Time, Freedom & Happiness: James Malinchak’s Blueprint for Defining Success

WEBVTT

00:00:00.401 --> 00:00:04.429
<v Speaker 1>Most people look at business like this and they become a taker.

00:00:04.429 --> 00:00:05.692
<v Speaker 1>And you know why?

00:00:05.692 --> 00:00:09.531
<v Speaker 1>Because we get a bib placed under our chin when we're born and we come into this world.

00:00:09.531 --> 00:00:17.780
<v Speaker 1>So that gets embedded in our subconscious mind and we go through life thinking oh, it's about me and what can I get from people, and what I always say.

00:00:17.780 --> 00:00:30.416
<v Speaker 1>If you really want to get in with folks, you have to consciously take the bib from your neck, put it over your arm like you are serving the finest dining establishment and approach people with how can I help this person?

00:00:30.416 --> 00:00:38.012
<v Speaker 1>You could achieve goals in your life, you could get through tough times, and so to me it's a very simple formula and this is the way I think people should always tell their story.

00:00:38.012 --> 00:00:42.024
<v Speaker 1>It's before or struggle, turning point, and after or success.

00:00:42.384 --> 00:00:50.871
<v Speaker 2>Big money speaker ninja tips on how to convert from the stage, how to make big sales, how to actually get paid to speak.

00:00:50.871 --> 00:00:53.689
<v Speaker 2>These are some of the things that James Malinchak is a genius at.

00:00:53.780 --> 00:01:01.909
<v Speaker 1>We connect through our messes, not the successes, and you'll see some people that come out on stage and they go look how great I am and I did this and I did this and I never failed.

00:01:01.909 --> 00:01:03.002
<v Speaker 1>And you're sitting there going.

00:01:03.002 --> 00:01:06.150
<v Speaker 1>I do nothing that makes me unhappy.

00:01:06.439 --> 00:01:10.629
<v Speaker 2>How you get paid to turn your knowledge into amazing success secrets for other people.

00:01:10.629 --> 00:01:12.365
<v Speaker 2>Let's join James Malinchak.

00:01:12.365 --> 00:01:15.046
<v Speaker 2>Hi James, your definition of success.

00:01:16.000 --> 00:01:21.022
<v Speaker 1>You know, for me it's happiness, it's just waking up and being happy with your life and having freedom.

00:01:21.022 --> 00:01:25.007
<v Speaker 1>You know, financial freedom to give you time freedom, to give you relationship freedom.

00:01:25.007 --> 00:01:30.503
<v Speaker 1>You know a lot of people miss the financial freedom part, right, you know.

00:01:30.563 --> 00:01:31.939
<v Speaker 1>I just want to go out there and serve the world.

00:01:31.939 --> 00:01:36.632
<v Speaker 1>I'm like, well, that's cool until you can't pay a monthly mortgage, right?

00:01:36.632 --> 00:01:44.313
<v Speaker 1>So for me it's happiness, freedom and peace of mind, not having to worry about a bill forever Right, and just basically living my life.

00:01:44.313 --> 00:01:53.067
<v Speaker 1>And peace of mind, not having to worry about a bill forever Right, and just basically living my life, like I do nothing that makes me unhappy, like meaning nothing, right?

00:01:53.067 --> 00:01:54.325
<v Speaker 1>Hey, come to this event.

00:01:54.325 --> 00:01:56.085
<v Speaker 1>I don't want to go to that event, so I don't go.

00:01:56.085 --> 00:01:58.728
<v Speaker 1>Yeah, right, or hey, you should work with this person.

00:01:58.728 --> 00:02:00.025
<v Speaker 1>I don't like that person.

00:02:00.025 --> 00:02:02.745
<v Speaker 1>That person's a leech that person takes from people.

00:02:06.159 --> 00:02:08.590
<v Speaker 2>Right, that person's a leech that person takes from people, right, I've seen them do that.

00:02:08.590 --> 00:02:14.608
<v Speaker 2>I don't want to be around that back a little bit Sure, kind of always being that definition and that way Young you, what was young James's definition of success?

00:02:14.608 --> 00:02:15.912
<v Speaker 2>And then how did it progress?

00:02:16.599 --> 00:02:17.883
<v Speaker 1>Yeah, it was achievement.

00:02:18.806 --> 00:02:21.331
<v Speaker 1>And I would win all of anything.

00:02:21.331 --> 00:02:24.822
<v Speaker 1>It could be sports, it could have been in business, it could have been in school.

00:02:24.822 --> 00:02:27.343
<v Speaker 1>It's just like grinding, going for more.

00:02:27.343 --> 00:02:35.631
<v Speaker 1>And then the turning point for me was when my sister was diagnosed with a brain tumor unexpectedly and rocked my world.

00:02:35.631 --> 00:02:57.473
<v Speaker 1>I was like punched in the belly and three and a half months later, unfortunately, vicki passed away and I was like, damn, you can always make more money, you can lose all your clients and come back and be better, go bankrupt, but you can't get more time, man, that taught me a valuable lesson that my time is probably the most important thing.

00:02:57.473 --> 00:02:57.920
<v Speaker 1>I know.

00:02:57.920 --> 00:02:59.966
<v Speaker 1>It's the most next to breathing and faith.

00:02:59.966 --> 00:03:02.700
<v Speaker 1>That's the most important thing I got, because you can't get more of it.

00:03:02.700 --> 00:03:13.377
<v Speaker 1>I mean, think about this, brad Every second that you choose to waste on things that don't bring you happiness for whatever you like to do, is the second you don't get back the rest of your life.

00:03:13.377 --> 00:03:14.459
<v Speaker 1>You don't get a do-over.

00:03:14.740 --> 00:03:25.596
<v Speaker 1>Yeah, so that changed me from striving for achievement as success to striving for freedom and peace of mind and what makes me happy.

00:03:25.596 --> 00:03:29.027
<v Speaker 1>Right Prior to that, I was a yes person, like you know.

00:03:29.027 --> 00:03:32.747
<v Speaker 1>You hear that that thing say yes and figure it out Right.

00:03:33.168 --> 00:03:34.572
<v Speaker 2>And it was a movie on that wasn't it.

00:03:35.920 --> 00:03:38.688
<v Speaker 1>And I quickly realized, oh my, when I started looking back at patterns.

00:03:38.688 --> 00:03:41.623
<v Speaker 1>Well, that's why I was so unhappy, because I had no time.

00:03:42.125 --> 00:03:43.889
<v Speaker 1>I had no freedom.

00:03:43.889 --> 00:03:47.843
<v Speaker 1>When I was on the Secret Millionaire TV show, I said yes to everything.

00:03:47.843 --> 00:03:49.788
<v Speaker 1>I'm sleeping three hours a night.

00:03:49.788 --> 00:03:56.295
<v Speaker 1>I was the most miserable person gearing up for the show and I couldn't figure it out and I left.

00:03:56.295 --> 00:03:57.280
<v Speaker 1>I just dropped everything.

00:03:57.280 --> 00:04:08.752
<v Speaker 1>I had a three book deal with all these things booked and I couldn't figure it out, so I just I left for three days, went to Malibu Nobody knew where I was going Was at the Malibu beach in just trying to like reflect.

00:04:08.879 --> 00:04:10.043
<v Speaker 1>Why the hell am I so unhappy?

00:04:10.043 --> 00:04:12.449
<v Speaker 1>I'm about to appear on ABC television.

00:04:12.449 --> 00:04:13.692
<v Speaker 1>Why am I?

00:04:13.692 --> 00:04:21.144
<v Speaker 1>And I and I started tracing, looking for patterns and I'm like I went back to the old James, the old success say yes to everything, figure it out.

00:04:21.144 --> 00:04:32.163
<v Speaker 1>And I was the most miserable person flew back here to Vegas, pulled people together, started cutting it, cut the book deal.

00:04:32.163 --> 00:04:34.428
<v Speaker 1>I didn't want to write three books in six months with a publisher which they control you.

00:04:34.428 --> 00:04:35.031
<v Speaker 1>I have no time.

00:04:35.031 --> 00:04:35.733
<v Speaker 1>They're controlling me.

00:04:35.733 --> 00:04:44.672
<v Speaker 1>I just started cutting things and I got back to what made me happy success and peace of mind and freedom and just enjoy my life again.

00:04:44.672 --> 00:04:47.865
<v Speaker 1>Therefore, then, the secret millionaire was fun, yeah.

00:04:47.987 --> 00:04:49.069
<v Speaker 2>You know, is there.

00:04:49.069 --> 00:04:56.533
<v Speaker 2>So then, if you think about it, then is there a formula for success in your mind, or some ingredients that create success?

00:04:57.740 --> 00:05:03.725
<v Speaker 1>I can't speak for anyone other than what works for me Right, and that's all I try to share with people that I bless to help.

00:05:03.725 --> 00:05:17.744
<v Speaker 1>And so my death, my, my formula, my definition is if I wake up in the morning and I look in the mirror and the person looking back at me is happy, meaning time, peace, right, freedom, then that's a good formula for me.

00:05:17.744 --> 00:05:20.555
<v Speaker 1>That guy is miserable, looking back Right.

00:05:20.555 --> 00:05:22.341
<v Speaker 1>Then then I'm doing something wrong.

00:05:22.341 --> 00:05:26.910
<v Speaker 1>And then I always say, also I, I have this little theory, I'm kind of old school, right, like I got this.

00:05:27.089 --> 00:05:34.271
<v Speaker 1>If I get this bumblebee flying in my stomach where it's miserable, like and uh, just, oh god, I don't want to do that.

00:05:34.271 --> 00:05:36.141
<v Speaker 1>That's like, why the hell am I doing it?

00:05:36.141 --> 00:05:39.291
<v Speaker 1>My sister died and time's the most important thing.

00:05:39.291 --> 00:05:39.954
<v Speaker 1>Why am I?

00:05:39.954 --> 00:05:44.586
<v Speaker 1>Why am I allowing this to creep in and control me?

00:05:44.586 --> 00:05:45.670
<v Speaker 1>So then I just switch.

00:05:45.670 --> 00:05:47.663
<v Speaker 1>You know, first part of all transformation is awareness.

00:05:47.663 --> 00:05:49.108
<v Speaker 1>Once you're aware, you can switch that fast.

00:05:49.108 --> 00:05:51.764
<v Speaker 1>And so once I become aware of it, I'm like oh no, no, I'm controlling this.

00:05:51.764 --> 00:05:53.189
<v Speaker 1>Yeah, I'm getting rid of this stuff.

00:05:53.209 --> 00:06:01.665
<v Speaker 2>That's making me unhappy yeah, it's funny I I used to book things early in the morning and then like why I hate doing things early in the morning, like I watch them.

00:06:01.665 --> 00:06:03.709
<v Speaker 2>These people like the 5 am club.

