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Season 2 - Episode 1:

Pitch Your Business - Brant Pinvidic

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Pitch Your Business – Brant Pinvidic

Episode Summary

On the first episode of Season 2, Brant Pinvidic will share how you can deliver a great pitch, compel an audience to actually listen to your presentations and become a master of selling your ideas in 3 min or less.

Episode Notes

Welcome to Season 2 of the I Make a Living Podcast. We are excited to kick off 2020 with a brand new season and incredible conversations with some of the most influential and successful entrepreneurs in North America and the world. 

Before we dive into today’s episode, we want to highlight a few changes to the podcast. The first and most obvious one, we welcome our new host, Damona Hoffman!

Damona is a seasoned entrepreneur, podcaster, relationship coach, TV producer and host, writer, and content creator. She will be joining us as we travel across the US, Canada, and the UK with the I Make a Living live tour meeting hundreds of entrepreneurs that just like you are trying to make a living as self-employed.  To learn more about Damona, go to the resources section of these notes.

We are also moving now to a weekly release schedule! We heard you loud and clear, and we will be releasing episodes every Monday, starting January 13th!

Today’s episode is about pitching your business. Entrepreneurs and business owners must have a crystal clear and concise “elevator” pitch for their services, products, or asks. Many coaches will mention that having this clarity is crucial to the success of your business. 

Brant Pinvidic is an award-winning film director, veteran television producer, C-level sales and presentations coach, keynote speaker, top-rated podcast host, and a columnist for Forbes. He has been named to the Hollywood Reporter’s 30 Most Powerful Reality TV Sellers and is widely recognized as one of the great creative sales leaders in Hollywood.

Brant has taken the life, business, and storytelling lessons he’s developed during his Hollywood career and used them to bridge the entertainment industry and the business community uniquely. He recently released the best selling book “The 3-min rule,” and today, he will share his insights on this topic. The 3-Minute Rule is a simple, straightforward system that’s helped hundreds—from Fortune 100 CEOs to PTA presidents—use top-level Hollywood storytelling techniques to simplify their messages and say less to get more.

​Tune in to find out how you can deliver a great pitch, for any idea, in any situation, so your audience not only remembers your message but can pass it on to their friends and colleagues.

Guest: Brant Pinvidic

Book: 3 Min Rule 


FreshBooks exclusive offer: www.freshbooks.com/imal

Damona Hoffman: www.damonahoffman.com

Tony Robbins Cold Plunge- https://www.youtube.com/watch?v=_6YtmPo9pxg



Damona Hoffman: Welcome to the first episode of season two of the I Make a Living podcast. I’m Damona Hoffman and I’m an entrepreneur, an accidental entrepreneur.

Damona Hoffman: Nine years ago I came back from maternity leave to a media executive job that I once loved and I just couldn’t make it work. I gave notice without a clue as to what I was going to do next, but I’d always had a small side hustle of writing online dating profiles. So I thought I could do that until my next executive job came around. But the next job never arrived. Yet something even better emerged, an opportunity for me to launch my own business as a dating coach.

Damona Hoffman: Since that time I became a regular contributor to the Washington post date lab column. My business has been featured in a cover story for Oprah’s O magazine. I’ve hosted two reality TV shows on dating and relationships and my business has continued to grow.

Damona Hoffman: As a relationship coach, I’m passionate about making connections. What I most want to do now is to connect with other business owners to hear their stories of how they’ve navigated the same transition. That’s exactly what I’ll be doing on this podcast.

Damona Hoffman: For a lot of businesses, the new year is a time to reassess our business goals. The FreshBooks team knows just how busy this time of year can be and how stressed all of us entrepreneurs are about making sure we’re on track for our next business cycle. So this month’s episodes are all dedicated to the new year and to the transitions that sometimes come from this process of examining where you are and where you want to be.

Brant Pinvidic: Even though I was unbelievably desperate, I was able to form the way my ideas came across and what I was pitching and presenting and wanting from them.

Damona Hoffman: Who better to kick off the season than Brant Pinvidic? He is a master of reinvention. I originally met him as a powerhouse TV producer who came in to pitch me ideas when I was a buyer and programming executive at a TV network. He was always amazing at telling stories and getting the idea of his TV pitches to come across in seconds.

