Think Different Theory

How He Landed Clients Like MrBeast


In this episode, I’ll be welcoming Reed Duchscher, the Founder and CEO of Night Media, a Dallas-based talent management and influencer marketing company that provides branding and advertising resources for some of the largest YouTube Influencers.


Reed has had great success in the space and worked with amazing clients including Mr. Beast and Dude Perfect. In this interview, we dive into his back story, how he got into the industry of being an influencer manager, what he is focusing on, the future of influencer marketing, how to get in touch with celebrities, and more! You don’t wanna miss this.

Here are the key topics discussed in this episode:

  • Being more of a behind the scenes dude (02:57)
  • Falling into the sports agent profession (03:53)
  • Working with Dude Perfect (08:07)
  • Becoming a fully-fledged entrepreneur (15:14)
  • The size of the Youtube market and its growth trends (19:33)
  • Reed’s involvement in the decision process for video content (22:40)
  • Focusing on the craft to differentiate from competitors (28:13)
  • Night Media’s payment structure with agents (31:44)
  • Quitting his job and moving to Dallas to work with Dude Perfect (36:29)
  • Client relationships built on trust and word of mouth (41:05)
  • The future for Night Media (45:12)
  • Reed’s number key to his success (57:19)


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July 19th, 2019


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Disclaimer:    The Transcript Is Auto-Generated And May Contain Spelling And Grammar Errors

00:00:00 I met a Youtube group who everyone’s probably familiar with at this point, Dude Perfect. They have about 48 million subscribers. I left the sports agency four and a half years ago and I met Dude Perfect, saw an opportunity. We are currently in downtown Dallas, have been here for the last four years. Night Media now is growing very rapidly. So, it was once built as a talent management firm and we haven’t necessarily pivoted, talent management is still the core business, but where we’re really focused, and I’ve broken the company into two segments. So one is influence, is where all of our talent sits, and the other is create. And so, where we’re mostly focused and where we’re hiring is in create. And so, we’re not necessarily business, we’re not necessarily talent managers, we’re more business partners.

00:00:44 You are now entering a new paradigm. So, here’s my issue. I wanted to find the answers to life’s biggest questions. Things like, how do I become happy and live with purpose? How do I make more money doing what I love, and what does it mean to be truly successful in all areas of life? My name is Josh Forti, @JoshForti on Instagram, and I ask life’s biggest questions and share the answers with you. My goal is to help you find purpose, happiness, and open your mind to new realms of possibility by helping you think differently about everything you do, know, and understand. On this podcast, we think different, we dream bigger, and we live in a world without limits. This is a new paradigm. Welcome to The Think Different Theory.

00:01:28 What’s up guys? Welcome back to another episode of The Think Different Theory. My name is Josh Forti and as you guys know, when we bring guests on these podcasts, we like to bring on interesting people, not just people that any random person can reach out to and interview, but when I started the podcast, it was to go and actually talk to people that I was interested in talking to, and learn their story and whatnot. And so, today’s guest that we have brought on here and worked out got connected through a mutual business partner. And, he is incredible at what he’s been able to do. He’s been in the business, in the industry of influencer marketing for many years. He’s not one of the newbie fluff people and just been talking to him a little bit before here, before our interview. It’s been really cool to know that like who we’re talking to here is someone with substance, they’ve been absolutely just blowing up their business recently. And so, I’m really excited to bring on the… correct me if I’m wrong, it’s the founder, right? Founder of Night Media.

00:02:22 Yeah, no, dude, I appreciate that intro too. Holy cow. Way… Hopefully… hopefully, the conversations are as interesting as that an intro was.

00:02:29 Hopefully so, but the founder of Night Media, Mr. Reed, I don’t even know your last name.

00:02:37 Duchscher, Duchscher.

00:02:37 Reed Duchscher. Very German. Well dude, welcome to the program. Thanks for coming on.

00:02:39 Thank you. Thank you for having me on. Yeah, we are… who were we connected by again?

00:02:43 Shailyn.

00:02:44 Shailyn, yeah, yeah. Thanks for having me on. This will be exciting.

00:02:48 Yeah, man. For sure. So let’s, let’s dive in right away. For those people that don’t know anything about you, which I’m guessing you’re a little more behind the scenes dude. Yeah.

00:02:57 I’ve liked being the behind the scenes dude, to be honest. I think that’s… and for those people that don’t know me. I started as a sports agent. I got into the industry about five and a half, six years ago, working with some pretty unique names, guys like very Barry Sanders, Marcus Allen, Tim Brown, Joe Theismann, a lot of Heisman trophy winners, NFL Hall of Famers, and I really got into that sports world because I was also playing college football at the time.

00:03:22 Okay. Where’d you go to school?

00:03:23 I went to North Dakota State.

00:03:25 Okay.

00:03:25 Now, the first name that comes to mind every time I say that is Carson Wentz, so Carson Wentz did go to school at North Dakota State. Yes. We have won, I believe it’s six of the past seven National Championships in division one AA level. So we’ve been on a tear over the past six years. I went to North Dakota State. I met this… weirdly enough, I met a sports agent in a hotel lobby at an internship, and I had known about the industry because we’ve all seen Jerry Maguire.

00:03:52 Yeah.

00:03:53 And, I always thought it was sexy and you know, that’d be fun to do someday, and I fell into it. He’s like, “Hey, if you’re looking to go to graduate school, come on out to New York City, and I will let you intern with me while you go to graduate school.” Can’t pass that opportunity.

00:04:07 Of course not, no.

00:04:08 I was at a point in my career where I was, I had no idea what life was like after football. Right. For 12 years, football was my life. That’s, yeah, that’s all I dreamed about was playing football. And so when that is finally taken from you and it’s over, there’s like a sense of loss but also a sense of confusion of what’s next. Yeah. So luckily for me, I met that sports agent and he’s like, listen, this could be a really interesting career for you as a former profession or a former college athlete.

00:04:38 Try it out, see what happens. And how old are you at this time? I was 22 years old. Okay. So you’re like senior year of college. This happens, you’re a college. Just actually his last semester of college. So I had just gotten no at the internship and instead of I was setting myself up to be a nutritionist, I wanted to go be a tie attrition. Uh, it took a total pivot and ended up going into just to get my MBA, uh, and go work as a sports agent.

00:05:04 That’s incredible. Okay. So just for some context, let, let’s hook people in for the rest of the story. Where are you at right now? And we’re like, what is this story leading up to you? Because you’re about to turn 30 happy birthday by the way.

00:05:17 Uh, but yeah, I’m [inaudible] [inaudible] yeah, yeah.

00:05:20 Okay. Hold on. Let’s stop right there though. Do you know who Gary Vaynerchuk is?

00:05:23 Oh yeah. I’ve met him personally. Press and I were on one of his videos about six months ago and I, he preaches this all the time. Like, yes, I’m young, 30 or so young grow. So Gary, like I appreciate you saying all that, but it still feels like I’m getting old.

00:05:38 Yeah. Yeah. Well, so do you watch these videos at all? Like his trash talk videos and stuff?

