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Jun 8, 2016 · 20m · top-founders

He'll Help You Get On Stage With Journey, Power Broker to 3,000 A Listers, Billionaires, And Grammy Winners, EP 269: Steve Sims

Nathan Latka · 9m spoken Steve Sims · 8m spoken
0:00 / 0:00

gold bands on the timeline = statements, start to end. Hover to read, click to jump. CC turns on captions

In this episode of The Top, host Nathan Latka interviews luxury concierge broker Steve Sims, who reveals how radical authenticity, emotional storytelling, and lean operations enabled his twelve-person firm, The Bluefish, to generate ten million dollars orchestrating bespoke experiences for the global elite.

How this conversation actually went

Every chapter scored 0–10 on four independent dynamics. Hover any point for the reasoning behind the score. Nathan holds 52.5% of the talking time here. How this is scored →

Nathan as informed peer 2.2 Guest teaching 3.2 Guest disagreement 1.7 Nathan pushing back 1.2
05100:0010:0020:000:27–2:48 · Nathan as informed peer 0/10 FreshBooks Sponsorship and Weekly Listener Giveaway Announcements Segment 1 is a solo intro and sponsorship read by Nathan, transitioning into light banter about buying the Playboy Mansion where Sims playfully dismisses the idea.2:48–7:40 · Nathan as informed peer 3/10 Steve Sims on Starting Out and Authentic Dealmaking Nathan inquires about Sims' background and how he orchestrates high-profile experiences. Sims explains his credibility chains and how he got Dan Fitzpatrick on stage with Journey.7:40–10:44 · Nathan as informed peer 3/10 Business Ethics, Strategic Reciprocity, and Charity Collaboration Sims details his transactional philosophy, emphasizing that favors create liabilities and that high-profile individuals must be engaged through emotion rather than direct pitches.10:45–13:30 · Nathan as informed peer 3/10 Designing Engaging Live Events and Overcoming Audience Complacency Nathan asks for advice on structuring his upcoming business conference, and Sims advises him on keeping attendees uncomfortable and actively engaged.13:30–15:39 · Nathan as informed peer 0/10 Mid-Roll Sponsorship Advertisements for FreshBooks and HostGator Monologue ad segment featuring promotional reads for FreshBooks and HostGator.15:40–19:31 · Nathan as informed peer 4/10 Business Metrics and Revenue Numbers Behind The Bluefish Nathan presses for specific headcount and revenue figures before running through the standard Famous Five rapid-fire questions.0:27–2:48 · Guest teaching 0/10 FreshBooks Sponsorship and Weekly Listener Giveaway Announcements Segment 1 is a solo intro and sponsorship read by Nathan, transitioning into light banter about buying the Playboy Mansion where Sims playfully dismisses the idea.2:48–7:40 · Guest teaching 5/10 Steve Sims on Starting Out and Authentic Dealmaking Nathan inquires about Sims' background and how he orchestrates high-profile experiences. Sims explains his credibility chains and how he got Dan Fitzpatrick on stage with Journey.7:40–10:44 · Guest teaching 6/10 Business Ethics, Strategic Reciprocity, and Charity Collaboration Sims details his transactional philosophy, emphasizing that favors create liabilities and that high-profile individuals must be engaged through emotion rather than direct pitches.10:45–13:30 · Guest teaching 5/10 Designing Engaging Live Events and Overcoming Audience Complacency Nathan asks for advice on structuring