Speaker 1 0:02 Okay, so welcome to this week's edition of connect business owners mastermind group call. This is the second Monday of the month, and we're gonna be talking about sales today. And then obviously, we're gonna go around and answer any questions. screen setup here. So I'm gonna show on you guys walked me through this, every one of you should have access to this folder but you know, so the news is I'm gonna give you access to it. So hold on just a second zoom and share screen in a second too. Okay. All right, back to now. All right. So let me go ahead and add you guys real quick. Speaker 1 1:00 And Michael is gonna be Mike at they're just J ins. Let's go ahead, Jack. And that's Unknown Speaker 1:26 all right. Speaker 1 1:33 Alright, so in here, what I'm going to encourage you guys to do is download this entire form. Okay, I went in years ago, it looks like 2017 15. And I edited this used to be a six CD set is originally how Eric brought it to market, then it turned into a downloaded folder. But it wasn't something that you can actually put on your phone. And so what I get is I got video, or an audio editor and I ended up going down to 12 audio modules on mp3 and putting the playlist on your iPhone or Android, I highly recommend you do that. That's how I did it. And listen to it seven times in a row. Okay, I train now I don't know, probably 6000 salespeople in 12 countries with this 12 module system. Once you go through this, this is a in my opinion, this is the best combination of other people stuff I've ever listened to. Okay, I wish wish wish I would have had this type of training early on in my business career. I had managed to build six companies or five companies $3 million companies without this training. But I can tell you just from personal experience, man, if I had this would have changed everything, especially in the IT space. So there's a moto book that goes along with it. And I have trained every single one. Well, at the time, he and I worked together from 2012 till the middle of 2014. And I trained all of his trainers in 12 Different countries about 132 sales trainers on how to train salespeople with this strong module audio program. Okay, what I would highly recommend and for whatever reason why faculty slow right, so I'm going to hopefully, Back button back without freaking out. Anyways Alright, so you have to just I shared the Google Drive folder with you. Okay. But I will highly recommend you do is download those 12 audio modules only. Share it with the people that join your team, sharing with any salesperson, you want to professionally train, okay. How I personally did it because I didn't have the patience. I was being asked to train his trains I was being asked to do I'm like, Well, when I started when I got connected with him in May of 2012 I was done. I was like man, I I had a bad partnership fallout. We're doing about $1.2 million a year in revenue. And my business partner left to 40% of the client base with me. I discovered right then and there if you don't own the relationship, you don't know nothing. Even have contracts in place all you want. I had three year managed service agreements that were signed. Some of these clients have been with me for five, six years. And seven of those clients follow have you? And I hired an attorney and they very all collaborated together and said, Well, you can't sue us all. Yeah, do the math on that I'm like, we, I would probably have had to spend 350 to $400,000, to cure in the lawsuits through, I would have one. But at what cost? Right, it was a lot easier to go get new clients than it was to battle with that. So it took me nine months to rebuild it. I had literally 12 employees, I had to fire every single employee all at once, a month later, because I didn't know who was dedicated to him. And he was dedicated me and because I knew how to sell. And this is what I told him as a partner, I said, I started this frequent company without you. Okay, and if I have to take it down to one person rebuild it, I can do that, because I'm not selling. And I never thought that would come true. But it did. And it was it was a highly, highly stressful, nine months of just pure well, by the time I was done, I was burnt out. I'm like, I don't want to be in it anymore. I don't want to talk to another engineer, I don't want to do any stuff. So that's where he said, Well, you should meet this guy or block phone. This is from module audio program. It's the next Tony Robbins guy. And because I wanted to build a sales training company, and I was looking to drop a coordinated dollars on all the content and all the studio stuff and the graphics, all the stuff you got to do to start and really be successful in that type of business. And my buddy, he's like, No, he's already gotten done. You just need to become an affiliate, which is enjoying his trainer program and just show you how to do it. So that's exactly what I did a week later, Eric calls me up, and I'm gonna land the plane on the story in just a second. And I know, he knows, hey, I wanted to go out and give TED Talks represent my brand. I will know, I don't even know you. My buddy. Richard says you're a great sales