[Top Giver Series] Relationship Building and Referral Marketing With Philip Hill and Steve Beecham

Philip Hill is the CEO and President of Purebred Marketing. The Atlanta-based marketing agency creates digital marketing strategies and provides services such as SEO, web design and development, and email marketing. Philip is an avid dog lover and launched his first business in the pet space while attending the University of Alabama. He’s also launched several e-commerce startups.

Here’s a glimpse of what you’ll learn:

• [03:18] Relationship and business lessons Philip Hill learned from Steve Beecham
• [04:49] What is referral marketing?
• [08:30] Steve and Philip talk about the value of giving without expectation and finding purpose in business
• [13:14] Philip shares his entrepreneurial journey creating Purebred Marketing
• [14:43] How Steve got into the mortgage industry
• [17:30] Steps for creating an affiliate program
• [21:57] The experience of working with a family member
• [28:56] Steve’s journey as an author and speaker
• [35:42] The value of having a good mindset as an entrepreneur

In this episode…

Relationships are crucial in both personal and professional settings. So, how can you leverage them to thrive as an entrepreneur?

In business, networking and leveraging social connections can be the key to success. Building relationships with clients, colleagues, and industry experts can help you expand your reach, build your brand, and increase your revenue. Philip Hill and Steve Beecham agree that in today’s competitive market, it’s crucial to have a solid network of contacts that can open doors to new opportunities.

In this episode of the Inspired Insider Podcast, host Dr. Jeremy Weisz is joined by Philip Hill, CEO and President of Purebred Marketing, and Steve Beecham, President of Home Town Mortgage. They discuss the value of relationships in business, referral marketing, and their entrepreneurial journeys.

Resources mentioned in this episode:

• Philip Hill on LinkedIn
• Purebred Marketing
• Steve Beecham on LinkedIn
• Steve Beecham

Special Mention(s):

• Bass-Ackward Business: The Power of Helping Without Hustling by Steve Beecham
• What’s Your Buzz?: Finding and Creating the Right Talk about You and Your Business by Steve Beecham
• The Tapes We Play in Our Head: How to Have More Powerful Conversations with Yourself by Steve Beecham
• Buy Back Your Time: Get Unstuck, Reclaim Your Freedom, and Build Your Empire by Dan Martell
• Never Split the Difference: Negotiating As If Your Life Depended On It by Chris Voss andTahl Raz
• Traction: Get a Grip on Your Business by Gino Wickman
• Rocket Fuel: The One Essential Combination That Will Get You More of What You Want from Your Business by Gino Wickman and Mark C. Winters
• Jeffrey Foxworthy
• Purple Cow, New Edition: Transform Your Business by Being Remarkable by Seth Godin
• Blue Ocean Strategy: How to Create Uncontested Market Space and Make Competition Irrelevant by W. Chan Kim and Renee Mauborgne
• Who Not How: The Formula to Achieve Bigger Goals Through Accelerating Teamwork by Dan Sullivan and Benjamin Hardy
• How to Win Friends & Influence People by Dale Carnegie
• How to Win Friends and Influence People in the Digital Age by Dale Carnegie
• Think and Grow Rich: The Landmark Bestseller Now Revised and Updated for the 21st Century by Napoleon Hill
• Rich Dad Poor Dad: What the Rich Teach Their Kids About Money That the Poor and Middle Class Do Not! by Robert T. Kiyosaki
• Expert Secrets: The Underground Playbook for Creating a Mass Movement of People Who Will Pay for Your Advice by Russell Brunson
• Traffic Secrets: The Underground Playbook for Filling Your Websites and Funnels with Your Dream Customers by Russell Brunson

Related episode(s):

• “[Sweet Process Series] How to Make Your Business the Next McDonalds of Your Industry with Michael E. Gerber” on the Inspired Insider Podcast
• “Negotiation Tactics From FBI Agent Christopher Voss, Founder of Black Swan Ltd” on the Inspired Insider Podcast
• “Leading with Passion with Gino Wickman Founder of EOS Worldwide” on the Inspired Insider Podcast
• “Building a Great Team and More Helpful Insights with Jason Swenk Host of The Smart Agency Master Class Podcast” on the Inspired Insider Podcast
• “[Top Agency Series] Growth Through Acquisitions – What is Your KPI and Northstar? With Jason Swenk” on the Inspired Insider Podcast
• “The Two Leadership Traits To Explode Your Business With Mark C. Winters Author and Founder of RocketFuelNow.com” on the Inspired Insider Podcast
• “How to Sell Something for Free and Make Your Customers Stick with Dave Woodward of ClickFunnels” on the Inspired Insider Podcast

Quotable Moments:

• “Everybody wants a referral.”
• “Just because you give doesn’t mean you get back.”
• “Getting a referral is about creating the ‘wow’ in somebody else.”
• “Givers are the least successful, but they’re also the most successful.”

Episode Transcript

Intro 0:01 

You are listening to Inspired Insider with your host, Dr. Jeremy Weisz.

