Transcript

Dan Henry: The Marketing Strategy Entrepreneurs Use to Build Massive, Money-Making Brands | E378

From Young and Profiting · Episode page · Watch on YouTube

· 1 h 1 min · 11,641 words · 131 timestamped sections

This is the full, timestamped transcript of "Dan Henry: The Marketing Strategy Entrepreneurs Use to Build Massive, Money-Making Brands | E378", an episode of Young and Profiting published December 22, 2025 (1 h 1 min, about 11,641 words). It mentions 10 people, works and ideas, including Dan Henry, Young and Profiting Podcast, Clear Channel, Delete Me, Northwest Registered Agent.

What is discussed, and when

  1. – 10:00: Clear Channel, Dan Henry, Young and Profiting Podcast
  2. – 20:00: Delete Me, Northwest Registered Agent
  3. – 50:00: Mark Manson
  4. – 1:00:00: Dan Henry, Digital Millionaire Secrets, Easy Webinar, Leaf Babin
  5. – 1:00:53: Dan Henry

Notable quotes from "Dan Henry: The Marketing Strategy Entrepreneurs Use to Build Massive, Money-Making Brands | E378"

  • Today's conversation is so good, we had to make it a two-part series. Today, I get to sit down with Dan Henry, a self-made entrepreneur who went from delivering pizzas to…
    about Dan Henry · at
  • And father worked way too hard in my opinion. And I know you got started in radio. My dad worked for Clear Channel for 30 years. He won like seven Atti awards. He is highly…
    about Clear Channel · at
  • Address off once and two weeks later your address is back on that site. And that's why I use Delete Me. Delete Me's privacy experts remove your data from hundreds of data…
    about Delete Me · at
  • Complete business identity in just 10 clicks and 10 minutes. That's where Northwest Registered agent enters the equation with reliable, straightforward support. They've been…
    about Northwest Registered Agent · at
  • You to actually help you scale that content as well. So, I can imagine it helps in that way. Yeah, Mark Manson did that. he wrote the book. I don't know if you allow every example I'm giving is profanity.
    about Mark Manson · at
  • Write a book, the whole concept of a really well done book like for instance Jaco Willick and Leaf Babin wrote a book called extreme ownership. Okay.
    about Leaf Babin · at
  • Faster. For instance, there was a an interview on Founder where the CEO of a company called Easy Webinar, which is a webinar hosting platform, was asked, Hey, what are the most successful webinars? Obviously, you have the data.
    about Easy Webinar · at
  • Want to be more successful at a bigger thing. So when I sold my first book, Digital Millionaire Secrets, that book did really well. Like it was a Wall Street Journal in USA did…
    about Digital Millionaire Secrets · at

Who and what is mentioned in this episode?

People

Books & papers

Companies & orgs

Products & tech

Full transcript with timestamps

You can be an entrepreneur, you can be a professional, you can just be a normal person. In any case, a personal brand will maximally improve your life.

Dan is a straight shooter who breaks down the psychology of marketing and influence in a way that's simple, actionable, and insanely effective.

I was delivering pizza, and the most I ever made delivering pizza was 500 bucks a week. Then I had what I call hell week. That week broke me, but it also built me and I became ruthless about acquiring skills and building what I call velocity vehicles.

I love that phrase, velocity vehicles. Something else you talk about is a circle of focus. How you've used that to get ahead.

There are so many times in my life where I break my circle of focus. I do get distracted just like anybody else. But what's important is

everything is about creator entrepreneurship. It's like all anybody wants to talk about. What are your thoughts about building a personal brand online? Right now,

you do not build a personal brand by just sharing value. You do it by sharing values.

I'm going to ask a really simple question, but I think it's important. How do you actually bring people down the funnel? Like, what does your funnel actually look like?

Okay, so now we're getting into the real specific internet market nerdy stuff. So okay.

What's up, young and profits? I don't think anything rles me up more than a conversation about marketing and sales. It is absolutely my favorite thing to discuss on the podcast. And today's conversation is so good, we had to make it a two-part series. Today, I get to sit down with Dan Henry, a self-made entrepreneur who went from delivering pizzas to building a multi-million dollar digital empire. Dan is a straight shooter who breaks down the psychology of marketing and influence in a way that's actionable and insanely effective. In part one of the show, we're going to go super deep on how to build a personal brand that sells, attract stream clients, and create what my guest calls velocity vehicles systems that make success faster and easier instead of harder. So, I promise you, Yap fam, you're going to want to grab your notebook for this one because this conversation is just jam-packed

with gems that you can start applying right away for your business. Dan, welcome to Young and Profiting Podcast.

I'm so happy to be here. I'm so excited for this conversation. and I love marketing and sales. I'm a marketer. My main job as the CEO of my company is sales. And so when I was preparing for you this morning, I was like, "Oh man, this is going to be like an interview that I know everyone's going to love." Uh, so just so happy to have you here. Thank you so much.

Yeah, I'm ready to go. I love your show. Okay, so I learned that you were such a hustler growing up. You really always had this entrepreneurial spirit. and I learned that you were basically slaying pizzas for seven years. There was a point in time where you were selling water bottles on the street to pay your bills. So, talk to us about your hustle, your entrepreneurial spirit and where that came from.

So, you know, I always wanted to be an entrepreneur because I wanted to be able to take care of my family. Um, my mother and father worked way too hard in my opinion. And I know you got started in radio. My dad worked for Clear Channel for 30 years. He won like seven Atti awards. He is highly recognized in the radio industry. He helped break uh break out the Almond Brothers. All this amazing stuff that my father did. And when he retired, he had to deliver pizza in order to stay afloat.