Damona Hoffman: Now he’s transitioned into coaching business executives and entrepreneurs about how to tell their stories. Brant has a hot new book that everyone from Tony Robbins to Lewis House is talking about. I am here with Brant Pinvidic. He is the author of the new book, The Three Minute Rule, and I cannot wait to hear all of your insights about how people can become better with pitching and telling their story. You also have years of experience as a television producer. You have your own brand that you’ve developed. You have a podcast that you produce. Is there anything under the sun that Brant Pinvidic does not do?

Brant Pinvidic: No, I basically do it all. I try to do as many things as I possibly can at the highest level I can possibly do them. Now, sometimes it doesn’t work out so well, but sometimes the ball bounces my way so I’m excited.

Damona Hoffman: You’re willing to try different things just see what happens?

Brant Pinvidic: Yes.

Damona Hoffman: You moved to Los Angeles with the intention of being a television producer?

Brant Pinvidic: Yes. I was struggling in Canada for many years, basically all my years in Canada actually, and I wanted to do television. I thought it was a good idea. Found out Canadian television doesn’t really work the way you expect if you grow up watching American television. I got really lucky, really… sort of a chance meeting down in Los Angeles. The show I had produced up in Canada they really liked. I moved down here and the rest is history. I blended in and off I go.

Damona Hoffman: Wait, you skipped a whole lot of things, the rest is history.

Brant Pinvidic: Oh did I.

Damona Hoffman: We’re going to tell everyone each point of this history that was a turning point for you because you can’t… People don’t just come to LA and make it, right?

Brant Pinvidic: True, yes.

Damona Hoffman: There’s something that’s different about either the way that you pitched the ideas. The way that you’ve presented yourself. What do you think was different that made you so successful here in Los Angeles?

Brant Pinvidic: I think one of the first steps was I spent a lot of time as a struggling entrepreneur in Canada and I had times where I had to get people to invest in whatever I was trying to do and I needed to get a $5,000 check from them right there in their living room otherwise I wouldn’t be able to eat. That teaches you how to pitch and present your ideas. But what it really taught me was how to do it without seeming desperate.

Brant Pinvidic: That was the main thing because if people sense that you have a desperation about you, you’re dead. Even though I was unbelievably desperate, I was able to form the way my ideas came across and what I was pitching and presenting and wanting from them without that desperation coming across.

Brant Pinvidic: I think I carried that in my first few years in LA when I was pitching television shows, it came across much more confident, much more put together, much more sure of myself because I wasn’t doing the standard please buy my television show type pitch. It was really like, I’ve got a great idea. You got to listen to it. You don’t want, it doesn’t matter somebody else is going to want it. It was because of those years as a struggling entrepreneur I learned the way to let the information lead and be the most powerful element in the room.

Damona Hoffman: What set Brant apart in LA is his unique and captivating pitching style. Has anyone ever asked you to explain your business product or concept? How many minutes did it take you to describe it and whether you’re speaking to an investor, a client, or even just your mom. Every business owner needs to know how to pitch their business and Brant teaches people how to do this in three minutes or less.

Damona Hoffman: Okay, so let’s talk about that because I know there’s a lot of people listening who want to get that money.

Brant Pinvidic: Yes, of course.

Damona Hoffman: Who want to pitch that idea and maybe they’ve had some of the experiences like you had where they tried and they fell flat on their face. I want them to get the three minute rule and to find out step by step how to do it. But can you give us a couple of the major pitfalls that entrepreneurs fall into when they get there?

Brant Pinvidic: Well, there’s three reasons somebody says no to your presentation. One is it doesn’t work for them. It doesn’t fit. Sometimes that’s just the way it is, right? You can’t avoid that. Number two is they feel like you’re selling them. They feel like there’s something off. It doesn’t work. It’s you or they don’t get it. They didn’t understand it. If they would have understand it, they probably would’ve been interested or they could’ve made a proper decision.

