Grant Cardone Millionaire Now
Wealth Creation Formula
Money Psychology
Money Mindset
Playbook
Revenue Formula= Leads x Customers x Margin x Frequency
Value Formula (V(f)-Cost(f))C(f)=Value
Tony Robins Money: Mastering The Game
Financial Seniority
Financial Pitfalls
Make Millionaire Decision
Millionaire Math
Millionaire Income Targets
Identify who has your money and go get it
Increase Income and Stay Broke
Save to Invest not save to save
Create Multiple Streams
Repeat 1-7
Create Income
Increase Income
Save it All
Invest
Create Multiple Flows of Income
Increase Those Flows
Save
Invest in Your Big Deal
Increase Number of Income Flows
Repeat
The Outer Circle MasterMind
Money Mindset
Money Motivation
Money Skills
Inner Circle Money
Building Your Money Making Machine
Bonus
Figure out What first or goals first
ok to feel embarassed and turn into your ally
-re frame to push you to get better
-use it as to why you will succeed
upgrade your knowledge and skills
do you want to? commitment
-consistency
get the garden right first
mindset
skill set
action set
trade your time for money
put your money to work
Money Management
Principles
Biz
GRANT CARDONE’S
12
COMMANDMENTS
New Millionaires Every Day
Top Sales Secrets
Closes
All Objections Fall into
4 Categories
The Urgency Secret
Sales Principles
value force
sub by cost force
mult by c force
Carl Icahn
David Swensen
John C. Bogle
Warren Buffett
Paul Tudor
Paul Tudor Jones
Ray Dalio
Mary Callahan Erdoes
T. Boone Pickens
Kyle Bass
Marc Farber
Charles Schwab
Sir John Templeton
Increase Income
Tax Reduction
Spending Discipline
Cash Flow
Income is King
Income Increments
Spend 95% of Your Time on Income, 5% on expenses
The 40% Rule
How to Use A Credit Card
Pay Yourself First
When to Use Debt
Meet the Weekly on Your Money
Stay Broke
Money Shortage Mindset
Looking at Prices
Worry About Money
Investing too soon
Investing too small
Diversifying
Tax Advantages
Speculating
Excessive Trust in “professional”
Introduction
Seeking Comfort, Not Freedom
Diversification
Depending on One Income Flow
Comparing to Others
Investing in Trends
Trusting without Proof
Saving to Save
Pretender Spender
Mistakes
didn’t change anything
pie in the sky
no math
don’t remove blocks
didn’t add skills
spent money on things vs tools
Income is most important part of any business
50,000 x 20 years
100,000 x 10 years
250,000 x 4 years
1mill/ 8760 hours = 114/ hour
20,000 / week
2,857 / day
possible paths
Process
Vehicles
Step 1. Make a list - of qualified buyers
Step 2. network…with the qualified
Step 3. Raise Money
Step 4. Sales funnel
Step 5. Make an offer/ask
Step 6. close followup and repeat
must be obsessed about income
cut costs to bare necessities
surplus monies go untouched
spend nothing
What can I sell?
What are our assets?
know your investment
no guessing
no gambling
look for sure thing
for sure thing
knowledge
skills
tools
…for more income from the same flows
continue to add multiple flows
active
passive
repeat and expand
what can you do right now to increase income?
cut costs to bare necessities
surplus monies go untouched
spend nothing
What can I sell?
What are our assets?
Vehicles
Add other products to your first business
Increase the first flow, don’t look for a second.
Make your first flow bigger, make it juicier, I want you
to increase the intensity of it. Don’t even worry about saving right now—all you
want to do is get a job and increase that income flow
Don’t let your wealth depend on one income flow that never
increases.
You won’t get to wealth without saving it all.
Save for the big play. You won’t make it to
wealth without sacrifice.
Be a miser early in the process if you want
surges and spikes in wealth.
You won’t see surges in income un8l you become a miser
Rate your purchases from 1 to 5. Remove the things you don’t need.
At least 500k
Most people move to this step prematurely
and end up broke.
You are puqng money away to make surges in wealth, to mul8ply money. The
first thing you must do is commit to money. You must say, “I want to be
wealthy!”
You won’t create wealth without learning how to invest.
If you invest for a rainy day you’ll be broke
when a meteor hits.
There are only two reasons to have money: 1) buy essen8als, and 2) invest to
create new money.
But how do I take liNle to no money and
become wealthy?
Don’t expend your money, expand it.
Add other Businesses related to your main business
You cannot depend on one flow of income to make it BIG
Your first flows of income must be symbio9c.
Keep your mul9ple flows within 3 feet of you.
You must be able to control the space around
you before you can go wide.
sold cars
Product:
-financing
-white label product
Marketing: leads
-service and repair
-warranties
-referrals to other companies
commission
Internet Sales/ Affiliates
Network Marketing
salary
Almost everybody has two or three flows to
start with. Look at every flow you have.
How many flows of income do you really have?
What do you do to increase these flows?
You have to get into sales.
So now you have a couple flows going, two, three, five, seven… as long as they
are symbio8c you are going in the right direc8on
• Communica8on
• Mo8va8on
• Branding
• Marke8ng
• Going Wide
This is not the stage where you worry about
making products beNer.
Don’t try to reinvent the wheel—learn how to sell the wheel to more
people faster.
Revenue can solve all product problems. Put all
your aNen9on on it.
Who’s got the money to fund my projects? Who can help me hit my targets?
What are my targets? How many units do I have to sell to hit that target? You
must keep aOen8on on this. What’s the target for my department with this
product or service?