trainer. I don't know if your stuff sucks, or if it's good, okay, and I've been through a lot of sales training. And Jack knows in the IT space. Again, with Sandler Training, I went to professional sales training by Microsoft. I went to Microsoft's headquarters to become professionally trained in enterprise sales. I had a 90% close ratio. I mean, I was a badass when it came to setups that I thought I knew it all. I was very specifically Industry Training. Okay. And so I told him, I said, Hey, I'm going to download these 12 modules, I'm going to put it and I did, I downloaded them back, then you could take a CD and import it into iTunes, and it would convert it into an audio file. Okay, so I created this playlist in iTunes, and have it on my playlist on my iPhone, because I personally don't have the patience to sit down and read a workbook or any of that stuff. And I learned a long time ago, I don't have to pay attention if my if I'm listening to an audio because my subconscious mind records. So I just got into the habit of listening to one module a day, which is 30 minutes a module. And I did it seven times in a row. Finally, I think after the fifth time, I sit down with a workbook and work through the exercises and follow the box and worked with follows along on the audience. And I said, so here's what I'm gonna do, Eric, I'm going to go through your stuff in the month of June 2012. I'm going to implement it my IT company in July and August. And if it's worth anything, then I'll talk about representing your brand. Okay, so that's exactly what I did. And I hear Jack, this is where it really is gonna impact you and everybody else I'm here. I saw a 29% increase in my sales. With half the effort. I learned more natural module audio program. And like I said, it's the best combination of other people stuff I've ever seen. You'll recognize Tony Robbins in there you recognize Ziggler in there, you recognize a punch feed. Right? But the way Eric teaches, I know he and I parted ways not longer terms. I actually fired him. Okay, I'm like, I'm not working with you. I still promote this program fits. Because in my opinion, it's the best combination of sales training I've ever seen. I trained 1000s of people, right? And, and so I'm giving it to him, he's gonna say on there, hey, go through it seven times. And when you're ready, call my office and we'll get you certified. Don't do that. Okay, if a certification is important for you call me up. I will gladly certify. So because I paid you know, he says the same about 3000 bucks and giving it to you. Okay? But once you're done with it once you've gone through it, okay. It's going to help you understand the basic foundation of sales and help you In a sales process with any business you ever own from this point forward, okay? And what I want you to do is I want you to go through the modulus, okay? Get through one strike. For me personally, I go through once, just listen to, don't worry about taking notes. Second time, maybe a module a day, sit down and take some notes. At some point without the workbook, go through it. Okay, when you feel you're ready, right? And you're like, hey, I think I've got my personal sales process down, bring it to this call, and we'll work through it. It's going to help everybody. Okay, but every single one of you has a sales process that if you follow consistent, okay, will produce a predictable results. Okay, give me one second. That's Jack on about the Uber question. Give me one second, go ahead and chat amongst yourselves. I'm gonna mute myself Jack Watkinson 11:02 just to make sure I downloaded all those so I can actually put on my OneDrive so I can access it wherever I am to because one of the benefits of Microsoft Speaker 3 11:12 haven't been able to get it on my phone yet. Ah, yeah, I got it on my phone. But do we need to download it? Or can we just keep it on Dropbox and just play it off there? Jack Watkinson 11:26 No success doesn't you can probably leave it there. I just like downloading. I like retaining things. I still have things so I am you know, like Cutco knives. Like, I wasn't a, I was a branch manager, district district manager many years ago, I have stuff from when I was 19 that I still use to train and coach and show people so I have a little even for like other groups I work with like, little like differences one degree also, there's one that I love and theirs is coffee, carrot and an A and what they had similar and it was how they responded to boiling water, and how you know, coffee was only one that really changes the environment around them how the eggs and the carrots are sustained what the environment does to them and just us as teaching lesson. So I've got tons of stuff I've saved for everywhere. So I love saving and retaining and kind of having a big index of things I can distribute because I always knew that I was trying to learn from people who are a lots lots more than it was to like when we did stuff with like Matthew Kelly and Hal Elrod was one of my favorite people ever talk to you because he really, he pulled off the kid gloves when I talked to him. And that was that was great. Because he's, he's another one. He sold Cutco. He had