Keyshaun Brooks: How to start, grow and scale your own affiliate programs.
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Steve Werner: Welcome back to grow your impact income and influence the number one show online helping you reach millions.
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Steve Werner: My name is Steve Warner and i’m your host today, we are going to be talking about the income portion of that we’re gonna be talking specifically about affiliate marketing.
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Steve Werner: My guest today has grown her own skincare brand over the last two years she has more than 45 affiliates she has celebrity endorsements.
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Steve Werner: She is absolutely killing it when it comes to skincare and I love the fact that she is not focusing on traditional ads we’re going to jump into that because Sean welcome to the show how are you doing today.
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Kayshaun Brooks: hi Thank you i’m so happy to be here, I am well, I am well.
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Steve Werner: awesome so I know this kind of started off on a personal level for you, we were kind of talking off camera beforehand, I know you have a history that got you into the so where did the skincare journey start for you.
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Kayshaun Brooks: Okay, so technically the skincare journey really started with me, I have.
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Kayshaun Brooks: eczema and my oldest son and, as I have another little skin condition was not little but it’s called hs and so i’ve been like just dealing with stuff off and on throughout my life but.
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Kayshaun Brooks: My youngest son was diagnosed as an infant with eczema he actually had several different types of eggs and I didn’t even know the human body could do that but.
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Kayshaun Brooks: It was a grueling you know, three years of him shredding his skin blood infections and the steroids, and what the doctors was giving him was not.
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Kayshaun Brooks: working so you know with me and my other son, you know normally I could get like pure oil olive oil coconut oil or like some.
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Kayshaun Brooks: Cocoa butter in those things would work, but with him, you know I had to like research and do a lot of.
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Kayshaun Brooks: mixing for quite a few years, and so it took me three years to formulate the first couple of products to watch to help his skin and others around me but.
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Kayshaun Brooks: I made products for 10 years before starting my business in 2018 you know it was more of a necessity, just the need, but after.
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Kayshaun Brooks: A decade of helping him myself and so many other people and I had the opportunity to put my products in a store and I was like okay it’s no longer a hobby let’s make this real and that’s when it all began but i’m glad it did because.
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Kayshaun Brooks: I was trying I transitioned out of my medical field at that time, I have a history of the medical field and have 20 years 10 as a nurse and so.
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Kayshaun Brooks: who knew.
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Kayshaun Brooks: A little less than six months after starting my business I would no longer be working due to some injuries that happened that year, so this is like a whole new life for me, you know, a new discovery, but all things work together for good.
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Steve Werner: awesome so I mean that’s a pretty cool story that you, you develop this for your son and over the course of 10 years grew it refined it, I mean tell me first like how did your son’s body respond to it and, like i’m sure you made tweaks over and over and over again right.
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Kayshaun Brooks: I had to because I had to watch what it did you know with his skin, you know all the knowledge that I spent in the medical field everything that I learned in school, I had to start utilizing that knowledge, because.
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Kayshaun Brooks: I was at war with trying to help save my son so that’s I was able to learn the difference between using you know organic and non organic products because I seen how.
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Kayshaun Brooks: You know, when you use higher quality ingredients to scan will heal faster because.
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Kayshaun Brooks: I i’m remembering when I was a child, growing up with these issues, so I know what I don’t want him to go through.
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Kayshaun Brooks: Because I went through it myself so that’s why I have a luxury skincare line you know, because everything is organic it’s natural it’s high quality.
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Kayshaun Brooks: But containers that I use it’s for a reason because I want the consistency and the quality of the products to sustain because when you buy in fresh.
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Kayshaun Brooks: products, which is another thing there’s no preservatives no alcohol no parabens no toxins or anything because I learned with him and with myself.
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Kayshaun Brooks: I seen how the body changed when you eliminate those things, this is why i’m a holistic pain and trauma where you know I look at things on a holistic side so it’s not just the.
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Kayshaun Brooks: Products it’s you know what you should be eating what you should be drinking the things you should be eliminating you know that’s what kind of makes me a little different.
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Kayshaun Brooks: You know than any other skincare company because i’m going to educate you on all the different things to help you battle this these type of skin conditions.
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Kayshaun Brooks: Completely because I noticed, I was using a lot of product, but he will still having issues, but then, when I worked on what he was eating what he was drinking.
