Business Bucket List Bonanza — Session 3

Jay Abraham · 2020-08-31 · 2 h 6 min

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

2:07:08SUMMARY KEYWORDS SUMMARY KEYWORDS pivot, business, great, categories, preeminence, talked, sell, companies, good, product, clients, question, find, brian, kinds, working, put, people, strategic alliances, session SPEAKERS SPEAKERS Jay Abraham Welcome to Beyond exponential, this is going to be our third call together. We did have a, a pre call, pre call orientation. Today is August 31. So welcome. Jay will be joining us shortly. So I see people are coming on board, slowly. The Zoom takes a little bit of time to get everybody on. So what I'd like you to do is take a moment, gather your notes. Jay really wants to dive in deep into the reflections today. So if you can just take some notes about what you've gotten from everything so far, what are the biggest insights, what have you applied in your business? How is it working? So Jay wants to start off with a little bit of testing of this very program to make sure that it's working for you and that the implementing tations that you're doing are gathering momentum. Because at this stage, we should be moving forward and kind of gathering momentum. And Jay wants to make sure that what he's been sharing is getting implemented and used and is adding value. So this is a chance to make sure that your business is going in the direction you want it to be

0:00:04going. And it's a chance for Jay to look at how his categories are making an impact on you and your business and shifting it in the right direction. So this this morning is going to start off with a deep reflection. So again, I'm going to give you some time to take some notes. And to really reflect you can I see Chris's Santa? Hello, so hello. In the notes, if you have something deep impact, a big win, please put it in the chat so that I can start off with that and then when Jay comes on and about three minutes, we can get started. So I'm going to give you that moment and hold space for you to make some notes and really Session 3 - Business Bucket List Bonanza - 8-31-2020 Page 1 of 51 Transcribed by https://otter.ai get into this. Well, I may mention a few things that come up in chat because congratulations on using other people's money hoovy Hello and welcome. For those of you just joining us that Jay wanted to challenge you to take some notes about what you've gotten out of this course so far. So really dive in and good morning Garrett. Thank you for saying good morning. strategic alliances and referral partners good like this.

0:04:02maximizing human capital, great, Brian, I'm Jay Abraham here, everybody, but I'm just finishing two little functional things and then you'll be able to see me shave this. This is great. I, I did what you asked, and people are reflecting and taking notes about what they've dug into. And, of course, and they're putting it in the comments. Jay Abraham And everybody, remember this. This is a beta version. And we might actually do a second beta version just because Hold on. Let's see if I can find Oh, here we go. Because we want to get this right before we start doing the 15,000. So I want you to ask questions, and we have to review something and go back. I told Brian, I will most certainly do one or probably two extra sessions. It'll just be problem solving clinics. Want to get as much covered as much perspective as much content and then we're going to process to still probably do one more beta, then we'll get the distilled version, which will be the live one, which hopefully we'll be able to do soon. And then you'll all be invited to attend. And if you can't attend, you'll be able to attend by, by zoom. So today, and every day, I just want you to get the most out of it. And it has to be an integration. This is not consultation,

0:04:25somebody asked, because we're bringing some more beta testers on a little late in the game. And, and somebody asked Rob casati Well, am I gonna be able to ask you a Session 3 - Business Bucket List Bonanza - 8-31-2020 Page 2 of 51 Transcribed by https://otter.ai question every time I gonna be able to interact with him? And he said, Absolutely. You want to pay $300,000 for private consultation. I understand what it is, but also understand that I am unhesitatingly committed to giving you Each and every one more than you expect. But we have to do it in a process, we have to do it. Through sequencing, I need to get all kinds of different understandings into your mind. And then what we'll do is help you identify and to still divide and conquer, which ones are the easiest to do first, I want this to be the basis of our all new consulting process, which very frankly, is going to be a to z consulting flat easier for people like yourself. I just did some peppermint numbers waiting one minute in case I sneeze, and then we'll get started. And the first thing I want to do is get feedback, but I am going to sneeze. So I'm gonna put it on mute for a minute so you don't feel my pain while you're on mute. I want to start reading these to you so that you can get it

0:06:47Jay Abraham Okay, that's great. That's great. I just put a thumbs up. I'm gonna sneeze now some but you're unmuted, fair enough. So So give you kind of a rose shock of what people are experiencing. Someone had a, let's see who B had a big win with other people's money. Looking forward to hearing more about that. Steven, and I made jump around here a little bit. So I apologize. Stephen was talking about strategic alliances and referral partners where he's had his when maximizing human capital was from Josh. preeminence. Jeff Wilson got a lot out of that. Scott Bell was talking about Jay's conversation on front end offers and back end offers, made them go back and analyze what they're doing. And this came from the nine drivers on business. A vive was starting to figure who is his real customer great insight, is it the schools that buy educational program from them or other businesses that they can partner with to create unique offers? In schools, great insight again, and please expand so I don't mind reading, you know, multiple so who we've also said, We have great, a great product that is selling very good, but the leads were quite expensive from a partner. So they borrowed some money to advertise and with that his lead cost went from

0:06:5615% of what it was. So big win there. Um Session 3 - Business Bucket List Bonanza - 8-31-2020 Page 3 of 51 Transcribed by https://otter.ai so let's see here.

0:08:30Steven summers was saying, a realized we have the opportunity to be way more aggressive in a positive way to create more fun and buying relationships. great insight. This is great. Jay Abraham And I can't, my eyes are a little bit red from the fumes of my peppermint but if you'll open I can open my video. Ryan. No worries. Oh, let me let me fix that real quick here. There you go. J It'd be good now when you're ready when your I stopped watering, Jay Abraham Adriana. He never stopped watering. So let me open and see where we are old is talking about the importance of always developing a new product and service every year from the three advanced ways. So that's great. Jeff Wilson gave a big thumbs up to risk reversal. James DeWitt, maximizing other people's list. Fantastic. Session 3 - Business Bucket List Bonanza - 8-31-2020 Page 4 of 51 Transcribed by https://otter.ai Jay Abraham This is great. Are there more? Oh, yeah. You keep telling me. So Dave was talking about the distinction of risk reversal. And I think that they implemented a 14 day trial period working through what our actual long term value to make sure it makes financial sense. Great. JOHN. sighs Jay Abraham I'm thrilled. And my hat's off to you, Keith. Because you're still digging into those 200 questions from

0:09:48the very beginning and you're, you're uncovering how much value is hidden in each one of those. So great job completely. stirred his mind to look at so many different items, which is talked about? Again, Steven also realized that we haven't got enough of any real formalized peripheral systems in place for their existing clients. huge opportunity. Lisa, a couple things, more front end offers are vital. This is how we turn prospects into buyers successfully creating low friction relationships, getting more customers to refer putting in a designated referral manager or Jay Abraham misanthrope. Yeah, we're still going to have to starting to think about data around opportunities that will allow him to create offers to the audience. Some of the biggest benefits so far awesome. Who we've just released a new book and sold a few hundred on packing and shipping. Jay's idea of acquiring clients for break even made me think maybe of giving away 100,000 books for shipping. and handling. Good job. Garrett says Good morning. Hello, Simon talking about leaving voicemails that contain important information, no fluff give me a call back voicemails Garrett of finding many excellent leverage points via Session 3 - Business Bucket List Bonanza - 8-31-2020 Page 5 of 51 Transcribed by https://otter.ai

0:10:33LinkedIn. Chris, I'm in. I'm in coaching and thought about how to implement the three ways of increasing. I'm working on increasing the number of clients through media newsletter. They increase the fees and an implemented the free or implanted the frequency of the clients looking for more referral systems. Josh is talking about a 45 minute conversation he had with a prospects bookkeeper. And the only objection she raised that we have to be careful, this isn't too successful. So it doesn't leave you much business for a client. Oh yeah. I have Josh Bowen maximizing other people's lists again, we got a lot of these from the nine drivers that we did last week. Jay, right. Um, and they're going to be running quarterly virtual events for financial advisors over the next two years. Right? voicemails soap opera strategy was huge. That was from Scott Sylvan Bell, Jonathan, the power of dynamics suite of down sell options. All right. Garrett, started to leverage an employee here to focus specifically unsettle, sending initial articulate articulations of leverage points. Jeff Wilson is given a BIG thumbs, thumbs up on the soap opera strategy. Jay Abraham That's funny.

0:12:43Yeah. So that they're still coming in, but I got to the end of the list. Jay Abraham It's great. Well, first of all, that is thrilling. And what I'll do is I want to get a little bit of ground coverage and then we'll come to some of these and ask for more, more detailed sort of stuff. Sharing and also interpreting maybe what it might mean to other people in the group. But that's thrilling. And I can honestly tell you, I don't think I've ever had a group in anything we've done before that had that kind of expression this early in the game. So it's great. And then Brian, I think you already have the video from Saturday. I believe we do have your section correct. I think we just need to do a clip of it. No, Jay Abraham Session 3 - Business Bucket List Bonanza - 8-31-2020 Page 6 of 51 Transcribed by https://otter.ai no, no. Saturday, Saturday on Saturday with the lions. We need to get one from Jay Abraham for you have one as well right around. We have one but I want to get one from her that it's clerical. Follow up because we did a special I do something with Tony Robbins high end, lions. He's the ones that pay $150,000 a year to associate with Tony and they're pretty high, high powered. You know, just really interesting diversion of diversity of people, and

0:13:37we did a very interesting segment with them and we did a really good segment on preeminence, I want to do preeminence and we've got a slide deck created for it, but it might take the totality of a session to do it justice and I'm going to try I may or may not get to it today depending on how well we can work through some of the other categories but I will definitely when we get that the zoom from Saturday we will put it up as a special situation even if I cover it here because it was very well distilled and I think we did about 45 minutes Didn't we aren't Brian on the preeminence portion? Yes. Jay Abraham Yeah. And it was really well received and the comments were exceptionally good. So it'll help you from another gradient. We'll see how we get to now. And I apologize. I I live in California, I get up and I do all kinds of work and then I jump in the shower right before and I have my eyelids don't close. So I look like I've been doing drugs when I jump out of the shower, so bear with me. And then if I do peppermint, which gets my focus, it only exacerbates it. So it'll take a couple minutes before I look normal. So I apologize. All right. What we're going to do is just very quickly identify I don't want to go into but I want to

0:14:44identify the topics we have already covered. So that you can make a mental note, if you wish to ask questions, if you have any confusion or uncertainty, or if you have a profound insight, and we'll see how much of that we can get to but Brian, let's just go through quickly or did you already do it before I came on? Session 3 - Business Bucket List Bonanza - 8-31-2020 Page 7 of 51 Transcribed by https://otter.ai I did not do it before we came Jay Abraham here real quickly the topics, just the titles or categories so everyone can remember what we progressively covered so far. Sure. Okay. So the in our let's just do this. Let's go one more. So in our orientation we covered the geometry and growing your business beyond exponential. We got it. Jay Abraham Ryan you're either you're freezing or I'm freezing. Brian. Hello. It looks like Brian's rose.