00:06:03.709 --> 00:06:05.372
<v Speaker 2>I'm like I hate 5 am.

00:06:05.372 --> 00:06:07.745
<v Speaker 2>You know what I want to do at 5 am Sleep.

00:06:07.745 --> 00:06:09.829
<v Speaker 2>Yeah, you know, I don't like that.

00:06:09.829 --> 00:06:12.446
<v Speaker 2>I like starting my days around 10 am.

00:06:12.586 --> 00:06:16.098
<v Speaker 2>Yeah, 10 am is a good time for first meeting of the day.

00:06:16.098 --> 00:06:17.019
<v Speaker 2>Well, that's what makes you happy.

00:06:17.019 --> 00:06:19.461
<v Speaker 2>You know, and that's exactly the way I do it.

00:06:19.461 --> 00:06:24.805
<v Speaker 2>How do you see the relationship between failure or mistakes, or failing, and success?

00:06:25.666 --> 00:06:28.709
<v Speaker 1>So one of my best friends is Joe Theismann.

00:06:28.709 --> 00:06:31.531
<v Speaker 1>Used to quarterback the Washington Redskins NFL.

00:06:31.531 --> 00:06:35.795
<v Speaker 1>Mvp Joe actually got me into speaking, like 25 years ago.

00:06:35.795 --> 00:06:37.615
<v Speaker 1>I didn't even know about speaking.

00:06:37.615 --> 00:06:39.057
<v Speaker 1>He taught me the speaking industry.

00:06:39.057 --> 00:06:44.209
<v Speaker 1>And Joe said something to me years ago that always stuck with me.

00:06:44.209 --> 00:06:44.774
<v Speaker 1>He says you know, I've never.

00:06:44.774 --> 00:06:45.680
<v Speaker 1>I asked him how'd you deal with failures?

00:06:45.680 --> 00:06:46.983
<v Speaker 1>I've never had a failure in my life.

00:06:46.983 --> 00:06:49.721
<v Speaker 1>I'm like huh, he said.

00:06:49.721 --> 00:06:52.769
<v Speaker 1>I've only had educational experiences that did not go my way.

00:06:52.769 --> 00:06:56.487
<v Speaker 1>At that time I was like, oh, ding, ding, ding, I got it.

00:06:56.487 --> 00:06:57.189
<v Speaker 1>I got it.

00:06:57.680 --> 00:07:04.069
<v Speaker 1>So I look at failure as fertilizer right, it could stink you up or it could make you grow, right.

00:07:04.069 --> 00:07:09.755
<v Speaker 1>So the other thing, brad, that I always look at failure as is it's just part of the process, right?

00:07:09.755 --> 00:07:13.730
<v Speaker 1>Whatever I want to do, I've always encountered failure in the beginning.

00:07:13.730 --> 00:07:17.365
<v Speaker 1>And I make this simple example Think about the first time you tried to ride a bike.

00:07:17.365 --> 00:07:18.026
<v Speaker 1>You failed.

00:07:18.026 --> 00:07:20.512
<v Speaker 1>Oh yeah, you wobbled, you fell off.

00:07:20.512 --> 00:07:24.521
<v Speaker 1>First time you drove a car Parallel.

00:07:24.521 --> 00:07:30.146
<v Speaker 1>You didn't fail that bad on a car, no, but you hit the curb or something right, and you were scared, you were nervous.

00:07:30.146 --> 00:07:36.088
<v Speaker 1>So, in essence, the way I look at it, if you look at timeline therapy right, you jump back, don't stay in it.

00:07:36.088 --> 00:07:41.610
<v Speaker 1>You jump back and you look at it right, realistically, and say, ah, this is just the part of the process.

00:07:41.610 --> 00:07:50.120
<v Speaker 1>In the beginning it's part of it.

00:07:50.161 --> 00:07:53.591
<v Speaker 2>It's the growth right, it's fertilizer, it's making me stronger, and so that's the way I look at the relationship between failure and success.

00:07:53.591 --> 00:07:55.036
<v Speaker 2>Why don't people want to be in that zone, though?

00:07:55.036 --> 00:07:57.002
<v Speaker 2>Because that zone is what makes success Sure.

00:07:57.002 --> 00:08:00.088
<v Speaker 2>How do you get people into that zone?

00:08:00.088 --> 00:08:00.490
<v Speaker 2>I don't know.

00:08:00.490 --> 00:08:04.742
<v Speaker 2>You know, when I coach people, sometimes I just have to push.

00:08:05.223 --> 00:08:15.071
<v Speaker 1>Yeah, well, I think the first part is awareness, right, yeah, If you study anything when we become aware that we could do it differently, then you could change that fast.

00:08:15.071 --> 00:08:18.954
<v Speaker 1>But if you're not aware, you just keep doing the same old, same old right, the same old rut.

00:08:18.954 --> 00:08:21.437
<v Speaker 1>Other thing is people are stuck in their old story.

00:08:26.040 --> 00:08:26.963
<v Speaker 2>They like the victimhood because it's easy.

00:08:26.963 --> 00:08:27.603
<v Speaker 2>People always done it that way.

00:08:27.624 --> 00:08:44.048
<v Speaker 1>But, rad, you don't understand my family, my city I came from this side of the tracks and and you know why people I found in in my years of helping people is why they do that is it's easy, because they'll always get it's like puppy dogs, right puppy dogs on a cold day.

00:08:44.048 --> 00:08:44.389
<v Speaker 1>What do they do?

00:08:44.389 --> 00:08:45.875
<v Speaker 1>That is it's easy because they'll always get it's like puppy dogs, right.

00:08:45.875 --> 00:08:46.378
<v Speaker 1>Puppy dogs on a cold day.

00:08:46.378 --> 00:08:46.740
<v Speaker 1>What do they do?

00:08:46.740 --> 00:08:50.390
<v Speaker 1>They all go crowd in the corner and, oh yeah, it's cold and we don't like it.

00:08:50.390 --> 00:08:51.851
<v Speaker 1>Well, that's what happens, right?

00:08:51.851 --> 00:08:52.759
<v Speaker 1>Oh, my life doesn't work.

00:08:52.759 --> 00:08:54.226
<v Speaker 1>Oh, yeah, my life doesn't work either.

00:08:54.226 --> 00:08:55.645
<v Speaker 1>And you start getting that.

00:08:55.645 --> 00:08:56.740
<v Speaker 1>That's not just also at a low level.

00:08:57.360 --> 00:09:01.206
<v Speaker 2>That's at a 10 million, 100 million level, you get to.

00:09:01.206 --> 00:09:07.294
<v Speaker 2>You get to your comfort ceiling, comfort goals or ceilings as well.

00:09:07.294 --> 00:09:11.309
<v Speaker 2>I like using that and I want to get onto marketing with you just for a moment.

00:09:11.309 --> 00:09:17.751
<v Speaker 2>I like using marketing example of failure, because 80% of marketing doesn't work.

00:09:17.751 --> 00:09:18.573
<v Speaker 2>It just doesn't.

00:09:18.573 --> 00:09:20.263
<v Speaker 2>You go and throw out 10 ads.

00:09:20.263 --> 00:09:22.969
<v Speaker 2>Eight of them get almost no result.

00:09:22.989 --> 00:09:25.332
<v Speaker 1>Yeah, but you're one step closer to finding the right way.

00:09:25.413 --> 00:09:28.549
<v Speaker 2>Correct Two out of 10 gets some result and then we move forward.

00:09:28.549 --> 00:09:31.626
<v Speaker 2>You use a term boomerang in marketing.

00:09:31.626 --> 00:09:32.428
<v Speaker 2>Explain that.

00:09:33.130 --> 00:09:33.432
<v Speaker 1>Yeah.

00:09:33.432 --> 00:09:41.106
<v Speaker 1>So I believe that we don't throw anything out unless it's bringing us the right quality leads back, right?

00:09:41.106 --> 00:09:42.009
<v Speaker 1>That's what I mean Boomerang.

00:09:42.009 --> 00:09:43.381
<v Speaker 1>You throw a boomerang out, it comes back.

00:09:43.381 --> 00:09:45.947
<v Speaker 1>So whatever you throw out comes back at you.

00:09:45.947 --> 00:09:48.630
<v Speaker 1>So I'll give you an example of speaking.

00:09:49.472 --> 00:09:59.102
<v Speaker 1>So in South Florida, where I also live, there's a life coaching group down the freeway, 20 minutes that for four years they've been trying to get me to come speak, right?

00:09:59.102 --> 00:10:01.625
<v Speaker 1>And I said well, how much does everybody pay to come to this monthly thing?

00:10:01.625 --> 00:10:03.028
<v Speaker 1>And they said nothing.

00:10:03.028 --> 00:10:04.429
<v Speaker 1>I said what's the yearly dues?

00:10:04.429 --> 00:10:05.370
<v Speaker 1>They said nothing.

00:10:05.370 --> 00:10:07.432
<v Speaker 1>So there's strike one, right.

00:10:07.432 --> 00:10:11.745
<v Speaker 1>Freebies, right, people who pay, pay attention, they're not paying anything, right?

00:10:11.745 --> 00:10:13.349
<v Speaker 1>Then I started looking at the back end.

00:10:13.349 --> 00:10:13.951
<v Speaker 1>I said what kind of?

00:10:13.951 --> 00:10:14.982
<v Speaker 1>We were talking about back end.

00:10:14.982 --> 00:10:18.110
<v Speaker 1>What kind of back end can I get from this pond I'm going to fish in?

00:10:18.110 --> 00:10:25.601
<v Speaker 1>Well, broke people, right?

00:10:25.601 --> 00:10:28.335
<v Speaker 1>Well, I don't really want to go there and boomerang those leads back, right, because they can't afford a back-end program, right?

00:10:28.335 --> 00:10:31.245
<v Speaker 1>So everything I do in marketing is boomeranging, right?

00:10:31.245 --> 00:10:35.037
<v Speaker 1>I went on the Secret Millionaire TV show, blessed.

00:10:35.037 --> 00:10:43.864
<v Speaker 1>Abc was going to put me on prime time eight o'clock Sunday night and most people go thinking they're going to be the next Denzel Washington.

00:10:44.083 --> 00:10:48.072
<v Speaker 1>This is my 15 minutes of fame.

00:10:48.072 --> 00:10:49.164
<v Speaker 1>I'm going to make it.

00:10:49.164 --> 00:10:52.547
<v Speaker 1>I looked at it as 15 minutes of opportunity from a business perspective.

00:10:52.767 --> 00:10:54.571
<v Speaker 1>Yeah, I said this is it's a good ad.

00:10:54.571 --> 00:10:55.513
<v Speaker 1>It's a good ad.

00:10:55.513 --> 00:10:57.506
<v Speaker 1>Yeah, I always say there's two sides to every.

