BE V2.0 — Session 14

Jay Abraham · 2021-04-26 · 1 h 48 min · the recording

Transcribed by machine from the recording. Names and a few spellings may be imperfect; the timestamps mark where each passage begins in the recording.

0:00:08Hey Jim, thanks for joining us today. I'm going to, hello Phil, welcome, welcome. Darryl, welcome. So just so everyone knows, welcome Steven. Appreciate you being here. It's going to be a fabulous Monday. Robert, welcome. All right, Mateo, welcome. So I hope you all had fabulous weekends. I had an amazing adventure. My son chose a new restaurant to go to and it was delicious. So always good stuff. Hey Tom, welcome. Aloha Scott. Oh, I went to the ninth island Scott this weekend. So yeah, anybody know where the ninth island is? TGI M, that's right Phil. Yes indeed, you got it Scott. No, I didn't lose any money. Well, I invested money. Nobody on this call should ever be losing money anywhere they go. You're always investing and nothing is free. It's always an investment. So good morning all. All right, so this is beyond exponential and some of you may be just joining us. I wanted to make sure that this call was open so that people knew that today we're going to be streaming. So the goal for the next three weeks is to capture a couple elements that Jay shared in other calls that we haven't done on this one.

0:01:51Now for those of you who have joined us kind of mid stream, I want to reassure you that we are going to be doing a live session and Jay is considering doing another version of this and you will be allowed to join us on this. There have been a couple of things that I've gotten from several of you saying you want to stay connected in some way, shape or form. I would love to facilitate that happening in some way. I think that you are all incredible contributors and you make a difference in each other's lives. You make a difference in my life and I hope that Jay can continue to contribute to you as you go on this journey of applying these beyond exponential principles. Today we're going to get into activating an absolute advantage. We've covered a lot of things and the plan is we're just going to stream this and you're welcome to kind of collaborate in the chat and when it's over share highlights, I'm not qualified to give the amazing answer that Jay does but I am qualified to facilitate your genius which is emerging through this process and allow you to kind of codify the insights you've gotten, share it and even sometimes asking the question, even if you're not getting a Jay answer can be just as valid and just as worthwhile

0:03:20as when you pose it directly to Jay. Before we get started, are there any kind of technical questions about what we're doing or how we're doing it or is everyone ready to just dive into activating your absolute advantage in business and life. So either raise your hand or just give me a let's go in the comments and we are off to the races. Okay, I'm seeing lots of let's go but I do see one hand. So Jeff, what can I do for you? Jeff, I see that you're unmuted but I'm not hearing you. There you are. I hear you now. Terrific. Great. Very excited. So it's terrific. So if you could just clarify so I understand so we're going to have three more sessions today and two more and there'll be content that Jay has done in other settings that we're going to be sharing and interacting with. Is that what's going on? 100% thank you for re articulating what I said. I think you said it better. Yes, today and the next two Mondays, I will be streaming a session that way we as a group can interact on the chat and have a moment to reflect on it as a group afterwards.

0:04:55So it's it's to bring back that kind of live feeling even though Jay's not with us today. He's he's off on an adventure as well. And thank you. Who van's Wheaton. T G. I. M. Any any other clarification or did that make sense, Jeff? That's perfect. I understand that. Thanks so much. All right. Well, let's let's bring on the movie of Jay. So I will. Let's see here. Give me a quick second. As I get this ready and optimized for our viewing pleasure. And here we go. More esoteric and I only do this occasionally. So I have to get in state to do it. And this is a very work in progress, but it's quite profound. And it starts. It was it was given it was birthed out of another couple of concepts. Many years ago, I introduced a very simple but a very profound realization. You have two simple goals in business. You want to make irresistible offers, not resistible offers. And you want to make unbeatable propositions, not beatable propositions. Regrettably, most people make resistible offers and beatable propositions and not even aware of it. They don't use the what we call the so what. Theory. What does it mean to be on the receiving side of that proposition?

0:06:30Is it clear? If you lose somebody's attention or interest or focus or trust or you lose their ability to see the meaningful and meeting that and relevant importance and impact of what you are selling. More in the seconds. It doesn't mean much anymore. Excuse me. If you can do that, you own them. Most people don't do that. It's very easy when you are the seller to communicate in less than on point in less than razor relevance. And then you can do that. And then you can do that. And then you can do that. And then you can do it in less than one point in less than razor relevant in less than strongly impactful in less than evocative ways. And we don't even know it. So we're going to go through a couple of hypothesis. We're going to have some discussions. And which one we're going to do now. The one we're going to do now is the one that I have still read. And a couple of things. I think the one that I want so you can come up and contribute different interpretations that you see that I didn't. Okay.

0:08:03Let's get to slide. And Brian, remind me how many slides are in this classroom. Where many? I think it's a 20. Maybe a little speed. most everything I teach and I know that is pretty pragmatic. You look at the dynamic of what is going on between you and other people and any form whether it's other people you're targeting online, other people coming in your store, calling in, opting in, coming to your webinar, other people that work for you, other people you buy from, other people that compete against you, and you try to what they're always doing and how they were always doing it, how what they do inter relates to you, good, bad or otherwise, and then you step above the maddening crowd and you see yourself involved in all those interactions, transactions, collaborations, and you ask yourself what how do I have to do to gain absolute ethical advantage for my meaningful purpose in every one of those situations, and then you get sublime, you go, okay, so what are those situations? Well, the situation is starting up by figuring out the market I am trying to do business with. So, am I getting maximum advantage in figuring that out or am I just throwing but I'm wrong?

0:09:49Now I figured it out. Next thing is figuring out what's the maximum effectiveness way to reach that market in an authoritative way that I have the optimal chance of my message being reached, read, watched, embraced, and believed to the extent that some number will take action? Is that Facebook? Is that Instagram? What is it? Is somebody's platform? Is it a podcast? That how does my message have to be communicated for it to have that kind of power and impact? Is it have to be me basically in an ad making a very daring proposition, a straight proposition, an invite proposition, an educational proposition, now evaluation of our products or service and introduction to what we're all about, why we're different, what we offer that nobody else has an invitation to participate. What is it I'm trying to do and how can I do that? First of all, is that really going to give me absolute advantage or is it a disadvantage's choice? Second, if I am going to pursue it, am I going to pursue it in a way that most every part of the execution of that, the video audio, email, interaction with people, is absolutely going to maintain and sustain advantage until the finish line.

