Unknown Speaker 0:08
Hi, and welcome to the motorsport coaching podcast sponsored by motivate Training Management. This is a podcast where we talk to drivers and industry experts to help you maximize your performances on and off the track. Let's get started with today's show.
Unknown Speaker 0:29
All right, so thanks, guys for attending tonight for the 10 things you can do now to help you gain sponsorship. But there's so many things that you guys can be doing. For those who've been following me for a long time. blenderized, the infirmary Training Management. I've been working most people I've been born and bred actually into my sport. I'm going to go through that in a little bit more details.
Unknown Speaker 0:51
However, the thing with sponsorship is that you need to be thinking it all the time. So whether it is the Australian financial year, whether it's UK financial year, whether US financial year, predominantly, you need to be seeking sponsorship every month of every year in order to gain sponsorship.
Unknown Speaker 1:10
There's no point just going to ask somebody in November, what they're going to do, there is absolutely no point. And it's my cringe worthy thing. When someone goes hey guys and rescue backers like in six weeks time, if you're a sponsor, you want to get on board, please come on board because I hate those posts. They're never going to do it because it takes a lot of time to gain sponsorship. Yes, we know those that work in sponsorship, it is actually called partnership relationship. But we don't. When I thought about the whole concept and the name of this presentation, I was like well, people, especially beginners to images, which is what it's tailored for, have a more appropriate relationship and alignment with the word sponsorship. But as you progress, it does obviously become a partnership. And ideally, that's what you guys need to get and want to get.
Unknown Speaker 2:03
So ideally, like first of all, you may get a product or a sponsor, product or as sorry, service, sponsorship. But then in the end of the day, it's going to become a partnership, where it's chill, it's some way that you're going to develop over the last, sorry, the next three to five years time. So
Unknown Speaker 2:23
this presentation is if you obviously are needing sponsorship, you're looking to maintain and have partnership. So we're also going to go through about if you have I know a lot of especially like cars, a lot of the grassroot competitors, former Ford drivers, if for if threes. They have a lot of product and services based sponsors, but they're like, how do we now monetize that? So hopefully, this is going to give you some direction. And then obviously, once you have that sponsorship, it's not about just getting that check or getting their site signature onto a piece of paper. It's about how do you maintain them? And then how do you grow that sponsorship as well. And then of course, if you want to keep racing to stay tomorrow and forever so guys, I do want this to be interactive with those that have worked with me before so if you let me know dislike right into the chat, be interactive. So why he's not like what are you wanting to get out of sponsorship every month that you kind of give me a gives me purpose to give you guys content. And I'm going to tell you a little bit about my why right now. But of course, I do have new sponsorship course that I've just launched. It's eight modules. We're gonna go more details at the end of it. And it's roundabouts you will see at the end, but if you sign up, we do have a sponsorship and post a deal. So for those who haven't worked with me before who don't know anything about me. Anyway, I'm Belinda rising. I'm the founder of motivate charity management. I'm the mom of two boys and son. So much fun at 15 years of age. And I'm passionate most football lover. I've been born and bred to go pads um, so my dad was actually the go kart dealer, the first go cat dealer for Dino cat. And both my brothers were very successful. My younger brother could have been driving today and supercars with all of the guys that are on the grid today. So I've grew up with all of those dudes, and I've trained most of those guys. But back in 1996 When I started my fitness business, I'm taking photos, and any of that social media content wasn't really available. So unfortunately, I don't have much of that content but i i Will and I do have those guys come in and drop into our my membership sites had the toolkit. So I've got Tim Slade James Courtney Chaz Shane Jamie, like really Um, this is my playground that I grew up with at Oran Park Ipswich. Every weekend I actually spent my life I'm in my mid 40s. So, yeah, so back in those days, that is what I did. My older brother is 11 years older than me. And he races twins and sorry. Yep. I'm originally from Sydney, or a park with my track.
Unknown Speaker 5:26
Sorry, yeah, I've just bought a brand. And my why is because I love the sport. And I want to make it as cheap as possible for all you guys to be able to continue to racing. And so I give you all this value as cheap as possible. And I free resources as much as I can. Because I love the sport. And I know if we don't have sponsors, we don't have sports. We don't have competitors. We don't have the sport. And I definitely don't want to see, do I think we have too many categories. Yes. But that's another story for me motorsports Australia to take up and also FIFA. But anyway, so initially, I started back in 1996. And as a fitness business, as I said, I was training Troy hunt with Mark Winterbottom Joe moss. Again, a lot of the guys, I had actually had a premises in pickers in New South Wales. And that's what I did as a fitness business. And as I work with those drivers, over a course of 10 years, I could say that the industry was changing, and it was going from just not being performance base. So we were there chain training to get ultimate results, which was fantastic. But over that time, everything kind of changed to being about you know, what kind of sponsorship could they bring to the team. So over the early 2000s, the whole issue changed, like the whole society. Excuse not just through as you do, and so get to the whole industry changed. And it became about what could look what could the athlete actually be bring to the team. And it wasn't even so much about their performance. And so I saw the likes of and I don't like name names, but I did actually work with them. Because yeah, I Yeah. Anyway, I like worked with them. And they just couldn't not get to that point, because they didn't have a brand. They didn't have personality. They didn't have social media following. But back then obviously, social media wasn't a big thing. But now has became a big thing. And but nor do they want it become there because all they wanted to do was go racing, and be a racer, and that's fine. That's fantastic. But unfortunately, once it hit this period of time when it was all about sponsorship and money, and they've actually stopped their growth. And so again, there's lots of beautiful, fantastic, awesome drivers out there that have made it to the top game, not because of their achievements, but purely because they didn't want to work on the off track development. And my drive is to teach beginner to amateur most vocal competitors, that if you wanted to go places, within the most sport, what realm that you need to work on, you're off track development, even if it's in eSports. Because even those people are still looking at those teams are still looking for sponsorship. Who are you as a brand? What can you bring to the community? What's your social media? Like? What's your newsletter like? And we're gonna go through all of that today.