his upcoming business conference, and Sims advises him on keeping attendees uncomfortable and actively engaged.13:30–15:39 · Guest teaching 0/10 Mid-Roll Sponsorship Advertisements for FreshBooks and HostGator Monologue ad segment featuring promotional reads for FreshBooks and HostGator.15:40–19:31 · Guest teaching 3/10 Business Metrics and Revenue Numbers Behind The Bluefish Nathan presses for specific headcount and revenue figures before running through the standard Famous Five rapid-fire questions.0:27–2:48 · Guest disagreement 1/10 FreshBooks Sponsorship and Weekly Listener Giveaway Announcements Segment 1 is a solo intro and sponsorship read by Nathan, transitioning into light banter about buying the Playboy Mansion where Sims playfully dismisses the idea.2:48–7:40 · Guest disagreement 2/10 Steve Sims on Starting Out and Authentic Dealmaking Nathan inquires about Sims' background and how he orchestrates high-profile experiences. Sims explains his credibility chains and how he got Dan Fitzpatrick on stage with Journey.7:40–10:44 · Guest disagreement 3/10 Business Ethics, Strategic Reciprocity, and Charity Collaboration Sims details his transactional philosophy, emphasizing that favors create liabilities and that high-profile individuals must be engaged through emotion rather than direct pitches.10:45–13:30 · Guest disagreement 2/10 Designing Engaging Live Events and Overcoming Audience Complacency Nathan asks for advice on structuring his upcoming business conference, and Sims advises him on keeping attendees uncomfortable and actively engaged.13:30–15:39 · Guest disagreement 0/10 Mid-Roll Sponsorship Advertisements for FreshBooks and HostGator Monologue ad segment featuring promotional reads for FreshBooks and HostGator.15:40–19:31 · Guest disagreement 2/10 Business Metrics and Revenue Numbers Behind The Bluefish Nathan presses for specific headcount and revenue figures before running through the standard Famous Five rapid-fire questions.0:27–2:48 · Nathan pushing back 0/10 FreshBooks Sponsorship and Weekly Listener Giveaway Announcements Segment 1 is a solo intro and sponsorship read by Nathan, transitioning into light banter about buying the Playboy Mansion where Sims playfully dismisses the idea.2:48–7:40 · Nathan pushing back 2/10 Steve Sims on Starting Out and Authentic Dealmaking Nathan inquires about Sims' background and how he orchestrates high-profile experiences. Sims explains his credibility chains and how he got Dan Fitzpatrick on stage with Journey.7:40–10:44 · Nathan pushing back 2/10 Business Ethics, Strategic Reciprocity, and Charity Collaboration Sims details his transactional philosophy, emphasizing that favors create liabilities and that high-profile individuals must be engaged through emotion rather than direct pitches.10:45–13:30 · Nathan pushing back 1/10 Designing Engaging Live Events and Overcoming Audience Complacency Nathan asks for advice on structuring his upcoming business conference, and Sims advises him on keeping attendees uncomfortable and actively engaged.13:30–15:39 · Nathan pushing back 0/10 Mid-Roll Sponsorship Advertisements for FreshBooks and HostGator Monologue ad segment featuring promotional reads for FreshBooks and HostGator.15:40–19:31 · Nathan pushing back 2/10 Business Metrics and Revenue Numbers Behind The Bluefish Nathan presses for specific headcount and revenue figures before running through the standard Famous Five rapid-fire questions.

