when I think about how hard it seems to me for some people to learn how to sell it blows my mind but it shouldn't cuz when I first started selling I was terrible I got started selling insurance and investments in October of 1985 I did not make my first sale until April of 1987 within a very very short period of time after I made my first sale I became the top salesperson in our office month after month after month after month after month what I'm going to share with you on this video is how I
did that and it doesn't matter if you sell real estate if you sell insurance if you sell cars if you sell shoes if you sell information if you sell coaching if you sell agency work it doesn't matter I'm going to share with you multi-level marketing all of it I'm going to share with you how I sell and selling to me now it's easier than taking a nap and I'm good at taking a nap I make sure I take at least one a day sometimes two so here we go selling is hard the number one reason
selling is hard is because you want them to buy that is the number one mistake new sales people make in selling they want the people to buy now one of the reasons sales is easy for me I am not vested like I like I don't pretend I don't care if they don't buy I actually don't care now why don't how can I say I don't care if they buy I'm in sales I'm out talking to people I'm making presentations but I'm saying I don't care if they buy I'm saying I don't care if they buy
because I understand a law called the law of averages and the law of averages says out of every X number of presentations I do I'm going to make why number of sales for everybody that average is going to be different so for some people that law of average is going to say well for every 10 presentations I make I'm going to make one sale for somebody else it's every 20 presentations I make I'm going to make one sale for another person it's every 30 for one person might be for every four presentations I make I
make one sale well here's what's really cool you can increase your average through a concept called pre- indoctrination pre indoctrination sounds but it's not so think about the word Doctrine what is the word doctrine mean the word Doctrine means teaching so Doctrine IND Doctrine means teaching that's inside them so if you can teach them something about the result they desire not about your stuff not about your product not about your offer not about your service but if you can teach them something about the transformation they're already looking for before you make them the offer the
likelihood of them saying yes to the offer increases exponentially it's it's it's it's mind-blowing we have by the way I'm not Pat oh my you're so wonderful well some days I'm wonderful some days not so much but this is October 13th 2023 we're not even halfway through the 10th month yet and our business has generated over $15 million in revenue and we spent $ zero doar on ads do you know why because we have a YouTube channel that gets I'm going to look it up I'm going to look it up so I want to I
I'm going to tell you we have a YouTube channel that gets about 2.1 million views a month which is about on the 9th we got 78,000 video views on the 9th of October 78,000 video views now when I'm talking about pre-indo-european believe they're credible and then know them enough to believe they have your best interest in mind and you have to believe on some level they are better at getting the result you lack than you are so I don't sell stuff on my YouTube channel and that like in general I mean every now and then
we might promote a challenge or something but I don't generally sell things I I'll probably do 10 to 20 content value based videos on YouTube for every one time somebody sees me do a promotion I mean wrap your minds around that so the there's this research called the Dunbar research where they where they discovered that a person has to spend seven hours with you before they feel like they know you like you and trust you enough to buy something from you and see unfortunately for you you're trying to sell the person as soon as they
meet you and it's like saying hi my name is myON will you marry me no bro I just met you are y'all tracking now the day that I met my wife I went back to my dorm and I told my brother I met the girl today I'm going to marry but if IID have told the girl that I'd had to marry somebody else cuz she'd been she'd have been it have been over before it got started how many y'all tracking okay how many hours are there in a day 24 or it depends on Whose day
now my indoctrination days are long how long are they on the 11th we got 10 thou we had 10,641 hours on the 11th so my days my indoctrination days have thousands of hours in them so people are watching me for thousands of hours do you think they feel like they know me I'm going tell you how much they feel like they know me people I've never met call me Uncle myON I'm just saying okay wait a minute wait a minute wait a minute the the 21st of September that day had 18378 hours in it in
one day that's how much time people spent watching my and here's what's cool here's what's cool I ain't trying to sell them anything why cuz I know I don't have to when the farmer plants the seed in the ground he doesn't go out there every day say you going to grow or not he the farmer does what the farmer does and he trusts the soil and the Sun and the water to do what only the Sun the soil and the water can do I'm not I'm not I when I go on YouTube I ain't trying
to get anything from anybody I'm just say hey hey I learned this really cool thing you'reall going to love it and then I get all excited about and then people oh my goodness that thing change my life and then they say I can't believe he's teaching this stuff for free you know what that means when somebody says I can't believe he's teaching this stuff for free do you know what that means that means I feel like I owe him I don't feel like they owe me but I don't mind them feeling like they owe me
and so when they find something that I have for sale the thought that comes to their mind if this man helped me this much for free I can only imagine how much he's going to help me if I pay him Tada you know what I call YouTube you know what I call my YouTube channel the content on my YouTube channel I think it's like 416 or 420 videos you know you know what I call that that's my that's my community service content that's the stuff I put out into the world just to help people even
if I never meet them if they never pay me a dime I'm okay with it why because I understand the law of the farm what is the law of the farm every deed is a seed every word is a seed every thought is a seed every dollar is a seed that I'm sewing into the garden of my future if I sew good seeds it's impossible for me not to reap a good har it's impossible for me not to reap a good harvest are y'all tracking and so I just so good SE so good SE so