0:16:21Okay, Brian. All right, we'll come back to what we covered. But I need him to get the slide deck up. Ready back. You get your freezing honest it might be your Wi Fi. If not, I don't know what it would be. Are you back Brad ryad technology Hold on, hold on, Brian. Okay, you there. Brian yes okay we didn't hear any of it you froze on us try to do it again but real quickly put up the new slide deck and nobody pay attention just listen just in case you freeze again so that I don't have to wait before I can start talking if you disappear on us in maybe you should turn your video off I guess you can if you're going to give me the slide deck ma'am. We should have a backup on that that somebody else at our office just because you're you're we're all more still more home and Brian is is as a residence at a very majestic part of the city but it's got shitty. Should you consider? Oh, you can share your slides with that. Okay, it says you can share your slides or that video. If you can do that. That's great. Do you know how to do that Brian. Did you freeze again? Brian Did we lose him now? Got Did we lose bread? Okay, he dropped out Jay Abraham cheese. Okay everyone good news is this has been so seamless it is not but hopefully he'll

0:18:03Session 3 - Business Bucket List Bonanza - 8-31-2020 Page 8 of 51 Transcribed by https://otter.ai come back if not, I've got on on on my phone the PowerPoint and so I can I can basically go through it with you and then we'll have to give it to you secondly, we'll wait one or two minutes max and then if not, it's not a problem. The only problem is you won't see it. All right, hold on just as a precaution. Okay, I'm going to do this for you, but bear with me. So look, so one of the things that I made very evident and I've tried to make it evident throughout is that you're working on levers levers, that can make your business more profit. To make it grow easier, faster, safer, that all of our personal life are driven by levers. So why in the world would we not want to harness the same thing for ourselves, we walked about incremental and exponential growth. We talked about the difference between beyond exponential and not and I listed the five categories. We showed you how it works. It didn't do this and I'm not going to we talked about Funnel Vision versus tunnel vision. We talked about constantly re examining your business on a multitude of different performance metrics, or our impact points. We talked about the mission critical function

0:18:03either you work harder for your business, your business works harder for you. Everything you do has the capacity to grow more exponential and produce a lot more yield, same time or less the same effort or less same opportunity or less same resource or less same market access or less same capital or equivalent or less. We talked about optimization, just reminding you talked about how each of the things I'm going to share has upside performance enhancement potential up to 21 times, although that'll be a rarity. But if you have 30, plus categories, and each one could be 10 15% more, and you only harness five of them in the course of this experience together, and then you keep iterating and expanding, sort of like the three ways to 10 1010 but it's far more powerful. We talked about the fact that I believe always in doing it with safety first you, you maximize what you're doing before you multiply and add new things. We talked about highest and best use theory. We talked about mine experience with multivariable testing we talked about a bunch of the ways that different test factors and variables could make a profile your background yes I'm already goodness you're rocking Jake he goes It's fine. It's good. So

0:21:12Jay Abraham we talked about we have 30 categories we're going to go through we showed you the handshake we talked about obviously the leaving messages. We talked about you becoming not linear minded but hyper operationally minded which gets you up into the certainly the exponential if not beyond that, we talked about our every transaction you do has different variable yields and also different values and you need to know what those Session 3 - Business Bucket List Bonanza - 8-31-2020 Page 9 of 51 Transcribed by https://otter.ai are. I'm going to cough so I put you on pardon me, kept hitting you on levers. talked about the fact that if you get these categories cross pollinating, it's going to be unimaginable. I think Don't know that we got big into pivots. Did we? Brian? Why don't we put we have a let's put the pivot slides up first just so I can get you each thinking about all the different pivots you can do and give you an insight that was profoundly evident and expressed this Saturday by because we use this slide, this slide sequence and it had a very good impact. Again, remember we use it or not, we're going to repeat it. So put the pivot slides up. Michelle, are you able to launch that? Jay Abraham

0:22:34You got Oh, you can't do it. Michelle. I'm just a little nervous because I think what happened is just I had too many things open on my computer at one given time, so Okay, so Michelle's Jay Abraham got it. Okay, cool. I'm working on it getting up. Yeah, we're down past it's, it's past. We built a huge potential slide deck just for today and go up all the way past preeminence Michelle. So I think she's On the one that I created, so the first one is a business model pivot. Jay Abraham But okay, all right. So let me stop for a minute. So we identified I'm going to do probably a whole program on this 15. And I think I actually left some off. Someone said I had 20 different Power Pivot possibilities, ppb. And most people think a pivot requires a whole abandonment. It could. But really, and truly what it requires is little shifts can have a huge Session 3 - Business Bucket List Bonanza - 8-31-2020 Page 10 of 51 Transcribed by https://otter.ai impact. So I want to slow down and Michelle, you didn't write it yet. I think I have Hold on. Jay Abraham Okay. I'd like to show it because I think rather than just articulating it verbally, if you see it, and then you go back to the slides, when we give you the replay, it'll have a profound

0:23:41impact on your thinking. Yeah, good. Okay, this is it. All right. Okay, so These are the pivot Power Pivot categories. But it's actually a misnomer because it's all one macro category. So let's go through some of the options that each of you have right now. And they aren't as hard to embrace as people would make you think because you don't have to do 180 to make a huge, huge, huge difference, or three or a 350. You just basically need to understand and analyze where your performance level is at right now. And see how much better you can pivot up at way higher, deeper. And you just think always in terms of, of the totality, I talked about a CAT scan perspective, the ability to look at it, you know, vertically or horizontally, diagonally You know, circumference wise and look at the totality of what's going on in a different area of your business life and see it from vantage points and dimensions. And, and a, not a screen but a what's the word I want to use a lens that is much more dimensional than your competition. So let's go through and show if you can, Okay, stop. So these are some of the categories you can contemplate pivoting in all for the rest of your business life of course, but examining and, and, and perhaps identifying

0:23:41the one or ones most appropriate to work on during the course of this beta test. And if we do another one, thank you. If we do another one, then you can do that. One with as we wouldn't charge you for another beta test if we do a second one and then obviously you'll do it one more time when we finally get the refinements. So first is a business model pivot. You change your business model. Is this really the first slide? I thought there was something yes to this Jay Abraham model and then I, okay, I think I might have left some up. So business model pivot Session 3 - Business Bucket List Bonanza - 8-31-2020 Page 11 of 51 Transcribed by https://otter.ai question whether your business model is the right model, if your business model is I'm going to sell a $5,000 item right away directly and there's an easier way just to either sell or get something ahead of that, that is less threatening or difficult for a prospective buyer to start a relationship with. You might want to change your business model. If, if you only literally feel like your business model Is to cold call. And there are ways to do all kinds of other means to get people to call you, you might want to change your business model or expand it. If your business model sells one thing in stops, not only do you might want to

0:26:21change the front end the ease of entry or starting a relationship, my hands out here you can see it. You might want to say, Well, why wouldn't we want to sell eight other products or services, either in combination, after instead, upsell down, sell posts out? ongoing, and then the business model might be that you have to create everything but maybe a business model is we don't have to create it. We just have to find someone else who's created something and produced it, but doesn't have the marketing prowess. Or the distribution browsers, or that the expansion browsers are the resource powers that we do and we can get control of it and be a benefactor to that other company because they'll never take it to the level we will, because they don't see how to use it. If you do a product or service portfolio pivot that we know these are interact are interrelated, that can be selling products that other people buy when they don't buy yours, could be selling products or services that are either way earlier in the buying cycle than your product or service. So you get a pre emptive access and oftentimes, if you sell something before you sell yours, that something absorbs and, and, and, and what's the word I want to use, not

0:26:21just absorbs, but takes The cost that you're spending for your product or service away, so let's say that your product or services, again, my hypothesis 5000 could be whatever it is, if you find that $39 or a very low cost, or way, or even a gratis way to give somebody something to start a relationship that has value and connects at and sets the stage for your expensive product, it might cost you a fraction of the cost to get someone to respond to get a webinar or a gratis report or console or a book or whatever you wanted to give them as opposed to the hundreds of dollars in the long period of time. It'll take you to start a relationship for 5000 We are a bit of a hypocrite. I never even When our publishing in our seminar business was doing, I 10s of millions of dollars wanted to be in those businesses I didn't because I was able to touch people like we're doing now, we're doing this for two reasons. We're perfecting it for consulting because we're going to build out a huge consulting business once I get all these refine. But the point I was going to make was, I tend to go right to the high ticket, I'm a hypocrite. I go to the 5000 or the 25,000 or the 300,000. But it's with acknowledgement that I just personally don't want to do it. It is not

0:26:21optimal for me. It is so decisively different that people go Oh, it's what why is he doing this but for you all, I would really want you to see you do this and figure out the highest and best way to get the most quantity quality of viable buyers in your, in your pipeline between In your sales process, and the concept of a funnel is it doesn't have to be a bunch of emails that are sent out when you get a, a, a inquiry or an opt in it can be a sequence of Session 3 - Business Bucket List Bonanza - 8-31-2020 Page 12 of 51 Transcribed by https://otter.ai purchases or contributions that you do. Depending on the market you serve. r&d pivot is got a lot of implications to it. It could mean you seeing your market examining and getting intelligence on what other companies in your direct field in alternative fields that sell products or services that people would buy instead of yours. In related fields that do something similar but not competitive. What are the products? What are the services? What are the marketing approaches? What are the ad approaches they are using? And can you embrace adopt, adapt extrapolate what they're doing over to you. Can you find if you only sell in a city or region or one category? Can you vine, other complimentary

0:26:21companies, there's contravened ORS that would share with you the cost of developing something, can you find people that already have something and you can acquire the rights or a white label version? I did something many years ago and I mean, I can't remember what I talked about. But if I talk about it, you know, get the connection. If I talk about it again, maybe we'll hold on one second. Just to give you a little feedback here so far, a couple of the big takeaways, um, people