Unknown Speaker 8:47
Feel free to ask any questions as we go along. So yeah, so that's, that's a little bit about me. So I started back in 996. I had a hiatus for about 12 years where I had my children. And then when I came back to it, I was like, Oh, this was my passion. This is my hobby. This is something that I really, really love to do. And I, I love the sport, as I just said, and so I was like, You know what, online started becoming more and more popular. And I was like, wow, let's do it. And I looked on to online resources. Have you put in most of what fitness into Google, though so much he put into motorsport and sponsorship, there also wasn't a lot. And so I was like, You know what, we kind of do all of it. And my whole premises since day one being an exercise physiologist, is the sheer fact that you need to have a holistic approach to racing. You need to have fitness, nutrition mindset, social media, sponsorship, branding, PR and media training. They're the eight elements we actually offer as a driver. We have different courses, different workshops, like to live events as well. And so this was something that was really like just a light bulb moment for me to go hey, you know a lot you guys know that. And this is where I'm gonna do as cost effective as possible. And so I just went through that, that, you know, as you progress with the drivers and we're during the fiscal training or during the attrition and we're during the mindset of them or that it was getting to a stage where they were going, Oh, okay, cool. So what kind of money can you bring across? And you guys can Google it as well. That that there was a change in that dynamic. And people were like, Whoa, what sponsorship we never knew what's mostly this and still, so those that have been following me for a long time know that I will it's fun shoot with the athletes, partnership development, but all commercial development, but for beginners to amateurs black it's all about sponsorship, because that's the word that you know, aligns with them Bestival. So it's like the people looking to know the teams are looking to know who you are brand. And more. So now I feel like they are align them like, last night, I learned to go back with estimates and because he's alignment is alignment with his values, and his alignment with the sponsors, works with estimates. And that is why like, they could have got to Oscar PSG that could have gone to Jaco, and that could have gone to a whole range of other new up and comers, but they didn't, they knew what was what would best. And it's all of these things. Yeah, so the teams are looking for a brand that have a personality, personality story, and they have direction. And of course, they do have that desire to win. But they need to know that those drivers actually know how to bring in sponsors, how to greet sponsors, how to maintain sponsors, how to have a personality, how to engage fans, like it is such a big package is not about driving, and everything. If you talk to a Top Gun, VH supercar driver, anyone that the top 25 supercar drivers today, or yesterday, they will say that most of the time is spent with sponsorship or partnership development. And so it's all about having a personality, being able to talk and having your pitch developed, have your values done, all of these kinds of other side outside of actual race results. So today, I hope that you will be able to embrace some of these strategies to not only gain but also maintain sponsorship. So especially cardi, obviously, that's my thing that I love being proud into. But you know, so many times I'm like, Oh, my kids just started my kids too young. There's not after him on the vehicle, you throw a stick up that's sort of sponsors are after. So I'm hoping that after today that you've got some more strategies to put into place. And again, feel free. Robert, I
Unknown Speaker 13:00
know, I got disconnected there before I think so. Somewhere. But you know, just what I'm what you're saying is so, so true. As I mentioned, when I started, you know, I've been I've been involved in competition. I was a late starter, obviously. But I've been pretty much involved since 2003. Right? And, and I realized early on that I couldn't, I didn't have enough resources or money or whatever, to finance, what I really wanted to do. So the only answer is you got to find that support from other people or other entities or other institutions or, or groups. So, so the first thing that I started studying sponsorship actually early from the Americans, and I found that at that time, there was in 2000, that was around about 2000, there was something like 5 billion US dollars in in motorsport in America, alone, you know, like this, you know, the USA. And but But what was really impressive to me was that, they also said only 5% of that was was with podium winners. Yeah. Now that so that, that sort of gives you a, you know, my military background says it's a good combat indicator. So what it tells you is that it's, as you say, it's not about the driving almost or the, the activity, it's what you do about the activity and what you do with the activity with other people who are supporting you. And so, my, my take on that was that most sponsorships actually come from your local area, from your garage down the road from, from your, from your regional areas, who people want to be involved with you though. They want you to shine up on them, you know? So really, it's a business process. It's a business. So So that's the first singular thing. sort of, you know, yeah. Oh yeah moment was to realize and I luckily I realized early and I've been I've been working ever since on that side of it is that it's a business. It's not it's not it's almost like there's not racing or rallying or cars or whatever my mind game is, is Tomic rally Right. So. So that's a different genre, as well as track racing, etc. I do a bit of track stuff, but mainly for testing and stuff. But primarily once you work out it to business, and it changes your whole whole paradigm. And then this is what you're talking about here. So I really love you love your work.
Unknown Speaker 15:39
Sorry, guys. Sorry. No, you look on my screen. It's saying, do you see network up there? No.
Unknown Speaker 15:49
It looks like we're in the first slot. Place where we're still on the first slide, Mac. maximize performance on and off the track.
Unknown Speaker 15:59
I hate technology. I'm too old.