Brant Pinvidic: I can’t deal with the first one. If they don’t want it… Happens to me, I pitch a hundred TV shows. I get 99 passes. 99 so many times someone said no. But the other two you can really deal with it. You can get it to the point where every single person you pitch, present or try to influence 100% understands what it is you’re offering and what you’re looking for and the value you’re trying to convey and that they don’t feel sold. They don’t feel like you’re putting pressure on them and they don’t feel like you would say anything to make the deal.

Brant Pinvidic: Those two are the kiss of death and the book really walks you through how to do that. I’ve specialized in helping people do that in all kinds of industries.

Damona Hoffman: Maybe you haven’t had a failed TV pitch like Brant and I have, but everyone has experienced the feeling of rejection and failure at some point in their career and it hurts. Jeez, it hurts. But Brant has an interesting way of reframing this experience. Let’s go back to the part where you said you might pitch a hundred times and you get 99 passes.

Brant Pinvidic: That would be a good run.

Damona Hoffman: Yes, I can totally relate to that. How do you handle the noes? I know you’ve done this a long time, so now you’ve probably developed… You have a thick skin about it, but for the people that are maybe just starting out, that aren’t used to hearing the noes, how do you bounce back from that?

Brant Pinvidic: Well, it depends on the context of the no and I’ve learned… And that’s how I got into this new sort of business and helping and consulting and stuff. Is because I’d see that frustration in people’s faces where they had something they really believed in but they couldn’t make people understand it and they would get that response, I just don’t get it that kind of thing and that’s really frustrating.

Brant Pinvidic: What I was able to do was… You never find a network president that didn’t understand the concept of the show I was pitching. How I was going to produce it, why I thought it was a good show for them and how… What it would cost to make and how it would work. They knew that stuff. Again, most times they said it doesn’t work for us we’re not interested. No, I don’t think it’s going to work as well. I don’t think the audience is going to like it the same way you do.

Brant Pinvidic: That’s okay. You get used to the idea on its merits being passed on because you feel you did everything you could, right. It’s like if you’re going to go kick a game winning field goal and you shank it, it’s about you. If the other team scores, it’s about them. It’s easier to deal with when it’s about them. When they don’t want it because of their issues you can deal with that. When they don’t want it because of your issues that hurts and it hurts a lot.

Brant Pinvidic: I’ve done that before. I’ve screwed up pitches where I know that I screwed this pitch up. They didn’t even get through it. They didn’t understand it. They didn’t give me a chance.

Damona Hoffman: But it’s a learning opportunity, right? If you look at it like maybe you effed on that one, I’m not good with sports analogies, but I think that was a sports analogy. You effed and you could look at it like, “Oh shoot, I screwed that up. How do I…” Then the desperation can kick in and you can try and chase it and say, give me another chance or you can say, what can I learn from this and then improve the next time.

Brant Pinvidic: Yes and you basically develop a way of combating that. I just happened to be able to do that really well and now I’ve found a way that I can teach that to others.

Damona Hoffman: Yes. You also mentioned that you… It’s either right for them or it’s not. As a former TV executive, I know sometimes people would come in thinking they understood my audience or what we’re looking for, but they’re over here and they haven’t… Either they haven’t done their research or they don’t really know the conversations that are happening internally.

Brant Pinvidic: What they’ve done is they’ve turned what I call… They’ve turned to unjustifiable passion is what I call it. Because I teach a lot about confidence and passion. Those are two things that a lot of execs want me to help them with. I say there’s two real danger areas, passion with promotion which means when you really want the ending, you’ll get promotional instead of passionate. Which means the audience is going to feel like you’ll say anything to make this deal. That’s really bad.

Brant Pinvidic: Number two is unjustifiable passion, which is you’re really excited about something that doesn’t justify being that excited about. Someone coming to pitch you an idea about something for your network where it’s like, yes, that’s not what my network’s looking about and they’re so excited about it. That’s why we lose friends in politics because you can’t justify why someone would be so passionate about one of the two parties.

