🎥 Video Strategy: How To Make Money With Live Videos 🤑
Everyone is creating video content. If you haven’t already established a video strategy for your business, then this episode might be the help you need. Kelsey Starks is joining Adrienne Hill to break down the basics of video content creation and production. Kelsey is a broadcast journalist with more than 20 years of experience in television markets across the country. In this episode, she shares top tips and tricks on how you can get started creating videos. Stay tuned and don’t miss out on Kelsey’s expert advice as she gives you tools that can help you make content and make it good.
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🎥 Video Strategy: How To Make Money With Live Videos 🤑
When it comes to creating videos for your business, have you ever wondered, “How am I supposed to set up my area? What should be my background? What kind of lighting should I use? Do I need fancy audio? How do I do all the things related to making sure that I’m ready to show up on camera, nail it and convert a bunch of those people to new customers or clients?” You’re in the perfect place. In this episode, we’re going to dive into all the details you need to know about in terms of getting ready to be on camera, looking awesome on camera and delivering well for your audience. Let’s do this.
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I am here with Kelsey Starks. She's a broadcast journalist with years of experience in television markets across the country. She has turned her on-camera experience into a media training business, providing courses and coaching for business leaders and entrepreneurs to improve their virtual presence.
Kelsey earned a Journalism degree and a Master's degree. She has worked as a reporter, producer and anchor in New York, Chicago, DC, Charleston and South Carolina. She has been everywhere before finally landing in Louisville where she resides. As host of Louisville's most popular morning show for more than a decade, Kelsey was voted Best Kentucky TV Personality by Kentucky Living Magazine and was chosen as Most Admired Woman in media by Today’s Woman Magazine.
Although she no longer sets her alarm for 2:00 AM, her new primary role as mom to three children keeps her busy. We are so blessed to have her with us. If being better on camera and showing up on camera is something that you want to get better at, then you are in the perfect place. She's going to help us dive into all things camera mastery. Welcome, Kelsey. I'm so excited to have you here.
Thanks, Adrienne. I'm thrilled to be here.
For the audience members who maybe don't live in Kentucky and haven't seen your show, could you tell us a little bit about your background, your story as an entrepreneur and how you found yourself in this new space of helping entrepreneurs rather than being on TV?
My entire career was focused on broadcast journalism. I went from market to market. That 2:00 AM alarm clock does get to be a little much so after my third child was born, I decided to take a step back and not sign a new contract. I found myself here in Louisville. My husband works out of town and remotely most of the time.
I ended up getting some calls from clients and people I had worked with from public relations-wise companies and local and regional companies asking if I could do some media training or pretend to be a reporter so they can get some experience talking to reporters. That snowballed into some public relations and media training workshops I developed for these corporate clients.
It was early 2020 when my husband asked me to help him with a presentation he was having to do remotely. He said, “Can you watch this and see what you think?” He's in the supply chain. I had no idea what he was talking about so I couldn't help him with the content at all but I said, “Light your face a little better. Move your camera up. Your sound is echoing. You got to fix these things. You look so unprofessional no matter what you're saying.” He ended up taking that advice. His bosses noticed. They asked me to do some of this virtual presence training for their company. Word of mouth happened and more companies started hiring me to do this training.
Lo and behold, then came 2020. Everyone was working virtually for a while. I had teachers who had to pivot and said, “I don't even know how to turn on my camera.” Nobody's going to listen to your message or take it in when you don't look professional off the bat. I found a way to use some of the skills that were innate to me because I had been working with lighting and cameras. Being comfortable on camera for so long, I turned that into an online course and a coaching program. I have snowballed into this world of online entrepreneurship. I've enjoyed hearing everybody's stories and helping people connect with the audience that they're trying to find through the camera lens.
You can turn any space into a professional looking studio if you know how and you don't need a whole lot of professional equipment to do it.
