How to Scale a Video Business with Den Lennie

Dive into this inspiring episode as Den explores Sam's entrepreneurial voyage from a passion for video to spearheading a successful business in the live streaming and AV industry. From navigating the complexities of COVID-19 to acquiring another company, Sam offers invaluable insights into the trials and triumphs of business expansion, the efficacy of active marketing, and the indispensable role of community and mindset in attaining success. Whether you're an aspiring business owner or in the process of scaling your venture, this episode is brimming with practical advice and genuine experiences to inspire and steer you on your entrepreneurial path.Here's a sneak peek of what you'll hear:Introduction to Sam's journey from filming action sports as a youth to becoming a prominent figure in the live streaming and AV sector.How the COVID-19 pandemic unexpectedly amplified the need for live streaming services, propelling Sam's business into new heights.The strategic advantages and outcomes of acquiring an additional AV company to bolster Sam's business positioning for future success.Insights into the obstacles encountered while scaling the business, emphasizing systematization, staffing challenges, and project management.The critical role of active marketing, with a spotlight on LinkedIn strategies, in driving business growth and establishing a strong industry presence.The value of being part of a business accelerator community for support, learning acceleration, and accountability.Sam's personal reflections on managing stress, the power of a positive mindset, and his quest for achieving a balance that fulfills his life goals.Encouragement for budding entrepreneurs to pace their journey, savor the process, and methodically build a business that aligns with their vision.Sam Lecon's website: https://www.streamadelaide.com.au/Support the showConnect with Den on LinkedIn https://www.linkedin.com/in/denlennie/Get more great resources over at https://www.denlennie.com/

In this episode, Den addresses a pressing concern echoing through the video business community in March 2024: the challenge of articulation. This episode is a deep dive into why so many videographers are finding it difficult to communicate the unique value they bring to their target markets, directly impacting their ability to attract and secure work. Den unpacks the essence of marketing as not just a tool but a necessity for survival in the competitive videography landscape. By breaking down the process into digestible, actionable steps, this podcast promises to equip you with the strategies needed to redefine your marketing efforts, helping you to not only stand out but thrive.Here's a sneak peek of what you'll hear:Unveiling the Articulation Challenge. An exploration of marketing fundamentals: delivering the right message to the right audience at the perfect time.Overcoming Creative Hurdles. The destructive cycle of inactivity and its impact on business flow, highlighting the crucial role of consistent marketing.Strategic Market Engagement. Emphasis on the importance of niche specialization and using a 'profit per day' metric to pinpoint the most profitable client segments.Innovative Client Acquisition Tactics. Leveraging LinkedIn for strategic marketing, emphasizing the importance of consistent engagement to remain top of mind.Real-world Success Stories. The critical need for patience and persistence in building a successful business and fostering market trust.Support the showConnect with Den on LinkedIn https://www.linkedin.com/in/denlennie/Get more great resources over at https://www.denlennie.com/