Brant Pinvidic: No one gets upset about someone who’s ambivalent towards politics and it’s the same thing in ideas. I teach people, you never want to make the pitch or presentation about you because then they’re going to judge you as part of the idea and you don’t want that. I’ve had people come to my development office to pitch me a TV show and they’re so excited about it that I’m saying to myself, okay, well that’s not a good idea, but if you think that’s a great idea, it’s going to change the way television is done, I don’t want you in my office again.

Brant Pinvidic: That’s what happens a lot is that you’re passionate about your opinions. Nobody wants that. They want your facts. You want to be passionate about your facts, no problem. Passionate about your opinions? No and I walk people through. If you could start the phrase with I think, or this could be, leave it flat, let it sit on its own. You don’t need to make a big thing about it.

Damona Hoffman: How do you assess whether it’s your opinion or it’s a reality.

Brant Pinvidic: Yes. If it’s a subjective thing, I think this show is going to rate really well. I think the audience is going to love this show. Okay, what does that have to do with this idea?

Damona Hoffman: That’s speculative.

Brant Pinvidic: It’s your opinion. That’s great but I’ve had people get excited about how this… or a biotech company will get excited about how their new anti-rejection drug is going to change the way healthcare is done in America. It’s like really? Okay, that’s fine but now I’m judging you against that statement from the second you’ve made it. I’m thinking, God, if you think that’s what’s going to happen, you’re an idiot.

Damona Hoffman: It’s a pretty broad goal.

Brant Pinvidic: It’s a dangerous slope to get on. That’s what people do is they overcompensate for a lack of clarity in their idea with big personality or over the top passion and promotion and that’s just like… I see it all the time. I actually do better with introverted people in my process because they don’t want to do that. They don’t want to do bells and whistles. They want clean and clear and they’d love to be able to just pitch something without having to make a scene.

Brant Pinvidic: Whereas the extroverts like myself, I default to being a clown and I can make anything sound good because I can use my personality, overpower it. But that’s because I’m not working hard enough in the actual core of the information. If the information was stronger, I wouldn’t need to do that.

Damona Hoffman: That’s a good point. Also, extrovert here, but I’m married to an introvert and he has a very different pitch style. He actually will write out everything word for word that he’s going to say. He likes to commit it to memory. I’m like, I’ve got to be off the cuff and in the room. Do you have a particular style when you’re preparing for a pitch?

Brant Pinvidic: Yes, I’m pretty good about writing it out too because I like to write. I’ll write out the way I think the flow would be. But now I’ve got the system so clean. I can find the core of the information and the most valuable statements so quickly and anybody’s. I do assessments all the time of businesses and entrepreneurs and I can hear it right away. I know exactly what to say and I know how to lay those things out so cleanly.

Brant Pinvidic: I’m really good about just being… and in the book, like I said, it’s like here’s what it is, here’s how it works, here’s how I can verify that and here’s how we work together. That’s pretty well what I do and that’s what everybody do. That’s just what they want to hear. Nobody has time for anything else. They don’t want to hear neurolinguistic programming. They don’t want to hear any of the fluff and pageantry. They don’t want big adjectives. They just want to get to the point.

Damona Hoffman: Like what is it?

Brant Pinvidic: Yes, what is it? How does it work? Okay, we’re halfway there.

Damona Hoffman: Brant likes to say simple is the new sexy. This is why you need to keep your story short and concise. The book is called The Three Minute Rule. Say less to get more from any pitch or presentation. Really Brant, three minutes though?

Brant Pinvidic: Well, what’s interesting is people think it’s just about condensing your ideas down to three minutes. Yes, that’s a part of it but it’s really more… Before you make a decision and the people listening today imagine, Ivan, I know you’ve had people come to talk to you, pitch or present you something and you’ve had that yes or no in your head in the first 30 seconds or maybe 15 seconds or five seconds.

Brant Pinvidic: Poor guy comes to pitch you something. He doesn’t even get through it because we form a decision, yes or no when we’ve conceptualized it, after we’ve contextualized it how it relates to us and then how we can actually do it. Most times we go through that really quickly because the person is taking us on a longwinded journey or they’re not to the point and then we formed a yes or no.