00:05:43 A little bit. Gary. Gary loved to death. He’s a little too in your face. I don’t need the motivation. Um, Gary doesn’t really motivate me. I’m already so self motivated that really doesn’t do it. Uh, I like him as a person. I really attention to VaynerMedia as a business and brewing in investing in. But outside of that I don’t consume a lot of its contents. Sorry Gary.

00:06:04 Yeah, I know. Well it’s funny, the only reason I ask that is because like I’m the opening clip of trash-talk. I’m on like a ton of the videos of all that because I was at an event one time where so I’m like, I’m a die hard, like big huge Tom Brady, New England patriots fan. Right? And so he’s obviously like wants to snap Tom Brady’s neck off. So I was at an event one time we were doing Q & A and so I asked him if he would go to the super bowl with me if the Patriots win. And like we went back and forth. There was this uh, you know, conversation between us and he just like roasts me at the end. Like the whole crowd like erupts in laughter and so opening time, anytime he wants to like row someone in the video, he plays the clip of him calling me a dick and I were just root for winters and he has one. It’s pretty funny. So anyway,

00:06:46 this jet’s better. Pick it up. Stop Trash.

00:06:49 Well that’s why I’m saying, dude, I’m like my bedrooms, keep winning his jets. Keep not winning. So anyway, you’re 30 where are you now though? Cause you’re not in the sports industry so much anymore, right? Like you kind of pivoted.

00:07:00 I’m in the sports industry for four and a half years. So I met a group, a youtube group who everyone’s probably familiar with at this point named Dude Perfect. They have a million subscribers. I left the sports agency four and a half years ago and I met Dude Perfect. Saw an opportunity, we are currently in downtown Dallas, had been here for the last four years on Night Media now is growing very rapidly. And so it was once built as a talent management firm and we haven’t necessarily pivoted. Talent management is still the core business, but where we’re really focused and I’ve broken the company into two segments. So one is influence is where all of our talents sits and the other is create. And so we’re really focused and we’re, we’re hiring is in create and so we’re not necessarily business, we’re not necessarily talent managers, we’re more business partners. And so we’re now spinning off and starting companies with a lot of our talent from MrBeast, depressed and plays to unspeakable gaming. We’re really now at the point now where we’re starting and leveraging their influence to build consumer-facing companies.

00:08:03 That’s awesome. So is Dude Perfect then a client of yours or do you saw an opportunity?

00:08:07 Yup. So I stopped working with Dude Perfect. About two years ago, um, gained a ton of knowledge from them. They were at a point where they’re trying to bring everything in house. They have an in house manager, no agent, but mostly everything is in house. I wanted to run my own business and so we, I’m still very close with the guys. Uh, I think they’re trying to figure out gaming at the moment if you’ve seen their overtime series. And Yeah. Um, so really close to the guys learned a time. But now we have all of our clients just exclusively built into Night Media.

00:08:37 Into Night media. And how big is the Night Media team?

00:08:40 So Night Media currently has seven employees and four contractors. Uh, and we are hiring four more currently trying to figure out who those people are. So we’ve been identifying talents for the last 30 to 60 days. And right now we only have 10 clients. I’d like to keep it around 10 to 11. As you know, this space is very time consuming when you assume for a top tier level talent. Um, MrBeast as a full time job presses a full time job. No kidding. Top echelon of all of Youtube, right? 1% of the 1%, all of them doing over a 150 million views a month. Uh, so it’s very, very to say the least. Right? That echelon of creator.

00:09:22 That’s incredible. Alright, so I wanna dive into that a little bit further and I want to talk about like the trends of the industry and how you made the shift. But I want to go back to first like to bring some context around this. Now that people know a little bit about who you are, now let’s go back to New York City. So you go, you’re like, sweet, I’m not going to be a dietician anymore, right? Or a nutritionist. I’m going to go and I’m going to just career change. Right? I feel like maybe that was kind of a leap of faith. Yeah. Or No.

00:09:50 Yeah. I mean, let’s, I guess let’s back up to football a little bit. So football’s done. I’m trying to figure out what’s next in my life, right? I was in a weird spot. And for all those people that, you know, go to college, I wasn’t exactly someone getting a 4.0 either. I think I graduated with a 3.1 average, which is okay, but it’s not great. Right? I never read a book and this is true. I think I maybe read a one Harry Potter book when I was young, but I had never read an actual book up until this point of being 22 years old. My life. And I don’t know, I think if I, if I go back and look, I’d say there was a day when I was 2122 years old where I was literally just sitting there. I was like, what is next after football?

00:10:32 I, yeah, I don’t know. Like it’s my life. And I think something just clicked like, okay, I either need to make a change or I’m going to really just sit here and be, want to be football player for the rest of my life and consume everything I could get my hands on. And that’s really when being a sports agent was sexy to me. And I really wanted to pursue it. I read every Lee Steinberg book. Um, I had every sports agent, not even NFL, but MBA that wrote a book. I consumed, um, every autobiography, every business book I can get my hands on, my Rolodex of, of knowledge from 22 to 24 years old. I probably learned more in that two year period than I did from 10 to eight to 10 to 20.

00:11:16 Isn’t it interesting how like when all the sudden you become passionate about something or like put your mind to the fact that you need to do something, how much like, I mean you don’t read a book for 22 years or 20. Yeah, 20 years of your life and then all of a sudden you read, you know, the whole library in two years. That crazy look a week. It was crazy.

00:11:34 I was obsessed still to this day, I mean I have a massive bookcase in my house and that’s all I do is try and read. I consume a lot more audiobooks because I’m on the road and it’s really difficult to read on a plane. Yeah, I don’t know what it was. Just consuming knowledge just became so interesting.

00:11:50 What’s your, what’s your favorite book so far that you’ve read?

00:11:52 Oh my gosh, that’s, everyone asked me this question. It’s so tough to answer. Creativity Inc is very good and good. Really? Okay. Good to Great is such a good book. That is a good book. I really, I really liked the pieces that talk about individuals as well. I really enjoyed learning about Elon Musk and Mark Zuckerberg and Steve Jobs. So I, I really tried to consume as much as I could of what made those people successful and what their paths were. Um, but Matt, it’s like asking what my favorite movie is. I’d probably name 10 so that’s great. I’ve read multiple times. That’s probably right now. By Jim Collins is phenomenal. Yeah, he really is. So for anyone that hasn’t read that book, you are missing out

00:12:34 for sure. Yeah, that’s, that’s a really good book. I’ll that put creativity and I’ve not read that one. I’ll to put that on the,

00:12:40 it’s about the inner workings of Pixar and they created this thing called the brain trust and everything within that company had to circulate through this core, these core people called the brain trust. And that’s how you saw these movies come to be like toy story. And it was, it was conceptualized not from one individual team, but a team would bring it up, it would go to the brain trust, they would approve it or they would say no, go back to the drawing. Bored. And so it was just like the inner workings of the company and that it also talks about how then Steve jobs kind of came into the fold.

00:13:11 Um Huh.

00:13:13 Pics are very interesting book.

00:13:14 That’s fascinating. Yeah. I can’t wait to read that.

00:13:16 Yup. All right, cool.