0:32:40love your cat scan perspective. Jay Abraham But, but Stephen was talking about how the business model about adding more upsells and down sells to increase their cash margin. Ticket front end purchases is Huge insight for him. Um, Jess is thinking the product service portfolio is a big takeaway. Jay Abraham Glenn is like business models a big game changer for them. And then let's see, Dave was talking about a huge distinction for another department to serve as a purchase they are making that could lead to their marketable service and they're simply not tracking that. And so that's Travis and thank you and always intervene by the way for all of you here live. And for all of you who will listen. I hope by now I have established enough trust in your mind that you know that if I don't, if all we do slowly but methodically is penetrate your mind with these categories and we don't get through anywhere close to what I want in a Session 3 - Business Bucket List Bonanza - 8-31-2020 Page 13 of 51 Transcribed by https://otter.ai given session. You are the winner you're not the loser because I will make it up with extra sessions because this is A pilot and I'm just trying to see where the best resonating content is and my level of explanation. So you're always going to get rewarded never

0:33:07penalized even if I slowly only go through pivots or whatever. So hopefully, you have enough trust in my intention. And also, frankly, when we used to do $15,000 programs, we did millions of dollars every month and we think this will turn into a model like that, not the least of which will be the, the consulting business that evolves from it. So be comforted that you will never lose on this. The next is supply chain pivot. So I was going to tell a story. So many years ago, Robert Allen, a real estate guy and Mark Victor Hansen, one of the team that did Chicken Soup for the Soul partnered on a project it was a little crazy. It was called cracking the millionaire code and the concept that they had was they were going to teach people who had no money, no product service. I actually didn't even have to have entrepreneurial skills how to make a million dollars in a year or less without any investment or risk crazy concept. And they called me they decided they were pretty astute. If I said this before, it's fascinating here again, they decided to perfect their concept that they didn't even have a clue what it was in a $5,000 200 person seminar. But that wasn't even the coolest thing. They pre sold the book for a half a million dollars to

0:33:07Random House, subject to what came out of this seminar. Then they called me and said, you're going to be the key idea, which was hilarious because I didn't even it's not the area that I would normally operate in, but I decided it would sort of be a challenge. And so what I did, which was really interesting, was I spent two hours explaining to everyone this is years ago, but I think the analogy applies to our industry. Given that if they took any of the big categories of search, and they went past one or two pages, and they looked for what I call connectivity, logic, let's say progressive arbitrage. In other words, they found somebody who had a book on whatever the subject was, but they didn't have a seminar or training. Or they found somebody who had training but they didn't have a book, or they found somebody who had seminar and training but they didn't have coaching. Or they found someone who had seminar training and coaching but not consulting. And they would connect with them and put it all together and put themselves in the middle and that was the essence of my concept. There were 200 approximate people in the room who paid five grand there were other people speaking but I was the big con concept and I'm

0:33:07giving it to you and this much I went and showed on a screen, we went through examples analogies, I found people doing it to prove it was real and doable. If there were 200 people there 199 decided it was undoable, and they did nothing with what I gave didn't mean they didn't something, didn't do something with other perspectives that were shared. One woman believed that she could do it, she did exactly what I said. And Honest to God in six months made 1,000,002. So there's all kinds of ways to find products that exist. There's all kinds of ways to study other companies doing what you're doing, even if they're competitive and seeing what their business models are. You can't always see just by looking at their website, you got to basically put yourself on their list, see what they do. Session 3 - Business Bucket List Bonanza - 8-31-2020 Page 14 of 51 Transcribed by https://otter.ai maybe buy an entry level cheap product, see what follows. You want to really be be Smart, then you can go on LinkedIn. And you can look at all kinds of these companies, ex employees that had different different higher level, sales, marketing, product development type jobs. And if they're out of that business, you can contact them and pick their mind

0:33:07and pay him $100 or something for their time, and they'll be thrilled to and learn all kinds of things. But if you're not committed to intelligence gathering and r&d pivot, you're going to limit significantly your ability to really leverage up your business. Supply Chain pivot. Pardon me. This is pretty cool because it has many facets. Number one, you have vendors, if you practice preeminence, which if I haven't explained it deeply, we will. Both in this distillation I did Saturday and then I will give you all a bigger assignment which I'll do right now. If you want to take preeminence to sublime, you want to own preeminence in your category in your market in your, in your industry. Externally meaning to your target audience internally, meaning the way that your team gets motivated and maximize, you will first review what I shared already, you will second review what we're going to put up which is about 45 minutes and again, I don't have control over the investment you make in yourself and your business but we are giving you an enormous quantity of, of perspective, insight, expertise and connectivity along with explanatory detail. Then third, if it really rocks your boat, and you can see the profound, intangible benefit it can mean all the way

0:33:07through your, your business activities you will go to right now we're about to take it all off. We're going to stop giving all the free information because frankly, my intention was to be this great benefactor and I hoped a lot of people would come and avail themselves of the more advanced programs, but it ended up not doing that. And we didn't get a lot of people to gift it to others. So I'm going to take it all off and use it just for private clients. But right now it's up. And if you go to the 50 shades of J, there's probably eight hours of audio video on preeminence, there's probably 100 pages of explanation and examples. And there's a couple of actual industry applications that you can watch. So I'm bringing it's like the horse to water drinking. I don't know what level of explosive profit and business growth you are committed to yourself and your business and your team and your stakeholders to get out of that. But it's it's potentially enormous. So back to supply chain. you currently have vendors, probably, if you're preeminent, they feel a greater connection to you. That's why Did they add diversion to preeminence, if they feel connected to you, you have the ability to go to them and do three or four things one, get them to connect

0:33:07you deeper to their supplier if there is one, and get data that you can use in your marketing you can use as special situation. webinars right now to get your clients more understanding of what went into the creation of your product, the people behind it, how to use it more, what other clients are using it, doing it, sort of brainstorming and distillation of application. You can get the the, the, the the vendor to support your business more by alerting you to new developments first, giving you first writes two things, you can get them to apprise you of changes going on in your competition giving you ethical intelligence you don't want to be lower yourself to an unethical standard telling you if Session 3 - Business Bucket List Bonanza - 8-31-2020 Page 15 of 51 Transcribed by https://otter.ai sales people are frustrated or leaving or, or if the company's struggling so you could go to one of the things we talked about, or we will talk about acquiring other businesses or their assets. If you don't have a good relationship with your vendor, it's just average and you're just a commodity, or one of a bunch of customers not clients in their eyes, meaning they don't see a relationship of commitment, obligation and enhanced responsibility toward

0:33:07you. You can go to a competitive vendor, and you can show them that if they wish to find new marketing for you. Other marketing activities a salesperson on Online webinars anything you're not doing that if that works you will give them all the business that comes from it. It becomes more dominant as a major part of your business you'll give them all the business I've done that all over. You can use supply chain excuse me, you could use supplied yes supply chain pivots to gain lots of intelligence, about how about the companies behind the product or how they do it their their team so that you can tell stories about the products you're getting from them, particularly if they are unique and either exclusive or semi exclusive, so you can tell your story with more dimension. This goes into pre emptive marketing, which I have to explain remind me, Brian, I need to do a whole story on that and the Schlitz beer story but I'm not going to do it now. Okay.

0:43:52Jay Abraham So you can do all kinds of things with your supply chain. You can see if they have They know of either they have product service says that they are overloaded with that you might be able to either get access to at a discount or get access to on a deferred payment basis. The more they trust you and they are aligned with you the more economic advantage the more intelligence advantage the more financial support, the more the more superior, favorable attention you will get from them. I preeminence pivot, I teach preeminence, but I teach it in the macro way, which is cool, but I've never which I've been asked many times and it's just laziness on my part. You can take preeminence and then apply it in very specific you can have preeminence in selling preeminence in marketing, preeminence in managing preeminence in vendor relationships preeminence in positioning preeminence in marketplace contribution. And that requires you to take the macro and then mold it and distill it. And I don't want to do a lot with that today and I don't know if I want to do a lot with that on the main sessions, but I might if there's enough interest do a special situation session where we go into it for you. Next slide.

0:43:54Okay, target market. Go back. Is that the second one? Which one is that? Is that the second one? Yes. Yeah. Okay. target market, refocusing pivot. Most people in business, just Session 3 - Business Bucket List Bonanza - 8-31-2020 Page 16 of 51 Transcribed by https://otter.ai do macro focusing. They don't really concentrate on you know, they there's a there's a phrase, let me see if I can remember it. sort of the the statement that the religious statement, you know, we don't want to convert we want to convert the quiet we want to speak to the choir first not the heathens Well, many people run very macro ads with Facebook and such it's actually more targetable. But the more you understand who your prime buyer, your secondary buyer, what the what the go visions, what the denominators, what the commonalities are, and maybe there's different categories because you get them from different sources. But you might want to totally change how you target the market, targeting the market can be by better databases, better media, better, better partnerships, better identification. I'm getting ready as an example to do a joint venture with somebody who owns a huge golf enthusiast market, a database Many databases

0:43:54actually and we are forming an offer that specifically identifies a correlation if you are an entrepreneur who loves golf, you will be very motivated to learn this because golf is all about this and this and this and so is this category of business building. So first thing is understanding your own buyers better. buyers are normally a spectrum of different components. They are number one going to be macro but then as you start looking at it, you're gonna see different buying needs different categories of people, you might accidentally find that you own. A huge number of doctors or bicycle enthusiasts or because cross pollination and if you start spending some time or having someone care, who cares, spending time I'm sort of understanding deeper your buyer base, your active and even your inactive. And it's more about them more about what their interests, their, their responsibilities, their buying influence over their hobbies, their lifestyle, it gives you much better ways to target them. And most small medium entrepreneurs don't even think to go there. A positioning pivot. How do you position? I mean, I have a slide that I never used. Wait one second remaining. Okay, one second, please. I'm sorry, but this is a beta

0:43:54test and I don't write it down. I won't remember it. One second. probably wondering what I'm going to say. Okay, so I had a slide Live, which we were going to use when I did this presentation last week to Tony Robbins Platinum partners in Palm Beach, it was pretty interesting and the slide was an extension of positioning pivot the slide basically, it had three questions on it. What do you stand for? And you can answer that three ways. As a business before ways as a product or service as a as a CEO, leader, employer, inspire internal growth operative. What do you stand for in your personal life? The next is Who do you stand For, you don't know you can't really position right. And the next is why do you stand for that? And I don't want to go too deep into this right now because we have so many points I want to make in these 30 categories over whatever time we have left and the additional time I give you. But if you don't know the answers to that you are at a disadvantage your sub optimizing, you can't come close to operating an exponential level in position if you don't know the answers to those questions. The next is a marketing pivot. This has so many dimensions that's why I just go enthusiastically bonkers when I think

0:43:54about the leverage points you have available in your business that nobody ever ever Session 3 - Business Bucket List Bonanza - 8-31-2020 Page 17 of 51 Transcribed by https://otter.ai shares with you. So So, for example, your marketing pivot can be where do I market How do I Market What is my message? What is my offer? What's my call to action? What's my follow up? What's my what's my What are they going to see when they go to my on their own when they first check out my website they're going to hit and this is pretty interesting because when we started teaching about headline changes we talked about the fact that if you were doing a trade show exhibit you had a sign up that said Jay Abraham company, but nobody knew it, they would have no motivation but if the sign said how to multiply your profits, increase your sales, explode your your business value, all with no investment or risk you might be a lot more compelled if I go to your webs. Pardon me if I go to your website, and I just see a bunch of rhetoric that doesn't give me a really good huge benefit and doesn't engage me and show me incredible advantage value outcome protection, whatever the heck your your business stands for and that's the first impression

0:43:54that they preemptively go to even, you know before they necessarily hit whatever the link is to whatever the offer is. Then you might want to really question what it says. If you have a certain vision but the people executing it don't understand it. There is spork slippage in a car if you have a slipping torque converter, you your transmission can't really drive the carburetor much Brian knows that, don't you? Yep, that's true. He's got one of those right now. Marketing has many facets. Each one of these do and I hope you get excited not daunted because what we will do after we go through as many of the 30 as we can during the duration of our time together not today, but over the course of this beta program, and maybe the next beta that we do. I will help you spread it out. Look at viability In the meantime, I want you to basically process all this and realize that my wish for each of you is that you will understand what's possible now. And the dimension that's possible, but you won't get overloaded and frozen and paralyzed you will identify the easiest, fastest safest elements to do first, we're going to go all the way through a to z. But that doesn't mean that doing eight is the most simple, easy, safe, so you'll figure out what to do right away.