Unknown Speaker 16:07
Y'all, I'm just looking at a big picture of you, actually.
Unknown Speaker 16:11
Oh, what that's great.
Unknown Speaker 16:12
Are you go? And you know, I'm on this new iPad, so it could be going anyway, I wouldn't have a clue.
Unknown Speaker 16:22
All right. All right. Well, that's number one. And we've just gone past point, one, and I'm not really sure how we're going back, right. Anyway, as I said, I don't really use Zoom. For me. Too scared to keep pressing buttons.
Unknown Speaker 16:44
Here, we're going back the other way they went from three to do so whatever you press to go from three to two. We'll try that again.
Unknown Speaker 16:52
All right, it has that Oh, no, we've just gone. So number one, guys, as professional, make sure you know how to use online. Yeah. All right, there we go. Alright, sorry, as anyone who's been following me for a long, long period of time, my number one thing is that motorsport is a business. So regardless of wherever you are in your career, even if you're in your car to go in a form of forwards from full force to excel, pulses, whatever else, motorsport is in business, and to when it comes to sponsorship or partnership development, you need to be dealing with it as a business. So it's things like setting up an AVR. And having those alignments with those business, having those values, which we go through all in the winning sponsorship course, or motorsport is a business course. So we have two different courses. So winning, winning sports is all about how to gain sponsorships and, and having that momentum for sponsorship. And then motorsport is a business, which is due to release soon is all about setting up a business as as it sorry, setting up most of our business as business where you can hurt hurt, help. Sorry, I kind of talked to hook claim, you know, tax deductions for your sponsors and how you go about them and how it's easily going to be in your business transaction. Anyway, so back to number tip number one.
Unknown Speaker 18:30
Linda? Yes, when said set up, I didn't get the rest of that phrase.
Unknown Speaker 18:39
up so the phrase as in that you need to set up if you're a multiple competitor, I always highly recommend especially if you have a small business that you should also operate your most bought business as a small business. So you need you should set up an ABN so like Imogen and dad to be like Redburn racing as a sole trader because then for when it goes to seeking sponsorship that they can get tax deductions more so if they're a company, but and that depends if they're small business they can go to company that can set up a subsidiary company for immigrants racing, and they can also be a tax write off but if not yet, there's a lot of little loopholes that we go through in Amersfoort is a business course.
Unknown Speaker 19:35
Yep, that's what as the SAS is set up as a private limited company. Yep. And then the sponsors get their invoices I can claim GST they can use it as a whether it be advertising or whatever they want right out for virtually as a as a done full deduction for them.
Unknown Speaker 19:57
Yeah, so it's not just that Yeah. Oh, Getting that invoice and then being whatever else, there's a lot more like that we actually want them to do so it sustainability. So obviously, it was just starting off now. And so for her, you know, we're looking for like three to five year growth period and for them to get on board and we're gonna go through all of it now. So as I said motorsport is a business. And so people buy from business people buy from people. And so the first and easiest thing to do is to host an event. And so after tonight, guys, I'm going to send you the workbook, or I was going to add the workbook, but I'm kind of a bit frazzled, and I'm not sure how I'm gonna do that. Anyway, I will send you the workbook after tonight. And in there, it was about hosting event. And there's a checklist that you can go through about hosting the actual event. Because being in business, as we know that to be in business, you need to invest in your business. And so even though you may have sponsors that are purely just products and service based businesses, also in the workbook that goes through the types of business outs, or the types of sponsorship there is available. And so therefore, if you have only product and service based sponsors at this age, and you want to monetize them, this is a great idea and a great concept to try and get them to monetize that sponsorship. Because if you've have nurtured them, and you've shown in the way about how you've been able to engage sponsors, give them new likes, you know, if they've had a competition, if you've done a store, promotion, or so forth, then this is a great way for them to come and be at the forefront. And actually be your testimonial. So again, in the workbook, there is a thing. Anyway, oh, in America, I'll get started to talk. And so I can upload the workbook, VA or anyone excited you to upload the workbook today. So yeah, so you have if you host an event, get your actual sponsors up there, and get them to talk about how great it was or great it is to be working with you and what it actually means. Number two, and it can I tell you guys after tonight, I started writing this presentation, and there was more than 10. So I think there's actually about 24 At the end of the day. Anyway, so go to your local council meeting. And then, and then we're winning ads for cheap clothes we go through about identifying values. And this is one of the first modules we actually have in our sponsorship course. And people go like, why don't I need that? Like, why do I need to know about my values. But at the end of the day, it helps you identify your pitch. And again, in business people go, what is your 32nd pitch. And so if you know your values, I know it stands for if you know what a direction is, this gives you that 32nd pitch in order for you to attend these local council meetings. It could be the local, whatever your general interest is. And again, when it comes to motorsports, you just need to think outside of the square of motorsports, when it comes to sponsorship, it doesn't just necessarily need to be a motorsport related, again, and it comes down to down to your skill sets and what your interests are and things like that. You never know when your best friend at crate might have a business that is looking to get into I know parenting. So that would be fantastic opportunity for them to get into motorsports because there are both parents at a motorsport event. So don't just when you think about sponsorship, don't just think about most sport orientated brands, think outside, that that roam around about what kind of, you know excites you, and what most or aligns with your values and aligns with your skill set. And again, in that winning sponsorship course, we go through that in more details about how you can pinpoint that information. But also point three there is like leverage your current sponsors. So at the end of the day, sponsors want to do three things. They want to have brand awareness coming on board, they want to have brand awareness, they want to have sales, and they just want to have a sponsorship. So clearly, when you get a sponsor on board or partner on board, you need to understand what is their objective coming on board? Is it brand awareness? Is it getting sales? Is it just connections? Or just Are they coming on board as a silent partnership? Those questions need to be asked when you are seeking sponsorship or when you've got a new sponsor come in. So you know how to nurture them. How do you help them achieve their objective because come to have much time when we go hey, you know, it's been 12 months since we last spoken. If you haven't achieved those objectives, they're not going to
