All Selling Aside with Alex Mandossian | "Seeding Through Storytelling is the 'New' Selling!"

In 2010, I was at a four-day event for the Guerrilla Business School. I had just finished my presentation, and there was a huge table rush to the back of the room. Afterward, T. Harv Eker and I were having dinner in the green room, and he presented me with an idea: "What if we could have a five-day event where people could start the event wit nothing , and at the end, make money online?"

His idea was that by day 5, everyone would have created not only a website, sales copy, and a shopping cart, but they would actually be making money.

"What do you think?" he asked.

"That's impossible," I answered.

"Do you want to do it with me?"

"Yes!"

Fast forward a couple months, and we're together in Hawaii planning the curriculum for this event. As we gathered support for our project, we got "yes" after "yes" to our impossible idea. We faced all sorts of technological problems (remember, this was in 2010), and somehow got through all of them. We next went through the preparing phase, before the event began the following day.

Despite all the challenges (and our terror), every single person monetized by day 5. Some even monetized by day 3! If you've been paying attention, you'll understand the first of today's three key insights: why version 1 (of anything) is better than version none, even if version 1 is sloppy. Yes, I had to make revisions for future events, but it took fewer and fewer revisions each time, and we already knew we could be successful.

Tune into the episode to learn more about today's two other key insights: why beta testing leads to wild success faster, better, and with less effort, and why perfectionism is the invisible enemy of your financial freedom.

In This Episode:

[03:36] - Alex lists the three key insights that he's going to cover today.

[04:52] - We learn about a seemingly impossible idea that T. Harv Eker proposed to Alex, as well as Alex's response.

[07:15] - Alex fast forwards a couple months to the planning phase of the Ultimate Internet Bootcamp.

[09:39] - The third phase, preparing, began on August 22nd. (The event would begin the following day.)

[11:33] - Alex talks about how quickly people were able to monetize.

[12:52] - What did Alex learn from the experience? How much easier was each subsequent event and the revision process?

[14:37] - Alex digs into the idea of fruit, roots, and seeds.

[16:31] - Version one is always better than version none, even if it's sloppy, Alex points out.

[19:01] - What does all of this have to do with selling? Alex explores the answer, and points out that selling isn't always all about closing.

[19:34] - Here's the Alexism for this episode: "Sloppy success is better than perfect mediocrity."

[22:04] - We hear a quick review of Alex's main points from this episode.

[23:47] - If you've left a review on iTunes, write down your biggest takeaway from this episode on a business card. If you haven't left an iTunes review, please leave your biggest takeaway at this link as your review!

[25:37] - In honor of this episode, and as a thank you for listening, Alex is giving you free access to his four-part video e-training series (normally $197). Head to this link to get started.

Links and Resources:

Alex Mandossian

Alex Mandossian Fan on Facebook

Alex's Friday Live events

MarketingOnline.com

Marketing Online 4-Part Video Training Series

Alex Mandossian on YouTube

Alexisms by Alex Mandossian

All Selling Aside on iTunes

Alex Mandossian's free live Friday show

Harv Eker

Ultimate Internet Bootcamp

Matt Mullenweg

Have you heard Aesop's fable about the ants and the grasshopper? In short, a family of ants was bustling about in late autumn drying the grain they had saved from summer. A grasshopper, with a fiddle tucked under his arm, came up and begged for a bite to eat. It turned out he hadn't saved anything for the winter, because he had been so busy playing his music. The ants disgustedly told the grasshopper to go dance, turned their backs on him, and got back to work.

The moral of this story is that there's a time for work and a time for play. The most important aspect of a productive business isn't what, how, or even whom—but when. Your time is the most precious asset that you will ever own, and it's incredibly important not to underestimate its power. Think about when: when you're going to work, and when you're going to play.

There are three ways you can spend your time: profiting time (or work time), planning time (or organizing time), and playing time (or free time). Two of the three deal with business, but all three are vitally important. Would it surprise you to know that it's most effective to pick your playing time first, rather than trying to squeeze it in around your profiting time and planning time?

Tune into this episode to learn more about why you should pick your playing time first. I'll also talk about how to figure out when to plan your profiting time and planning time, as well as these three key insights into times for work and times for play:

• How to know when to work and when to play during a busy day.
• Why there are wrong times to work and play, and confusing the two silently assassinates your business growth.
• What the key differences are between the time for work and the time for play.