0:11:40When I get them to do business with me, are we holding pattern? Are we communicating in a preeminent way? The value proposition, are we demonstrating the product or service in a beneficial action mode future pacing and so people can appreciate how much better they're going to be, feel, enjoy whatever after they have acquired this product, whether they're consuming it, whether they're reusing it, whether it's going to be in the background, whether it's helping their business, their life, their career, their family, their body. Am I positioning the business in ways that give my business maximum advantage over the competition? Do I have better positioning better description, better risk reversal, better proof, better headline, better value propositions, better benefits, better bullets, better credibility, better call to action, better future pacing, better bonuses, better, better irresistible offer? When I start a relationship, do I have an engagement process that gives me absolute advantage? So I don't lose anybody. So it's a very seamless process. So I am congruent with whatever the ad or the salesperson or the website or the podcast inferred when they come in. Are we basically in a timely, meaningful way delivering our product

0:13:26or service to them in a way that maintains or enhances that advantage and reinforces the prudence of everything they believe that we establish? When we are done with that transaction, are we trying in a credible way to extend the buying potential of that buyer in a way that they see is a maximum benefit and advantage to them so it's not awkward or crass? Are we really respecting everyone we deal with? Are clients, are team members, are vendors in a way that gets them activating their kind of capability of advantage for us? Working harder, being more insightful, collaborating more, vendors, helping us get access to new products, developing new products, introducing us to vendors, getting us better deals, funding experimental marketing tests for us. Let's see the slides, Brian. So if you think about, I don't know whatever you call it, action reaction, there's a cause, in fact, to everything other than about 2% of our lives which are acts of the coronavirus virus type stuff. So if you think about it, 98% of what happens to us in all facets of our life are usually the result of actions we take, efforts we make, factors, forces, elements in life that either we acknowledge, harness, and control or we just acknowledge and we let

0:15:16control us. The outcomes we achieve are direct proportion to the advantage we command over them. So if we don't spend time to really become consequential thinkers and learn to think about action, reaction, effort, result, probable outcome from this, alternative, possibility, hedge response, get into the mind of the market, realize with the so what Siri, that means so what, whatever's being conveyed, why would I believe it, why would I trust it, why would I feel it's congruent to the previous stage, there's all these breakdowns that are also openings for breakthroughs but you have to be able to decide you don't want to just compete in the mediocre world where your marginalized average game playing makes you lose total advantage. So you're playing with absolute disadvantage. You have no advantage if you don't work on these things, you have no advantage if you're not preeminent, you have no advantage if you don't really fall in love with the clients you're serving and live with a thought about your product or service at work or protecting or enjoying or fulfilling them in their lives after it's acquired or consumed. You have no power if you don't spend the time to walk through mentally every interconnected facet that's going on in your revenue system and that

0:16:59includes people that don't buy because people that don't buy on your old model may not have been worth much but on your new model they are very valuable. You can reactivate them for other products or services you can source and oftentimes make more money from the people that you originally didn't sell than the ones you did. Number two, you can get them monetized for other things including even competitive things if they didn't like yours. Number three, you get your inactive ones reactivated and number four, you get both inactive and active ones that bought ones that didn't buy ones that stopped buying to be referral sources. Just because someone didn't buy from you doesn't mean they don't think you're the best source. They may just not have been able to afford it or whatever you sell might be too complex but they still think you're the cat's meow. So if you have a referral generating system process in place many of those people can be turned into referral sources but you need to know probability of what's going to happen in this in this selling dynamic, this marketing dynamic, this interaction transaction dynamic and what the possible outcome and control come, control of the come means you're controlling all the factors going on.

0:18:26Outcome is sometimes a reactive and a fatalistic goal so we always try to get control over everything going on. We try to do our express, communicate, articulate, access in our communication to the target markets and what we offer, how we offer it, how we prove our offer, how we take away the risk, how we get people excited about at least trying it out, coming, learning, tasting, whatever your business is and we try to give everything we do absolute advantage and I'm probably even more so in doing it for clients than myself because I'm not as active day to day on our business but this concept of absolute advantage has an enormous spectrum and the reason this is a beta testing program is there are some of these that are so powerful but I haven't fully worked them through it so you're getting the very best evolutional iteration at this point but by the time we do the live version I suspect it'll be many levels more concrete and evolved. Let's see the next slide. Yeah and this is good backed up, a maximum result minimum time effort opportunity optimization but absolute advantage goes right into that highest and best views. Know the game you're playing.

0:20:14Decide whether you're playing to be just a participant you want to basically not go to the finals you want to go to the finals you want to win the championship you want to win the world championship if so you have to play the game differently than everybody else if you want more than just you know to be on the players board but that's about it so I want you to think through the implications of everything and whether or not what you're doing how you're doing it where you're doing the way you're doing it the the the the attention and the content of what you're doing and how it is communicated has enough meaningful value that it gives you supreme advantage and if it doesn't which very frankly the math the vast still sleep the vast majority of you will find it doesn't you have the right to replace it alter it enhance it rethink it next so there's a lot of crossover you know risk reversal anytime two people come together to transact any interaction commercial fraternal relational parenting money happiness love stacks friendship involvement the community doesn't matter one side is always unknowingly or knowingly non-verbally or verbally implicit or explicit asking the other side to take on more all more than all the risk in absolute

0:21:59advantage when it comes to how you are presenting your value proposition your business offer your your your basic comparable choice because people are probably going to check out other things the question becomes how do you gain ethical advantage over everybody in an arena where you know you've got short pithy amount of time to be judged the majority of people lamentably are going to try to judge you on price anything you do any word you say any paragraph you have any any video you use that is that is superficial and is not super strategically extended and and and part of advancing and enhancing the advantage play you're trying to create is a waste so risk reversals very powerful I had talked in one of the other sessions that I had done experiments many years ago we had five or six hundred companies that reported great successes from my work and we looked at the most singularly significant one thing that did overall in what was universal and 25 plus percent had growth that was on average 300 percent and it was tied to changing a risk reversal changing the way they communicated taking the fear or the uncertainty or the the the fear of making a bad decision or the product not working or any of a number of natives that this not this isn't the right choice to make away from everybody

0:23:59and making it easier for them to say yes and no that's advantage next before we move on Sanjay raised his hand so do you want to check in see if he has a clarification he needs not until I'm done with the whole thing right okay you got it here we go so one of the most powerful overlooked factors in activating absolute advantage is listening I did a very large clubhouse group on Saturday and they were very heavily represented with car dealers and managers and a couple of very prominent ones that have been influenced by me were the hosts and they asked me to share some factors and elements and and and techniques that would really boost the result of a sales matter woman getting leads and one of the things I talked about was listening I was talking about trust building and that most people don't come close to maintaining the spectrum of trust factors that really propel you upward and they're 13 or 14 if you look at them superficially you would say yeah we're that way yeah my teams that way yeah my company is seen that way but it really isn't you get into the the the depth of it it'll shock you but then I got into the fact that very few people know how to listen and have a conversation and and meaningfully