good seed so good seeds I literally put up a video watch watch this now I put up a video every day on YouTube Every Day either a long form or short form video every day on YouTube I give the people who want to hear from me something to hear from me every day you don't have to be that obsessive I'm just obsessive what can I say but but I only make like a big offer once a month wrap your mind around that in a 31-day month they get 31 30 days of community service they get
31 days of community service one offer ah see you we've all heard it said that an educated customer is going to be your best customer we you all heard that but when was the last time you you watching this video you in this room when was the last time you wrote a book that solved the problem of your ideal client and all they had to do was read the book and it helped them this book right here this book right here I got a guy in Canada English is his second language French is his first
language he read this book He said myun my WR I read the book I did what was in the book this is a terrible French accent I know don't judge me pray for me I did what was in the book I poed all my Fon okay I'm done I made $800,000 in the last two months I did what was in the book guess what else he did he came and bought my $155,000 inner circle I didn't have to go knock on his door I don't have to ask him he said you help me so much
in that book I want to give you some of this money so you can help me make some more are y'all picking up what I'm putting down see what I realize I'm not in a hurry to make a sale you're in such a hurry to make a sale you're chasing people away you know what I do put out content you know what I do I wait for them to come looking for me here's what I know see here's what's amazing people they don't really like me enough to buy something because I need to make a
sale so me needing to make one is not going to do anybody any good it ain't going to do me any good ain't going to do them any good so I might as well just look out for them and if I look out for them long enough they gonna come looking for me so they can pay me for some more here's what I realize I realize that there are already in the world right now hundreds thousands tens of thousands hundreds of thousands of people who would love to pay me millions of people who would love
like would love to pay me if they only knew I existed and had their solution and see the reason I make so much money and we make so many sales is because I don't go looking for those people I make myself so findable that they stumble upon me and ask this question where have you been my whole life and you're so worried about what you think somebody's going to think about the sound of your voice or how your hair looks or how you look or how much you weigh you won't put any content out for
the marketplace to serve them I'm just keeping it real and and here's the thing all of us know something that will help somebody other than us all of us know something there's a group of there there was a group of people out there in the world waiting for Miss Homemaker Martha Stewart to write a book on how to decorate your house and now she's a billionaire with a B baby see we think it's some big breakthrough well it is here's the Breakthrough go serve the people he will be greatest among you let him be servant
of all care more about them getting their result than you do about their getting their money and I promise you you'll start making sales that's where it starts law of averages okay so we talked about the law of averages talk about don't like I I am never trying to make a I'm I'm I'm never trying to get anybody to buy I'm to me selling is not about me trying to get you to buy to me selling is me persuading you which is not the same as convincing you I believe that convincing is the opposite of
sales I think convincing is what people who are bad at sales resort to because they're so terrible at sales and that's why people think they don't like sales because they don't like it when people try to convince them I don't like it when people try to convince me bro leave me alone I already said no leave me alone you don't have to convince like you you can't you by the way you can't convince me if my know don't mean maybe not right and so but but I know what I'm I know what I want I
think about I think about my tailor Tiffany she she called me back in January I didn't know her and I don't like telephones and I don't like talking on the phone even if I like you I don't want to talk to you on the phone I don't I it's not because I don't like I just the phone is like a handcuff right and so when my phone rings and I don't I see a number I don't recognize I don't answer it but I answered it this day cuz I think I was waiting for a plumber
I was waiting on somebody to come do something in this building come do something in my house and I answered hey this is Tiffany and um so- and so gave me your name and when she said so- and- so's name I didn't know them either and now I'm looking at my phone like why are you calling me and how did you get my number and she said I said' who gave you my number and she told me the guy's name Rod something I said I don't know him and I said I don't know him and
I wasn't being mean but I was being direct I didn't want her to be confused and think I was okay with this I'm keeping it real she said well my name's Tiffany Taylor and and and I'm I'm I mean my name's Tiffany Taylor my name's Tiffany Sanders and I'm Ron I'm Rod's Taylor and he thought you might be interested in some suit some dude I don't know think I might be interested in some custom suits I said you make custom suits she said yeah yeah I might be interested in that come by and see me
why not because I not it wasn't anything she said there was nothing she said it was not her presentation it was the fact I was looking for a tailor I was I was like I was like man you know what I need in fact I was going to I was I one of the guys in my inner cirle I was going to call his tailor but he lives somewhere else this person lives locally I got I can have a tailor that lives locally this is going to be great so okay I'll look at some of
your stuff she comes by my house she sells me fa suits and it was $26,000 but that's not the point the point is I didn't know her didn't didn't want her calling my phone didn't know the person who gave her my number but I already wanted the custom suits see there are already out there in the world millions of people who'd love to buy what you'd love to sell if they only knew you existed and she did cold Outreach it wasn't cold I mean it was like a antar Antarctica Cod car calling my phone and
