Transcript: Good afternoon. Either one, I can just get the time change. I was just in Ohio as I'm still trying to figure out what time it is. I just forget every time I visit my friend he's just barely over that timezone like line. Like, so he is maybe like 45 minutes away from that line and you're traveling and you have that weird timezone change where you like, I feel like when I drove across the country I expected but like when I get to where he lives I'm like this doesn't make any sense to me. It's like oz. Gone, gentlemen, good. How are you? I'm just swell. talk amongst ourselves with recordings on. Quite sure I feel free to talk at my leisure for the recording is that where they said that? Yeah, the note taker in there too. So I have a call I do with my marketing company. And the note taker, or the recording agent that they have starts the meeting beforehand. So I always think I'm late to the meeting. That's already there already in the room. I'm missing it. And I get there, just me and a bot. I was like, This is worse, like at least like you would hear we have other people but I'm sitting there with just one thing. Like, I can't hit the mute button fast enough, because I don't know I'm gonna sit down with technicians. And obviously here I'm not in on this call yet. It's a it's a bit of a funny spot to be. Worked out some sort of like, go to a chat TV team come up with a script, and then just start reading it and see what it comes up with in the interpretation. Right? Because lot of times when I'm doing bot recordings. Yeah. It doesn't really get it right. Depending on what it is and how I'm saying what I'm saying. Sounds you there Jack. I always feel like any recording thinks I have marbles in my mouth. And I just I can't do voice of text that can't be voiced anything. And I think I'm understandable but it does not it never has. And I I've seen people who mumble much worse than me be impossible to be translated as good. I'm actually a keep tweaking my presentation because we added one more security suite options for people. But I don't want to make my presentation too long. Because I want to show people Option A and Option B is I don't want to do them a disservice. I'm only showing everyone one solution. But the problem is it when I when I added the other one in my my PowerPoint went up to I think it was it was at 37 slides. So this is your presentation. It was only about a half an hour. So now I gotta get back and contribute things things back out of it too, because some of them are today I've actually cut out a couple other slides. So I'm down to 33. Now it's one of the last ones just like the thank you in the beans the intro So I've cut down a lot on it. Right? Like a one slide I was walking through our ticketing system and showing them all the stuff now I'm like that's more of an onboarding thing. They don't need to know some of these things in here like how to use this icon. It's just taking up space in here so well and time and really you're right. They don't even know that doesn't that doesn't even matter. Until they're Yes. Yep. I didn't have one they updated today. They really liked it was the GPT slides that were so we have a including one of our security stacks, they get the password manager so you know how people have it on their phone and have the thing that stores all the passwords we have. One that we include, and certainly as a point of I thought this was an interesting fact that in 2020, if you had a character password that was 11 characters, with numbers, letters, capitals, symbols, it would be safe for 400 years. Now in 2023, with Chad's UBT, it's down with four days. So the amount that it actually changed how safe passwords were is just, it's ridiculous. And so I kind of showed the generations of that password manager. So I have that little n Have you ever seen it's like little, little chart where it shows like, okay, four characters here, a teens here and a little like, little chart for you to see how safe your password is? No. Is it a chart? When you say that though? It reminds me of the amortization schedule? Is it a flat graph? Or is it a chart that moves? It's, I'm trying to think with it, it's what's the word? I'm thinking almost like if you have four quadrants of something like so you can see, you know, safest to most like, most secure to least secure, right? And it shows you based off of how many characters and how many other variables you have, how safe so I'm trying to remember the name of that chart is ahead. But you know, what would be cool with that? Have you seen like, ECM on Facebook a lot, where it's, it talks about things over time. That's why do something like that, like the population of the United or the, you know, top 10 countries of the world, right, or number one saw our highest selling artists, and then they'll go from like, you know, 60 to 21. And it'll just, you'll see people move up and down calling off the chart. I wonder what it would look like to have a chart like that, that talked about security? And overlap the last 10 years? I don't, I'm able to channel able to share my screen. Yeah, I think I was open to where anybody can share. And so maybe I can get some feedback on this one then too, because I just, I just changed this. Good morning, everybody. Morning. Come on, Jack. We're all waiting. Yeah, no pressure. Stop yelling at me in front of my friends. So you see in this, yeah, looks great. So this was 2020. And this is again, how safe a password was. And when you switch this. So it goes from 2020 skips over 2021 for whatever reason. So you can see how this chart had this, this red is actually going farther down. In 23, here's where it is. And then here's now with using GPT. So this is where people used to think their stuff was safe. So that's where you go from