Who do I have to make contact with on each of these flows? Evaluate each flow
constantly, looking at the flows and how they can go wider and wider. I’m telling
you what I was doing when I was twenty-eight, twenty-nine and thirty. I didn’t
own the company I worked at. I’ve increased my flows. I’ve started to invest a
liOle in my 3 foot space that I talked about earlier. I’m just trying to make those
bigger. Those investments are flows and I want to increase those flows.
“Who’s Got My Money?”
Don’t crap out.
This is different than saving in step 3.
Don’t make big plays yet. You aren’t ready for that yet, even if you’ve saved
$250k.
Don’t try to make big plays yet. Focus on saving.
Keep puqng money away un8l you are over $1,000,000.
Save un8l you have a real play available
If you cannot wrap your head around it, do not invest in it.
There are three types of investments to look at:
Big Bang, Dividend, or Both.
Your investment must be a sure thing, you
have to know what you’re doing and it can’t be
able to be disrupted.
Add other businesses not related to you business
Don’t forget the first flows. Here you should be
increasing all your flows and increasing the
number of flows.
Keep your main thing your main thing.
You have to grow and expand as you get
around this circle of steps.
Mastermind or reference group
Won’t stick if you stay with current reference group
avg of 5 or 6 closest to us
Health; self-esteem; income
2 ways to mastermind
Are you sowing seeds of future or friction
Building Your Money Mastery
Money Mindset 1
Money Mindset 2
Motivation 1
Motivation 2
Skill Mastery
Key Skills
Most of the power to create wealth comes from the Outer Circles, not the Inner. Mastermind comes first and foremost. Focus your energies there first- automatic way to generate wealth
wealthy people don’t keep their wealth liquid because it’s dieing
Wealthy are asset rich
Big Bang
Streams
Both
assets are appreciating
value is in the assets that grow
Mindset Shift: Spending vs Investing
Asset: value and grows in value
Liability: costs you money to maintain and doesn’t generate more value
Invest your resources in assets, not liabilities
When you buy liabilities, you sow seeds of complexity and pain
Everything is a bad investment at some time
Questions
They only invest in things they understand.
Only looking for one good investment per year
End point is not money, it’s wealth
Money Making Machine 1: You
Money Making Machine 2: Your Biz
Money Making Machine 3: Your Investments
Exercise:
Find someone who is more successful that you and offer to help them in a way you can. You will learn a tremendous amount by just being around the
Decide what you want, write it down, create the picture over and over in your mind. Your mind is like a “google for goals” - type in what you want to find, and you mind will go to work searching for the knowledge you need to make it happen
Persistence. Never give up. Keep coming back to something until it yields to y ou. And when you overcome it, the feeling of triumph is Great. When you add more experiences like this in your life, you get a more generalized feeling of “I can handle anything” which is a basis for self-esteem. But in order to get this feeling, you’ve got to keep putting yourself out there
Your Biggest opportunities may require you to make a “big move” Be open to this
There is a huge leverage in effective marketing. Learn direct marketing and track your results. Once you understand good marketing, you can help any business make more money - that gives you ultimate job security
Eben’s “big hit” didn’t come until he started creating massive value for others, including value packed newsletters he gave away for free. Solve your own issues, then help others do it. It’s a great business model
Use professional selling methods that focus on discoving and developing needs and you’ll have a fantastic chance of finding success
Develop a relationship with your prospects over time by giving fantastic, valuable, interesting, and fun content…and your business can explode. Switch from a “hit’em once and sell them fast” mindset…to focusing on building a great relationship with your prospects over time. Become a corner stone of value in the person’s life
“Move The Free Line” - Take your best ideas, give them away to as many people as possible
When you start having some success, don’t succumb to the temptation of taking all the profits and ugrading your lifestyle dramatically. Reinvest in yourself and your business- and live below your means0 and in the long run you’ll have more assets and more options
What would I need to achieve this goal Beliefs
What would I need to achieve this goal Perceive about self
What would I need to achieve this goal knowledge
What skill would I need to achieve this goal
beliefs
attitude
values
perception
stories you tell yourself
how you see yourself
Finances
Debt
Stay Broke
Shortage Mindset
Worried about Prices
Top Money Making Mistakes
Middle Class Lies and Limitations
Millionaire Mindset see Millionaire Now
Black or White?
Make a list of people in your life - Either they are on your side or they are not.
Obstacles in your life
Reinforce & Affirm
Decision Daily
Economize All Activities
Add Income Creating Skills
Million Dollar Math
Retirement Math
Who’s Got My Money
Strangers Have Everything You Want
Launching Into Orbit
with Omnipresence
Stay Broke
Save to Invest
Why I Invest in IncomeProducing
Real Estate
Investing to Build Wealth
How to Make Your Millions
Problem Solving
Build an Offer
You—A Business
The Perfect Pitch
1 Million Isn’t That Big
No Cash Flow Means…
Business Failures Made
Simple
Love Doesn’t Make a Business
Types of Businesses
Simplify your Business
My Biggest Mistakes in
Business
Business Warnings
Business Successes
Average Employee
Triple Your Income
If Time is Money
Then Buy Time
Tips To Succeed in Business
1
Go to market directly
2
Promote like a maniac
3
Make sales your Divine Inspira9on
4
Do it before you delegate it
5
Brand before you adver9se
6
Cash flow is the Holy Grail
7
Create mul9ple parallel flows
8
Stay broke
9
Stay hungry
10
Beat up new technology
and throw it away
11
Expand while others run away
12
Fire to grow
You need to decide to get rich and get rid of any remaining poverty think.
Poverty think concentrates on how much something costs rather than what the
poten8al benefit would be.
