[Music]
so how many entrepreneurs in the room
right how many of you your business
depends on money it's an interesting
phenomena my god tweeted to me this
morning he's like you talk about money
so much I'm like that it's kind of
important and he's like yeah but it's
not the most important thing I'm like if
you're in business is the most important
thing because if you have no money you
can't grow your business would you agree
and he said yeah but money won't make
you happy I said not having money won't
make you happy either pal okay
I'd fried poverty I tried being broke it
was a disaster of an experiment
how many been through the disaster
experiment okay or just enough money how
about just enough money you can't grow
your business with just enough money so
what I'm here to talk to you about for
the next 45 minutes and I promise you it
will go fast okay is how you grow your
business how you get in front of more
people how you get those people to want
to do business with you now
I've grown multiple businesses with no
money I've never taken a loan from the
government I've never used banks to
borrow money and I've taken ideas and
concepts cuz I didn't have any money
I've taken ideas and concepts brought
them to the marketplace and push them
push them into the marketplace until
somebody said I see value I'll give you
money okay if you're taking notes you
want to write this down when value
exceeds price people give money when
value exceeds price people buy things
houses are not selling yet in America
because the price is still above what is
the perceived value automobiles in
America are selling because value
exceeds the price right
blueberries are selling at some price
they'll sell at some higher price
they'll quit selling it's like how do I
make people want that blueberry that
house that car that chiropractor
adjustment the package the package of
the chiropractor the
the implant the $14,000 implant cuz I
want pretty teeth how do I get that done
how do I get somebody to buy your
marketing package or your social media
package what do I do with Twitter and
Facebook and LinkedIn and Google+ and
YouTube what do I do with them are they
just problems for me okay I didn't have
a Twitter account 15 months ago I was
just rated the top 10 business coaches
on Twitter and the number one sales
expert on Twitter for 2012
now I'm not bragging to you I'm telling
you how do you push into a space that
you've never been in and then dominated
that's what you want to go for folks you
do not want to go for competition in
this environment how many even frame
this you've been taught this you've been
educated competitions healthy come even
know that competition is not healthy you
do not want to compete you want to
dominate a sector Apple Computer
coca-cola Exxon Google what are they
what do they all have in common
pure domination not competition I spent
17 years getting a formal education
competitions good competitions healthy
for who imagine if you were the only
marketing company in the world is that
better than having millions of marketing
companies exactly
I want to own the sector I want to own
the sector I want somebody when somebody
thinks about sales training I want them
to equate Grant Cardone and whatever I
have to spend to get there I'll spend to
get there I want to own the sector
completely I don't want to compete in it
so one way you could own a sector is by
tweeting okay if you're not tweeting or
facebooking or youtubing okay or using
LinkedIn if you aren't using these free
mediums to communicate to the world
you're not in the game and you're not in
the game
okay now this morning if you look at my
Twitter account today because this is
more than just about selling and closing
a transaction if I don't have anybody to
pay attention to me I can't sell or
close would you agree there's nobody
here my hey man
good sales not a shut you down right now
Who am I talking to myself
I need people obscurity obscurity is the
biggest problem your business has there
is no bigger problem than obscurity it's
not money it's not financing it's not
price it's not value it's not package it
is one thing obscurity all those media
programs that you saw me on this morning
they all tell you that there's not
enough money the banks aren't loaning
consumers don't have confidence
people aren't healthy the economy's in
trouble dude none of those are the
problem the problem is nobody knows you
I don't know you man I don't know you
who are you right price doesn't matter
at this point value doesn't matter at
this point the package to offer the
problems I don't know you if you don't
know me you can't buy my books obscurity
is a bigger problem than money okay so
I'll go broke just trying to get out of
obscurity and I may use these free
mediums to do so so this is my point if
you look at my Twitter account this
morning which I can look from on this
phone how many of you have a smartphone
okay if you don't have a smartphone what
kind of phone do you have you got a dumb
phone no offense it's one of the two you
got a dumb phone you got a smart phone
now some of you got a smart phone you
don't know how to use it okay now I
drove from LA this morning and all I did
was beat this thing up because I want to
make Saturday my slave I wake up every
morning Mundy is gonna be my slave as
opposed to I'm gonna be a slave to
Monday see the difference I want to
master the day I want to own time I
don't want to manage it I'm not
interested in managing time I'm
interested in creating time okay
so on the way down here I'm using this
Twitter account there's 1 2 3 4 5 6 7 8
9 10 11 12 13 I'm sorry 13 in one hour
13 people are mentioning me on this