that 400 years to four days and show the different years and how the point of using a password managers 100% of their r&d is on encryption and password management. That's what everything they do. It's very different than your business where you're working on whatever you are unless you are a password manager. And I think they said they blame that almost 80% of breaches on just weak passwords nowadays, and weak passwords has changed a lot over time where people used to think, you know, weak was 12345. Weak is changed a lot in the last couple of years. So Right. I would my I would reverse the graph. Yeah. Yeah, I want to see that. What I what I'm doing is getting worse. Right, that graph almost. And I'm not sure that that's what I would think do I want to see what I'm doing is getting worse. So if I have a seven digit password, I would be looking at that, because I probably have the same, you know, same seven digit password, which is, you know, for the last three years, right, or not the same password, but I change it but it's, you know, the same amount, which is why if you look at almost all things that require a password, they've gone from six to eight to 11 to 15 to 24 characters are characters. So that says this, and I show I show what it used to be and what it is and actually does get worse as you keep going. So what was saved was not saved. Right. And I do have the ability to just scroll back like I use the little Senator on dialer, to roll forwards and backwards to show that 400 years and that four days, and I made sure that the lines lined up the same. So if someone's eyes were in the same spot, when I got to the last page, they're still looking at that same location, because they might think, well I use that patch. What's my address cat's name and how big of that how much of your business is the manager of passwords? How big is that of the whole piece of the pie what we do of what you're trying to sell it? That's a small part of this of the second security stack. So it's a very small All piece is a part that I recommend people have. Absolutely, yes. But then consider that in your proportion of slides and time. Yeah, I did. That's why I think it's one slide and one rolling thing. And they're gonna go right through it. And one piece of one portion of that time, right? If it's 5%, that of my 30 minute presentation, it gets 5% of that piece. I think I have this as like a 32nd. Slide. So I have some of these that have time that look, it's worth a mention. It's not the whole thing. We're talking about cybersecurity, and it has an industry I spend much more time on that one too. Because that's the bigger thing of what we focus on. Good. It's good thought, though. Thank you. But But the great thing about it is it's something everybody understands. Yeah, that's something I mean, if you're giving a 30 minute presentation, I would think you have, you know, 1015 slides, because I don't want you watching the slide, I want you to pay attention to what I'm saying. The slide when we talk about presentations, the slide is to remind me of where I'm going next. Yeah, right. And then I'll give you the slide deck later, or send you more information or answer your questions. But I want you with me, because really, the sales conversation isn't about the product, the sales conversation is about your needs. You're getting clear that I hear your needs, understand your needs, and can solve your needs. And then be our relationship. So you trust my knowledge, and feel comfortable moving forward with me. Right, I know that you're like a sales person. So yeah, but I'm just saying too much information. Usually, it's like, like picking choices, right? It's like getting somebody like you have to now it's like the people will give you five choices. You got your homework and come back and talk to me. Yep. So that's why I keep trimming things down. And I have couple more interactive questions in here too. So like when I asked like these to show how people could get support, and I instead say, Hey, Kevin, how would you like to reach your IT company? Because they might say, hey, I want to email you. That's great. You know, a lot of companies do that. But we have we have four different ways they can send something in, but I want to see how someone wants to interact with us. And so I do that as a question in that part. You know, it's definitely the first questions I ask people in my business, because I want to know how best to support you. If you're a person who texts and I send you emails. Right, we're gonna do this. Or if your personal emails and I send you text and you'll look at your phone all day. Yeah, that's smart. And like I said, you kind of have this new with my pin out, Jack, you know what's up? I'm taking notes. So do understand. I'm still young, so I'm still figuring a lot of stuff out. But like to think I do a lot of potential power trying to improve my craft. Yeah, absolutely. It's impressive. All right, John. Sorry. We just probably talking amongst ourselves without you. No worries. So what, what have you guys covered so far? today? We're talking about Jack's slides. He's got 37 slides and a half an hour presentation. And he's wheedling it down. And he showed us one that was really cool about that he thought was interesting, little fun fact about password that used to take 400 years to crack with chat TBT now thanks for days. Got it. Because I returned that same question for you, Jack. Because you know, I trained speakers. Is that what you would like some coaching on today? I wouldn't mind it. Because I've been, I've been looking at changing phrasings and how I go through this whole thing I actually finished so one of the books we had, where we did fix this next, he also is referring to the storytelling brand. So let me let me stop you