00:13:17 So you read all these books, you get this opportunity, you’re off to New York. I mean did you end up moving there or?

00:13:24 I did. I lived in New York for two years. Luckily my sister’s been in New York for now, 13 or 14 years. So the transition wasn’t very difficult because I have wish apart. He lives in Manhattan, she’s gone right out right outside the Union Square. And so I would, we would hang out every weekend and my sister’s a little older than I am. So when I was in high school, she was already gone and college and then moved to New York. So our relationship grew in those two years more than I think I’d ever imagined.

00:13:50 That’s awesome.

00:13:51 And, but it also allowed me to really focus on what I wanted to do with my life because that’s kind of my sister. I didn’t know anyone. I had just moved out there to go to graduate school and intern at this sports agency. And so I really took it as a time in my life where I wasn’t going to do anything but consume knowledge and learn as much as I could about this industry and how I could set myself up for success.

00:14:14 That’s awesome man. So like what’s the, okay, I come from a very entrepreneurial world. Um, I don’t come from a background of that. I mean, I grew up the farmer in the middle of nowhere. I that didn’t have Facebook until he was 18 years old. Right. So like I didn’t come from entrepreneurship, but once I got into this world, like everybody claims to be an entrepreneur, right? Everybody wants to start a company or sell a course or be a famous youtuber. Right? Like so for you though, you’re interning, which makes you an employee more or less, right? I mean probably not even were you paid or no.

00:14:47 Uh, I was, I was reimbursed for all my expenses, so technically I an employee, but I was reimbursed.

00:14:53 Okay. So you were reimbursed for your costs or whatever. You weren’t making a whole ton of money. How much did that play a role? Like working for someone else in like seeing the inner workings of that company play into you going, becoming, you know, the founder of Night Media and like when did you make that transition to become a full pledge entrepreneur, if you want to call yourself that? Like a business owner?

00:15:14 Yeah, it was at the agency for about a year. I think from my standpoint, I always do. I wanted to own my own business. What this really set me up for was seeing things that I would have done differently. Uh, so I really observed the then president of the company at the time, seeing how he spoke to different individuals. I really learned a lot from him on cold calls and cold emails. Very, very instrumental in my ability to pick up a phone and to create a relationship out of thin air. And so those were the things that I really consumed. But the, the goal was always to own my own company. I never went into a sports agency saying I want to work for someone for the rest of my life. My Dad had owned his own Insurance Agency for the last 25 years. And so it really showed me like, okay, he not only has the freedom to make the decisions that he wants to make, but he also has the decision to run that entire company. Right. He doesn’t. Right. And I always knew I wanted that. I didn’t know what the road was going to look like. So for me it was just consuming. I wanted it to be a sponge and consume as much as I could from those individuals.

00:16:19 That’s awesome.

00:16:19 I didn’t even know. I think what happened was I made a cold call more or less a cold email to Dude Perfect. At the time there were about 2 million subscribers and I was trying to get Barry Sanders and one of their videos cause I was like okay these guys are awesome. These youtube, everyone that watches the Dude Perfect video prize. That same like wow factor of like first this and secondly if it is real, I am amazed that they hit those shots and I was in that same position so I was like I have to get very standards in this.

00:16:47 How do they do that dude?

00:16:49 Lot of time and effort. It’s actually like they actually make them 100% all legit. The big thing. Yeah. There’s no illusion, nothing. It’s all real. The golf golf shop, the golf ball videos, the basketball videos, football videos. It’s all 100% legit. How many they got to go through like hundreds of try sometimes.

00:17:08 Yeah, they’ll do it until they hit it. They will be there until they hit it. I, I’ve heard stories from them that it’s taken two to three days just to get one shot, but it’s trick shots, man. That’s the trick shot life.

00:17:19 That’s incredible.

00:17:20 Yeah. The amount of kids, here’s where I saw a pivot when I was at the sports agency. I was seeing kids pay attention to do perfect more than they were paying attention to these guys that we were representing. And we had Richard Sherman, we had Odell Beckham Jr. We had some big names and football and I would meet 10, 12, 13 year old kids out in public and I’d be like, Hey, do you watch football? And they’d be, yeah. I’m like, do you watch Dude Perfect. And their eyes would light up and be like, yeah, dude, it’s the new trend. And so I, I literally was like that moment I started talking to advertising agencies. I would travel to New York and LA and I would talk to them about, dude, perfect. They’d tell me I was crazy and that they weren’t going to spend money with dude. Perfect. They’d rather sponsor Brett Farve and there was eventually a tipping point where all these emails started to pile in about like shy a day and Fleishman Hillard or these big advertising agencies were going, okay, Richard Sherman’s great, but tell us about Dude Perfect. I was like, light bulb went off. I was like, this is going to be so big one day. Um, that, I think there’s an opportunity here.

00:18:22 How far are we into that bubble or into that shoe thing? Yeah,

00:18:26 I think we’re into the shift of youtube is really taking over all of mainstream. I think we’re not at that tipping point yet, but we’re on the edge. I don’t think that Hollywood really realizes how much influence these people have yet.

00:18:39 I was going to, and that was my question cause like sometimes when you’re in the industry, dude, like you know, you get fogged division, right? Like I’ve been around influencers, I’ve hung out with, you know, the Amanda Sony’s of the world. I’ve also hung out with more of the business influencers of the world. And I look at these people like we just did a promotion the other day with someone and they were like, hey, can we spend less than three grand? Dude, we got like a half a million impressions for like $2,000. You know what I mean? Like, like something just stupid. And I’m like, I, if, if you know the Jake Logan’s Mr [inaudible] of the world, if people knew they’re getting millions and millions and millions and millions and millions of views for bennies compared to what you’re saying in traditional media, how, but how much more, like how long is it or how much more market is there to come to the youtube market? Like is there, are we just starting out? Are we about the halfway point or are we almost to the end? Or do you even know,

00:19:33 God, I hope, I hope we’re just starting out for the sake of this business and for the other businesses built around creators and digital influencers. I hope it’s just the start, but I do think we’re at least halfway, if not past halfway. Um, now we’ll Mr bs hit a million or 100 million subscribers like Felix is going to hit. I think so. Is he going to do it faster? Yes, because more people are funneling on the thing then they were six, seven years ago, but man, I hope it’s continuing to grow. I really do. I, from my standpoint, I’m seeing MrBeasts increase at 1.8 million subscribers every single month and it’s consistent. The lines like this, like it’s not like it’s dipping like he is growing at 1.8 million subs a month, month over month over month and our other clients are doing the same. We’re not seeing a dip in anything. I think where the dip comes and influencers that you’re seeing now is this oversaturation on the platform. There’s a lot of people playing video games. There’s a lot of people blogging and these kids have short attention spans. They might look like someone this month and then they don’t watch them the next month, and now you have a subscriber who doesn’t click on your videos. I think that’s what we’re seeing right now.

00:20:39 Yeah, I would agree with that. But even MrBeasts, like he’s unique. You know what I mean? Like he so much time and effort on his videos. How much does that play into keeping attention? Like just being different and unique.