00:10:57.506 --> 00:10:59.881
<v Speaker 1>That's why my logo for Big Money Speaker is a coin.

00:10:59.881 --> 00:11:02.764
<v Speaker 1>On the one side, we got what we do to serve and help people.

00:11:02.764 --> 00:11:05.606
<v Speaker 1>Most people stop there and I said, no, there's a flip side.

00:11:05.606 --> 00:11:06.868
<v Speaker 1>It's called the business of all this stuff.

00:11:07.307 --> 00:11:10.009
<v Speaker 1>So if we look at the television show, that's a media.

00:11:10.009 --> 00:11:13.572
<v Speaker 1>That's no different than running a classified ad, a Facebook ad, an Instagram.

00:11:13.572 --> 00:11:14.394
<v Speaker 1>It's a way to.

00:11:14.394 --> 00:11:17.836
<v Speaker 1>If you do it the right way, boomerang leads back.

00:11:17.836 --> 00:11:26.419
<v Speaker 1>So I quickly realized this is 15 minutes of opportunity and if I do it the right way, I can boomerang leads back.

00:11:26.419 --> 00:11:28.866
<v Speaker 1>So I planted things in what I said.

00:11:28.967 --> 00:11:41.342
<v Speaker 1>I sat there in my home office with flip charts and I thought, okay, what could I say that would make a Brad Sugars see the trailer or see me on the show and say who's this guy?

00:11:41.342 --> 00:11:42.664
<v Speaker 1>I don't know, but I like what he said.

00:11:42.664 --> 00:11:43.525
<v Speaker 1>Let me go Google him.

00:11:43.525 --> 00:11:47.592
<v Speaker 1>Then I had like 30 different opt-in pages coming up where people would opt in.

00:11:47.592 --> 00:11:52.033
<v Speaker 1>I'd pop up and say, hey, this is James Malinchak featured on the new hit TV show, secret Millionaire.

00:11:52.033 --> 00:11:55.101
<v Speaker 1>If you want some free video training on how I grew my business?

00:11:55.101 --> 00:11:55.682
<v Speaker 1>That would help you.

00:11:55.682 --> 00:11:56.964
<v Speaker 1>Put your name and email in here.

00:11:56.964 --> 00:12:00.187
<v Speaker 1>And we added over like 300,000.

00:12:00.267 --> 00:12:03.009
<v Speaker 1>Some people and people said, well, what's the big deal about that?

00:12:03.009 --> 00:12:04.731
<v Speaker 1>Well, they all spend $50 with you.

00:12:04.731 --> 00:12:06.995
<v Speaker 1>In a year you just made 15 million bucks.

00:12:06.995 --> 00:12:08.395
<v Speaker 1>Well, they spent 100.

00:12:08.395 --> 00:12:18.946
<v Speaker 1>Brad, I still have a lot of those people who had no idea who I was on that show, because I boomeranged, planted the seed to bring the right lead, not just any lead, the right lead.

00:12:18.946 --> 00:12:21.908
<v Speaker 1>I still have people this day still buying from me.

00:12:21.908 --> 00:12:27.083
<v Speaker 1>Yeah, so that's what I mean by boomerang let's not put anything out.

00:12:27.083 --> 00:12:33.168
<v Speaker 1>If you're going to do a talk, if you're going to do a media interview, right, if you're going to talk one-on-one with someone, you should be dropping those seeds.

00:12:33.168 --> 00:12:35.181
<v Speaker 1>That's going to bring that right person back.

00:12:35.181 --> 00:12:39.446
<v Speaker 1>He or she raises their hand, said I love Action Coach, I want to be a business coach.

00:12:39.466 --> 00:12:40.647
<v Speaker 2>I like that raise your hand term.

00:12:40.647 --> 00:12:41.808
<v Speaker 2>That's a really good book.

00:12:41.808 --> 00:12:42.870
<v Speaker 2>I didn't see that.

00:12:42.870 --> 00:12:43.410
<v Speaker 2>I love that.

00:12:43.410 --> 00:12:46.955
<v Speaker 2>Very handsome man wrote that book.

00:12:46.955 --> 00:12:50.057
<v Speaker 2>Josh is the handsome guy, I'm just the other guy.

00:12:50.118 --> 00:12:52.022
<v Speaker 1>I promise anybody watching or listening.

00:12:52.022 --> 00:12:53.206
<v Speaker 1>I did not do that on purpose.

00:12:53.206 --> 00:12:54.549
<v Speaker 1>I did not even know that was the title.

00:12:55.500 --> 00:13:04.807
<v Speaker 2>You know, when I always talk about marketing as two hands raised one I'm interested, one I'm ready, because you got to get them on the database, I'm interested.

00:13:04.807 --> 00:13:07.273
<v Speaker 2>And then you got to keep communicating to them.

00:13:07.273 --> 00:13:23.246
<v Speaker 2>And it's interesting because the cadence used to be, when it was way back in the day, it was monthly letters, then it went to weekly letters, then email came around and you went to weekly fax blasting postcards.

00:13:23.828 --> 00:13:32.687
<v Speaker 2>Nowadays, though, the cadence has gone to daily in email, and even more often if you're using texting with things.

00:13:32.687 --> 00:13:47.215
<v Speaker 2>The cadence just keeps getting faster and faster, and we've gone to this point where people are getting it used to be there wasn't enough information, now there's too much information.

00:13:47.215 --> 00:13:56.506
<v Speaker 2>Let's look at conversion, then, and how do we convert people in an age where there just is too much information?

00:13:56.506 --> 00:14:01.600
<v Speaker 2>I guess how do we break through and get conversion, the sale, to actually happen today?

00:14:01.922 --> 00:14:02.142
<v Speaker 1>Yeah.

00:14:02.142 --> 00:14:07.731
<v Speaker 1>So the first thing I always try to share with people is most people are putting stuff out incorrectly.

00:14:07.731 --> 00:14:15.732
<v Speaker 1>They're putting stuff out that they want to put out instead of sitting down and strategizing flip chart, whiteboard, whatever it is of.

00:14:15.732 --> 00:14:30.149
<v Speaker 1>Okay, if I were my ideal prospect and I see this ad, I see this email, what would it have to say to make me raise my hand and say, oh my God, brad's speaking to me, I get it.

00:14:30.149 --> 00:14:31.767
<v Speaker 1>And nobody does that.

00:14:31.767 --> 00:14:33.888
<v Speaker 1>They don't write from that perspective.

00:14:33.888 --> 00:14:36.369
<v Speaker 1>They write from here's what people need.

00:14:36.369 --> 00:14:37.424
<v Speaker 1>Well, how do you know what they need?

00:14:37.424 --> 00:14:38.946
<v Speaker 1>Have you really sat in their shoes?

00:14:38.946 --> 00:14:39.980
<v Speaker 1>Have you really?

00:14:39.980 --> 00:14:45.123
<v Speaker 1>When I create anything I had never create from James, yeah, I create from.

00:14:45.264 --> 00:14:49.753
<v Speaker 1>Okay, I'm the guy on Instagram that saw a video.

00:14:49.753 --> 00:14:52.586
<v Speaker 1>Yeah, and is what Brad's saying on that video?

00:14:52.586 --> 00:14:54.772
<v Speaker 1>If I'm writing one for you, is what he's saying?

00:14:54.772 --> 00:14:56.967
<v Speaker 1>Is that going to make me say I want to learn more from him?

00:14:56.967 --> 00:15:03.148
<v Speaker 1>If I get an email from you, is that going to make me say, like, if you're running an event, is that going to make me say I'm not kidding?

00:15:03.148 --> 00:15:03.748
<v Speaker 1>This is how I think?

00:15:03.748 --> 00:15:11.004
<v Speaker 1>Oh my gosh, I have to go to Brad's event because it's speaking directly to me oh, wait a minute, I'm getting married that day.

00:15:11.004 --> 00:15:16.447
<v Speaker 1>Okay, I better change the wedding date because I got to go Like right, that's how it should speak to me.

00:15:16.466 --> 00:15:18.866
<v Speaker 2>Yeah, I have two avatars.

00:15:18.866 --> 00:15:26.240
<v Speaker 2>I write to One.

00:15:26.259 --> 00:15:29.427
<v Speaker 2>his name is John, he's my older avatar, business owner been running his business 20 years, so that avatar I have to write to.

00:15:29.427 --> 00:15:30.509
<v Speaker 2>And then I have Abby, who's my younger avatar.

00:15:30.509 --> 00:15:35.427
<v Speaker 2>She's just new in business, so every time I'm writing, I'm writing to those two avatars.

00:15:35.427 --> 00:15:40.221
<v Speaker 2>I literally will sit down and plan, like even my emails.

00:15:40.221 --> 00:15:45.773
<v Speaker 2>I'll plan 300 yearly emails at one sitting.

00:15:45.773 --> 00:15:48.868
<v Speaker 2>That's smart by sitting down and going through it.

00:15:48.868 --> 00:15:54.393
<v Speaker 2>And these days I use Brad GPT like we've created the AI Brad.

00:15:54.393 --> 00:16:00.734
<v Speaker 2>So it thinks like me and uses all my stuff, but it comes up with all of their problems.

00:16:00.734 --> 00:16:02.003
<v Speaker 2>What are all of their issues?

00:16:02.003 --> 00:16:10.909
<v Speaker 2>Yeah, I don't know about you, but why is it that marketers think more about their product or their thing than the problems?

00:16:10.909 --> 00:16:11.671
<v Speaker 2>What happened?

00:16:11.671 --> 00:16:13.094
<v Speaker 2>Where did that come about?

00:16:13.421 --> 00:16:17.397
<v Speaker 1>so I think it's old, outdate salesman marketing training that's been passed down.

00:16:17.397 --> 00:16:18.900
<v Speaker 1>I'll give you an example.

00:16:18.900 --> 00:16:24.282
<v Speaker 1>So a few years ago here in vegas I did a talk at I think it was bellagio, and I was on my way home.

00:16:24.282 --> 00:16:25.426
<v Speaker 1>It was like 1030.

00:16:25.426 --> 00:16:27.184
<v Speaker 1>Had nothing really to do.

00:16:27.184 --> 00:16:28.210
<v Speaker 1>So I thought you know what?

00:16:28.210 --> 00:16:32.446
<v Speaker 1>I don't really need a car, but let me go kill some time and look at some cars Right?

00:16:32.446 --> 00:16:35.839
<v Speaker 1>So go to car dealership and what happens?

00:16:35.839 --> 00:16:36.600
<v Speaker 1>I started looking.

00:16:36.600 --> 00:16:43.686
<v Speaker 1>What happens when you walk on a lot the vultures come out the guy, the next one up, next man yeah exactly right.

00:16:44.365 --> 00:16:49.250
<v Speaker 1>And so young hotshot dude, 28, comes over ish, 28-ish, and says, hey, bud.