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Kayshaun Brooks: You know the type of you know laundry detergents, that I was using with his skin I started seeing a more better.
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Kayshaun Brooks: response to his skin so, then I was able to use less products, you know, like a little tip that I have with anyone that I like to give who has dry skin when you.
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Kayshaun Brooks: babe you know, take the time to let your skin soak up the water don’t just jump in the tub in the shower wash off and get out you have that dry skin, you have to give your skin time to absorb and drink the water so when you get out don’t dry your skin off.
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Kayshaun Brooks: All the way leave a light fan of water, you want to scan them and then you’re going to come with that thick heavy cream and seal data so that you don’t have to use as much product and your skin stays moisture moisturize longer.
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Steve Werner: Okay, so talk to me about what happened to transition you into actually starting to sell this and somebody comes to you in asked for samples, and you grew that way, did you just start.
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Steve Werner: Like talk to me about how that transition happened because I think that’s.
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Steve Werner: that’s a fun story.
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Kayshaun Brooks: So from day one, you know, I was selling my product, you know i’ve always had an entrepreneurial spirit, so, even when.
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Kayshaun Brooks: I was making it for my son I knew what I was doing and so other people would buy it so.
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Kayshaun Brooks: In my testing phases it’s not like nothing was wrong with it, it was bad and it was damaged and people, it was just I was refining it so i’ve always so but.
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Kayshaun Brooks: As far as branching out into it, not just being only me I was about three months, you know, remember, I was coming from that accident.
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Kayshaun Brooks: And coming into this online world like oh my God, this is a see but three months in someone approached me and.
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Kayshaun Brooks: I didn’t have the look that I had but they was like hey I like your products, I like your brand.
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Kayshaun Brooks: Can I be your affiliate and i’m like what’s an affiliate and you know and they’re like.
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Kayshaun Brooks: it’s where I promote your brand and we make up a deal, and you know you give me product money you know we make up, so I was like well, let me look into this went to some people.
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Kayshaun Brooks: Who are trusted and they was like girl Do you understand the opportunity that’s ahead of you and i’m like no please help me and then like you can be the holistic, you know, Mary Kay or Avon and i’m like Okay, I like this idea, so I told the young lady hey.
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Kayshaun Brooks: This is new, I like this, but i’m going to have to learn, and if you want to rock with me as I learned, you know, let less go and you know it’s been two years and she’s still here with me but.
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Kayshaun Brooks: Maybe four to five months later, I was up to about 12 affiliates and then I ended up getting my first celebrity brand Ambassador and i’m like whoa this is.
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Kayshaun Brooks: This is really, really turning into something, but the key to be really wanting to do this was.
00:08:06.270 –> 00:08:13.740
Kayshaun Brooks: I was dealing with some injuries, so I really couldn’t do a lot of promoting and going out to places and.
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Kayshaun Brooks: Again, the online world was new to me and I did not have the funds to do a lot of marketing and things like that, so this was one of the most cost effective ways for me to get my brand out there and to do marketing.
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Steve Werner: that’s I mean I agree 100% a lot of the people that I coach when they come to me they say you know we’ve got a marketing budget of $200 a month.
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Steve Werner: or $100 a month or.
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Steve Werner: Nothing, but we really need to grow and the first thing I say is, if you line things up correctly and you find a few partners that will work with you, you can grow through that it’s not going to be.
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Steve Werner: it’s not overnight success, but there is no such thing as an overnight success it gets you in the right place, it helps you learn how to tweak the product, because you’re actually working with people that can give you direct feedback and so few people see that.
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Kayshaun Brooks: Oh, my God.
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Kayshaun Brooks: You are the first person to say that, in an interview that is one of the tips that I give you know exactly what i’m talking about.
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Steve Werner: Well that’s I mean you see so many people, they just say, well, I want to make right every what does everybody say I want to make a million dollars.
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Steve Werner: Great that’s an awesome goal and you should do that your life will be so much better, but it doesn’t happen in a week and, unfortunately, like.
00:09:28.560 –> 00:09:38.040
Steve Werner: living in instagram world that’s what everybody sees but the truth of it is it takes time to get there right, and you have to get the product perfect if you got.
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Steve Werner: I mean imagine if you would have got 20,000 orders your first week in business, you wouldn’t have known how to deal with packaging or how to get the product to the people, it would have caused so much stress and such a meltdown.