00:20:55 We reinvent ourselves every single week. We’re never doing the same thing. And that’s why he’s been so successful is the motto has always been take a simple concept and make it bigger. Right? So if we’re going to play monopoly, let’s big build the biggest monopoly board in the world and play for real money. So you take simple concepts and just put some on his Mr bs level, but he doesn’t do anything twice. He may still may spending 24 hours in blank, but he’s going to do a different location. He’s never going to location right now. I mean, we’re doing like spending 24 hours in Antarctica is what we’re working on. We’re working on a Bermuda triangle video, like things that are so outlandish that everyone’s going to click on that video.

00:21:37 Yeah.

00:21:39 Oh, all their youtube are. And I don’t know if anyone can compete with Jimmy at this point. The amount of resources and the amount of money that he’s throwing at a video. I don’t know who else can compete with him right now.

00:21:50 It is, yeah, it’s ridiculous. It’s like, so like I was a huge fan. I got into like the influencer marketing game about like three and a half years ago. I started following Logan Paul when he first started, like on the youtube platform, like video number 10. I think Vlog 10 is when I picked him up and I become like a huge fan of Logan, but it’s like, it reminds me, Logan had this massive growth because he was this first, first of the platform, more or less for blogging at least in the style that he was doing it with the daily vlogs. Mr Bees is like that, but on a whole different level, um, in his own unique way. Right. Because he’s like, it’s not just a Vlog in front of your face. It’s like these well thought out videos. How do you keep them are, or maybe you’re not involved, but like are you involved in the process of deciding what content goes out or like ideas or what’s your role there?

00:22:40 Yeah, I’m involved in this saying yes or no. Like is this a good idea as to Sabbat idea a, he has actually 18 employees right now that help him on a day to day out youtube. There has been a large shift in youtube channels becoming big businesses in the past year. Like we can’t, we know we can’t compete with t series and Nickelodeon and Disney unless we have an infrastructure and a team that can compete on that level, right? You’re going to see the biggest youtubers in the world having very strong production teams. Um, three of our clients pressing on speakable gaming and Mr Bs all have massive teams, right? Built like a big infrastructure and Jimmy’s the same way. I think it was Logan, camera editor, thumbnail person, right? Very simple vlogs, low barrier to entry, right? Jimmy is a very high barrier to entry. You not only need production assistance, logistics people like you need a massive team and infrastructure, but you also need a large pile of cash. It’s a large pile of cash. Fly a team to Antarctica or build a massive monopoly board, build a tank, fill it with slime. Like you need a massive amount of capital.

00:23:49 Where did he get his capital? At the beginning

00:23:51 it was all brand deals. The CPM was very low because we weren’t advertiser friendly at the time when I started with him. And so we were trying to soak up as many brand deals as possible, probably lower than his market value was on a lot of them because he needed capital to fund those videos. He didn’t make any money. Um, for all 2018 we literally were breakeven.

00:24:12 Really?

00:24:13 Yeah. That he knew that, okay, if I put, if I make x amount of dollars and I put 100% of it into this video, I’m setting myself up for the future. Right. So he saw it as him. Basically he was spending money in marketing, taking all that money that a brand was given, him, putting it into the video, making a great product, and then putting it out to the world and it paid off. I mean, now he’s at 21 million subscribers. It’s ridiculous. And there’s nothing, he’s not slowing down anytime soon. The videos right. Crazier at this point.

00:24:42 And He’s 21 he’s 21 yeah, he’s young. How do you, okay, how long ago did you start working with him? 2018

00:24:48 a beginning of 2018 flex. February, 2018 he had a 1.8 million.

00:24:54 And so you, you start working with him. Year and a half now has gone by essentially, he’s got 21 million. He’s 21 years old. More of a personal question here. He’s 21 year 30. He’s got 21 million subscribers. You’re where you’re at in life. You’re not doing too bad for yourself. Right. Uh, like someone like me, I consider myself relatively successful. All things considered. Right. But then there’s someone like Mr Beets or Mr Obese. Like, how do you, does it affect you at all? Do you go, man, this sucks? Why am I not that famous? Are you cool?

00:25:25 I’m not really trying to be famous that that was never the goal I wanted to get in business with the biggest creators in the world and build, yeah. Companies that that was always the goal.

00:25:34 So you don’t care about being famous?

00:25:36 No, I think the only reason that I want to following is doing spire, right? Like I eventually want to be a keynote speaker. I eventually want to do ted talks. I eventually want to write a book. That’s the goal of being Instagram famous, having a youtube channel. That’s never really something I want to do. Yeah. I really admire how Gary goes about it and his content is really to propel his business. Yeah. And that’s the only reason he does it. That’s how I’ve been thinking about is like what content do I have to put out that’s going to help knight media grow? Yeah. When I think about my brand that’s, it has to directly correlate with the businesses that we’re creating.

00:26:11 That makes sense. So when it comes to getting clients for you, I know you say you want to go and like stay around that 10 client level, but let’s assume like you grow a team and you wanted to pick up another client, how hard is it like are you going after clients that are already have a manager in place or are you going after clients that have nothing in place that you see talent with? Like where are you going to try to find new talent or new people to bring on?

00:26:38 Yeah, I’ve actually never recruited anyone. So my first client that I started working was actually a direct referral. Uh, the only person I ever called email that turned into a relationship was Dude Perfect. All of my clients from that moment forward came through Twitter DMs. It was, uh, my first client. So a typical gamer was one of my first clients and it was him introducing me to someone or my friend introducing me to precedence or Twitter dms. And then Preston introducing me to unspeakable gaming and jobless Garrett, who is a friend of mine, still introducing me to Mr v. So it’s, I’ve never recruited, it’s all been just word of mouth. I don’t know. I think we’re at a point where some of the managers in our office will probably try and try and recruit some of the bigger talent. I’ve also noticed that I am always the second or third manager to get signed. They had one, probably an MCN did a poor job.

00:27:29 They ended up leaving the MCN, maybe had someone nonexclusive that helped them and then I’m usually the second or third person in line that actually presents some kind of value outside of just the network.

00:27:40 Right.

00:27:41 Oh, that I found that really interesting. A lot of my guys had either a manager through an MCN or a manager that they worked with for a year or two and then fizzled out.

00:27:50 So how important, like how much do you focus on your craft? Like to differentiate yourself because like in business, no, we always talk about focus is the key, right? Like if you can be the best at what you do, you render your competition more or less irrelevant. Right. So like w are you different than any of the other agencies out there or are you more or less the same? And how much time do you focus on the actual look?

00:28:13 I don’t know the Logistics and deliverables upon what you do. We’re just our differences. We’re actual talent managers. Like we’re very in the weeds. And what I mean by that is the moment that a client starts working with us, it’s not just a surface level brand deal relationship. It’s a let’s look at your three year plan, five year plan, how are we building towards that? What businesses do we want to start? Like we really focused on income diversification. Where else? Like what pillars do we have that you’re making money from? A lot of our guys right now have five to seven pillars that they’re making money from, right? It’s not just Google adsense. And so that’s our big focus is like actually being a talent manager. If you’re at that point in your career where you need an agent, um, we know all of them.