00:16:49.250 --> 00:16:50.951
<v Speaker 1>First of all he called me bud.

00:16:50.951 --> 00:16:53.833
<v Speaker 1>Right, hey, bud, you look like a bud.

00:16:53.833 --> 00:16:58.417
<v Speaker 1>He says, hey, bud, and I listen, like you, I listen to people's languaging.

00:16:58.417 --> 00:17:00.778
<v Speaker 1>Right, hey, bud, you thinking about buying this car?

00:17:00.778 --> 00:17:05.025
<v Speaker 1>I said, well, you know, I'm just kind of yeah, looking around and what's the first thing he does?

00:17:05.025 --> 00:17:10.270
<v Speaker 1>Man, he pops open the hood and starts talking to me about the engine and the carburetor and the spark plant.

00:17:10.270 --> 00:17:17.423
<v Speaker 1>I'm like I just let him go for a while and then, like you, I love to be sold because I like to see what their skills are.

00:17:17.923 --> 00:17:18.724
<v Speaker 1>I didn't say anything.

00:17:18.724 --> 00:17:21.048
<v Speaker 1>After about a minute and a half, or whatever.

00:17:21.048 --> 00:17:23.912
<v Speaker 1>I said, hey, excuse me, would you step back for a second?

00:17:23.912 --> 00:17:24.532
<v Speaker 1>I said step back.

00:17:24.532 --> 00:17:25.334
<v Speaker 1>And I shut the hood.

00:17:25.334 --> 00:17:26.776
<v Speaker 1>I said let me teach you how to sell me this car.

00:17:27.539 --> 00:17:28.702
<v Speaker 1>I said, first of all, size me up.

00:17:28.702 --> 00:17:31.872
<v Speaker 1>I'm in a pretty damn nice suit costs about 4,000 bucks.

00:17:31.872 --> 00:17:36.505
<v Speaker 1>I've got shine shoes on, I got a white shirt, gold tie and pretty decent watch.

00:17:36.505 --> 00:17:37.526
<v Speaker 1>Does it even look like?

00:17:37.526 --> 00:17:38.946
<v Speaker 1>I know what the hell a spark plug is?

00:17:38.946 --> 00:17:41.009
<v Speaker 1>Right, but you still shouldn't assume.

00:17:41.009 --> 00:17:46.836
<v Speaker 1>You should say, sir, with this particular vehicle you're thinking of getting what is most important for you.

00:17:46.836 --> 00:17:54.789
<v Speaker 1>Yeah, now if I walk on the lot and I got a mechanic shirt, got some grease here, got my name here right, I probably am interested in the carburetor and the spark plugs.

00:17:54.789 --> 00:18:02.521
<v Speaker 1>But you still shouldn't assume, if you were to ask me what's most important for me, I would tell you I want two things in this car I'm thinking about I want to go.

00:18:02.521 --> 00:18:06.257
<v Speaker 1>At that point you ought to toss me the keys.

00:18:06.257 --> 00:18:08.509
<v Speaker 1>Yeah, take this puppy out on the 215.

00:18:08.509 --> 00:18:10.896
<v Speaker 1>Yeah, let's see how fast we can go Exactly, put the top down.

00:18:10.916 --> 00:18:11.901
<v Speaker 2>Let's see how cool we do look.

00:18:12.430 --> 00:18:16.019
<v Speaker 1>So I take it off the lot and, unbeknownst to me, you have a colleague of yours.

00:18:16.019 --> 00:18:19.154
<v Speaker 1>Jump in a car and follow me and I'm flying around.

00:18:19.154 --> 00:18:20.077
<v Speaker 1>Take a video of me yeah.

00:18:20.349 --> 00:18:22.098
<v Speaker 1>I'm flying on the 215.

00:18:22.098 --> 00:18:30.653
<v Speaker 1>I ship as I'm stopped there.

00:18:30.653 --> 00:18:34.185
<v Speaker 1>This guy, unbeknownst to me, pulls up next to me, toots his horn and says hey, bud, that car goes fast and you look really cool.

00:18:34.185 --> 00:18:34.788
<v Speaker 1>Brad, I couldn't.

00:18:34.788 --> 00:18:37.174
<v Speaker 1>I wouldn't be able to get back there fast enough to write a check.

00:18:37.174 --> 00:18:39.801
<v Speaker 1>Yeah, why the hell is he selling me spark plugs?

00:18:39.801 --> 00:18:41.931
<v Speaker 1>Because that's what he was taught to do.

00:18:41.931 --> 00:18:43.031
<v Speaker 1>The features of it.

00:18:43.031 --> 00:18:43.573
<v Speaker 1>I don't give a.

00:18:43.573 --> 00:18:46.013
<v Speaker 1>How many times you've got some great cars.

00:18:46.013 --> 00:18:57.541
<v Speaker 1>How many times have you walked to get a car, went on a lot or through your broker and said, hey, I want to get this car because I need that carburetor that's in that car, or the spark plug?

00:18:57.541 --> 00:18:59.864
<v Speaker 1>That's what salespeople, marketers, do.

00:18:59.864 --> 00:19:05.607
<v Speaker 1>They sell the thing instead of getting in the heart and the mind of the person who's buying.

00:19:07.375 --> 00:19:13.290
<v Speaker 2>Yeah, there's so much information.

00:19:13.290 --> 00:19:22.657
<v Speaker 2>I think customers get into overload and it's almost our job to take them out of that overload and put them back into, because how do people even know what's important to them?

00:19:22.657 --> 00:19:26.532
<v Speaker 2>I guess is probably the hardest part for a salesperson today.

00:19:26.752 --> 00:19:32.751
<v Speaker 1>Yeah, so I have this new formula that nobody's ever heard of, that I created.

00:19:32.751 --> 00:19:38.401
<v Speaker 1>It's called ASK, ask.

00:19:38.661 --> 00:19:38.942
<v Speaker 2>Yeah.

00:19:39.162 --> 00:19:46.790
<v Speaker 1>Right, I mean, come on, let's take somebody selling an online course yeah, you can set up a survey, monkey, and just ask your ideal potential person.

00:19:46.790 --> 00:19:51.262
<v Speaker 1>Or go into a Facebook group, yeah Right, and just ask hey, I'm doing some fact finding.

00:19:51.262 --> 00:20:01.001
<v Speaker 1>If I were doing a course on time management or whatever the title is, what would be the one, two or three most important things that you would need to see to want to get this course?

00:20:01.001 --> 00:20:06.422
<v Speaker 1>And then you take all the data from the 27 people that answer and you look for patterns.

00:20:06.422 --> 00:20:11.152
<v Speaker 1>Oh, these four things keep popping up, and this one pops up more than any.

00:20:11.152 --> 00:20:12.615
<v Speaker 1>So maybe that ought to be my headline.

00:20:12.615 --> 00:20:15.442
<v Speaker 1>Yeah right, yes, it's how right it goes.

00:20:16.630 --> 00:20:23.776
<v Speaker 2>We um because action coach is a franchise business when people apply the best, by the way, we ask them, it is one of the best, for sure.

00:20:23.776 --> 00:20:29.273
<v Speaker 2>We ask them, you know, out of the things that you look for, there's eight categories and we give them a choice.

00:20:29.273 --> 00:20:30.115
<v Speaker 2>You know, know what are the?

00:20:30.115 --> 00:20:37.959
<v Speaker 2>There's 30 choices, or 32 choices, what is most important to you in a career transition to owning your own business?

00:20:37.959 --> 00:20:46.194
<v Speaker 2>And out of the 32, there is four that keep coming up regularly, sort of thing.

00:20:46.194 --> 00:20:49.140
<v Speaker 2>So guess what all of the marketing then goes to be?

00:20:49.480 --> 00:20:56.352
<v Speaker 1>Every Facebook ad, every direct mail piece, every email keeps coming back to what your prospect wants.

00:20:56.352 --> 00:21:01.388
<v Speaker 1>I mean, I just think it's too easy If you listen.

00:21:01.388 --> 00:21:04.213
<v Speaker 1>It's easy If you listen and you know the other thing too.

00:21:04.213 --> 00:21:06.498
<v Speaker 1>In school.

00:21:06.498 --> 00:21:11.750
<v Speaker 1>I don't know how it was when you grew up, but I took a course on communication, right, how to talk.

00:21:11.750 --> 00:21:14.657
<v Speaker 1>Took a course in college how to talk.

00:21:14.657 --> 00:21:20.517
<v Speaker 1>Never had a course offered on how to listen yeah, yeah, my dad.

00:21:20.777 --> 00:21:29.962
<v Speaker 2>My dad was the only one that taught me how to listen, because, uh, he talked a lot and, uh, he won't mind me that either, but he was like two ears, one mouth.

00:21:30.190 --> 00:21:32.394
<v Speaker 1>Shut up my dad said the same thing.

00:21:32.394 --> 00:21:34.700
<v Speaker 1>He used to always say that to me.

00:21:35.040 --> 00:21:37.073
<v Speaker 1>Yeah, and I got to tell you this about my dad.

00:21:37.073 --> 00:21:37.575
<v Speaker 1>My dad.

00:21:37.575 --> 00:21:40.806
<v Speaker 1>We grew up in a very tiny steel town, about 6,000 people.

00:21:40.806 --> 00:21:42.010
<v Speaker 1>My dad was a steel worker.

00:21:42.010 --> 00:21:47.538
<v Speaker 1>My dad went on to become one of the top six college football officials in the country.

00:21:47.538 --> 00:21:52.986
<v Speaker 1>He even did the Orange Bowl game, the national championship.

00:21:52.986 --> 00:21:59.863
<v Speaker 1>And I always ask Dad you're this little guy from this town how?

00:21:59.863 --> 00:22:00.490
<v Speaker 1>And he goes.

00:22:00.490 --> 00:22:05.462
<v Speaker 1>I always remember two ears, one mouth, should be used in that proportion.

00:22:05.462 --> 00:22:07.798
<v Speaker 1>I keep my mouth shut, I don't speak out.

00:22:07.798 --> 00:22:09.541
<v Speaker 1>I don't say I listen to people.

00:22:09.541 --> 00:22:10.143
<v Speaker 1>I listen to our commissioner.

00:22:10.143 --> 00:22:10.218
<v Speaker 1>I don't speak out.

00:22:10.218 --> 00:22:10.385
<v Speaker 1>I don't say I listen to people.

00:22:10.385 --> 00:22:11.750
<v Speaker 1>I listen to our commissioner.

00:22:11.750 --> 00:22:15.951
<v Speaker 1>What is he looking for in a field judge, when refereeing these big games?

00:22:15.951 --> 00:22:18.678
<v Speaker 1>And then I work on those things to become that guy he wants.

00:22:18.678 --> 00:22:21.070
<v Speaker 1>I thought, oh my God, that's so easy.