Unknown Speaker 25:00
realize they're not going to want to come on board because you haven't ticked off all the boxes. And hence why I always say it's really, really important that you should always have a Sponsorship Agreement put into place. Because a Sponsorship Agreement allows you to put in the KPIs, again, like any business agreement, what is the expectation of you being the driver, the athletes and then be the sponsor. So it doesn't matter if it's your local butcher, you still want to have a Sponsorship Agreement put into place because it then it has that expectation. So when it comes to 12 months later, or six months later, whatever you agree on, that you can go, Hey, this was the expectation. And this is what I actually did, as opposed going, or during next year. Hey, Mr. Bucha, man, it's time you know, we needing five grand more or December, we need five more grand, you know, for our next round next year, we're gonna raise AKC, we're gonna do four rounds, this is a willing to come on board. And then we're like, warden, or what have you done for me. So you need to show cause. And I think that's the biggest thing, with sponsorship, and I hear it even from supercars level, why supercar sponsors leave, because they don't show cause they don't show what they have achieved. And so that's why the agreement is so important to have into place. It's a business agreement. So you really need to invest that time, in principle to put into place that agreement, so everyone's expectation is clear. So again, when it comes to renewing, hey, it's already there. And you can say, you know, what I actually did 45 social media posts, I actually did three videos, I actually invited you four times, like, you need to set up KPIs. And this is a business if you want financials to go forward. The other thing there that I've put there is testimonials, which is in the workbook. And if anyone's going to talk anytime soon, I will upload the workbook soon. But also like is how are those testimonials? From your current sponsors around how it is working with you? Again, people borrow from business. And so they want to know, what is their experience about dealing with you? Is it how good are you? Do you have a plan? Do you offer them called Corporate has hospitality? Yes, we know. Canning is a little bit different. Genre. I've been on to Aiko for about four years to get a cup corporate hospitality tent. But there's certainly different ways around it. Like where we can hire at a pub like the night before. We can buy lunches anyway, there's lots of different things that you can do outside the realm of things to offer corporate hospitality. But the thing is about offering testimonials, because when you're sending out a sponsorship proposal, if they can see what it is to work with you, again, it's going to give you strength into gaining new sponsorship. So there's like three of the biggest, or the biggest things that add up with this presentation. The end, feel free to ask questions, we'll jump in any time. The other thing is around about affiliate programs. So the easiest way to get sponsorship is through an affiliate program. So like for us, so for me, motivate actually has an affiliate program. So anyone that you sign up, you get 50% off. So for example, the winning sponsorship course tonight is 499. So if you get a unique leak, if you haven't been involved in affiliate programs before, and if you if someone signs up under your your link, you get $249 It's 50% off. And there's lots of different things, a lot of athletic brands, a lot of sporting brands, have affiliate programs, so look around about who has an affiliate program that you can sign up, but of course it does need to align with your values as well. And again, people go buddy need values, but you know, you don't be a vegetarian or plant based person and signing up with the local butcher. And that's going to be my case study tonight. You know, people have affiliate programs that you can sign up with so yeah, if you want to be an affiliate of motivate any sell our programs you get 50% off all the time. So and we have a workshop every month
Unknown Speaker 29:44
and that's pretty much what our investor program is but we're gonna go through an ambassador permanent little bit item. But so look at for what your affiliates out and in the various actual page where you can go through and you can write down all the affiliates that you think so Hit a sporting brand like L KSD. Image. And I'm like looking at you, because you're like top of my screen. Jim shark, they kind of do all if affiliate program to look, you're beautiful, I feel like you're athletic. So you'd like whether we're the brand. But when you go to sell it, and again, this is sorry, sorry, I threw down I didn't before I again, but when you sign up with the affiliate program, you don't want it to be 30% off for my fans. Ideally, you want to negotiate to be 2010. Right, because you want to get that money back in into your pocket, not to their pocket, we're gonna go through it, we're gonna get to the end of the investment with it. Alright, so through social media. So many times this strategy, it has worked. I think, Rob, I don't know if it was you, but someone else was saying that, how they've actually, like research who their target sponsor was going to be. And they've, and I've heard it before, and they've like, posted it and tagged them. And it's actually engaged in a conversation off screen as well. So if there's a sponsor, that really aligns again, with your values, you need to know what your values are, that you really, really want to get on board, you can do some type of tongue in cheek videos, or you can do placement, once she posts or videos or anything like that to say, Hey, have you guys, why don't have any any props nearby. But anyway, you know, how to do social media posts, but it's about trying to put them into the picture to go, Hey, I'd love to be sponsored by motivate. So do you know about motivate services? If not, this is what they're all about?