And you know, I was in like my mid20s and at the time I was also delivering pizza. I was living in Chicago. And I just had this I always had this dream like I I just thought it was unfair that someone who had achieved so much, who was so good at what they do, was not paid in accordance with that. And I just wanted to become successful so I could retire my dad and, you know, buy my mom and dad a house, stuff like that.

Um, at the time I was delivering pizza. I didn't have any time for hobbies like, you know, I love jiu-jitsu. I love playing pool. No time for that. So, let alone, you know, retiring them. Uh, and the most I ever made delivering pizza was 500 bucks a week. And then I had what I call hell week. And you know how like some people they try and they fail, they try and they fail, but then there's that like turning moment, that that tipping point in their life. For me, it was right before Christmas and my furnace went out. Now, in Chicago, it is it was at the time it's -16 degrees 52 with windchill.

And I called the landlord and I said, "Hey, you need to send somebody to fix this." And he says, "Well, uh, I can't do anything until Monday, so just pay for it and I'll take it off the rent." Well, it was $300 to fix that. I I didn't have the money. I didn't have $300. So, I

Yeah, I I only had like a hundred bucks. So, I went and I bought four cheap space heaters and my girlfriend and I at the time had to sit in between those space heaters to stay warm until Monday for 3 days. And every hour, of course, they would trip the breaker and we had to get up and flip the breaker. It was horrible. Um, then I had a delivery that week. I went all the way to this guy's house again in -16°ree weather. went 15 flights up of stairs because the elevator was broken. Then I had to go back to the store and all the way back because he wanted something extra. And the guy stiffs me.

And it was at that moment that I was like, you know what? I'm not I'm done relying on others. I'm done relying on the generosity of others to pay my bills, to make my way. And I was so excited to go home and tell my girlfriend that. But when I got home, she had her bags backed at the door and she was leaving me because I wasn't going anywhere in life. And so this is what I call my hell week, right? And it was that week that it it that week broke me, but it also built me. And I became ruthless about acquiring skills and building what I call velocity vehicles that allowed me to do things that most people just would not be able to do in life. And I I just if I did not know something, I would be super aggressive on seeking out the book, the person, the mentor, whatever to figure it out. And you now I've built a multi-million dollar business. I've been able to retire my mother, my father, buy them

stuff, you know, just do the thing I set out to do. Uh and so the real driver for me was always taking care of my family because I just thought it was unfair that my father did not get paid for his contributions. Yeah, I I love that story and I love that phrase velocity vehicles. I've never heard about it before. So, talk to us about some of the velocity vehicles that you created and how you first got your start in the digital world because you're known as this big like online entrepreneur.

Thank you. Yes. Uh so, a little analogy I use is to to explain velocity vehicles is imagine that you had a sack of $10,000 that was 20 miles away. So, you're standing in the middle of the road and 20 miles away is this sack of $10,000. Now, you have two options. You can walk 20 miles to get this sack of 10 grand or you can walk one mile in the opposite direction and there's a car. Now, you can get in the car and you can drive to the $10,000. Which one would you choose?

The car. Yeah, the car. I mean, anybody who has not had a recent head injury would choose the car. But see, the thing is when you do that, you at least for a moment are temporarily walking in the opposite direction of what you want. And so what I discovered was that brute force, brute effort, and I know that there's a lot of big gurus and whatnot these days who say, "Oh, you just got to work 5,000 hours a week and just brute effort and this and that." I just don't believe in that because that's not what happened to me. I discovered that if you find what I call velocity vehicles, it's much better to put effort into finding the thing that makes it easier than just putting in raw effort. And so I would go and try to build these velocity vehicles to make what I was doing easier. So for instance, uh a couple of velocity vehicles for me was I was obviously trying to build a business, right? So I find that when you

build a personal brand, it makes it much easier to sell. So if you are not good at marketing and sales, but you're good at personal brand, people will still buy from you. Now, if you're not good at personal brand, but you're really good at sales, I discovered that a 45 minute to 60 minute talk, which you, you know, I know we talked about it before the start of the show, webinars, a lot of people do [clears throat] webinars. Um, or it could be a talk that you give on stage etc. One 45minute talk wellcraftrafted could be the only thing you need to blow up your business. I did 10 million in sales for my business without any sales reps, any salespeople and it was just a 45minute video that I would send people to.

And so these thing and of course if you have both of those things well then you're going to smash it. But I would just build these things. It just made it easier.

So I just never I never believed in putting in tons of hours. I would rather put in tons of hours building the thing that makes it where I don't have to put in tons of hours anymore.

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That's paid yap and start building something amazing. Get more with northwestregistered agent at northwestregisteredagent.com/paidyap. Something else you talk about that is along these lines is a circle of focus, right? And you you talk about the need to really focus on one thing and not distract yourself with, you know, shiny objects. talk to us about the importance of focus and how you've also used that to get ahead.

So focus is big and look I I don't want to I I don't want to act like I'm this focus guru. There are so many times in my life where I break my circle of focus. I do get distracted just like anybody else. But what's important is not that you're perfect all the time. It's that you understand the concept so that you can always reel yourself back in. So I I usually describe this by and you can this is a little exercise you can do at home. You just draw a circle, right?

And what I do is I say, "Well, what do you what's the thing you're currently working on? The thing that is going to make the most impact in your life and maybe that's like, okay, maybe you're making YouTube videos and YouTube videos are really bringing you sales in your business." Okay. Well, if you just did YouTube videos, then that thing is 100% of your circle of focus. But if you start saying, well, I'm also going to, you know, uh, start a side business or I'm also going to build an Instagram or I'm also going to do this or I'm also going to have a podcast or I'm also going to do this. Then what happens is you start adding things to your circle of focus and you now have to start drawing lines like a pizza and you'll realize that you're not giving 100% effort to that YouTube channel. You're giving like 10 20 or if you got a lot on the board 5% effort because you you just can't do two things and give a 100%

effort to both. Now you might say okay well what about people that have YouTube channels and Instagrams and stuff like that. Here's the thing. Once you master the thing you're working on in your so circle of focus to the point where either it's so easy for you, you've attained mastery where you put in minimal effort yet you get the same results as when you used to put in maximum effort or you've learned how to delegate that thing to your team and they can get the same results. when it's you've achieved either of those things, you can now move it out of the circle of focus into the delegation list, right?