00:22:21.811 --> 00:22:24.035
<v Speaker 2>So let's talk about you.

00:22:24.035 --> 00:22:27.179
<v Speaker 2>Know, you and I've shared stages.

00:22:27.179 --> 00:22:31.846
<v Speaker 2>Actually, who's the favorite guy or gal you've shared stages with?

00:22:31.846 --> 00:22:33.292
<v Speaker 2>Give me a couple of your favorites.

00:22:33.292 --> 00:22:36.480
<v Speaker 2>You've shared stages with Anthony Hopkins.

00:22:36.480 --> 00:22:44.355
<v Speaker 2>Sir Anthony Hopkins, sir Anthony Hopkins, I've got a few of his paintings at home, but I've never shared a stage with him.

00:22:44.517 --> 00:22:45.278
<v Speaker 1>I got to tell you this.

00:22:45.278 --> 00:22:47.462
<v Speaker 1>This is why I just love his thought process.

00:22:47.890 --> 00:22:48.895
<v Speaker 1>So, I literally was on stage with him at one point.

00:22:48.895 --> 00:22:49.358
<v Speaker 1>I got to tell you this.

00:22:49.358 --> 00:22:50.263
<v Speaker 1>This is why I just love his thought process.

00:22:50.263 --> 00:22:51.309
<v Speaker 1>So I literally was on stage with him at one point.

00:22:51.309 --> 00:23:05.580
<v Speaker 1>I got to interview him and I said Mr Hopkins, you are Academy Award winning actor, anthony Hopkins, one of the greatest top 50 actors in the world of all time stage and movies.

00:23:05.580 --> 00:23:09.392
<v Speaker 1>You're knighted, you're Sir Anthony Hopkins and Brad.

00:23:09.392 --> 00:23:11.413
<v Speaker 1>I asked him like the dumbest question I ever asked.

00:23:11.413 --> 00:23:12.375
<v Speaker 1>Here's what I asked.

00:23:12.375 --> 00:23:15.192
<v Speaker 1>I said you don't still like having an acting coach, right?

00:23:16.173 --> 00:23:17.759
<v Speaker 1>I mean, look at that assumption I had.

00:23:17.759 --> 00:23:19.750
<v Speaker 1>Yeah Right, here's this great guy.

00:23:20.230 --> 00:23:22.093
<v Speaker 1>I bet he said yes, I'm guaranteed.

00:23:22.093 --> 00:23:23.554
<v Speaker 1>Oh no, he blew my mind.

00:23:23.554 --> 00:23:29.059
<v Speaker 1>He said oh no, james, I have seven, seven, I didn't know what to say.

00:23:29.059 --> 00:23:30.682
<v Speaker 1>I about fell off my stool.

00:23:30.682 --> 00:23:31.803
<v Speaker 1>I said I'm sorry.

00:23:31.803 --> 00:23:33.084
<v Speaker 1>I literally he dumbfounded me.

00:23:33.084 --> 00:23:33.785
<v Speaker 1>I was stumped.

00:23:33.785 --> 00:23:35.286
<v Speaker 1>I said wait, wait, wait, what?

00:23:35.286 --> 00:23:41.971
<v Speaker 1>What do you mean?

00:23:41.971 --> 00:23:45.143
<v Speaker 1>He said well, I have a movement coach for theater because you move differently in live theater with an audience than you do for movies.

00:23:45.143 --> 00:23:46.909
<v Speaker 1>I have a movement coach for movies.

00:23:46.909 --> 00:23:54.900
<v Speaker 1>I have a tonality coach for movies because you speak differently with a boom mic above you and I have a different tonality coach for theater.

00:23:54.900 --> 00:23:59.080
<v Speaker 1>I have a nutritionalist because at my age I got to be healthy.

00:23:59.130 --> 00:24:00.595
<v Speaker 1>We could be filming until four in the morning.

00:24:00.595 --> 00:24:02.079
<v Speaker 1>Yeah, and it kept like Thor.

00:24:02.079 --> 00:24:10.955
<v Speaker 1>When they did the movie Thor years ago, he said we had a $200 million budget If I get sick, I put all these people out of work, out of work and the studio loses $200 million.

00:24:10.955 --> 00:24:11.498
<v Speaker 1>And he kept going through.

00:24:11.498 --> 00:24:13.467
<v Speaker 1>I have a personal trainer and Brett.

00:24:13.467 --> 00:24:17.579
<v Speaker 1>I sat there and I and then when he finished, I said to the audience I said are you all catching this?

00:24:17.579 --> 00:24:22.362
<v Speaker 1>There are people here in this audience that won't invest $10 in a book to be better.

00:24:22.362 --> 00:24:25.515
<v Speaker 1>Mr Hopkins has seven coaches.

00:24:25.515 --> 00:24:30.844
<v Speaker 1>A guy put his hand up and said oh well, he's Academy Award winning actor.

00:24:30.844 --> 00:24:34.285
<v Speaker 1>Therefore he Anthony Hopkins therefore he can have seven coaches.

00:24:34.349 --> 00:24:36.397
<v Speaker 1>I said oh no, no, my brother, you got it wrong.

00:24:36.397 --> 00:24:40.361
<v Speaker 1>It's because he has seven coaches that he is Academy Award winning actor.

00:24:40.401 --> 00:24:40.741
<v Speaker 2>Yeah, yeah.

00:24:41.151 --> 00:24:46.722
<v Speaker 1>So Anthony is one of my favorites because of his psychology, the way he thinks about life.

00:24:46.722 --> 00:24:48.980
<v Speaker 1>You would love him because you think the same way.

00:24:49.000 --> 00:24:49.604
<v Speaker 2>Yeah, I got to meet him.

00:24:49.604 --> 00:24:50.775
<v Speaker 2>He signed paintings for me.

00:24:50.775 --> 00:24:51.397
<v Speaker 2>He's amazing.

00:24:51.397 --> 00:24:52.976
<v Speaker 2>He's a phenomenal guy.

00:24:53.632 --> 00:24:56.099
<v Speaker 1>But I'm blessed to be on a program with Michael Jordan.

00:24:56.099 --> 00:24:59.420
<v Speaker 1>You know who I like to be on programs with.

00:24:59.420 --> 00:25:04.122
<v Speaker 1>My favorites are people who epitomize excellence in their profession.

00:25:04.122 --> 00:25:08.560
<v Speaker 1>Yeah, and there's nobody better than Michael Jordan for basketball.

00:25:08.560 --> 00:25:10.421
<v Speaker 1>There's nobody better for Michael Jordan for basketball.

00:25:10.421 --> 00:25:16.162
<v Speaker 1>There's nobody better for Anthony Hopkins for acting, because I love to see the discipline and the commitment.

00:25:17.592 --> 00:25:34.905
<v Speaker 2>I love it when guys and gals who are great in the green room if they're great in the green room, I like them and then you get the other ones who and we could share war stories of the guys and the gals mostly guys who are assholes in the group and it's like, and then they always run over time.

00:25:34.905 --> 00:25:37.192
<v Speaker 2>That guy always runs over time on stage.

00:25:37.192 --> 00:25:42.910
<v Speaker 2>They never professional finish speaking speaking of professionals as speaking.

00:25:43.150 --> 00:25:52.005
<v Speaker 2>Okay, you said you got turned on to it by joe yeah you've taught now thousands of people how to speak and make money out of speaking.

00:25:52.005 --> 00:25:53.914
<v Speaker 2>Let's forget the money side of it.

00:25:53.914 --> 00:25:55.359
<v Speaker 2>We'll get to that in just a minute.

00:25:55.359 --> 00:25:59.478
<v Speaker 2>What makes someone a powerful speaker?

00:25:59.478 --> 00:26:01.542
<v Speaker 2>A powerful presence on stage.

00:26:01.849 --> 00:26:03.493
<v Speaker 1>You know, it's a couple of things.

00:26:03.493 --> 00:26:06.650
<v Speaker 1>One, I don't think people want to see heroes and legends up there.

00:26:06.650 --> 00:26:18.869
<v Speaker 1>I think who they want to see is average, normal, everyday people who made it, could have rose to a certain status, but they're normal, average people who went through the same struggles that you and I, sitting in an audience, went through.

00:26:18.869 --> 00:26:34.684
<v Speaker 1>When I heard Anthony Hopkins talk about how he made no money starting out but yet he was committed and disciplined and how he sacrificed fun things so that he could get into his craft of acting, I'm like, oh my gosh, that's what I go through every day in business.

00:26:34.684 --> 00:26:39.942
<v Speaker 1>That's what I'm going through the same sort of path, just at a different level, Right?

00:26:39.942 --> 00:26:42.530
<v Speaker 1>So I think the first part is be yourself.

00:26:42.530 --> 00:26:44.576
<v Speaker 1>You spent your whole life being yourself.

00:26:44.576 --> 00:26:49.479
<v Speaker 1>Why would you want to change on stage and become theatrical or become above the audience?

00:26:49.479 --> 00:26:51.534
<v Speaker 1>I'm about like connecting with the audience.

00:26:51.913 --> 00:26:52.977
<v Speaker 1>I have a new book coming out.

00:26:52.977 --> 00:27:00.500
<v Speaker 1>It's called Connect to Collect when you connect, and it's all these ways you connect with people and audiences.

00:27:00.500 --> 00:27:02.535
<v Speaker 1>So one is be yourself, right.

00:27:02.535 --> 00:27:05.727
<v Speaker 1>Number two it comes back to what we talked about with marketing, right?

00:27:05.727 --> 00:27:12.540
<v Speaker 1>Think when I put a presentation together, it could be an inspirational talk for an organization could be a converting talk.

00:27:12.540 --> 00:27:14.064
<v Speaker 1>Whatever that is, it could be for kids.

00:27:14.064 --> 00:27:17.998
<v Speaker 1>I sit there and I think what does this kid need to hear?

00:27:19.019 --> 00:27:23.544
<v Speaker 1>to inspire and empower his heart, mind, soul and spirit to overcome challenges and be better.

00:27:23.544 --> 00:27:24.628
<v Speaker 1>That's my whole thing.

00:27:24.628 --> 00:27:26.532
<v Speaker 1>I want people to overcome challenges and be better.

00:27:26.532 --> 00:27:28.296
<v Speaker 1>I'm going to speak for a sales group.

00:27:28.296 --> 00:27:31.862
<v Speaker 1>Okay, what are these salespeople going through and how do I speak to?

00:27:31.862 --> 00:27:38.442
<v Speaker 1>Where they're at and the aspirations of where they want to be and the stories I want to tell should match those.

00:27:38.442 --> 00:27:42.398
<v Speaker 1>I want somebody to say dude, I felt like you were just talking to me.

00:27:42.398 --> 00:27:45.853
<v Speaker 1>That's my essence of a great connecting message.

00:27:46.374 --> 00:27:47.576
<v Speaker 1>Even in emails or anything.