In This Episode:

[03:43] - We learn about this episode's three key insights into becoming a better ethical influencer.

[05:02] - Alex shares a fable by Aesop that demonstrates the fact that there's a time for work and a time for play.

[07:18] - We learn a little bit more about Aesop himself.

[10:33] - Alex connects Aesop's story to his own point about the value of seeding through storytelling.

[12:35] - Alex compares Aesop to other writers and storytellers, including Jonathan Swift and Lewis Carroll.

[13:21] - What's the moral of the story of the ants and the grasshopper?

[15:16] - Alex talks about three ways to spend your time.

[17:36] - We hear an example of how Alex uses these three kinds of time, specifically when it relates to traveling.

[19:11] - Alex digs deeper into when to work, and why you shouldn't work all the time.

[22:01] - Alex shares his Alexism for this episode: "The single most important thing to do each day is the single most important thing."

[23:28] - Alex takes a moment to review the key insights that he has explored today.

[25:00] - Please take a moment to leave a review of your own! Head to this link and leave a review on iTunes by writing down your biggest takeaway from this episode.

[26:44] - Alex gives listeners a final gift in honor of episode #50 of the podcast! You can get completely free access to his four-part video e-course (which normally costs $197) at this link.

Links and Resources:

Alex Mandossian

Alex Mandossian Fan on Facebook

Alex's Friday Live events

MarketingOnline.com

Marketing Online 4-Part Video Training Series

Alex Mandossian on YouTube

Alexisms by Alex Mandossian

All Selling Aside on iTunes

Alex Mandossian's free live Friday show

The Ants & the Grasshopper (Aesop's fable)

Gulliver's Travels by Jonathan Swift

Alice's Adventures in Wonderland by Lewis Carroll

Strategic Coach (Dan Sullivan)

Business Network International (Dr. Ivan Misner)

In the beginning of your business, you do everything. But you don't really have a business until other people are doing the things that you had to do in the beginning. This means you need to find the right people, and get them in the right "seats" on a figurative bus (or minivan). This idea was developed by Jim Collins in his book Good to Great.

Instead of thinking about what you need to get done or the best strategy (which is often unpredictable), think about who you can get on your bus. This leads to surrounding yourself with a team that allows you to perform brilliantly and achieve financial freedom. Another key to this strategy involves getting the wrong people off the bus!

The good to great leaders in Jim Collins' book understood three simple, but incredibly important, truths:

1. If you begin with who rather than what, you can more easily adapt to changing the world in your own terms.
2. If you have the right people on the bus, the problem of how to motivate and manage people largely goes away.
3. If you have the wrong people, it doesn't matter whether you find the right direction: you still won't build a great company.

Focusing on "who" before "what" also means that you may need to set a new mental priority for your business. Your customers shouldn't come first. Instead, your team should! And that doesn't revolve around their compensation. If that concept intrigues or confuses you, tune into this episode to learn more about why this strategy is so powerful and can take your business from good to great.

You'll also learn what the right bus and the right seat are, why the difference between 211 and 212 degrees Fahrenheit (or 99 and 100 Celsius) is the difference between a hard-boiled egg and a locomotive, and much more.

In This Episode:

[03:05] - Alex introduces the three key insights into becoming a highly skilled ethical influencer that he'll cover in today's episode.

[04:22] - We hear a concept that comes from the book Good to Great by Jim Collins.

[07:16] - The executives who ignited the transformations in the companies highlighted in the aforementioned book figured out who to get on their bus before deciding where to drive the bus.

[09:10] - We learn about the three simple truths that the great leaders in this book understood.

[12:12] - Alex shares another key point about making the leap from good to great: your team comes first, not the customer.

[13:47] - Alex digs deeper into the "first who" principle.

[15:23] - We hear about what choosing the right bus means, and why it's the difference between a hard-boiled egg and a locomotive.

[16:56] - What does the "right seat" mean?

[19:33] - Alex shares a few options for how things can work: getting the right person in the wrong seat, the wrong person in the right seat, or the right person in the right seat.

[20:44] - Alex digs deeper into the 1% factor that's present in so many things, and separates the good from the great.

[22:48] - We hear the key point from the message that Alex has been sharing.