Or the minimum effort list. So now it really doesn't take that much effort for you. So now you can move something else to your circle of focus. So for me, when I got started, I just happened to focus mostly on Facebook ads. And my first 10 million in revenue came from Facebook ads. And I was just really good at those things. Then I got into Instagram. I cracked that. and you know then YouTube. But what I did not do was try to do everything at once. And I certainly did not try to start multiple multiple multiple businesses and run multiple, you know, organizations before one of them was hyper successful.

Yeah. Yeah. And it's also helpful when the things that you're working on kind of like feed into each other where they they work together. So for example, I'm a podcaster. the guests that I interview become my social on podcast clients or become the clients in my network. So my podcast is for creating content for creating my my audience to sell low ticket offers or get sponsorships but then the guests that I interview also double as like connecting with people that eventually become my clients and I don't try to get clients in any other way really like that's my main way of just getting clients. So when things work together it's also really great.

Now, you've become this incredible creator, entrepreneur. You've built this huge personal brand. Um, I've been running this podcast for 7 and a half years now, so for a long time. And I I tend to see like these like patterns and themes. And in the last year, everything is about creator entrepreneurship. It's like all anybody wants to talk about. It's become a huge theme. Um, what are your thoughts about building a personal brand online right now? So building a personal brand is the one thing you can build no matter like you can be an entrepreneur, you can be a professional, you can just be a normal person and in any case a personal brand will maximally improve your life. If you're an entrepreneur and you have a personal brand, it simply makes people like you and trust you and more people know about you. So it's easier to sell your products and services. If you're a professional, uh most people don't know

this, but Harvard Business Review did a study where they found that in the same job, in the same profession, with the same skill set, someone with a personal brand can get paid up to 13 times more than someone without a personal brand.

Wow. So imagine two people have the same job, one's driving a Ford Taurus, one's driving a Rolls-Royce, all because they had a personal brand. Um, there is another study that showed that people trust influencers more than they do Fortune 500 CEOs. That means the kid in his bedroom with an iPhone that knows how to build a brand with his phone is trusted more than someone who runs a billion-dollar company. So, the landscape has changed. Now, if you're a normal person, you don't have a business, you don't have a product, none of that. When you build a personal brand online, you are the business. Your name is the business. And what that means is that someone might pay you to promote or talk about their products and services like on your podcast when you have the this section where you talk about sponsored uh products, right? Or maybe you have a popular supplement that you like. Maybe you have a brand on

sleeping. So you have a sleeping supplement you use and they have an affiliate program. Well, now you can promote that sleep supplement, get 30 40% commission. Or maybe you just want to open doors in your life. Uh, for instance, one time I had a software company reach out to me and they wanted to pay me to be the the face of their brand. I didn't have to build the company. I didn't have to run the company. I just needed to be the face of their software. And so I said, "Okay, I'll do it, but I don't want to be paid.

I want equity." And they said, "How much do you want?" I said, "I want 50%." Well, they say, "Well, okay. Well, how much are you going to put put down to get 50%." I said, "I'm not going to put in any money in. It's you get my face.

You get you get my you get me. You get my name." And they they agreed. And I ended up getting 50% of that company just to be the face of the company. And like two years later, we sold it for a multiple multiple seven figure exit. Why? Because of the brand, the personal brand. So, when you build a personal brand, you become a name. And when you become a name, just everything opens up to you. Everything becomes easier. This is what I mean by velocity assets. You're building something that makes whatever you do easier.

And I will tell you as as much as I hate to say this, and I hate to say it because I'm a sales and marketing guy. And I hate to say this, but if you have a personal brand, it will actually move the needle more than if you're really good at sales and marketing. And it pains me to say that, trust me.

So, how does one create an amazing personal brand? You said you just cracked the code on Instagram. I know you're you're into YouTube and everything like that. What is your formula for doing that?

So, I studied personal brands and and I'm I'm a big systems guy, right? So, I try to figure out like what is the system, the repeatable system behind this. So, every brand follows the same pattern and all you have to do is re reverse engineer the same pattern. So, they have what I call the brand triad. So every brand, every personal brand has something they stand for, have something they stand against, and they have a flaw. And this actually is derived from the greatest personal brands of all time, which are superheroes.

Superheroes are the longest lasting personal brands. No matter who plays them, no matter what movie, you still buy them. So I'll give you an example. Superman, he stood for truth. He stood against injustice. But when they first released Superman as a character, nobody liked him because he didn't have a flaw.

And so when they were going to like just release him from the DC universe and then when they introduced the concept of kryptonite, it gave him a flaw. So it makes him relatable. Now, why are these three things so important? Well, they're important because standing for something gives people something to rally around. Standing against something makes them like you very quickly because the enemy of my enemy is my friend. So when you find something they don't like, it could be a person, a concept, an organization, etc. The more you say, "Hey, this is why they're the enemy." They align with you.

And then the flaw makes you relatable, makes you human. And so all your content simply has to reinforce this brand triad. And here's the real the crazy part that most people don't get about personal branding. Most people think you need to share value. That's the worst idea.

Having a brand where all you do is share tutorials and how to and value is not going to build your brand. You do not build a personal brand by just sharing value. You do it by sharing values.