Buyer Tell
Always Always Always Agree
Show A Proposal To
Every Customer
Third Party Touch
Always Provide Options
The Second Sale
Instant Follow-Up
Decision Phenomenon
Basics of the Close
Attach Pain to Not Closing
Be Sold on the Close
Set the Stage Close
Pre-Close Intention
The 57% Close
Become A Spock Closer
Agreement Close
Persistence and
Enthusiasm Close
Second Baseman Close
Think About it Closes
Same Product Close
Commission Close
Sooner or Later Close
• Time
• Money
• Stall
• Product
The Urgency Factor is More mental than anything.
• Handle the Why
• Solve a problem
• Provide relief
• Done and over
Always Get to Price
Introduce Price Early
Have Some “Always”
Insistence Required
Instant Trust
One Thing Rule
Reinforce Certainty
with Questions
Use Worst Case Scenario
Get Relevant Event
Never Return to Selling
One Question to Reduce
Closing Time
Ask One More Time
Listen But Don’t Buy
Treat Objections as
Complaints
Get Something When You
Give Something
Check Yourself
Price Myth
Had It Not Been For…
The Unspoken Objection
Empty Stomach Secret
Save Face Secret
Always Close on a Difference
Reduce to Ridiculous Secret
Decision Secret
appeal
exclusivity
Material
Mental
clarity
credibility
7 - content, 38 - tone, 55 - body language
Arbitrage- find undervalued assets and sell for higher
He buys shares of top-heavy or under performing companies then puts them on notice that it’s time to set up their game— or face a proxy fight for control of the board
Why aren’t they doing as well as they should be?
Three tools or levers that investors have to increase returns
Asset Allocation
Market Timing
Security selection
Asset allocation in accordance with your risk tolerance and your objectives
Diversify through low cost index funds
Have as much in bond funds as your age
Put 10% in short-term gov bonds and 90% in a very low cost S&P 500 index fund (suggest Vanguard’s)
Get out of anything that falls below the 200-day moving average
Risk 1 Dollar to Make 5. You can be wrong 80% of the time and still won’t loose
95% Of attention and focus to increase income
Rule of 40%- that is above bottom line is free cash flow
Debt- only used to increase income
All time energy and money is invested to increase income
Need everyone on the same page
Ranking of Time/Money/Energy
1- Very High Chance of Producing Income
2- Good Chance of Producing Income
3- Some possibility of Producing Income
4- Very Little Chance of Producing Income
5- No Chance of Producing Income
Focus
There are two reasons people don’t become
wealthy: 1) they never earned any real amount of money, and 2) they never
invested big enough amounts in big enough investments.
Look down stream or up stream
I had to find a second flow that went with my
first flow—sales. So I started helping with financing deals. I started to bring in
more leads and take them to the service department and the repair department.
Instead of the company paying outside people to bring in leads they started to
pay me to bring leads to different departments. A second flow symbio8c to the
first. I didn’t go anywhere and it helped my first flow grow.
What’s the point of all this? Control the 3 feet around you before you go out and
try to conquer the world. You need to be able to dominate your space before
you can go out. You need to for8fy that first flow and build your other flows next
to it.
You need symbio8c, parallel income flows.
Takeaway: Can you get more than 3 flows where you work now?
You
could take that money and lend it out; that would be one way to do it
You have to properly iden8fy the flows you have so you can increase them
properly. Money goes to the things you put aOen8on on. Put aOen8on on your
flows of income so you can increase them.
the big bang is an explosion on the return. The second one is a
Dividend or cash flow. For example, I made an investment in real estate of
100 a month or 1,200 a year.
I look for the third group: Both—something that is explosive and gives a
dividend.
Criteria for an investment:
Only invest in a sure thing that cannot be disrupted.
80% of millionaires in 2015 work for someone else.
Are you doing this with a purpose or just going arer money?
Unconsciously
Consciously
Friction
Future
Identify and build friendships with 5 people who are at or past your level of financial success
3 ways to add new positive influences
Exercises:
a) write down where you want to be in 3-5 years, financially
b) Make a personal commitment, that over they next year you will identify and made friends with 5 people who are past that level of success…and make them the 5 closest people to you
c) Write down 2 already successful people that you can introduce to one another, and find something in common that they can connect on (hobby, interest, passion)
d) Send an email and introduce them, say that they’re both great, and that the two of them should get together and talk
e) Write a list of people you know who are on the same path as you…they’re in this for the long-term…and start meeting weekly as a MasterMind
f) Create a social summit. Invite all the people you know who are successful, and invite them to invite successful people they know too. Let them know you’re going to be talking about how to build your business and your professional lives. Can be at Denny’s or a lounge…it’s up to you
How to add value?
Your Identity
Beliefs
Values: things that are more important than other things
Exercises:
Who you were in an obstacle to becoming who you’d like to be
The real game of change is on the level of identity and beliefs. Other changes are much more superficial
Entrepreneur - is someone who takes resources from a lower level of productivity to a higher level
Levels of Development
Exercise:
driving force to get you to do things
by pain or pleasure
motivated more to avoid pain than to get pleasure
How do you feel about money? success?
Exercises
Physiology
Thinking
Create a vision board on your computer of the things you want. Every time you’re at your computer, it drives the positive image right into your mind
Talk to yourself in an encouraging tone
Increase your desire, but decrease your attachment to getting your outcome
Exercise
levels of development you go through in your skills
two paradigms
Everytime you’re in a situation and you don’t make the decision to be your biggest self, it’s like it records a little mark against yourself
-solution is to realize in the moment what your biggest self would do, and do it, more times than not
Get out of the grey zone as much as possible
If you logically understand that you’re worthy of getting, but emotionally you don’t feel it, practice letting that feeling go and just receiving that freely. Practice
Exercise:
Skill 1# Master Your Language
Skill 2# Master Your Communication
Skill 3# Selling
Skill 4# Public Speaking
Skill 5# Marketing
Most people trade their time and money for an instant result (spending)
Wealthy people invest their time and money in things that generate more value than what they put in…in things that grow
Only put your resources into things that generate a return on investment
Wealthy buy assets, poor buy liabilities
All markets go through boom and bust cycles
Most people don’t see this because the cycles are too long to see as a cycles
What are the 3 liabilities you have purchased?