[24:27] - Alex shares the Alexism for this episode: "Public opinion lags behind private reality."

[25:09] - We hear a quick review of the most important points that Alex has explored in today's episode.

[26:31] - Speaking of reviews, please leave a review of this particular episode on iTunes! Leave your biggest takeaway from today's episode as your review at this link.

[27:32] - As a final gift, Alex offers listeners free access to his four-part video e-course (normally $197). Head to this link to get started!

Links and Resources:

Alex Mandossian

Alex Mandossian Fan on Facebook

Alex's Friday Live events

MarketingOnline.com

Marketing Online 4-Part Video Training Series

Alex Mandossian on YouTube

Alexisms by Alex Mandossian

All Selling Aside on iTunes

Alex Mandossian's free live Friday show

Good to Great by Jim Collins

Over 100 years ago, a young boy grew up in western Maine. Orphaned at the age of 12, Leon L. Bean still managed to live what he described as an "uneventful" life until he was 40 years old. At that point, tired of his feet being cold and wet during deer-hunting season, he decided to create a solution. He invented a unique boot design that provided strength, warmth, and dryness all in one boot.

Solving this single predicament led to a multi-million dollar payoff. But notice something else about the invention: it wasn't designed to cater to everybody. People in cities didn't need these boots at all. Instead, they were specifically designed for the hunter and outdoorsman (or woman), a relatively narrow niche. Gradually, he developed a wide range of outdoor products which he offered in the L.L. Bean Catalog.

Leon's business leaped ahead by adding new clothing and outdoors products each year, but it all started with that rubber-covered boot. Leon credited his success to the fact that he personally tried every product and ensured that it worked well. Today, half a decade after Leon's death, the company is still thriving. So, if you're in your 30s or 40s (or older) and feel like it's too late to start building your empire, take hope!

In today's episode, I'll also talk about a wide range of other people who achieved their fame and success after turning 40. And I'll dig into three key insights that will help you along your way to creating your own success story:

• Why problem solving is not enough to sell something; you need to tell the story.
• Why serving a narrow niche has less uncertainty than selling to the masses.
• Why being famous for one product leads to a multi-product demand.

In This Episode:

[04:08] - We hear about the three key insights that Alex will explore throughout today's episode.

[05:31] - Today's entrepreneur is L.L. Bean. Alex shares his story, and explains what led Leon to create his noteworthy boots.

[08:45] - We learn more about Leon's decision to solve his problem and create boots to help.

[09:41] - Alex points out that the problem that Leon's boots solved wasn't an issue for city-dwellers; it was for the hunter or outdoorsman specifically.

[10:56] - Alex takes a moment to talk about the L.L. Bean Catalog, and explains why Leon achieved such success.

[14:17] - By testing his products, L.L. Bean developed a relationship with his customers, Alex explains.

[15:38] - Alex has put together a list of famous people who became famous after the age of 40, which he shares with listeners.

[18:25] - We hear about the value of starting a one-room operation selling a single product.

[20:47] - Here's today's Alexism: "There are three things entrepreneurs can never take back: a broken promise, a neglected opportunity, and a wasted day."

[21:59] - Alex offers a quick recap of the insights and information that he has covered in today's episode.

[24:09] - Please take a moment to leave a review on iTunes! Instead of reviewing the podcast as a whole, leave your biggest specific takeaway from this particular episode as your review at this link.

[26:00] - Alex gives listeners one final gift: complimentary access to his four-part video e-course, which normally costs $197. Get started for free by going to this link.

Links and Resources:

Alex Mandossian

Alex Mandossian Fan on Facebook

Alex's Friday Live events

MarketingOnline.com

Marketing Online 4-Part Video Training Series

Alex Mandossian on YouTube

Alexisms by Alex Mandossian

All Selling Aside on iTunes

Alex Mandossian's free live Friday show

L.L. Bean

All Selling Aside Episode 1: Confessions of a Serial Entrepreneur

I'll always remember the moment that my good friend T. Harv Eker approached me during a lunch break at the Guerrilla Business School in 2010. He had a new idea for internet marketing newbies, and asked me a question: is it possible to take people to making money online completely from scratch in a five-day bootcamp?

I thought it was impossible. So he asked if I wanted to partner with him and do it. I said yes. After all, the difficult can be done immediately, but the impossible takes a little longer. And that's how the Ultimate Internet Bootcamp was born!