Okay? values are what make people align with you. So I'll give you a perfect example. I'm sure you're familiar with Alex and Leila Hormosi, right?

Of course. Yeah. So they have a right. So they are very they they're a perfect example of rapidly building personal brands. And their brands are different by the way. And so if I were to say, hey, here's how you build a brand. I would say it's very simple. You write down a list of your core values. And then you take every value and you make a slogan out of it. Something that is repeatable, something that people can quote you on. And then you just tell tons of stories, analogies, and metaphors to support that core value. And you end it with a slogan. For instance, Alex Harosi constantly talks about do the boring work. And he has a million stories he can tell around that. Leila Harosi says, "F your feelings, follow the plan." And she's, you can see that on her Instagram like 10 times just this week. and she tells multiple stories that support that.

So I discovered this and this this works in marketing as well. It works in sales.

I I read a story about Jerry Seinfeld who's nearly a billionaire from being a comedian. And what Jerry Seinfeld would do is he'd make a joke bank. So every day he'd observe something in life and he'd basically write a joke out of it and then he'd write it down in his little joke bank. Now, whenever he needed to make one of the hundreds of episodes of Seinfeld or he needed to be funny on an interview or he needed to be funny on stage, he did not write a joke at that moment. He just pulled it out of his joke bank. And that was why he was always funny all the time. And a lot of comedians do this. So if you have just a list of five to 10 values, you have a little slogans that are quotable, all you need to do is look at your life and go, "Hey, here's the personal stories.

Here's the metaphors. Here's the examples I can say to continuously reinforce these core values or slogans." And this is how you reverse engineer it because people are going to start quoting you. A brand is what people say about you. And when you can engineer what people say about you, you can engineer growth. And so all you have to do is do that. but align it and point it at the north star. The northstar is okay, are we selling something? Are we trying to get speaking on stage like what are we doing? Once you figure that out and you just build your brand bank, you now have infinite because I mean think about this one slogan based on a core value. If you have 10 different stories to support that and then you put each of those stories on Instagram, Facebook, YouTube, like this is hundreds of pieces of content on off one value that you hold as a human being.

Yeah. And that's how you do personal branding. It's so good. It's such great advice. I've never heard it framed in this way. And it's so true. Like branding is all about consistency. Repeating the same things over and over. Even if you think like you're being repetitive, you're not because new people are coming to your page all the time. Also, it's how the algorithm works. You've got to train the algorithm on using the same keywords over and over again so they know like who to point your content to because you're you're talking about the same things over and over again. So, what do you repeat uh often? I know you have something called like blunt truths.

You're all about having blunt truths and things like that. So, you know, life is long, right? Like like we have long lives like 30, 40, 50, 60 years. A lot can happen in that length of time. And so, um, whatever I'm doing at the moment in my brand, cuz here's the thing, you can your personal brand

can kind of shift a little bit depending on your goals. Like I I love One of my favorite personal brands is Cody Sanchez.

Yeah. She's passionate, right? Because she she has such a simple message, buy boring businesses, right? Like I it's so good, you know? And so for me uh I always say okay what am I trying to do in my life right now? What am I trying to do in my business right now? And how can I point my brand towards that goal? So for the past two years I was selling a high-end sales training that uh taught people how to pitch, how to do that 45minute talk I was talking about, right?

And so I would give an example. I would say something like um people that pay pay attention and people that pay attention pay more. And this is something I say because I truly believe that giving away free content is great, but I like giving away paid or I like offering paid content because when people pay, they pay attention, right? So here's here's an example of something I would say when I'm on on a interview like right now, even though this is a bit meta because I'm explaining what I'm what I'm saying, but I might say something like I might use an analogy, right? So, I'll say, "Okay, here's why you should charge for a webinar rather than give it away for free. This is why you should do a paid presentation rather than a free presentation." Uh, imag how many times have you watched a movie trailer, you saw something you didn't like, and you just were like, I'm not going to go see that movie. Probably a million times,

right? But how many times have you gone to see a movie, you sat down, you you paid your money, you sat down, you got your popcorn, you got your drink, and you saw something in the first couple of minutes you didn't like, and then you got up and left the theater. Like, how many times have you done that? Never, right? Why?

Never. Because you paid. Yeah. Or you paid, right? So people that pay. So that's the thing. when you have a presentation, if you simply charge for it, you ensure nearly a 100% view rate or show rate. And now those people are going to pay way more attention. So this is just a very simple thing because one of the things that um we do is we we we sell like you know products and services on how to do these talks and when you sell something kind of minimal uh price you can do the free talks but when you sell something very expensive or you want to sell it without a sales team I truly believe that a paid talk or a paid presentation is the way to go. So, I might just use that one thing. And it just I have probably 20 of those that I use. And when I did that, uh, in December, I I did a paid presentation and I just had all these analogies, all these metaphors, all these slogans. And in the course of

three days, we did $800,000 in sales with no sales team. Just me yak yakking on a camera. Okay?

Because it's the words. Words matter, right? like the way you shift your words. Jim Ran, who was uh Tony Robbins mentor, he said, "If you have something good to say, say it often and you'll be successful." And so most people think like, "Oh, I got to say all this. I got to come up with new content all the time." No,

you just say the same thing over and over again in different ways. That's how you build a brand. And if you can just decide on what those few things are, it becomes a lot like building a brand and posting all this content becomes way more attainable. It be it becomes way easier. And again, these little slogans, these values that you're going to share over and over again, these are little velocity vehicles that allow it to be much easier to build a brand.

This is like gold. Um, I'm going to ask a really simple question, but I think it's important. So, talk to us about how you connect what you actually sell with the words that you say. Like, how do you actually bring people down the funnel? Like, what does your funnel actually look like?