Where have you made bad investments, that looked like good investments when you got it?
Do you see a pattern in here? What is it?
several assets that are throwing off value
you get assets by taking money and investing it into assets that can throw off value
If you want to create a business, look for situations that have inefficiencies, where you can take resources from lower productivity to higher
If you want to go long term…take the profit and reinvest back into biz
If you take 1 dollar out of your business and it gets taxed, you may end up with about cents. It would take you years of good investing to get the 50 cents back up to your original 1 dollar instead, take that 1 dollar and put it right back so it’s not taxed and put all that value back into biz
future is about:
knowledge, learning, business, technology, marketing
This is where the opportunity to make a lot of money in the future will be
Get your health into shape
relationships stressing you out?
-reduce friction
Invest 10-20% of income in education and skills
mental distinction
evolve from job, self-employed, biz owner you have have the education to appraise other entrepreneurs and their biz ideas
What would you need to do to make your biz run smoothly as a system without you?
What’s your task that creates more value?
This is what you need to do at the beginning of each day, uniterrupted
Income is King
How much income can you produce from one location?
Keep going for small increases
Acknowledge small wins along the way
Look for surges
Spend 95% on income increasing vs expenses
Credit Cards
Good Debt
Never use debt to consume
There’s no shortage of money
Stop focusing on costs
Saving to Save
Pretend Spender
Comparing to Others
Investing in Trends
Trusting without Proof
Seek comfort, not freedom
Diversification
Depending on one income flow
Middle Class Money Lies & Limitations
A penny saved is a penny earned.
Fly under the radar.
Finances are complicated.
Buy a house and seOle down.
A house is an investment.
Invest in a 401k.
Diversify your investments.
This is not the way to wealth.
Be pa8ent.
Pa8ence is a virtue.
Money doesn’t grow on trees.
Money won’t make you happy.
You can’t take it with you.
Don’t talk to strangers.
Save for a rainy day.
Not everyone can be rich.
You have to go to college.
Don’t put all your eggs in one basket.
All debt is bad debt.
You can’t get rich working for someone else.
Rich people are greedy.
I just need enough to be comfortable
More money equals more problems.
It takes money to make money.
Contribu3ng Ac3vi3es
Non Contribu3ng Ac3vi3es
Drinking
Cant see projects through
Smoking
Lack of Focus
Lazy
Anxiety
Depression
Cheating
Don’t make cold calls
Don’t follow up
Enitlement
Think your special
Hate
Rejection
Introvert
Talk too much
Lack of confidence
Insecure
Lack of knowledge
Lack of discipline
Unable to get started
Contribu3ng Ac3vi3es
Non Contribu3ng Ac3vi3es
Do Your Own Math
Two major points to remember when it comes to money:
1) People want to exchange with you—If you bring great value people want to
exchange money with you. Asking is not offensive to good people; they will
want to pay you. I always have a product someone can buy from me because
I take the 8me to create products that solve people’s problems.
2) Your financial situa8on depends on new money. You need new money
because you don’t want to be dependent on any one thing to determine your
income flow. No maOer how big the one flow or one loyal customer, never
never never depend on one flow for anything
3) Wan8ng to be paid fairly for what you give to the marketplace will only be
looked upon nega8vely by those who are refusing to pay fairly.
Geqng money from others means geqng known.
AOen8on follows money, the more aOen8on you get the beOer your
chances of geqng money.
Stay broke un8l you get rich.
Simple – Inves8ng in real estate is a fairly simple ac8vity compared to running
more complex businesses.
Disrup9on Free – No technology can destroy the fact that people need a place to
live, eat and sleep. America is becoming a renter na8on and it is my belief this
trend will not be reversed.
Dependable Income Stream—One of the biggest benefits to income-producing
Real Estate Investments is that the assets are generally secured by nine to
fourteen month leases which provide a regular and dependable income stream
that should produce posi8ve cash flow.
Infla9on Hedge—As countries con8nue to print money to spur economic growth
income-producing real estate can act as hedge against infla8on. Generally
speaking, when infla8on occurs, the price of income-producing real estate,
should rise.
Physical Asset—Income-producing real estate is one of the few investment
classes that has meaningful value as a hard asset. The property’s land has value,
as does the structure itself and the income it produces has value to future
investors.
Leverage –Every dollar of cash should buy you 3X or 4X in real estate. The
income will service the debt while paying down the mortgage.
When inves8ng
1) Know your investment.
2) No guessing.
3) No gambling.
4) If your aren’t sure, don’t do it.
If you are going to make millions in business you will have to solve a problem.
What is the problem you’re going to solve? Iden8fy that problem. Solve a
problem a lot of other people have so it’s scalable.
You don’t need to go start your own company. Find somebody that’s rolling,
man, somebody that’s expanding, somebody that’s got a vehicle with fuel in it
and wants to accelerate, that wants to embrace technology.
Brainstorm what you can do at your job to earn more money.
our job can have opportunity if you see yourself as a business.
Pitch Building
Pitching is vital, and you have to know how to sell to pitch properly
It shouldn’t be more than 20 seconds. If you can’t
tell your story in 20 seconds, you have a problem.
Pitching
Pitching
Pitching
Pitching
Who is your audience?
Go sell it
Quit following your daddy’s dream and make your own. Go for $50
million or more.