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Kayshaun Brooks: thousand dollar order last year.
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Kayshaun Brooks: And how much in an $80,000 order it wasn’t yeah and last year I am it’s because I was just to have surgery, I was.
00:10:06.000 –> 00:10:18.750
Kayshaun Brooks: Potentially facing cancer didn’t know was waiting on the results, I was four days post op and in order came for 80,000 and the order had to be done within 30 days and.
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Kayshaun Brooks: I have any may 80,000 in my business period since i’ve been you know established, so I was first honored you know and shocked, but I cried because I had to tell them no because.
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Kayshaun Brooks: I had to look at my health, you know and just really realistically look at it, I had never done an $80,000 order in a month and a lot of people they don’t look at things from a business side you know.
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Kayshaun Brooks: Because people ridiculed me and called me stupid like you could have just called me and and we would have made that happen and blah blah blah, and like you saying they’re not looking at.
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Kayshaun Brooks: What I would have been able to get all of the supplies that the labels, the equipment that.
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Kayshaun Brooks: So it’s like and that person when I told them no they was like you know what I admired that you said no, because they said, if you would have took this order and did not fulfill it, I was going to drag your name but this shows integrity.
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Kayshaun Brooks: That you ask this because you know what you can and can’t do, and they said, even though you passing this up now, I will come back to you, so I know they’re going to come back, but I had to look at the integrity of everything, and not just night because I would have.
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Kayshaun Brooks: To complete that.
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Steve Werner: that’s I mean my hat is off most people would never ever admit that they would they would make all kinds of excuses or they would have taken the money and not delivered which.
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Steve Werner: You can you can do that one time, the first time you do it you’ll get the money and then you will almost never get business because that person will make sure that everybody knows what happened, plus.
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Steve Werner: At the end of the day, you have to look at yourself in the mirror and if you’re if, like we all know, if we’re out of integrity and if we’re acting.
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Steve Werner: In a in a bad way, you can see the entrepreneurs who do it they’re gone they’re flash in the pan, and they’re gone the next day.
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Steve Werner: So let’s go back I first off, thank you for sharing that and I think that is the most honest story in the world and that person will come back to you.
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Steve Werner: That person will also share that you know what maybe i’m not the right person for you, but I can find somebody who will be the right person for you i’ve seen that happen, time and time again, because people respect that.
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Steve Werner: it’s honestly it’s transparency so let’s go back to affiliate marketing a little bit, because I think it’s interesting that you didn’t know what it was out of the box right, you were like what is, I don’t understand, let me go talk to some people, so.
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Steve Werner: What it is if you’re listening to this and you’re like i’m kind of confused it’s when, instead of paying somebody for ads you have somebody who says i’ll go sell your product for you.
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Steve Werner: Mary Kay did this really, really well right tupperware parties only there were makeup parties in house and the person selling it takes a percentage of the sale.
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Steve Werner: So, how did you find people and what criteria do you use to find the good people right because we’ve all had people.
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Steve Werner: That are not so great try to affiliate for us and we’ve had people who turned out to be really good what are some of the criteria that you look for in people that you work with.
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Kayshaun Brooks: Okay, so one thing, just to let you know, out of the 45 affiliates I only X three the other 42 all came to me, naturally, so I believe.
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Kayshaun Brooks: In attraction marketing you so that’s just me, you know I don’t.
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Kayshaun Brooks: i’m not at that stage where i’m just out there, begging people to become my affiliate I like the way it organically happened and that’s how everything, even the celebrity brand Ambassador just organically I didn’t ask her, she asked me and so um but anyway.
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Kayshaun Brooks: I have an application process, you know most affiliate programs they allow me and everyone to sail the.
00:14:02.190 –> 00:14:11.340
Kayshaun Brooks: to sign up and sale me, I want to have an authentic relationship with you so there’s an application process we check you out I need to talk to you.
00:14:11.610 –> 00:14:16.050
Kayshaun Brooks: You need to talk to me, I need to see how we can collaborate and you have to use.
00:14:16.380 –> 00:14:23.700
Kayshaun Brooks: The products, because I know, whoever you are speaking to they’re going to want to know that you’re using the products they’re going to hear.
00:14:23.970 –> 00:14:34.140
Kayshaun Brooks: That, in your voice the authenticity of it like Okay, she knows the results of what this is going to do you know not saying that it’s some magic potion but.