In this episode, Den provides a curated list of essential reads for videographers and creative entrepreneurs, aiming to inspire, educate, and drive transformative approaches to business and personal development. Highlighting books on a range of topics from building a sellable business to cultivating success through daily habits, Den shares insights on applying these lessons broadly across entrepreneurial endeavors for strategic growth. Here's a bullet list of the books mentioned with a short summary of each:Built to Sell by John Warrillow: Highlights the journey of a graphic designer evolving from freelance to owning a sellable business, underscoring the significance of systemization and operational independence.One Page Marketing Plan by Alan Dib: Offers a streamlined strategic marketing overview, providing actionable insights on market understanding and message crafting within a single-page framework.Extreme Ownership by Jocko Willink and Leif Babin: Delivers leadership lessons from former Navy SEALs on taking full responsibility in life and business, translating military discipline into personal and professional growth strategies.The Road Less Stupid by Keith J. Cunningham: Focuses on smarter business decision-making, advocating for reflective thinking time to avoid common business errors, with direct advice on strategic planning.Great by Choice by Jim Collins: Analyzes the success of companies in tumultuous conditions through the "20 Mile March" concept, promoting consistent, disciplined progress with insights from historical explorations.Can't Hurt Me by David Goggins: Chronicles Goggins' transformation from adversity to becoming a top endurance athlete, inspiring readers to surpass mental limits and explore untapped potential.Your One Word by Evan Carmichael: Encourages identifying a singular, powerful concept to drive business and personal ethos, simplifying success into one guiding principle.Atomic Habits by James Clear: Details the impact of small, daily habits on achieving significant, long-term goals, emphasizing the compound effect of routine actions.The Rockefeller Habits by Verne Harnish: Inspired by John D. Rockefeller's strategies, this book offers a structured approach to business scaling with a focus on strategic planning and goal achievement.Die With Zero by Bill Perkins: Challenges traditional financial planning, advocating for spending wealth on life experiences to ensure a fulfilling life without regrets of unused wealth.$100 Million Offers by Alex Hormozi: Teaches the art of creating compelling offers with principles of direct response marketing, aimed at maximizing business growth and customer value.Work Less, Make More by James Schramko: Shares strategies for optimizing business efficiency to enhance income while minimizing work hours, targeting entrepreneurs desiring work-life balance.Business for Filmmakers by Den Lennie: Offers unfiltered advice on building a lucrative videography business, addressing practical aspects from passion to profit.The Filmmaker's Guide to Budgets and Quotes by Den Lennie: Focuses on financial strategies for filmmakers, with tips on boosting production profit margins through effective budgeting and quoting.Support the showConnect with Den on LinkedIn https://www.linkedin.com/in/denlennie/Get more great resources over at https://www.denlennie.com/

In this episode, Den discusses effective strategies for handling sales calls in the video production business. He emphasizes the importance of building rapport early in conversations and maintaining an authoritative position. The main focus is on a systematic approach to sales, distinguishing between 'warm' leads and other inquiries, and handling the common urgency for price quotes from potential clients.Here's a sneak peek of what you'll hear:Focus on Sales Calls: Strategies for effective sales calls in video production business.Building Rapport: Importance of establishing rapport early in the sales conversation.Maintaining Authority: Techniques to maintain an alpha position during sales discussions.Handling Price Inquiries: Addressing clients' urgency to know the price and guiding the conversation effectively.Sales as Art and Science: Acknowledging sales requires both skill and systematic approach.The Three-Part System: Identifying the problem, understanding the client's goal, and envisioning the future scenario.Client Engagement: Strategies for engaging clients in discussing their business, problems, and goals.Assessing Client Needs: Questions to assess the client's needs, goals, and expectations.Building Trust: Tips for establishing trust and assessing client's motivation and urgency.Price Discussion: Navigating the conversation to a budget discussion and handling price objections.Support the showConnect with Den on LinkedIn https://www.linkedin.com/in/denlennie/Get more great resources over at https://www.denlennie.com/

In this episode, Den discusses the common challenges videographers face in January, often referred to as the "January blues." These challenges include financial strains, feeling demotivated, and the loneliness that comes with running a business. Den shares insights from a recent two-hour coaching call with the Video Business Accelerator Elites, emphasizing the importance of community and mentorship in overcoming these challenges.Here's a sneak peek of what you'll hear:The recurring nature of the January blues and the impact on videographers' enthusiasm and optimism.The financial pressures faced at the start of the year, including late payments and an empty bank account.The importance of being part of a coaching community to avoid making rash decisions and to gain new perspectives.Strategies for scaling a video business, not just in size but in fitting one's personal goals and lifestyle.The significance of having a strategic plan and clear goals, both financially and personally.The value of consistency in running a successful video production business and setting realistic expectations.Support the showConnect with Den on LinkedIn https://www.linkedin.com/in/denlennie/Get more great resources over at https://www.denlennie.com/