I think I bought 15 suits and a tuxedo from her since January why cuz I wanted a tailor I already wanted it there are people out there who already want what you have they're already waiting for you to show up so you they can buy the stuff that you sell I'm just keeping it real there was she didn't have to do any high high pressure clothes I I already wanted a tailor I'm telling you there are people who are looking for you right now in your town okay you got that part so now let's get
to the part where Let's do let's do some one-on-one selling okay so you like sales requires some intestinal fortitude but the one of the first things you're going to have to do if you're going to be how many how many are going to be committed to be getting better at sales okay so here's what you got to do first thing you got to do to get better at sales get better at buying stop having an attitude every time somebody wants to sell you something like my attitude with Tiffany wasn't that she wanted to sell me
something my attitude with her was that she called my phone and I don't know you and you got my number from somebody I don't know and now I don't know how you got my number I don't know how they got my number now everybody gonna be calling me that's why I had attitude right and so um so so become a better buyer become a happy payer why because everything reproduces after its own kind you know why the people that pay me are so happy to pay me because the people I pay I'm so happy to
pay them I don't hesitate either like Fast pay makes Fast Friends y'all tracking okay that's first now my recommendation when it comes to selling and when it comes to coaching groups are better than one-on-one so if you can figure out a way to sell what you sell to a group versus selling it to one person at a time you will make way more money way more faster way more like way more okay so do your presentation to a group and then if the offer gets to be above $5,000 do your closing oneon-one that way the
people who it's not for can disqualify themselves without wasting any of your time does that make sense so it can be you can do a webinar s now because I'm just who I am like we do we do we have we have our sales guys our sales guy closed oneon-one for our $55,000 offer and above everything below that 25,000 27,000 20,000 we don't we don't we don't book calls those people you just tell them go buy it if you want it go buy it if you don't want it don't go buy it I'm going to
the golf course I'll see youall later right that's I mean that's pretty that's pretty much my clothes right but when you're when you get on a booked call when you're new if you're selling something for 5,000 or even 2,000 you might want to start booking calls with people just so you can get good at it so the presentation happens to the group maybe it was a webinar maybe it was a challenge maybe it was a um video sales letter maybe it was an automated webinar it doesn't matter so they see the presentation then you go
on and you ask them the first question I always ask in sales is so what did you like best about what you saw in the presentation and they tell me great what questions of any do you have that's the second question I ask and they ask a question guess what I do when they ask me a question I answer it and then guess what the question I ask next what other questions do you have ask me another question and I answer it I hope they ask me 15 questions if they ask me if they ask
me 15 questions they buy if they ask me seven questions or more and they're qualified they're buying why because I how do you overcome objections I don't let questions turn into objections what is an objection an objection is a question that you allow to Fester by not answering it in your presentation I know there are people who there'll be people who disagree with me okay all I can say is do you boo but I'm telling you like me me a I wish I looked like I thought I was going to overcome an objection my I
I don't I'm not sure why I'm looking at so- and so's coaching program and looking at yours how why should I buy yours you shouldn't you should buy theirs not with an attitude like literally you shouldn't you should buy theirs well don't you want to convince me no I already know I already know who I am and if you don't know go buy theirs yeah I'm done like like I there's I don't have I don't have a half an ounce of convince in me anywhere anywhere and so what other question you have I ask them
what other questions do you have until they run out of questions and then finally they say I don't have any more more questions I say great do you mind if I ask you a few questions the law of reciprocity says they have to say what no I don't mind great what appeals to you the most about what you saw so far like building a super successful business and creating generational wealth for your family are doing that in the next three to five years or both guess what they always say both why it was the last
thing I said they don't want to think about it so they'll say both I say great if you had an opportunity to start benefiting from both sooner or later would you choose sooner or would you choose later I mean no I say would you choose later or would you choose sooner would you choose later or would you choose sooner so I say if you had an opportunity to start benefiting from both sooner or later would you choose later or would you choose sooner so I asked the question would you choose sooner but I'm ending with
the phrase choose sooner and guess what they say sooner great how do you spell your first name that's how I close they already know the price they already know all the information how do you spell your last name how do you spell your first name b o b okay got it how you spell your last name SM SM i t h i don't care what their name is how do you spell your first name how do you spell your last name most people pay with be the initial payment is $22,000 most people pay with Visa
Mastercard American expressor discovered the rest is wired which card will you be using to get started today American Express great what's that number like when I'm when I'm closing somebody on one of my offers I don't send them a link and let them pay I close them on the spot I'm right right right there un filling it out myself you're going to get an email when you get that email it's going to give you the wire instructions you have to wire the balance by XYZ time in order for you to get access to this by
that date b boom and um you're going to have an on on onboarding and the first training is next blah blah blah and then you're done I am telling you that closing sequence I've closed millions of dollars in sales one-onone cross the kitchen table belly to belly nose to nose toes to toes cross the kitchen table it works it's not theory if you will take all of those things into heart and you will do them you will get better at sales and stop trying to get people to buy just realize some will some won't so
what someone's waiting next SWS SWS SW n it's a wrap I hope this helps you go make some sales make some money set your family free in the meantime in between peace out C Scout