that book taking life head on. So getting to sit and actually talk with him and outside of a coaching session was really neat. Speaker 1 12:47 Okay, so I got some better for you, Mike. I'm gonna give you get you I'm gonna text you his phone number. He's talk to you one on one on the phone and tell you exactly what's good. That's awesome. Thank you. So, as I tell you what your result was, he goes, Well, where's he going? I'm like, I don't know, man. I'm not gonna get into. I said, you got a longtime friend of mine. I mean, he and I are like brothers. Okay, I've seen do me a huge favor. Can Mike call you and you tell him exactly what we need to do. What? He was absolutely, like, okay. It's not what you know, it's who you know? Well, I did the math, you know, he's actually averaging $360 a day. But 1800 bucks. So I'm struggling to get 500 a week. So he's gonna help you fix that. Because he has his planning strategy. So okay, so the sales process right so literally every single one of you are going to have a sales process in real estate. Considered one of the most important things to do in every industry is after every successful sale repeated after every successful sale open up a Google Doc or journal and I want you to reverse engineer all the way back when you got the contact. Okay, what were what did it how did the whole sale you know, how did you get introduced to the person your original contact? What was it like? What did you say that triggered them to want to book an appointment with you? If it was a listing? You know, what did you What was the process you did where they said hey, I'm gonna hire you as my listing agent or if it's a buyer, this is what I'm gonna do to hire you as a as a my buyer's agent if you're an IT. What was it that you said to get them to agree to a discovery appointment? You know, when you've written presented, how did you present what was the tipping point that they closed about? reverse engineer the sales process. Every single sale, okay? The reason that's important is because two things. Number one, you need to find out how you're currently selling and what is success. It's a buyer fingerprint. Okay? We all have fingerprints, okay? In a situation where it's a buyer or seller fingerprint or fingerprints change, okay, like how you sell today is different than was so I sold two years ago, three years ago. Okay? Keeping track of this will help you fine tune your process and your system. Okay? So once you have that down, then you go through a bunch of sales, you're gonna identify, Hey, I said this, they did this, I said this thing did this. I said this, they did this, right? The reason this is important, let me see if I could find my sheet here. Okay. So I sat down. Unknown Speaker 16:01 And I Speaker 1 16:03 was like, How much money do I want to earn in the month of July? Okay. And I went down I go, Okay, I know for a fact that's coming in, that's coming in, I listed out all the stuff I know, for a fact is coming. And I go, You know what? I really need that new barbecue. I knew. I feel like I should have that. Okay. Um, the other thing is, I'm like, You know what, I, I'm kind of done with that car. I think I want another car. Yeah, plus, the wife just informed me, we gotta pay off the cruise. And we're gonna pay out the other Florida vacation at the end of the year. And I'm like, I ain't paying for shit. So I sit down, I say, Okay, well, how do I want, okay, boom. Now, because I know my sales process. Right? My sales process is unique to me, I know that I've got to contact the right. Contact. Okay, I've got to set a text on a contact. Right? If I don't have a lead, then I gotta get a lead. For me, I have a crush on leads. Okay. So if I don't have a lead, if you lead my next step, I got to market to those leads. So in my case, I send them an email. That's my step, I have an actual script. In my Google Drive, it's called a template that I sent to them before I called it. Okay, and it's called a marketing Touch system. Okay, so it's an appointment setting system that will work for every single person on this call, hands down. And let me make a note here, because I don't want to take up time searching for it. But I'm going to share it with everybody in the group. I'm going to share with you the marketing type system, okay, I created this system because I didn't want to make cold calls, I hate making cold calls, I can make them don't want to do. So I created this marketing type system when I was building the second IT company out of four, I just I'm like I'm not going to make a bunch of freaking cold calls, period, I'm just not going to do. Okay, I'm not going to give a bunch of networking events. I'm not going to go knock on doors, I'm not going to do any of this crap. Okay, I got to find a method to this madness. And, and so I created this thing called a marketing Touch system. And all you need is 200 qualified prospects in the industry. Okay. And it's very easy to get and I've laid out in there. So basically, I send them something ahead of time, it gives me a reason to call. I pick up the phone, all roads lead to a 10 minute phone call all roads and you guys's business should lead to a segment