Dive into this enthralling episode of the 'How to Scale a Video Business Podcast' with Den Lennie. Experience a captivating journey from humble beginnings in 2009 to the realization of a dream lifestyle in Australia. This episode is a treasure trove of insights on balancing entrepreneurial aspirations with personal goals, the nuanced challenges of business growth, and the art of aligning your work with your values. Join Den as he offers a candid, personal narrative filled with lessons and inspiration for entrepreneurs at all stages of their business journey.Here's a sneak peek of what you'll hear:Beginnings and Dreams: Reflections on the business's early days in the UK, emphasizing the perseverance required to achieve long-term goals.Entrepreneurial Challenges: Discussing the stark realities and unexpected challenges in the initial years of business and how to navigate them.Decade of Evolution: Insights into the business's growth and maturation over 10 years, focusing on efficiency and quality.Future Plans and Work-Life Harmony: Strategies for reducing Den's day-to-day business involvement to achieve better work-life balance.Defining Success: Exploring the concept of a vision board and personal definitions of success.Australian Adventure: The tale of moving to Australia and the journey towards buying the dream home.Strategic Property Decisions: Tactics used in buying and selling properties, including leveraging the same agent for continuity.Value-Aligned Business Practices: Emphasizing the importance of aligning business operations with personal values and goals.Upcoming Events and Podcast Pause: Announcing upcoming client events and a brief break in the podcast schedule due to the house move.Support the showConnect with Den on LinkedIn https://www.linkedin.com/in/denlennie/Get more great resources over at https://www.denlennie.com/

In today’s episode, Den delves into the critical topic of gear acquisition syndrome in the video production industry. With the allure of Black Friday deals, he shares valuable insights on the importance of prioritizing business and personal growth over expensive equipment purchases. Drawing from his experiences and discussions from the VBA Elite Mastermind group, Den provides practical advice and strategies for video business owners.Investment Focus: The importance of investing in business growth and personal development instead of accumulating equipment.Quality vs. Cost: A comparison of different lighting brands like Aperture and Nanolight, highlighting the balance between cost and quality.Business Growth Strategies: Den shares strategies for building a successful video business, including saving profits, investing in marketing, and learning sales techniques.Mentorship and Learning: The value of mentorship in business, based on Den's own experience with a mentor and his investment in personal growth.Client Case Study: Discussion of a challenging situation with a client, underscoring the importance of risk mitigation and problem-solving in business.Exclusive Offers: Announcement of two special offers - a half-price entry to the uplevel program and a sales training program named "Organic Sales Machine."Sales Training Program: Details of the sales training program, including LinkedIn optimization, lead generation, quoting for profit, and cash flow management.Support the showConnect with Den on LinkedIn https://www.linkedin.com/in/denlennie/Get more great resources over at https://www.denlennie.com/

In this episode, Den Lennie addresses the challenges of sales in the video business, emphasizing the need for a consistent mindset and habit formation. Key topics include the role of CRM tools in managing client relationships and tracking leads, strategies to combat sales slumps, and the power of community support. Insights from VBA members highlight practical approaches to maintaining a vibrant sales pipeline and the importance of peer advice in navigating business hurdles.Sales Mindset Challenges:  Discussing consistent sales approaches and habit formation.CRM Benefits:   Exploring various CRM tools for client tracking and lead management.Navigating Sales Downturns:  Tactics for overcoming inactive periods in business.Sales Pipeline Management: Techniques for nurturing and tracking sales opportunities.Community Insights: Member experiences and peer support for business challenges.Support the showConnect with Den on LinkedIn https://www.linkedin.com/in/denlennie/Get more great resources over at https://www.denlennie.com/

This episode is a candid exploration of the challenges and triumphs in the video industry, client success stories, and Den's personal journey of balancing professional ambitions with personal well-being. Whether you're a budding videographer or an established entrepreneur, get ready for insightful strategies, real-life anecdotes, and practical advice on thriving in the ever-evolving world of video business.Return from Hiatus: Understanding the reasons behind the podcast's recent break and how to manage burnout.Reality of Business Growth: Insights into the practical challenges of scaling a video business.Personal Preferences: Why Den prefers audio podcasts over other content formats like YouTube videos.Success Stories: How Den's clients are achieving remarkable results through the Video Business Accelerator program.Niche Focus: The importance of focusing on a specific niche for business growth and client satisfaction.Life Updates: Sharing Den's personal experiences with moving house and the importance of family time.Business Philosophy: Balancing business growth with personal life and happiness.Building Client Relationships: Strategies for creating lasting partnerships and introducing subscription models.Addressing Burnout: The importance of recognizing and managing burnout in the entrepreneurial journey.Looking Ahead: Future plans for the podcast, new website launch, and the free community resource for videographers.Support the showConnect with Den on LinkedIn https://www.linkedin.com/in/denlennie/Get more great resources over at https://www.denlennie.com/