0:25:40and attentively and authentically make it about the other person so you can learn all about him or them their hopes their dreams their goals what their reality is like right this minute why they're they're trying to buy a car what their motive elevations are what they're reasoning for wanting it is how they see it functioning how it'll be used why what they want color size equipment what else they've looked at so you have a context why they looked at those and as you're asking those questions and you're listening you're acknowledging them you know I see so you really you really can't tell whether you want a short bid pick up for your son or you want to get him a small electric that's interesting and you haven't really evaluated yet so maybe I can help you see the pros and cons if you want to buy our versions of both at least it'll give you a way of looking and I can help you project the the the economics and even the relative safety of it but if you don't listen and you're not in the moment you will never connect at full level I used to always do a funny little slip it in exercise there was a period I'm not sure it's not still there where people would ask hey hey how you doing but they would have no interest whatsoever and no mechanism whatsoever for really

0:27:16listening to embracing processing your answer just a very superficial patronizing gesture with no receptor no no sensor to bring in your answer and process it was just a very like a robot that we didn't think of not a robot and I would always say to people when they'd ask oh my god my my shoulder hurts my neck's bad you know I had I was constipated last week I horrible horrible fight with my wife I don't know what's gonna happen I've got basically I've been very you know very depressed but I'm making it okay thanks and they go okay because they didn't listen to help and I did it as an exercise to prove to myself that I didn't want to be seen that way that I wanted to be in the moment that I didn't want to mentally be obsessed with queuing up but I wanted to say to take control and dominate the conversation and just couldn't wait for that little break that I could drive a stake in and open it up wide the path for my retort and I think if you study people like Socrates you'll see Socratic interviewing and all the power and the impact it makes but if you want to have advantage you have to be able to listen and you can listen many ways in a real set but set it setting you can have dialogue and listen and part of

0:28:55listening is refraining for a moment to really or at least convey to somebody you're processing what you heard the second is to summarize a bit about what you heard so they feel you heard them instead of just going right into an answer so if you told me all about your families you know the seven generations of the family that inherited the business and that you're trying to run it and they don't really part of them don't want to be in it and part of it want to dominate and they have different beliefs and some of them are all eco-friendly and some of them are trying to buy up fracking and they're politically polarized and you know some live in you know in the most liberal areas and some live in that and the other and some make make a mask and some make flags for the you know conservative right you're trying to reconcile and i'm going huh yep yep so if i say so let's talk about buying this car then you have just lost you but if i say wow those are a lot of issues that you have to reconcile i can see the stress and why the car is important to you first of all for your peace of mind second as a recognition that you have value in yourself and this is earned i can see why you want something a little more sexy and exciting to sort of let you have your moments to break away from trying to

0:30:45reconcile this i see that you want it to be at least a four-seater even though the two might be a little small because you do have small kids but you want to be able to take them but you want the excitement of feeling like you're alive when you're on the highway even if it's a short distance and i think all those things we have three or four different models that can do that and they also have great utility wonderful gas mileage and they're built to last a lifetime but never get boring so let me show you those or something like that listening is very important next yeah you got to make sure in your communication even if your initial ad doesn't and then they connect with you congruency is the key to consummating and then and then sustaining sales relationships you can have a great lead generating ad and then your landing page or doctor your people are totally off we did something and Brian knows that we did an experiment this weekend and we went broke and we lost most of the congruency of what we were trying to do and the benefits and the advantages and the protections were unclear to people it was a very good offer but it didn't get conveyed and it had very great benefits and advantages that were actually progressive and that wasn't known and we confused

0:32:23people we confused people and we could tell that because we watched confused people leave when they couldn't really get clarity and it made no sense and you don't want to confuse people you were very hard to target them you were very hard and spend very much to find and attract them you were very hard to try and keep them once they visit your webpage or opt-in or book an appointment or a physical is appropriate in your application they come to you but if there's not congruency if you're not really helping them see the benefits the advantages the protections the enrichments that are being gained by taking action or will be gained by taking action with you then you're not really helping create advantage the way you should look at advantage is over time you're a competitive people you should be so you go get any form of competition and see what people did to basically either disrupt or totally challenge the mental status quo years ago the creators of faxes when we didn't have faxes created that so that you didn't have to type something and then make a copy and then overnight or messenger it you can do it instantaneously that ex-creative service because there was no way no way to get a package guaranteed overnight by 10 o'clock if it

0:34:16was important sometimes it would take days the tech companies the SaaS companies created ways to achieve things that we want but we've never even not known we want and now they're available to our fingertips we don't want to go out we call door dash we call uber eats and we get food we don't want to go anywhere to buy we go on Amazon or we go on whatever and we get delivered for prime that day or the next day we we want we want anything we go to google and google is rewarded by the way they use our data we have any question we do that we want we want to know about something we want to review we go to review sites we go to the book we do the Amazon dots com we go to we go to discussion groups and we get that so the point is what do you need to alter ad replace expand enhance articulate better demonstrate better enrich better 45 better to make what you do may manifest absolute advantage in every form next prime yeah genuine interest this goes to listening is going to give you a decisive and actually measurable advantage if you if you compare a hundred people that are prospects that you deal with in any form on the phone in person through communication why don't you know more about them if they will open up if they're more invested in you you can

0:36:14basically ostensibly modify your answers to in a way that at least perceivably perceivably looks like you're modifying it to their situation it's about them not about you and and the fact that you do not purport that all sizes are one size fits all and all all people are equal that nobody unique as unique means and needs anything else just for the curious have you ever seen and i'm trying not trying to be sexist a woman a many women wearing a one size fits all dress i have here's what happens one of them looks stunning it fits her monstrously attractive but the rest they're either too tall and it's too short they're too short and it's too long they're too heavy and it's too tight they're too thin and it's too loose doesn't look good you don't want one solution fits all you want to be able to help people see that you are interested enough to modify adapt to doc customized and and make sure that the ultimate benefit result product service you are creating for them is created for them is designed or or selected out of the optional um um the the categories or the selections you have or the or the um the number of items you sell or or the menus you've got that the things that are going to make them the very best i'll never forget everyone i do it too