0:43:54That's the easiest the safest, the least time effort. No preferable investment or It won't necessarily be the biggest but that's not the goal, the goal is to see a win that that number one validates my worth to you. And second, validate your ability to do this and, and truthfully, the statistical probability of you executing any of these massively in the beginning is very low but that's okay. You're the rest of your big took it till you know today to get to where you are, if it takes you a year to to in not just to implement but then to upgrade and refine and improve as many of these as possible. So what the next is a branding and messaging pivot and branding is a little different than your positioning. How do you want your brand to be seen? What is your brand? And what are your brand? Are you the high end the low end the champion of the underdog, the elite? Are you the most complicated with all bells and whistles, the easiest one for the entry for the advanced I mean, if you don't know or you're not clear, or you've never thought this through in a more granular and nuclear way, then again your sub optimizing and everything I'm about is taking this current effort, activities and before you spend more

0:43:54Session 3 - Business Bucket List Bonanza - 8-31-2020 Page 18 of 51 Transcribed by https://otter.ai money, thinking about making each one of them produce more from the same time, effort, money, opportunity, people capital, or less, an SEO pivot, I am not skilled regrettably, even for our own account in mastering social media digital marketing or, or

0:55:47Jay Abraham is search for gang experts on I have one person that did 10 or 15 of the top technology companies and he's a colleague and I'm going to bring him on for a special session or part of a session we do, just to talk about it. And I'm going to bring Chris back. And I'm also with Chris. I'm going to hit Chris back with some very specific activities. And I don't know what that little thing on the left that just came up is. I'm going to have questions you pre submit and we're going to cover Facebook, Instagram, LinkedIn platforms. Some of these different aggregators, things that I don't really have the skill to talk about. Same thing with social movement, vivid competitive intelligence, pivot. This is, whoops, back, back back, please. Yep, stop, stop. JD You know, there is a lot of enthusiasm about you ask Jay Abraham for feedback. Yeah, great. I'm going to I'm going to stop on these before I go to the next category, even if it takes majority of the time because I want feedback because I think when I get people to slow down, they're able to go so much faster when they see internally, things they've never thought about that have enormous upside leverage, that they've never really recognized how that and were so competitive intelligence pivot. I

0:57:03asked people and and i think it did we give them that questionnaire, we use a 200 point questionnaire. Yes. And that someone was asking earlier is is how do you get started on a business model? And, and I was thinking that that 200 questionnaire is a great starting point to get clarity on where you are, and it also applies to some of these Session 3 - Business Bucket List Bonanza - 8-31-2020 Page 19 of 51 Transcribed by https://otter.ai others as well. Jay Abraham It does. But when we have a client, fill it out, most of them don't really have good answers. For the intelligence, the competitive intelligence, they have never really studied their competitor. They don't know what their website does. They have never talked to buyers who they have lost to the combat competition and seen what the competition does. They've never interviewed. The competition salespeople, they've never done what I say go on LinkedIn and see people who laughed and see if they can pick their mind. They've never tried to see what happens if you buy from them. They've never talked to the vendors about them. They've never talked to their industry associations about them, they just go on in their little vacuum and if you think about it, the more you understand about

0:57:54people who are taking business away from you. The more you can take it away from them by adding more value by marketing differently better by maybe adding more product services by fishing in different waters but you can if you Do that a lead generating pivot is somewhat akin to what I talked about earlier on front end back end. There are many ways to generate leads. One is to buy somebody and experience a console to webinar. The other is to offer something very modest one time for one of my gold clients, we gave free gold if they would agree it was it was conditional, they had to agree to talk to a salesperson for 10 minutes and we listed about what we took very small piece of almost foil gold and we and we it was extruded, we put it into a really cool laminated card and we gave that free if they would do this and we said at the end of 10 minutes, we will stop talking and we got 10s of thousands of leads. And we made millions of dollars from that lead, you know you've got there's lots of different ways to generate leads and we probably should bring bunch of people on your lead generating specialist, but most of them are going to be vertical. They're not to get leads on Facebook. And they're going to have one

0:57:54or two concepts. I believe you do a version of the power Parthenon for everything you do, not just in the macro sense, but if you have 10 ways of getting leads, and you have management procedures to keep advancing, enhancing them, bringing them together, following up getting them, you know, to the end game that you're after, and then you keep adding to the end game meaning right now you might have one product or service, then you start adding a front end and a back end. But then you might say, wow, I could add three more and that'll double or triple, not just the lifetime value, but it gives you double or triple the marketing budget because you're making so much more. And if you can't afford to fund that, all you have to do is be able to prove the yield in dollars in percentage and you can Run, you can go to anybody running ads to will do its seconds and, and hard money loans and show them that you'll give them three times as much with this with more safety. Because it's right, it's very quick yield. And you can get money all over the place. I've done it for clients. So lead generating pivots, there's probably 20 Session 3 - Business Bucket List Bonanza - 8-31-2020 Page 20 of 51 Transcribed by https://otter.ai

0:57:54different ways you could start generating leads that you're not doing now, from all kinds of categories or all kinds of of not categories but sources. Facebook, of course, social media, of course. Other you know, paid advertising on, you know, on platforms of course partner deals, of course, referral deals, of course. special situation deals Of course, deals you could get your your, your vendor or competitive You wanted your business to find I was in the gold business many different ways when I was younger. We did total about two plus billion dollars for the clients in about three year period. So it's pretty successful back then. And gold was only $300 an ounce and then it was up to about eight but it was never like now and we would get the gold sources back then there were a bunch before they disallowed it there were krugerrands there were Canadian Maple Leafs, there were branded branded versions from Inglehart and the reason that was important was when just for your own fascination, it's great. It's great understanding of great marketing. So if gold was selling for $300 in the bullion form, you'd pay a little premium to 3% you just get a bar of gold. That was just it was marked for as it's as a value, but it didn't have any

0:57:54premium value. But if you bought a cougar and or maple leaf, or a China, I can remember chinee Panda, they were able to command three to 5% more because it had a proprietary value. And where that was really important, let's take something small $300 an ounce, that's $15 an ounce premium, they were getting for gold that other people were only getting 300 plus two, they were getting five plus two, seven plus there. You know, there was hundreds of millions of ounces being sold. So if they sold 100 million ounces, at an extra $15 Premium that just went into their pocket. That's 1,000,000,005 and they might have spent, you know, 50 million or $20 million to promote it very powerful. A distinction and today I still think I don't pay attention to gold, I'm sure there's branded. And the same thing with when people sold what's called junk gold, which would be Ms. 6060 123. It had a little bit of premium value, but it really didn't have a lot of collectible value, but it gave the brokers an extra, you know, could it be an extra 20% on what was in essence selling a version of bullion partnering joint ventures strategic alliance pivot. Wow. You know, I think rather than getting into that we're going to do part of a session maybe today or certainly

0:57:54on the next segment on this LTV expansion pivot, that means your lifetime value. When you look at lifetime value, and you look at how it changes when you add a new front end or a back end or a new combination. And it changes everything if you can double the lifetime value by adding either one new product or service at the end, or one perpetual product or service, even if it's not yours and you partner, but your share doubles, the profit you would make on that buyer over the usable life. That gives your business a lot more value might put a zero on the end of its asset value, network, your network, your borrowing power, your value if you want to sell it or sell an interest in it. It gives you a lot more money to market on the front end because you're going to get it on the back end. And again if you don't have the cash flow to fund that you can easily show it once it's quantified and verified and and predictable to any of a number of financial sources who would put up the money for a high interest and or a piece of the upside, not equity or Session 3 - Business Bucket List Bonanza - 8-31-2020 Page 21 of 51 Transcribed by https://otter.ai equity but just a piece of the of the product. Put on that sale or that client and I've got all

0:57:54kinds of variations on that. So that's extraordinary. Next on, go to the 15.