For the audience reading, I hope you're starting to see a theme here with each of these speakers, Kelsey included. They didn't necessarily plan to go out, start the business and then became the expert. It's something that is within their zone of genius. With Kelsey, it is being on camera so much. Certain things are obvious, easy and intuitive to her but they're not intuitive to other people.
She found a gap and filled that gap. She saw an opportunity and decided to go and grab it. I love that about your story. It couldn't be more perfectly timed. You're right. Many people were forced to pivot online and it's so outside of their comfort zone. They want some help to get started.
I’ve trained CEOs of major companies who are very vulnerable on camera. They have the same questions that you have. This comes naturally to no one. It comes more naturally to me because I've had a lot of experience. With anything, practice makes perfect. Talking into a blank camera lens is not inherent for anybody. You don't get that feedback from talking to somebody in person. You don't get that energy back. It’s a learned skill how to connect with your audience through that lens.
Being on social media is important. How many times have you all heard that video is where it's at? People prefer to consume videos. They watch more videos. They know, like and trust faster on video. There are so many reasons to get out there but so many of us don't want to do it.
It is a huge struggle. To push that record button or the Go Live button can give so much anxiety. I help people, first of all, find their comfort level and figure out what's going to make them more comfortable. What I've found is that when you know some of these techniques like how to create good lighting, set up your background and make your microphone work so that you eliminate echo or background noise, you automatically feel a little bit better about your setup. You can turn any space into a professional-looking studio if you know how. You don't need a whole lot of professional equipment to do it.
That is the super encouraging part. I can't wait to dig into that because the audience is going to eat it up. First, let's start with some of the common mistakes that you see people make on camera that our audience never needs to make because they have the inside scoop.
This was when 2020 happened and everybody was broadcasting. Even some seasoned television anchors on network TV were at home broadcasting. I was like, “How do they not know to put their camera at eye level?” This is one of the biggest mistakes I see people make. It makes such a big difference. If you're ever like, “I have a double chin. I look tired when I'm on camera,” there are all these things that the camera can do. If you know the right angles and tricks, it can make you look even better than you do in person.
One of the main mistakes is raising your camera to eye level. A lot of people figure that your camera is on your laptop or maybe it's next to your computer screen or however you have it set up. A lot of times, people assume that that's where their camera is. They’re like, “This is where my office is so this is where I will look into the camera.” If you're looking down at the camera, you automatically have a double chin. Your lighting is bad. You're going to look old. You’ll have dark circles and all those things we hate.
A simple trick is to raise your camera to eye level. It's a little higher than you even think it is to be exactly on eye level. This is so simple. You can put a couple of books under your camera. You can get a tray table and put it up there. Do anything you can to prop it up. The second thing I would say is lighting. A lot of people feel like you have to have some professional light kit or ring light. Although all of those things are great, you can create wonderful professional lighting in your home by using natural light. That's what TV studios are trying to recreate with those big fancy lights. It's sunlight.
Video Strategy: How you connect with your audience through that lens is really a learned skill and more important than ever these days.
A simple thing is to turn towards a window. Many times, I see people who have this beautiful office and their window is on the other side. They're getting light on one side and get shadows on the other side. The easiest thing to do is to move your camera and have that lighting behind your camera so it's shining right on your face. You're going to see a huge difference.
Not only is it going to be more engaging to your audience because it's easier to see you but what I noticed whenever I'm sitting in front of good lighting, I look younger and more awake. The right lighting alone is a huge confidence booster.
It's a game-changer. The more confident you feel, the more confident you're going to come across on camera. Build up that confidence with these little things so you know you look your best. You are going to exude that confidence when you're talking to people. That's what helps engage audiences and help them want to buy from you, trust you and hire you to work for them.
You already have some super actionable tips, which I love. The great part is they're not complicated at all. Face the window, put some boxes or books under your computer and you're halfway there.
It's so simple. Every time I teach these courses, people are like, “I had no idea. I didn't even think of that.” Once you know these things, you're going to start critiquing other people in their videos and think, “They should raise their camera a little bit.”