there real quick. So I'll make a list here some jack and talk about presentation. Sure. Because we can do today's fourth, Monday, we can do administrative and finance. Or we go around the room and go okay, what is the thing you would like to work on today? Okay, so, Jack presentation and Mike. Any specific thing you'd like to work on today? No, nothing specific. I I need to go through the I forget what it's called the, the 20 contacts eight weeks. I need to go through that. You'll go through those modules go through those trainings, kind of burn that out. And then the other thing I want to do is I've been texting agents once a week of intense texting about 200 agents once a week, industry updates. And I want to try to go to each of their offices and try to meet them in person so they know who's sending the text. That's the other thing I want to do. But other than that, no nothing specific I just need to need to get some business back. Kevin, I would like to create a $7,500 a month coaching program in 90 days right Vanessa, yes, I need to finish my business plan for my new business Okay, so let's start with who you Jack. So the presentation who is the target audience this is my slide deck for for any target audience. But the the addition of the time was I we added an advanced security suite in response to compliance and cyber insurance. And it had added on a couple of products that were probably necessary. But again, I'm trying to condense the time because it is hard to shorten up some of the items in that actual slide going through DNS, spam filter, sock, MFA, play check. So each thing I try not to talk too much on, but kind of give a value proposition to that item. Right? So the reason I asked who the intended audience is, is if you're talking to a group of engineers, this is awesome. Right? Like this is like, yeah, it's gonna be unbelievably great for them. Okay, if you're talking to a small business owner, like myself, like Kevin, like the neasa, like, Michael, I'm going to want to hear more stories. And I'm not going to want to hear too much technical stuff, I'm going to want to hear, what's the problem? How's it affect me? I want you to dig as much as you can into that pain. So I can now relate. And then I want you to give me a solution. That's that's the way you're talking to the audience or when you're crafting a talk, right? Or you're crafting any type of social media message? Who's the target audience? Knowing that first, what's the intended outcome of the post of the presentation? What is the outcome, like any of you guys can attend this webinar that I'm doing with Adrian boy sell at 12pm, today is going to be a two hour. It's not even really a webinar, it's going to be like a dialogue between two business owners, because we're launching a $10,000 a month, guaranteed revenue program. And we're charging 10 grand for it. But you're gonna see how we banter back and forth. Because right now, I think there's 2530 people registered for the thing. We decided we're not going to do this long drawn out PowerPoint presentation. And we're just going to have a dialogue, we may share some of the shoot a few things on the screen, but it's going to be very, very packed. So when we were planning this, and this mon bring this home to you when we were planning this, because Adrian hasn't done as much of this as I have. Okay. I just point blank said, What is the ultimate outcome here? Where do you want to lead this audience to at the end of your talk? And that determines how the talk goes, right? So if your slide deck is for informing other engineers, then you got to look at okay, can I split this up into three talks? part one, part two, part three? Okay. Is the audience business owners, small business owners to educate them on the importance of password management? Right? And in that case, I'll tell you what my mentors always told me is, every single slide in there gets deleted, and it has to find its way back to the presentation. If it's not absolutely necessary, then it doesn't get put on there. Right. And especially if you're talking to for business owners, no more than three or four bullet points per slide. Okay, cuz you want them listening to you, not reading the slide. So I want to talk about something and talk about it in I want to add the bullet point. Okay, so I'm going to give you a resource. I'll just, I'll just drop this in the Dropbox folder for everybody's benefit. The number one PowerPoint, instructor, present presentation guru that worked for Microsoft created a talk on how to deliver a PowerPoint presentation slide deck. Okay. And I have the recording. And so I'm going to put that in the in the deal. Ad. PowerPoint. slide deck. Okay. So are you wanting them to buy something at the end? Are you wanting them to contact you? What is your ultimate outcome of your talk? Sign the contract, are no neck or no next steps. In some cases where I know I'm gonna be doing several presentations, because I might do one for the office manager first and then get to the C suite depends on the company and size, like you said, Sure. I think my biggest client, I think I had to do like a dozen presentations for every VP and everyone in the C suite. Sure. And so I'm in the in the C suite, office manager level. The format is I would do like intro outcomes. Chunk one, chunk two, is a 30 minute deal. Call to action, right? If you got 45 minutes to an hour, it's intro outcomes, chunk one chunk to chunk three call to action. Okay. And so an intro no more than two to three minutes, and its credibility building. Okay, here's who I am. Here's what I've done. Here's what we've done. Here is the reason you should listen to me my favorite thing, and I discovered this years ago, when I was giving lots and lots and lots of talks, is I came up with