Brant Pinvidic: What the three minute rule does and why it’s three minutes is if you do it right, if you lead someone with storytelling and walk them through the process piece by piece, you could actually extend that decision making process where they suspend their decision on whether they want to be engaged with you for up to three minutes if you can. That’s really the goal is to try to get as much valuable information forward as possible.

Damona Hoffman: How much of that suspension and creating that impression is impacted by like the way you show up in the room or your materials, your actual presentation, the way that you’re giving the pitch.

Brant Pinvidic: Almost none today. Almost none. Nobody cares. Nobody cares what you wear. Nobody cares how you speak. Nobody cares what language you use. They just don’t give a crap. You know what they want to know? What the hell is this? How does it work? Are you sure about that? Great. Now can we do this? That’s what they care about.

Brant Pinvidic: I work with companies that spend hundreds of thousands of dollars on branding and positioning and it’s like nobody’s listening to your story yet. You don’t even know how to explain what your company does. You’ve been doing this for 14 years and you don’t even know how to explain it cleanly. That’s really where people miss is they think they need pretty slides.

Brant Pinvidic: They think they need graphics or cool fonts or they got to wear the right tie or use the right, like I said, neuro linguistic programming stuff, or use your client’s name. Or any of this stuff or identify the problem first and it’s like, Oh my God. Unless you have a time machine and you can go back 15 years, none of that stuff works anymore.

Damona Hoffman: It’s so true. We do think a lot about the presentation and about the packaging and probably not enough about the substance.

Brant Pinvidic: The substance really matters now.

Damona Hoffman: In addition to the substance, I’ve been focusing more on also the audience, right? Who is it for? I find that’s an element that a lot of people would miss in a pitch.

Brant Pinvidic: Yes, because they’re always looking a little broader and they don’t want to be realistic about what is in this. When you’re in TV, you could go pitch the show to lifetime or to ABC, but if it’s not in that wheelhouse, what is the point? I think that when you get a little bit more confident in your information and the power of being able to pitch something clearly and concisely, it gives you a little bit more security in, okay, I don’t have to pitch you because I don’t have to be as random.

Brant Pinvidic: I know how to say this. I know how to deliver it. Now the right people will understand it. Maybe they don’t. Again, maybe they don’t buy your TV show, but they understand it. That is very important.

Damona Hoffman: It’s all like being able to tell your story and then building those connections and getting somebody else to find the commonalities in the story.

Brant Pinvidic: It’s also… It’s cutting through the clutter with a horrible cliche, but that’s… Part of it is to get noticed or to get heard is important. What’s crazy now is it’s not the person shouting the loudest or saying the most words that gets noticed. It’s not like that. It’s the person with the quiet confidence. It’s the simplified information that’s screaming.

Brant Pinvidic: I tell this great story on stage about Niagara falls. You know Niagara falls froze one time near the turn of the century. It actually froze, stop flowing. What happened was, the 5,000 residents in Niagara were jarred awake out of their sleep, coming out of their houses, wandering the streets, going, what’s going on? Because the silence was almost deafening to them. Because the raging torrent of water, the thunderous sound of those falls had become so normal for them that they had just tuned it out. It was just part of the white noise of life.

Brant Pinvidic: The silence was the loudest sound they had heard in years. Right now today, people who talk less, people who say it cleanly, people who stick to the simple facts and the simple information are like the loudest people out there. These are people you notice. It’s how it cuts through because the years of marketing and the clickbait is over. That stuff is just nobody pays attention.

Brant Pinvidic: I’ve had to change my keynote speeches over the last year because people aren’t falling for click bait. I used to do this thing where it’s like, have you ever clicked on a headline that you thought was going to be good and you get there and it’s all click bait to something. Now people don’t even click on those anymore. Everybody knows what click bait looks like. Nobody’s fooled by it. Nobody’s going for it. That’s how fast our society is becoming hypersensitive and really distrustful and we’re not swayed by stuff. It just doesn’t work anymore.

Damona Hoffman: Well, yes, and we’re overloaded, right?

Brant Pinvidic: Yes.

Damona Hoffman: I’m glad… The three minute rule. Our time is so precious I always say. That’s the one resource it’s not renewable. You will not get any more of it. How you spend your time is really valuable. You’ve spent your time and your career in many different ways. You’re still producing.