1:06:07Jay Abraham Okay, and there another one is a strategy, we just left it off, right this brand because we have to add a strategy pivot. Most companies don't operate strategically. I told you that I think in the beginning of the nine drivers, they're tactical. And I think I told the strategic story if you literally start changing from tactical to strategic and everything you do, advances enhances this long term, game plan that you're working, you know, this end game and the end game can be until you, you know, you sell it, you get someone to manage it, you die, whatever the goal is, you're going to change dramatically what the business produces and generates for you not just in predictable, sustainable profit. But in, in, enjoy and, and and reduce stress because you'll have predictability, you'll have predictable results Hold on one second. So little notes, also, and I'm going to try to remember this because I don't want Michelle or Brian to have to find the slide. But somewhere in our categories, we have the five denominators of wealth. I'll try to remember them, but we're going to come back to them deeply. But I want you to know that as we go back to the pivots would have to go back to the slides, but just to have a

1:06:09refresher and before I go into Windows, a short term opportunity, I want to I want to have some some feedback live right on what I just covered. But there are five categories. There's probably more of wealth creation, that I believe you need to focus on what is his current income ways to make that Multiply and multiply and compound and predictably do so not radically. Second is future income being able to set up future income and that goes with LTV. It all is interrelated. But having product services advanced enhanced progressions, that you keep monetizing for a much longer period and when you have nothing else to sell, you introduce him to other products or services that other people have that you have generous participation on that are logical extensions. And I may have said even when people are done with what you you've got, they're still buying other things you've created trust, credibility and access. So you should really capitalize on that. The third is psychic. Well, I mean, if you're not getting a great robust and, and Tony calls it juice, I would call it just you know, mental psychic fulfillment, satisfaction. ROI out of what you do who you do, do it for how you do it, why you do it, how it's doing, then you're going

1:06:09to be under utilizing the greatest creative and strategic part of your being. And you're going to also be contaminating that part of the being of all the people who are Session 3 - Business Bucket List Bonanza - 8-31-2020 Page 22 of 51 Transcribed by https://otter.ai collaborators with you, your team members, your vendors. So you got to get that in alignment. The one of them is asset value, what the business is worth, same effort or less, same time or less, same everything or less, you can be just a nice income that keeps growing or you can have an asset that keeps growing by orders of magnitude more. Most businesses never sell. They don't sell for two reasons. One, they don't have systems processes. It's one of the, of the, of the nine drivers in place that worked for us. That you're not part of it, you probably should all read either the old or maybe there's updated versions of Michael Gerber's book called The E myth. But the premise is turn your business into the equivalent of a franchise, so it's not dependent on you. And that's what a lot of the top strategic coaches teach. I think Dan solvent probably teaches that but most people in small medium businesses don't really have systems that will keep working for

1:06:09them. If they take a month or two off, or if they never come back, and Burt, put a manager and if you don't do that, then you're going to be playing an ordinary income game. And if that's the game, you decide to play for lifestyle, you better increase your your income, cash flow a lot so you can deploy it into assets that will passively work for you whether it's real estate, whether it's investments, whether it's interest in other businesses, but if you don't do one of the two, you're going to really move or lose that I came up with to fit This one is brand new remember? Not off the top of my head, but it was a fifth one out in the

1:11:03Jay Abraham apple. I think it's windfall. Well, it may not be, but it's where you keep getting windfalls. But that may not be it, but we're gonna go to it later. All right. Before we get into Windows have short term opportunities. There's five of those. Let's open it up and let you give me some perspective on what your thought process is now versus what it was before I went into the pivot categories and again, I'm not in a hurry. I said this on this weekend. I don't know if I ever said it to you. Pardon my voice. I am fanatically focused on crock cooking. This knowledge is methodology. This integrative 30 plus category system of exponential profit and business growth but I'm focusing more on profit right now because it's safer and easier into your mind. If it takes longer, I have to do it slower and more methodical, it's worth it because just sharing a bunch of, of techniques that you do nothing with and it doesn't really penetrate, and it doesn't move you it doesn't galvanize you, it doesn't motivate you take action is a dual way. So it's a waste of your time with me and your money. And it's a waste of my time with you and my intention, which is to turn this into a commanding and, and outrageous $15,000 program and to turn all this methodology into

1:11:07Session 3 - Business Bucket List Bonanza - 8-31-2020 Page 23 of 51 Transcribed by https://otter.ai an asset that I can basically give to my family and my employees and team members that they can run with as a consulting firm, but it won't happen if you don't give me lots of feedback. So let's get some feedback. Right. So we're starting to get comments which is great. And I do see some hands starting to be raised. So go ahead and Jay Abraham when you do it, please remind us of the kind of business you Run.

1:13:02All right, I'm going to start with cloud cloud on partnering pivots and strategic alliances. Jay Abraham Great. Hold on a second. I think she may have dropped off. So I'm going to call on, Jeff. Jay Abraham Jeff. And I'm gonna ask you to unmute there, Jeff. Oh, sorry, cloud you dropped off. So keep your hand raised. Cool. Thanks. Session 3 - Business Bucket List Bonanza - 8-31-2020 Page 24 of 51 Transcribed by https://otter.ai I'm great. Jay, just as we fantastic. So I did a double risk reversal with a prospective client. And it was outrageous. And they said they still had to think about it. So what it was clear is that there was some other issue and it's really, that they just look at their businesses, a lifestyle business, and the idea of devoting any more effort to it than they're doing isn't on the table. So it really gave me the clarity of what what their motivation was. And what they needed. And that's probably not the right fit, because not every client is the right fit. Jay Abraham No, that's great. That's great. That's great. Thank you, Jeff, what do you think the lesson to everybody is, is that you want to polarize? I don't think you want to be. I think it's better to be loved and hated. Absolutely. You can be loved or hated, but not tolerated. Excuse me,

1:14:07most people unless you do something heinous, you know, they might do, you're not even gonna do a bad review. They don't do business with you, but you should know who you really want and who you don't want as clients and you should focus totally on the ladder. I mean, the farmer and not even worry about the ladder because they're not going to have any loyalty, they're going to be a pain and you know what, and they'll never be great referral sources or anything else. Exactly. There's a time earlier in my career, where I would have used every sales technique or whatever do accommodate that and address it and it would not have been the right way. relationship? Jay Abraham No, I think you're exactly right. That's great. Okay, great. So next iPod clock. Go ahead and unmute yourself. Jay Abraham I know are you you're mainly involved and and i think you're going to be very inspired Session 3 - Business Bucket List Bonanza - 8-31-2020 Page 25 of 51 Transcribed by https://otter.ai when you when you get a chance to study the previous three weeks. I think that we've done. Yes. And this is gonna be good. Where are you calling from? I don't remember your business. I know. Please. Hi, Jay. I'm so excited to be here. I got to see you last Tuesday when that was fun, wasn't it?

1:15:29Jay Abraham Oh my god. It was so good. It was so good. Tony and I are fun together. It's it's mental ping pong in the best possible way because you have entirely different swings. Jay Abraham Yeah. And that's and I think that's what makes it very valuable. Yeah, I agree. So the business that I'm in is delivering lasting love for your brand mission. We do products, we do retail, and we do promotional Quickly, we are 65% more profitable with retail and retail and e commerce is definitely leading the way. One thing that I discovered actually last week was the common thread with all of our things are is that the biggest accounts are celebrity driven movie studios, professional sports teams, and where are you geographically? So my business my headquarters are Los Angeles, but I am sitting in New York because I am a single mom with my boys. I'm in New York. Is that the pictures Jay Abraham we're looking at? Session 3 - Business Bucket List Bonanza - 8-31-2020 Page 26 of 51 Transcribed by https://otter.ai Yeah. See ya. Jay Abraham What would what would an optimal target client be? Who would do what you mean? Yeah, whatever, whatever is appropriate. don't reach any confidence. Okay. No, thank you for saying that. So traditionally, it really has been the movie studios

1:16:47and it's been celebrity driven lines that are based on E comm because these are people that ordered large quantities right and I don't want to touch anybody who wants a crappy pen for 100 pieces. Yep. Jay Abraham This is like now it's probably impaired. One of my one of my good friends is a high ranking executive at CAA, and I'm very aware of what's going on. Yes, yes. And so exactly on that note, this is how brilliant you are. I was thinking about strategic alliances, and I was thinking, well, people like CAA are launching all of these celebrity driven brands. But what I want to get underneath is the where we've gotten really great is helping startups that are heavily funded that have a celebrity spokesperson or founder Jessica Alba is the Honest Company. We are their longest vendor that they've ever that they have. Sarah Michelle Gellar has a company called food stirs. And so when we start with them in the beginning, we really offer so much extra value because we help guide them we help guide them with distribution centers, with delivery with value add with more products. And my question so where I've been thinking is when you said the strategic alliance pivot, the partnering pivot and joint venture I was thinking maybe targeting

1:17:14private equity firms that are really in the CPG space but but but that are like do good like, Session 3 - Business Bucket List Bonanza - 8-31-2020 Page 27 of 51 Transcribed by https://otter.ai thing. You know, my name is cloud My parents are hippies I've grown up with this great life. Um, but I just I want a don't want. It's what you said Who do we not want? So what I'm really clear about is the small orders or who we don't want the big orders, not only can we bring creativity, but we brought product testing for Sony, we know how to build stuff, right? It's great. I just I want the people who know how to order Jay Abraham because otherwise it takes more time. Well, let me give you only because of limited time on this but let me give you two thoughts that we will evolve over over the duration one is that your easiest greatest valued option in a A pivot is going to be to, to harness the value of influencers who already have access and either trust you, or you can win their trust. And I've had both I've had people that I served, be referral sources be access as sources. I've gone to people that didn't know me, and had to win their trust and been very comfortable saying, hey, let's do it this way I'll do I'll just be the investor in you. And if, if

1:18:42you gain enough trust and value and outcome, then get back. But if you do both of those concurrently, you're going to just kill it and I look forward but I have to get some more people on but you have a great enthusiasm in your in your voice and I'm glad that you enjoyed it. I was very pleased. I was pleased on Tuesday, those of you who are not Platts, or or lions with Tony every year he and I normally in person, do a day together of just wild pitch and catch where we let people ask questions. And we just go back and forth. And this year, it was wild because Tony built a studio. That's really amazing. And I actually flew to Palm Beach and we did it in a studio and it's just pretty. It's stimulating but it's hilarious because he's tall. I'm sure he dresses in, in usually shorts but jeans I have a, you know, a $10,000 suit on it. We come at it totally different, but it's pretty hilarious in the cloud. Yeah. Awesome. Thank you. Thank you. Good having you next. All right, I'm gonna call on john next. JOHN, get you to unmute.

