate themselves?

Most people would not write the right type of article. They’ll just write whatever they think would’ve work for the publication and I would say half of the people that are pitching are going to be pitching through a PR agency. They’re going to have a PR agency pitching for them on their behalf. That’s an instant no for a publication editor. They’re not going to go through a PR agency. That’s most people is the PR agency and honestly most of the people that are pitching are sending in bad pitches. They don’t show their expertise. They don’t have a well written article. The article is not edited. It’s not formatted correctly. There are a lot of bad pitches and I know this because I was an editor for a year at a major publication. I got pitched about a hundred times a week and I saw a lot of terrible pitches.

The people who were sending in these pitch letters, are they sending in their completed article at the same time?

Some of them are, some of them aren’t.

What do you recommend?

Send a full completed article. That way, the editor can read it and they can make their decision based off of it. If you just sent an idea, they have no clue where you’re going to go with that.

That was basically one leg of your three-legged stool. The strategy that you just described is applicable to virtually every major online publication, whether it be Inc. or Fortune or the New York Times, would you agree or is it a different pitch for each one?

Yes. Newspapers are a little bit different. The New York Times, the Washington Post, you’re always pitching the opinion section, but if we’re talking strictly online publications or even print version of these publications, it’s always going to be the contributions editor.

The next step that you described was how to get on podcasts. These days, getting on a podcast is much easier than people think. Podcasters like myself are always looking for great guests. The problem is, is that the people who apply are not, normally with pitch letters, many of them are not going to be great guests. In my case, I always look for people who have the type of business experience where they have at least sold a thousand clients because that’s the name of the show, Your First Thousand Clients. That’s what we’re here to do. We’re here to help our listeners get to the point where they built their business to at least a thousand clients or a thousand customers if that’s what’s applicable. How do you advise everyone to approach podcasters?

You definitely want to listen to the show and get a good feel for the show first to understand the flow of the show and the host and the style of the show. You definitely want to start there. Then you want to come at the podcaster with an angle that would be interesting for their show. For example, I cold-pitch Pat Flynn from Smart Passive Income. I cold pitched him and Pat Flynn has had all kinds of guests talking about all kinds of topic. One thing I knew that he did not have covered was this idea of contributing to large publications. I listen to the show a lot. I had an angle that I knew would be interesting to him that he had not covered and I pitched him. I said, “I’ve been listening to your show for years. We’ve interacted here and there. I would love to come by your show and talk about how I’ve used large publications to grow my business.” It was a topic he hadn’t covered. He’s like, “Yes. Let’s get you on the show,” and I was on a show.

I would suggest listening to the show, looking for a unique or different angle that you could bring to that show that you could offer to the audience. Then when you send in the pitch, say, “Dear Podcaster, I love your show for this reason.” Tell them why you love the show and don’t make it superficial like, “You sound great or it is educational.” Give them a specific. I love the officer that you did with Jerry. Show them that you’ve done your research and then talk about, “My name is Mitch. This is who I am. This is my expertise and social proof,” and give them a paragraph telling them who you are as an entrepreneur and what you do. Then say, “I’d love to come on your show and talk about this. I noticed that you have not covered this topic. I’d love to come on and this is exactly what I would teach your listeners.” If you’ve done your research and you come up with something that’s interesting, it’s going to be an easy yes for the podcaster.

The part that I paid the most attention to honestly is the part where you say, “I’ve listened to your show and I loved what you said or what you did with so and so as one of your guests.” That tells me that somebody truly has actually listened to the show and isn’t just sending out form letters to 200 podcasters. It means something important to me. Ultimately, because I have a qualification, it doesn’t mean that you would get on my show because again, if you’re not sold a thousand clients or not built a substantial business that’s powerful enough to have brought you the type of wisdom and lessons that I want to hear, you still may not get on. I think that’s a great scenario. I did the same thing with John Lee Dumas. He actually was so kind. I got invited to the show and then later when I started my podcast, he was kind enough to appear as a guest on my show.