Even if you have the perfect setup and you have great lighting, a lot of times, the thoughts in our heads are what can take us down. How many of you have thought, “I hate how I look on camera. Maybe I'm fine with how I look but I hate my voice. What do I do with my hands?” The head game is the hardest to play. What would you say to people who are struggling with some of those internal thoughts that are maybe not very kind to themselves?
You are your biggest critic always. I'm the same way. I'm no exception to that. I do hear hands all the time like, “What do I do with my hands?” Here's what I tell people. If you talk with your hands in real life and you're a hand talker, use your hands on camera. People are showing up to see your video because they want to see the real you. They do not want to see a robotic talking head that looks like a news anchor. They are coming and showing up to see you.
It’s important that you get out of your head and understand that it's your personality and comfort level. If you don't talk with your hands normally and some people don't, don't try to because then, it looks very scripted and awkward. It makes you feel uncomfortable. Everything you can do to make yourself feel more comfortable is going to make your audience feel more comfortable and engaged with you.
Voice is a major thing too. When we get nervous, your voice cracks. I had to do voice lessons early on in my career because this was a major problem for me. Your voice going up an octave when you're nervous is because of tightening in your vocal cords and shoulders. You can do some easy exercises like rolling your neck, rolling your shoulders or those kinds of things to relax those muscles before you go on camera.
It's all about finding your comfort level.
There are all kinds of things that you can do to make yourself feel more comfortable but the number one thing is to do it. Practice makes perfect. Everybody has a great camera on their phone. All you have to do is give yourself the challenge of making a video once a day for a whole week. Nobody has to see these videos but you. When you're in the carpool line to pick up your kids or at the kitchen sink making something for dinner, pop on your camera and start talking to it. It's going to make it more comfortable. You can delete all the videos. Nobody ever has to see them but I guarantee that by the end of that week, you're going to feel more comfortable recording a video and then putting it out there for everyone to see.
That is such great advice. I couldn't agree more because a video is like anything else. When you first start doing it, you're not comfortable. It doesn't necessarily come across the way you want it to. It's a learned skill. The more you do it, the easier it gets. Both Kelsey and I have been on camera quite a bit so we've reached a certain level of comfort. I don't know that anyone ever truly feels comfortable on camera.
It's awkward. You're not talking to a real-life human.
I guarantee that the very first time Kelsey and I ever got on camera, we weren't the way we are. It’s a learned skill. The only way to start is to start. I love that advice, “No one has to see these videos.” It's almost like strengthening the muscle when you're weight training.
That’s the thing. People get in their heads about, “What is so-and-so going to say? What if somebody sees this? They’re going to think I messed up my words and think this about me.” It's all fine and easy to say, “I don't care what anybody thinks about me,” but we all do. It’s hard to get past that when you're starting with video. When you do practice it, it's going to make it so much easier. You're going to get comfortable with it, with yourself and with seeing yourself. You then get to a point where you don't care so much about what people think because you know you're doing your best job on camera.
Another thing I remind myself and my clients all the time is people think about you way less than you think they do. It's true. They're so busy thinking about their lives, their schedules, how to make everything work and the problems that they're trying to work through. They're not obsessively thinking about you or what your video looked like.
I guarantee if you're talking to other entrepreneurs or people who want to be in this space, they're thinking, “I wish I could do a video like that.”
With time, you will. For those people who have their camera at the right level and have some good lighting, they're going to rip off the Band-Aid and start making the videos. They're not going to overthink it. The next thing I know a lot of people want to understand is how much of it should be pre-scripted and off the cuff. What if you're one of those people who, if you don't have a fully written script, feel like you're going to throw up versus others who maybe want to wing it? What advice would you give about how much to pre-script or not script what you're saying?
The answer is different for everybody. It's all about finding your comfort level. Some people are going to feel more comfortable writing everything out, every and but, its and commas. That's fine. The challenge with that is coming across the conversation. You can do it but it does take some time and practice. It’s fine to write everything
Video Strategy: Everything you can do to make yourself feel more comfortable is going to make your audience feel more comfortable and engaged with you.