00:28:56 So we’ll go interview agents with you. We have a client who just got a publicist. So we had to help them find a publicist and were really that direct conduit to their entire business. So lawyers, CPAs, agents, they all funnel through us and that’s where I want it to be. I want it to be that person that was an actual business partner. Longterm, I think. And even if you look back, you know, decades ago and in Hollywood when hatcheries and usually their team is businessman, manager, agent, publicist, right? The managers, always the closest person in that relationship. Agents are usually pretty hands off. Predominantly publicists come and go and you have to usually pay them a retainer. I noticed when I started doing my research that the manager had the best relationship and that’s where I wanted to say.

00:29:39 What’s the difference for those people that are listening right now in your role between a manager and an agent?

00:29:46 What’s the difference? It’s a little cloudy to be honest. And I think there’s a lot of companies at night media’s position that think their agents call themselves agents. Um, we’re not regulated through the state of California. We are talent managers. The difference to me is talent managers, a very day to day person. Yes they can do brand deals. Yes they can do new businesses and agent is going to work on those very big picture items. For instance, a William Morris Endeavor is a partner of ours on Preston place team. So Preston has a few agents, we’re working on a book deal so he has the literacy agent working on an animation show. Um, so we have a theatrical agent helping us with that. And then he also has a voice over agent cause we wanted to start doing voiceover. And so we have three pillars that as a manager you really don’t want to take on if you’re not an agent in Hollywood that we needed to go get someone for.

00:30:37 And so I think as long as you understand what you need an agent for and you give them a path to stay on, they’re very, very helpful. Got It. Is Right now all these agencies in Hollywood are just trying to sign everyone, right? They see it as a land grab and they’re going to end up signing thousands of creators and they’re going to do a really poor job for all of them because there’s not going to be any goals in mind. Their goal is just let’s sign everyone. So you know us, the ca can be the biggest dog in the digital influencer world, and then they’re going to do a really poor job. And then agents are going to get a bad rap because people gonna be like, I was with this agency and they didn’t do anything. So for us, how we looked at an agent was let’s identify four things that we need them to get done.

00:31:20 Let’s tell them in our initial meeting, let’s see how they’re going to attack those things, and then let’s make a decision.

00:31:25 That’s incredible. So like from your payment, your payment structure with these guys and agents, are you like a retainer fee? Are you percentage, are you both, uh, how is like your relationship with your actual clients versus how an agent’s manager is with those actual clients? Like when you’re paying your agents,

00:31:44 we’ve always done percentages. I’ve never done a retainer. I know some managers that actually work on retainer. I’ve never been a big fan of that. I’d rather play in the upside of their career and help them grow and take a percentage of that. Career agents sits in the same pool right there. Usually a percentage of deals brought in. I think that’s the best way. Um, I, if you’re okay approaching a manager and they’re asking for a retainer fee, I would always be hesitant as a creator to do that unless you think they’re going to present more value than that retainer fee is. Yeah, both sat on the percentage side and I don’t think we were changing our business model anytime soon. So let’s go back to getting into this space. Who is your first client again? You said a typical Gamer. Typical Gamer. Okay. So you come out in New York, it are you in New York when you sign your first client or have you moved to Dallas, La at this point? No. So I worked, okay. So we’re, we’re in New York. I graduated

00:32:40 uh, graduate. I graduated from graduate school. I left the internship and got a job at a sports agency in Las Vegas. So that’s where I was for about a year. Okay. In Las Vegas, that was where we had a bunch of Heisman trophy winners and hall of famers. That’s when I met dude. Perfect. And uh, I have worked so hard to get into the sports industry. I’m telling you like I would, I was crazy. I would get laminated resumes for all these young kids out there of like, how do I get in this industry? Here’s how I got in the end. Well, that was my next question. Laminate resumes and I would go sit in the lobbies at these agencies. I would go sit in rep one sports lobby, I would sit in CA’s lobby and people would just kick me out. They’d be like, you don’t have a meeting, please leave.

00:33:22 And I’d be like, great. Can you just give this to Tom? Congdon just wanted to talk to him. And I was just like literally. Okay. So I’ll tell you a funny story. So Lee Steinberg, who’s one of the, obviously one of the most prominent sports agents of all, I’ve read all his books. I got kicked out of his lobby, so I found his office address. I showed up. This intern comes out, he’s like, you don’t have a meeting with Lee. And I was like, oh, that’s fine. I’ll just wait for him to come out. I just want to hand him my resume, just want to talk to Lee. Intern comes back out and he’s like, sir, you gotta leave. So they kicked me out. So fast forward a couple of years, uh, I am now in Las Vegas. I got a job at Fritz Martin management was the agency and I get a call from Carson Wentz and he goes, it’s down to Isaac.

00:34:06 I’m trying to choose an agent. I know you know a lot about the industry because he used to work, work in it. I just left Fritz Martin Management and I was in Dallas with dude. Perfect. He’s like, can you just give me your honest opinion? And I was like, okay, who’s it down to? Anything Rep one sports. Um, Leigh Steinberg and CA. And so that same day that I got kicked out at least Steinberg’s office, I drove down to rep one’s office and Bruce and Ryan Tollner, no one was in the office except for a janitor who was cleaning up. And I was like, Hey, I’m just going to leave my resume on Ryan’s desk. And he goes, okay, whatever. Then you have to leave because you can’t be in here. Sends me an email two days later thanking me for putting the resume on his desk being like, I really appreciate you coming in.

00:34:49 Unfortunately we don’t have a position right now, but let’s stay in touch. If you really want to get in the industry, happy to set up a call, talk through it. So those are my two experiences. Now fast forward two years and you know the number two pick in the NFL draft is basically saying, do I go with Lisa? And I was like, man, this really came full circle. Quickly, long story short, I was like, listen, I’ll give you a background on each individual. I’m not going to tell you who to pick. What. I will tell you is pick the person you have the best relationship with is a 10 to 15 year person. They’re going to be involved in your family. They’re going to be very, very close to you for, for the foreseeable future because Carson’s not going anywhere. He’s going to have a long NFL career.

00:35:33 Ended up choosing rep one sports. Uh, which didn’t shock me at all. But yeah, it’s just funny how that all kind of happened. Getting kicked out of an office. The other one was really nice and then they asked you which agency go with, that’s too funny. You never know man. You never know who that’s going to know why you got to treat everybody nicely. So when kids show up at my office and we get quite a few now like, hey, you just want to talk to MrBeast team, does he work here? You know, you always have to be nice to that person. You just never know. Like right. Especially kids. Like they’ll figure out how to get in this industry if they really want to be in this. And they’ll remember and they will really hold a garage. It was kind of like whatever.

00:36:12 I got into the industry anyway, help at all. Um, but I, I pride noticed people in that situation who would have been like, don’t sign with Li. Don’t do it. Right.

00:36:22 So who do you, were you in Vegas then when you signed your first client, when did you become you digital? Right. Immediately.

00:36:29 Okay. So I left Las Vegas. I picked, I packed up my car and told my parents I was quitting my job. They thought I was insane because I’d worked so hard to get into this industry and packed up the car and drove from Las Vegas to Dallas. And that’s really where it all started. And you’re how old at this time? I was 24, 25 right around that area. I’d like my thousand dollars in my bank account. Didn’t have any money. I really just had internships up until this point. Had never had an actual job.