Twitter feed in the first in just the
last 60 minutes why why what am I trying
to do what am I trying to accomplish two
things I want to get out of obscurity
with people and I want to dominate their
thinking in any business is that doesn't
matter what the business is I'm a
chiropractor I need to dominate the
sector I want to own the sector most of
the time I'm advertising not for
customers I'm advertising to put my
competition on their heels right I
Britian let me see let me see where my
books are at one two three four I wrote
these four books since Lehman's
collapsed
since the Lehman's collapse that was
what 2008 I didn't write these books to
make money I wrote these books to put my
competition on their heels when other
people were contracting all I thought
was expand into it while they contract
this is your shot a domination would you
agree because I had a natural thing
going for me my competitors were backing
up while they backed up I just advanced
because they opened the door for me we
see the media the media in 2007-2008
were telling you what save money don't
spin contract the world's coming to an
end and everybody started backing up and
that's why the economy contracted but
Apple Computer what did they do
what does Mark zerkin Berger say over at
Facebook spend the money control the
space spend your money control the space
invest your money control the space
dominate the sector money is only for
one thing to own the space
right I got some money in my pocket
right here I don't know what I'm gonna
do with it it's no good it goes down and
value every day can't get enough of it
how many we can't get enough of it once
you get enough of it you find out you
don't have enough of it okay there's no
shortage of it how many agree there's no
shortage dude every time there's a
shortage open boy Benny Benny just start
sprinting there's no shortage of money
on planet earth but how many people do
you know how many people do you know
that
think money is a shortage there's
there's a shortage of money the clients
that you call on every day hey my
package is eleven hundred bucks and he's
like oh my god $1,100
oh my god I can't even imagine spending
that much money how many you got clients
like that and then you go into an
agreement with it yeah you're right
maybe my price is too high we should
lower our price how many of you got
employees telling you that let's lower
our prices once you just freakin close
the doors you can't get your prices any
lower than they are okay it doesn't make
sense to get your prices any lower
would it make what makes sense is to
build value because you can't grow your
business folks if you don't sell and
closed would you agree okay I lower my
price do people buy it you ever seen you
you lower the price and they still don't
make a decision so I know this in my
business it doesn't matter what I'm
doing I'm selling a wristband I got this
little wristband okay we sell them for
like 5 bucks or something there you go
it's it says no negativity on one side
and it says be positive on the other a
lot of you need this would you agree ok
so that's a $2.00 band
I've sold 70 million dollar real estate
I've been in a transaction the property
was mine three lawyers three real estate
guys on their side two accountants and
I'm by myself in a room first thing to
do they sit down everybody says hello
hello we pass business cards and the
first thing they tell me is this your
property's overpriced see it doesn't
matter whether there's two bucks or 70
million how many agree they're gonna say
what whether I'm getting a haircut right
for 20 bucks or 50 bucks or 200 bucks or
whether I'm buying a purse for $12 or
buy and one for 1200 this group looks at
me and says your price is too high I
said no you knew that before you called
the meeting you knew that before you
brought your freaking army in here now
we're gonna do this deal or not because
I don't have any more money to give you
now I want you to write this down
because I'm gonna use this in every
trans
I'm involved in somewhere in the
transaction when we entered the
negotiations I've sold the product built
the value solve the problem somewhere
when we start negotiating whether that's
two minutes or 20 minutes I'm gonna lay
this line out I'm gonna say I don't have
any money left to give you okay I'm
gonna make it clear I'm gonna literally
get altitude it's called getting
altitude in the negotiations I don't
have any money left to give you
okay if you're talking about a discount
more of a discount if you're talking
about a lower price to get this package
to get this solution to solve your
problem hey what are you gonna tell them
right now I don't have anymore money to
give you okay everybody try this I don't
have any more money to give you see if
you don't close that door they're gonna
keep trying to open that door would you
agree but you got to get sold folks you
got to get completely sold on your offer
your product your service what is it
you're selling everybody in this room is
in sales unfortunately in America the
word selling has become a bad word okay
but you can't get away from it would you
agree you're the dentist
do you need to sell man I want to fix my
teeth man how much is it gonna be how
long have you wanted to fix your teeth
my whole life I mean since the moment I
got teeth I've been wanting to fix my
teeth okay I mean I got teeth going this
way teeth going this way I got him going
back there ugly I need new teeth and
then you tell the guy it's 14 grand and
what does he say oh my god $14,000
there's no way I can afford that
and then the person pitch in the
presenting the product the solution the
implant says what what do we have to do
what can we do