00:27:47.576 --> 00:27:50.824
<v Speaker 1>If someone's not saying Brad, you were talking to me.

00:27:50.824 --> 00:27:53.903
<v Speaker 1>Even though Brad's talking to 5,000 people, somebody comes up.

00:27:53.903 --> 00:27:55.029
<v Speaker 1>Dude, you were talking to me.

00:27:55.130 --> 00:27:56.336
<v Speaker 2>I had that a couple of days ago.

00:27:56.336 --> 00:28:12.039
<v Speaker 2>It just happens, and I think naturally, as an Australian, we're a little bit self-deprecating in that we're happy to tell our stories of failure a little bit more and the stories of where we messed up a little bit more.

00:28:12.059 --> 00:28:25.377
<v Speaker 1>Yeah, and remember we connect through our messes, not the successes, right, and you'll see some people that come out on stage and they go hey look, how great I am and I did this and I did this and I never failed.

00:28:25.377 --> 00:28:27.234
<v Speaker 1>And you're sitting there going bullshit.

00:28:27.375 --> 00:28:27.536
<v Speaker 2>Yeah.

00:28:28.219 --> 00:28:29.873
<v Speaker 1>The guy never failed, the lady never failed.

00:28:29.873 --> 00:28:32.502
<v Speaker 1>And you're sitting there going bullshit yeah, like the guy never failed, the lady never failed, right?

00:28:32.502 --> 00:28:43.459
<v Speaker 1>And you're not connecting on a deep subconscious level because the way they're delivering or presenting and it could be one-on-one the person's not saying, oh Manny, she's talking to me she understands where I'm at.

00:28:43.459 --> 00:28:47.114
<v Speaker 1>I always say don't get up there and talk about where you're at.

00:28:47.114 --> 00:28:49.900
<v Speaker 1>Get up there and inspire them where they could be.

00:28:49.900 --> 00:28:50.500
<v Speaker 1>Yeah.

00:28:51.442 --> 00:28:53.297
<v Speaker 2>Right, how do you tell a great story then?

00:28:54.112 --> 00:28:55.738
<v Speaker 1>I think it's really just three things.

00:28:55.738 --> 00:28:59.800
<v Speaker 1>I think it's mess turning point, success.

00:28:59.800 --> 00:29:04.980
<v Speaker 1>Or, in the infomercial business, before turning point, and the turning point was always the product.

00:29:04.980 --> 00:29:12.772
<v Speaker 1>And then after yeah Right, and I did it on Secret Millionaire the product.

00:29:12.772 --> 00:29:16.501
<v Speaker 1>And then after, and I did it on Secret Millionaire, when they came and filmed my bio, I don't know.

00:29:16.501 --> 00:29:17.825
<v Speaker 1>We filmed for five, six hours in my house.

00:29:18.365 --> 00:29:23.833
<v Speaker 1>I sat down and I wrote, okay, what are all the befores?

00:29:23.833 --> 00:29:24.596
<v Speaker 1>I wrote bullet points, 30 of them.

00:29:24.596 --> 00:29:25.622
<v Speaker 1>What are some things that were the turning points?

00:29:25.622 --> 00:29:28.393
<v Speaker 1>But I thought about, if someone's watching this show, what are these befores that would make me connect?

00:29:28.393 --> 00:29:31.340
<v Speaker 1>And then, what are the afters?

00:29:31.340 --> 00:29:39.767
<v Speaker 1>Well, the afters that I said were where the person watching might want to be right and it wasn't like, oh, you could be a speaker on stage and all that it was.

00:29:39.767 --> 00:29:44.021
<v Speaker 1>You know, you could achieve goals in your life, you could get through tough times.

00:29:44.021 --> 00:29:49.496
<v Speaker 1>Yeah, right, and so to me it's a very simple formula and this is the way I think people should always tell their story.

00:29:49.496 --> 00:29:55.005
<v Speaker 1>It's before or struggle, turning point, and after or success.

00:29:55.250 --> 00:29:56.113
<v Speaker 2>I like the word mess.

00:29:56.113 --> 00:29:57.298
<v Speaker 2>I do like the word mess.

00:29:57.298 --> 00:30:00.196
<v Speaker 2>Turn your mess into your success and have a turning point.

00:30:00.557 --> 00:30:03.897
<v Speaker 1>By the way, it's the key when you're selling product too, and it sells presentation.

00:30:04.069 --> 00:30:07.018
<v Speaker 2>Well, for us it's business was a mess.

00:30:07.018 --> 00:30:09.271
<v Speaker 2>Turning point is a coach Bingo.

00:30:09.271 --> 00:30:10.844
<v Speaker 2>Us it's it's business was a mess, yeah turning point as a coach bingo.

00:30:10.844 --> 00:30:14.435
<v Speaker 2>Success is business works without them or it works, they work less.

00:30:14.435 --> 00:30:15.718
<v Speaker 2>All of that sort of stuff.

00:30:15.718 --> 00:30:17.582
<v Speaker 2>We see that all the time.

00:30:17.582 --> 00:30:24.242
<v Speaker 2>So then let's flip it then to big money speaker speaking for money.

00:30:24.242 --> 00:30:36.778
<v Speaker 2>Let's do it both ways, actually, someone hiring you to speak for money, and then the second is actually selling from stage, cause I think people wanna be able to do both of those things.

00:30:37.329 --> 00:30:38.590
<v Speaker 2>And they should Cause.

00:30:38.590 --> 00:30:45.644
<v Speaker 2>Selling to a group is one thing, but actually having people pay you to come speak and deliver your message let's touch on that one first.

00:30:45.644 --> 00:30:47.513
<v Speaker 2>Well, hey there and thanks for listening.

00:30:47.513 --> 00:30:52.680
<v Speaker 2>I've noticed that 78% of you are brand new, which means you haven't hit the subscribe button yet.

00:30:52.680 --> 00:30:59.942
<v Speaker 2>By subscribing, you help us bring on even better guests, better quality content and serve you better with even more podcasts.

00:30:59.942 --> 00:31:02.075
<v Speaker 2>So please hit that subscribe button.

00:31:02.075 --> 00:31:03.258
<v Speaker 2>It only takes a second.

00:31:03.258 --> 00:31:04.741
<v Speaker 2>It makes a huge difference.

00:31:04.741 --> 00:31:10.782
<v Speaker 2>If you support us, we're going to support your success and help you achieve big success together.

00:31:11.150 --> 00:31:16.631
<v Speaker 1>So, when it comes to paid speaking and fee paid speaking, here's one of the biggest problems most people have.

00:31:16.631 --> 00:31:23.093
<v Speaker 1>They say I'm going to talk on XYZ topic and I said, well, how do you know if the event coordinator cares about that?

00:31:23.093 --> 00:31:26.279
<v Speaker 1>Right, like, there's all these people.

00:31:26.279 --> 00:31:28.431
<v Speaker 1>That here's the way I look at speaking.

00:31:28.431 --> 00:31:31.256
<v Speaker 1>Okay, you got to divide it down the middle and put a line in it.

00:31:31.256 --> 00:31:36.003
<v Speaker 1>On this side you have public events, entrepreneur events, right.

00:31:36.003 --> 00:31:38.273
<v Speaker 1>Events you see in social media, right.

00:31:38.273 --> 00:31:41.761
<v Speaker 1>And then over here you have three fee paid markets.

00:31:41.761 --> 00:31:48.574
<v Speaker 1>You have corporations and associations, you have colleges and universities and you have K through 12 and the education market.

00:31:48.574 --> 00:31:49.375
<v Speaker 1>Those are the three main.

00:31:49.375 --> 00:31:54.117
<v Speaker 1>There's some sub-markets faith-based non-profit but those are the main three, right?

00:31:54.230 --> 00:31:59.673
<v Speaker 1>So let's take like a law of attraction which people would see over here At your own event.

00:31:59.673 --> 00:32:00.758
<v Speaker 1>You can do whatever you want, man.

00:32:00.758 --> 00:32:05.634
<v Speaker 1>You can have strobe lights spinning around, you can turn the lights down, all saying whatever you want to do.

00:32:05.634 --> 00:32:08.473
<v Speaker 1>Right, you can't bring that into a corporation.

00:32:08.473 --> 00:32:19.034
<v Speaker 1>You can't bring an esoteric type topic like that into a company who has shareholders, board of directors, different spiritual beliefs, different ethnic backgrounds.

00:32:19.576 --> 00:32:36.011
<v Speaker 1>So the big mistake most people make when they say they want to do fee paid speaking is they create a topic, they blanket it and say I'm going to talk to everybody on that and I'm like, okay, well see, let me put it this way when I go to entrepreneur events, I have a different fee paid talk that matches what they want.

00:32:36.011 --> 00:32:38.984
<v Speaker 1>And then when I go to a corporation, I've got a different one.

00:32:38.984 --> 00:32:41.459
<v Speaker 1>When I go to a college and university, I got a different one.

00:32:41.459 --> 00:32:46.796
<v Speaker 1>When I speak for kids, I got a different one because I'm matching this is the key what the event coordinator wants.

00:32:46.796 --> 00:32:51.625
<v Speaker 1>Every event coordinator has an outcome they want for their audience, right?

00:32:51.625 --> 00:33:00.362
<v Speaker 1>So if I say I'm going to speak on law of attraction and I want you to book me for your corporation, they're going to say not a good match, right?

00:33:00.884 --> 00:33:06.801
<v Speaker 1>I actually had this with our mutual friend, jack Canfield, when the secret came out right and the law of attraction was real big.

00:33:06.801 --> 00:33:08.214
<v Speaker 1>Well, it was big here.

00:33:08.214 --> 00:33:11.210
<v Speaker 1>It wasn't big over on this side of fee paid speaking right was real big.

00:33:11.210 --> 00:33:12.771
<v Speaker 1>Well, it was big here, it wasn't big over on this side of fee paid speak right.

00:33:12.771 --> 00:33:16.494
<v Speaker 1>Speaking on the law of attraction over here would never get him booked.

00:33:16.494 --> 00:33:31.846
<v Speaker 1>But if we repackage it, the success principles, how to go from where you are to where you want to be, and one of the principles is not law of attraction, but we changed the languaging like attracts, like you become who you associate with, now he gets bought.

00:33:31.846 --> 00:33:43.478
<v Speaker 1>But if you're trying to push like a topic that the event coordinator doesn't want the outcome for their people it's going to be like if I was speaking on, you should be an entrepreneur and start your own business.

00:33:43.478 --> 00:33:45.217
<v Speaker 1>What company is going to bring me in?

00:33:45.990 --> 00:33:49.397
<v Speaker 2>Like I'm telling everybody to Network marketing companies only.

00:33:49.397 --> 00:34:00.624
<v Speaker 2>Yeah, you know, maybe some insurance companies you know, but that's about it and you know, ultimately thinking of your target audience is the biggest thing, rather than the topic.