1:20:34Jay Abraham Now every one of you with total heartfelt sincerity, but being a little bit ruthless, there's nobody listening that shouldn't have an impression and a deeply evolving thought from what I just did. And there's probably four or five more pivot categories that we left off that I will do next time. For you, but I'd like to hear I mean, I want to burn the whole thing. But if we burn the whole thing, but we get confirmation that it penetrated, and you're going to do something with it and think deeply about it between now and the next session, then I Session 3 - Business Bucket List Bonanza - 8-31-2020 Page 28 of 51 Transcribed by https://otter.ai achieved something. So let's get some feedback. Go ahead, please. Hey, john Bowen and Jay Abraham john. I didn't think you were gonna be on in person. That's great. Are you enjoying me? I am indeed and executing as well. So it's Jay Abraham all good. Yeah. And someday you'd have to do something cool together. But I'm thrilled that you're on this and I hope that I earned the value that you were looking for now and I did it to explore as well potential other things. I thought this would be a good way to do it. And it is. And so coaching financial advisors for the group and

1:21:39Jay Abraham and your very high end, the people you coach, you might want to tell them that they're good, but typically most of the coins We have earning over a half a million net income each year a lot over a million dollars. We have the privilege of working with the major brokerage firms and financial institutions. And we do kind of two we have what we call advisor direct where we work directly where advisors come to us. And then our business has taken off because of the Unfortunately, the pandemic we build out virtual events. And for some reason, there's more of a need for that. And so one of the things we did taking the Session 3 - Business Bucket List Bonanza - 8-31-2020 Page 29 of 51 Transcribed by https://otter.ai strategic strategic alliance pivot, we went and look to see who had the clients we would want to have. And one of the easiest ones to put together which we focused on first was a media partnership. Obviously publishing ads have gone down dramatically. So he did kind of a revenue share on On a series of quarterly virtual events that we'll be doing in this space, and we're kicking off the first one on October 1 and literally started marketing yesterday, it's really going well, we expect to have somewhere between 500 and 1000

1:21:57high end advisors there. Jay Abraham That's fine. Wonderful, john, as suggestion if you're so inclined, all of you. We have I mean, I got so many things that we do that I would fire myself because we don't promote it. But we put out a really wild podcast called the ultimate entrepreneur and it's usually not me interviewing anybody that usually me just sharing keynotes that I do because each one's different. And I did a two and a half hours a couple of weeks ago, for a guy that was doing a seminar on buying businesses usually with no money down but i i came at it differently about all the deals we'd ever done this with Rowan, did you know Jay Abraham No, I did this with A guy named JT fox is a little bit of a crazy man I just have with Raul and do I did some stuff with rolling for his same kind of thing with his epic thing. But this is different. I did two and a half hours of historic explanation of how intricately we were able to get jayvees that were not just superficial. Just a quick example, in the heydays of financial newsletters, john and everyone, this is interesting. It's not divergent. When newsletters first started the only people that actually subscribed were people that had money. They understood investing today very honestly, a lot of the and i and i know them

1:23:59and I respect them, the Gora type, most of them are opportunities to people that are you know, they're spending 49 or, or $99 and they're trying to get fast Quick Hits. But and very interestingly, what we found was which is really interesting, I could get I had brokerage clients go brokerage and I would go to newsletters and we would make deals that nobody ever, ever would do. We would become the recommended provider and when somebody signed up and became a subscriber, they would get a welcome kit from us as well as the newsletter all about hard assets, we would pay an underwriter to do for a quarterly special report issue of the newsletter on hard assets, including interviewing experts, john Session 3 - Business Bucket List Bonanza - 8-31-2020 Page 30 of 51 Transcribed by https://otter.ai who did not believe in into it had balance. We would underwrite events in the name of each newsletter that we would do regionally and we would pay for an iconic person, our person, our CEO of our brokerage firm would speak and the newsletter we give all the money to them, we would when their marketing when their marketing stopped breaking even we would take it over because literally, we got joint tenancy of all the subscriber

1:23:59names exclusively As long as we didn't use them for anything else, and we literally john would underwrite it, because if we were doing a lead for investing, it might cost us two $300. And be very, very slow to convert, if we lost 20 bucks bringing in a subscriber, and we knew that every time we got 10 of them, so we lost 200. But we were going to pick up two clients. It was cool. And then finally, when that stopped working, most of the newsletter promotions then and even today, are predicated on giving away, you know, reports, analysis, things like that when they stopped working, we would take the mailing pieces that paid, you know, 2050 grand for an eight caliber, they had paid an eight caliber copywriter and we would take it and modify it to a lead generator for us and it would still be great because we'd use the bonuses. I'm just giving you some a little more. Great. I mean, that's this. We're looking I'll Jay Abraham be back for good half hour. So if you go to I've already copied the link and I will listen to it. I Jay Abraham think it's worth it to you, john, because it'll blow your mind.

1:27:09I don't know if you can see the image, but I've already got it there ready to go with Session 3 - Business Bucket List Bonanza - 8-31-2020 Page 31 of 51 Transcribed by https://otter.ai Jay Abraham all of the ah, because we did. I mean, I was very proud of the fact that most people Oh, one more thing. If we were the first one to do anything, I would retain the right to bring them other things because I showed them that I had more ability to respect the integrity of the relationship and monetize it in more ways. So we turned that from not just being a static partnership with us, but also Carmen, Would you shut that door? I'm getting a breeze from it. Pardon me, starting my housekeeper, but we would also turn it into a distribution channel that we control jump to when you that part, I don't understand j Jay Abraham okay. So let's say that you bring Somebody a unique offering and it works very well because you, you, you execute all the intricate elements that I've talked about things like that. Well, part of the thing we did was in the beginning of negotiating, we would just have, let me give you let me give you a story, and then give you this The story is not at most people don't know it. Art Linkletter if you don't know who he was. He was at its at the

1:27:57time the most popular TV personality had four or five shows. And when Walt Disney did Disneyland, he was almost broke and he Art Linkletter was approached to be the host in the Grand Marshal when they did it on TV and they went crazy with it. And back then he was getting something like 30 or 40 or $50,000. To speak enormous amount because he was that popular and Walt Disney didn't have that an art said to him. It's okay. Just give me the Minimum scale because he was union like $200. But also All I want is the right to the photo booths at Disneyland. Mm hmm. In that little right art is ours because Kodak or Fuji whoever did it. So back to the ranch when we would negotiate jayvees if I was the first or the most unique in the category, I would say to the newsletter owner in this case, and once if and after it validates we would like the right to bring all kinds of other things to you because we will manage them better. And that simple request affirmed in writing. When we made the deal was worth millions of dollars more because then we could put anything else through it that we want it. That's great, great into a distribution channel, not just a strategic alliance. I definitely see an opportunity there. So thank

1:29:56Session 3 - Business Bucket List Bonanza - 8-31-2020 Page 32 of 51 Transcribed by https://otter.ai Jay Abraham you Listen to this. And it's a pleasure for me. Thank you very much. A couple more, please. And Garrett. Next. Let me There you go. Jay Abraham And remind us your business, please. Thank you. Hey, Jay. We are a business to business company. Hold on a second. He got Jay Abraham no, it's fine. Again, I'm not in any hurry, guys, each one of these categories is explosively powerful. So I mean, and trust me, you will not be denied access to everything I want to talk about, even if I end up adding two or three or four additional sessions. And by the way, next week, we are scheduled which I'm fine with, but it is Labor Day. So if there's a lot of problem with that, let us know and we can probably adjust that one session. I think it's Labor Day, isn't it? I think it just fell on that boat. If it's a problem for you all let us know and we can probably adjust the schedule. But go ahead. Did you find Gary Garrett's back. Go ahead, please. Session 3 - Business Bucket List Bonanza - 8-31-2020 Page 33 of 51 Transcribed by https://otter.ai Thank you. Hi, James. Good morning. All right. Great. Thank you. Um, this has been great

1:31:01today. So our company real quick sells capital medical equipment, new and refurbished capital equipment. We have about 25 major categories of equipment for hospital it Jay Abraham would range from just for my curiosity in like operating room equipment such as anesthesia machines, surgical tables, and is Jay Abraham there a huge market for for for use equipment? There is a huge market more than it's a multi billion dollar market. Wow. Jay Abraham Okay. Very good. And what's the scope and the geography that you that you market to? It's worldwide but our marketing is mainly mostly marketed to the United States. Because the hardest part of this is finding the supply. Jay Abraham Oh, the you need so your problem is not the demand there's there's more than enough To managers who's got the equipment that you can? Yes, Session 3 - Business Bucket List Bonanza - 8-31-2020 Page 34 of 51 Transcribed by https://otter.ai especially the good equipment. Jay Abraham So how do you find it? That's the challenge. We go to trade shows, we have our website, we email Jay Abraham and then ask another question, dare you outright buy or do you option and then try to show? Both. Okay, cool. So what's your insight? Well, the specific there's a lot of insights, this specific one is with respect to the r&d pivot

1:32:26point. So for getting supply, it's obvious we reach out to other companies that are similar to us but may refurbish equipment, we actually don't need refurbishing house to supply to a client of ours such as a hospital that's looking for, say a refurbished CRM, okay, and, but the insights specific to this is research setting a specific system to have forever every category we have in searching for the modality like refurbished, see arms, refurbished CT scanners, in saying who's not coming up on the first two pages, documenting that and specifically targeting them to partner with us via leverage point. So we can market their supply that they're not marketing low. Jay Abraham Session 3 - Business Bucket List Bonanza - 8-31-2020 Page 35 of 51 Transcribed by https://otter.ai I one of my really good friends is the former Chief Strategy Officer for Texas Pacific group and he used to run one of their holdings which was a billion dollar a year staging company, which is probably doesn't run anymore is probably at its best right now because they would do it. Yep. I lost you. I don't know if you can hear me Jay Abraham in the boondocks that had equipment that nobody ever was using fully instead of going to the big company. Because the big companies would charge them an arm and a leg, and

1:33:53what, you know, triple, but the little ones would be thrilled to let him use their equipment. And he had a really interesting network he built. But it's very interesting when you think the opposite of of everybody else. I love that. Thank you very much. And how big is your business? We have nine full time employees here in Massachusetts. And we are trying to scale massively, exponentially. Jay Abraham It's interesting it is, is what's the average unit of sale that you do? Wow. It's difficult, because it's everything. Question two and it's everything we do sales as low as $100. In the largest transaction we've ever done as a single transaction has been I think 240,000 Jay Abraham It's great. All right, the margins good when you when you reached out. They are Yes. Great. Well, you're gonna enjoy as we get into other things, and you might enjoy. We'll see Session 3 - Business Bucket List Bonanza - 8-31-2020 Page 36 of 51 Transcribed by https://otter.ai where we end up because I know We're getting close to the end. But I'm going to probably do an intro of this next category. And we're done. But I want to get much more. Thank you very much. Love it. Thank you. Thanks, Ryan. Just so you know, in the comments, a campaign has been started. So there are two

1:35:09hashtags for Labor Day with J. One is the American version, and one is spelled via the Canadian style. Next is Steven summers. Jay Abraham Hi, Steven. Hey, guys, how's it going? Good. Jay Abraham Great. So a quick question for you. We're looking to really expand our joint venture capabilities. And we need to bring somebody in tickle after this all day. J. Is there a particular training program we could grab from you guys that would we could give to this person? Yeah, Jay Abraham there's there's three and if you want me again, I'm trying to be very generous, but there's three that we have created. One is called. I'll tell you what the different ones are real quickly. I don't want Be self serving. But I did. I was going to try to create JOHN BOEHNER Session 3 - Business Bucket List Bonanza - 8-31-2020 Page 37 of 51 Transcribed by https://otter.ai who would laugh about this. I've done so I've done billions of dollars strategic alliances, joint ventures power partnering, endorsement, CO. co branding. And I thought about creating a management service, that would be the equivalent of wealth management, risk management. You know, it just those kinds of things, and I did a one time event in Japan, it was expensive five grand, we had about 300 people. And it was called the working title