Jeremy Weisz 0:22 

Dr. Jeremy Weisz here founder of inspiredinsider.com where I talk with inspirational entrepreneurs and leaders today is no different. I am going to introduce Philip Hill, purebredmarketing.com, and Steve Beecham, he runs Home Town Mortgage, and he also does speaking keynoting and workshops at stevebeecham.com. But before I formally introduce both of you, I always like to point out other episodes people should check out of the podcast. Steve has an amazing book, actually, I have to say I listened to an audible Bass-Ackwards Business, we’re going to talk about it, The Power of Helping Without Hustling. So some cool authors I’ve had on we had Michael Gerber, the E-Myth, one of my favorites, Chris Voss wrote Never Split The Difference, we had one of my favorites, Gino Wickman wrote Traction. It’s a great book. And the reason Philip and I met is Jason Swenk. So Jason Swenk is also a previous guest twice over on the podcast. So thanks, Jason, you’re indirectly related to making this happen. And this episode is brought to you by Rise25. At Rise25 we help businesses give to and connect to your dream 100 relationships and partnerships. And how do we do that we actually help you run your podcast, we’re an easy button for a company to launch or run a podcast. We do accountability strategy and the full execution and production. Steve, we call ourselves the magic elves that work in the background and make sure it makes it look easy for the host in the company. For me, and this is one of the reasons I love Steve’s book is number one thing in my life is relationships. I’m always looking at ways to give to my best relationships. And personally, I found no better way over the past decade to profile the people and companies I most admire on this planet and share with the world what they’re working on. And so if you thought about podcasting, you should. If you have questions, you can go to rise25.com to learn more. And Philip Hill is the founder and CEO of Purebred Marketing. And Purebred is a digital marketing agency focused on igniting the most profitable revenue channels for direct consumer brands. They’ve driven over $100 million in online sales for their clients. And Philip is going to talk about how and how they do it and they do it through relationships. And we’re going to talk about that. And Steve Beecham, as I mentioned CEO and founder of Home Town Mortgage, you can check them out at hometownmoney.com. They have a boutique mortgage company in Georgia originating loans for customers. They specialize in self-employed individuals and unique situations. But he also does workshops coaching, keynotes. And he’s authored the book as I mentioned, Bass-Ackward Business check out on Audible. The Power of Helping Without Hustling, you can check out at stevebeecham.com. Philip, Steve, thanks for joining me.

Philip Hill 3:05 

Thanks for having us.

Jeremy Weisz 3:06 

Let’s start off with, we’ll talk about what you both do. But a couple of lessons, Philip that you learned from Steve early on in relationships and business?

Philip Hill 3:18 

Yeah, so coming out of college, I started a company or a couple of companies and one of them was working well the other my partner got sick and I kind of got thrown into real estate of trying to figure out something that I had to do because my path ahead of me just got abruptly ended. And Steve being in the mortgage business, he knew my dad, we knew a bunch of the same people really. And my dad was like, you need to go talk to Beecham. He helped me so immensely with really no expectation of a 21-22 year old probably sending him much business at all. I mean, he helped me from understanding teaching me all about referral marketing, how to make a name for yourself. Every connection that I could imagine that he would hook me up with and then on the back end of that he just kept sending me these leads. He never asked for one thing in return but I have sent him so much business over the years with no expectation and just like a wonderful working relationship that I am proof of exactly what his book is, which is Jeremy how we even came to the topic of talking about Steve of you saying that, what you just laid out of really helping others and building relationships there and that’s what Steve’s entire career has been around and what he teaches other people about

Jeremy Weisz 4:36 

Steve talked about when you hear Philip say referral marketing, what are your thoughts on when you have some coming to you and they’re asking, you get lots of referrals. What are your thoughts on referral marketing?

Steve Beecham 4:49 

Well, first of all, I need to get Philip to preach at my funeral because that’s pretty damn good. Thank you, brother. Love you. Well, I think referral marketing is, everybody wants a referral. But I’ve said, how do I put myself in a position where somebody calls me and says, hey, Steve, I want to do a loan with you, I want to buy what you’re selling, because Philip told me, you were the guy, and what do I need to do? And what does it cost me? I said, How do I get to that spot? I don’t have to go looking for people, they’re looking for me. And then I like tell the story that I kind of unexpectedly met Jeff Foxworthy. He was a founder of a school that my kids were in. And I met him in the parking lot. And he would already finish speaking, and I was kind of going into the school and he stopped and he said, hey, man, I’m Jeff. I said, I’m Beecham, where are you from? You got kids in here. So he asked me all these questions about me. And then he finally said, I’m running late, I got to go. And he leaves. And I thought, you know what, that’s the first phase of that is, we all want to vomit on everybody about how great we are, what happens if you say, forget about me, it doesn’t really matter about me. It’s about you. And I want you to feel important to me. And I want to make sure that I help you with whatever is important to you. And so from that moment, when the celebrity spent his time and questions about me, I realized that I had to start focusing on that. So I started doing that. And then the second piece of that was, as I was reading the book, and I wish I could think of the book, but the guy was talking about, hey, people give, but just because they give doesn’t mean they get. And the analogy that I use is, hey, if I’m supposed to set up the chairs for the school play, and all of a sudden, I don’t have enough time, or I don’t have my back’s hurting, who can I call to come help me? Well, let’s say I call Philip. I say, Philip, come help me. Because I’m thinking, well, Philip is in the real estate business, he’s not like, get a job he can leave right now. And Philip comes in helps me. And then afterwards, Philip goes well went over and helped beige, but he’s never sent me anything, any real estate deals or whatever. So this guy was saying book, just because you give doesn’t mean you get back, he said, You got to give him a while, sort of experience. And so I call Philip, I say, Philip, I need some help setting these chairs up, and Philip shows up. And he’s got six football players with him. He goes, boys, let’s knock this out. Hey, Beech, what time you want me to be back, bring these boys back. We want to help you take these chairs down? How can I help you do that? Then I go, wow, that was way more than what I expected Philip to do. And so reciprocity, getting a referral is about creating the wow in somebody else. So it’s not only about giving, it’s about giving more than what is asked. And that’s where a lot of people lose out on getting a referral.