00:14:34.530 –> 00:14:39.600
Kayshaun Brooks: They know when you use something when you don’t and that’s it and i’m the one out here.
00:14:40.320 –> 00:14:48.870
Kayshaun Brooks: Doing this so I don’t want them to have to go make the same mistakes that I made, which you know when building this this led me to.
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Kayshaun Brooks: evolving in other things it’s like us it’s not just come to me and sale only my products because it’s a lot of work that they do they’re making videos taking pictures writing blogs.
00:15:00.660 –> 00:15:08.430
Kayshaun Brooks: And all kinds of stuff and i’m like wait a minute you’re not just going to make this stuff and then just post it on your platform I have.
00:15:08.880 –> 00:15:18.600
Kayshaun Brooks: platforms as well i’m going to take that and share it as well because we’re a family we’re a Community you know in one all together so.
00:15:19.080 –> 00:15:30.150
Kayshaun Brooks: you’re not just going to promote it i’m going to promote it and they helped me expand, you know, on major you know, on multiple platforms, I was just on instagram and Facebook.
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Kayshaun Brooks: When this started as they kept coming in, you know.
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Kayshaun Brooks: And Okay, and another thing what I don’t care about is the numbers, you know that’s one thing about me because to me, you can have.
00:15:43.530 –> 00:15:50.790
Kayshaun Brooks: A million followers but you don’t have influence none, you know because I went through the trial and error, I used to go out.
00:15:51.090 –> 00:15:59.370
Kayshaun Brooks: After those influencers and stuff who had the big following but then nothing happened, but then, when I went to the micro influencers.
00:15:59.910 –> 00:16:05.850
Kayshaun Brooks: Then I started to see things so there’s pluses and benefits in both but you know you want to look at.
00:16:06.450 –> 00:16:15.630
Kayshaun Brooks: You want receipts whether you’re speaking to an affiliate a brand Ambassador and influencer that’s another disclaimer I want to put out there, like I like how you.
00:16:15.930 –> 00:16:23.040
Kayshaun Brooks: gave an example of what an affiliate is but i’d like to say in the affiliate is someone that’s referring your product or service.
00:16:23.490 –> 00:16:39.090
Kayshaun Brooks: For to get something in return, whether that’s Commission your product your service or referral a joint venture it’s whatever agreement that’s between you two and so whoever you’re going to work with make sure that they have.
00:16:40.020 –> 00:16:48.300
Kayshaun Brooks: some type of receipts, to know that they can follow through with whatever they’re doing you know there’s a lot of people out here hey I can I got a big old following.
00:16:48.600 –> 00:16:57.630
Kayshaun Brooks: Okay, but how many people actually if you’re an influencer have you influence them, you know, did they do something i’ve had influencers that.
00:16:58.470 –> 00:17:13.320
Kayshaun Brooks: that they are part of my team, you know I are part of my affiliates where I let them know hey I got this many sales and they may actually post about it because that’s receipts for them so other people know that okay they’re legit but.
00:17:14.340 –> 00:17:23.670
Kayshaun Brooks: I like to attract my affiliates but this year i’m going after my affiliates you know, I have a goal that go after 100 affiliates this year and.
00:17:24.180 –> 00:17:32.610
Kayshaun Brooks: i’m taking everything I learned through these two years in what i’m looking for so numbers is not just it i’m looking at you know.
00:17:33.180 –> 00:17:47.220
Kayshaun Brooks: you as a person, you know how can we collaborate and cut in complement one another as well, because I want to support you i’ve hired a lot of my affiliates in my company, because if it’s something that I need it.
00:17:48.000 –> 00:17:53.370
Kayshaun Brooks: And they have it, who am I gonna go to them, they already with me why wouldn’t I go to them.
00:17:54.480 –> 00:17:54.990
Steve Werner: Nice.
00:17:55.260 –> 00:17:59.490
Steve Werner: I mean that’s awesome you are building a Community that’s going to go out and help.
00:17:59.550 –> 00:18:03.420
Steve Werner: You build your brand and it helps them right it gives them some extra income.
00:18:04.200 –> 00:18:13.020
Steve Werner: or some skincare product, it gives them something that they’re proud of that’s awesome so talk to me about like what was the biggest mistake that you’ve.