00:37:00 Didn’t know how I was going to do it. I just knew that this was the path I wanted to take. It felt right. Everyone’s had those moments where you really have a fork in the road and it’s like this decision actually feels right, although was very risky. I see it somehow paying off. I don’t know how to paint that picture yet and I don’t know what it’s going to turn into, but it feels right. And so me quitting that job or quitting that internship and packing up my car and driving to Dallas just felt right.

00:37:29 What was in Dallas?

00:37:31 Dude Perfect was based in Dallas. And so you were going to go work for dude. Perfect. I was going to go dead, no paperwork, no documents. I told them that I was potentially leaving and they’re like, great, you’re coming to Dallas. Happy to work with you. Was like, great, I’m coming. And that was it. No paperwork, no documentation. Uh, packed up the car, drove to Dallas. I’m like, all right, I’m going to learn and I’m going to soak as much knowledge as I can.

00:37:55 That’s crazy. So then you go from there and then from there is when you actually went out on your own after. How long until you got your first client outside of Dude Perfect.

00:38:02 Well I literally formed the company probably six months after moving to Dallas cause I knew I wanted to do this longterm, continue to work with dude. Perfect. And then after forming the business as when I met, typical gamer happened really quickly. Typical Gamer at that time was growing, wasn’t massive. He grew into one of the biggest live streamers on youtube. Still to this day. He still wasn’t as massive when I signed him. I just saw a lot of value in him playing video games online and did audience throwing. And then it just, it just spiraled into me meeting almost every single Gamer, um, through either Andrea or they’re friends of mine and people started understanding what I was trying to do. Didn’t really sign anyone. There was a slow period where it was just me and a few clients just kind of doing my thing. And then early 2017 I met Preston. So Preston, for those who don’t know, oh,

00:38:56 hold up. Well let’s pause there real quick. I want to come back to Preston because I do want to get there. Let’s go back to typical Gamer.

00:39:02 Yup.

00:39:03 You meet him. What’s your pitch? Yo, what up? I just started a company. I don’t have any clients. I’ll manage you like what do you tell them?

00:39:11 More or less? Yeah. He’s said he needed help. He didn’t have a manager on like a lot of people I’ve met, Andre didn’t have a manager at that point. He was trying to navigate this world all by himself and he needed help. I was like, listen, I don’t know if I’m your guy, happy to work exclusive, but I’ll provide value. I was like, just let me provide value and then we’ll have that discussion down the road about what this business relationship is and so that’s how it started. I think people get too caught up in, let’s put a contract in front of them. Let’s make him exclusive. I was just the point where I was willing to take a chance and so it was Andre on me. It’s like we don’t know if this is going to work, but to work my ass off. So if you’re willing to give me a shot, let’s see what this turns into.

00:39:55 Yeah.

00:39:55 And I still approach it the exact same way to this day when I meet someone and I had, I had a meeting last week with a massive Youtuber and it was never, hey, I’ll send you a contract. Let’s be exclusive. I was like, listen, I really like you. Let’s continue to get to know each other. Um, because if we ended up doing this, it’s going to be a long relationship. Yeah. Yeah. For one, like we have to get along. If we don’t get along, this is never going to work too. Let’s see how well we work together. Like we, I never really jumped in bed with someone and throw a contract in front of them. So the in philosophy holds true today for how I started working with Andre.

00:40:32 That’s awesome. And I think that’s super important too. Especially, I mean in the entertainment business, the business that you’re in, I mean you typically think La, I mean you’re in Dallas, but like it’s such a different world than say like the typical business world, right? Like New York or you know, Chicago, we’re where it’s like contracts and paperwork and signed deals and dotted eyes and you know what I mean? And it’s like I feel like relationships, they’re important everywhere in business, but in your business specifically, just networking and getting to know people. I mean that’s your end, right? You’re not like running ads to try and get more clients.

00:41:05 You’re just going, I want to meet. And people is my, in his trust and word of mouth, I know that. And this happens a lot with my clients. They’ll say, hey so-and-so, who’s your manager? And they’ll say, oh reed, you know, happy to introduce you here. Here’s his Twitter and then I’ll do a Twitter DM. A, I’m pretty picky now, especially in this office with everyone in here. We’re all pretty picky with who we take on cause we know the time and effort that goes into one single client. Right? But it’s going to continue. Just be word of mouth because the people that we work with to this day trust us entirely. They trust us with their careers. They trust us with their future business path. And so for me, Andre’s relationship was built on trust and everyone going forward is going to be that same thing.

00:41:51 Hmm. I love that. So what’s, I have two questions I’m trying to figure out cause they both go along with each other. How do you determine what that’s next? I mean, cause you’re responsible for a lot of people. I mean you indirectly have a ridiculous amount of influence, right?

00:42:08 So like just looking at my telegram right now on my other screen, like I have a lot of messages that I have to get back to it because all these guys come to me every single day asking questions, what’s going on with that deal? What’s going on with that business? You know, should I hire this person? And there’s a lot of questions that circulate on a day to day basis. Um,

00:42:28 so how do you decide what the next step is for your clients? How do you figure out like, Hey, I mean obviously you’re, it’s more or less gambling, right? Like you’re making predictions just like everybody else. But what’s your roadmap per se to go, hey, this is the direction we’re gonna go. Here’s why I think it’s a good idea.

00:42:43 I actually don’t lead the direction as much as you’d think. I let them dictate the direction I am. I look at us as their, the pilot. We’re the copilot. So if we’re flying the plane, we’re just also helping them steer. Right. Got It. If you actually still fly planes either, but you understand the concept of the it, it always comes down to, and I usually push for this is put it down on paper. What, what do you want to accomplish in the next three years? What do you want to accomplish the next five years? What businesses make sense to you or do you think your fans will really enjoy? Right. And so that’s where it really starts.

00:43:20 My job has changed a little bit over the course of the last two years where I was the talent manager involved in it, the day to day. So far in the weeds on everything that was going on. All the people in this office have been phenomenal and they’ve allowed me to, not necessarily step back, but they’d allowed, they’ve allowed me to look at it from a higher scale of, okay, I’ll be, I’ll let me look at the vision as the CEO, my job now is to create the vision yeah. Where Night Media is headed and help our clients understand where their careers are headed. And I have a lot of people in this office who are helping just pull together the operations, the contracts, the day to day. Those are things I have to do all by myself for a long time. Yeah. It’s a lot. I mean, we’ve seen 15, 20, 30 contracts just in a month.

00:44:06 Um, hit an email inbox. Like we just signed big deals with a few big brands and these negotiations took months, you know, so it allowed me to step away from those conversations and look at a more high level of, okay, where are we taking night media? What’s the vision of this company going forward?

00:44:22 How did you get to that point? Did you have a business mentor?