Brant Pinvidic: Yes, a little bit here and there. Yes, mostly shows I really fall in love with. I don’t do it as a business as much anymore, which is just amazing.

Damona Hoffman: Yes, now you have this whole other personal brand that you’ve developed and as an author, now also as a podcast host. You have a new podcast called Ideas, People and Opportunities, IPO. Did that evolve for you just naturally, but based on what you were curious about or was there ever an intentional focus to shift your career path?

Brant Pinvidic: I mean, it depends who I’m talking to. My version of that story will be different.

Damona Hoffman: You’re talking to me, Damona.

Brant Pinvidic: It was a purposeful switch. I had got to the point where I realized I’m not happy in the, again a cliche, but I wasn’t happy with the way TV was working for me anymore. I had done a lot for the money and because I had big paychecks that I chased and… Which is great when you’re chasing them, but then once you get there you’re like, okay, well now what am I doing this for again? That became a real difficult for me and the marketplace changed a little bit.

Brant Pinvidic: TV became a little bit less predictable for me where I couldn’t really tell what shows were going to sell or not. Very rarely would I have gone out with a show before that I felt 100% would sell and have it not sell. Maybe, in the previous 15 years that might happen twice. Whereas the past two years it happened probably a dozen times.

Brant Pinvidic: I found that frustrating. Then it started to be a job. It started to not be glamorous or creative or really feeling this putting up a target and knocking it down. That was not very fulfilling. Again, another cliche, but I started to find I had more joy in other areas of life and I had started working with a company about how to help them pitch and present their investment opportunities.

Brant Pinvidic: The guy had called me and left this voicemail where he was like, you changed my life. I’ll never be the same because of that. I was like, Whoa. I like the sound of that. I’m like, I always joke, I’m one step from being a caveman. My ego was like, “Ooh, me like this.” Brunch is important.

Damona Hoffman: Changing lives.

Brant Pinvidic: And that kind of stuff. So it was like, “Oh.” Then I’d fly down to Florida and work with a biotech company on their new phase two drug release and I’d be able to help them raise $50 million. It was like, “Oh my God. I really like that process.” I started to be more important in the business world and that felt really good.

Brant Pinvidic: I started writing for Forbes and that went really well. Then I realized, hey, I can make this a thing and I was going to do it part time and just straddled too. But once stuff started working on the other side it was just like, one foot out. Is hard to keep one foot in. If you’ve got one foot out, it’s going to be hard to keep that other foot in. That’s what happened to me. I just got to the point where I was like, I don’t love this and I like this side better.

Damona Hoffman: So now you’re driven by your passion-

Brant Pinvidic: Yes, and it helps.

Damona Hoffman: … and helping change people’s lives.

Brant Pinvidic: Yes, it’s not curing cancer or anything but-

Damona Hoffman: Yet. Some of these biotech companies…

Brant Pinvidic: I have a really exciting one on type one diabetes, which I actually think they probably have a cure for it. It’s neat to be connected to something like that where you’re like, “Oh my God. I help these guys explain this to people. This is really exciting.” I do like that and it’s just a different group of people. TV is a very small community. You feel like it’s the center of the world and then when you get out you’re like, oh, wait a second. This is a really small area of life.

Brant Pinvidic: It’s been really exciting and I have so many friends and colleagues that are now reaching out just looking for what their next chapter is effectively.

Damona Hoffman: They’re like, “You got out. Help me get out Brant.”

Brant Pinvidic: Yes, there’s a lot of that. I tell the joke, people ask me all the time, why would you get out of entertainment to get into this business circle? Why would you do that? I get that question from people in the TV business too. It’s just how did you do that?

Damona Hoffman: Do you have a 10 year plan, a five year plan? Do you look out to the future and think, well, this is what Brant’s going to do next?

Brant Pinvidic: Yes, I’ve got that… I’m pretty focused on that now because I’ve been… I wrote an article for Forbes about how we plan for success but we don’t prepare for it.