Okay, so now we're getting into the real specific internet marketing nerdy stuff. So, okay. So, I'll try to explain this so anybody can understand it, not just the the marketers. Um, so imagine that somebody watches you on Instagram, okay? And they like your content. Uh, I'll give you an example of one reel I posted that got 2,200 email leads from one reel.

It got I don't know how many views it got. It got a lot of views. Like I think it was like 600 and something thousand views. Uh, we did a ton of sales from it.

Um, and here's what I did. I started out and I simply told a story of a man named Ben Feldman who used a single analogy to sell more life insurance than any person in history. And I said, you know what this guy would do is he would ride up and down the elevators and he would simply say to people, hey, if you had a money printing machine in your basement, would you insure it? And they would go, "Yeah." And then he'd go, "Well, aren't you that money printing machine for your family?" And they'd go, "Wow, yeah." And then they would buy life insurance. And and I literally would say, "This guy like worked out of a small Ohio office."

And he he just used this one analogy and it built him into the most successful life insurance salesman of all time. [snorts] This is called an agreement analogy. And if you know how to use these, you can massively improve your sales. So, I I say that in the real, right? Then I say, "Look, I've got a list of five agreement analogies that you can use for your business." Comment the word analogy and I'll send it over. Now, what happens is when they comment that word, a little chatbot, I use Many Chat. Just sends them a message and says, "Hey, what's your name and email?"

Gets the name and email. Boom. They're added to my email list. Then it sends them the free guide. In the guide, there's a link to go to my talk. In my emails, there's links to go to my talk, [clears throat] okay? It all [snorts] goes back to the talk and then when they watch the talk, they buy our done for you webinar service or our mastermind or whatever it is I happen to be selling. Um, because, you know, I've obviously sold different things over the years. But what I have not changed

is the structure. Everything gets attention for the right people because think about it this way. If I'm selling a service where my team writes a talk or a webinar,

Mhm. Well, why would some like why would someone care about that if they didn't care about using analogies to sell things? So, you see how those things are related.

They've got Yeah. Okay. So, if you sell over the phone, if you sell through stage, if you sell on social, if you sell really anything that's not ice cream, it's a premium price. Well, you can use one of these talks to sell more of your stuff. So

what has to be aligned is would someone care like would someone care about this who would buy my product? So all you got to do is basically say okay who buys my product? Would this person care about this piece of content? Yes or no? Like we don't over complicate it more than that. And if the answer is no, they would not care then you don't do the content. If the answer is yes, they would care then you do do the content. Okay. But it is important to realize that there are three types of content. There's growth content, there's nurture content, and there's conversion content.

The growth content is meant to get new followers. The nurture content is meant to show those followers that you can help them. And the conversion content is meant to get them to do something like give them your email, etc. And these these things can overlap in one piece of content, but the growth content will tend to be a bit wider. The nurture content will tend to share values more because again you build a brand by getting attention and then making the people that you temporarily got their attention care and become fascinated with you and align with you and then the conversion is okay well now that you're trust me here do this thing get on my email list etc. Does that make sense?

Yeah, totally makes sense. And uh is one of the ultimate things you want to do you said to to watch your talk. So, are all your webinars pre-recorded at this point or do you like to do live webinars?

So, if I'm doing a new offer, uh, then I I do it live for a period of time. Once I know that it works, then I'll put it ju just on a recording and and look, there's no like, oh, is that part of the strategy? No, I'm just lazy and I don't want to work that hard. Like, I just I mean, I made 10 million with my first automated talk or automated webinar. Um, and I got used to that, right? And so now I'm just like, I don't want to have to do it live all the time. So I just get it really good

and then I put it on automated and it's it doesn't make it will never convert quite as good as live. But

totally here's the thing. You're not going to do it live constantly. So if you look if you zoom out, you're going to make more money usually doing it automated because you're just you're going to get burned out if you constantly do it live. Unless you're just like super young and you just all you want to do is make money and you're unmarried and you don't have any kids, you know. Um,

but for me, I like to automate it. Now, I'm doing a a new presentation uh on personal branding coming up in a couple weeks, but I already did that talk at an event in Bali where they asked me to come speak on personal branding. Very beginner friendly talk. Uh, I pitched from stage. We did six figures in sales in a in Indonesia, which is pretty good.

Yeah, that's awesome. And so, yeah. And so, so now I'm like, okay, so this is a this is a great offer. And I've I haven't had a, you know, more beginner offer in a while. Um, we sell a bit more high-end. And so, I'm excited now to have a new offer on personal branding that is is more beginner. It's going to help more people. Um, and so that that's an that one I'll be doing live for uh at least a couple months.

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But, um, so I love webinars. I am a really big, you probably don't know this, I'm a big influencer on LinkedIn, right? So, like that's where I really got like my start. I've been an influencer on LinkedIn for like seven years. I'm like one of the most popular people on that platform. So, I launched a LinkedIn master class. And the way that I sell that is through webinars. Um, so I was doing this for like multiple years and I took a little pause on like selling I got like, you know, kind of bored of it and I took a little pause.

I'm now going to be selling like lower ticket social media services for LinkedIn on webinars and I'm gearing up to launch this. Uh previously I was selling like you know very high ticket that nobody could afford like 10k a month to run your LinkedIn and it's usually just like people who come on my podcast that can afford that kind of like high ticket service. And now I'm launching like a a 3 to 4k offer just on webinars and you basically get a discount if you sign up for 6 months or a year if you buy, you know, within 48 hours of the webinar or and things like this. So what advice do you have for me as I'm planning out this launch webinar?

Like how can I make it as effective as possible? Do you feel like there's any problems with this idea?