phone call. Why a 10 minute phone call. How many of us have done, hey, let's meet for coffee and get to know one another. Right? You could do that. But you're gonna waste a crap ton of time. And later on in life ultimately realize you wasted a ton of time, when you could have added a 10 minute phone call. I only want to give somebody more than 10 minutes when they are qualified for me to give them more than what qualifies him zeigen like am I going to want to be around them? And I'm very specific about questions. I'm going to ask them that 10 minute phone call. It's all about them. Okay, so I'm going to craft some questions that give me the answer questions. People answer questions if we or something limit for them. Okay, so what I like to do, and I would do this if I'm in the mortgage industry real estate industry. I tea industry, beauty care industry if I'm a hairstylist, whatever, hey, people set, give their time based on their wants and desires. And this script right here, we're working in the industry. Okay, I've tested it with every client I've had, it has success. I get a person on the phone, I go, Hey, Joe, you're Jack, you and I don't know one another. I have to say that right away, because the moment I say my name is Jack, or My name is John, you're like, John. John, the CRS? I let I want to shut that Marina. Okay, so I tell them Hey, Jack, John Pyron. You and I don't know one another but at least Atlanta refer beach? Blue instinct. guard down. Hey, Jack, you and I don't know one another. But I was at the Chamber yesterday, I saw you had a really cool business card. So I grabbed it. Well, damn, right. Hey, the reason for the call. Right? So again, here's my name. You want to know one another. Here's how I got your information. Here's why I'm calling. The reason for the call is I was looking at your website and I got thinking there might be some people might network that can benefit from your services. Right now, here's my name. Here's how I got your information. The reason for the call is I checked out your website. The reason for the call is like if I'm in the mortgage mortgage situation, the reason for the call is I was checking out your real estate profile on Metrolist or on LinkedIn. And there were some things in there I thought, yeah, I'd really like to get a chance to know this person. Maybe there's somebody I can refer them to. If I'm in the real estate industry, right? You know, I'm going after a homeowner, or I'm going after a renter. Hey, I got your information. I was at Granite Rock Cafe in New Zealand and I saw your business card at the front counter. And I thought that was pretty cool card. You're a locksmith? I don't have most of it. I refer business to you seem like a cool guy. Is there a time where we could spend 10 minutes on the phone? I'd love to get a chance to know you and your business better. And see if there's anybody in my network that can benefit from your products and services. And vice versa. You have time this week or next week for 10 minute phone call. If I'm Michael, right. There's two to two types of prospects, long term relationships, non realtor relationships. If I want to get the attention of a realtor that I'm going after I'm going to go find the leads for them. Right. The easiest person to get a relationship with the easiest appointment to set is is me making a phone call to a realtor Hey, Vanessa, this is Michael. I'm in the mortgage industry, you get 1000 calls a day. But I went out and specifically found a potential buyer that I want to talk to you about and possibly give you as a connection and earn the right to talk to you about my services. Do you have time this week or next week for a 10 minute phone call? Now, if Michael called you up and said hey, I got a potential buyer or seller for you. I want I've seen you for the last couple of months at the events. Okay, I've gone on the naturalists. I've seen it you're a rockstar realtor. I see how many transactions you've done this year I went on your LinkedIn profile I looked at your social media pages and I'm thinking you know what, I want a relationship with this but I want to earn the right to have a meeting with this person. So you know what I did is I went out I found a buyer for you to build a relationship with them they're actively looking I spoke very highly of you they're ready for me to introduce you to them. But you and I don't know one another. Is there a time where we can connect for 1015 minutes on the phone? Once I didn't ask for an in person appointment? Is there a time when you and I can connect for 10 minutes on the phone? I'd love to get a chance to know you better and see if maybe this potential buyers a fit for you. We have time this week or next week for a phone call. If Mike or any mortgage person for that matter called you and send that to you, would you take a call with them Speaker 1 24:33 Okay, same thing with a mortgage first. Right? Well, most realtors are not looking for more he is the other way around. Right? Realtors are looking for you know there's so many possibilities as a realtor and I learned this from my buddy I don't know if you haven't Jesse Garcia is usually a big dude in Keller Williams