Unknown Speaker 31:57
Yeah, I think, I think one of the things is that, you know, given that a lot of companies are constantly being approached, or, you know, some so bombarded by requests from, you know, the myriad of people in motorsport, you know, drivers who want to go further and etc, you know, and a whole bunch of other associated people as well. Most things are not even looked at. So you got to be a little bit different in your approach. So I think what you're getting out here is going to be very creative. And, and, you know, they won't, let's say, unless there's a some sort of a connection there. They're not going to just pick you out of the barrel of all these other 100. You know, I've had companies say to me, so, you know, we get we get something like 55 or 55 proposals in our email every day. Yeah. You know, and what are they going to do? They're going to look at them? Well, they're not going to look at virtually any of them. Because they've got too many other things to do. So you got to do something different. I remember I remember. Yeah. Who was who was the guy, Alan? Alan Jones, was it to who? Who was he went to jail, actually, Alan Jones. But he was the he was the guy who helped win the Americas Cup, right? But the sorry, sorry, sorry. I'm sorry. So so we wanted to motorman who was in the precious, precious minerals, side of things way back in those days. And we figured out we couldn't work out, you know, how are we going to approach this guy because he was very good at business, etc. So what we did was, I suggested what we do is we, we send him a letter, a handwritten letter, because he just got remarried or something like that. And so we sent him a handwritten letter, but the letter was a red one, the envelope and, and it was personally addressed to him a red one. And we actually got a reply from him, you know about this and that So out of all the people trying to get in touch with him. So you got to be you got to be a bit creative as you're saying there. So you know, more to more to the creation side. I think it's very good. Out of the box, as you say,
Unknown Speaker 34:17
That's right. Thank you very much for that. Um, so again, though, about how do you see when I go to full screen it seems this stop now hasn't it?
Unknown Speaker 34:31
I'm still looking at tip number three social media here on the on the screen, alright. So tip number two, by the way, I didn't say tip number two and from one to three in my on my screen, but not likely.
Unknown Speaker 34:58
All right. So the other thing is About anything it's written into your work or concerned about when it comes to social media person we just spoke about in depth about how this was cheap agreement. That is that you need to have a clearly identify how much it costs you to do a price. So there's one thing about doing a price and title responses in which is fantastic. But if someone's paying $10,000, or $2,000, and someone's paying $20,000, you don't want to give them the same social media coverage. So you need to have it clearly identify again, in your spreadsheet recruitment. What is this? $2,000? What is this $20,000 cost for you to do a post and video and what is it to do a cost and a video. So for $2,000 in that Sponsorship Agreement, it should should state we would do two post two videos that for 20,000 doors, it should be what you're going to do per month, at least. And we're going to do Bob's toast and four videos per month. Okay, and so that Tony to work it out. So within the workbook, you need to work out again, what is your hourly rate worth? And again, obviously, when you're younger, it's a little bit leaner. What is once you get older, we don't have much time Well, no, we have much time for video editing and doing all those kinds of concepts. But again, like when you're younger, this is the thing that you can say to sponsors, okay, well, if you want me to do an Instagram post, if you want me to be become an influencer, basically, my social media posts, even if they're $20, it doesn't matter if that $10 To start off with, but you need to have that clearly identified in that sponsorship proposal to get that value worth out of the money that they're bringing to you. So now if you've got some sponsors that have 5000, some 2000, this is the opportunity time for you to go, oh, okay, well, if you don't use them anymore, suppose social media price. Now it's going to cost you x y Zed. And this is going to be in your workbook that you can work out. What is that time? How much time does it take you to do an image posts? Not really like it might be 20 minutes? I don't know. It depends on you know, depends on you. How long does it take you to video? What kind of video content do you do AGN tick tock videos I do reels. Are you doing LinkedIn post it? Look, all of those things. You need to break down? What is your worth, as an athlete to charge you a sponsor to do a post? They shouldn't just be free and they shouldn't just be generic. Where am I?
Unknown Speaker 38:00
Where are you? You're on?
Unknown Speaker 38:02
You're on the side. So there we are. full, full screen.
Unknown Speaker 38:10
You back on my full screen too.
Unknown Speaker 38:15
Did I tell anyone that I hate technology? All right. So are we up to now before
Unknown Speaker 38:22
finances? Yep.
Unknown Speaker 38:25
So in order to know what to seek, and this is the biggest thing that most of the things that I have in most sports sponsorship Facebook group, and one of the questions is why are you joining the earth and they're like, all because you know, it's really expensive. I can't go racing. And it's like, well until you know your expenses. Again, most of that is business. So to know your expenses, and what your costs are to go racing in a financial year. It's very hard to to identify what sponsors to actually approach. So when I say know your expenses, people who've been following me for a long time know that I hate the gold bronze silver bullet membership packages. And the reason being is because I feel like you're targeting yourself out of the race. Because especially after COVID Now you we need to think a different way when it comes to sponsorship or partnerships. So if you can work out your finances, and then go you know what my entry fees are going to be $2,200 I would be as a sponsor, more excited if someone sent me a sponsorship proposal and said Belinda, hey, can you sponsor us or me for $2,200 to be a sponsor entry, because you get x y benefits. And x y benefits will be you're in the sponsorship guide. You're in the E Guide, or you know, you can get a banner at the racetrack or there's a banner on a website. But people need to know what they are investing within. So why that's why I don't like those packages. And it's so much easier to go to a sponsor and go, Hey, can you sponsor this much of my racing, which is going to contribute to that much of my racing. But until they know an actual figure, they're not going to have an understanding. So in the workbook, there is an actual expense sheet. And that says, like, per round and per amount, but in the actual winning sponsorship, cause we go into a lot more detail about working out your expenses, talking about accommodation wages that you want to be covered on the Friday for when like mama does not work in their funding for you to be there all. I know the support staff like mechanics and engineers, for you, for you guys to be racing on the weekend, as well. You want to get all of that covered, as well as personal training as well as Matt, I just therapy is you're not only for yourself, but also for the team, because at the end most part is a business. So we need to have a clear understanding of what your expenses are, in order to be able to go racing, and or sistex sponsorships and people know exactly what you need to go racing, as opposed to a bronze, silver or bronze, gold, or bronze. I'm selling the Commonwealth gold thing I love the Commonwealth Games. Again. So point, tip number five is about engagement. So again, people buy from people. Sorry, this coming in. So people buy from people. And so social media. Unfortunately, you guys don't own those platforms. And again, if you've been following me for a long time, that I'm always big about you guys having your own website and also your own newsletter. Excuse me. So if you're not big enough to have your own website as yet, definitely have your own newsletter. So in the workbook, there are some sheets about how to set up Mouch, which is for free, I get all of my resources I tried to do as free as possible, because, again, I just want you guys to be here and to be on to the track. But if not like these systems about how your Facebook group which is free of charge, so a lot of the drivers, as you will see may have memberships. And coming up in two months. In September, because it's alright already August, isn't it? Okay, so coming in the next month in September, we're going to have a membership Bureau Come on, and talk about setting up a membership site. Because the best thing about a membership site is that you can sell a membership for $5 $10 $15 per month per year, whatever you guys want to do. Well once they're in there, it's easy to you to nurture them and show them all these behind the scenes stuff.