Damona Hoffman: Brant is actually being modest here. His Forbes article, four steps to prepare, not plan for success went viral and now he’s hired to teach these principles to business employees and entrepreneurs across the globe. His four steps are one, being specific about how you define success. Two, bringing some of the intensity and drive you mastered at the office to create personal and lifestyle goals to conquer. Three, preparing to appreciate your future success by learning to take the win. Number four, finding a cheerleader, someone who will hype you up and celebrate your wins even when you won’t. I haven’t been a cheerleader since high school, but I can sure use one of my business. Who’s out there rooting for you?

Brant Pinvidic: It’s a big difference, when you plan for success, you’re strategizing, you’re looking at the future, you’re plotting your schemes and your plans and your path to get there. We’re actually pretty good at that as a society. We’re good at figuring out how we’re going to get somewhere, but we never practice for what it’s going to be like when we actually get there.

Brant Pinvidic: What happens is we get there and we just start moving to the next plateau of success. Success it’s not defined and practiced and rehearsed, is really hard to experience. That happened to me. If I could have seen myself 15 years ago, I would’ve thought, “Oh my God, you’ve made it. This is the greatest thing. You must be so happy.” And it’s like, wait a minute. I don’t remember feeling like that one day.

Brant Pinvidic: That just bothered me that I kept doing that. I’ve been working with relatively high net worth individuals a lot on their ability to feel successful in other areas besides just being in the office and making another sale or buying another company or whatever it is they do. For me my goal now is to really practice on if it never gets better than this, I’ve got to be super happy with this now.

Brant Pinvidic: I’m working on experiencing as much joy in a day as I can possibly fit in. Then every day I’m like, can I get more joy in today than I did yesterday? Some days I do really well. Some days I don’t do as well as I hope but that’s really my goal. In the five or 10 years, I plan to do a lot more work in my foundation and do a lot more my entrepreneurial training for high school kids. I have a travel adventure club that I’m really excited about that I do and I want to do that more full time.

Damona Hoffman: Wow, you do all the hard work and then you-

Brant Pinvidic: Yes, but I could’ve kept doing the hard work for another 20 years and that’s where everybody’s in where it’s like, okay, well do you ever cash in any of that or do you just keep going? You don’t want to bail out at 24 years old. Like, okay, well then you’re going to be a whitewater rafting guide for the rest of your life. I have friends that do that and they’re happy, but there’s financial limitations to that.

Brant Pinvidic: It’s like you get to a point where it’s like, okay, I’ve done really well. I’m not at the next level of lifestyle and if I pull out, take my foot off the gas now I might not ever get there but it’s like, I don’t really need to do that. I don’t think so. There’s a balance between when you start to focus on what life actually is. Fun and joy and excitement and cashing in some of the hard work you’ve done or you just keep working hard for ever. I don’t know what the point of that is.

Damona Hoffman: Yes. Instead of doing five year planning for the career specifically, you’re five year planning for how you’re going to feel.

Brant Pinvidic: That’s right. What’s my ability to cram joy into every second? How do I do that in five years? What will I be doing in 10 years? The career and that stuff, that all works out. Very few people don’t have their stuff work out in life. Some people are destined, they just seem to always catch a bad break.

Brant Pinvidic: I get it. I know people like that but most people like you would like just things just continue to work, whether it’s this job or that job or this thing you’re doing. If you look back you’re like, oh wow, I’m better, I’m wiser, I’m probably richer and have better relationships. Things are better and they just continue to get better. I don’t spend any more time wondering like, what am I going to do next and what if this doesn’t work?

Brant Pinvidic: The book is the last thing that I will do probably that I have those feelings because this was super stressful because you have a publisher that’s writing big checks. Have some expectations and you’re like, “Oh God, what if I fail?” I might not put myself in those positions again.

Damona Hoffman: Well you definitely didn’t fail-

Brant Pinvidic: Lucky so far.

Damona Hoffman: … and you’ve written an awesome book, The Three Minute Rule. Say less to get more from any pitch or presentation. Also people can check out IPO for more of your-

Brant Pinvidic: And my website it’s got all my stuff. You can go to threeminuterule.com and brantpinvidic.com. There’s lots of stuff there and I love talking to people and helping them. If you’ve got an idea and you need to figure out how to pitch it, I’m happy to help turn those things around.