Hey there, fellow creators and business enthusiasts! 🎥 In today's episode, we're diving deep into the real-talk territory of business partnerships - especially why going into business with someone isn't necessarily the golden ticket to success.Ever found yourself wondering if you should join forces with someone in the hopes of making your business boom? Before you take that leap, lend an ear to some invaluable advice based on firsthand experiences. In this episode, I share insights from my journey, painting a realistic picture of what partnering with another company truly entails.I recount my days in London, where a mutually beneficial agreement with another production company laid the foundation for a successful collaboration, without the formalities of an official business partnership. This casual yet respectful arrangement had us bringing varied projects to each other's tables, fostering trust and flexibility while keeping our individual businesses flourishing.Walk with me as I break down a real-life example from a recent coaching call, sharing some golden nuggets on how to negotiate better with other production companies without getting into an official partnership. We're talking about wearing your producer hat and getting into the nitty-gritty of budget discussions, quote preparations, and fostering relationships that are mutually rewarding.And remember, when it comes to business and negotiation, it's a messy arena. You're not just crunching numbers but also building partnerships where compromise and collaboration lead the way. I share some of my own tales, working with big names and how James and I successfully maneuvered through various projects, maintaining a respectful agreement that worked wonders for both of us.So, if you're ready to foster relationships that are not just profitable but also harmonious, this episode is for you! Hit play to learn how to negotiate better, forge meaningful connections, and create a win-win situation in the industry without getting caught in the formalities of an official partnership.And as always, if you find value in this content, please do like, subscribe and join our free community through the link below. We've got a treasure trove of resources waiting just for you!Here's to building businesses that thrive on mutual respect and collaboration, rather than rigid partnerships! 💼🤝Support the showConnect with Den on LinkedIn https://www.linkedin.com/in/denlennie/Get more great resources over at https://www.denlennie.com/

Ever wondered how to accurately price your video projects? Dive into today's episode where we break down the magic behind the pricing calculator used in the VBA. This tool has been a game-changer for us, helping itemize and streamline our pricing process. From pre-production, production to post and expenses – we discuss it all. 🎬You might sometimes feel the pressure of the market or Uncle Bob saying his DSLR does wonders for almost free, but knowing your worth is essential. We chat about translating the video production process into terms your clients will understand and valuing your expertise at every stage.Not only will we dissect the pricing process, but we’ll also explore how to communicate value, deal with budget constraints, and anchor the worth of your work away from casual hobbyists.Support the showConnect with Den on LinkedIn https://www.linkedin.com/in/denlennie/Get more great resources over at https://www.denlennie.com/

Ever felt like you're stuck in a never-ending cycle of getting TOO busy with work and neglecting the growth of your video business? I've been there! In today's episode, I'm sharing a clip from a live training call where I dive deep into this exact challenge. We chat about the balance of handling client requests while still being the driving force behind your business. And trust me, every video business faces this, whether you're earning thousands or millions. So let's navigate these tricky waters together. 🌊 Support the showConnect with Den on LinkedIn https://www.linkedin.com/in/denlennie/Get more great resources over at https://www.denlennie.com/

Hey there! Ever caught yourself neck-deep in tasks that you KNOW aren't the best use of your time? 😅Today, we're diving deep into the game-changing concept of the 'effective hourly rate' and how you can leverage other people's time to optimize your day-to-day operations. You'll get a peek into a recent coaching call where we hashed out when to DIY and when to bring in an expert. 🚀 Plus, real talk on some common daily tasks (like house cleaning and even cooking!) and if they're truly worth your valuable hours. 🕒Get a notebook ready, because we're also touching on the nitty-gritty of evaluating your past year's business activities. Yep, it's a reflection session, but don't sweat – we'll guide you through the tough bits. By the end, you'll have a clearer sense of where your time goes, and how to ensure you're always getting the bang for your buck!Support the showConnect with Den on LinkedIn https://www.linkedin.com/in/denlennie/Get more great resources over at https://www.denlennie.com/