00:44:25 No, I didn’t. I still, I still don’t really have a business mentor to this day. Rely very heavily on a few people, um, that I meet with on a monthly basis, but they don’t really know a ton about the business. It’s more on a personal level and on a personal level. That makes sense. So I, one of them is the CEO of hunt oil here in town. His name is Chris Kleiner. I’ve learned a tremendous amount from that guy, but not necessarily in business. More about humility in life and how to operate a team and how to be an actual leader. Um, we really don’t get into the weeds on, okay, what are you doing? What’s the business doing? What’s the capital we don’t, it’s not something I really want to concentrate on. I’m Brett too than having someone helped me grow as an individual.

00:45:07 What’s the future then for you with, with Night media, Night Media?

00:45:12 His future is we’re, we’re currently sitting right now as night media has become a holding company and it’s become a holding company for a ton of subsidiary businesses that we built with clients. We’re in the process now of launching a large mobile game company with a client. We’re going to announce some type of kids network in the next 30 to 60 days. Uh, we’re announcing beauty products coming out in 30 days. So we have a lot going on in here. And then from a production standpoint, we’re working on a documentary, we’re working on an animation, uh, we’ll probably announce something in the next 30 days on the production side with youtube as well. So there’s a lot of moving pieces in here and that’s why I said I broke into two segments influencing, create and we’re really focused on create. And so three years from now looking at night media, it’s going to continue to be a holding company. That’s, that’s really the goal from, to have one of the largest digital holding companies that’s was really built on the core of content creators and digital influencers. I still don’t think people understand the value.

00:46:12 I don’t think so either. I agree with that. Literally.

00:46:15 So Phyllis, you don’t know Jimmy, MrBeast can literally put out a video for a mobile game and get one to 2 million downloads just from talking about it. I might understand the amount of money you have to spend to get it. Um, but for him to literally talk about it for 15 seconds in a video, I, it’s just mind-blowing. I’ve never saw a lot of value in Instagram influencers. I still don’t. I see really youtube content creators, um, Instagram deals and even to this day, like I haven’t seen a lot of massive Instagram deals for the top people. Yes. But they’re only doing one, maybe two every quarter. It’s not crazy. If we wanted to, we could put an ad on almost every single video Jimmy puts out and that sort of large price tag. So, and also if he has, if he has say 10 million followers on Instagram versus 10 million subscribers pulling, you know, a million views plus a video, I would rather take that every day of the week than you having 10 million followers on Instagram right every day of the week. So I think even for those content creators, trying to focus on being a content creator and having this career of making money from being a digital influencer focus on youtube, everything can spin out of youtube. You can go do distribution deals for your content. You can go put it on Facebook or Snapchat or wherever. Instagram can come second. Jimmy November, 2018 Jimmy had under 50,000 followers on Instagram under 50,000 within four months we were like, okay, it’s time to turn the spicket on for like 4.3 million right now. It’s like that’s how easy it is once you have an influence on youtube. So would say concentrate on long form video.

00:48:03 That makes sense. That an extent. So how do you determine the price tags? Is makeup an random number or are you just so you want be more bad? Yeah,

00:48:14 everyone used to say that, huh? How much should we charge this time? No based it a lot on CPM. So similar to how youtube basis, their ad model, right. CPA sense savvy. So you just base it depending on the influencer, anywhere from 18 to $30 a CPM. That’s how we base our pricing. And it fluctuates depending on time of year, summer, right now. Sorry for all the brands out there. And it’s, it’s, it’s an expensive time of year. Yeah. These are high CPMs are high. It’s just, it is what it is. It’s good. Yeah. September, October is gonna dip and we might take a little less and once November hits, it’s the biggest time of the year. Yeah. Well, yeah.

00:48:50 Yeah. So that’s, that’s what we dictate pricing right now. That makes sense. Do you follow politics slash the economy at all?

00:48:59 I try not to. I used to a, with everything going on, I’ve taken a step back from politics. I am personally, I would say I’m fiscally conservative and then socially progressive. Right. So I kind of sit on that like millennial, typical millennial. I don’t, I haven’t been paying attention the last few years because there’s so much negativity in the air right now. It doesn’t matter what party you are for. Right, right. Publican they’re both so negative. They suck. I’m just getting the attention to it and in my, in my life, in the world that I live in here, for me to consume negativity, it just brings down my day. Yeah. And so everything that I read and everything that I consume has to have some kind of positive light to it. Yeah. I agree with that. Oh wait and watch the news.

00:49:48 The reason I asked that though has nothing actually to do with politics because you have to be a special person, right? So wants to be involved in politics on a daily basis. Um, but from an economic standpoint, right. So one of the things that I’m big in with the w politics is I don’t really care on a lot of things, but I do focus on the economy. I want to know what the trends are, where we’re going. Obviously, the economy right now is doing phenomenal, but you would expect after 10, 11, 12 years of you know, things going really well, there’s going to be a recession at some point. Do you worry about or consider that at all when it comes to influencer marketing and how a major recession might affect that or is that not even on your radar?

00:50:29 No, I mean you can’t really, if I worried about that, I’d have to worry about natural disasters and every other thing that could potentially happen. Right, right. I think not necessarily a recession, but our correction is good. It’s healthy for the market, right? Clients on our roster that are literally just waiting for a correction so they can either buy into real estate or get into some other instrument, right. Money in Bitcoin. So we don’t think about it much here. If I did, it probably drives me crazy. If I listen to CNBC talk every day about stocks going up and down in the economy, get ea session. So it will, and also statistically every 10 years we should expect some kind of tension or correction. So it’s prying to happen sometime soon, right? I don’t know how long we’ve been in a bull market, but I would say it’s been close to a decade.

00:51:21 Yeah, it’s been almost a decade. Yeah.

00:51:23 But if I thought about it, I’d probably drive myself crazy. So it’s not too, or is the money going to dip when it happens? Yes. Is it going to eventually come back? Yes. Yeah. I agree. I’m in this for the long game. I’m not in this for the two, three four year game. I know Gary Vee says it all the time, but like I’m playing long ball too. Yeah. Yeah. I see the 10, 15, 20, 25 year career. So honestly reset like not necessarily a recession, but corrections are healthy.

00:51:51 I love it. I love it. Cool, man. Well, I want to, uh, I want to go to some rapid fire questions here at the end, but real quick before we do that, why are you in Dallas still? Why Not LA?

00:52:00 Huh? People ask me that all the time. I can get to LA in two hours. I’m flying there on Thursday for vidcon. It’s extremely expensive. Obviously stay tax plays an issue. We have a few of our biggest clients already in Texas. NYT media currently doesn’t have an influencer in California. Um, no reason for that. It’s just if you’re a youtube or you don’t need to live in California, you don’t in LA. So for me, that sexiness of living in LA is never been there. We have right now in Dallas, I believe 26 fortune 500 companies in this town. Yeah. Dallas is super businessy. It is. It’s very businessy. Uh, I love the town. The traffic isn’t bad. We arguably have one of the best airports in the United States. That’s true. I love [inaudible] phenomenal. And there’s a number lines to get through security. I don’t see us moving anytime soon. At least HQ will we have a satellite office in LA? Definitely.

00:52:55 Yeah.

00:52:55 It’s hard to play in the production space without somebody, or at least a few people based in that city. But it’s an easy flight. I can get there really quickly

00:53:03 and you don’t have to worry about the fricking San Andreas line earthquake snapping and off into, holy Moly, dude. Racy crazy.