what price could you afford what's your
budget dude all thoes are wrong things
to say would you agree same thing for
those of you who are selling marketing
you're going in and putting a package
together in the client says that's more
than we're spending now where do you
need to be what can we do you turn
yourself into a victim once you just go
stand on the 405
say hey run over me okay come on man hit
me man
see first thing you have to do is you
have to be completely I have to be
completely sold on my product or service
completely I have to understand that if
I'm asking this much money for my
product or service my product or service
is worth this much money or this much
okay
when somebody offers you $1100 let's say
your package is 1500 bucks and they
offer you 11 what did they just tell you
your pet your product is worth no they
didn't tell you it was worth 1,100 if a
guy goes into the bookstore in Dallas
Texas at the airport and buys this book
for 30 bucks what did he tell me it was
worth to him more than 30 more than 30
okay you want to write this down every
offer you get made every offer that is
made to you represents whatever the
offer was I'll give you three million
dollars for the property that means he
thinks it's worth more than three
million dollars nobody offers what they
think something is worth I paid X
dollars for this watch I wanted the
watch more than I wanted the money right
I give a homeless guy 50 cents what is
it worth for me to give him 50 cents
it's worth more than 50 cents or I
wouldn't have given it to him you get it
do you understand that I wanted him to
go away more than I wanted my fifty
cents that's that's the reason people
give people money you're not charitable
oh I'm helping a guy out did you gave
him a dollar you didn't help him out you
want to help him out give him 500 bucks
okay don't be acting like a
philanthropist oh I'm so good to people
did you gave the guy quarter you know I
care about people come with good dude
you don't care about anybody you're
trying to get rid of him
tell the truth man at least tell the
truth like when I go into a selling
situation I tell people the truth I
don't let them sell their program to me
oh that's more than we can afford okay
so what are we gonna do to work it out
man it's a solution for you it's gonna
create more business for you if you keep
thinking it's more than you can afford
your business is gonna stay small I show
a client recently a package it's an
$1,800 package the guy says but I'm a
little guy yeah and I ain't Obama you
want some food stamps you want some food
stamps to go what they offer dude what
do you think hoody I'm in business but
okay I'm fit it's a $1,500 package if
you got four people it's 1,500 if you
got 40 people it's 1,500 the fact that
you've you've decided to stay small
ain't my problem it's your problem I'm
trying to get you to freaking 40 people
you want to do this in my baby let's
roll huh you see because you but you
guys don't press like that you know why
cuz you're talking to one person you're
not feeling your pipeline up that's why
I'm telling you do you got it you got it
you got to use these terminals you gotta
use these gifts these people have given
you these gifts gifts Twitter Facebook
okay these are gifts these are some of
the best things I have ever been offered
in my business I have three Facebook
pages a Facebook page didn't exist over
a year ago it's got 75,000 people
following it it'll probably 80,000 by
the time I finish this seminar this
morning that Twitter link that Twitter
page did not exist 15 months ago there's
a hundred I don't know two hundred and
six thousand people follow me on Twitter
okay I owe it to those people to push
communicate information so twice an hour
all day long today somebody's gonna get
a tweet but you're bothering people
you're tweeting too much delay disappear
dude if you don't like my delivery
you're not gonna buy from me anyway some
of you in the room have already decided
you don't like me I'm too aggressive for
you okay then we agree on something
look if you don't like me you're not
gonna do business with me let's
determine that quick would you agree if
you're gonna take an ass whip and take
one quick find out quick right you don't
like me
congratulations there's been times
in my life where I didn't like myself
but I still need to communicate would
you agree I still need to get attention
because if you don't get attention
you're done okay four steps it's not in
my powerpoint so I want you to write
these down four steps number one the
this just label this success if you want
to be successful you must go through
these four steps I didn't know this
until it's 51 years old I'm 54 years old
I learned this right after the collapse
of LeMans okay four things you must do
you have to do to become successful
regardless to your product or service or
whatever you're doing number one you
must get attention you have to get
attention hey got your attention didn't
I it doesn't matter whether you're your
you're a homeless guy you know the
panhandling or you're selling a seventy
million dollar deal got to get people's
attention everybody great gotta get hey
you watching me man hey I'm selling a
condo in Tucson Arizona though I'm
selling the woman the woman's in
complete communication with me she's
talking to me we're talking her
husband's sitting 36 inches from her he
won't even look at me
I'm one minute into the presentation I
like hey what's happening man what's
happening to do what's up what's up you
don't look at me you don't talk to me
you don't listen to me you your eyes are
glazing over you look like you're
unconscious what's happening huh