Unknown Speaker 43:19
Basically basically lefty but behind the scenes stuff, but all you getting discounts are coming on to that coming back to the track discounts onto your merchandise, about for sponsorship, it gives them your sponsors a new platform to market to at the end of the day. And these groups I really wanted on to to your brand. So these groups are really on to who you are, as a driver, they really support you. And so your sponsors are like, Hey, we have the same values. We love images and against our interview to sit like in the front of my video here. And so therefore look whispering images when you're putting in images and and you know what we're going to offer all images sponsored fans, maybe 15% But what I'm saying to you is to say hey, how about you give them 10%? Or how about you give them 5% And give me 10% So you get that financial reward into your pocket or go to insert in America but also with the engagement. These are the things that you own is it things like a newsletter things like a podcast, podcast, social media for all of those young people, unlike Robert and I is not like in our veins but we know we need to do it. But you could be doing like a vlog anything that's special that you can offer your fans have your membership site is awesome. Maybe if you can't afford to have an actual direct membership site set up having a Facebook group, which is like a direct insight, they could pay to even get into that Facebook group now, thanks to Facebook. Again, it could be $5 at $10 a month. I mean, if you can 100 per 100 people at $10 a month, that's $1,000 a month that's coming into your bank account in order for you to have to go racing. And that's just a subscription, like over a 12 month period of time, which isn't that much money. If you're adding value. And again, you know, when the sponsorship close, we grow through about the benefits, you could can offer sponsors, and also there is a benefit thing. I think that's an excellent. What can I go to? Okay, no, that's not there's a thing about benefits anyway, about the benefits that you can offer not earliest once about also your friends as well. So tip number six is about planning. Sorry, guys, I'm just mindful that time. For those who haven't met before, I love to chat. And I love to give you guys as much information as we can. So I'm mindful that it's 756. So I'm gonna go through the next four slides really, really quickly. There's lots of things into the workbook. And if you do have any questions, please let me know anytime. But again, most of it is business. So you need to have a clean need have a sponsorship strategy plan. And if you don't have a plan, let me know I can send you a free template. In the workbook, there is a SMART goal concept that you can it's edible that you can fill in. But again, it's probably more for like a 30 minute project that you need to sit down and go through and work. Okay. What What expenses do we need? Who can we sponsor? Who can we seek sorry, sponsorship from? How are we going to seek them? Where we're going to do it? What is our follow up period? So there are five main things that you need to do. As I mentioned, these are the benefits. So what can you offer a sponsor? We know that in Kenny is quite limited. It's fat stickers and car logos near but there's so much more that you can do. As I mentioned, maybe having dinner the night on the Friday night. On this Saturday night, depending on where the mass of your sponsors are, would depend on how you actually work at this sponsorship events. Sure, you can invite them pay cutting, it's free, it's fantastic. But if not like if you're into Seamus nationals, or apprenticeship or cars. Again, what kind of sponsorship? Can you offer them? But also if you've had a sponsor for a period of time, how does your offering now change? Did you offer them this to start off with? And now can you offer them something different? So look at what you've offered them. Again, this is where the benefit of horsemanship agreement comes into play. Because if you had something to offer, and maybe it was limited, now that your skill sets, maybe your achievements have changed, maybe we really communication with that sponsor, that partner to make sure there have changed to being an ambassador is different from being a part of an affiliate program.