00:34:00.624 --> 00:34:02.477
<v Speaker 2>It's target audience, not topic.

00:34:02.497 --> 00:34:06.218
<v Speaker 1>Yes, and the thing, too, about fee paid speaking, and most people don't understand this.

00:34:06.218 --> 00:34:07.200
<v Speaker 1>You have two customers.

00:34:07.200 --> 00:34:11.670
<v Speaker 1>You have two clients and the most important one is the event coordinator.

00:34:11.670 --> 00:34:12.914
<v Speaker 1>That's your first customer.

00:34:12.914 --> 00:34:20.277
<v Speaker 1>What does he or she want as the outcome for this type of presentation, for this 45-minute slot, this 90-minute slot?

00:34:20.277 --> 00:34:22.972
<v Speaker 1>Then, when you show up and speak, you have a second customer.

00:34:22.972 --> 00:34:31.777
<v Speaker 1>You better be delivering to empower and inspire them, to give that audience that direction that that event coordinator the first customer wants.

00:34:31.777 --> 00:34:33.440
<v Speaker 1>Most people don't understand.

00:34:33.440 --> 00:34:36.293
<v Speaker 1>When they create talks, they just say I'm going to talk on this.

00:34:36.293 --> 00:34:38.682
<v Speaker 1>You don't even know if the market cares about it.

00:34:38.963 --> 00:34:44.699
<v Speaker 2>Yeah, and that event coordinator better get a lot of kudos for oh, thank God, you brought James in.

00:34:44.699 --> 00:34:46.342
<v Speaker 2>It's so good that you know.

00:34:46.342 --> 00:34:51.101
<v Speaker 2>I know when I've done a good job, when the event quarter says everyone thank me for bringing you in.

00:34:51.101 --> 00:34:54.199
<v Speaker 2>Exactly, Excellent, I know I'll get invited back, sort of thing, you know.

00:34:54.391 --> 00:34:56.458
<v Speaker 1>Can I give like a little ninja tip for anybody watching?

00:34:56.458 --> 00:34:58.257
<v Speaker 1>So I've done this for 20 years.

00:34:58.257 --> 00:35:00.297
<v Speaker 1>These are kind of like the big money speaker secrets.

00:35:00.297 --> 00:35:05.661
<v Speaker 1>I make the event coordinator my salesperson, and you know how I do that.

00:35:05.661 --> 00:35:15.972
<v Speaker 1>Say, hey, like you were the event Brad, thank you so much for bringing me in.

00:35:15.972 --> 00:35:16.675
<v Speaker 1>I hope I delivered what you wanted.

00:35:16.675 --> 00:35:18.001
<v Speaker 1>Oh man, that was great, say, you know what You've been so great.

00:35:18.001 --> 00:35:23.018
<v Speaker 1>Can I film a video testimonial for you that you could show to other companies and allow me to help sell you why they should hire you as their event coordinator?

00:35:23.018 --> 00:35:24.121
<v Speaker 1>Would that be helpful for you?

00:35:25.030 --> 00:35:34.322
<v Speaker 1>What you know how many talks I have gotten from one event coordinator 20 plus talks from one event coordinator because I'm thinking like him or her.

00:35:34.322 --> 00:35:36.226
<v Speaker 1>How could I serve him or her?

00:35:36.226 --> 00:35:39.336
<v Speaker 1>Prime example is why I brought this.

00:35:40.150 --> 00:35:44.159
<v Speaker 1>Most people look at business like this and they become a taker.

00:35:44.159 --> 00:35:45.443
<v Speaker 1>And you know why?

00:35:45.443 --> 00:35:49.280
<v Speaker 1>Because we get a bib placed under our chin when we're born and we come into this world.

00:35:49.280 --> 00:35:57.536
<v Speaker 1>So that gets embedded in our subconscious mind and we go through life thinking, oh, it's about me and what can I get from people and what I always say.

00:35:57.536 --> 00:36:10.159
<v Speaker 1>If you really want to get in with folks, you have to consciously take the bib from your neck, put it over your arm like you are a server in the finest dining establishment and approach people with how can I help this person?

00:36:10.159 --> 00:36:15.219
<v Speaker 1>So the event coordinator right, I don't say, hey, brad, could you book me for other talks?

00:36:15.219 --> 00:36:18.135
<v Speaker 1>I think what could serve him or her.

00:36:18.135 --> 00:36:21.467
<v Speaker 1>So in this case, brad, could I film a video for you?

00:36:21.467 --> 00:36:22.911
<v Speaker 1>That would be helpful.

00:36:22.911 --> 00:36:33.579
<v Speaker 1>Would you like to give my phone number or email to any prospective other client and have them call me and I'll tell them how amazing you are and how it made everything smooth for me.

00:36:33.858 --> 00:36:41.362
<v Speaker 2>Yeah, and the tech guys, like anyone that's running the event, the, the, you know the hotel coordinator.

00:36:41.362 --> 00:36:44.311
<v Speaker 2>It's amazing how you do that, especially cause we live here in Vegas.

00:36:44.311 --> 00:36:50.012
<v Speaker 2>The hotel coordinators you get gigs from them because they're the ones recommending.

00:36:50.012 --> 00:36:50.793
<v Speaker 2>Everyone calls them.

00:36:50.793 --> 00:36:52.838
<v Speaker 2>You don't want anyone that we could get to speak?

00:36:52.838 --> 00:36:54.041
<v Speaker 2>Oh, I got the.

00:36:54.041 --> 00:36:55.373
<v Speaker 2>Yeah, can I go?

00:36:55.373 --> 00:36:56.639
<v Speaker 2>One other little bonus?

00:36:56.639 --> 00:36:57.331
<v Speaker 2>Yeah, 100%.

00:36:57.331 --> 00:36:59.298
<v Speaker 2>Then we'll flip it over to the other way and make them money.

00:36:59.329 --> 00:37:00.713
<v Speaker 1>Let's take the event coordinator right.

00:37:00.713 --> 00:37:07.134
<v Speaker 1>So I do the video and they're like no one's ever ever done that, no speaker's ever done that.

00:37:07.134 --> 00:37:14.179
<v Speaker 1>They're almost in tears Because I really Now now, if they weren't good I wouldn't do that right, but they're blown away.

00:37:14.179 --> 00:37:21.266
<v Speaker 1>They're like I can't believe you did that for me, thank you, and no one's ever done something like to help them right and showcase them right.

00:37:21.266 --> 00:37:30.394
<v Speaker 1>And then I say this I said, brad, you probably have other events, other companies and organizations that you run events for, right, oh yeah, I'm an independent.

00:37:30.414 --> 00:37:31.336
<v Speaker 1>I do 60 different events.

00:37:31.336 --> 00:37:33.661
<v Speaker 1>I said, well, I'm different than all other speakers.

00:37:33.661 --> 00:37:43.731
<v Speaker 1>I said if there's ever a company or an event you think I'm a good fit for and you book me for that event, I'll pay you a 20% referral commission back.

00:37:43.731 --> 00:37:45.474
<v Speaker 1>That's what I'd pay to a speaker's bureau anyway.

00:37:45.474 --> 00:37:46.416
<v Speaker 1>Right?

00:37:46.416 --> 00:37:48.739
<v Speaker 1>And they're like what I said.

00:37:48.739 --> 00:37:58.432
<v Speaker 1>Yeah, I said, well, my fee is 40 grand, so 20% of that, you're going to make $8,000 just for the referral.

00:37:58.432 --> 00:37:59.335
<v Speaker 1>They're like are you serious?

00:37:59.335 --> 00:38:08.813
<v Speaker 1>Now it comes down to the person paying them a 20% referral fee and someone else who are they going to pick?

00:38:08.813 --> 00:38:09.677
<v Speaker 1>So I turn them into my salespeople.

00:38:09.697 --> 00:38:10.581
<v Speaker 2>So just a little ninja tip for fee paid.

00:38:10.581 --> 00:38:11.204
<v Speaker 2>Speaking.

00:38:11.204 --> 00:38:11.585
<v Speaker 2>Love it, love it.

00:38:11.585 --> 00:38:12.710
<v Speaker 2>Let's flip it over then.

00:38:12.710 --> 00:38:19.411
<v Speaker 2>Selling to groups selling from stage and you could be selling to a group of 10, selling a group of 10,000.

00:38:20.434 --> 00:38:30.500
<v Speaker 1>Some of the James Malinchak big money speaker tips the ninja tips the ninja, the up the stairs around the corner in the sock drawer technique.

00:38:30.500 --> 00:38:31.262
<v Speaker 1>That's the one.

00:38:31.262 --> 00:38:46.764
<v Speaker 1>So a couple of things I always say is there are three things an audience must conclude in their mind when you're presenting a speak and offer I don't even like to say speak and sell, because I like to speak and empower and give people good information and then make them a great offer so they could go deeper.

00:38:46.764 --> 00:38:50.561
<v Speaker 1>It's a different mindset when you take the stage, versus I'm here to sell people.

00:38:50.561 --> 00:38:58.231
<v Speaker 1>Do we want them to buy?

00:38:58.231 --> 00:38:59.315
<v Speaker 1>Yeah, but we could reframe how we look at it.

00:38:59.315 --> 00:39:02.065
<v Speaker 1>Three things an audience must conclude or they will not move forward.

00:39:02.085 --> 00:39:03.028
<v Speaker 1>You can't tell them this.

00:39:03.028 --> 00:39:04.291
<v Speaker 1>It's based on how you present.

00:39:04.291 --> 00:39:07.777
<v Speaker 1>Number one they have to say, oh, I could do this.

00:39:07.777 --> 00:39:10.360
<v Speaker 1>I could do what Brad's teaching.

00:39:10.360 --> 00:39:11.543
<v Speaker 1>I really can.

00:39:11.543 --> 00:39:13.371
<v Speaker 1>I can do this Right.

00:39:13.371 --> 00:39:17.039
<v Speaker 1>No matter where they are, what their background is, I can do this.

00:39:17.039 --> 00:39:19.851
<v Speaker 1>Number two I can do this right now.

00:39:19.851 --> 00:39:28.398
<v Speaker 1>I don't have to wait eight months to get started, like, oh my gosh, the way he teaches it, I can start implementing this right away.

00:39:28.398 --> 00:39:33.195
<v Speaker 1>And then, number three, I can do this right here, meaning wherever I am in my life.

00:39:33.195 --> 00:39:36.085
<v Speaker 1>I live on a farm in Tulsa, oklahoma.

00:39:36.085 --> 00:39:38.172
<v Speaker 1>I live in a high rise in Sydney.

00:39:38.172 --> 00:39:41.764
<v Speaker 1>I'm married, not married Kids, no kids.