because the truth is if he doesn't talk
to me now I'm losing the deal anyway if
I'm gonna lose the deal I'm losing it on
my terms not his terms okay write this
down as a side note if you're gonna lose
the deal lose it on your terms don't
lose it on their terms you're gonna lose
the deal so what I just want to lose it
on my terms
is that too aggressive not if you want
to dominate your sector it's not not if
you want altitude it's not anybody can
do this once you're sold how many
believe this if you're completely sold
on your product and service as a value
you could do this you would be
aggressive if you're not sold you're not
gonna be aggressive open I'm not an
aggressive type you are when you're sold
okay remember when you were three years
old you were aggressive then weren't you
how many of you got kids huh hey
give me that right now I want it right
now kids two and a half years old kids
don't sell kids clothes they don't
thought it was selling I got it I got a
three year old right my little girls
like I want a jelly bean right now I'm
like baby baby baby just for crying
right out the gate I'm like dude dude
slow it down a little bit baby you got
to go through some steps man like don't
go straight for my throat man just set
me up smile at me papa you're the best
give me a jellybean or I'll tear this
freaking place apart but you know what
the kids got and then I would never want
to get rid of her in her is that ah
everybody's got that what happened to
you lost it
would you agree you lost it somewhere
because when you got into school they
sat you in a chair for 50 minutes and
said don't move don't talk and if you
got a question raise your hand your mom
told you don't put your finger in the
electrical socket they had a swimming
pool at the house and rather than
teaching you how to swim they put a
freaking gain around it to keep you out
of it everything was stopped your
parents taught you don't touch yourself
before that they said don't touch that
don't touch that don't touch that don't
touch that that's not yours and then
they added quit touching yourself dude
it's mine you were telling me not
to touch this little guy over here cuz
it's his property okay now I can't even
touch my own damn property and you know
what I'm a grew up I'm gonna be 40 years
old I'm no wonder people are walking
around like this I can't catch anything
I can't reach have it heaven forbid if
anybody tells anybody who you are
attention first thing you got to do is
get attention the Kardashians are great
at this they're unbelievable when Kim
gets her divorce what six or seven
months ago I told my wife I can't wait
to see what she does next the chick is
brilliant people hate her guts don't
they she is freaking brilliant
she takes she's a magician she takes
nothing and turns it into money that's
what you need to learn how to do
that's what magicians do right hey I
take nothing an idea and ideas nothing
would you agree accept what an idea
which is unbelievable and for anybody to
diminish what that chick does you're
confused if you do you're confused
you're confused because you want to do
what she does okay first thing she has
to do is get attention look at my big
ass huh spike this
[Music]
anything to get attention why she's
trying to burst through the noise in the
universe this annoys the universe would
you agree it's a big unit this should be
nine hundred people here today but
there's not why because they got caught
up in the noise they didn't get caught
up in the price in the ticket or the one
hundred and eighty nine dollar room
those are the excuses they made not to
come here because they got oh my kids
it's noise I couldn't get away I
couldn't get a sitter it's noise man oh
my gosh we don't have the money because
Fox TV convinced you you don't have the
money
Fox CNN CNBC MSNBC those are the people
you're competing with not not another
Direct Mail company your biggest
competition is the Anderson Cooper on
CNN Suze Orman Suze you know Suzy does
everyday don't spend money don't buy a
car don't lease a car don't rent a car
get rid of your husband
everything says what backup retreat what
does Dave Ramsey say all dead my friend
Dave Ramsey all debt is bad debt all
debt do coca-cola's got 14 times more
debt than they have revenue caterpillar
has 16 times more debt than they have
revenue you want to grow your business
you need debt right
I got an American Express card in my
pocket I put all my expenses on this
card okay is that bad that's not my
problem
in comes my problem would you agree the
more income I have I can handle that guy
so I put too much money on my card no
you didn't do you don't make enough
money right
you want to increase your income which
means I got to sell and produce you
can't grow your business without selling
and producing without closing
transactions it's impossible you guys
want to be business owners I'm an
entrepreneur I'm a CEO I'm the banker
I'm the Comptroller your salesperson
that's what you are you just need to
call yourself what you are and make
every department responsible for revenue
get everybody pitching your product or
service get so sold that everybody
including the non sales people are
selling promoting marketing growing your
business by closing deals this is a
training pole that we did this is sales
training pole we did on LinkedIn you can
do surveys of LinkedIn for free okay it
says in which area would you like to get
more training number one category
staying motivated
how many degree that's a big problem in
your company just keeping people
motivated every day excited and focus
number two steps to the sale only 8% of
the people responded and said I need to
know how to handle the steps number