If you build a relationship with these people, and I do, poor Kimanzi, he’s going to be hearing from me for the rest of his life now because every guest becomes a friend. It’s just the way it works. The bottom line is that if you have that attitude when you approach a podcaster that, “This isn’t a hit and run. I want to develop a relationship with you and I want to help you. Whether that’s bringing more guests to you or whether that’s helping you with connections or advice.” That’s the nature of life. I want to live my life that way. Kimanzi, those are fantastic tips and I love the way you said it. Let’s talk about the third leg of the stool, corporations. This is really going to be a great education for me because I don’t really work with corporations anymore the way I used to. Bring me up to speed. What do you do for them and how do listeners potentially get involved in helping corporations?

I go in normally and I’ll give three to five-hour training on either digital marketing, branding, podcasting or the entrepreneurial mindset. It is a personal development topic that I teach. I’m going into some of the largest companies in the world. I travel a bit for that. I’ll go in there and I’ll do one off trainings. Sometimes it’s a series of training. If I’m in the country for a little bit, and then I’ll also license companies my online courses. I used to have online courses that I sold online. Traditionally, I took those aren’t available to the public anymore. Those are only available to companies. After I’ve done the training, they want to go deeper and they want more in-depth content and more in-depth training, I licensed them the courses at $2,000 per employee. They’ll buy licenses for each employee that they want to have access to that and it’s a way to create a passive income. Then I also work with a team. I have a team of ten people that work for me and work with me. We also set up training programs of company. We’ll set up personal development training programs, we’ll set up podcasts for companies, we’ll set up digital marketing plans and those are a little bit more in depth, but that’s the three legs of what we do with corporations. That is about 90% of what I do these days are just doing stuff at and for corporations.

There’s a lot of wisdom in what you just said and I think for many of us, particularly small business owners, this whole aspect of working with corporations can shift your life enormously as it has for Kimanzi. What I would like to start with is the discussion of how you get that first training session? Is that five-hour training session free?

FTC 91 | Tales Of The Everyday Working Man
Tales Of The Everyday Working Man: A business operates within the realm of what they know. They know a lot of old school and traditional stuff, but they don’t understand the newer ways of doing things.

No. Never do free. For everyone here, you shouldn’t be speaking or consulting or don’t do any of that for free. That shouldn’t even be in your vocabulary, no. When you’re starting out, you’re obviously not going to be starting out with the largest companies in the world. That’s just not the way that it works. I don’t think that’s realistic because a lot of these large corporations have a board of directors and everything has to go through a board. They’re looking for different credentials in the social proof. At this point, I’ve done consulting companies in 73 countries and I have references for every one of them. If a company said, “We want to hire Kimanzi.” They can go back and check my references at all of these different companies and they could hear exactly what kind of consultant I am and what I did for the company. They can also go read my articles and all these on fourteen different publications and they can get a good sense that I actually do know what I’m talking about in regards to my topics. You’re not going to start there. What you’re starting more is you’re starting with the smaller and local and the regional companies is where you’re looking to start. What a lot of people don’t realize especially with a lot of these topics is businesses are just far behind. If somebody’s listening to this and they’re going to say, “Some corporations or some companies are not going to hear what I want to say. They already know this or they already have people on the staff know it.” The answer is maybe but they probably don’t because. A business operates within the realm of what they know. They know a lot of old school and traditional stuff, but they don’t understand the newer, newer ways of doing things.