he wrote I created an application called I wanted to see pipe Drive or pipeline or something like that it was a tracking system for real trips. It's one of the top Realtors in Keller Williams, and he created this system based off the movie, the movie Moneyball. Right? And he's like, You know what, most Realtors don't track their stats. And all you got to do is track your stats, and you tweak the stats, and all the numbers fall into place. And it goes, you know, I found, the more people I contact, the more listings I get, and the more buyers I run across he goes, but I found out that every homeowner has about 15 different vendors they need to get access to. So I stopped talking to people about real estate needs, and I started talking about the problems and the challenges they have at their house. You know, maybe they gotta like, in my case, I got a freakin full sweep out here. That's not working. Okay? I've known about it for two or three weeks. I told my wife, hey, we need to go get a different pool sweep. Right. I personally don't care because I'm not out there swimming. But I'm seeing all the sediment crap build at the bottom on my phone, the poor guy keeps telling me, Hey, you got to get this, you gotta get this. I'm a cheap ass. And I need to go buy my own full suite. Because I know if I buy it from him, I'm gonna pay about 25 to 30% more. Okay, so if I'm having a conversation, I wanted an event and I'm talking to somebody and somebody like yourself as a realtor. Or even you might come up to me and says, Hey, what's your biggest challenge that you have? Man? I mean, you're a homeowner, you're a renter, whatever, what's the biggest challenge? And you know what, I get this freakin full suite. If I could just have somebody take care of it for me, I that would help me out. You know, when I happen to know a cool company? Why don't I take that off your plate and get it done? You see every single homeowner on this block here. Like the next door neighbor here. He hates his gardener. I know he hates his partner, because he told me about it. Yeah. And all it needs to happen if a realtor wants this guy's business, or what's the developer relationship in this business, is to knock on the door and go, Hey, you know, in your case, my buddy John tells me you hate your garden. One of my friends, here, let me introduce you to a couple of burgers. The benefit is, is the gardener I go and find is now going to owe me because I'm going to give him a client. Okay, I'm going to help this guy meet his needs without ever talking to him about real estate. Okay, I'm gonna fix problem first. And then we'll say, hey, we were talking about little students. You know, when you said, my wife and I, this is our retirement home. You know, we're perfectly happy here. Okay, I totally get that. Have you thought about investing in real estate? We talked to you about that. Yeah. So Jack Jack's case you're going after business owners. Now the nice thing about it is I know for a fact that if you have 20 users, computer users, but not quite 110 You have no choice but to outsource to somebody like me. Right? You don't have a big enough environment to justify the full time cost of an IT guy. Okay. And because you're too small, but you're too big a 20 users not to have an IT guy because it's super complicated. And you can do some real damage to your business if you don't outsourcing somebody like me. So those are the two given read if you go and written read that center page article on LinkedIn. When I was in the second Business Journal, that was one thing, she says how are you growing 63.9% during the economic collapse, do I Oh, because I know that if you're a business owner and you got 20 weed people who want to use a computer, and less than 110 You have no choice but to use somebody like me, and I go in and I kicked my competitions but out of there. Okay, because I go in once I got your name and number, I'm going in and I'm like, Hey, I don't even talk to him about like I already know they're using but the other thing I know is the IT company is never going to come in and talk to them about their business ever. They're gonna come and talk about servers, workstations, and let's do a quarterly business review. And, and here's my engineer and here's our technology plan. And that's all they're gonna Do what I'm going to do is I'm gonna go out and like, hey, let's talk about your it later. Okay, I know you got 25 imports, we ask you a question, do you feel you're getting at least 80 to 85%? productivity out of those people? Well know, if I knew somebody that can solve that problem for you, would you want me to make the introduction? Absolute? Another big problem? Are you completely 100% satisfied with your sales conversions? On the appointments you run for your clients? How would you like to see a 20% increase in conversions from your marketing efforts? Absolutely. If I know somebody that can help you do that? Would you? Would you want me to make the intro? Absolutely. So there's four areas of business, marketing, sales, operations, and service delivery. And Ministry of Finance. And every single business owner has a problem in every single one of those areas