three product knowledge where the most
companies spend all their time training
people product product product product
that's not your problem okay
this is what people told us 1,100 people
answered this bowl handling objections
25 percent closing the deal 23 percent
if you take closing the deal handling
objections and attitude they make up 86
percent of every that's where I need
help rules of closing looks number one
rule of closing okay let me finish those
four steps first I know you we're amid
that okay number one attention everybody
agree you got to get attention how could
I do that radio TV I could become an
expert I could write a blog I could
tweet I could put something on Facebook
I could go knock on a guy's door I could
follow somebody home I spent three hours
working with them they didn't make a
decision with me they leave my office
and they go home I follow him home would
that get attention well I could never do
that why couldn't you do that that's
what made it that's what makes an
entrepreneur an entrepreneur
get number one attention number two you
must get criticism you must get
criticism you have to get criticism
criticism it is is it's a via you have
to go through this door most people want
to avoid criticism would you agree
I need criticism you can't you can't get
the positive without getting the
criticism if there's if there's a
thousand people in the room I need five
hundred to criticize me in five hundred
to love me okay like like three hundred
eleven million people who lived in the
United States my goal right now over the
next twenty years is to get a hundred
and fifty million people to hate my guts
cuz if I can get 150 million people in
the United States of America to hate my
guts the United States of America will
rain treasure on me number one attention
number two criticism number three haters
you got to get some haters you need
haters no school is gonna teach you how
to get a hater okay high school
elementary school colleges what do they
teach you want to be the most popular
person now you want haters okay the
companies that are hated are the
companies that are exploding
the people that are hated are the people
that explode if I don't hate you if
nobody hates you nobody knows you so the
reason I'll tweet for instance when we
started we had this that newsletter that
I sent out okay we send it out every
week we were hitting people once a month
and we started getting complaints you
send stuff out too much my office came
to me we went to twice a month they came
to me we have more people pulling off of
the newsletter good double up again why
I want haters okay so we start sending
out one every week and then I started
Twitter account I actually had people
write grant cardone
social media people grant cardone is an
example of what not to do with social
media
I said freaking just multiply
just increase it okay we were doing like
four tweets a day good due to an hour
why because I want my competition hating
my guts someone I'm talking about me I
mean I don't really want hate people to
hate me you understand what I'm saying
about I want them so so energized that
they actually start pushing me they
start promoting me and the fourth thing
is admiration that's where you want to
be I mean ultimately you want admiration
right you want people admiring you how
do people in my er you they buy your
products I admire you so much I want to
give you my money I admire what you're
doing so much I give you money how does
the charity work how do how does the
Cancer Society work I admire what you're
doing so much I'm gonna give you money
and get nothing for it same thing it's
all the same folks it doesn't matter
what you're selling insurance
chiropractor II marketing campaigns
social media support you're selling
tickets to a seminar it doesn't matter
your kids your kids selling lemonade
doesn't matter
can I get attention can I stop that car
can I get them to criticize me hey your
eliminates too much look if you're gonna
tell me it's too much let's make it 20
bucks right
you're the homeless guy is he gonna get
attention maybe most homeless guys don't
they sit on the curb you pull up to the
light he's too far away for you to help
him how many of you seen that before and
he's sitting there with his sign and
you're like I'd help you if you were
closer if you weren't so lazy I might
actually help you see but that's how
businesses operate too they open their
doors in the morning they turn their
lights on and then nothing else happens
you got to push into it okay
so here's some rules of closing a
transaction because if I get attention
and I get criticism and I get haters and
then I get people saying dude you're
good I like you you're the man okay and
then I don't push to say let's do this
if I don't push to a closed right if I
don't make somebody get the book do I
help them impossible impossible to help
anybody if they don't get the book
I don't help my somebody by writing a
book I don't know
anyone by putting a book on the shelf I
help someone when I'm like get the book
I'm in an airport true story I'm in JFK
I'm walking through the airport I don't
know how many of you saw that JFK flight
they got down by Birds
any of you saw that a bunch of black
birds hit the right engine of a 757 out
of JFK and it had to do an emergency
landing I'm the guy that video dad okay
so the point is I'm going through JFK
right before that I walked through JFK
this book is in the bookstore a guy
picks the book up closer Survival Guide
who would pick that up salesperson he
turns it over what's he looking at he's
looking at the price I said hey pal let
me tell you something I walked up to him
attention I said pal let me tell you