Hey there, aspiring videographers and business enthusiasts! 🎥 In today's episode, we're diving into the real struggles of transitioning from a freelance videographer to running a full-scale video business. It's not all glitz and glamor; it's about making tough choices, understanding what shoots to take on, and finding that perfect balance between doing what you love and growing your company.Join me as I guide one of my clients through a coaching session, revealing the ins and outs of evaluating projects, when to outsource, and the exciting opportunities that lie in those golden business environments. Whether you're all about the travel or cozying up with ribs and potential clients, this chat's got some invaluable tips for you. And guess what? We even uncover the secret to transforming from a hands-on technician into a strategy-loving business owner. 🧠💼Are you feeling trapped in the technician realm? Wondering how to scale your business without losing your creative spark? Or perhaps you're dreaming of being the dominant service provider in the U.S. Then, you won't want to miss this one!Support the showConnect with Den on LinkedIn https://www.linkedin.com/in/denlennie/Get more great resources over at https://www.denlennie.com/

Have you ever wondered about production fees and whether you should charge them on your video projects? In today's episode, we're diving deep into the production company fees.Whether you're a one-man band or running a full-fledged production company, understanding production fees is essential to pricing your projects correctly and making more money. We'll talk about what production fees cover, why they're vital, and how to articulate them to your clients. Spoiler alert: It's probably easier to charge a fee on a 15K project than a 5K project, but hey, there's no reason you shouldn't try!From line items to margins, office expenses, and even justifying the cost of your filmmaking addiction (trust me, I know the struggle), we'll cover it all. And I'll take you through an example of a real conversation I had with a client about production fees. It's all about being fair and transparent, providing excellent service, and making sure your business thrives.Whether you're looking to fuel your equipment habit or simply optimize your expenses, this episode is packed with insights that will help you make more profit on your productions.Support the showConnect with Den on LinkedIn https://www.linkedin.com/in/denlennie/Get more great resources over at https://www.denlennie.com/

In today's episode, I'll be sharing some cool tricks for keeping the conversation going on LinkedIn. We've talked about connecting with prospects organically, but what do you do when the conversation gets live? I'll show you how to nurture the relationship with curiosity and make sure the dialogue keeps flowing.One common question I get is about following up with leads without sounding desperate. It all depends on who you're talking to. If you have a specialization or niche, personalize your follow-up by mentioning a recent project that would interest them. Engage their curiosity and ask if they'd like to see it. This approach keeps the conversation going without being pushy.When targeting agencies on LinkedIn, remember that you're not the only one vying for their attention. Stand out by offering a personal touch. Let them know you just finished a project that's relevant to their industry and ask if they'd like a link to check it out. By intriguing them, you make them decide whether they want to explore the relationship further.In summary, it's essential to use curiosity to engage your prospects on LinkedIn. Personalize your follow-ups based on their interests or niche, and offer intriguing opportunities to keep the conversation alive.  Support the showConnect with Den on LinkedIn https://www.linkedin.com/in/denlennie/Get more great resources over at https://www.denlennie.com/

In today's episode, I dive into a topic that makes many filmmakers uncomfortable: marketing. I totally get it! We all hate being spammed or bombarded with unwanted messages. But here's the thing: if you don't put yourself out there, you're guaranteeing no results. Remember what Wayne Gretzky, the famous hockey player, said: "You miss 100% of the shots you don't take."Join me as I share a valuable coaching call clip where I discuss the specifics of marketing and how to conquer the fear of promoting your work. We'll explore how to get comfortable with marketing and overcome the fear of annoying potential clients. Trust me, most people won't even see every piece of marketing you put out.I debunk the myth of spamming and highlight the importance of targeting a specific audience. I'll share insights from our email marketing tests and how frequently you should engage with your clients through email. Plus, I'll reveal the power of consistent content creation and building relationships on platforms like LinkedIn.If you're ready to learn effective marketing strategies tailored to the video production service industry, you're in the right place. Don't miss out on this valuable advice to get your work noticed and grow your business.Support the showConnect with Den on LinkedIn https://www.linkedin.com/in/denlennie/Get more great resources over at https://www.denlennie.com/