Unknown Speaker 48:19
Base based on basically being an ambassador, you get a discount, or free products or services. And normally being a part of an ambassador program, they go, or your friends or family or friends, or fans can get 10% off. But what I encourage you guys to do is actually try and ask them for 5050. Because at the end of the day, you want money to go racing. So you'd say okay, cool, like I can, I can say that you're part of Office 20% to my fans, that's great. But what I'd love to do is if there's a possibility, can I get 10% back into my own pocket if I'm promoting your link, and therefore you're getting money back into your own pocket. So there is a difference between being an ambassador and being an affiliate. Being an ambassador is fun. But you want to try and get that Manchu Valley back on to you. So you can go racing and do what you love to do. Alright, so tip number nine is about getting paid. So getting exposure locally. So I mean during COVID It was like the best high to get PR because everybody was looking especially for sporting pieces because nothing was happening. But it's still now like your local press is looking for exposure to the local radio, your local newspaper, and you never know who's in your community looking to get into Motorsports and and not As a competitor, but maybe as a different marketing value, why are you laughing? Is history feel free to share story? It's a story. So we also do have free resources around about writing your own personal is what to share of pretty much like high risk photos. Making sure it's all about you, but made that connection. And if it's like one shot today, like tomorrow, go make a connection with your local sports paper like so your local newspaper, sports, edit her. And then every time you're racing, send them an article. Excuse me, especially like for me, like I live in regional. Victoria. So you're pretty much AFL season, nipple season that that's all there is. Luckily, I live in Chevron. And so I have like Gary Jackson to kind of shed a light on a few things. But now he's gone. It's been very quiet. But yes, so contact them and then make that relationship with that what's reported because every time we go racing, send them something, send them high res send them a race result, whether person or not, it doesn't mean anything. But it just means that they've got you out front of mind. And you know, you you don't it doesn't have to be anti professional. And again, in that winning, winning sponsorship, cause we go through about how to write a press release, what to include, what kind of photos, how often to contact them. But you can do that today, tomorrow, it doesn't matter. And then, oh, wasn't really fun. But number 10 was about just just to ask. So a lot of us, especially in grassroots, have a lot of product and service, and sponsorship. So again, in the workbook, this actually the type. So there's four types of sponsorship, that's actually listed within the workbook. So again, a lot of us have the products and service sponsors or partners, and we're looking to kind of upgrade but until we can show the professional me too, we can show them what social media posts we've done. Until we can show them the engagement we've had.
Unknown Speaker 52:16
Not only our social media, they want to see how many people we've got sign up to newsletter, they want to see all the leads and all the marketing opportunities that you can offer them in order to them to invest into the next step. But simply just ask, especially if you had someone for such a long period of time, I always say anyone that's over 12 Sorry, 18 months, I've been a product or sponsor with you. You know, just ask the question that Hey, guys, like we are looking to do this over the next three years. But again, as it most, what is a business? Have a plan? Show them the proposal? This is our growth plan for the next three to five years, I would love to have you on board. What is the opportunity for you to have because again, this isn't an easy sell, because you already have that connection. But unless you're nurturing them unless you're wining and dining and not saying obviously cuttings a little bit different. But this I'm saying wining and dining is about customer service? How often have you checked in with them? How often have you sent them a race report? How often such as a newsletter? How often have you tagged them into our posts? How often have you actually gone to see them face to face? How often have you actually engaged for them to Z? Hey, have you guys got any new launches? How can I help you promote it? Can I ruin my cart down? There's so many opportunities for you guys to actually get involved with them trying to promote their services. It is just a matter of having that conversation or just ask about what can I do? had really you know, we've been working together now for 12 months. This is everything I've done for the next three years. This is my plan this is my proposal would love for you to come on board financially, but this is what I'm seeking because this is what my financial costs are. So I hope you guys can see the difference in that concept as opposed to just go hey, this is my proposal is this my god package this is my seal package. This is my bronze package, sign on board and let's just do business. I hope you can say like with a few different strategies, there's obviously a lot more structure in this Behind the Glass well once you've got all the structure behind the Grands actually having to go through the winning sponsorship cause that once it's putting into place that it's easy to be duplicated across the board. Alright, so I hope there's some things that you can implement today. Ethan Robert Imogen.
Unknown Speaker 55:01
Thanks. Thanks, Colin.
Unknown Speaker 55:03
Yeah, yeah. Thank you. Thanks, you got around today that you can implement Kevin?
Unknown Speaker 55:10
Yeah, yeah, it's just a, it's just driven home to me a couple of couple of the issues. In particular, the time spent, you know, in terms of the off track, or what you call the off track side. You know, you can't skirt you can't skirt around that. And, and I find that, you know, you got to balance it with the rest of your life and all that sort of thing. A lot of people still, you know, they're working and things like that jobs and families. You know, there's so it's not an easy area, that's for sure. But if you want to excel, you can't be on average. Right. So you got to do better than, you know, you got to do the hard stuff. So yeah, it's all good stuff. And, and I'm looking forward to that workbook. Actually. Yeah. Yeah, I wouldn't mind that. The other the other one I wanted to just ask was that I think you mentioned just briefly there, that if, if you were asked, you'll send a I think you call it a sponsorship planning checklist or something like that. There was there was tip six or somebody in there somewhere. So
Unknown Speaker 56:18
all right, so just taking a note.
Unknown Speaker 56:20
Thank you very much.