0:38:03when i go out i don't know what to order so what would you order and they make a recommendation sometimes it's good sometimes it's not but they really don't get into most the time me so they said but what do you love and i thought that well you know i i like veal they'd say okay but but let me ask you this when was the last time you had candied uh uh candied some you know some kind of rice with with truffle sauce and and and pomegranate seeds and it's the bottom never and they're typical that comes normally with this but we can make that available with anything you want your your veal we can do that and we can do a special sauce on that veal that's incredible now many people don't do that because it drives the chef crazy but when i feel special even if there's only two or three variables you do and they're not really custom they're just they're just you know in the back room okay they get they get the six instead of the eight combination i feel like a million dollars next this is pretty axiomatic if you want advantage you you want to do something your competitors don't you want to think above the the competition you want to do things that are humane but strategically sensible and the most sensible thing you can do is

0:39:44be the first one to invest see you your business as investment fund and you're investing in assets called prospects suspects first time buyers whatever they are to get repurchases upsells referrals and the best way to invest is to basically have an attitude internally or externally that we don't we really don't prosper unless you do well and doing well to them can be anything having a great meal looking great if you're a beauty salon or cosmetic surgery having you know if you're teaching consulting having whatever you do to perform like man and have them see the profit or savings that it makes if it's a restaurant having them have the you know come in hungry and and and intrigued and leave full but just delighted with the experience of a lifetime the electable their taste buds alive with all the wondrous wondrous stimulation they got the memory that can't wait to come back and tell other people and it then it over delivered on the expectation that either they were sent to make or the person who introduced them when they walked in but give value up front before you ask for value back somebody has to always be the investor first yes jay you're dropping off a little bit if i can get you to move a

0:41:25little closer yes okay if if you thank you if you think you're welcome if you are seeing yourself as an investor and an investor invests for a yield and hopefully the yield is not a flustatic one not just one time but for that invested asset in this case perspective client to purchase first of all have a great buying experience come back as often as possible tell other people and then be available for other things you might source and want to sell down the pipe after you solidified that trust the easiest way to get that all started is for you to invest in them first in some form knowledge you know i've never been more fascinated when you go to really nice restaurants it's very common that the chef sends out something gratis or tastings a little something that's not on the menu a little a little a little soup i mean a little bit of soup and a tiny little teacob or a beautiful little appetizer or some wonderful custom sugar to cleanse your palate and it was unexpected and really wonderful but they are giving and investing to you first in the relationship and when they do things like that that changes the whole perception of the dynamic next yeah i mean this goes this one goes towards a very simple but a very

0:43:15blatantly unfilled gap when we get private clients we have the answer this 200 question assessed and most of them can't really answer the questions i ask all about directed and direct competition what do you know about them how do they market why do people buy from them why don't they buy from them what's their selling advantage what's the media they use what's the positioning distinction that they stand for how do they compare against you on a number of criteria is what do they do much better what do you do much better how would you be able to fill in and compensate for where they are stronger than you and if you ask that of a bunch of of people and you have to look at a bunch of directed indirect competitors in your market outside your market and how they not just what you think about them but then you looked at what the audience thought about them what their market thought about it would be very interesting if there's somebody you had a very strong relation and you lost the deal to someone else it's probably worth calling him and saying jay i'm calling please uh below are your resistance excuse me i'm not trying to say it but i did try really really sincerely to say it because i felt in my heart we were a better choice and and you didn't and you went with acne and i have a really

0:44:40simple question and i hope you'll answer because it'll help us be better for the next the next chance to reach someone like you what did acne have that we didn't and i mean that in as many ways as you can you talked to our representative and obviously you talked to theirs what if anything was was different more appealing more authentic more uh more appropriate about theirs than ours you evaluated the performance you did a cost analysis i know we we helped you with them you talked to three or four of our current current clients i'd assume you talked to their i don't know what else you did but can you tell me i just want to know why did we not get your business why did they get it what is different about their their way of doing business and what they do in saying how they do it but they contribute that we don't and what would we have to do to be not they but to be even better than they if we were willing to make that commitment and and investment and if you ask a hundred people that you might get some clarity next so when i have a perspective uh a con not a console but but an exploratory store with a cms but a little an exploratory session with a ceo i try to do this if i have time i'll do it myself i want my office to get me

0:46:32there if they are we compete a great if there's a profile and then great if there's a profile on their business great if they're not the only owner if there's a profile on the rest of the owner is great if there's a profile on the category the business does great if i know who the main competitors are i do that as well then i look at the person's background i try to get a profile on where he or she worked before and what they do and then if they have education in certain unique niches i look at what that education entails in a short course if i have if i'm rusty dusty and haven't really thought about it then i looked at the school they went to then i look at any trends that are out there that discuss what the generic product is then i look at who and what kind of clients or companies or individuals are buying that and i look at what the you know the dollar is involved in and then i look at any organizations that person is involved in cheddarly and i want to learn a little bit about it before i talk and you can do that too i used to have somebody do it for me and i'm starting and because time consuming and they would just give me a dossier on it and i would spend the time to meet because i believed if i had an opportunity

0:47:56that potentially was invaluable and i didn't invest everything i could to give myself absolute advantage i really was letting myself my company and if i felt that i had the wherewithal to add a meaningful value to that other side it was letting them down next and i'm not sure i put this in here but i'm not sure i totally agree with that but it's a you know it's a sales approach but you know you want to have people answer yes sometimes i tend to want to know just the answers when i ask questions this is predicated on i can't remember which a person we modeled on a very prominent authority on selling and it's probably right but i have a little bit more eclectic i want to just know the truth as it really exists in a way where the other side feels vulnerable enough but trusting enough to open up and share with me answers to questions they never would probably be asked by any other sales type person it bonds them it also gives me an enormous window into what something is designed to help do or solve or salve if it's therapeutic next can you explain that brain there are open questions and closed loop questions so open allows you to kind of discover what the person is thinking it allows you to get inside their head and create that empathy and

0:49:42a closed loop question is you have a suspicion that they're experiencing something so you use that as a way to test your understanding is my understanding of this okay next all people in any business that have any individuals that interface in any way with a buyer should be trained in qualitative consultative advisory selling you have a someone answers the phone they should be trained customer service accounts payable technical support delivery repair client services definitely your sales people because consultative selling teaches you to guide people to ask questions to represent a role of the most trusted advisor and it connects at a different level i've seen even mundane consultative selling experts teach clients in very short order how to get every one of their interfacing people to be 10 to 100 more effective just by moving their reactive and ad hoc and and very varied responses to consultative and advisory selling modalities which when they see themselves in that role and it's not seen as manipulative or or or or trite and people see authentically that they really are advisors and that they are selling that three things are selling trust trust in them they're selling their knowledge and they're

