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let's kick off today with a little bit a reading first of all the new york times
this morning and small businesses and i think article uh... on this uh... fifty
three-year-old gentlemen outside of new york who sells kitchen and bath items
and has no idea where to put his marketing
and the gurus at uh... new york times are advising him against
uh... a social media standing
and you might want to read this article 'cause it it brings out some interesting
things
uh... about what social media can and cannot do it why the new york times
since it's not a good idea for a
here's another thing from advertising eighty came out this morning
about yesterday morning start
and it says on gap reports strong sales
on increase marketing spending
do we really need a tells it like that but
you know here it is at eight three they've got it
and they can go down in the bottom here and talk all about it
and how they get it
but in the end it comes down to when you increase your are spending on marketing
and if you do good marketing you will increase your sales
before you go in today i want a review where we are thus far
and what we've done in our first day
we defined ten business categories in your market that are not being served
and then
you identified ten businesses and each one of those categories
which gave you one hundred new prospects that are not being called on right now
that is seven
months of lease
seven months
if you were to go with just three per week
that means you're going to have to write three hundred thirty specter ets
there right now some of your morning background that writing three hundred
first but that's about their rights spec and also i know the guy is interested
in that case the past fourteen days of the lost argue
because what you want to do is you want to show them what you can do
and that requires you to do the preliminary research
by now you should have practiced her opening well enough so you can do it all
the time
many of you as a monday will never use it again
okay
but for the rest of you who want to go through this plan to do it
you have the opening i'd bring out the business card it without the right way i
shake their head high and chris a lot of from radio station i've done a little
preliminary work on your
research work in your business
and i think that you and me going through a process together might be able
to put a few more college in your pocket mice
you've got an elevator speech now
what you can say in thirty seconds about your business and you've got two and a
half minute executive summary
what i want to do is build a rock-solid marketing bridge with measurable results
comes right out of the thirty-three ruth referrals of local advertising
now at this
you will have three hundred thirty spec ed two oh right one hundred proposals
now if you've done everything my way so far
here's my territory
you will close thirty three percent of those now let's say you're cheap skate
you go out there and he got a dinky deal
proposed five hundred dollar-a-month annual six thousand dollars a year you
guys did the big markets you don't put other zero
you're you're making me small presentations
free of those in the small markets
if you get these
i say that if you make the one hundred presentations the way i say you will
sell thirty three percent of amid a thoroughly six thousand dollars of two
hundred ninety eight thousand dollars and increase their like
that's just in annuals
you're still going to sell some short ones some of these people have sailed
tried for three months six months whatever the case may be
but you will have a hundred ninety eight thousand dollars in annuals after the
first year twenty percent of those will drop off
at the end of the second year
which is in a long time you left three hundred fifty thousand dollars worth of
delhi
and let's say for argument's sake you make fifteen percent commission
well that puts fifty three thousand dollars in your pocket
want to get this out six figures
well yeah i do is doubly from five hundred dollar-a-month fast with
thousand dollar about that
and all you have to do to pass that is get your self confident enough to make
it go
if you go to youtube i have a whole video on this it's um... it's an hour
long it's called the math behind the annual
if you want to take some time and watch it in a walk you through everything i
just sat
but let's get back to the past fifteen days of training
crawl who walked the rod
you don't need me anymore
there's only a few things that stand between you and your goals
i'd like to start with this one
i don't know why i should do it
the white comes in under goals
if you have financial goals
you're not getting toward m allot of it is saying i'm not going to commit i'm
not ready to do it i don't believe
for whatever reason
why should you do it
because this guy i told you it works
and i've got three thousand other people that will tell you works if you follow
me and just do these steps
you'll make the money it'll come
you say i don't know how to do it
if you don't know how to do it you haven't been paying attention
because over the past fifteen days we'd get into the house so what i'd like to
do is go back to you too
watch the videos again
if you have the book it's all spelled out from your from day one on what to do
so you do know
how to do it
i don't know what i'm supposed to do
we've set a fourth day
three cold calls three series nine spec spots three annual presentations
closings letter writing
by the way i wrote a letter to adhere
uh... it's uh... it was written off something i've read from a job
now that i i like getting jobs and by email because i turn in text
so by letter below that i want to send out says this
dear rejected
thank you for rejecting my offer after careful consideration i regret to inform
you that i'm unable to accept your refusal for my offer for radio market it
this year i've been particularly fortunate receiving an unusually large
number of rejections
with such a very good promising feel the firms
it's impossible for me to accept all of these refusals
despite your outstanding qualifications in previous experience in rejecting
offers i find that your rejection does not meet with my needs at this time
therefore time initiating a marketing plan