• Can’t hire
• Can’t keep staff
• Can’t promote
• Can’t invest
• Can’t sleep
Businesses and people fail when they
don’t sell products and services in
quan88es great enough at prices
high enough to provide a cash flow
significant enough to grow.
Never assume a passion or love can be a business.
• Sole proprietorship
• Partnership
• Limited Partnership
• Corpora8on
• Limited Liability Corpora8on
• Non-Profit
Think big from the beginning.
Reinvest back into your business early.
Your market can be huge but it might take a revamp or reinvent on
your part to make it work
Don’t assume you’ve “made it.”
Always have people show, not tell.
“Hey, show me your freaking income statement. Show me how many
lawsuits you’re involved in, show me how much money you have in the bank.”
• Works 1,750 hours per year
• Makes $52,000 a year
• Earns $29.70 per hour
• Work 5,250 hours per year instead of
1750
• Earn 52,000
• $29.70 per hour
• ME 4,500 Hours
• EMPLOYEES 73,500 Hours
• PRODUCTIVITY 78,000 Hours
Measure your progress—or lack thereof.
• Your Decisions
Determine Everything.
Make quick decisions but make them wisely.
Promote before you Advertise.
Sales Cure All
• Deliver more than you promised and
promise a lot
Don’t sit around and plan, organize, and play with your new
computer. Get to market! Remember that speed is power.
Urgency is divine. Be the tortoise AND the hare. People plan
too much and do too liOle.
Blow your freaking horn. Be loud, let people know you exist.
If they don’t know you they’ll never buy from you. Tell
people you are the greatest. Believe it and be it.
Sales is where money is. Get great at sales and you’ll get
great amounts of money. Sell or be sold.
Do things yourself before you ask others to. I’ve done
everything and I’m not afraid to get my hands dirty.
No job is beneath me and you need to be willing to do
whatever it takes.
You have to know who you are and what you stand for
before going out in the market place. Like I said earlier, find
clarity in your pitch. The beOer people know you the more
recep8ve they’ll be to your message. Stay consistent with
your brand.
Cash is king as I’ve preached to you so much. You need
money coming in from lots of places every month. Without
cash flow you can’t grow big and you’ll instead flat line and
go out of business.
If you have one flow and that faucet turns off you’ve got
nothing. I’ve created mul8ple companies and you’ll need to
do the same.
Don’t be a baller when you’re middle class at best. I didn’t
buy expensive watches or cars un8l I had paid the price.
Keep shoving money aside un8l you can invest it.
Being smart is great but I’ll take a hustler any day. You don’t
learn hustle at Harvard. Stay hungry and don’t get sa8sfied.
I made TwiOer my b*tch, now I’m making SnapChat my new
one. Technology will come and go so use it and lose it.
Growth is where it’s at. Get big or go home. Be massive or
be passive.
If you’re not growing, fire someone. Perform or get out. NFL
clubs don’t keep losing coaches for long. Why should you?
When the buyer adamantly and aggressively insists that they will not do
something, it is an indica8on that they will in fact do that exact thing they
suggest they will not. In fact, the more the buyer insists they will not, the more
likely they will
Great. Excellent. Super
Show a proposal.
“Excuses for not crea9ng a proposal are not a reason
to not present a proposal.”
Use third par8es to improve your posi8on with the buyer and learn things
otherwise not uncovered. Put your manager to work on every customer by
having the manager or third party touch your customer.
Having another person touch your customer takes the rela8onship with you and
your company to another level.
A third party touch can be a
phone call, an email or a personal visit.
Use a Third Party to Seal the Deal
inventory / packages /offerings as a way to
nego8ate instead of using price. When you offer a proposal, make sure you
always give the buyer two other op8ons on both sides of the target offer
A = Customer Request
B = Higher
C = Lower
Almost 96% of salespeople never aOempt a second sale because they are so happy just to make
the first one and believe incorrectly that the buyer is out of money.
If you want to drama8cally increase sales volume and deal profitability immediately add the
second sale offering to every pitch.
Consider that forty eight percent of all salespeople never follow up and that 64%
of companies admit they do not have any organized way to nurture a lead and
you will see follow up is a massive opportunity.
Now think with this… by contac8ng a customer in the first five to ten
minutes arer the lead is created, your chances of reaching the customer
increases 900 8mes
Text them in the first five minutes and your chances of
closing them increases 50X.
Follow Up Magic
• Text Text Text
• Call
• Email
• Mail
• Personal Visit
when they have made a
decision to purchase. The way to do that is ask, “have you seen enough to make
a decision?” Or you could tell them prior to the presenta8on, “if at any point
you have seen enough to make a decision just let me know and I will write it up
for you.”
Words to Never Use in the Close
• No
• I disagree
• Compe88ve
• Good deal
• We can’t do that
• Not possible
• That’s our best deal
• No way
• We won’t
• WTF
Keep things posi8ve and never make the customer wrong
Requirements for Closing the Sale
• Decision Maker
• Wherewithal
• Sold on the product
• Believe in YOU
• Confidence in the Product
• WriOen Offer
• Urgency
Why YOU Struggle in the Close
• No Commitment to GREATNESS
• Shortage of Closing Material
• Believe Price is the Issue
• Buy the Customer Story
• Unwilling to Pressure
• Lack Financial Goals
• No Training
• Not Sold
Objections
Buyer Benefits from the Close
More than you do
• Buyer gets your product
• Buyer ends shopping cycle
• Problem solved
• Improves Status
You must aOach personal pain to not closing the
transac8on.
• Lose Confidence
• Lose Security
• Lose Money
• Lose Time
• Lose Momentum
• Start Over again
There are only two reasons you won’t make a
decision to purchase from me at this 8me.