speaking balance: gold is Nathan, purple is the guest (3 minute bins)

0:00 · Nathan 92% · guest 8%0:00 · Nathan 92% · guest 8%3:00 · Nathan 18.6% · guest 81.4%3:00 · Nathan 18.6% · guest 81.4%6:00 · Nathan 15.7% · guest 84.3%6:00 · Nathan 15.7% · guest 84.3%9:00 · Nathan 32.8% · guest 67.2%9:00 · Nathan 32.8% · guest 67.2%12:00 · Nathan 68% · guest 32%12:00 · Nathan 68% · guest 32%15:00 · Nathan 70.8% · guest 29.2%15:00 · Nathan 70.8% · guest 29.2%18:00 · Nathan 73.4% · guest 26.6%18:00 · Nathan 73.4% · guest 26.6%
Sharpest disagreement ▶ 10:14 Sims rejects transactional cold-pitching

Sims aggressively dismisses the conventional approach of leading with monetary negotiations when reaching out to high-profile figures.

 Hardest push from Nathan ▶ 16:42 Nathan pushes for specific revenue metrics

Nathan drills down on exact annual revenue figures to confirm whether the business generates over five million dollars.

 Biggest teaching moment ▶ 8:54 Sims explains the hidden cost of favors

Sims educates the host on relationship management, explaining why taking favors creates expensive long-term debt and must be paid off immediately.

 Nathan holds their own ▶ 12:31 Nathan pitches his experiential conference idea

Nathan demonstrates domain vision by laying out his live streaming press concept for his Austin event.
the scores for every segment, with the reasoning behind each
ChapterTopicNathan as informed peerGuest teachingGuest disagreementNathan pushing backWhy
FreshBooks Sponsorship and Weekly Listener Giveaway Announcements 0010 Segment 1 is a solo intro and sponsorship read by Nathan, transitioning into light banter about buying the Playboy Mansion where Sims playfully dismisses the idea.
Steve Sims on Starting Out and Authentic Dealmaking 3522 Nathan inquires about Sims' background and how he orchestrates high-profile experiences. Sims explains his credibility chains and how he got Dan Fitzpatrick on stage with Journey.
Business Ethics, Strategic Reciprocity, and Charity Collaboration 3632 Sims details his transactional philosophy, emphasizing that favors create liabilities and that high-profile individuals must be engaged through emotion rather than direct pitches.
Designing Engaging Live Events and Overcoming Audience Complacency 3521 Nathan asks for advice on structuring his upcoming business conference, and Sims advises him on keeping attendees uncomfortable and actively engaged.
Mid-Roll Sponsorship Advertisements for FreshBooks and HostGator 0000 Monologue ad segment featuring promotional reads for FreshBooks and HostGator.
Business Metrics and Revenue Numbers Behind The Bluefish 4322 Nathan presses for specific headcount and revenue figures before running through the standard Famous Five rapid-fire questions.

Statements from this episode (6)

Assertion Not checkable as stated
Sims: 98% to 99.9% of Bluefish Clients Are Self-Made Entrepreneurs
“A high percentage, if not 98, maybe 99, maybe 99.9% of my clients are all self-made. They're all entrepreneurial. So there's no silver spoons, hand-me-downs, trust fund babies.”
Steve Sims Jun 8, 2016 ▶ 4:04
Insight
Sims: Owing favors is much more expensive than paying for them
“Even if someone does me a favor, I never take a favor. Favors become back far more expensive over the longterm.”
Steve Sims Jun 8, 2016 ▶ 8:57
Insight
Sims: High-level gatekeepers must be sold on emotion, not transactional pitches
“People at that level never ever want to think they've been sold. You tell them, you contact them and go, Hey, spend 30 seconds with me. I want to tell you this story. I want to tell you this emotions coming across to me from a phone with my client. And I want …”
Steve Sims Jun 8, 2016 ▶ 10:24
Insight
Sims: Live event attendees must feel uncomfortable to truly engage
“They've got to be engaged. They've got to be involved. They've got to move around seats. They've got to be mobile. They've got to be active and engaged at some point. Oh, they've got to feel uncomfortable. They, what is it, agitated oysters make pearls? These …”
Steve Sims Jun 8, 2016 ▶ 11:58
Assertion Not checkable as stated
Sims: The Bluefish generates $10M annually with just 12 employees
“2015 I had 11 people that worked for me. I have 12 this year. I've got just under 3000 clients worldwide. Turnovers knocking around about 10. It, you know, varies. But those are probably the hard and fast figures.”
Steve Sims Jun 8, 2016 ▶ 16:27
Disclosure
Sims manages elite client relationships using pen and paper lists
“I actually use a pad and pen. I'm very antiquated like that, and I will actually go through, and I will make a list of a hundred clients that I have not connected with over the past month, and they will be written down on the list, and I will tick them off as …”
Steve Sims Jun 8, 2016 ▶ 17:51
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