this thing called three questions. Okay. And all three of you are in this talk that I did, which is how you landed up in this program. Right? So when I first started that talk, I said, there's basically three questions somebody has when when, you know, when they're listening to somebody speak number one, who is this dude? Number two, what's, you know, why should I listen to him? And number three, what's in it for me? Is that a fair statement? Everybody in the room went? Yes. Right? Same thing here, if you're giving a presentation, but it's one on one, okay? You want to craft your talk in such a way where you're giving it to an audience, and then it's easier to take out the stuff that doesn't apply when you're doing a one on one thing? Right? So in this case, is if it's the office manager, and you've never spoken to, they're not an existing client. Okay. Same three questions. Who are you agreeing to take the meeting for a reason? Okay. Why should I listen to you? And what's in it for me? Okay. So, by answering those three questions will help craft this talk. Again, if I'm sitting with a bunch of engineers, I'm going to have some pretty darn technical slides. Okay, for them to geek out on, right? If I'm talking to an office manager, I'm going to paint a real world scenario of, you know, Joe Smith, new employee coming in and setting up their account and using a weak password. And later on, coming to work and get an email from somebody that says click here and he goes ahead and clicks. Okay, next thing, you know, I get a virus spreading around my entire office. Okay, next thing you know, I'm in the office manager running around, like a chicken with my head cut off trying to fix everything I'm calling the IT person, I'm panicky, because, you know, we're getting attacked here. Does that sound familiar? Yes. Okay. So what we do at outsource my it is we prevent that nightmare from ever happening to you as an office manager. Z. I didn't talk about anything technical. Okay, what I did do with the owner, and the office manager and the C level people unless they're a computer engineer, I'm going to talk about pain. I'm going to talk about the fact that if there is a computer problem, if somebody actually hacks the password, it's going to take down the whole network and because you are networked, it's going to it's going to allow that person to grow have anything that's on that computer network, because once they hack into the domain, they have control over everything. And now like, you know that that spreadsheet that you guys did that you guys, you know, you had multiple people in your company work on for over 100 hours times all the employees all that's now gone. That's going to scare the living hell out of them to the point where they're not going to be open to a solution. Okay. So, again with your talk is who what is the ultimate outcome? Who is the intended audience? Okay, you put it together. And then you create one master talk. If you look at Tony Robbins, if you look at Les Brown, if you look at myself, if you look at any unique speaker, there's usually about two to three signature talks that they have. Okay, and their full blown talks. But now because I'm talking to you, I'm taking out this slide, I'm taking out this slide, I'm taking out this slide, I'm taking out this slide. And I'm whittling it down directly to my audience. Okay, so I'll give you some advanced training. If you really want to nail down this talk thing. I'll give you some advanced training that I've done with other coaches, or other people on speaking and, and really nail it down on how to do the talk. Okay, yeah, yes. That the other company I trained with originally was with HR tech to their original presentation, and they trained me on was an hour long, like, at least and I'm thinking, hey, I'm sorry, but you don't understand what jerseys like, like, not people don't give you an hour here, especially even for a sales presentation. Like, we're an hour. You haven't, we have to break this up. So I took a lot of what they originally did. And like you said, I had to start what I do, instead of deleting the slides, I would I would hide them and then revisit, do I need that? Can I add add that add that somewhere else do I need that graphic? And that's a lot of what I've been doing. So HR Tech Academy, because I know Alex Rogers personally. I was there when they started shark sec. Okay, when was Buck 25% Shark sec. I was actually in Alex's office when that happened. So I have a lot of their stuff. And and so again, it's the full talk, but whittle it down to whoever the audience is the least amount of slides the better. I agree, talking to an audience the least amount of slides, the better. Because stories are what sells like when you when you this afternoon between 12 and 2pm. When as Adrienne and I are talking the one thing you will notice if you're there, we're going to record it I'll give you as a recording, we are going to do a tremendous amount of storytelling. Like most of our time is going to be telling story after story after story after story after story. Because we're going to create an evergreen situation where that's going to be promoted out for the next week on an automated webinar type thing. Okay, but it's the stories that are going to sell any questions? Mike, marketing type system. So do you have questions about the actual system? No, don't have questions about the system. I understand the system. It's just a matter of me kind of coming up with things to touch points to use. I know Kevin and I've talked about it before and Toastmasters is one of them, you know inviting them to Toastmasters. And I just I haven't been going to toastmasters for the last month. So I haven't, I haven't wanted to invite anybody. So now that things are starting to calm