Some people feel more comfortable with bullet points so that they know the main topics that they're going to hit. Experiment with these different ways of scripting what you're going to say. Some people feel comfortable enough with their topic to talk off the cuff, which is great, but I do encourage everyone to write out something.
Even if you're not looking at it during your video, getting your thoughts in order is going to help. A lot of us end up with word vomit where we keep talking. It's even more prevalent on camera because you're not getting that feedback. You can't see somebody's eyes drifting and think, “I've got to wrap up. They're not paying attention anymore.” You keep talking. That's one huge mistake I see people making. You get into rambling and go off on a tangent.
Gathering your thoughts prior to being on video, whether you write out an entire script, have it in your mind or tape it up in front of your camera and use it as a teleprompter is fine too. Maybe you want to work with bullet points. It’s the same thing. You can use it while you're on camera or have it in the back of your mind. It’s important to gather your thoughts and think about those main topics you want to hit before you go on.
For those people who prefer a full script, do you have any advice on teleprompter apps or ways that they could read without it looking like they're reading? Do you have any tips for us there?
We have all experimented with teleprompters. When I was in news, we had an actual teleprompter. If you don't know what that is, it is a monitor that fits right over the camera lens and has the word scrolling. You can read them and look like you're looking right at the camera. There are some of these for the iPhone. There's one that I use called BIGVU TV. It’s pretty good because it has the words right next to the camera lens and the margins are small. It eliminates that eye back and forth.
We've all experimented with trying to position the camera right next to your computer or even writing notes out and taping them right up there to your camera lens. The biggest problem with this is starting to look like you're reading. That's the challenge. You don't want to come across as reading something. Your audience takes in information very differently when they're listening to somebody talk rather than when they're reading something.
If you're writing out a speech and what you're going to say in an email or newsletter, it's going to be written differently when you are saying it to someone through video. We don't talk in complete sentences. We don't have perfect punctuation. We talk in run-on sentences. We start sentences with and. These are things you're not going to do when you're writing something out. It's important to understand the difference between writing conversationally on camera and writing for someone to read. Audiences take in the information a lot differently.
If someone wants the help of a script, take whatever's written and change it so that it sounds and feels right as you speak it out loud. Almost a have a dry run with it and modify it to be more speaker-friendly.
We all have our different styles in this. We all speak differently. I tell a lot of CEOs that I work with that they have people who write their speeches for them. It’s so important to go back and modify it to sound like yourself because otherwise, you're going to sound like a robot reading a script. That's what you want to avoid because that's when people's ears shut off.
Your audience takes in information very differently when they're listening to somebody talk rather than when they're reading something.
For those who prefer, “I need my three bullet points. As long as I can reference those, I'm comfortable filling in the gaps,” where's the best place to have these? Do you use Post-it notes? What would you advise them?
Post-it notes are great because you can tape them right up there next to your camera lens. A piece of paper with some tape on it is fine too. You can put those bullet points on your computer screen. There's no problem with referencing a script. This is something I teach in a teleprompter course that I do. It is a mindset a lot of people have that the teleprompter is some crutch and that you shouldn't have to use a teleprompter or notes. You got to get out of that mindset.
Having something prepared to say or your message prepared clearly and concisely means you care. You're trying to say it right and get the right message out. There's nothing wrong with using notes and referencing them from time to time. If you have to look down and look at the bullet point that you wrote right there, nobody's going to go, “She has notes.” It goes back to that mindset that we were talking about. Sometimes, we are our worst critic and enemy when it comes to stuff like this.
I guarantee that people are not watching you going, “Did you see her eyes look down? She’s the worst.” They don't care. The more real a person is or the more authentic someone is, they're the ones who are fun to listen to.