Damona Hoffman: Excellent. Before we go, we like to ask everybody for your favorite tips or tools. Do you have a tip, something… In addition to all that you’ve shared with us already, something that you have learned along the way that you figured out about your business that you’d like to pass on? Or a tool like an app or another business tool that you cannot live without?

Brant Pinvidic: I will say I have… That’s funny. I have adopted Tony Robbins cold dip in the morning.

Damona Hoffman: Tony Robbins, who you probably know as one of the top lifestyle and business coaches in the world, is one of brand’s personal inspirations. Tony starts every morning with a five or six minute lounge in his sauna and then a quick dip into his 50 degree Fahrenheit, freezing cold outdoor pool. Tony, has said that this practice gets his heart rate up so high it might as well be a morning workout. But here’s the real reason it’s good for you and your personal development. Oh that’s brutal.

Brant Pinvidic: It’s hard to get away from it now once you do it.

Damona Hoffman: Really?

Brant Pinvidic: Because here’s what it does. It trains you to stop negotiating with your brain. Everything about me in the morning says, “Well we can jump in the pool tomorrow. We can do this later. Oh let’s just go in the shower this morning. We don’t need to do that.” Everything about you is saying that, but when you get in the habit of being like, “Hey, shut up. We don’t negotiate. We’re doing this.”

Brant Pinvidic: That is a really important skill because I’m a bit of a procrastinator. Everybody is. If you ask people what their fault is, they’ll all say, “Oh, I’m a procrastinator.” Because we all naturally want to do that. If I can do that at 6:45 in the morning, sending an email that I’m not really in the mood to sand or having a tough conversation with somebody, feels a little bit easier. I convince myself to do more.

Brant Pinvidic: All I can tell you is I started doing that a year and a half ago and it’s been like… I’m just better, I’m just better than I was before.

Damona Hoffman: Facing your fears. Getting comfortable being uncomfortable.

Brant Pinvidic: Yes, just do something you don’t want to do. Just push past that because we all face that every day. Lots of stuff you don’t want to do. Surprise, you didn’t do it today. Okay, well you can just keep doing that.

Damona Hoffman: This sounds like my nightmare. I used to finish all of my showers with a cold rinse, but that was purely in pursuit of my hair goals and I’ve since ended the practice. I’ll take it. I don’t think I’ll be doing the cold dip.

Brant Pinvidic: A cold shower. I’m telling you it’s a win.

Damona Hoffman: I’ll find another thing that I don’t want to do and I’ll report back. Thanks Brant.

Damona Hoffman: As a business owner, having clarity is so important. A new year is the perfect time for you to get that focus. Let this be the year that you learn how to nail that elevator pitch. This is the time to know your audience on a deep level so that you can present your business precisely for them to understand.

Damona Hoffman: Don’t forget to implement Brant’s great takeaways from today’s episode. Nail that pitch in three minutes or less. Follow the four steps to prepare, not plan for success. Maybe try out that cold plunge and don’t forget to get your copy of brand’s book. The Three Minute Rule. We will put an easy Amazon link for you to get it in the show notes or you can find it wherever you buy your books and catch up with brand@brantpinvidic.com and follow him on social media at Brant Pinvidic.

Damona Hoffman: This podcast was brought to you by FreshBooks, the number one cloud accounting solution for small business owners and their teams. Want to know more about how you can save hours on accounting paperwork and focus more on your business? Head over to freshbooks.com/imal to receive an exclusive offer. That’s freshbooks.com/imal, short for I make a living.

Damona Hoffman: Our audio engineer is James Morris. Producing and direction comes from Paco Arizmendi, and you know me, your host and producer Damona Hoffman. You can connect with me at Damona Hoffman or at damonahoffman.com. I’d love to meet you at one of our I Make a Living live events as we tour the US, Canada and the UK. Go to imakealiving.com to find out when we’ll be in a city near you. I hope you can join us because it’s a new year and it’s your business. See you next week.

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