0:51:28selling their ability and willingness to figure out the best solution for the needs of that that client whether the client hasn't bought has bought has bought and is having a problem because you're playing a long game and the long game is keeping them buying more if you have a subscription or a repurchase the game is keeping them trusting so if you add new products or services they will buy the game is making sure that they are confident and and certain in the first stages so they won't unwind and want to refund and and and give you bad will and it's all part of the game next yeah everything is in leadership i i mean pre-eminence is all about leading people being their most trusted advisor the go-to source human beings are silently banging to be led every one of you are i think the caveat is we are we recoil when we think we're being led by somebody who truthfully has their better interest ahead of our best interest if you can sincerely and authentically maintain and convey that you have my best interest at heart that your goal is to give me ideas advice guidance decision-making assistance that's going to make my life my business my finance my health my relationships pay off better and that the only

0:53:03reward you will get is if you help me meaningfully identify and and choose the product service or product service combination decision that's going to enrich my life after that you might be benefited but if you can evolve to that kind of an attitude you will own your market because most of your competitors don't even get that it's leadership and that leadership is throughout you're leading the prospect you're leading your team you're leading uh you're leading in the in the copy you're leading in what you say you see yourself as a leader you see yourself as an advisor you see yourself with the responsibility of helping move people along so that they get great focus because when people have focus they get more certainty because they get more understanding and with understanding uncertainty it produces more power for them to feel competent capable and willing to take actions like yes i will buy next we have talked about trust building or we were didn't we already talked about it brian yes i talked about that steven mr cubby is the father of corporate trust building he has analyzed that if you know how to master the elements your business can have a 300 percent enhancement in a multitude of different denominators uh revenue asset value shortening of

0:54:49sales cycle uh performance of all the the people productivity of your team collaboration uh contribution from your vendor market perceptions very powerful and and there are 13 characteristics that drive it and all of them are seemingly simplistic as can be but we delude ourselves to be that we to believe that we are seen magnificently as performing and representing and and possessing all of those 13 attributes and you know at optimum level when you really get into it and you and you explore definitions that that means not just to you but to all the people you interface with your team members the marketplace prospects buyers salespeople vendors you'll see that most of us you and your team members are lacking if you can work on getting trust building up many runs it'll translate all across every board it's it's the ultimate catalyst of enhancement that feels great because it brings the integrity and the preeminence of the business up and keeps it there and he's got two books uh speed of trust and smart trust and i think he's just coming out with a new one because he asked me if i interview i think that you should read both of them and then question yourself your team your conduct your processes because you've got probably a lot of room for improvement next

0:56:35when you're trying to gain advantage you want to be able to make examples of what you do and what it is like compared to other people and the best way to do it is to use metaphors similes analogies that make it easy for people to see that you and what you're doing or the way you do it are like sets and sets they already have a reference mode in their life uh when i got started teaching a unique selling proposition which was very very esoteric one day Tony Robbins pulled me aside and said i think you can do it a lot easier so instead of saying it this way that way i'm making it confusing as hell why don't you just start off by saying you know this is a long time ago when FedEx first started they said when it absolutely positively has to be there by 10 overnight no questions asked no excuses FedEx you know how when dominoes first started they said hot fresh delicious pizza delivered to your door in 90 minutes or less or just read dominoes you know how Nordstrom said if you're dissatisfied with any purchase for any reason anytime in the future you can have a refund a replacement or credit your choice no questions ask you know how who was it Dan or Amos said we're number two we have to do more try harder and give more value

0:58:09or you know how vidalysis soon said if we don't look good you don't look good those are USPs and if you can use metaphors metaphors to denominate case studies similes it's like this or we are to this like this is to this our company is the blank of what we do and throughout history those people who are and maybe are religious irrespective of your your discipline you have a bible or the equivalent and the way the bible gets its messages across through parables there's a book called tell to win it was written years ago by Stephen Goober very wealthy man who owns a bunch of sports teams but he was a Hollywood producer and he chronicles that he analyzed something like a hundred of his deals and every time he used a powerpoint to try to make a deal and all this you know the details it was uh compromise it was hard to close every time he used metaphors similes and told stories that made the point it won so he believes just ardently the storytelling is the key to everything so that's what that means next and this is what we went over last week so we already did that but you can do it again i'm not going to go into it it's on it's on last week's video and i hope you all wouldn't go through it next yep it would see outcome here after in every activity action you're doing and how would that

0:59:56outcome how many ways can it be done how are other people doing it what are the what i'll call the impact points throughout it that could go that could break down or be a breakthrough break down means you lost it and it it very most it limits and diminishes uh you know this the the momentum the conviction that certainty or trust at very least you lost them totally we lost to be totally on something that happened on on sunday and uh you could watch them leave and and uh that's because we were not we were true ourselves we didn't really think through the implication of this so what's the outcome you're after then if you know that you've got a reverse engineer what's probable going to occur and when this happens you have to do this when that happens you have to do that if you want a certain outcome that's going to be tied and the outcome can be i want to sell them you know a betite but the the goals are established you've got to take each segment that'll probably occur in the process and the process may be varied it may be an introductory one that needs five more follow-ups it may be an introductory one where you have to you know you offer to drive them home so you can see where the car will reside it may be uh a different one where you find out the person

1:01:37can't stand black and white here she wants something distinctive but not loud so you have to be able to not just get them paint colors but show them examples if you don't have them fine and maybe even find people you've sold them to and visit them you have to go what do i have to do to get absolute advantage in a broad variation of scenarios that i'm going to experience in the process of doing the process of doing business right next yeah the same thing i mean spend time thinking about because you've done this enough i've gotten your your your antenna high enough to grasp and your discriminator enough to see that there are interactive factors there are enormous number of levers going on in fulcrums and and uh not sensors but switches that keep moving people to the next and the next transaction bridges shoots and ladders think shoots and ladders you're playing shoots and ladders and if you do it wrong you know they slide right back to the beginning or worse out the door figuratively or literally if you do it right they climb to the next level of trust and in in in uh what's the word i'm telling and trusting to you guiding them to the promised land but it really is a function of you thinking through all these

1:03:19and then questioning am i and do i have advantage of this or am i doing this if the answer is i'm doing this how can i replace doing this with a process a method a component a module that will always maintain absolute advantage in the most noble and meaningful and authentic and and fluid way next yeah we talked about this if you chronicle any number of disappointments any a number of of underperformance we had this thing happen this weekend and i spent most of sunday thinking through things that happened that lost us an outcome that was very important to us but that we did not think through enough i was a hypocrite and where it went wrong and why and since i can't rewind i can only reset what i could do to to um replace all those breakdowns with breakthroughs that would not uh would not have absolute disadvantage would not be beatable or resistible would not be a turn off and drive people away but a turn on and keep them wanting more and more and progress them to an outcome that i knew was their best interest but that i was going to orchestrate in order to do that you have to say okay if i do this what will it cause to happen and if that happens is that good or bad if it's going to be anything but advancing and enhancing my outcome