down with my wife, and I know I'm gonna start going again so that y'all have that to add. So I don't really have questions on it. It's just a matter of me, you know, creating the content and then doing it. So with we go to this and I'm going to share the screen here. Now while you're doing that you and maybe Jack can answer this. You said there are four things I wrote down, who's the audience? What's the outcome? Like? There are a couple other things that I didn't write down. Remember that Jack? What was he saying? I wrote who? Why? And what's in it for them too as the three questions for that, too. Okay. Who is this? Why should I listen to him? What's in it for me? He also, there's one thing that you also said to that I, I'm gonna guess his right out QPS, or question based selling, that's what we talked about, the order of solutions that you want to do with people is problem, alternate solutions, which is also important. And that's a lot of what I think about my slides. Because a lot of times people start with, here's my solution, then they give you a problem. And they showed what you were using as an alternate, but the buying process and your brain is wired a little differently. So if you start with a problem, give the alternate and then show the solution to so you're showing kind of a different direction of those things to they would call it pass versus spa thinking on that one to say that, again, you've said when you're whether it's on the overall presentation, or on the short parts of the slides, when in the book, question based selling time for us talks about doing you go with the problem, the ultimate, the solution, not leading with your solution first, where people start a lot of times with the solution. And that's the easiest order of operations. When you say the alternate you mean, what they're doing now. Use the alternate is more of just the pivot step. That's your transition part two, right? It's how do you do that. But sometimes people put the transition that comparison part at the end to so they have problem solution, or they'll do solution problem. And then in the at the end, and they say well, here's the verses, here's this versus that. So they do comparison at the end of it instead of so here's your problem. Here's what some of those things, here's how you would solve these problems. Here is the solution that does solve those problems, too. So ultimately, I don't know if it's always the best word, but it's usually just your pivot, pivot step about one two. That makes sense. I'm just trying to understand what you said alternate was almost like, obviously, you know, the problem is, is obviously, efficiently at first, right? Because we have a problem, the solution, you know, and we start talk about the solution. First, it gets me thinking about the solution, as opposed to feeling the pain of the problem, and not fixing the solution. I don't have the pain yet. Yeah. So if I said, Hey, we specialize in a Kevin, we specialize in cybersecurity, here's why we're so great at cybersecurity, you might actually have passwords that are out there, and then start going through how to do it. It's just a different order of operations, instead of talking about, hey, a lot of people have, you know, at companies have reached out there because the passwords aren't very strong. So that's the problem. You know, the ultimate is just visually how do you pivot from one to the other, but tactically, and you don't say words like but are things that can be seen more combative, by nature? verbiage? Hey, I know you like this, but because you want people to insinuate that the wrongs Hey, I know you've been doing this for a while at the same time, can I show you how this could be a solution that can save time for you and make your company more safe, you know, something that's not combative. Alright, so on the screen, I just now uploaded this to the folder and didn't find it in the Dropbox folder. Okay, so this is in this folder right here, where it's appointment setting, because I teach the marketing tech system on video, but I actually have a step by step document for you to follow. And in pretty much it's laid out, boom, boom, boom. So the only time you actually have to get creative is twice a month. Okay? So you need one piece of content, it could be, you know, the top 10 things in real estate, the top 10 things and mortgage it can be a sales tip, it can be, you know, if you're going after realtors, you want to solve the number one problem they have. Okay, and that is getting leads. Okay, the number one problem realtors have is leads. The number one problem realtors have is consistency. Okay, now I'm talking new realtors. I'm not talking about seasoned veterans. Okay. So seasoned veterans have all different products like in the VSAs case, she's a seasoned veteran. Okay, her number one problem right now is starting her own brokerage. Getting her business plan up to date, she already has a massive following of people relationships, etc. And her her actual next big move, okay. In fact, all of you should I have let me go and find the actual name of this thing because the number one realtor In the world at the time, I learned from Dan Sullivan wrote a book called Well, him and his buddy have a book called 10x is easier than 2x. Very, very powerful book, I got it on the audio audio version, but she, she told, he told the story of this realtor who did not even want to get in real estate. And next thing, you know, became the number one realtor in Keller Williams nationwide. Okay, they millions and millions of millions of dollars in commission income. Okay. And he goes through exactly how you do it, he goes, okay. It's the I'm not gonna get into that. It's just, it's a squirrel long rabbit hole right there. But this is the marketing Touch