Whether that’s digital marketing, whether that’s personal development or whatever, they don’t understand it. Instead of trying to stop what they’re doing that works, they’ll just bring in a consultant to get them up to speed. What you’re looking for is you’re looking for local and regional companies. Not the big corporations just yet. You want to build your social proof with the local and regional companies. You want to find companies probably where you live that make at least $20 million a year because anything smaller than $20 million a year in business is probably going to want you to actually do the work. They’re going to want it done for you. When you start consulting, it’s not done for you. If you are doing the actual work, let’s say you’re a social media consultant, but you manage people’s social media. You’re not a consultant, you’re a freelancer. That’s what you’re doing. You’re freelancing and you’re doing the work for them. Consultant goes in and teaches the concepts, teaches them a strategy and they are responsible for the implementation, not you. They are responsible to implement it and get their results. You are just giving them the blueprint, the strategy, the roadmap to do that. That’s what a consultant is in its purest form. What you’re looking for is companies that are doing at least $20 million a year, and again, it depends on your topic. If you’re pitching something that’s like personal development or health and wellness or something like that, you’re generally looking for who the human resources manager is of the company and that’s a person that you’re pitching. If you’re pitching marketing or sales, you’re looking for the director of sales and marketing because these are the people within the company that have the authority to bring in consultants and establish these kinds of programs.

If it’s a company that’s probably let’s say like $10 to $20 million and you’re still going to pitch them anyways, that type of company, you can pitch the owner directly or the CEO, whatever their structure is. You could pitch whoever the head decision is directly because they’re not big enough yet to where this person is going to be unreachable. If you tried to pitch Delta Airlines, you’re not going to reach Ed Bastian because he’s the CEO of an 80,000-employee company. That’s not going to happen that way. If you reach Joe, who is the CEO of a $10 million company, there’s a very good chance you could communicate with Joe and book the gig. It’s the same process for publications. You want to do research on the company, you want to show who you are as an expert and you want to talk about what you would come in and consult and then you want to show with hard research, how your topic is going to help the company’s bottom line. When I pitch digital marketing back in the day, I would say, “Not only do you need digital marketing, but here’s some hard numbers that show how digital marketing helps a company.” That research is all available on the web. You put together this pitch that shows your expertise, it shows that you’ve researched the company. You have a topic that’s going to help their bottom line, and if you put this together in a nice coherent way, it’s not going to be a terribly hard sell for a lot of companies.

That’s just an incredible blueprint. I’m so glad you shared that. Would you recommend that you print that out and send it as a paper format to somebody in a FedEx envelope or do you use email to try and communicate? Tell me the little steps that you take when you pitch it a large organization?

I don’t pitch.

You have a team that does that.

My team doesn’t pitch either. When I first started out, yes, I did do a lot of pitching, but at this point, six years into the journey, I don’t pitch. I have about two to three companies a week that approached me organically because again, I’ve done 73 gigs already, so I get a lot of referrals from gigs that I’ve already done. I get a lot of companies that approached me organically through the articles that I write for large publications. If you think about Inc., Entrepreneur, Fast Company, Business Insider, who’s reading these magazines? It’s CEOs, HR managers, company executives, small business owners. That’s who’s reading these magazines because they want the strategy to help grow their business. Every time I have articles published in here, I get some CEO or some HR manager that will read this and say, “I like what he’s talking about. I wonder what else he’s done.” They’ll go check out all my other articles. They’ll check out and see that I have a lot of experience with consulting and about two to three times a week a company reach out and say, “I first read your article here. I went and saw what you did. We’d love for you to come into our company and expand upon this training.” These days, I don’t pitch anything. My team doesn’t pitch anything. It’s all coming to me organically, because of the six years of work that I did to get to this point.

The next thing I want to discuss here is the head trash that a lot of people are going to be saying to themselves listening to you, they’re going to go, “He’s an expert and he’s already had six years.” There are probably 100 people pitching these companies every day. They don’t want to hear from me. Let’s talk about that. Did you ever have that feeling? Did you ever go through any of that yourself?

When I first started this journey, I thought, “How could a high school dropout go into a corporation to teach them anything?” It was always weighing against me. I always had all these self-limiting beliefs and I had to get to the point where I started to acknowledge what are these self-limiting beliefs that I have. I had to start telling myself a different story because I truly believe that the words we say have power. The things we tell ourselves have power. I know somebody who’s listening to this and they’re saying, “This is going to be too hard” or “It’s not possible for me” or “I’m not going to get a lucky break or this or that.” When you just start saying those things to yourself, you’re internalizing that belief and when you internalize that belief, it’s going to keep you from doing the things that it’s going to take to actually get you to book a gig because you’re going to say, “It’s too hard.” You’ve convinced yourself it’s too hard, you’re not even going to try. End of story.

