Sales has the highest turnover rate b/c it’s harder than people expect Here’s what happens mentally… Get excited to start working (prospecting) Start finding events b/ it’s taking longer than you thought You ask self-doubt questions “How do I find emails” “Who...
You’re selling a ‘lifestyle change’ Problem you solve for them? Getting people to change their lives is HARD They don’t realize what it takes They want the fantasy/dream, not the reality it takes to get it How I did it… I didn’t fully commit until...
Do this and your life will change I couldn’t get myself to do the work I knew I should be doing People aren’t successful b/c they don’t do the things that make them a success We know what to do but we don’t do it The moment things changed… Outside...
More certainty Dictate, don’t ask Website “check X’s availability” Are you ‘choosing’ or are they? People with low value beg People with high value choose Don’t oversell yourself – shows them they’re doing the choosing They want to...
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“I think my constant fiddling and meddling with the status quo may have been one of my biggest contributions to the later success of Wal-Mart.” – Sam Walton To be the 1%, you can’t think or operate like the 99% Normal people “Money doesn’t bring you...
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Why become an Authority? Easier to sell Sell more at higher prices People buy ‘who’ you are more than ‘what’ you sell Story: My website goal = celebritize myself It all starts with a claim…claim to be the Authority & believe it “Our deepest fear is...
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The problem – “I feel like it’s not working” Story: Couldn’t get cold calling/emailing to work at first lots of people get demotivated Things ‘not working’ is part of the game If it were that easy, everyone would do it You get demotivated because…...
How do you build your own systematic process? You either build or buy • You can buy McDonalds or build from scratch Worst way to wake up = not knowing how to generate revenue Purpose of systems Predictable results How can I remove yourself? Make it independent of any...
Information is deadly. It makes smart people think they’re getting things done • Ex: I knew about phone sales but didn’t do it • I had the sales letter, etc for over a year We look at something and say “I can do that” • You never know until you actually do it The...
You’re probably not where you thought you’d be You’re not where you want to be because you’re not doing the things it takes to get there You’re moving too slow. Build momentum How are you progressing day after day, week after week Sense of excitement –...
Social proof is the #1 way to sell If I could use only one method to sell anything, it would be social proof Didn’t buy Amazon products with no reviews It kills multiple birds with one stone They don’t trust you? Now they do Destroys objections People don’t believe...
I’m going to show you how I got bureaus to book gigs for me and mistakes I made • I never talk about bureaus b/c you need to do it yourself Get this out of your head “Bureaus will fill up my schedule • NOBODY will do the work for you (agents, bureaus, etc) • Most...
Notes for Richie Sounds like a copy/paste template you send everyone Look for a specific event • You’re throwing out a net, you should be using a spear You didn’t do any research on what THEY want • You included everything ‘passion, engagement, sales, culture’ * Can’t...
Producing lots of content Building an online presence, you need to create content Problem: Takes a lot of time Create the video/podcast Edit it Upload Headline, description, etc Thumbnail pic Post to social media (write text) Email to list (write email and send) Post...
What do you do when you’re at an event? -I got booked at events and that was it Most speakers go through all the work to get hired and do nothing to get spin off gigs -#1 way to get hired = they see you live -referrals need to be systematic How do YOU get referrals?...
How do you get booked to speak consistently? Pick a market Describe yourself as the type of speaker they hire Set up your systems Write email templates Buy a CRM Buy email tracking software Checklist of ways for finding events Build website/image Videos Testimonials...
Starting from scratch No videos, no gigs, no photos, no nothing Decide on the type of speaker -keynote vs platform Website first -Stock photos -About me video -Graphic design images Sales process -Setup CRM -Setup ‘event finding’ process (hashtags/keywords) -Buy...