at all times. And all I gotta do is find out what keeps that owner up at night? Well, in your case, go to law tip and find somebody that meet that need. Make the intro handholding to the process. And then come back to them go, Hey, let me do in technology assessment. They're going to give you it every single time. Oh. And, and it will we're under contract, man. We're under contract. So next. So yeah, we just signed our new MSP contract. Yeah. Right. Based off my technology assessment here. They haven't done server updates. And for months. According to my assessment here, they there are six workstations out there that have passwords that are over four years old. People that don't even work here, still have domain access. So I can tell you right now, let me fix those problems. And if you like, the way my engineers work, we'll use this as the loophole get you out of your contract. There is no 100% guarantee of an item, a service contract, unless they're delivering a quarterly business review, or biannual assessment, hiring a third party company to come in and assess the entire network outside of my own staff, of engineers, because now I'm trusting my engineers, and they're telling me truth. Yeah. And so I made sure. And I, that's why I had a very successful IT company, is my business partner was an engineer. And I lost my favorite client, because his butt wasn't doing what he what he said he was doing. And that's my business partner, who will 30% of the company. And I learned from that before, I'm hiring one of my competitors, or someone where I'm having a non compete agreement. And they're gonna come in and assess my client says, I'm not an engineer. And they're going to tell me what the truth is. Because one of the engineering staff got good at covering their butts. You see, now no other IT company is going to do that. And so my ability to steal clients, because the client you're going after Jack, they already have it. Yeah, I'm gonna say just bought a company and now we're 25 employees. They have an IT company. And you got to get really good at kicking their butt out of this here. Right? It's like, you know, you're wanting relationships with realtors, Mike. Okay. All these big time realtors. They already have mortgage debt first. Okay, so when you have to do is you have to set yourself apart from the current person, that's their go to person. Bank. And the same thing with you, the decent is you take the last 20 sales that you've had. Okay? Go and retouch all of those drop off, you know, a gift basket, don't knock on the door and say hi over a flower something. Right? I say who's your next door neighbor here. We got a good relationship with that person. Speaker 1 34:34 You see any work performed. I'm like relationship, everybody on that damn block. Now all of a sudden, I got a farm, which we all are familiar with this as a real estate. I've got my farm of I'm working on will century so that's my sales strategies for today. And if you guys go out and make it happen You're gonna create a bunch of new problems and I can't wait for the questions. What's it any other questions that you have for today? Anything you want to mastermind or strategies on while we're here? Jack Watkinson 35:12 I know you said a jump, oh, I'm gonna listen to this recording get anyway, I know I actually love you I have your 10 Minute approach written out to from another one watched. So the four needs again we're operation sales marketing, what was the last one. Speaker 1 35:25 So marketing, sales, operations and service delivery, and admin and finance. Okay, you guys have a cheat sheet. The longer you stay in this program, the more valuable this is going to become. Because our calls are broken down the first Monday of the month, we're talking about marketing the second Monday of the month, we're talking about sales. third Monday of the month, we're talking about operations, service delivery. fourth Monday of the month, we're talking about administering the findings. More and more on getting people lined up as guest speakers that are experts in each for these areas. The reason these calls are so important is every single week, we're going to talk about a problem in that specific area of a business, which is going to give you what you need to go in like a ninja and be able to ask the right questions. Jack Watkinson 36:22 The other question I had was, were you doing another book? This month? I don't know if I missed that last week because again, I was out actually from Texas next I started doing build a story brand. He talks about that. And there so I'm currently in the middle of that one as well as who not how I feel like if CEOs can do what I said there's no reason I can't try consume a book a week every other week or something like that. I guess there's people out there who know more than me. A lot of them Speaker 1 36:56 tell this person so freakin attorney and you're trying to connect for days. One second? Sure. Jack Watkinson 37:07 Maybe that's a good question for you is is there any because the earlier on I was on another call, Johnny talked about a question of a selling which is another book I liked that talked about peaking interest first instead