My goal is to get your company on our product
delivered and installed by __ (date).
State your inten8ons early.
• Do you have enough informa9on to
make a decision?
• Have you seen enough to make
sense of the investment?
Use emo9on to sell the product and use logic to
close.
Always acknowledge by star9ng with agreement,
then “let me suggest…”
• “I agree with you”
• “You are right”
• “100 percent correct”
Please don’t confuse my persistence and enthusiasm
for earning your business with pressure.
AMer valida9ng the 2nd baseman (influencer but not
decision maker) ask them:
“Will you be helping with the price, installments or
guaranteeing the loan?”
All “Think about it” closes are really
unresolved complaints about:
• Price
• Terms
• Product
• Which product would you rather own
if everything else were the same?
• Why?
• Why else?
• Why else?
Anymore of a discount will result in me NOT gerng
paid on this transac9on and I KNOW you don’t want
that.
What remains as a profit is my commission and that
is the sole way I get compensated and how I take
care of my family.
Sign here…
Sooner or later you will make this decision – you
need the product, it solves your problems, we are
leaders in the field and you can afford it.
Let’s do this now so you can start receiving the
benefits.
Never leave a presenta8on without geqng to a price
proposal.
How many people never even present a proposal? Too many.
Before I show you the benefit let me share our pricing
with you so you can make sense of the value
proposi8on.
This way you can also find out early if you need to move up or down inventory.
• Always write a proposal
• Always ask to buy
• Always ask again
• Always introduce 3rd party
• Always ask why
• Always ask why not
• Insistence will be required on 90% of your sales.
• Insistence or pressure will never blow a sale.
• Without insistence on ac9on now, you will never
control your income.
How much of what I have said or shared do you
believe?
No one thing can blow a sale, ever!
Quit Closing scared.
The buyer that is not certain will blame 9me and
money.
• What are you not certain about?
• On a scale from 1-10 how do you feel about the
product?
• What other product would solve your problem?
• Is the problem bigger than the investment?
What is the worst thing that could happen if you
made a decision?
This is a great ques8on to ask, use it and thank me later.
When is the last 9me your company invested
$150,000?
• When is the last 9me you made a decision of this
magnitude?
Once you enter the close never return to selling.
• Why?
• Why did you agree to see me?
• Why did you come here?
• Why did you call here?
• Why are you shopping now?
• Why?
• What could I have done differently?
• I want to apologize…
• Had I done everything right…
• What can we do to make this happen?
• 3rd party close
• Exit Survey
• Become completely unreasonable with the
buyer’s stories, stalls, reasons, & logic.
• Stay sold on why it’s best for buyer to move
forward.
Treat the objec9on as a mere complaint un9l
validated as legi9mate objec9on.
Never give anything without some reason or without
gerng something in return.
• Do I have the decision maker?
• Do they have financial wherewithal?
• Are they sold on the product?
• Do I know their “Why?”
• Will the customer benefit more than price?
• Does the customer believe in me?
• No one buys because of price.
• You can’t buy a price.
• A price doesn’t make the product beNer.
• Lower Price doesn’t increase value.
• Price is not a reason to buy or not buy.
Always show the other party how they are geqng what they want.
The most concerning objec9on is the one you need
to hear about.
• What is your real concern?
• What are you not telling me?
• If you said everything you were thinking what
would you say?
• On a scale from 1-10?
Never aNempt a close when either party is hungry
• Never ask “What is your price range?”
• Never ask “What is the max you will pay?”
• Never ask “What is your budget?”
Never close on the total price. Only make sense of
the difference between what is acceptable/expected
and what you need.
Take the difference amount and divide it by the 9me
of ownership or usage.
3.42
“30 a day. You will live in your home, wake up in
your home and go to sleep here every day and night. You will build a life
here and your family will be safe here for only $30 a day.”
• Either way you are going to make a decision.
• Not doing it is a decision
• Doing it is a decision.
• Either way it costs you.
Relevance
Importance
Urgency
Other
related to # of competing options
functional risk
-maybe it won’t work, nor do what it’s supposed to do
monetary risk
-there’s a chance I could lose money on this
psychological risk
-I might feel guilty or irresponsible if I buy this
social risk
-I wonder what my friends will think if I buy this
physical risk
-looks a little dangerous. I could get hurt
readable.io
easy to understand metaphors
-It’s kind of like “riding a bike”
little child test
I understand this
use stories or popculture that they know as vehicles
short, punchy, simple, common language
specificity- substitute general descriptions with specific facts
quantification- quantify your claims
verification- let someone else do your bragging
-What assets are you going to hold in your portfolio?
-Proportions are you going to hold them?
How are you going to structure your bond portfolio or stock?
Low cost passively managed index funds
Max your contributions of 401K or 403b
not for school
not for cars
not for clothes
Ship with no rudder
Think you’re steering but really not
Intential
Exercise: Make a list of the people in your life that are negatively influncing your mindset, motivation, mastery, or money in a negative way
Take a long term mind set
-help them become more successful than they already are
-help them on their path
-you automatically learn from them their thinking, actions, skills, and the overall way they approach things
Add 1 new positive influence every 3 months, minimum.
-start meeting people
Individual level
MasterMind
SocialSummit
What’s the biggest challenges you’re having in your business right now? and then introduce them to someone who could help
take notes, make them look great, printing them out and put them on a disc, and mail them as something they could use at future speeches. Even if they don’t use it, it’ll have a good chance of making an impact
How do you define yourself? Who are you?
How you identify yourself determines what you believe to be possible in your life
Friction is when you think negatively about yourself, perhaps thinking that you’re not one of those people who are made for success
What beliefs do you have that keep you from thinking big, communicating big, and acting big?
What are your beliefs?