1:05:16what can i do to mitigate it to eliminate it to reconnect it to my progressive goal but you can't do any of this if you don't spend deep concentrated reflection on all the implication cause and effect things that go right or wrong are rarely just accidental they are almost always the function of forces factors elements um just laws principles but action produces reaction wrong action produces wrong reaction effects are the direct result or whatever you did on your end to cause them how you set it up where you found them what you told them was going to be you know how you uh superficially address it how you don't really get them committed how you don't demonstrate the superiority how you don't celebrate and comparatively either contrast quantify the economic or the productive benefit is going to mean how you don't really assure the respond and that it is really appropriate for him or her they can do it they deserve it it's appropriate if it's something that they want exclusively how they will not be the you know the hundred thousandth person to do it they'll be one of of of a few whatever it is next many times an incentive and a gift with purchase is a very finite example but adding something to the transaction

1:07:22can give you advantage can be extending the service the warranty giving tangible things intangible things buying them their first set of tires when they need it in in in in a year or less giving them the things that they normally sell in the f&i you get the guaranteed seal it you get the you know the the tire treatment you get to this that if it's different things that that are not part of the normal competitive transaction to give you more advantage and it may cost you but the cost is only relative to the net enhanced first time buyers and repeat buyers that doing things differently with more advantage than appeals or it's not beatable it's unbeatable and it's irresistible coming in on the first step things can make for you over time next yeah another area that can be very powerful and absolute advantage after you gain trust and connection if it's a sustainable relationship and you have many things to sell and many purposes utility wise of that relationship not the least of which they'll come back and buy more things over time but they will refer more people and they are somebody you want very happy because they're an endorser or a influencer you you deal with a holistic level that person even if he or she came to you

1:09:12buy a car or to buy a piece of jewelry or something like that is a man or a woman father-mother husband wife significant other lover parents they have hopes and dreams fears and worries they might be concerned with health with weight with beauty with love with finance with taxes with management with with stress and you can start sharing with them if they're in a longer term relationship with you which is your property other things that help them in the totality of their life a holistic aspect of the life and that's a very powerful vector approach that most of your competitors would never think about so after you get started you can only talk about your car so often and the new car so often and come back for service so often and give me a referral so often but if you if you share and say so many of our of our valued past buyers clients have told that these are very stressful time either they're working from home their incomes are down their kids are all around their marriages or relationships are more strained because they're they're living on each other's you know just that almost on their laps they can't go out they feel they feel claustrophobic and impaired and we've talked to a lot of them and we found that there's a book

1:10:56on stress reduction and finding fulfillment and joy in the pandemic and we read it and helped us and we showed up with some of our team members and it helped them and we saw them happier and performing better we thought it would be really wonderful we shared a digital version with you and you'd have one saying it's tax time and we're not tax accountants but a lot of people this year don't realize they have some extraordinary deductions that they're fully entitled to depending on what's happened with their job or their business we thought getting you a a session with our accountant might be worthwhile and also having him prepare for you really interesting sort of a a template that you can go through your own in life last year and see how many of these overlooked areas you have the right to claim back and put money in your bank that will be a wonderful surprise you know kinds of things next this has to do with how you connect and we talked in the beginning about this and that if you can see it Brian and we talked about messages that were very well thought through that you leave on the phone and this is just I mean eye contact is probably the most overlooked PowerPoint and looking at somebody square in the eye

1:12:32assumes you like yourself it conveys that what I'm all about is authentic it has integrity it's true it's I'm an ethical person and what I'm trying to do is help you with a real problem and while there might be a lot of people out there and perhaps some of them have a reputation that isn't great or you're apprehensive because you've heard that they don't always make money for you I'm one of the good guys and I want you to feel comfortable and smiling is not laughing but smiling is the over look sleeper the more you smile the more power you evoke the more certainty you have the more Jawa to be you come across so your character and your personality comes across very distinctive next yeah I mean the more you understand appreciate examine explore how the other side is experiencing their life because no two people are having the same life and if they're not doing the same thing you're doing and they're not in the same dynamic the odds are 99.9 percent by life in your life or different what I'm seeing right now the things that I've got on my mind that I need to do when this is over the pressures I have for different things payroll pressures investment pressures family pressures health pressures sense of being pressures competitive pressures performance I was tired this morning

1:14:13and I had to say okay can I grapple with my brain to do this pressures pressures but if you don't try to understand the differing distinctions of all the different people you interact with particularly if you're selling them because they're having different realities and the first is understand examine appreciate explore their life and their values and what they like what they don't what they're doing you know their hopes their dreams and acknowledge them and empathize with their reality you don't have to agree with it but you got to start where they are not where you are because they're not there and when you do this it'll make you much more connected and that gives you a panic and it'll make the process much more enjoyable and that gives you authenticity which gives you advantage because the atrix and faking it is a lot harder and wasted and a lot more superficial and they will trust you and that gives you advantage and they will buy from you and that gives you advantage and they will refer to you and it gives you a lot of advantage next so we have a checklist let's see what that is is that just the word is there that's it I believe that the idea was when you create a system good okay so do this I'm going to fill my coffee because I'm still a little

1:15:41rocky I thought that was interesting Brian did you like that uh yeah there's a couple more there's why you overcoming equivocation, contemplation and procrastination um this one I thought might be worthy of mentioning yeah cool idea there's a dating service and it's called it's just lunch you don't you don't go to a late night where you might get mugged or raved or have a bad experience you go to a very nice little restaurant if you think you're compatible lunch and that's it if it works you go more and that's their little value proposition but obviously if you want to if you want a command advantage you want to eliminate disadvantage if your requirement of somebody is a major commitment that goes against the grain either financially ideology values comfort efforting expense that it's easier for many people to say no than yes your goal is the opposite what's going to lower the barrier of entry entry means taking the first step that first step might just be opting in that first step might be signing up for a webinar webinar that first step might be asking sales consultant to come and examine their circumstances first step might be to let you buy them a week or a month of your services or your time or send something out that work first step might be

1:17:26let me drive the vehicle or the truck out for you to see that first step maybe let me have you join us this weekend at a farm and watch you know our new backhoe in in action but what is the barrier of entry you need to knock down because when you do you have commanded that I'm absolute advantage over people that don't get it next yeah this is goes back to the amazon.com you want to be able to just stand for the fact that you can put into words what people want to either gain or avoid by taking action on whatever you sell and we talked about it and the hilarious one is from one of my books where it says if you go to a hardware store to purchase a drill you don't really want to drill you want to hold and you don't really want to hold you on a fasten something and you want to fasten something for another reason but the more you understand those implications why do they want a car new car this one new car they wanted for prestige they wanted for you know for security they wanted because they drive a lot of places they want it because they want to run drive on the on the diamond lane they want it because the last one lasted 20 years and they want to basically get one now because interest are low they want it because there's first time buyer