Jeremy Weisz 7:59 

I would love to hear your thoughts on both your thoughts. And, Steve, start with how do you think about giving with no expectation? Like you were saying, because some people, there’s a really good book by Adam Grant. And he talks about givers matchers takers. And then he said givers are the least successful. But they’re also the most successful. Right? How do you think about giving without expectation?

Steve Beecham 8:30 

That’s what I do all day long. So this is kind of ties into another thing that I’ve learned later, and so we’re gonna do a little sidebar here. But a lot of people work on trying to find something they’re passionate about. And what I’ve discovered is you really need to find something to do that’s purposeful. And purpose to me is different than passion, right? I can be passionate about riding my motorcycle, which I love to do. But that doesn’t mean that that’s the business I’m going to be in. So if I find what’s purposeful in my life, what’s my calling, what am I here to do, then I can take that purpose and put that into my work. So my purpose is to help people get from where they are to where they want to go. That’s kind of how I define it took me a while to get there. But that’s the way I see the world. So when somebody walks in to get a mortgage, I think they’re living here and they want to go there. So I need to help them get from here to there. Or Philip comes in and says, hey, I’m here with my business. And I really need to get here my business. I see that the same way. And so that’s my job in my village to help people get from where they are to where they want to go. And so that’s what I try to express with everybody. I’m doing it I see it more from a calling standpoint than from a business standpoint. And then you got to have a business I call it your widget, whatever your business is. It has to be a business that allows you to express that purpose. So some businesses won’t allow you to express your purpose and if that’s the case, you probably don’t like your job. So if you find some way to express your purpose in your business. Then you just go about doing that every day and then you go home at night you sleep like a baby and you did what you were supposed to do that day. And then if you give to enough people, then some of those people are going to give back they’re going to reciprocate.

Jeremy Weisz 10:17 

I do want to mention too, if you don’t know who Jeff Foxworthy is, check him out. He’s hilarious. He was a member of the Blue Collar Comedy Tour. And he’s got a bunch of funny things that you release. You might be a redneck if he’s got some Netflix specials, but he’s a hilarious comedian. Philip, what about you, when you think of giving without expectation?

Philip Hill 10:44 

Yeah, so I would say the number one value that my parents instilled in my brother and I is exactly this. My parents are both ministers both in ministry for less fortunate, my dad’s basically dedicated his entire life to less fortunate and teaching us, that’s what we did all growing up from in our communities to all over the world. And so that’s just like, ingrained in me. I will tell you, something I’ve had some trouble with is my business has grown substantially and have a larger team and just a lot more responsibilities in my time is so constrained, that it’s been somewhat of a battle for me of I want to help everybody and I have always helped everybody, and so much of like executive coaching and training and things like that is how you protect your time, which has been a fairly big struggle of over-committing to things that I don’t really have time for, I’m just helping people. That being said, I think you have to pick and choose who you help how you help. And there ways for the life that you’re in currently, that you have to find purpose and meaning in ways to help people. But it’s just not realistic to just be a giver all the time without something on the back end. So I think that it’s something that we all have to do, we have to give to others, with no expectation of return. But there’s a point that you have to be cognizant of yourself and your family and your priorities, which I think I’m trying to navigate every day. But our business was created on we had other businesses that had grown really big social media followings and big kind of online presence. And so people were just reaching out to me saying, how are you doing this? How are you growing your business? And so I started helping them and all of their businesses started growing. And then their friends and family were going to then saying, what in the world are you doing? I see that you’re blowing up online? How are you doing this, they’re like, you need to go talk to this guy. And once it got to that point, I was like, I’m probably working 20 hours a week, just helping people for free. Like I can’t do this for your friends and family. So at that point, I ended up building out the agency model. And that’s literally how our business evolved and got started. I’m just completely an accidental agency owner.

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