00:18:13.440 –> 00:18:22.440
Steve Werner: learned from in the last two years, because you’ve had that you’ve had quite the journey and growing what is what’s one mistake that you would point to and you would tell people.
00:18:22.920 –> 00:18:28.980
Steve Werner: To avoid when they are if they’re going out and they’re looking for affiliates or they’re building their business through affiliates.
00:18:30.540 –> 00:18:40.830
Kayshaun Brooks: I would tell them don’t make the mistake of given out your products and services for free that’s just my personal belief, because when I started off.
00:18:41.250 –> 00:18:52.770
Kayshaun Brooks: I used to give out anyone I was so happy that people would join you know, and then I thought I couldn’t get anybody if I made them pay for the product, so I was giving them.
00:18:53.220 –> 00:19:01.950
Kayshaun Brooks: I had a whole little kit set all up you know it was like $100 little kit and it was expensive, you know, for me, but I was not getting the.
00:19:02.460 –> 00:19:15.240
Kayshaun Brooks: results at all, you know, a couple of those people are still around the ones who stuck around, but a lot of money, you know was wasted that way, but then once i’m like okay you’re a luxury skincare brand.
00:19:15.660 –> 00:19:28.470
Kayshaun Brooks: You can offer you know, a huge discount, and that is what I do is offer a huge discount when you come on and that’s when I started seeing like Okay, when the affiliates invest a little bit.
00:19:29.190 –> 00:19:39.300
Kayshaun Brooks: They care more and I started seeing a better return in the quality of our relationships and then actually doing you know the work as well.
00:19:40.230 –> 00:19:52.590
Steve Werner: that’s I mean I agree so much with that I think so many people when they get started they’re like we’re just gonna give stuff away for free, whether it’s a program whether it’s coaching whether it’s whatever we’re just going to give it away for free.
00:19:53.100 –> 00:20:00.150
Steve Werner: Because we want to make sure people get on, but if you give stuff away for free you attract people who want stuff for free.
00:20:00.810 –> 00:20:12.990
Kayshaun Brooks: Which is good stuff for free, you know they get incentives and things like that, but that’s after we’ve built this relationship, not how you start, even though some people it works for them, but.
00:20:14.010 –> 00:20:26.910
Kayshaun Brooks: Not when you start off and he was small business, I remember being that hundred dollar or no dollar marketing budget, and you know the beautiful thing with affiliate marketing you only pay after there’s been a transaction.
00:20:27.360 –> 00:20:28.200
Kayshaun Brooks: You know i’m like.
00:20:28.440 –> 00:20:38.910
Kayshaun Brooks: ads you can invest in these ads you don’t know what’s going to happen, you know and and again my affiliates they’re my customers as well.
00:20:39.870 –> 00:20:52.140
Steve Werner: that’s well that’s the thing like if you by giving them a discount they’re still saying i’m interested like I I value this enough to spend money for it, if you stand out on the street corner, giving away anything for free right.
00:20:52.350 –> 00:20:57.840
Steve Werner: If you’re giving away a soda for free if you’re giving away coffee for free if you’re giving away skincare for free if it’s free.
00:20:58.380 –> 00:21:09.090
Steve Werner: almost everybody will take it, because it’s free oh yeah yeah i’d love to do that that’d be great and then they take it, maybe they maybe they sample it maybe they don’t because it’s not important what we spend money on.
00:21:09.690 –> 00:21:15.480
Steve Werner: Is where like we value that that’s why we spend money all money is is an exchange of energy for value.
00:21:16.050 –> 00:21:25.650
Steve Werner: So when people pay for something as an affiliate they are still saying I value that enough to put energy into it, I.
00:21:26.460 –> 00:21:42.180
Steve Werner: Back in 2005 2014 15 I was holding events and people all the time, every event people would ask me for free tickets I would get I don’t know if I sold 500 tickets to an event i’d probably get 3040 people that asked for free tickets.
00:21:42.510 –> 00:21:44.280
Steve Werner: And what I learned really quickly was.
00:21:44.940 –> 00:21:49.260
Steve Werner: They don’t like they’re just asking for free stuff because that’s who they are the minute.
00:21:50.010 –> 00:21:56.580
Steve Werner: I started saying I could discounted ticket for you here fill out this application, I gave them a five question application.