Friction happens when your values conflict with what you want to achieve
Make a list of how you spend your time- this will show you your true values, not your stated values
Sometimes you need to consciously shift your values around temporarily, so that in the long run you benefit more
Write down some of the negative self-images, beliefs, and self-talk that go through your head…that you first got when you were young
watch for situations where this old negative programming still comes up, and consciously choose to act in a more enlightened way
Job
Self-Employed
Business Owner
Investor
Transition levels
Value level
affirmation “I am an entrepreneur
-say it 3 times
think about what it means to be an entrepreneur- is someone who takes resources from a lower level of productivity to a higher level
Where are you in the wealthy quadrant?
What do you need to set as your 1 year objective to make sure you evolve to the next level?
One way to become self-employed is to start advising others
Write down 5 things you want
Next to each item, write down a name of someone you know who already has the thing you want
Bless each of these people and the things they have “Bless that which you want”
You’re really going to enjoy it when you get it
The next steps you’re taking in life are getting you closer to your outcome
List 5 things that you really want in 3-5 years. Make them meaningful things that would symbolize the creation of financial success in your life
Go to google images and find some great images of things you want
Make these 5 images the actual desktop of your computer
Search for “make a desktop background”
Imagine these images are real, and tell yourself in an encouraging voice that you can have them
getting
giving in order to get
creating maximum value
extracting value from the system and adding value
being a value adder
Notice where you’ve been getting or trying to get…and it’s causing friction in your life, either because you’re being selfish or because you can’t just ask for what you want directly and feel that someone owes you
Where in your life are you trying to “give to get”, but you don’t feel like it’s working? Where is the friction?
Is there a place in your life where you’re trying to Create Maximum Value, but it’s not working for some reason? Where is the friction?
When are you living in the Grey Zone?
short words
short sentences
short paragraphs
voice tone
gestures
glances
have rhythm to your speaking and use pauses
learn humor and be willing to take a chance by trying to be funny
use metaphors, analogies, and stories
spin selling
Tell me about your situation…
what problems are you having right now?
What would that ultimately do for you if you could have these problems fixed?
what’s the payoff for getting this need solved?
so it sounds like ….
based on what you’ve told me, the next step is to sign up for my 12 week course. The payment is x and if you stay with the course you’ll lose the weight by the end of the course. Do you have a credit card right now to get the initial payment processed?
3-5min presentations at a networking or toastmasters group, and build from there
practice so you’re speaking to the individual not yall
salesmanship in mass
keep asking yourself of the person who is going to see your marketing “ what does this other person need?”
talk to their frustration and promise a benefit
Marketing is fulfilling the selfish need in the other person. It’s not about what you offer, it’s about their need.
Exercise:
Use them don’t let them use you
All wealthy people have credit cards
Never pay interest, pay it off each month
Debt used to increase income or make you better
big shot who is poor
Where there is uncertainty, there will be losses
Having an idea to solve a problem is not enough, you must build a
pitch.
Who is your audience? Who’s the audience you can sell to? Who’s the audience
that you can approach? Who do you already know in the marketplace that needs
your product, that wants your product? You want to sell a million dollar product.
Who’s your audience? It’s probably not the people that live in your
neighborhood. It would have to be people that have a million dollars, and have
the problem you can solve. What’s the offer? What’s the commercial? You’ve got
to build a commercial out. A 20-second commercial. Build a pitch
Whatever you are selling, you must first clarify your goal when you
start making your pitch.
Clarify your goal. What is the objec8ve and goal of your pitch? What is the one
thing you want this person to do when the pitch is over? Do you want to tell
poten8al clients about your organiza8on and make them a client?
want the person across from me to know what I do, see how he or she can
benefit, and decide within 20 seconds that I am the best person with whom to
do business.
We live in a noisy world, a good pitch must get a person’s Attention
Ask for Attention. If you don’t get Attention, you’ll just be talking. The best
elevator pitch demands that you get the person’s full Attention. All you have to
do is ask for it. “Can you give me your Attention for the next 20 floors to share
with you what I do?” Ask for Attention before you start your pitch
Make big claims so it’s memorable
Make it sticky. When you move into your pitch, make sure that the first thing
your audience hears is sticky (keeps their attention.) The easiest way to do this is
to make a giant claim where your unique value proposion is clearly stated. Start
your pitch by describing what your organiza8on does and do it in one sentence
that sticks. Here’s an example: “We help businesses increase sales by 15 percent
through identifying missed opportunities.” That is sticky, pointed and
memorable.
Having trouble coming up with a sticky point? Ask yourself: “What is the one
thing I want this person to remember when this pitch ends?” Your claim should
generate interest or suggest who in the company would be best to contact. Your
elevator pitch must hit very hard and be sharp and pointed so your audience
remembers it.
In order to make any sale you have to talk to the actual decision
maker.
Determine the decision maker. In any pitch, you want to know who the decision
maker is. This is especially true with the perfect elevator pitch. There is no
reason to pitch any further without knowing who can make a decision.
Immediately following the big claim, ask, “Are you the person that could make a
decision to invest $40,000 to increase sales by 15 percent?”
• B2B
• B2C
• Hybrid
• Retail
• Direct sales
• Inside Sales
• E-Commerce
• Know your customer
• Know why people buy
• Build a pipeline
• Jus8fy value
Don’t worry about adver8sing right now, concentrate on promo8ng
yourself and geqng known—even being omnipresent.
At the end of the day it’s all about sales
Over-promise but also over-deliver.
• Make big claims.
• Let people know you’re the best
• Let people know you’re the best price
• Let people know you have the superior product
• Let people know you’re the most affordable
You’re going to have to handle price objec8ons.
• Are you talking to a decision maker?