So just so I can repeat it back, you're going to do this live first, right? I'm going to do I'm going to do live I I don't I've This is a whole other question for you, but like I've never had success with paid ads. All of my paid ads like to something like automated or something like that.

I've always done just live webinars. We promote them for like two weeks. We get a thousand people to show up

and then I just, you know, run like, you know, talk, teach, and sell. And that's basically how I've done it.

Okay. So, for me, what I I'll I'll answer your question directly, but I will say this.

[snorts] All the people I've worked with over the past 13 years, 2500 clients, we have helped literally hundreds of people create seven and dozens of eight figure webinars. I mean, I've got guys doing two and a half million a month with their with their webinars, right? Um, a lot of them are doing paid webinars as well. Uh, nothing will impact a webinar more than just saying the right thing. I I mean that is the number one top you it's just how good the damn thing is. Okay.

But besides that a couple tricks is when you're running ads to a webinar on the next page always sell a VIP. If it's a free webinar always sell a VIP. You do it two hours before the webinar whatever 97 bucks. It'll help liquidate 60 to 70 possibly even 80% of your ad spend. So now imagine that your ads were 80% cheaper right off the bat. Okay? When you get on the VIP 2 hours before, see the main webinar is to show them how you can help them. But in the VIP, you're actually going to help them, and that's that's to show them that you can help them. The people who are in the VIP, those are your buyers. And so you now have more facetime with them. you actually are demonstrating you can help them and you'll get way more sales when they watch the webinar, but you'll also liquidate uh and cancel out some of your ad spend and you will learn so much from those interactions. So, one trick that I always recommend people do is when you

launch a webinar or or a talk, do not launch it big at first, launch it tiny at first. Try to like that. If you have to only email a very small amount of your list, only run a little like don't tell anybody about it. Make it soft. Make it only like where a few people know, but most people don't. Get like one to 200 people on if you can or even less. Do the webinar and then send out what I call a didn't buy survey. anybody that didn't buy, you send them a form and you say, "Hey, [clears throat] what? Like, I noticed you watched this training, but you didn't take us up on the offer. Could you answer a few of these questions and tell us why you didn't buy?"

Well, now when they answer those questions, you're going to understand the things you did wrong in the webinar. And so you can go back, you can tweak those things, and then when you do the big launch, imagine for a moment that you you made the mistakes, you you put all your might, you spent money on ads, you emailed your list, you told everybody about it, and you converted at say 2%. Because you made a bunch of mistakes. But if you do this little test webinar and then you figure out what the mistakes are first, now you could convert at three or four or 5% because you figured it out first. And so I and and if you want to even go crazier than this, you can just run cold ads to it.

Exclude the people that already know who you are. And now you're like putting yourself on pro mode because now you're only doing the webinar to people who don't know who you are. This is advanced stuff, but this is little things I've done over the years because like most people don't make as much money with webinars and online talks as guys like me or like Imani or whatever because we go crazy with it. like we literally get down to the science of it uh so that we can make the maximum amount. And

but to be quite honest with you, the average person if they have a good talk, even if they don't do all this stuff, it's still going to make a lot of money. But we're trying to make millions, not not hundreds of thousands or tens of thousands. So that that's a tip I would give you.

Yeah. So so good. And um for me, I find that like paid traffic just doesn't convert nearly as well as just getting traffic off my LinkedIn post or Instagram post or things like that. Would you suggest that like you know you just got to figure out paid ads?

So it's not it's not so much that it's you know when someone finds you on YouTube, when someone finds you on LinkedIn, they they were looking for you. They were there to learn something. They were there to interact with the platform, right? But when you run ads, like they weren't, it's the equivalent to someone knocking on your door at 7 a.m. to tell you about Jesus, right? Which even if you're a devout Christian, I'm going to be annoyed,

you know, getting knocked on my door at 7 a.m., right? Yeah. I just This is not nice. Okay. So, when you run ads, you're interrupting whatever people were doing. It's it's interruption marketing. You're interrupting them. So, they weren't already looking for you. Obviously, if if they if you interrupt them and they go, "Oh, but this is a bit interesting. Let me see who this person is." They're not going to be as warm as someone who found you organically or has followed you organically all of their own accord. However, the trick is to convert [clears throat] that person into someone that would do that. So when someone gets on my email list from an ad or they buy something, I make sure to retarget them or email them with my best most endearing content so that they turn into the person that goes and watches my socials and my organic. This is part of branding. So one trick and I would nobody wants to do this. It's so easy to

do now with AI. You can do it in a few hours and and people still resist it. And I just think that sometimes people hate money, okay? But the easiest way to build a brand in my opinion quickly is to write a book

because book buyers are literally the best buyers. It's like when somebody says, "Oh, I don't I don't want to w I don't want to read the book. I want to watch the movie. I'm in and out in two hours." Right? Those people, they they they're dopamine chasers. The person that's willing to read a book, they really want to learn something. And so I find that book buyers are the best buyers. You've read the book a thousand true so the article a thousand true fans.

Uh Seth Goden's article. Yeah. About how you only need a a thousand true fans. Yeah. So I find that if if you can just get like a thousand people who have read your book because when somebody's done reading your book

there like even if you don't sell anything, if it's just a book about your how you think about life, if you do it well, they're so endeared to you. They're so into your brand. They're going to read your emails. They're going to go watch your socials, etc. Now, what is the book? The book is your best stuff. It's like all these stories, all these slogans, all these metaphors, all these brand building assets, the best of the best in one piece of text that when people buy it, from the time they start reading to the time they end, they go from, "Oh, I'm just this cold uh prospect on Facebook that got hit with an ad for a book." And when they're done reading it, they're they're a lifelong fan. And so I've always sold books because then whatever else I send them to, webinars, whatever, or just whatever I happen to promote, they're I I convert them from cold to warm much quicker through books.