That's what I teach over and over. You have to get comfortable enough so that you are your best self on camera. Nobody came to see anybody else. Nobody wants you to act like a robot and be somebody different on camera than you are in real life. They want you to talk to them through the camera lens as if you are sitting down in a coffee shop with them having a conversation. The more comfortable you can get with doing that, the more comfortable your audience is going to get. That's when you build that so important know, like and trust factor. It's imperative with video.
Especially in business, no one buys from someone that they dislike. That's a no-brainer. Video is the quickest way to do that. How many of you over the course of a series of interviews feel like you know me or you've gotten to know Kelsey throughout the course of this conversation here? Written words can never do that as effectively as video.
It's so interesting for me to see so many people utilizing video not only to build their personal brand. You see CEOs of companies or entrepreneurs who are selling a product. Instead of putting their product out there, they're putting themselves out there. I can't tell you how many things I've bought off social media because I find a person that I like and I liked their story. I'm like, “Their product sounds great.” I didn't even know I needed new dog food or whatever it is. It’s that personal factor. It is exploding with video. If you are trying to connect with anyone through video, it's so important to have the right skills to do it in the right way.
We talked a little bit about camera height and lighting. We didn't talk about audio. Is your built-in microphone enough? Do people need any fancy equipment? What would you share in that space?
This depends as well. A lot of newer computers have great built-in microphones. It’s not necessary in all cases that you get an external microphone. In other cases, it may help. Here are a couple of things that can help transform your space with what you have laying around. If you have the microphone on your camera or even if you have a regular external microphone and you still are hearing an echo, this is another thing when you're recording those videos. You're not going to hear the echo when you're saying your words. You're going to have to take a video and listen to it yourself to see how you come across to other people. That's how you can, first of all, figure out if you've got any problems or if your sound is coming through loud and clear.
Video Strategy: Give them a little bit before you get into the meat and potatoes of it. Don't leave them wondering what it is you're going to talk about.
A few things to keep in mind is when you're in a place with no carpet, maybe hardwood floors and little furniture, that's what creates the echo. If you know a little bit about sound waves, you know that they reverberate off of things. You want to find things that absorb the sound and eliminate that echo. Try to be in a carpeted space. Put a rug down if you're not. Find crops. Books are great because they not only make a nice-looking background, they help absorb that sound. The more furniture, the better.
An easy way that you can even help without any of that is to take a couple of pillows off your bed or couch. It doesn't matter. Place them right behind your computer, microphone or wherever your sound is going. It's going to help create a sound chamber that eliminates that echo. If you've ever been in a radio studio or a TV studio, they have those foam-padded walls. That's exactly what you're doing with pillows. Everybody's got some pillows laying around. If you prop those right behind your camera, it's going to direct your sound right into your microphone and eliminate that reverberation.
That's fascinating. I never knew that. It makes sense that you explain it. What I love about it, even more, is all of these tips that you have are probably lying around our houses like pillows, books and a window somewhere in the room that you're filming. These are great tips. They’re so helpful.
One of my courses is about creating a professional-looking space without any professional equipment because you don't necessarily need it.
There's this perception or fear that they’re like, “I either have to have all these perfect expensive things or I might as well give up.”
Especially when we’re getting started with something new like video, we'll find any reason in our head to give up. We’re like, “I don't have time. My space looks bad. I don't have a place to record or professional lights.” All of these things that you think might be holding you back shouldn't be.
We've talked a little bit about the setup and the mindset. I've heard the latest stat is that people's attention spans are eight seconds long.
It’s getting shorter and shorter.
It's terrifying to me. You're wanting to come across as realistic, conversational and not overly scripted but you also know if you don't get to the point in eight seconds, you're going to lose them. What do you recommend as far as starting the video in the first 8 to 20 seconds? What are the things that they should not ever do?
People's attention spans are so short which is why it's so important to not only be conversational when you're talking, but to be clear and concise.
People's attention spans are so short, which is why it's so important to not only be conversational when you're talking but to be clear and concise. Get to the point. People can ramble on and on, especially when it's a topic that they’re passionate about and they’re an expert on. They got a lot to say. A few things that I've found work best is finding your hook. That's something that we use in television news. Think about the headline. If you're writing a newspaper story, what's the headline going to be? It's got to be something that's going to catch somebody's attention. Tell them enough information to want to read the article.