After making about $25 million, coaching a few thousand people at $500 a month, and doing over 25 events on six continents, we retired the program two years later. One thing I learned was that closing a sale starts with seeding, and I already knew that seeding through storytelling is selling. Closing doesn't start 15 minutes before your presentation ends; it starts in the first 300 seconds through seeding and storytelling.

Ready to learn how to do exactly that? Good! Because today I'm going to teach you 17 proven closes that really work. Tune into the episode to learn exactly what each one means, but I'll list them below with a short summary as a refresher to help you remember all 17 of them.

1. Take-away. Suggest that you may not be a good fit for your prospect, which puts you in a position of strength by potentially taking something away.
2. Summary. Provide an executive summary showing how you'll handle your client's needs.
3. Objection. Ask your prospect for the most powerful reason why they can't move forward with you.
4. Ben Franklin. Offer to create a pros and cons list, and make a decision together.
5. Door knob. Go to the door as you're about to leave, and mention one critical element as your hand is on the doorknob.
6. Concerned. Share your concern that your prospect isn't going to achieve the success they deserve because they're missing critical elements that you want to discuss.
7. Regret. Point out that the biggest regrets people have before dying are the terrible things they did, and the great things they could have done. Offer to dive deeper into why your services are a good fit, so your prospect won't have that regret.
8. Assessment. Ask your prospect to rank their commitment to make a positive change in their business on a scale of 1-10. If they say 8, ask why they didn't rate it lower, before asking what would make it a 10. Then offer to show what making a change with you looks like.
9. Empathetic. Express that you understand how your prospect feels, and offer to help them feel better.
10. Assumption. Ask if it's fair to assume that if time and money weren't an issue, your prospect would be ready to get started. If not, ask what you're missing and what's an issue other than time and money.
11. Contract. Point out that once the paperwork is done, you can begin.
12. 100% alignment. "Based on what you've told me so far, what's the single most important thing about why saving money/coaching/scaling could take us closer into working with us?"
13. What if. Ask your client what if the one thing that prevented you from moving forward is no longer true, what would happen if they didn't move forward (nothing), and what could happen if they did move forward (something wonderful).
14. Artisan. Offer to share the type of services your prospect can learn to expect from you if you move forward together.
15. Price vs. cost. Inquire whether price or cost is the issue. Clarify that the difference is that price is a one-time investment that you make when you say "yes," and cost is an ongoing expense as a result of saying "no."
16. COI vs. ROI. Point out that ROI is up to your client, but you can guarantee the cost of inaction (COI).
17. Puppy dog. Let your prospect try before they buy, like a pet store that lets you take a puppy home to see if you want to keep it (and, of course, you will).

If you're ready to learn about all of these closes and figure out how to apply them in depth, don't miss this value-packed episode. You'll also learn three key insights, as usual! This time, you'll discover how to close more sales from the moment your lips start moving, how to close sales presentations with seamless commitments from your prospects, and how to become more relational and less transactional in your sales pitches.

In This Episode:

[03:58] - Alex previews the three key insights that he's going to talk about in this episode.

[06:06] - We learn the story of the birth of the Ultimate Internet Bootcamp.

[09:46] - Alex shares one of his biggest takeaways from the experience he has described of working with T. Harv Eker.

[10:54] - In this episode, you'll learn 17 proven closes that really work. Alex lists what they are.

[17:28] - Being a successful closer is about having a meaningful dialogue, Alex points out.

[21:21] - Alex provides an overview and description of the first few of the 17 closes that he has already listed.

[24:44] - We learn about closes 5 through 11.

[30:05] - Alex explores the 12th and 13th closes on his list.

[33:48] - We hear about how the final three closes on Alex's list of 17 function, and how to use them when you're selling.

[41:20] - If you want to learn more about all of this by working with Alex directly on a one-on-one basis, head to this link.

[41:55] - Here's this episode's Alexism: "The two-word definition of entrepreneurial success is 'delayed gratification.'"

[43:30] - Alex shares an analogy that he uses on stage, which involves the difference between bamboo and eucalyptus.

[47:12] - We hear a quick review of the insights that Alex has explored in this 47th episode of All Selling Aside.

[49:09] - Speaking of reviews, please leave one for this particular episode! Go to this link and leave your biggest takeaway from today's episode as a review.