something if you're gonna make a
decision on the 30 bucks you'll never be
a millionaire ever in your lifetime
in fact three lifetimes with with
hyperinflation you'll never be a
millionaire why do you say that because
you're worried about 30 bucks sure I did
I signed the book first I'm a sign this
for you see that's where I closed him I
didn't close him when he went to
register I closed it before them you
don't buy a book for 30 bucks did you
don't come to these programs for
whatever it cost you didn't come here
for the 500 or 900 it cost you would you
come for I buy a book I'm looking for a
million bucks in here 10 million and 100
million I'm looking for that
billion-dollar idea I'm looking for that
motivation that excitement I'm looking
for that encouragement to push me into
the marketplace so I can use my gifts
how many of you have potential greater
than the potential you're using good it
is your ethical obligation it is your
duty and your responsibility to fulfill
your to fulfill your potential
that's your obligation okay highly
successful people are not doing it for
the money if you talk to them if you get
intimate with highly successful people
you're gonna find out they can't spend
the money they have now
if we're talking about money they have a
potential and they feel like they're
right here you know if we could talk to
Steve Jobs today I bet Steve Jobs would
say never fulfill the gap this is what
drives you
would you agree this is the ethical
thing the ethical thing to do is to push
the ethical thing to do is not to get my
book in the store is to make sure this
guy that looked at it touched it got
close to it brings it home my next step
would be to make sure he reads it the
step after that would be did you
understand it
see I don't want him to give me $30 I
want I want to give him a million if
that's my intention I can close the deal
but you got to know the rules of closing
for selling is not closing
you know mentors a man like Brian Tracy
and Tom Hopkins I've studied for years I
love these guys but the truth is they
mix two arts into one and they shouldn't
be selling selling is one thing
presenting promoting marketing building
value closed in a transaction is
something completely different would you
agree I already sold the real estate
when we had the meeting with the three
real estate agents a couple of
accountants and the principal when they
come into the room
man 72 million dollars is a lot of money
you guys knew that before we came here
we're gonna do this deal or not we're
gonna do it or not cuz I don't have any
money left to give you
you know I wouldn't have come here if I
thought you were looking for a discount
see that what I'm what am i operating
with they came to that meeting knowing
the price knowing the price I know they
think it's worth more than that
regardless of what they tell me how many
agree with that they wouldn't agree to
this meeting if they weren't looking to
the future for that piece of property
you understand what I'm saying
I need to fix my teeth it's $14,000 okay
oh my god no no no no no no what you
thinking about right now you need to be
thinking about your teeth that's what
you need to be thinking about not the
money okay you're not getting look you
not gonna get the teeth the job you need
without spending $14,000 it's an
investment in your future so you got to
close the door on this price thing
number two closing is for them it's not
for you
meet close and her on those teeth is for
her it's not for the company how many
believe this we get $14,000 that $14,000
will be gone faster than her teeth will
she's gonna have these teeth for a
thousand years she'll be dead in a box
and still have those teeth right number
three no value until the close takes
place there is no value exchange 2k you
need really need to understand this
closers are not a bad thing shutting a
deal down is not a bad thing in fact
until you close until you get somebody
to say yes to you and give you money you
have not been a value to them hey would
you do with that client today
well I informed him on the product how
many of you got people like this oh I
did a great job they like you they love
me did you close them no then you didn't
do anything for him
I go to Best Buy and the guy tells me
all about whatever the camera and he
doesn't shut me down did he did he give
me anything of value didn't I spent an
hour with the guy he told me all about
cameras what's the exchange the time he
spent with me I could have done that
with my daughter I don't need you
spending time with me I need you to
finish me I need you make sure this
product goes home with me would you
agree if you think this product is a
great product then make sure it goes
home with me
insists that I take it once you got my
attention
even if it requires you to get criticism
and even some level of our I hate your
guts for a second and then they buy how
many seen people actually go through
that come in show an interest you got
their attention they start to criticize
you you guys took you along then they
hate you you taken wait too long and
then they're buying from you anybody in
a room ever had that experience
repeated the woman that I'm married to
wouldn't go out with me for thirteen
months I lived right here in La Jolla I
lived here for twelve years left my home
here sold it to go find my wife in LA I
met her the first night I was in LA I
went up to her I pitched her hey I'm the
best guy in the world okay turned her
off completely
good I'm already at step two now I gotta
get her to hate my freaking guts okay
see look man I found a target I found
the girl that I wanted right I found the
girl that I wanted
I don't lower targets I'd blow my brains