00:21:57.360 –> 00:22:06.720
Steve Werner: Nobody out of out of 30 or 40 people one person would take the time to do even an application i’m like you i’m not giving you $1,000 free ticket sorry.
00:22:07.230 –> 00:22:16.650
Steve Werner: um it’s interesting though that was a lesson I had to learn it’s a lesson most entrepreneurs, I think, have to learn along their journey, so you have a.
00:22:17.700 –> 00:22:25.410
Steve Werner: A PDF that you are giving away to people that is all around starting an affiliate program kind of walk us through that just a little bit.
00:22:31.560 –> 00:22:33.990
Steve Werner: Can you can you hear me now.
00:22:35.790 –> 00:22:36.210
Steve Werner: Oh.
00:22:38.670 –> 00:22:39.420
Kayshaun Brooks: It muted.
00:22:39.750 –> 00:22:40.320
Steve Werner: There we go.
00:22:40.800 –> 00:22:51.120
Steve Werner: Okay, we are back so you have a PDF that is all around a building your affiliate business tell us a little bit what is inside of that.
00:22:52.260 –> 00:23:00.270
Kayshaun Brooks: Okay, so in this ebook it is 10 reasons to start your own affiliate program you know, in the beginning.
00:23:00.750 –> 00:23:14.760
Kayshaun Brooks: All I thought about was just making sales, you know that was all that I knew that it was about but there’s so many more benefits that comes into running your own affiliate program like in the earlier in this interview you mentioned about.
00:23:15.810 –> 00:23:24.720
Kayshaun Brooks: Getting testimonials or reviews, you know I don’t have to go out there, begging customers for reviews on.
00:23:25.200 –> 00:23:34.230
Kayshaun Brooks: products and services, my affiliates give me reviews on products in the services because they’re using them, you know when I come out with.
00:23:34.710 –> 00:23:45.330
Kayshaun Brooks: new products, who am I, giving them to the affiliates and they’re more than happy to let me know Oh, you need to change the consistency or add this or This is excellent.
00:23:45.840 –> 00:23:50.280
Kayshaun Brooks: it’s everything’s right in home in home in the family.
00:23:50.910 –> 00:24:01.050
Kayshaun Brooks: Another benefits to starting I mean to having affiliates and starting your own affiliate program is growing your email list, no one really thinks about.
00:24:01.350 –> 00:24:12.540
Kayshaun Brooks: Growing your email list with affiliates but because I didn’t think about that in the beginning, I didn’t care about an email list, but when I did you know in year two started caring about.
00:24:12.990 –> 00:24:23.610
Kayshaun Brooks: My email list I had my affiliates helped me grow it because they know when they go out there and get their customers they they encourage them to sign up for the.
00:24:24.210 –> 00:24:33.690
Kayshaun Brooks: to subscribe to the email list because they know i’m going to educate them i’m going to be sending out quality information they know I have an eczema group to be teaching them about other.
00:24:33.930 –> 00:24:48.300
Kayshaun Brooks: Natural Resources so they know we’re all building a relationship so you know within one year, to me it may be small to some, but I went from nine to 1000 you know subscribers in one year because of.
00:24:48.810 –> 00:25:03.240
Kayshaun Brooks: My affiliate so Those are just a couple of benefits and like I mentioned earlier, I went from two social media platforms to nine social media platforms that’s another benefit of having affiliates for your own Program.
00:25:04.290 –> 00:25:12.810
Steve Werner: Nice, that is, I mean that is a great great benefit you named a couple the I love email, we can talk about email all day.
00:25:13.770 –> 00:25:19.830
Steve Werner: But that is i’m glad to hear that you are growing your list and the things are going well for you, if you guys want to grab.
00:25:20.520 –> 00:25:34.170
Steve Werner: The 10 reasons to start your own affiliate program save yourself the time in trouble of doing mistakes, it is in the show notes underneath make sure you click on that I just want to say thank you so much for sharing your knowledge with us.
00:25:34.620 –> 00:25:40.380
Steve Werner: it’s been a really interesting journey and you are just getting started i’m so excited to see where the future goes for you.
00:25:41.430 –> 00:25:44.670
Kayshaun Brooks: Thank you so much, I was a pleasure to be here, thank you for having me.
00:25:45.300 –> 00:25:52.080
Steve Werner: No problem everybody else out there until next time take action change lives and make money will talk to you soon.