[50:40] - As a final gift, Alex offers listeners of this episode completely free access to his four-part video e-course (normally $197) for free at this link.

Links and Resources:

Alex Mandossian

Alex Mandossian Fan on Facebook

Alex's Friday Live events

MarketingOnline.com

Marketing Online 4-Part Video Training Series

Alex Mandossian on YouTube

Alexisms by Alex Mandossian

All Selling Aside on iTunes

Alex Mandossian's free live Friday show

Harv Eker

Ultimate Internet Bootcamp

Guerrilla Business Online

Jeffrey Gitomer

Dr. Joe Vitale

Zero Limits Mastery Program

Your GBO Mentoring Assessment

Did you know that the BandAid had its birth in the kitchen of a woman who was inexperienced at cooking and hurt herself frequently? Her husband, Earle Dickson, was an employee of Johnson and Johnson. He found himself getting plenty of experience bandaging his new wife's hands as she was cooking, and realized that if he could prepare bandages in advance, she could apply them herself without making him interrupt his work.

Earle began experimenting with ways that his wife could bandage herself. Tape existed, and gauze existed, so attaching the two was easy. The hard part was keeping the gauze sanitary and the tape from drying out. Luckily, Earle realized the importance of not giving up. Eventually, he discovered that crinoline fabric protected the bandage. It was a huge success not only with his wife, but also for Johnson and Johnson, the company he worked for. The Band-Aid marked the beginning of the company's meteoric rise to success.

In 1921, the invention received the name BandAid, which it still bears today. This is a perfect example of the brand name becoming a generic name. No one asks for an adhesive bandage; they ask for a Band-Aid. This story touches on all three of today's key insights:

Why preparing to win is to fight over 80% of any business battle in the marketplace.

Why it's better to be a problem-finder than a solution-finder.

Why a brand name can be the acknowledged as the trade name.

Can you see how each of these points applies to the story of the BandAid? If not (or even if you can), tune into this episode to learn more details and gain a deeper understanding of all the lessons you can learn from the fascinating story of this invention.

In This Episode:

[03:20] - We hear about the three key insights that Alex is going to explore over the course of today's episode.

[04:55] - Alex shares the story of the invention of the BandAid, demonstrating that necessity really is the mother of invention.

[07:08] - Attaching a gauze pad to a piece of sticky surgical tape was the easy part of the solution, Alex explains.

[10:12] - Alex points out that the BandAid created the meteoric rise of Johnson and Johnson.

[11:23] - Being a problem-finder is better than being a solution-finder, we learn.

[13:27] - Alex lists some other generic products that have come to be recognized by the original trade name.

[14:21] - Alex digs into the topic of purpose versus true purpose, using the example of the honeybee.

[16:37] - We return to Winston Churchill's commencement speech at Harvard, before Alex lists some powerful figures who never gave up.

[19:30] - Let's talk about generic versus brand name! Alex describes the power in the brand or trade name becoming the generic name.

[20:30] - The Alexism for this episode is this: "There's no such thing as a self-made entrepreneur."

[22:25] - Alex quickly reviews the insights from today's episode of All Selling Aside.

[24:15] - Please take a moment to review this podcast by writing out your biggest takeaway from this episode at this link.

[25:44] - In honor of episode #46 of All Selling Aside, you're invited to explore Alex's four-part video e-course (normally $197) for free! Head to this link to get started.

Links and Resources:

Alex Mandossian

Alex Mandossian Fan on Facebook

Alex's Friday Live events

MarketingOnline.com

Marketing Online 4-Part Video Training Series

Alex Mandossian on YouTube

Alexisms by Alex Mandossian

All Selling Aside on iTunes

Alex Mandossian's free live Friday show

Earle Dickson

Johnson & Johnson

Crinoline

Perry Belcher

All Selling Aside Episode 42: Reminiscing About the Future

Buckminster Fuller

Back in 2012, I was one of the beta testers for Google Hangouts. Every week, I would use the platform to deliver a topic that I thought would be worthy of my students' attention as a free public service. I did the same thing week after week, and we had a really good run for a few years. Then my confidence in the Google Hangouts platform began to fade, because I didn't see the company scaling it to a higher level.