system right here. You just follow it step by step once you have about 12 pieces of content, usually recycling, recycling. So what I tell people, hey, you know what your group number one. And let's just say you only have 50 leads, well, now you got two groups to start with. And over the next week, you're going to, you know, maybe you take the 50 leads, and you divide them up into eight groups that you got maybe 10 people in each group or less than that, your job is to grow it to 200 qualified leads. Okay, once you have two under qualified leads, if you follow this system to the tee, the fastest I've been able to get the email sent down is nine minutes and 36 seconds. Okay. And on average, about 10 and a half minutes. And but if you use the system, as I've laid it out here, it's very, very productive, and it's very consistent creates a consistency. Right? You get one new piece of content again, what is the number one thing challenging a realtor? Now one thing, challenges in a realtor most Realtors is I need to lead. You know, I need to be introduced. Okay, I need a relationship. I learned this from Marguerite Chris Villa when I was working with her, and even how to go and as long as it's like too many people chase active listings. You know, to me, people want to time a listing, when we're in reality, they just need to go out and develop a couple of new relationships per day. Over time, they have enough people, where somebody is going to start referring them to somebody that they just heard in the wants to list their home. He knows but you know, I remember Brent telling me this when I trained his team, he goes, he goes and I look back at my real estate career. The only thing I've done is I've gone out and made friends consistently. I've gone out on I've added new friends to my database, every single day I go on, I meet people, I cannot get become a rock star stain in the office, I go out and like meet people, I shake their hand. Yeah, I get I get a contact, I need a contact, I need a warm body. And then I need to determine if I like them or not. And then I need to figure out how I can help them and keep in touch with them in a systematic way. So when they do know of somebody, or they themselves are interested in real estate, I'm the first person they think about. Yeah. And ultimately, you can outsource and have an assistant do all that stuff. But this marketing type system, you do it yourself first. And the five times I've implemented this to start my companies, I get it to the point where I'm too buried to do this anymore, and then I hire an assistant to do it. So that's how it's laid out right there. And feel free to add me to your marketing type system treat me as a prospect, add me to group number one. So that way, you're sending me a piece of content, you can add me to every group, if you want just practice on me every day, I don't care. Okay, you send me a marketing touch and then you follow up with a phone call. So what that's how the system works is you can add whatever content you want here. Right, but the key is, is consistency. So in real estate, you need a warm body as a connection, and even the mortgage, you need a warm body as a connection. The other thing that the two of you can do as a mortgage company, is you can host a webinar, you can say, Hey, come here, John Pyron for 45 minutes talk about referral systems. Right? You promote it out to every realtor that you know. And you set up a time where you want me to be a speaker for you for free. Right, this is what I used to do. I used to go around the mortgage companies and I used to go around the real estate companies. Why? Because they have a meeting every say A week and they always have a guest speaker and I was a guest speaker every week like clockwork somewhere at some place in this town. Okay. So if you go to my YouTube channel and you'll see many talks up there Coldwell Banker there's all kinds of places I've gone and spoken to. The number one requested talk is my talk on how to 10x your referrals that resonates with every mortgage person, every realtor like clockwork and it works. Yeah. And you guys can be the people that host it. And it's just going to be a magnet. Yeah, so that's an idea. Okay, any questions about that? No. All right, Kevin, created a 770 $500 per month coaching business in 90 days and you want to coach you real estate mortgage real estate mortgage. So you want to be a real estate mortgage coach and be able to create $7,500 in 90 days per month Yes sir. Right there's two ways to go about it number one, you need content you see my screen still yes Right. Actually, you know what we do this the benefits of being a part of this group is. That, honestly give it all to you guys. In a six month mentorship program, teaching Coaches and Consultants how to make 100 grand as a coaching consultant, okay. And in order to graduate from the program, you had to create a six figure income and in six months, Okay, step by step, I recorded everything. workbook templates, everything. Okay? So I'm just going to give it to all of you, if you have an ambition of wanting to do that, because it is laid out, boom, boom, boom, workbook everything. Okay? So workbook right here. I paid I don't know, I take pain, Steve Knoppix on $75,000 to learn this. Okay. And with his permission, I just duplicate because I love training coaches and consultants and they've done a lot of that. So this is one path. The other path, you and I are going to have a one on one conversation about how to work together and I can get you there 1015 times faster. So because $7,500 a month and 90 days is a lot of work. I've done it, I can help you do it. It's entirely up to you. Okay, but if I was going to if you want to do a self paced type thing, just follow this workbook step by step. Okay, and