1:19:11cashback they want it because they think that used cars are valuable trade ins now why do they want it next yeah you always want to be on the man on the white horse or the woman on the white horse you're their champion you're their advocate that your biggest admire and fan and you're always there to advocate their best interest to recommend things for their best interest to see them in a vision and a light that they are someone in need of guidance help protection clarity education and they need someone who will constantly have their best interest always ahead of their own next this is different um is this another game I think it relates to this but um yeah yeah let's get that last one because it's more so one of the things that I found and this was interesting many years ago I had a criminal attorney that I helped and I can't agree it was very troubled because I was trying to figure out how this man could get excited about representing murderers bank robbers rapists not nice people and he said well first of all I get I get into because they do have a right to be protected by the Constitution he said but second I will only take a client if when and after I can find at least one attribute that I can admire you were

1:21:07great at a great student maybe they were great at church maybe they're great to their grandmother maybe you know before they went the wrong way they were they got a trophy for great school basketball or they were a cub scout let me turn this down or a boy scout or I got to find one thing and then related is a quote by Fran Targenten the three-time Hall of Fame are the three-time Super Bowl Hall of Fame football player and entrepreneur he said your goal in life is that anytime you interact with anyone for any reason irrespective of their significance the amount of time you interact and whether it's a monetary transaction or or an intangible transaction where the the the sale you're trying to get is making them feel good you want to make them better off because you were in their life and I find myself if I'm walking around I'll talk to somebody at a bus stop I'll talk to the janitor I'll talk to people in line at the grocery that looked to be not so prosperous I smile I listen I ask questions about them if they have children I want to know their age they go to school and they talk and I want them to know they are relevant and when you start living that kind of life of really making everybody important because they are and making everybody

1:22:52better off because you're in their life and then getting that belief system is still then calculated in everyone you deal with your team members your vendors it has a a a a a a a a a a compounding effect and a positive snowballing effect that is profound next yeah when you have interactions with your team be brave yourself did I like what I said how I said it was an authentic what didn't I like about mine what did I like about the feedback I got does that feedback because I chose or attracted the wrong person did I stimulate an upset or an irritate or a defense mechanism what do I wish I hadn't done what do I wish I had done what did I really like about their response that I thought was very impressive how can I preempt that or how can I overcome that how can I communicate with more connectivity how can I basically make any subsequent conversation with anybody like that more impactful more authentic more in qualitative control how can I keep them smiling and engaging throughout because they trust me because I'm totally on the right path of communication go ahead next yeah what it all means is there's a lot of areas in your transactional revenue selling leadership customer service prospect conversion online communication email

1:24:57website tech SMS that you probably are losing advantage and if you examine it very carefully from the vantage points we're talking about you'll see a spectrum of opportunities you can harness and you can multiply very quickly and you will see different results and when you see them you'll be you'll be flabbergasted and then you'll be phenomenally skilled and thrilled and then you'll be very much more rewarded so let's stop there Brian okay and then I'm going to get some more coffee and stop learning that and I'll be back let me stop this play on my system here and I'll talk to people and I think that was a good section it was there we go okay so welcome back uh Scott I know you have to leave early but I was wondering if you could unmute yourself because I've got a question for you before we go um are you here just Brian awesome so there was a couple of things as we were going about clubhouse and about how to get started and I know that you and I have put together a test uh thing that Jay's reviewing to see if we can do it Maya was wondering you know when Jay's going to be coming on live all of these things we're looking at um and and we're going to get into it but someone was also asking how to get started in clubhouse uh do you have any suggestions for them

1:26:40before you have to go yeah absolutely first and foremost um your name and your bio really do matter okay and what I'll do is I'll see if I can replay that I did with uh Depp Cole and sure with anybody who needs it all right uh yeah if you could put that in our Slack channel and uh I'll have Carlos or Laura set it out with the email review absolutely awesome um anything else before I know you need to go early today but uh you know um just get engaged on on clubhouse you know and get used to how it works um it's not very difficult and it is a lot of fun it's very addictive so I would say be willing to put a time limit on it because it can eat up a whole bunch of your time awesome great great caution and thank you for the insight um I appreciate you and uh I look forward to chatting with you again soon this week and it will be on again next week we're going to be covering um I think we're going to do the 61 leverage points uh because there was a request for that a couple weeks back so I wanted to make sure that we actually stream with that and our final episode I thought would be appropriate to go over exit strategies so in in two weeks we're going to cover exit strategies and I thought that would be a good one to leave on uh before we go into whatever the next will be

1:28:07and I'm hoping I noticed a couple questions about the live event um the next session I'm hoping to have more details by the time we cover exit strategies um so today I'd like all of you uh to type in the chat what kind of outcome you want because that was one of these slides that we went over today to create an absolute advantage is the the more clear you can get about how to create and see your absolute advantage the more likely it is to actually become a part of your business in your life so if everyone can kind of take a quick second to capture the idea of what your absolute advantage will be and uh to get as clear as you can about that outcome I thought that was a good challenge that Jay almost gave during this presentation today um I'm going to go over the handshake uh we're also going to send out the 13 uh trust factors uh in our in our recovery email and the other thing that we're going to send out today and I'm not I'm purposely not giving you a huge download just because it's overwhelming to do this so I'm parsing it out over these three weeks and the one that I'm sending out in today's email uh it review of today probably won't come out today it'll be tomorrow maybe a little bit or early the next day is a review session that that Jay did

1:29:37and it covers a couple things that we haven't done in here uh there was the um I believe it's the performance gaps yield gaps I'm not sure we covered for multiplier that he touches on um he talks about power pivots I think we did that maybe windows of short-term opportunity and the pillars of strategic business growth so those are going to be covered um as well and I recommend every and until in the email that comes out after these sessions the recordings are going to be there um and uh we'll get it should have a link to like kind of a master list of all the recordings and if you have any challenges just ask Laura for what are you're missing but wait until you see that email because you should be able to see links in there that will guide you to everything awesome um but the the one that I really want you to look at is the review so that everyone next week when we get started it'll kind of cover all the things that we've gone over so far um it's a great little session um and I think it'll add value it'll cover a couple things we haven't hit on so far but it's a great review a great summary of the first part and then we're going to get into the 61 ways and then the uh exit strategies so outcome last thing uh Jay oftentimes in seminar