You have to have that self-confidence and you have to tell yourself that, “No. This is not hard. It’s just that I don’t understand the steps. Let me get better at understanding the steps. Let me put together a better pitch. Let me go out there and start sending out some pitches.” You got to tell yourself that different story and you have to believe it. Companies have been hiring consultants long before businesses are around. Publications have been bringing on contributors for years and years ever since they were around. They’ve been bringing on people like you since business has been around. This is not like new or a fad or something that only a few entrepreneurs can do. This is something that they’re always going to do it. They’re always going to hire consultants. They’re always going to bring in people like you. You just have to get to the place mentally where you realize that they want you and that they have you. If you don’t feel like you are there with the expertise and the social proof, guess what? Go out there and build some more.

I’m going to take this one step further. Kimanzi, I’m going to hold everyone accountable because I don’t think they have anybody else to do it. Everyone, if you are hearing this right now and you follow this path and you send me proof that you have made your first pitch or your next pitch into a corporation, then what I’m going to give you a year of free access into the Results Breakthrough Network at I will hold you accountable now and when I see that you have stood up and done what Kimanzi has just explained to you, then I will give you access to your own accountability partner for one year. Does that sound like a fair deal, Kimanzi? Do you think that was a good thing to do?

That’s an incredible gift and that’s incredible motivation to actually get up and start doing something.

My only motivation, my friends is I want you to succeed. That’s why I’m here. That’s why we, Kimanzi and I are both on the phone talking for you. Don’t disappoint us. Get your butt in gear and make this happen. I would love to hear from you and I’d love for you to tell me that you did this and I’m sure Kimanzi, you would love to hear from people as well.

I love it when people take action.

As I said earlier, go to on This is my favorite part of the show because I got some questions for you. These are the kinds of questions that I feel define the individual I’m speaking with. Let me ask them and see if you agree. Here’s the first one. 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 an intense conversation with?

It would be Elon Musk. I think that he is such an innovator and the ideas that he puts out there into the world, they’re crazy when you think about him, but he’s actually doing it. He’s like, “I’m going to make it happen.”

I got to agree with you. Elon Musk is definitely one of my choices, too. I have to say I think he is the most popular choice of all the people who appear as guests. You’re in good company on that one. I would love to do take that stroll with you in the park along with Elon. Let’s see if we can make that happen. Here’s the next one and this is called the grand finale. It’s the change the world question. What is it that you are doing or would like to do that truly has the potential to literally change the world?

FTC 91 | Tales Of The Everyday Working Man
Tales Of The Everyday Working Man: Nothing is going to happen if you’re sitting there waiting for permission to do the things that you want to do in life.

One of the goals that I set was to help one million people stop just existing in life and start truly living the life that they want to live. If I could start with that million people, think about the impact that that would spread and all the people that are around them and all the people that are in their life. If I could help them see that, your life is short, that nothing is going to happen if you’re sitting there waiting for permission to do the things that you want to do in life and that you can become the best version of yourself in every area of your life. By doing that, you’re going to live such an amazing and full and rich life. Not only that, you’re going to impact everybody around you. That’s my goal this year is through the writing, the speaking, the consulting, the books. I’m writing another book, the videos and everything that I do is to impact one million people and to get them out of their head and to start taking action. That’s the goal. When that happens, that’s going to have a ripple effect well beyond those million people.

Kimanzi Constable says, “Live the life you deserve to live and stop sitting around and waiting for someone to do it for you.” It’s been such a pleasure having you on the show, Kimanzi. I absolutely loved our interview. I can’t wait until you and I get a chance to talk again.

Thank you so much for having me. To everyone, thank you for having me and my only hope that you’d take Mitch up on his offer and you go out there and you take massive action.

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