I always tell people that people love lists. It's an easy fallback thing. You’re like, “I'm going to tell you three things to make your camera space look professional,” and then get into it. Give them a little bit before you get into the meat and potatoes of it. Don't leave them wondering what it is you're going to talk about. Another thing is identifying a pain point that you can connect with your audience about. If your business, course or whatever it is that you're promoting is a solution to a problem, that's how you're going to hook somebody in. You can be like, “Have you ever worried about how to hold your keys in your purse? I've got a solution for you.” It’s all of these things.
You want to grab their attention first. Tell them upfront what you're going to talk about that day and make it as interesting as possible upfront. Hopefully, they'll want to stick around to hear more. There are lots of different ways you can do this. There are TikTok videos, crazy reels and those kinds of things. If that's you, that's great. There are a lot of people out there that are like, “That's not me.” Don't try to be someone you're not for the sake of getting eyeballs. That's another important lesson when it comes to video.
You can see a ton of people out there doing fun stuff that's going to catch somebody's attention or make them stop scrolling. That's all fine and good. If that's not you and you don't feel comfortable doing it, you're not going to come across looking comfortable doing it. The main thing is to find your people. You want to find your audience. Address their pain point, give them a hook or a reason to stick around and then tell them how you're going to solve their problem.
That is so helpful. That is great advice. You're getting everything you need to get started being successful on camera and eventually, comfortable on camera if you flip off the Band-Aid. Some audiences are feeling inspired, ready to get going and want to start with their space. It helps if the space is appealing but also not distracting. You can get going with that. I understand you have a gift that might help them. Do you want to tell us a little bit about it?
I get asked all the time about what kind of equipment I use. Like many of you, I don't have the luxury of being in front of a window in a perfect space. I am set up in my kids' playroom in the basement because upstairs, everybody else's running around. If that is like you and you feel like your space or maybe your equipment is holding you back, I have created my equipment recommendations. These are things that I truly use or have used.
I give you all of the pros and cons of everything from light kits, cameras, iPhone apps that you can use and microphones. These are all of these things that can help enhance your virtual space on every budget. There are super-duper fancy light kits that a corporation would want to purchase and put into their studio, which is great but there are also some inexpensive ring lights that you can put on your desk that are going to give you the same look. I have compiled all of my favorite equipment links to exactly where you can purchase them. I call it my tech recs because those are my recommendations for all of the technical equipment you need to get started with video.
I'm going to browse through that list too because maybe I want to upgrade some stuff. It’s super helpful. Be sure to grab this gift to get your space ready to be on camera. Trust me. If you are consistently getting on camera at whatever frequency you're able to be consistent at, it could be every day or once a week, you'll be amazed at how much quicker you build that know, like, trust factor and how quickly your following will grow. What a helpful tip. Kelsey, thank you so much for offering that to everyone and for being here with us.
Thanks for having me.
Important Links
Kelsey Starks - Facebook
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About Kelsey Starks
Kelsey Starks is a broadcast journalist with more than 20 years of experience in television markets across the country. She has turned her on-camera experience into a media training business providing courses and coaching for business leaders and entrepreneurs to improve their virtual presence.
Kelsey earned a journalism degree from the University of Kentucky and a master’s degree from Northwestern’s Medill School of Journalism. She has worked as a reporter, producer and anchor in New York, Chicago, Washington DC and Charleston, South Carolina before landing in Louisville, where she currently resides.
As host of Louisville's most popular morning show for more than a decade, Kelsey was voted “Best Kentucky TV Personality” by Kentucky Living Magazine and chosen as “Most Admired Woman” in Media by Today’s Woman magazine. Although she no longer sets her alarm for 2am every morning, her new primary role as “mom” to three children — ages 11,8 and 5 — keeps her just as busy.