of so instead of going for solution alternative, the problem it does the opposite. So you talked about the problem than the ultimate the solution so paths instead of Spa whatever they call it at that point, but are there any books that you guys have read Speaker 1 37:34 that net will never ever happen again? It's just attorneys are very hard to get a hold of? Yeah. Yeah. We're about to put screws down on this person and I need that advice. Okay, so the question that you have is a book for the month right. Unknown Speaker 37:59 Um, Jack Watkinson 38:01 and I did I did read question based selling with Thomas freeze too. So I know you I heard you talk about that one earlier. Unknown Speaker 38:07 So really, really good book one that I'm currently going through what I've switched to as of this month, and then chapter seven save yourself from them to knock my socks off. Unknown Speaker 38:34 Ah Jack Watkinson 38:39 my wife was fine with a few things I wanted when we moved in together was a bookcase and she's like of all things. Like you can have anything. It's our place. Where do you want I'm like, I want a bookcase. Speaker 1 38:49 This is my new favorite book. Seven leaders. Finger Peter voogd. His first book, which was six months to six figures, or six figures in six months, is when I first got introduced to him. And I was like, you suck because I could have left the self and and I missed out on that opportunity. Oh, like oh, he's like, What are you talking about? I go I go every single thing that you talked about in that book to earn a six figure income from scratch is exactly true. It's 100% Yeah. And when so far this is how to build a million dollar business move or income. And the nice thing is it's expanded since he was six figure books so there's actual work was actual exercises in this thing. And you know, you don't have to complete the first book to go to this one because he does a lot of base foundational stuff if you're just getting started in business in this book right here, but I'm loving this book already. listen to the audio 100% now going through the book again, Jack Watkinson 40:03 some of the Cutco guy, isn't he? Oh, he's Unknown Speaker 40:06 an ex Cutco guy. Yeah, yeah, Jack Watkinson 40:08 he's another one I met. I was talking about how Elrod earlier when you had the other call, because I met him too. And Matthew Kelly, Speaker 1 40:16 got so lucky. But he, you know, one of the things that I am working with the system that I got going on right now, it's really helping me a lot is I get the audiobook or the security audiobook, just while I'm walking or doing all that, once I get through it, then I order the physical book. And I take one chapter a day. And I make it part of my morning routine, to read one chapter a day. And when I do my walk, I listen to the same chapter on audio the same day, and it's taking a deeper into my subconscious mind. And, and I'm learning and retaining a whole lot better. That's just working, what's working, I suppose would be really good. And he's got the fruit on the tree. And it's not just about the money cycle, what he says in the book, it's not about just just about the money, he says, it's about building, you know, to get to a, you know, when I first hit 1998, I wanted to make 100 grand a year, nobody in my family tree had ever done. And I thought it was like, it's like I was explaining to a client this morning. I'm like, I'm very careful about setting big money goals as far as I have to tie it to what I'm going to do with it. But the goal is not the driver, it's what I'm going to do with the money that has become a driver. Because the very first one I said, I'm like man, i i this i This is one of those things. I mean, like I, I, I worked my ass off. To hit that goal. It was so important. And when I came in at the end of year 118 120,000, it was such an empty goal. There was I was I was left feeling Unknown Speaker 42:16 unfulfilled Speaker 1 42:18 because all the effort was put into the money. Yeah. And it wasn't what I was going to do with it or the impact it was going to have. It was just it was going after the number. Yeah. And so when I set the goal to do 250 was dramatically different. I had, okay, I wanted to buy this car, I wanted to have this savings, I wanted to have this deadline knew I wanted to invest in this, I wanted to give this much to charity, I wanted to go on this trip and that trip. And that was a lot more satisfying and fulfilling. And I wanted to personally grow in certain areas in the pursuit of that. Then and when I set the goal for 500,000, it was even different. But it's you get there mentally. And it's the person you become in the pursuit of it. That, you know, is the reward. Yeah. And so I built a seven figure business, but never a seven figure income. And so, and he explains the difference. Yeah. And so I'm like, I'm digesting this thing, like it's read your Bible. And I'm probably going to read it another four times and probably listen to it another eight times. I'm probably not going to move on personally. This is like part of my morning routine. And so the other book Jack Watkinson 43:44 it's really funny because, again, just someone