Um, but with and my last few books I wrote in a few hours with using AI. And so I my best stack for making money is add to book webinar as a bonus or just get them on your list with the book and then hit them with a webinar uh when you launch it. And then if you really want to make a lot of money, you take them eventually to a paid a paid presentation that is multiple days and that's where you make big money. So that's my personal view on it. Um, but again, whether they saw you on an ad or whether they found you on their own, eventually they're going to still watch your content. You just got to make that process happen faster and to more people.

And I can imagine that book would probably help you frame out like what your values are, what your analogies are, what the pillars are for your actual personal brand, and you can give that to your team or whoever is helping you to actually help you scale that content as well. So, I can imagine it helps in that way. Yeah, Mark Manson did that. I mean, he he wrote the book. Uh I don't know if you allow every example I'm giving is profanity.

It's like what the [ __ ] or something like that, right? Yeah. It was uh it was the the subtle art of not giving a [ __ ]

Not giving a [ __ ] Okay. Now, his all of his personal branding, all of his socials, all of his YouTube, all of his Instagram is just like more of that book just over and over and over again. And so one of the reasons I like writing a book is because it kind of gives me a blueprint for everything I'm gonna if you'll notice every time for that book for that season, right? For that one year or whatever.

It's a great analogy. You will notice my personal brand shifts throughout my career. But it always like whenever I'm about to release a new book is okay, Dan's going to go this way now, you know, like it always it always goes with the book. Um it's like your brand bible, you know, and so um you will sell things that are different over the years. not, you know, you will get into new things. You will possibly start new companies. You maybe you start a charity. There's so many so many opportunities and things you could do throughout the course of your whole life. And it's it's okay to change directions once you want to do something new if you've previously been successful. But for me, I always start that change. I always point that chip with a book.

Yeah. So cool. You're really like I've been wanting to I've been asked to write a book multiple times. I've like never done it. And I keep thinking like this is the year and maybe this is actually the year that I write a book. Do you recommend like going like niche and also just generally talking to everybody who's listening to the show like when somebody's writing a book should they go super niche and just talk about like their expertise or do you recommend like go as broad as you can?

No, it's very similar. So I'll I'll I'll map it out for you. Right. when you write a book, the whole concept of a really well done book like for instance um Jaco Willick and Leaf Babin uh wrote a book called extreme ownership. Okay.

And it was a book about how the Navy Seals lead through this concept called extreme ownership. And to just put it simply, you basically just pretend everything's your fault. And when no matter what somebody else does, no matter what happens, it's your fault. It's your fault. It's your fault. Because when you do that, when you take extreme ownership, it allows you to always seek solving the problem rather than to put it on somebody else. Right? It's very simple concept.

He wrote a whole book, a very thick book about this. And it was all these military stories of basically this time this happened and I took extreme ownership. This time this happened. And then he told stories about how he's helped people in corporate use that same ideology to grow their business. And so when he sold the book, it was like, "Okay, well, now that you understand this concept of extreme ownership, come to my $5,000 seminar on how we're going to go through this in two days and apply it to your company." So what he was really selling was business consulting but the way he sold business consulting was through his brand on uh extreme ownership and military story. So you see how even though those two things don't seem related they are massively related.

Okay. And the idea here is that your book has to have a core principle. A core principle. one thing. If if you've ever read the book, The One Things, this is another perfect example. But

your book just has to get one point across, one simple point, and then it just has all these little sub points that support the main point. And at the end, when they get the main point, the one principle, now they're like, "Oh my gosh, this is the key to what I want. This is this is what I've been missing." Well, whatever you're selling simply has to allow them to execute on this principle easier or faster. For instance, there was a um an interview on Founder where the CEO of a company called Easy Webinar, which is a webinar hosting platform, was asked, "Hey, what what are the most successful webinars?" Obviously, you have the data.

and his name is Casey I can't remember his last name but he said that all they are are presentations that show you a path to success core principle and then offer to do it for you with you or make it easier or fast you for for you would be done for you services with you would be coaching and consulting

easier or faster would be things like courses and software or physical products simple okay

and so um Branding is is is also very simpler. Uh very simple brands have one big idea. Cody Sanchez, buy boring businesses, right? Y

very Gary Vee uh jab, jab, right hook, give value, give value, give value, give an offer, always have gratitude. Like he they have these be kind, right?

And so Gary Vee built up a massive following, but his clients are not people who watch his content. His clients are like Coca-Cola who hire Vayner Media for whatever 200 grand a month for social media marketing only because they saw that he's good at social media marketing. So

when you write a book all you have to do is go what is the more what is the the core principle the one thing I need people to believe and then write it around that and then align that with your products or services. As long as your products or services make them act on that thing and make it easier for them to act on that thing, you're going to have a brand, you're going to have a book that makes you money and you're gonna have a great business.

Do you think about your offers in terms of like having like an entry offer that just like scales up to a more high ticket offer? Um, like how do you think about your offer ladder? So, a lot of people think about it like, well, you sell something cheap and then you get them to buy something more expensive and then you get them to buy something a bit more expensive after that and then you get them to buy something really expensive. Um, that can work, but I find that and and I'm a big Steve Jobs fan, right? And Steve Jobs hated focus groups. He thought they were stupid. And he said, "People don't know what they want. You tell them what they want." And nobody when when Steve Jobs made Apple, nobody wanted a little like they they didn't want a computer that you could not change out the components, you could not change out the RAM, you could not change out the CDROM, and it was three times more expensive. They

didn't want that. Nobody wanted that. He made them want that by creating the concept of think different and all this, right? And so the point here is that when I have an entry-level offer, my goal for an entry-level offer is to make it affordable and teach someone something that allows them to be a bit successful so that I create a market of people that can buy the high-end stuff.