1:35:46was how did mine manage, monetize and maximize other people's relational capital? And I think I covered about 150 categories and we did it once through translation, and it was too hard to cut the audio video so we just have transcripts, but we have the transcript Have that $5,000 program that we used to sell, believe it or not for five grand because it has a workbook and the workbook isn't great. But at the end of the workbook, there's a rough planning template that I created. It's down and dirty, but it gives you cool thinking process, then we have something called re escaping out sizing your business, which is sort of a six month process where I took a lot of those elements and worked with people and it was a $5,000 program. And then we just did a couple of months ago, a program that I had, I put a name on that I'm going to change because it didn't resonate the way I wanted. It was called the unlimited business checkbook. We're going to get into a little bit of explanation Not today, but on the next session. And it's all about taking a business and having it realize that there's no reason whatsoever to ever be resource impaired because somebody else out there always has what you're lacking. And all you have to do is Find a

1:35:46way to access it on some kind of a variable basis where you only pay for results or savings or productivity or profit or whatever. And that one I think we sold for 2400. But if you're interested, I could have Rob, work out some really, really cheap deal for you with all three of them and then you can play around with them. And there's also on Abraham calm, there's 290 minute videos that are summarization, their keynotes I did on something called mega partnering on this and you can read that and get a taste for it as well. Okay, but fine, Robin, I'm sure he'll make a deal and a half because I, I never I try to give away everything and then they yell at me, but I'm sure we can make a very attractive deal if you're so inclined. Next. Thank you time for Dave and James. So let's start with Dave. Go ahead, Jay Abraham please. Hi, Dave.

1:38:53Session 3 - Business Bucket List Bonanza - 8-31-2020 Page 38 of 51 Transcribed by https://otter.ai Oh, Jay, thank you so much. Just quick background, 32 year nonprofit Services space. As we grew into the needs in in rural West Tennessee, there was a need for home based care. Okay, so as a one of our service areas, we have a homecare business which contributes about half of the revenue to our nonprofit. Jay Abraham Okay. Is it is the nonprofit significant date? Our total total budgets about 5 million. Okay. Jay Abraham It sounds like it sounds like you do very noble work that's admirable. Well, and so what I'm looking at, especially during the covid, it reminded us of how uncertain everything is, but homecare never stopped. So that revenue stream was continual and really trying to amp up the opportunity there. And so one of the biggest takeaways from the day had to do with product product service. Basically, we are serving those with disabilities, who if you carry it all the way forward are likely going to need homecare. Jay Abraham Yep, that's a stood to connection. And so I'm sitting here going, gosh, we've got these this this giant funnel already and Disability Services, you play it forward 510 1520 who knows how many years? They're

1:40:03probably going to need us again. It's the question is, are we capturing that information? The answer is no. And so the other piece that we provide is refurbished DMA. Now we're not talking about fancy DMA, we're talking about shower chairs, yep, transfer benches, Session 3 - Business Bucket List Bonanza - 8-31-2020 Page 39 of 51 Transcribed by https://otter.ai potty chairs, wheelchairs, those types of things, which again is another indicator a purchase that happens prior to needing homecare is often some of these others and so I just want to say Jay Abraham that that is I love that. Thank you very much for sharing that and I hope you're enjoying this and I hope everyone understands that. I will. I'm like a bullet train. I don't want to go too fast because I used to do that and we have great we have 100,000 testimonials, but Most people just it was intellectual entertainment. And this one is very important to us that you really get it and that you do something with it. So thank you for for that. That really, that really delights me. I appreciate it. Thanks, Jay. Next, all right, James. Hello, How are y'all today? Jay Abraham I am very good. I'm thrilled when I hear people really getting this and and seeing how they

1:41:22can do something with it not just, you know, thinking it's cool conceptually. So tell me what your insight is James. Well, first of all, this is my first session. So we were one of the late comers. Hey, I hope you enjoyed it. have so far Absolutely. You're gonna love Jay Abraham what you missed and day and listen to it in the order you missed it and I'm going to do I think Rob has one or two more input weeks to try to get even more diversity into this that I'm going to do for you. All a catch up session or to Dave's or James, so don't worry about Session 3 - Business Bucket List Bonanza - 8-31-2020 Page 40 of 51 Transcribed by https://otter.ai it. I mean, just start with what you'll learn. But I will do a private little session with everyone that came in late so that you're, you feel very comforted and being integrated into it. Okay. I certainly appreciate it. I did spend the weekend reviewing the first sessions in order to try to play catch up. So I hope Jay Abraham that you really got something out of I did, I got quite a bit of notes, especially out of the nine drivers. So know the insight that I got today. And I'm thinking, you know, first of all, a little background, you did ask what industry so we're in the security

1:42:30system industry. So we do electronic security systems, as well. And what's the Jay Abraham scope? Where do you Where do you focus? Our approach our focus is primarily higher end residential with some light commercial. Jay Abraham Where are you geographically, James? Session 3 - Business Bucket List Bonanza - 8-31-2020 Page 41 of 51 Transcribed by https://otter.ai South Carolina. Okay. Myrtle Beach. Jay Abraham That's a great place to be. Yeah, I'm gonna do high end, that's a great place to be. All right. So what's your insight? I'm looking to do a strategy pivot to acquire more clients, you know, without giving away the farm, you know, with our businesses, it's a recurring revenue model, your money is really made on the back end. Yeah, so what we've done is try to lower the barrier of entry by actually providing the hardware at at or just below cost. That's my, you know, just trying to compete with other companies that are giving it away for free, we can afford to do that, and wait, the long term that it takes to break even and then you know, make a profit. So I'm trying to figure out a strategy to do that, and compete with companies that are like I say, that have given it away Jay Abraham and well and and, and because of the back end to things and we'll get into it as strategic

1:43:50alliances and referral generation, properly harnessed and in graded can just kick kick ass for you. So we'll try to spend some time on that in the next couple sessions. But thank you for joining a little belatedly. And I can promise you'll get a lot out of it. Thank you. Thank you said it, Brian. Hi, Jake. Well, that's all the raised hands. There are more comments. However, we are at 1114. So we have 15 minutes. Jay Abraham Session 3 - Business Bucket List Bonanza - 8-31-2020 Page 42 of 51 Transcribed by https://otter.ai Yes. I want to talk about the windows of short term opportunity add quickly. I've talked about it before many times. But I'm just shocked that nobody takes advantage of it. So I'm going to do it one more time slowly. And really give you all a lot of food for thought. So in any environment, there's always dynamism, dynamism when markets are rising and economies great dynamism, when it's flat dynamism, when it's down dynamism, especially when there's you know, A crisis like this and it's there's no, no. This is probably honestly the worst downturn turnaround I've ever had to work through with people. But if you look at it objectively, and you look at it nobley with a mindset of uncovering what I'll

1:44:23call arbitrage opportunities, opportunities no one else sees and capitalizing on them with with a mindset of contribution meaning by doing so you're actually helping the other side gain because left to their own devices, they're rudderless. And when you understand those two elements, it is very empowering. So I'm going to quickly identify these five windows and then whatever time we have left, pardon my voice you You can ask me any question about anything we have covered from orientation day to today, but not past that, because it's not what I want to focus on. I want to focus on what we've covered so far, but not just today. So the five windows that I think are very profound, and they're closing but they're still open. The first one and and john Bowen made a great case for this is businesses, media companies, associations, influencers are all more open today. They were more open probably two months ago, but they're still open to doing deals, joint ventures, partnerships, pay on performance deals, joint marketing, anything you can think of today because everybody is hurting. Very good. There's certain calories that are that are killing it, but the vast majority, their cash flow is down there, their buyers are down

1:44:23there. You know, their certainty is down if you can make compelling, logical and equitable propositions, you can get tons of people as an example. And it's shortened because we did it. I'm going to tell you the two things that happened. We about three months ago went to radio stations because I have a relationship with someone who has the mind's eye of about 12,000. And we offered to do all kinds of monetization for them on performance. We said we can get him revenue share for sales, we can get them lead lead payments, we can go to local providers and and workout profit shares, we can create it They can do and we got, like 100 that asked us to do it. I did something new for my own account where we had daymond. JOHN do do ads for me for referral mastery this $2,000 program that we created. And we have, I think 40 stations that are thrilled to run ads because they're going to get a very large share of the front end sales. But the point is, media companies that have the same market is yours. Organizations, associations, even restaurants, if you think about this, restaurants, who are hurting terribly, particularly if they're high and individual ones, they're personality driven and the personality has a very strong and positive

1:44:23relationship with the clientele and the clientele are normal. high end Thai people because the restaurants expensive and the restaurant if it has a database, he or she the restaurant tour is in a position that they can introduce and recommend a lot of different things and they're hurting tremendously. And if you give them an ethical and qualitative way to test it Session 3 - Business Bucket List Bonanza - 8-31-2020 Page 43 of 51 Transcribed by https://otter.ai could be huge. And again, if you do something with these companies do what I just telling john and make one more little addition and saying, by the way, if this works out, well, we would like the ability to bring you lots of other qualitative things, as long as it doesn't compromise the integrity of what you stand for. The second window of opportunity is that there are lots of people in your business and lots of people in these complimentary businesses, things people buy before, during instead, after that are hurting and they're on the verge of basically going broke. Some of them are Actually negatively cash flowing right now. If you can identify who they are if you can target them if you can then communicate with them and offered to purchase if you want the business but better

1:44:23purchases the assets because the liability is less the database, the URL, the intellectual capital, the ads, maybe the salespeople did we just lose j

1:50:32looks like Jays having the same issue that I had a little bit earlier. Okay. Okay. Well Michelle, do you want to go to that next slide? I don't know if you can do that. Just so that you can have a a kind of a visual of what he was going through. So he started off with deals are plentiful, he was in acquiring brand new brand or assets. Um, and Okay, so let's see. Session 3 - Business Bucket List Bonanza - 8-31-2020 Page 44 of 51 Transcribed by https://otter.ai Yeah, and then in response to Josh, we do live in a in a, you know, interesting area. It's beautiful. But sometimes we do have internet outages out here. So yeah, but there you go. Um, I heard a couple of things in the comments. One suggestion for kind of an action step is to really go through the 200 questionnaire, as a opportunity to kind of do a baseline of where your business is so that you could do a business model pivot. Um, so that was one suggestion for an action step we can take. And the other one that I believe Jay mentioned, is find one of these windows of short term opportunity or a longer term pivot strategy and take a step in going down that pathway. So I think Jay would really love to hear what steps you've taken to move your business in that direction. Now, the next One

1:51:01of the windows of short term opportunity is super skilled labor, labor. There are lots of people that are currently unemployed or underemployed. And if you have a business need for those people, right now, there is an incredibly high that. Yes, you are Jay and I started talking about super skilled labor labor. Jay Abraham Good. That's great. Thank you. I apologize. I came down late and I plugged in everything that I forgot to plug the damn power cord and it just went dead. Josh, any I plugged in a light turned on, I plugged in a microphone, I forgot to plug the power cord. You can go ahead and finish it. Go ahead. So there there's a huge opportunity for Super skilled labor. You can get on LinkedIn and look for people who are available. Um, there's a great market out there. So you know, Jay Abraham and a lot of me, let me amend it just so you're the superstar skilled labor has another Session 3 - Business Bucket List Bonanza - 8-31-2020 Page 45 of 51 Transcribed by https://otter.ai dimension to it. And it's really cool. And did you already explain why they're out of work?