too
to your company effective immediately
i look forward to seeing you tuesday at ten with his parents land
best of luck
in rejecting future offers
so misery that i think you gotta screws
but if you have the guts to send it
they're going to see on tuesday with a smile on their face
there's a big one
i think it won't work
you know belief is an amazing day
if you believe that you can do something and if you believe you can't
you're right
both times
if you don't think it'll work
try it anyway
but give it the hundred-percent effort
don't say well i'll try but i know it's not go to work
you think other things are born poor
if it anytime you think something else is more important that what you're doing
in your career
that you have a problem going on that you don't even know about
the number one thing you want to do is work toward your career
and worked for getting these annual sales
i think i'm already doing it right
well there's a way to test this
next time you get your paycheck
if you were entirely happy
you're already doing it right
if you're not anti rly happy
then you're not already doing it right and i s u
to try
to take on these new procedures and keep them going day after day
your personal letters
some people are afraid of asking for more money than they made last year
might arrogance
make sure that this never happens to me
uh... somebody uh... are just a short time ago i asked me how much more to
come speak at their market and i told them
and i get a huge figure
and this particular woman said you're on your mind
i said yes
that's the number
turns out i'm not going to that market they found somebody cheaper
my point is
are you letting your personal let's get the way were you will just keep
compromising yourself down and say ari uh... i'll take this you know i'll take
the day he deal the two hundred dollar book deal
we know what's up it'll work
get free of your personal limits
clear your head of saying i cannot ask this guy for ten thousand dollars a
month in advertising
you can't make it to you know it's gonna work
this is the world
i can't do this
nobody can do this
if you're doing radio station
there's gonna be account so you are saying i'm gonna go see
and the old guy there are the old gal who's been there for twenty years the
please i'd say
a service to help you out here
you go ahead and see it as a salesman fertility too
but you never get anywhere in all by they've never bought it can't be done
i tried it myself uh... i couldn't do it so there's no way you can
art come up
nobody can do this
unsafe despite everything you know
go ahead and try anyway to try it the way
that we've shown you
it's not going to happen
that's his negative thinking
if you look at the parents say
it's not going to happen
that it's not going to happen
once again you have to go in with the attitude that it is people will deal
with winning people it's a little bit of psychology bs
but if you believe you're winning person then you will present project it
but before you do any of this
if you do all the steps
that you're presenting a project
you're presenting got concept that they could wrap their heads around to do
something with
you have to learn how to deal with time
i've kinda giving you some examples on how to deal with time
you cannot manage time
no matter what you do it's not going to do anything different
so you have to learn how to manage you i'm gonna tell you that you could do a
lot more things than you think you can do if you recall yesterday i showed you
your week has fifty one hours in it
fifty one hours
and what i'm asking you to do
leaves you forty one hours a week to do everything else go back and review it
the next thing you have to review your priorities
i gave you this graph it's an age-old graphite and invent this thing important
not born urgent not urgent
again category one that is where i live
category to is what i'm watching
category three
i really touch anything down there and if it ends up in category four
you know i hit the flush lever it's never coming back
i asked this morning do you have your goals set
i'm very sorry to say that over half of you said they're still forming
that's unfortunate
i'm hoping by monday you can come back with polls in your mind things you want
to do
antigone it can be
based upon totally innocuous face
i want to drive eight brand new twenty fourteen corvette
stalwart if it sounds crazy
if it's a goldenthal
on what gold to arts on foreign country director work for one year
how much money do you need to get there
and how much money do you need to live on while you're there
i want to send my kid to college in four years
i hadn't put any money aside but now i gotta do it
uptight
talk to a financial planner figure out how much money you need
and then work it
you need to set the goals and i'm not talking about those things your sales
manager sent you
on talk about the ones
on the outside
steers right
allergy season so what's the homework
it's simple folks
and you say you could've told me this on the first day chris
three cold calls
three cnrs
a set of three spec spots and three presentations per week see that number
three
at that tacked to the populated also you never forget it
the number three
is what's going to get you there
for you all timers if you go back and take a look
i'm your successes you'll find out the number three is what keeps jumping out
that's all there is to it
i would like to tell you there's some great and magical formula
that you could have gotten out of this
but it just comes down to the number three
on monday
i want you to look at that list
by today
you should have already been pitching your annuals
if you have been doing the three closing calls the three cold calls
watch the math behind the annual two fifty eight minute video
all you need next week is three cold calls
three closing calls
nine spec spots
three written annual presentations
your preliminary research your opening your elevator speech and just keep doing
it over and over again and i will absolutely guarantee you
that you will sell an annual
every single week
you've got a good career ahead of you
fifteen hundred years ago everybody needs
the earth was the center of the u_n_ five hundred years ago everybody live
the earth is flat and fifteen minutes ago you knew that people were loans
midland