So what did I do? Switch over to webinars! I decided to use WebinarJam, which was created by two friends of mine. After a while, I noticed that Mark Zuckerberg's sister started to really get behind Facebook Live. Over the course of 2015 and 2016, I started to use Facebook Live because it had something that no other system had: the magic "Share" button.

Getting people live is important, because it implies engagement. And I particularly love video! Not because of actually doing it (which means needing to shave and get more presentable), but because video contains audio. And if you do video right, the audio also works well. That means you can repurpose your video again and again and again.

When you're focused on radical repurposing, the mindset to have is to focus on distribution quantity versus content quality. To learn more, tune into this episode, in which one of my three key insights is why radical repurposing is the key to scaling your business. You'll also learn why every single business is an information marketing business, and how to repurpose marketing communications to get maximum exposure.

In This Episode:

[03:18] - Alex lists the three key insights into becoming a highly skilled ethical influencer that he'll cover in this episode.

[05:12] - In 2012, Alex was a beta tester for Google Hangouts, he explains. He then shares the story of his eventual arrival at Facebook Live instead.

[08:40] - If you want to check out replays of any of Alex's live talks, you can check out his fan page on Facebook. For future talks, go to marketingonline.com/fridaylive during the presentation!

[09:48] - Alex talks about why he loves video (which isn't because he loves doing it).

[11:46] - We learn about the mindset to have with radical repurposing.

[12:49] - There are three repurposing formats: the visual word, the spoken word, and the written word.

[15:03] - Alex talks into how to integrate the repurposing that he's been talking about so that it has meaning.

[18:32] - What's the difference between genius and insanity?

[21:07] - Alex has gotten $100,000 clients from this podcast, he explains, and shares how he did so.

[21:24] - We hear a quick review of Alex's points about radical repurposing, information marketing, and maximizing exposure.

[23:37] - If you haven't already reviewed this podcast, please go to to this link and type out your biggest takeaway from this specific episode as your review.

[25:20] - In honor of this episode, Alex offers listeners free access to his four-part video e-course! Head to this link to get started.

Links and Resources:

Alex Mandossian

Alex Mandossian Fan on Facebook

Alex's Friday Live events

MarketingOnline.com

Marketing Online 4-Part Video Training Series

Alex Mandossian on YouTube

Alexisms by Alex Mandossian

All Selling Aside on iTunes

Alex Mandossian's free live Friday show

Google Hangouts

WebinarJam

Facebook Live

YouTube Live

Zoom

Audible

Ryan Deiss

In 2001, I set out to find a marketing niche that I could dominate. Many were already occupied by great marketers, so I wanted to find one of my own. That was when I came out with a course on marketing with postcards. The course was a three-ring binder and included a physical CD. It was expensive to produce, but I did very well on it, making five figures a month with under 30 visitors a day.

Thanks to this success with so little traffic, I released a new course called Traffic Conversion Secrets. This was where I made my first million dollars. After that, I started to release more courses, including Teleseminar Secrets (which made me over $14 million). I released many other courses, which did very well financially, but there was a big problem.

None of my courses was scalable.

Do you see why that's an issue? My income would be episodic, going up and down depending on when I had released a course. And I had to keep working and working, always creating new courses, because the business couldn't survive without me and didn't grow on its own. Many of my students (who you'll learn about in this episode) have surpassed me in scaling, and I'm ready to explain why.

The key to scaling is in documenting. You'll be amazed by how powerful your results are when you have your team members document what they're doing as they're doing it. In addition to this incredibly valuable tip, today's episode will also teach you three key insights:

1. Why lacking a focus on business scaling prevents your financial freedom.
2. How to scale your business without surrendering what you do now.
3. What the true purpose of scaling is: to plan with the end in mind.

Don't miss this value-packed episode, which will help you ensure that you're doing your best for your business (and your future) no matter where in the stage of building or running a business you are.

In This Episode:

[03:13] - We learn about the three specific insights into becoming a highly skilled ethical influencer that Alex will be exploring throughout today's episode.

[05:29] - In 2001, Alex set out to become a guru in the marketing space.

[11:58] - We hear about how a friend encouraged Alex to teach teleseminars, and why that was filling such an important niche.

[13:34] - What was the big problem with Alex's business model, since he was making so much money from it?

[15:19] - Alex defines what scaling is, and talks about his "unique ability" to turn his students into his teachers.