So yes, I can go out right now and I can like for instance, we have a an offer that's obviously not cheap. It's a done for you webinar offer, right? Well, if you don't know that you can make a lot of money with doing that stuff, then I'm only selling to people who are solution aware because there's, you know, five levels of customer awareness that now we're getting really markety nerdy, but um yeah, if if if I'm only selling to people who know I need this thing, well, I'm limiting my total available market. Like the amount of people I can sell to is small. But if I introduce these concepts to people and I make it easy for them to understand and I show them this new opportunity, now I create desire rather than simply finding people that already have the desire. Okay? So, I'll give you an example. We have a personal branding uh uh offer coming out. Well, let's say you did not know how to monetize your business as well as

you could or how to monetize your name. Well, now when I help you create a personal brand and I say, "Well, hey, did you know you could actually monetize it through doing these talks?" Well, now that creates a customer. I've already showed them that I can help them. I've already helped them build a personal brand. Now they're like, "Wow, you know, I need the next thing." Okay? Not because I just held something back, but because I showed them how to be successful at something that made them want to be more successful at a bigger thing. So when I sold my first book, Digital Millionaire Secrets, that book did really well. Like it was a Wall Street Journal in USA did a best-selling book. It was 10 bucks. 10 bucks for a book. When they read the book, they realized, "Wow, I can make money through my knowledge." And so they ended up buying my offer on how to create an education program that you can sell that

book. People bought it. And people who bought that book, read that book, and then bought our higherend program. We did $15 million in sales off people that read that book. Now, most people that read that book didn't even know you could make money selling your knowledge. They didn't even know that.

So, you see what I'm saying? I created the market. Mhm. And so, this is what the best entrepreneurs do. This is what Steve Jobs did. Uh this is what what people do. And I mean, I could give you a thousand examples of this, but I know that we only have so much time.

Yeah. Um, by the way, this is going so well. So, I I'm I'm I want to turn this into a two-part episode. We'll make the first part about marketing, branding, and then the second part about sales. Well, Yap gang, there you have it. Another epic episode in the books. and Dan Henry just dropped straight up gold on how to build a powerful personal brand and scale your business through systems that actually make life easier. Now, I love how Dan flipped the script on hustle culture. We often get hustle culture down our throats, but he reminded us that success doesn't come from just grinding harder and harder. It comes from building what he calls velocity vehicles, the assets, tools, and frameworks that multiply your effort. It reminds me of Ben Hardy's 10X is easier than 2X.

You've got to do things differently if you want to scale faster. Whether it's an automated webinar or a high-erforming piece of content or a strong personal brand, these vehicles keep working for you long after you clock out. Another gem from this conversation was Dan's circle of focus. Instead of chasing shiny objects, you've really got to give 100% to one thing until you completely master it. So much so that you can delegate it effectively. Focus creates momentum and momentum builds wealth. You can't grow a business by splitting your attention 10 different ways. And of course, we can't forget the brand triad framework. Every great personal brand stands for something, stands against something, and isn't afraid to show a flaw. That's the authenticity that makes people connect with you and trust you. Like Dan said, you don't build a brand by sharing value.

You build it by sharing values. I just love that line. What I love most about Dan's story is how personal branding changed his life. It helped him retire his parents, gain financial freedom, and create opportunities that just didn't exist before. That's what happens when you build a name that people know, like, and trust. Everything gets easier. Yap fam. If you listen, learned, and profited from this episode, be sure to share it with a friend who's growing their business or brand. And don't forget to write us a fivestar review on Apple Podcast, Spotify, Castbox, or comment on YouTube. It really helps us reach more listeners. I want to know what was your biggest takeaway from this episode because I know that you had one. If you want to watch this episode, I highly recommend you go watch it on YouTube. I would listen to it again. If you listen to it on audio, go watch it on YouTube because Dan was

drawing up his different frameworks and giving examples on his whiteboard while we were talking. So, this is a great episode to go watch on YouTube. You can just find the channel Young and Profiting on YouTube. You can also find me on Instagram and LinkedIn. Just search Hala Taha. And be sure to tune in next week for part two where Dan and I dive into his million-dollar sales psychology and storytelling frameworks. All right, that's it for now. We'll see you in part two next week with Dan Henry if you want to learn more from him. This is your host, Halataha, aka the podcast princess, signing off.

Questions about this episode

What is discussed in "Dan Henry: The Marketing Strategy Entrepreneurs Use to Build Massive, Money-Making Brands | E378"?

In order: 0:00 Clear Channel, Dan Henry, Young and Profiting Podcast; 10:00 Delete Me, Northwest Registered Agent; 40:00 Mark Manson; 50:00 Dan Henry, Digital Millionaire Secrets, Easy Webinar, Leaf Babin; 1:00:00 Dan Henry.

What is mentioned in this Young and Profiting episode?

10 people, works and ideas are mentioned, including Dan Henry, Young and Profiting Podcast, Clear Channel, Delete Me, Northwest Registered Agent, Mark Manson. Each one on this page links to its own page with every episode that mentions it.

How long is "Dan Henry: The Marketing Strategy Entrepreneurs Use to Build Massive, Money-Making Brands | E378"?

The episode runs 1 h 1 min; the transcript is about 11,641 words in 131 timestamped sections.

More from Young and Profiting

About this transcript: the episode's spoken words as captioned on YouTube, split into timestamped sections. Reclip.Me locates every person, work and idea in the text, keeps the time it is first named, and quotes the words around it verbatim. Last updated January 24, 2026.