00:53:11 Well, I mean we and we’re, Dallas is too far north even get hit with a hurricane. We really aren’t worried about national disasters here, but from a business standpoint, there’s just a lot of pros to being in this city.

00:53:23 Yeah, no, I get, I feel for sure. Yeah, I’ll

00:53:26 tell you I, so I grew up actually in the suburbs of La and then moved out. My parents have a farm in the middle of nowhere, Indiana now, but like every time there’s an earthquake in California, I’m like, I don’t want to go there. I’m flying out there in July, July 27th I’ll be at the challenger Games with Logan and all those people there. Yeah, we’ll meet there for sure. Yeah. Yeah. We’re trying to put, I relate to him together like a knight media relay team. They’re going to get smashed, but we’ll see.

00:53:50 Well, hey, hey, if you need to, if you need to run it, I’ll run for you. All right.

00:53:54 We might need a like a trail, like as someone at the end, an anchor that can pick up for all the other guys being slow. Perfect. That’ll be me. So I’ll do that. So let’s get the night media team rolling. Let’s do it. Let’s do it.

00:54:06 Awesome dude. Okay, let’s do some rapid fire questions real quick and then now we’ll wrap it up. Before we do that, anything that you want to talk about or promote? Uh, I don’t know. You said you’re hiring people. What are you looking for? So let’s, let’s just go through the hires right now for the, yeah,

00:54:19 we’re hiring a director of operations and the, and some of these are at the night media level. Some of them are at an individual company level, but at the night media level, we’re hiring a director of operations, a public relations manager, which is going become very important, uh, another social media manager. And then we need an account manager at the night media level as well. And then in the company that we’re probably gonna announce very quickly, it’s a production company. We’re going to be making a few hires and programming and production. So we’ll announce those prime the next 30 days. But you’re very good. Operationally, we’d love to take a meeting because that’s one thing that we need right now is a director of operations.

00:54:55 Cool. And where would they reach out or find that?

00:54:59 Uh, just go on our website. Feel free to reach out to the and somewhere we can contact.

00:55:04 Sweet. Sweet. Okay. Rapid fire questions cause I appreciate you coming on man. So, uh, favorite sports car?

00:55:11 Favorite sports car? A sting ray stu.

00:55:16 Okay. All right.

00:55:17 67 sitting right to be specific.

00:55:19 Really. All right. All right, cool.

00:55:21 A favorite airline to fly American American trouble for that. I love you southwest, but American Airlines,

00:55:27 why are you getting drunk? Oh, do you fly? Sell us a lot to the southwest team.

00:55:31 I love southwest, but dude too. But Americans the spot and they, they, I do Delta a lot only because I have the Amex card and I get free flights on them all the time.

00:55:40 But Dude, the one problem I have with southwest dude, they don’t have first-class. Like, come on. What? What do you do? What are you doing, man? Come on. You’ve got to attract as business people. All right, cool. Uh, if you could have a dream house anywhere in the world, where would it be? Or like a dream place to live?

00:55:55 Anywhere in the world? Yeah. Anywhere in the world. I’d be like in a remote island, in the Caribbean somewhere, somewhere that we’re like off grid. No cell phone service. Maybe next to Richard Branson’s place. I think he’s in somewhere in that area.

00:56:06 Yeah. Just had a call, have a knit neighbors with him, hang out with him all day somewhere.

00:56:11 Like where, where I could go away and we’re employees and friends and family could go away to just unplug cause I, yeah. On the issue that we all have in this industry is our lives live on our cell phone.

00:56:21 It’s like you cannot get away it, it’s so bad. Um, okay, so 40 year plan when you’re 65, 70 years old, are you okay? Status, fame, billionaire? Like what big picture vision?

00:56:35 Honestly, I have, I want to be a motivational speaker. Uh, like I said, I, I want to eventually have multiple books that I write, whether it’s on business or weather on, it’s based on something personal money. Yeah, money is great. Kind of comes with success. Whether I’m going to be a billionaire or not, who knows? I would like to eventually take Night Media public in the next five to six years to be the first influencer. A digital company or holding company to go public is a dream that I think everyone in this office shares. But in when I’m 67 years old, I honestly hope I’m still working and doing something I love, but hopefully I’m traveling the world speaking as well.

00:57:14 That’s awesome. Uh, number one key to your success. If you had to sum it all up in one thing,

00:57:19 a work ethic. Work Ethic. Yeah. I like you grew up on a small town, 2000 people, a farm town, middle of nowhere in North Dakota. So

00:57:29 that’s awesome. All right, last question. This is the question that we leave everybody that ever comes on here to be interviewed with. So you are fast forward and you’re at the end of your life, you’re on your death bed. I know it’s more of a thought, but it gets happy. Okay. So you’re on your deathbed, every single person that you’ve influenced, that you’ve touched, everything that you’ve done in your life is gone. Like nobody knows who you are. However, every single person that you have ever impacted directly or indirectly, you get to leave them with one final message for them to go live the rest of their life with. What would that message be to them?

00:58:02 Wow, that’s a great question too. I might have to use that on some of my employees. Do it. Yeah. A message that I get to leave everyone with who doesn’t. And they remember Reed says that there is power in this. What, what is that message? Oh Man. Um, so many ways I could go with this. It, it would have to be around humility. Um, I can’t come up with a specific quote, but it would be something around, um, humility. It’d be like do unto others as you would do on yourself. Something around those lines. And it’s just based off, you know, and even the sports agency conversation that we had about, you know, getting kicked out of an office and being treated poorly versus being treated well. Yeah, it’d be something around those lines of, you know, treating others, you know, not only with respect with humility, you never know what’s going on in their life or what they’re going through.

00:58:53 That’s awesome man. Well Dude, thank you so much for coming on. I appreciate it. This has been amazing. Yeah, man. Guys, go check that out. Especially if you’re interested in getting a job with him. Reed’s a cool dude. I mean I’ve known him for an hour. He seems cool, but Reed, thank you so much man. I appreciate it. Come on. Thank you man. Appreciate it. That is going to wrap up this interview guys. Thank you so much for tuning in. I appreciate it. Read. Thank you again for your time. As always, hustle, hustle, God bless. Do not be afraid to think different. Those of us that think different are the ones that change the world. I love you all and I will see you on the next episode. Take it easy, fam. Peace.

00:59:30 Yo, what’s up guys? You’ve been listening to The Think Different Theory with myself, Josh Forti, which I like to call, “A new paradigm of thinking”, and real quick, I got a question for you. Did you like this episode? If you did, I want to ask a huge favor. See, the biggest thing that helps this podcast grow, and that will spread this message of positivity and making the world a better place, is if you leave a review, a rating and subscribe to the podcast. What that does is, it basically tells the platforms that this is out on, that you like my stuff, and that I’m doing something right. So if you could take like three seconds out of your day and subscribe, leave a rating, and a review, I would be forever grateful for you. Also, I want to hear from you. I want to know your feedback, your ideas, and your questions for future episodes. So be sure to hit me up on Instagram in the DM @JoshForti or via email