out before I lowered my target I tried
lowering targets it doesn't work here's
the target don't lower the target that's
my target I got to accomplish the target
I'm gonna increase activity until I hit
the target if I got to go through
criticism and hate fine 13 months I
called her twice a month for 13 months
her friends called me grant you're just
starting to stalk her I'm like it ain't
stalking if it works if it works we
gonna have babies okay number four
objections are not objections most have
you been taught that it's an objection
the price is too high the payments are
too high we never make a rash decision
these are not objections they're
complaints I never ever treat an
objection as an objection I handled the
complaint man your price is too high I
agree with you sign right there
everybody try this I agree with you no I
didn't say like that I said I agree with
you sign right there
14 grands a lot of money for Keith I'm
with you everybody try this I'm with you
sand right there see I don't handle the
objection because it's not an objection
it's a complaint oh my gosh man it's
really hot outside today hold on let me
call God and see if I can fix that why
don't you try to handle everything
my wife says before she's my wife she
tells her friend Erika he's too sharp
okay what else did he say
what else does she
say he's not my type what else he's the
business guy what else he's too
conservative okay when we going out when
am I gonna finish this okay let's roll
dude who are you oh I'm sorry I didn't
get distracted by your complaints
because I'm willing to go through the
criticism you ever seen an ugly guy with
a beautiful woman anybody in a room ever
seen an ugly guy with a beautiful woman
some of your room like yeah that's me
yeah I got one room they doneall good
for you man
get some teeth okay number five number
five here price is a myth price is a
myth okay you need to firmly understand
this concept price is a myth these are
five of 20 rules that we teach on
closing price is a myth it's a myth for
every one of you in a room that's on a
budget if I was closing you on my
product and you said to me but I'm on a
budget how many of you hear that every
day what do you know about a person that
says they're on a budget need more
income what else seen it good I agree
with that what else you know about him
not selling enough what else do you know
about her something else she know about
him they got money and what else do you
know about him say again know the
budgets already broken they came to you
with a broken budget so what do you know
about somebody's already got a broken
budget do they buy from everybody but
you everybody you get it so I'm in a
closing the guy's like dude that's more
than our budget sign right there
what do you mean sign right there did
you how'd you get over budget you were
over budget before I got here I'm not
the problem right I'm taking a guy out
we're selling the guy a house okay his
new payments gonna be four grand his old
payments 3,200 and we have him approved
by the bank and him and the wife are
like we can't even afford what we're
paying now
what do I know right now look if you
can't afford either one of them get the
one you want see because that's stay
logical I stay logical in the clothes
okay you want to write this down stay
logical and unreasonable stay logical
and unreasonable there's a difference
between being logical okay and emotional
you don't want to get emotionally in the
negotiations I don't get emotional with
people I stay logical look sir ma'am if
you can't afford either one of them you
can't afford the 32 you can't afford the
4,000 get the one you want how many
agree that's that's a survival more
survival than staying in the one they
can't afford maybe if we move the family
into the house they really deserve maybe
their income will come up okay you're
sitting there you're selling it's trying
to sell a guy on marketing campaign but
your campaigns more than the guy I've
been using did the guy you've been using
have gotten you the results you want
okay you know why because he's not
getting enough money from you his
programs a grand my programs ten grand
his programs month-to-month my programs
two years you know what the difference
is I know how to get results and he's a
freaking amateur he's an amateur if he
wasn't amateur you wouldn't let me walk
in your freakin office today you've met
him and you've met me you know there's a
difference I'm gonna get you results
sign right there who are you man I wish
my people could do what you do
admiration let me agree with that like
when I'm in a selling situation I want
them to want to hire me not buy for me I
want to penetrate past I want to
penetrate past the transaction and get
into the relationship the decision
phenomenon okay number one the buyer
decides to take action you got to know
this there's a phenomenon in every sales
transaction the buyer decides to take
action before anyone ever asked them to
buy just think about your own life when
you went to buy something you were in
Macy's or Nordstrom's
how many would agree you found something
on a rack and you're like I'm buying
that
before anybody was involved in fact the
person when the person got involved they
actually slowed down the process the
person in Macy's could have walked up
and said you're looking at something
have you made a decision yet yeah I'd
like to take this home with me
it's a possible but what happens they
add time to the process because they
never go for the clothes this is called
the decision phenomenon ask the customer
have you made a decision yet it might be
your opening line when you go in to
present to somebody even before your