all the recordings 12 People in this mastermind that I did for six months, I made the mistake of giving to, to, to the spots to to friends and didn't make make or pay for. And of course, they dropped out. As you know, they didn't have any skin in the game. How did the other remaining 10, eight of them graduated meaning eight of them creating a six figure coaching consulting business in less than six months. Okay, and but I didn't leave anything out, this is exactly what they paid for it. They all the calls are here, step by step speaker training, all that stuff. And you all have access to it now. But really for to make it simple. It's figuring out who do you want to coach real estate and mortgage people? If I put you on a stage right now, and said, Hey, here's a bunch of real estate mortgage people, what are the top 10 Things you can share with them right now? That would have the biggest impact on their business? Here's the mic. That's your first 10 pieces of content you really need to create. Because when you're building a coaching, consulting business, content is everything. Having enough content out there to show that you are an expert and having some success stories, okay. So in your case, if it's coaching real estate and mortgage people, you got Mike, who's worked with you, he's your first call client. Okay? And treat him like he's paying you a lot of money. Okay, and you mentor him for free, because he's already on your team. But you do it on Zoom, so you guys can record your conversations, and that becomes training content. Okay, then you go out and you find a couple other realtors to do the same thing. You put social media posts out there, what's the biggest challenge you have as a realtor? The biggest number one problem you have as a mortgage first. You can even ask a couple of people, what is your number one problem ago, you created a little survey going out of lead generation, at least four areas of business, marketing, sales, lead generation, whatever those bullet points are, what is your biggest challenge that you have as a realtor? And whatever they give you you teach content on that. Because it's the content, it's your talking and I did a lot of training in there on that about that. But it's your your content that is gonna attract people to you. And you go from there. So a classic example here, let me go here Stephanie shell are here, same thing came to me and said, Hey, I want to be a coach. I want to be a speaker. I want to be a consultant. Okay. And it took me three and a half months of working with her one on one to get her to fire her boss, which she did. Now, if you go through any of her stuff here, well, best selling author of 12 books. She has a workshop that we designed. I designed it because I wanted to be an attendee of a great workshop. So we designed it. It's coming up in January. It's called the rare retreat. It's usually in San Antonio. And, but now she has does well over a million dollars a year as the author, speaker trainer, coach that a whole team, etc. Right. We worked together for seven years. And but it was just step by step lumbo She wanted to get she's one of the stories I'm going to be telling between 12 and two today is probably one of the going to be the one one of the stories that resonates the most is she tried for four months to hit 10k a month. And you know there's a video up there called how to give yourself a clean slate. That is a direct result of Stephanie shower. There she calls me up February 9 that says hey, I I'm not going to hit it again. I know you are why it's February 9 Steph what? Well I did the numbers I use see what I have my A pipeline and I just don't see how many hit it today and you'll win. Do you want to hit it? Yeah. Do you really want to hit it? Yeah, you're gonna do exactly what I tell you to do. Yeah, great. Okay, here's what you're gonna do. And I gave her that clean slate strategy. Within seven days, she passed 10k a month. And I said, you're not done. You got another eight or nine days, I forget what the what the actual number is on the video. But she ultimately came in at $14,865. Because it was a mental breakthrough that she needed. She had to how to exact how to give you to get to $7,500 a month, which actually can go a whole lot faster now, because of the amount of people I've done this with now. You know, it works. And the format is this. I give elite. I've got enough content to convict me at what I do as a consultant, or coach, I send you an email. My signature has enough information there for you to be curious enough to go and click OK. Then I have an appointment link on there. You're going to set a 10 minute phone call with me. I'm going to do a 10 minute phone call mash you three things. Number one, what's your big goal that you're trying to hit by the end of this current year? You're gonna tell me, I'm gonna say okay, you'd like to hit it by the end of the year. Yeah. Okay, let's just say you're there and you're, you're achieved it. And I'm gonna walk you through a two minute phone call. The questions I'm gonna ask them the dialogue I'm gonna ask. The most important thing is, is mastering that 10 minute call, she was stubborn as hell about. Right, and she kept failing and failing and failing and failing for about three weeks in a row. She finally calls me ever says this, there's something wrong, I'm not succeeding with this 10 minute call thing. And she was given away 45 minutes to 60 minutes of her time with every prospect and it's just not sustainable. And so I went and we roleplay and she treated me like a prospect says stuff you're not following the 10 minute sprint. Follow 10 minute script over the next week. Verbatim. Don't add live. Stop being stubborn and do it. Can you do that? Yeah. Well, we hold it work. And the rest is