1:31:00NARS talks about the value of a um for for no more time you know little to like minuscule effort we can outsize the results we get and he uses the example of a handshake so oftentimes we think of a handshake is just putting out your arm and kind of an upwards downwards movement so that's a handshake we all know it um but would it make a deeper connection if if you know Jay kind of lean forward you know reached out grabbed your hand and kind of cupped it and and intently looked in your eyes and really was present just that act of presence that's for no more time but higher value right wouldn't you say that that being present in a handshake you know kind of being there would add value now you can even go further sometimes you can handshake maybe even touch a shoulder being present uh really listening to what the person is saying as they introduce themselves repeating it back to them making sure that you say their name correctly or if they hand you a business card to hold it in both hands to look at it for a moment uh you know and not placing it in your back pocket but putting it close to your heart these little things can make a tremendous difference in creating that connection so that was Jay kind of glossed over it today so I wanted to address that and talk about how for

1:32:39little to no time for little to no money you can have massive you know results and and insights from that so with that does anyone want to share an insight from today or to clarify that the outcome they want for their business um so the floor is open to you um i'm gonna read a couple of these as we were going through here uh yes again i'm gonna share that thanks scott because i think he did a great job um so let's see here exit strategies are oh yeah it's a great episode i'm looking forward to that one i want to hear it again it was so good darryl i'll call on you in a second um Keith i want to continue working on listening better to truly understand others that will help me with absolute advantage uh totally agree listening is such a powerful tool um how to become a better storyteller start forcing myself to use analogies and metaphors to improve my communications and emails videos pitches etc absolutely Carlos um powerful uh need access okay uh create a sustainable revenue generating systems from scratch on demand wow um let's let's bring you on so you can actually comment on this darryl so you should be able to talk um good stuff so tell me so what did you get from today darryl today's going on today's that i was able to pay attention to uh want to ever be so powerful

1:35:25um when i was in grad school i took a course on conflict resolution and just uh one of my biggest takeaways from that program was something i call laser listening um we often hear that one of the best ways to get someone to feel that you're listening is to repeat back what they said and i felt that that was cumbersome but in this course where we had to do this over and over and over again i developed what i call laser listening which is i'm not listening for the words you're saying i'm listening for the emotion you're sharing so it sounds to me like you've got a lot of benefit from today's session and that smiling adds tremendous value to life is that is am i capturing what you're saying darryl awesome and the way that you said that reminded me of something uh i think in shakespeare's time um shakespeare had 54 000 words that are used whereas in everyday conversation we're down to under 10 000 more of us to the 3 000 and i think one of the reasons why storytelling analogies and metaphors is so important is that not all of us share the interpretations of the words we're using and j has access to a shakespearean level of vocabulary and so by using it in a story or in an analogy or by using three different words that all similar things

1:38:33it allows us to track what he's trying to convey even if a couple of those words are outside of our vocabulary comfort zone which uh mind has been expanding tremendously just by being in j's presence so uh i don't know if anyone else has had this experience that when you're talking to people that aren't in a program like this they they ask you to define words i'm curious have you have you found that to be true darryl exactly if i can answer it okay well this i'm trying to sort this work category very relevant is current opportunity strategy okay um sorry for interrupting do you remember uh which small move big profits it was the modeling for millions uh amazon school i think so okay um well all of them are contained in beyond exponential everything that that uh we're covering in small moves is just kind of a i think a more relatable in some ways uh is kind of like glimpse into one of these bigger categories that we're covering um so anything you right is a part of beyond exponential if it involves you growing your business it's it's a part of beyond exponential so i think that what makes this program unique is is the foundation we talk a lot about levers but i think what we don't really convey as

1:42:04much as we need to is that in order for a lever to work you need a fulcrum and the fulcrum of beyond exponential is preeminence so and and that all that means is that it's a client centered course this course is designed to benefit your clients by giving you an insight into how to ethically advantage them so so that fulcrum needs to be in any kind of uh testimonial or thing so how has whatever you learned enhanced your preeminence i think that that needs to be a part of it and how does it benefit your client so your sense of the opportunity and the strategy so in the very first one jay talks about strategic thinking so in the first sessions jay really gets into being a strategic thinker um and and that is about uncovering opportunities as well so i i think that um yeah i i don't know if that that helped but i hope that it created at least some bedrock that you can build anything on as long as you keep it focused on preeminence i think it'll add value um did i lose it looks like i may have lost darrell um so uh if you didn't finish you can raise your hand again but uh if anyone else would like to add insights but i did want to keep keep reading here let's see i got back to okay there i am um so you're welcome uh hefis uh yeah

1:43:55trusted advisor is critical i also liked our little if you were focused on this we had a little talk about chris voss chris voss is an fbi negotiator and he has some very powerful tools about creating that connection quickly with someone who really doesn't want to connect with you and uh his kind of like theme is that for whatever reason most people don't want to connect you know they want to be doing their own thing so life tends to be an interruption so how can you make it less of an interruption and more of a collaboration and unlike most salespeople chris goes for a no right off the bat because he realizes that most people will want to say no to something because just in the beginning when there's no trust it's easier to say no than to say yes so great resource if you want to learn a little bit more about negotiation i suggest looking into chris um and uh great thing there um strategic outcome for me mia is working on becoming preeminent currently my clients like me haven't leveraged that to showcase results i get for them to position myself as the only yeah when you position yourself as the only choice for your clients awesome awesome jeff outcome uh loom views 10 courses for creating consistent and persistent exponential growth nice

1:45:23um the standard i like that for growing businesses in the 21st century it will require you and your team to integrate and implement j's teaching well you're doing it jeff i mean seriously man you're every week you are you're systematically putting this not only into place but putting it into play and i can't wait to hear more stories of the results you get from doing that i'm excited for you um let's see uh valerie create an unforgettable exponentially impactful and creatively epic client journey that is unparalleled beyond your clients wildest expectations hey carlos let's make sure we capture that right there that that's a good one um yeah great great outcomes um time management system results based get after it um and darald i hope that you saw uh carlos's uh little thing here you're welcome steven um drive safe everyone and uh oh yeah uh great i'm glad you heard the response darald and you're very welcome jeff so with that i unless there is someone else who would like to share an insight or have a question um we will come back next week uh to keep this momentum going and it's a great habit to get into and uh the next week is be ready with a checklist um because we're gonna cover lots of different ways that you can create advantage in your business so i like this

1:47:11amanda creating any kind of one pager powerful and the more you can clarify the better results you can get um awesome and uh same time same link uh and uh and then we are gonna share the chat i will leave this open for a minute in case you want to kind of review the chat but unless i see more hands i am going to thank each and every one of you for making this an amazing program and i look forward to seeing you all next week thanks again for joining us