presentation have you guys made a
decision yet is there any chance of
somebody agree to an appointment for
your presentation and they've already
agreed
they've already they've already decided
to do business with you is that possible
good but you know what I gotta do my
presentation I must bow you you don't
have to build value from closed right
I'm in a Porsche store up in Westlake
California I find this car I want this
Panamera I'm like dude I love that car
let's go for a ride I don't want to ride
it dude I want to buy it I don't want to
touch it I don't want to sit in it I
don't want to hold it I don't want to
stroke it I want to tear it up let me
write a check and I'm gonna take it home
and I'm a see to see what I can do to
freaking just tear this car up and you
can't be with me we I gotta show you a
car I got a demo no no bro you need to
take my money take my money let me get
out of here okay are you willing to do
as we come to a conclusion here are you
willing to do whatever it takes to get
somebody's business without lowering
your price a client tells me recently
they want me to fly out and speak to
their company I tell them what my fee is
that's ridiculous
I said now man let me tell you what
ridiculous is okay first of all I'm not
charging you to speak I'm charging you
to fly all the way to Baltimore and all
the way back and then I need tools now
to justify why I'm worth that much money
everybody great first I know he's got
them
he is the decision-maker it won't break
his company I'm gonna help him more than
the money he's gonna give me but I need
some gimmicks some tools to show him why
my price is what it is can you roll that
video if you're not first you're last
okay can you tell everybody tell me
puppets all right to go say it's all
right papa who let the dogs out huh you
want to see Mickey Mouse say let's tell
Mickey Allah that sits on YouTube that's
it thank you that sits on YouTube that's
Sabrina by the way that sits on YouTube
and I use it with clients okay in the
last 24 months we've dropped about 700
videos on YouTube to today every day
we're just dropping video all the videos
me I'm talking to people I'm giving
people information what am I trying to
do get attention I can then store that
on YouTube for no cost I can store it on
YouTube and what can I do I can store it
there and I can use it when I need to
that URL on that video just do a crying
baby clothes search crying baby clothes
on YouTube that's where you'll get the
information
folks what I want to tell you today is
this become a professional it's selling
and closing a transaction your business
depends on it your clients depend on it
okay selling a
not a bad work go to India go to China
they love salespeople there why because
they know they can't create a middle
class without it the middle class has
been created in America now it's being
destroyed it's being destroyed it's
being literally pulled out from
underneath you right now you don't want
to stay in the middle class you need to
get above it that is the only solution
to what's happening in America right now
you need to get above the game
these one-percenters that are so
supposedly hated look you want to be in
the top 20% of the earners in the United
States it will be the only people over
the next ten years that are safe I
promise you so we put a couple packages
together for you it's all my books audio
I might need some help on this Jessica
and then I'm gonna give you we got a
free gift to give you at the end of this
break there's two packages we put
together for you my books no no no Jared
we're yeah buddy there you are
okay we put two packages together for
you one is my book and audio program
selling and closing they're separate
arts and audio this program right here
it has 826 I promise you it'll be the
best closing program you have ever
listened to in your lifetime okay
there's eight hours of information 126
closes and this goes over 57
fundamentals of selling anything to
anyone these two packages on my website
by themselves or 1100 bucks we're doing
the books and the audio for 397 they're
helping me out now what we did in
addition to that was we took my other
two books this is a book on prospecting
if you're not first you're last is the
New York Times bestseller the original
title of this book was don't be a little
but the publishing company wouldn't go
with the title how many you think that
was a better title than if you're not
first you're last come on and pitch is
not an egg that's not a curse word by
the way I looked it up in the dictionary
it means don't be a whiner and you know
what they got a lot of whiners going on
in this in this economy right now and
this book is called the 10x rule okay
this book is actually out sold this book
and it's about how much effort
it's about domination how much effort
you have to use to actually get your
product or service or your name or your
brand into the marketplace I use this
book the concepts of this book to get a
TV show and I didn't know anything about
getting a TV show zero I didn't have one
connection in LA or New York and got a
TV show using the principles of that
book also we included the audio programs
for both of those and a 13 deep 13
segment DVD program there's a three
thousand dollar program online 13
different DVDs do you get the books the
audios the DVDs and the price and only
have 20 of these is no your product $897
okay this is normally this normally
sells for $4,200 so I got 20 of them 20
of each program once they're gone
they're gone thank you very much for
having me here today god bless you have
a great great 2012 thank you very much
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