1:53:10Go ahead, Jay. Yeah, I could take it from the top Jay Abraham so so what typically happens if there's 30 million people out of work it's Brian Bobby said it's polarized you know heavily on unskilled which I have empathy for, but it's not relevant. And then on the super skilled, what you have to realize is the super skilled got unemployed, usually for a couple of reasons. One, the function they were doing either became less less yielding, or that the company consolidated those functions second, that person was just too expensive on the payroll. What people don't realize is before he or she lost their job, these super skilled people had very tight, trusted, credible, direct Relationships with influencers, decision makers, CEOs, heads of IT departments, human resources, all the kinds of access vehicles you would love and you may never on your own get access to you can find them as Brian said, on, on LinkedIn, if you can compel them that your business is worthy in your product or service, whether they work for you or not, you can get them to introduce you to tons of their past clientele, if they don't have a non compete. Pay them very generously once they have trust in you and you can hit a home run. So that's the real opportunity brand. It's not just hiring them hiring them is great. But

1:53:13whether or not you want their their connections, their contexts that their employer decided to just throw the baby out with the bathwater, They're sitting around getting unemployment, thinking if they get a job, they might have to take a cut in salary before they get a job if you can it because they're not going to get a job with most people are not going to hire them to do to the same people what they did before so that those relationships basically become dormant, stagnant. You know, they diffuse unless somebody like you goes after them. And you can do this all over, it's just killer. The next is salespeople. There's tons of salespeople that lost their job because they their company, consolidated the product or service they were selling. Either wasn't sellable. If he had to come in, during a COVID or it was less responsive. These people are hungry and they're commission based and they're all over you can find him anywhere you want job sites, targeting by category or industry or skill set. And you can get them to do one of three things. First of all the three things that preceded the names in the category of salespeople, and secondly just sell directly for you. Now that you understand marginal net

1:53:13worth and lifetime value, you can overpay them. The last one is what I call option trading, but it's not really a stock and this is sort of entrepreneurial, and and a little bit ancillary. But you can get rights to intangible you can get rights to prospect lists that didn't buy you Session 3 - Business Bucket List Bonanza - 8-31-2020 Page 46 of 51 Transcribed by https://otter.ai can get rights to buyers that stopped buying inactive you can get rights to distribution channels, you can get rights to brand. Association, you can get rights to all kinds of things and if they're not rights that you want, you can flip them to somebody else for front end fee and or a very large profit share a couple of examples and I may have talked about them before is one of my former Lawyers when he stopped working for the employment for the company that I was working for, then he moved to Los Angeles. This is 2530 years ago. He he saw that there was a big overlooked opportunity at the Rose Bowl, the rose bowls where they play the Rose Bowl and they also play UCLA football games but most of the time it's not being used and when it is being used, it's for nighttime concert on weekends, but there most of the time during the week during the weekend, daytime it was

1:53:13just empty. It had massive parking. It had massive capability for exhibits and for stands and things because it's what they did during football season. But it was just, it was just empty and it was owned by the county went to the county and made a deal that on the days it wasn't being used, or the time periods on the weekends. It wasn't being used. He had the right to do flea markets and Give the county a percentage of the revenue that came in. And he had options to renew it every I can't remember the years where I used to know if if he hit a certain Mark he knew nothing about flea market management or anything. But once he got that and he had the ability to partner with people he went out and found the top flea market management firm. He flipped his right to them for 500,000 up front and percentages that made him millions of dollars. There was a guy in Australia did something almost as ingenious and I got tons of stories but we're gonna run out of time. In I can't remember was Melbourne, Sydney, wherever it was. There were laws, rules that said that it could not run. They could not do outside advertising on the office buildings. And this man that we added our seminars very ingenious. He looked at all the

1:53:13rules and regs and there is nothing prohibiting doing inside advertising out. He knew nothing about this, but he went to as many office buildings on street level that he could and he bought the long term PR rights to do inside advertising out for a certain percentage for a certain percentage of the revenue he could get. Once he had tied up a lot, he went to the big sign companies and flip that to them for the same thing or front end fee. And a percentage is lots of stuff like that. So that's the windows of opportunity. And I created this in the midst of COVID. I haven't even looked at it since then. So there's probably five more windows but think about what are the windows that will close but you can capitalize on now and in the process of doing it. You're not negatively exploiting someone or a business or or an article You're actually helping them because it the joint venture, if it works with companies is going to bring them more revenue that they need. Acquiring an asset from a company that's either on the verge of going bankrupt or is just bleeding is going to bring them if you consolidate it, or if they're additive, and they give you much more revenue that you can share in some kind of basis with that company and

1:53:13get them out of the yoke of overhead, that's killing them or fixed liability, you're doing them a disservice if you find a way to put 100 $200,000 rapidly in the bank account of Session 3 - Business Bucket List Bonanza - 8-31-2020 Page 47 of 51 Transcribed by https://otter.ai skilled labor that have relationships and or you hire them after that. You're bringing them great, great benefit. If you put sales people that are trying to find new jobs to work and you give them something lucrative they can do and then option trading, you're bringing your revenue to maybe two different sources to the The source, you tie up the option from the source that pays you to flip it. That's my insight for today. I hope this helps. So we at the end of our timeline, we are at the end of the timeline. However, I want to give a question back to the

2:01:10participants. It seems that, you know, we're always encouraging a emphasis on taking action. And it's so easy. I found in my life, to overcomplicate things get diverted, and try to find the next thing I can learn about because I just love to learn. So perhaps, ask a couple of questions. What is the easiest thing that you could take action on right now? And then, you know, maybe find your top five things that you could take action on? And then ask the question, is there an easier way to take action on this? Because there was a question here on, you know, do we have any compliance or legal guidance resources? Well, why not turn that around on them? What what compliance or guidelines, would you need to get started in a, you know, a brand, you know, buying or any kind of partnership. So at, you know, put the onus on the other party, you know, so that you don't have to do so much. How can you do it easier? How can you take action quicker, because we really want you to have a result right now. So give yourself not just one thing to do, but look for multiple options on how you can make it easier so that you're choosing the quickest way to take action at the highest and best use of the time that you have to take that action. Can you

2:01:10build on that, Jay? Jay Abraham No, it's great. There's some questions and even though we're at the bottom, if you want to do five or 10 more minutes, we can if there's questions, okay, there is one hand rate. So, Naveen, I'm going to start with you. Hi, how are you?

2:02:56Can you hear us? Go ahead and unmute yourself to me Session 3 - Business Bucket List Bonanza - 8-31-2020 Page 48 of 51 Transcribed by https://otter.ai Jay Abraham Somebody asked we have something but I can't see on my screen what they wanted. You know what they asked for? Um, someone was looking for books. They're out of print, which you've read over and over Jay Abraham scientific advertising my life in advertising the left and they might be back in print because somebody tried to print them a couple years ago scientific advertising my life in advertising, confessions of an advertising man. Let's see, taken at the flood, the Lasker story. Anything BY JOHN caples ca p L. E s, and anything by oh shoot how to make ads by Victor Schwab. I think it's as CW A B but it may be spelled differently any of those will give you great, great, great insight and power today. What are the other questions, please? Robert is available indeed Jay Abraham to meet davine didn't get a chance to talk. He said it was that accidental hand racing. Jay Abraham Okay, fine, Robert, go ahead. Session 3 - Business Bucket List Bonanza - 8-31-2020 Page 49 of 51 Transcribed by https://otter.ai Hello. Hi, Jay. Hi. Okay. Quick question. And last time we spoke about acquiring

2:04:16databases and lists from businesses that have gone into administration closure, Jay Abraham and you're gonna play around with a member Yeah, well, if identified a couple of companies spoken with them, because some some pretty good lists. Good time. I mean, what what the eyes like high end restaurants and hotels, and the other one is a catering supplier who supplies the hotels and f&b Jay Abraham those. Yeah. Okay, Joe, what's your question? So, if I was to get the list now, you know, obviously, I'm going to be emailing out to them and whatever I'm for if I'm not emailing As those original businesses, the receiver is going to see it as a cold email because it's coming out from me or another business. Jay Abraham So I would I would try to see again, I'm not a lawyer, I would see if you can get the rights to have it under the auspices of that and say can say it can have just like a lot of the newsletters will say this is either information or advertisement or offering from one of our trusted partners. It is not you know, you can say that or if you can get the personality that was known mostly to the people on the list to be the signatory. Again, from a legal standpoint, you got to make sure that you're able to email without it being illegal, but I

2:05:10mean, if you just have to add that as a provision that the trustee let you do, you can Say from the state of instead of from the company, you can do that too. Probably, I mean, I'm not an attorney, but see if you can find a creative way to associate with that, you know, with that, misrepresenting who and what you are, Robert. Session 3 - Business Bucket List Bonanza - 8-31-2020 Page 50 of 51 Transcribed by https://otter.ai Okay. All right, we'd like to. Thank you. You're welcome, Ryan. All right. Ah, it looks like that's the end of the lowered hands that we are kind of getting close to Jay Abraham No, no, this was a good session. And we got we're going to go into relational capital J. Bees. And some other cool things on the next one. And on Labor Day, maybe we'll do a special special working addition. Yeah, be fun. Jay Abraham Okay, everybody, thank you. And we'll talk next week. Appreciate it. Take action. And then Brian, call me in about four minutes. Okay. You got it. I need to find my phone but call me Bye, everybody.

2:06:54Thank you, everyone. Session 3 - Business Bucket List Bonanza - 8-31-2020 Page 51 of 51 Transcribed by https://otter.ai