• Are you talking to someone qualified with the money to buy?
• Do you have a product that people want and will solve their problems?
• Do you want to lower your price or raise your confidence?
Close the Door on Price
Swiftly respond to this objection with a smile on your face, telling your
prospect that he is confusing pressure with enthusiasm. No one resents
someone who is confident and excited. You would never blame a child for
pressuring a parent because he/she enthusiastically insisted for a yes.
“I understand. However, you thinking about it will not change the fact that
this product saves you money, your company needs it, and you are going
to do it sooner or later. Let’s get it done, so you can think about the other
things that need attention. I need your approval here and here.”
This forces a decision regarding with what product the buyer really wants.
Find out and handle it. This close will reveal objections you didn’t even
know were there, which allows you to handle them.
People are more likely to help another human and reduce the need for
more of a discount because of the human element than the product itself.
Or the Now or Later close: “Let me suggest that I show you the cost of
doing it now and cost of doing it later… The cost now is 18,000 and a monthly cost of almost $400
that you don’t need to waste. Not to mention that with this new product,
you, the company, and your clients will benefit without paying the extra
cost. Let’s do the smart thing. Sign here please.”
Always ask one more 8me. To con8nue to ask, persist, to
figure out another way to circle back arer being told no, reposi8on the
nego8a8ons and ask again is ul8mately what will make you a great closer.
“Great, most people want to take time to think about their decision before
making it. Let me ask you, on a scale from one to ten, ten being you are
absolutely certain and ready to go, and 1 being you wouldn’t take it no
matter what, where would you stand at this time?” Get an answer. Then
ask, “What would make it a ten?
There are hundreds of millions of salespeople on this planet who call
selling their profession, and they have business cards to prove it. When
we talk about successful closers we are talking about a very small,
revered club of truly professional, highly trained and highly compensated
individuals who have one thing in common—the ability to close, wrap the
deal up and tie all the pieces down!
More deals are lost over the prospect trying to save face, than are lost
over money.
The buyer has more concern about making the wrong decision than the
right one.
“Thought is instantaneous. Think of an elephant. Did you get it? You see,
thought is immediate. What you need to do now is make a decision. Yes
or no. Do or don’t do. I am ok with either one. Which is it?”
Desire
deliverable (completed project)
Solving a problem
Desired Future State
Knowledge transfer
Value Triad
Price Certainty fixed
Guarantees
Terms
Time
Materials
VRIN
valuable
rare
immutable- easy to copy?
non substitute- easy to find substitute?
-endorsement from somebody credible
-demo/walkthrough
-testimonial
-case study
-study conducted by somebody credible/ institution
-certifications
I’ll tell you, the easiest way to do that is third party credibility. If you can go out and find a third party reputable source that’s saying the same thing that you’re saying that their story is in line with your story and your prospect heard you say it first and you can send them this third party credibility, they will assume that this third party is validating you because they heard it from you first
Someone else validated it
Those who are successful at interacting with influential people
have gotten good:
-connecting people to each other and to information they find valuable
Do some research and send them something they may find valuable
-newest and most interesting book on the subject
Connect them to someone they can have relationship
-fusion
Group of 5-10 people who meet on a regular basis, working together to help each other become more successful
Meetings are 60-90 min
Each week, one member shares their biggest challenge and biggest opportunity, and the rest of the group all help that one member with that situation
-Larger group that gets together once a quarter
-Invite success-minded individuals and people they know to come
-The purpose is to simply create the atmosphere where successful people meet eachother
-Doesn’t have to be fancy. 5 people at a coffee shop having breakfast is a fine start
-Hey, getting a group of people together have some Thai food. Come on down. Bring a friend.
Organize
Optimize
Look for the next level
learn the basics
put yourself in many situations where you can practice the basic skills
create value
most people don’t feel they can ask for what they want. you must go through a selfish phase of asking what you want, then evolve past it to a less selfish level
be totally ok with asking for what you want and getting it, and feelings that it’s totally ok
be ok with tit for tat trades
giving without expectation of return on investment
Write down the next skill you need to master so you can create massive value in this world and make the money you want to make. Then make a commitment to work on that skill for the next year: read books, get a mentor, discuss it in your MasterMind group
Keep selling value if price keeps coming up or they
might be on the wrong product.
My goal is to get your company on our product
delivered and installed by __ (date).
State your inten8ons early
better health
more comfort
more money
more leasure
greater popularity
pride of accomplishment
improved appearance
business advancement
praise from others
security in old age
social advancement
be good parents
have influence over others
be sociable, hospitable
be gregarious
express their personalities
resist domination by others satisfy their curiosity
be up-to-date
emulate what’s admirable
appreciate beauty
be proud of their possessions
be creative
acquire or collect things
be efficient
win other’s affections
be first in things
improve themselves mentally
common problem can be found through quantitative data
Revenue Gain
Cost Reduction
Emotional Contribution
Association or Borrowed Association; with a credible company in the market place
relationship with likable credible public figure in your niche…mention to boost your credibility
borrow association…quote an influencer….now what I’m about to share with you is the very same thing opera shared on a tv show with Dr. Oz
Demonstrating Results
-yourself
-clients
-method
Accomplishments
-that prospects envy
Experience
Track Record
-proof of results
-engineer track record
Case Studies (even if it’s not your customers)
Respected Endorsement
Giving the appearance of results in advance
-by this point you understand how to….register a domain name…create a website
-giving the appearance of showing that they are not in the same spot
Scientific Language
-adds credibility
Proprietary Language
-naming a method or phase
Media/ Prestigious Publications
-engineer massive credibility
-PRweb.com
-news release
—most available coaching program
list it on the squeeze page
featured in the following publications as the greatest system
have the logos