history. I'm going to call it a strategy session which led to a ticket to the garage reader which led to a ticket to a workshop which led to a ticket to speaking engagements. And he is having a funnel like I have here on the wall that you can have touch points with them all over the place. So once you have that process and system down is just duplication it's it's it's repetition over and over and over again. Okay, so take a look at the resources that I've shared here. Okay, and and then if you want to talk you know about working together one on one to get you there quicker just let me know you're more than happy to start in the resources huh? You shared when I look when you shared it because there's quite a bit there where do I start and those resources just starting the beginning? Or is there a start creating content because I feel like content seems like the key content is the key. And as a content outline, I would start with this workbook and walk you through step by step how to get your content based started. Because and humor Oh. Sales foundation sales message sales voice This is a funnel, right and this whole workbook walks you through step by step how to create that. Okay. Lisa English business plan. Yes. Do you need there? Where are you stuck? I am stuck at how big I want to go. How what? How big do I want to go or how small do I want to keep my my practice or my my brokerage? So like, I'm thinking okay, do I'm just going to be on my own do this for a year or two? Or should I just you know, just start like hiring people. I go I go back and forth. Sure. Did you get your business plan done? No. Okay. You follow the one page PLAN strategy? Are you doing a full blown 1520 page business plan? I'm actually I'm going back and forth. I tried to do the one foot one page, and then I get distracted, and then start, you know, going through through my mission and objectives. And then I come back down. And, you know, try to do that again. So, yeah. So it starts off with I mean, it's, it's easier to go after a bigger role. And Miss, versus going after a smaller goal. I mean, smaller goals don't really motivate us. Yeah. Yeah. Well, you want something that's, that's like, unrealistic, that you feel like there's just no way I can hit that. Okay. Because the person you're, you don't want to build a business, or set a vision, that doesn't require you to change. Because nothing's gotten your hit the goal, it would be very easy to hit the goal, you're going to be the same in the process, and your targets are going to be set low. And it's going to be easy to not do it. Yeah. So when you set an intention, you know, you're starting a real estate company from scratch. And, you know, what's it going to be like to have, you know, 50 agents. As a real jerk, you're, you're going to be the person that is going to be the Rainmaker in the beginning. And I can tell you beyond a shadow of a doubt, the very first hire you're going to hire is going to be an assistant. Yeah, take all that stuff off your plate that you don't want to do. Right? And then even then you might need a second assistant before you hire your first agent. Right? If you get that book 10x is easier than to X. entire chapter one is about a realtor, I forget her name. But she started from nothing. And, and she followed that model, he laid it out step by step how she went from nothing to a million dollars in commission. I mean, step by step. And she built it in increments, big, big leaps. Okay, so out of the 12, out of the 100% of the work that I do 80% of it needs to be given to somebody else. So I can make room for the 20%, which is going to give me the biggest leap, and the biggest jump, and he walks through the psychology of the growth of that. So when you set small goals, you show up in a small level, when you set big goals, you have to grow into that because you don't have the skill set to hit it right now. So the first thing I would do is, is get your business plan done, you don't need unless you're gonna go out and get investor dollars. A one page plan is going to be just fine. Okay, first milestone, how do I get to how do I get to $8,333 a month? How do I get to a six figure income consistently in my new business? And if that doesn't motivate you, to under 50,000? You know, how do I get there? And it'll become very apparent of what you need to do. You can always bring it here and go, Hey, can we look at the plant and they can we can we talk about it? Any questions about that? I mean, the other thing we can do if you if you want is we can schedule a strategy session between the two of us and we can just get it done. Okay, okay. It's always an option for every one of you. There are going to be times where you're going to want to make these big leaps. And there's not enough time on this call to get it done. And any of you can book a strategy session with me, obviously, I'm not going to do it for free. But doesn't mean you have to work with me one on one. Maybe you just need two hours, four hours of one on one time. It's totally fine. You have that option. Okay, because once we get that plan done, then all you got to do is show up here. Here's where I'm at. There's one that hold me accountable here. Hold me Hello there, what's the next step here? What's the next step there? Okay. But I would get that one page plan done first. So you know exactly what that next step is. Because each day that goes by that you don't have it is lost opportunity. Does that make sense? Yeah. Cool. Anybody else have anything else that they want to discuss? Alright guys, I gotta run. And if you want to be a part of this deal here at 12 to two, I will send you a link on that. Just let me know. So all right, I gotta run. I'll see you guys. Can you send me that John? Yes, I will. Talk to you guys later.