[17:17] - We hear about the McDonald's brothers an example of optimizing in different ways and creating a scalable business model, as well as examples of people who Alex knows personally who have created scalable businesses.

[21:47] - Alex talks more about how his friends and former students have created amazing (and scalable) businesses.

[26:10] - The key to scaling is documentation, Alex reveals, and explains why it's so important.

[30:17] - Alex recaps the four keys he's described involved in documentation, then shares examples of case studies.

[31:11] - The strategies to scaling are ultimately to get 7 things: transfer-ability, exit-ability, adapt-ability, manage-ability, refer-ability, brand-ability, and growth-ability.

[34:54] - Alex explains why it's so important to think about scaling from the beginning, even if you aren't yet making a significant amount of money.

[38:04] - We hear a quick review of the points that Alex has explored today.

[41:45] - Please take a moment to provide a review of your own! Head to this link and do something specific: instead of leaving a general review for the podcast, leave your biggest takeaway from this particular episode.

[43:18] - Alex offers listeners a final gift: free access to his four-part video e-course, which you can find at this link!

Links and Resources:

Alex Mandossian

MarketingOnline.com

Marketing Online 4-Part Video Training Series

Alex Mandossian on YouTube

Alexisms by Alex Mandossian

All Selling Aside on iTunes

Alex Mandossian's free live Friday show

Roy H. Williams

Jay Abraham

Tony Robbins

Ted Nicholas

Joseph Sugarman

Dan Kennedy

Armand Morin

John Reese - The First Million Dollar Day on the Internet

Jeff Walker

Dan Sullivan

Clate Mask

Infusionsoft

Ryan Deiss

Perry Belcher

Roland Frasier

Warroom Mastermind

Traffic & Conversion Summit

Dry Farm Wines

Bulletproof Coffee

Stephen Covey

Franklin Covey

Scale or Fail by Allison Maslan

You've probably heard of Chicken Soup for the Soul, but do you know the famous story that didn't make it into the books? The story of Kyle is about how compassion can not only save a life and create a best friend for life, but also keep customers for life.

In case you haven't heard it, this story (told by Kyle's best friend) is about a teenage boy who was bullied in school. The narrator, seeing Kyle's torment, invites Kyle to join him and his friends for a basketball game, and Kyle accepts. That was the right thing to do! Doing the opposite is the first big mistake when you sell; don't say "no" when the offer is there!

The more the narrator and his friends hung out with Kyle, the more they liked him. Over the next few years, the narrator and Kyle became the best of friends. Kyle was high school valedictorian, and by then, he had filled out, looked great, and had tons of dates! On the day of Kyle's speech, the narrator was stunned to hear from the speech that Kyle had planned to kill himself on that day they first met. That simple act of friendship had been enough to save him.

If you're wondering how this relates to sales and business, the answer is that the compassion shown in this story relates to business in every single way. If you look at the word "compassion," it has three words inside of it:

1. Compass. If you're going to build a business and be good at sales, you need direction!
2. Passion. This is about empathy and suffering, and passion is the source of the empathy you have toward someone else.
3. Ion. At the molecular level, you're made up of ions. Could it be that in your molecular and cellular makeup, having compassion can make a huge impact?

If you're beginning to understand this, you've unlocked the three key words secretly buried in the magical word of "compassion." And that's just one of the three key insights I'll cover today! Tune into the episode and you'll learn the other two: why compassion is the single greatest sales technique of all, and why you should follow the the counter-intuitive strategy that you can only keep what you give away.

In This Episode:

[03:08] - Alex introduces the three key insights that he'll be exploring today.

[04:30] - We hear about the Chicken Soup for the Soul series and its two creators, as well as one powerful story that didn't make it into the book.

[06:00] - Alex shares the beginning of Kyle's story, which holds information about how you can keep customers for life.

[09:55] - We hear the rest of Kyle's story, including the powerful and moving speech that Kyle gave as valedictorian.

[14:08] - How does this relate to sales and business? In his answer, Alex breaks down the word "compassion" into three parts: compass, passion, and ion.

[19:16] - Compassion is very necessary in any sales exchange, Alex points out.

[22:15] - Alex shares a powerful lesson from Tibetan Buddhism.

[24:10] - We learn about why the story of Kyle means so much to Alex, and what he did (and didn't do) in a similar situation in his childhood.