I met when I was like 23 When I talked to Peter so like he was one of those guys that you can always tell like, you know, when you meet someone you're like, he's sharp is gonna go places. I knew that trajectory he was on and information. He was already giving people at a young age. He just he's one of those people. Speaker 1 44:01 He got it. Yeah, look I'm going through right now is this and how to go through it once in the audio. Now I'm going back through it. It's designed to read one chapter a day. So 42 days, something like that. You know, I got a whole library of books, but I've learned just over the years. It's not about reading 50 books. It's about taking one or two books and taking it very, very pretty. Yeah, and so that's, that's the book. If you guys want to discuss that book going forward, that would be the book I would recommend this month just simply because of the principles that are taught in there and what you need to do to impact amigas downstream how you should spend your day. Yeah, wake up morning routine. You stuff you got to do. Yeah like somebody referred me to a really solid poi out of Florida. And I've learned over this last quarter, my wife showed me how to do it. I'm a technology guy and my wife showed me how to do this. So I went over my cell phone I have my Do Not Disturb. It's automated automatically turns on at 10pm. It doesn't turn off until 850 in the morning. And my wife and my son few select others are the only people that the film will actually bring forward. So he's just turned my ringer off. Yeah, yeah. But what I have found, I don't even know people call her tax. So this guy is like, we I tried to reach out a couple of times, and we keep playing phone tag. And I'm like, Man from 5am to 9am, I'm going to be able to have a very specific morning routine where I get more shit done before. I mean, everybody does a whole date. I've been through with you guys before it's like a 30 minute wake up window. Coffee and all that stuff. I got a one hour of one on one time with with God in my reading. That's what I do my reading the all of the seven rules book in the other book. And then so that's what five 530 So 530 to 630 and then from 630 to I flipped it recently 630 to eight is my most important work and most important work and I get the top things that I'm supposed to get done that day vendor. Unknown Speaker 46:45 And very Cardone. Speaker 1 46:48 I've learned that from there was a guy that put out a was a Facebook ad about nine months ago. And he says one of the secrets built know he called it the billionaire morning routine. Billionaire morning routine. And part of the routine was he only talked about an hour, who says take an hour and the most important business things that you've got to get done get done in an hour before you give anybody any attention at all. And I've been pretty consistent. And now I've expanded to an hour and a half. But dude, I get more. I get so much shit done before anybody even starts such a fulfilling day. Yeah. Those are some of the things from a sales standpoint, it's very simple. I'm gonna send you go through the trial module system. Well through it over and over again. When you personally feel you got your sales process down when you get to this call, so that way we can all collaborate together to fine tune your sales process. The other thing I would highly encourage all of you to do roleplay with one another, exchanged phone numbers. Right. You know, Mike, you're going after relationships with relatives. Lisa happens to be a religion. You might as well roleplay well on her. Yeah. But Lisa, I'm your prospect Jack's your prospect other people on this call your prospect roleplay with us. Yeah. Jack, you know, their business owners. Just like you know, don't roleplay you can call it all you guys to roleplay with from there highly recommend you do it in sales CARDONE his entire sales team and they're better badasses. Like some of those guys made six 700,000 years salesperson, but yet every single morning, for 15 minutes minimum, they have to pick a team member and they have to roleplay they roleplay their their call that they're gonna make a roleplay objections, it is a mandatory thing. Because you're it's a muscle. Yeah. And and you develop it over time. So I hope this call has been valuable. And like I said, reach out to me if you have not, you have not gotten your one page plan done. Now let's just be recorded. So those of you listening to the recording as well, because we got a couple of new members there'll be the next week. If you have full paid, pay your annual thing, then you get a one hour strategy session will be the final version will explain that if you have not taken advantage of that. Definitely get on the calendar skill to John pyron.com. Select book appointments, one hour strategy session with more than $500 it's up there and they will find an hour block of time in my calendar. Want to help you get your one page plan. Okay. If that's not huge for you one page plan to the meeting Yeah strategize on with your no no issues with it it's beneficial for everyone okay so I'm gonna make it happen and have a blessed day Unknown Speaker 50:11 thank you guys