In the dynamic world of video production, it's common to experience ups and downs in your business. But how can you effectively manage those slow periods and ensure a consistent flow of opportunities? In this episode, join me as I dive into the specifics of sales and marketing strategies that can help you prepare and maintain a steady stream of business growth.This insightful discussion was extracted from a live coaching call within the VBA Elite program, providing you with an insider's perspective on our methods. Sales lulls are natural and don't necessarily indicate a decline in your video business. Instead of panicking, take a moment to gain perspective through activities like meditation or going for a walk. Then, approach your marketing efforts systematically by focusing on making meaningful connections rather than relying solely on email blasts with low click-through rates.I share the importance of prospecting and leveraging your warm leads and existing clients to uncover new opportunities. Remember, market conditions are constantly shifting, and it's crucial to adapt your offers accordingly. Testing different marketing strategies, such as running new ads or exploring alternative angles, allows you to stay in tune with the market's demands.I also discuss the impact of seasonal fluctuations, such as the end of the financial year, which can affect your video business's activity. Understanding that businesses experience periods of both high and low activity is essential. By tracking your quarterly performance and staying on target, you can focus on strengthening your marketing efforts and boosting sales.Sales, as Wayne Gretzky famously said, is a numbers game. Don't hesitate to put yourself out there and embrace the process. I share a couple of real-life examples of engaging with potential clients facing cash flow challenges, demonstrating the importance of diagnosing the bigger picture and providing solutions that address their needs. By being genuinely helpful and having conversations that offer value, you can build trust and establish yourself as a go-to resource.Consistency is key in sales and marketing. Balancing regular social media posts with proactive outreach ensures a powerful combination that drives results. To explore more insights and resources to scale your video business, I invite you to join our free community or watch our comprehensive training—both linked below. Let's work together to take your video business to new heights.Support the showConnect with Den on LinkedIn https://www.linkedin.com/in/denlennie/Get more great resources over at https://www.denlennie.com/

In this episode, I want to tackle a common concern among videographers: taking time off and worrying about the state of your business while you're away. Recently, one of my clients decided to take a month off to shoot in Europe, and we had an insightful discussion about how to prepare for such a break.Join me as I share a clip from our VBA Elite Mastermind, where we support a member making a big decision in his business and planning for time off. We dive into the anxieties that arise, the challenges of managing a business remotely, and strategies to ensure a smooth operation in your absence.As creatives, we often think that no one else can handle our clients and projects like we do. But in this episode, we explore the idea of transitioning your business into a self-sustaining entity, where you can step back and trust others to take the reins. We discuss the importance of systemizing workflows, delegating tasks to capable team members, and positioning yourself as an international business.You'll also hear practical advice and personal experiences from fellow videographers who have successfully taken extended breaks. We talk about maintaining consistent communication, even while away, and the positive effects of ongoing marketing efforts.So if you've ever wondered how to navigate time off as a videographer or if you're planning your first extended break, this episode is for you. Discover strategies to keep your business running smoothly, embrace curiosity, and enjoy a well-deserved vacation without worrying about the long-term impact.Support the showConnect with Den on LinkedIn https://www.linkedin.com/in/denlennie/Get more great resources over at https://www.denlennie.com/

Hey guys! Today's episode is a real-life scenario of a client pulling out of a gig just days before it happens. Ever faced a situation like this? I'm sharing my personal experience of how we tackled this in the VBA Elite Mastermind. Learn how to turn these situations into valuable business lessons and effectively navigate cancellation policies. We'll also discuss striking a balance in negotiations to ensure a fair outcome for all parties.Find out how we've worked towards minimizing our actual out-of-pocket expenses and managed to bring down the cancellation fee to 25% of the original budget. Discover the art of negotiating with grace while preserving relationships with your clients, even in sticky situations.Lastly, we'll delve into the power of community, particularly among video business owners, and how it helps you rally around in challenging times. Join us in this journey and see how you can also leverage these experiences to build a more robust video business.Support the showConnect with Den on LinkedIn https://www.linkedin.com/in/denlennie/Get more great resources over at https://www.denlennie.com/