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What if your next client wasn’t in your funnel, but sitting in your guest seat? In this episode, Mike Montague chats with podcasting strategist Doug Sandler of Turnkey Podcast about how small business owners can stop chasing downloads and start using their podcast as a smart, AI-assisted lead generation engine. Doug shares his proven “Guest to Gold” strategy, helping SMBs turn interviews into income by focusing less on fame and more on who’s in the room.
They unpack how AI has made it easier than ever to launch and scale a podcast, but why strategy still matters more than software. You’ll learn how to reverse-engineer your goals, avoid the trap of “ego metrics,” and monetize micro-audiences through relationships, referrals, and relevance. If you want a content strategy that actually drives business, not burnout, this one’s for you.
Top Takeaways
1. Podcasting is a business tool, not just a branding tool
Use your show strategically to build relationships with potential clients, partners, and referral sources, not just to grow an audience.
2. You don’t need millions of downloads to make money
A micro-niche podcast with 200 listeners can drive more revenue than one with 2 million passive followers if you target the right people.
3. AI has streamlined production, but strategy still wins
While AI can help you create faster, human thinking is still required to align your content with real business outcomes.
4. Reverse-engineer your podcast goals from the start
Whether you want leads, influence, or community, defining your objective will shape your content, guests, and promotion plan.
5. The “Guest to Gold” framework turns interviews into income
Treat every guest as a potential client, referral partner, or collaborator, and follow up with intention, not just gratitude.
6. Avoid the content hamster wheel with smart repurposing
Use AI to extract short clips, show notes, and blog posts from your episodes, then share where your audience actually hangs out.
7. Sponsorships are optional, not essential.
Most SMBs will see better ROI by monetizing relationships than by chasing ad dollars or download milestones.
8. Focus on value, not vanity metrics.
Downloads are an ego metric; revenue, referrals, and real relationships are what make a podcast successful.
9. You can start small and still win big.
You don’t need perfect equipment or production, just a focused message and a clear strategy to serve your niche.
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Human-First AI Marketing Podcast by Avenue9