Unknown Speaker 56:22
Guys, it feel very jumpy. But as I said, there's a lot of resources you have available. Sorry, there is the mud. If you haven't already joined our free by sportsmanship Facebook group, where we have lots of free resources and tools that we've got our toolkit, which is a membership site to each month, we have different guest speakers, we've got driver coaches, we also have different toolkits. What are you looking at leasing strategies that come into play, it's all part of the and then we have our reverse foot coaching podcast, which is available on Apple and Spotify as well, that we have lots of stuff around there right sponsorship as well. So what is much of course, it since eight weeks module, each week is going to be dripped fed just for the first one. It because it isn't new and revamped site, sorry course. So I'm just going to drip it over the next eight weeks, so I can get you guys feedback. There's actual items that you actually have to do each week. So hence why I am doing it. There's also bonuses and services, you get free courses, you sign out today, we've got free 109, especially for poster design. With a winning sponsorship course we have a broker friend cause which is a social media calls. So about identify which platform is best for you how to best set up your platform. So making sure you're setting up the platform as an athlete, not as a person, how to get engagement on all the special platforms, we all special platforms because I didn't to Tiktok but we do have specialists that come in and provide you tips on how to do that, again, this 12 month access to the toolkit which is valued at 199. And of course you get some free sponsorship coaching courses myself, if you have got some new sponsors on board or you're looking to get started, then what a sponsorship course is 499 You can pay up front or this payment to Pat payments. If you're looking to get started. As you can see, and you will see with a workbook or give you loads of free resources to get you started to get on board. Sorry, Ethan, do you have a question?
Unknown Speaker 58:41
Well, for me, I think the main question is probably like the cit. The financial isn't like, what I mean is, I think was setting up another account, like a nether or something that ABN? Yeah, they'd be in
Unknown Speaker 59:05
if you want to set it up as a business. So if you're going from a hobbyist into a career, that's we suggest that you set it up as a business so that therefore your sponsors can write them off as a tax. If you're a hobbyist, there's still lots of benefits that you can offer. Yeah.
Unknown Speaker 59:29
Actually remember back in, I think it was 2018 when Gary Jacobson had a meeting at the wool house or something like that. Bullshit. That was it. Yes, Your dear. Remember that? Because you live in Shepparton.
Unknown Speaker 59:53
Yeah.
Unknown Speaker 59:56
And I was thinking, if I wanted to do Something like that that would be the perfect venue.
Unknown Speaker 1:00:03
Yeah, I love the woodshed. Yeah, it's
Unknown Speaker 1:00:11
actually one thing I did neglect to mention of bikes actually did get the Indy 500 this year. And then they had a simulator at there. And on the third I went on it. And it was amazing seeing other people struggle to drive around an oval. And then I'm being a bit narcissistic here, so please forgive me. But I hopped on and got a 38.48 which was 234 miles an hour the same time as Scott Dixon's polar pole time. Did not expect that to happen.
Unknown Speaker 1:01:11
What I got guys, so you have any other questions, please pop them into the chat. Otherwise, I will send you guys out the workbook and the recording in the next 24 hours. Thank you very much for joining me, I hope you got some new strategies that you can put into place. As I said, most of it is a business so the more they can set up as a business, the easier the process is going to be. Well once you set up the process, it's easy to duplicate it going forward from swats concept, excuse me or partner, obviously making it more bespoke as you go along. The biggest thing is they want to see a return on investment. Roi, right. So they're what is that return on investment. So making sure that you do have a plan put into place to showcase how you're going to get do that return on investment. Even occasionally, we can still do it. As I said, it's about thinking outside the square. It's about having an event on the Friday night or having an event on a set day the week before the week after or if you're lucky to have Monday off school that you actually have it on the Monday or the probably the Monday after the event that you can do a barbecue and they can come in or even like a toddler for example. Excuse me going to the indoor grow cut center that's around the corner. And during that during goal during some of the actual skill set if you're into tamping bull, if you're into lawn bowls, if you're into squash, you can host your sponsored there.
Unknown Speaker 1:02:52
Actually, Belinda? I did not the question. I remember of reading about Hayden Paddon, the World Rally Championship driver. And also remember that Scott Dixon, the IndyCar driver, they actually both, they ascended up through shareholding, like you could buy shares, and they're sort of company or whatever?
Unknown Speaker 1:03:23
That's right, because
Unknown Speaker 1:03:27
I just don't know how the how that works.
Unknown Speaker 1:03:30
Yeah, well, they made a business and then they made a company struck me lose my voice there.
Unknown Speaker 1:03:38
So they made a company. And yeah, you buy shares into the company. So there's lots of different strategies, as I said, but as long as you've got those base foundations, the end of the day, if you can share, return on investment, again, those testimonials, and you can start talking about you, how you networking events and people that can invite their own sponsors like so more of like, if they've had a good experience with you, you can open the invite saying, hey, like with every invite that we've generally done with or gone, hey, we'd love you to invite three of your closest business relatives to attend these events as well. And especially if it's on key to your brand, and that's the thing. So I've gone from hosting casino nights, I've gone to hosting events at too long go kart track. We've done temping bowling, we've done golf events. We've done so many events, but it was just true to like who the athlete was, and what resonated with them to make it work for them to invite their sponsors. And then for their sponsors to invite their family and friends to get on board to hopefully support them as well. Alright guys, sorry, I go. Well, our interior like I said, I always really do I love a chat app because I'm so passionate about sponsorships. So I hope I've given you some value tonight. I appreciate your time. Again, if there's any questions, please get in contact with us anytime and I'll send out the workbook and a recording to you guys tomorrow. So you can review.
Unknown Speaker 1:05:17
Awesome, thank you. Thank you.
Unknown Speaker 1:05:24
Well, thanks everyone for listening to this lecture. I really hope you enjoyed that one as much as I did. Now remember all the show notes with the links and the specials mentioned in today's show are available over at motivate training.com Today you if you haven't already, I'd really appreciate if you could head to iTunes or Stitcher typing motorsport coaching SUBSCRIBE And leave us a review each week. I'll read them out and you're going to multi George with a fantastic price. You have any questions or comments please email us at motivate train.com.au or head over to our Facebook page at motivate t until next time, take care
Transcribed by https://otter.ai