[26:32] - Alex talks about his mom's reaction to how he behaved in first grade when Hans was being bullied.

[27:17] - As a public service, Alex offers a free Friday show at 12 PM Pacific/3 PM Eastern. You get free access to Alex during this live weekly masterclass! You can join the event at this link.

[29:46] - Alex reviews what he's covered today, including the three words hidden in "compassion."

[31:00] - Please make sure you execute what you've learned! If you start utilizing what you've been learning here, your future will be bigger, brighter, and on your own terms.

[31:38] - Speaking of big and bold, please go to this link and share your biggest, boldest takeaway from this episode as a review!

[33:50] - Alex offers listeners completely free access to his (usually $197) four-part video e-course, which you can find here!

Links and Resources:

Alex Mandossian

MarketingOnline.com

Marketing Online 4-Part Video Training Series

Alex Mandossian on YouTube

Alexisms by Alex Mandossian

All Selling Aside on iTunes

Alex Mandossian's free live Friday show

Chicken Soup for the Soul

Mark Victor Hansen

Jack Canfield

The story of Kyle

Dalai Lama

Tony Alessandra

Jeffrey Gitomer

Mahayana Buddhism

Imagine if you could reminisce about the future. You would probably become an inventor, creating replacements rather than improvements. That was exactly the case for Samuel Morse, a fearless visionary whose unique ability was being able to reminisce about the future. This entrepreneur, credited with inventing the telegraph, was neither a scientist nor an engineer. He succeeded at developing innovations where other failed not by any special talent or education, but by determination and by following his own ideas.

On a ship voyage back from Europe in 1832, Morse met several scientists discussing the latest discoveries in electromagnetism. Morse asked a question: "What if intelligence could be instantaneously transmitted by electricity to any distance?"

His solution, as you may have figured out by his name, was to create Morse code and to create a way to transmit it by wire. This method of communication consists of patterns of dots and dashes representing each letter. While it's not as convenient or advanced as talking by voice, it allowed two minds to communicate with each other across great distances.

Morse appreciated the power of momentum, and kept things going during the 12 years that it took between his first experiment and Congress' authorization of the use of funding to develop the world's first telegraph line. This first line ran between Washington DC and Baltimore.

One powerful thing that Morse knew is that selling speed is almost rejection-free in a presentation. This is just one of the three key insights that I'll cover in today's episode of All Selling Aside! Tune in to learn more about this insight, as well as two others:

• Why replacement will always outperform improvement in marketing.
• Why discovering a win for your target prospect will win you more sales.

In This Episode:

[03:02] - We learn which the three key insights that Alex will explore in today's episode.

[04:18] - Alex shares the story of Samuel Morse, the inventor of the telegraph, whose unique ability was to reminisce about the future.

[07:43] - After six years of experimenting, Morse and his partners demonstrated their invention to President Martin Van Buren and members of Congress.

[12:47] - For his first transmission, Morse chose a topic about politics while talking to politicians.

[15:35] - Alex explains that replacement will always outperform improvement, and offers several examples to illustrate what he means.

[18:23] - Morse was the internet of the 1800s, Alex points out.

[19:30] - Alex focuses on the power of curiosity, and how it relates to the story of Samuel Morse and his "what if" question.

[21:18] - Alex digs into language, offering the advice to speak in terms of your target audience. He also explores the importance of fearlessness, and improving by replacing rather than inventing.

[24:38] - We hear about the question of speed, with the example of making a million dollars. Alex also invites listeners to join his GBO Mentoring program.

[28:35] - Alex quickly recaps what he's explained in today's episode and the three key insights he explored.

[29:59] - Did you get something from this episode? If so, please go to this link. Type out that takeaway from this episode as your review of the show. (Of course, Alex would love a 5-star rating, too!)

[31:24] - In honor of this episode, Alex is offering listeners free access to his four-part video e-course series (usually $197)! Get your access here.

Links and Resources:

Alex Mandossian

MarketingOnline.com

Marketing Online 4-Part Video Training Series

Alex Mandossian on YouTube

Alexisms by Alex Mandossian

All Selling Aside on iTunes

Samuel Morse

Morse code

President Martin Van Buren

Perry Belcher

Harv Eker

GBO Mentoring with Alex Mandossian