00:39:41.764 --> 00:39:47.277
<v Speaker 1>Right-handed, left-handed meaning I don't have to make drastic change to implement.

00:39:47.277 --> 00:39:55.516
<v Speaker 1>Because change in the mind if you study our subconscious mind, neuroscience and brain-based learning, change equals work.

00:39:55.516 --> 00:40:08.313
<v Speaker 1>And the minute you equate your program that you're going to offer to work to change is the minute they say I don't have time for this, I'm busy, I got kids, I got this.

00:40:08.313 --> 00:40:10.018
<v Speaker 1>So I'll give you a real example.

00:40:10.259 --> 00:40:13.195
<v Speaker 1>I was speaking at the Hotel Roosevelt down in Hollywood.

00:40:13.195 --> 00:40:17.893
<v Speaker 1>There were two of us speaking and selling a speaker offering a speaker program.

00:40:17.893 --> 00:40:21.293
<v Speaker 1>The other was oh really, the other was a legend.

00:40:21.293 --> 00:40:22.998
<v Speaker 1>I'm not going to say the name.

00:40:22.998 --> 00:40:23.902
<v Speaker 1>I love the dorm.

00:40:23.902 --> 00:40:34.545
<v Speaker 1>Now here's my little ninja trick Whenever there's two people that are offering the same topic and same program, I always go second because I want to see what he or she does.

00:40:34.545 --> 00:40:46.856
<v Speaker 1>Now I know how to adapt mine, to make mine different, so that an audience member says, instead of saying which one should I take, and them taking the legend, oh, these are different, I need both.

00:40:46.856 --> 00:40:48.338
<v Speaker 1>Right, tiny little, subtle little adjustment.

00:40:48.338 --> 00:40:48.737
<v Speaker 1>I need both.

00:40:48.737 --> 00:40:51.001
<v Speaker 1>Tiny little, subtle, little adjustment.

00:40:51.702 --> 00:41:02.630
<v Speaker 1>So the person is up on stage and says this listen to the languaging.

00:41:02.630 --> 00:41:03.432
<v Speaker 1>I do not believe you deserve the right.

00:41:03.432 --> 00:41:07.519
<v Speaker 1>You deserve the right to be paid to speak until you have done at least 1000 talks for free.

00:41:07.519 --> 00:41:09.945
<v Speaker 1>I said, oh my gosh, I got it.

00:41:09.945 --> 00:41:11.092
<v Speaker 1>This is easy Because here's what happens in the mind.

00:41:11.092 --> 00:41:11.672
<v Speaker 1>I said, oh my gosh, I got it.

00:41:11.672 --> 00:41:14.036
<v Speaker 1>This is easy Because here's what happens in the mind I can start you making money tomorrow.

00:41:14.036 --> 00:41:15.778
<v Speaker 1>Well, think about what the prospect says.

00:41:15.778 --> 00:41:22.413
<v Speaker 1>Well, if I do, I have to do 1,000, and it's the gospel right, because it's coming from the legend.

00:41:22.413 --> 00:41:26.922
<v Speaker 1>If I do 100 free every year, that's 10 years before I deserve the right to be paid to speak.

00:41:26.922 --> 00:41:32.351
<v Speaker 1>I can't do that.

00:41:32.351 --> 00:41:33.695
<v Speaker 1>I can't do that right now and I can't do that here in my life.

00:41:33.695 --> 00:41:33.996
<v Speaker 1>I have kids.

00:41:33.996 --> 00:41:35.442
<v Speaker 1>I've got this, I got that.

00:41:35.442 --> 00:41:36.405
<v Speaker 1>They don't buy the program.

00:41:36.967 --> 00:41:41.126
<v Speaker 1>So I go into my PowerPoint slides and I start changing everything to show speed.

00:41:41.126 --> 00:41:48.157
<v Speaker 1>I start dropping in testimonials of people at my live event saying, hey, it's two hours into the four-day event, we're on the first break.

00:41:48.157 --> 00:41:50.320
<v Speaker 1>I've never done a talk before in my life.

00:41:50.320 --> 00:41:53.505
<v Speaker 1>I did exactly what James said with that script.

00:41:53.505 --> 00:41:56.295
<v Speaker 1>I went out and I called this group I was going to speak for for free.

00:41:56.295 --> 00:41:58.657
<v Speaker 1>I just got my first $5,000 gig.

00:41:58.657 --> 00:42:00.295
<v Speaker 1>We're only two and a half hours into this.

00:42:00.295 --> 00:42:01.876
<v Speaker 1>I just started showing speed.

00:42:01.876 --> 00:42:06.860
<v Speaker 1>Yeah, 80% of the audience enrolled and I hate to say this because I love the legend.

00:42:06.860 --> 00:42:09.523
<v Speaker 1>I checked with the event coordinator.

00:42:09.583 --> 00:42:10.523
<v Speaker 2>But he set you up.

00:42:11.425 --> 00:42:12.545
<v Speaker 1>But he didn't even know what it was.

00:42:12.565 --> 00:42:13.106
<v Speaker 2>Probably bet.

00:42:13.106 --> 00:42:26.856
<v Speaker 2>It's like the car dealerships with five car dealerships down the road If you're the best car dealership, you can make the sales and the bad part them speaking 40 years and didn't even know that he was speaking language that was telling people yeah killing his own sales.

00:42:26.856 --> 00:42:29.509
<v Speaker 2>So I can do it.

00:42:29.509 --> 00:42:30.731
<v Speaker 2>I can do it now.

00:42:30.731 --> 00:42:33.072
<v Speaker 2>I can do it, I can do it now, I can do it right here.

00:42:33.112 --> 00:42:39.780
<v Speaker 1>So every presentation I do, I go through every slide, every picture, every image.

00:42:39.780 --> 00:42:51.929
<v Speaker 1>If it's not conveying that, every story, if it's not conveying that, I either have to adjust it, change it or get it out of there Right now.

00:42:51.929 --> 00:42:52.652
<v Speaker 1>Will they need in-depth training?

00:42:52.652 --> 00:42:54.576
<v Speaker 1>Yeah, but that's what the training's for, that's what the course is for.

00:42:54.576 --> 00:42:56.280
<v Speaker 1>So that's the first mistake.

00:42:56.280 --> 00:43:01.960
<v Speaker 1>And the part two of that is 60 minute talk, 70 minute talk.

00:43:01.960 --> 00:43:08.375
<v Speaker 1>People try to cram the training into the 60 minutes and you overwhelm people.

00:43:08.375 --> 00:43:12.777
<v Speaker 1>And when you overwhelm people and they feel like it's work, they don't make a decision.

00:43:13.510 --> 00:43:28.378
<v Speaker 2>Yeah, I remember when I was first selling from stage and we used to just use a single sheet of paper for the signup thing, right, and then one of my team had a brainwave we should give them an eight page brochure so they know exactly what they're getting.

00:43:28.378 --> 00:43:31.313
<v Speaker 2>So we put an eight page brochure on the chairs.

00:43:31.313 --> 00:43:33.336
<v Speaker 2>We made no sales.

00:43:33.336 --> 00:43:44.521
<v Speaker 2>I'm like, yeah, back to the one page form, you know, because they knew they could make a decision Like what Like about the biggest thing that I share.

00:43:44.561 --> 00:43:48.719
<v Speaker 1>When I'm like, say, the big money speaker, I give a one page enrollment form.

00:43:48.719 --> 00:43:51.894
<v Speaker 1>By the way, the other thing too is the languaging Don't call it an order form.

00:43:51.894 --> 00:43:58.153
<v Speaker 1>Order form means I'm spending money, an enrollment form Just minor little changes.

00:43:58.153 --> 00:44:02.092
<v Speaker 1>By the way, you don't say words like buy, order, cost, price, sell, purchase.

00:44:02.092 --> 00:44:04.378
<v Speaker 1>Those are subconscious negative triggers.

00:44:04.378 --> 00:44:05.481
<v Speaker 1>That says I'm paying money.

00:44:05.481 --> 00:44:09.356
<v Speaker 1>You say let me tell you how great this is going to be for you when you join our family.

00:44:09.356 --> 00:44:11.922
<v Speaker 1>Yeah, let me tell you how this is going to enrich your life, invest.

00:44:11.922 --> 00:44:20.280
<v Speaker 1>So minor little changes like that that people don't think about Brad, you're the same way because you're amazing and master at this.

00:44:20.280 --> 00:44:26.302
<v Speaker 1>But I can listen and watch somebody for 10 minutes on stage and I go no one's buying from her.

00:44:27.030 --> 00:44:28.496
<v Speaker 1>Look at the language they're using.

00:44:28.496 --> 00:44:31.617
<v Speaker 1>They're using what I call heavy words.

00:44:31.617 --> 00:44:34.898
<v Speaker 1>We're going to roll up the sleeves and get to work.

00:44:34.898 --> 00:44:40.797
<v Speaker 1>They're heavy words that makes the subconscious mind go oh my gosh, this is going to be painful.

00:44:40.797 --> 00:44:41.960
<v Speaker 1>Yeah, this is hard.

00:44:41.960 --> 00:44:42.291
<v Speaker 1>Yeah.

00:44:42.291 --> 00:44:44.217
<v Speaker 1>Or like you're going to come to our school.

00:44:44.217 --> 00:44:45.480
<v Speaker 1>Well, what does that equate?

00:44:46.231 --> 00:44:49.092
<v Speaker 2>Yeah, like I didn't like school, yeah, even our stuff.

00:44:49.092 --> 00:44:49.916
<v Speaker 2>We call them playbooks.

00:44:50.376 --> 00:44:51.079
<v Speaker 1>There you go.

00:44:51.119 --> 00:44:51.900
<v Speaker 2>There's no workbook.

00:44:51.920 --> 00:44:52.541
<v Speaker 1>There's a playbook.

00:44:52.541 --> 00:44:54.777
<v Speaker 1>Oh, that's exactly.

00:44:54.777 --> 00:44:57.976
<v Speaker 1>Don't use the word work Playbook action guide.

00:44:57.976 --> 00:45:02.096
<v Speaker 1>That's why action coach is so brilliant it's a guide, and I always say this too.

00:45:02.096 --> 00:45:08.637
<v Speaker 1>I'll give one other ninja tip so for 20 some years, I've studied neuroscience and brain-based learning.

00:45:08.637 --> 00:45:10.320
<v Speaker 1>Why do we do things?

00:45:10.320 --> 00:45:11.240
<v Speaker 1>Why is our brain?

00:45:11.240 --> 00:45:12.121
<v Speaker 1>Why do we buy?

00:45:12.121 --> 00:45:12.862
<v Speaker 1>Why do we not buy?

00:45:12.862 --> 00:45:13.623
<v Speaker 1>Why do we resist?

00:45:13.623 --> 00:45:14.385
<v Speaker 1>Why do we attract?

00:45:14.385 --> 00:45:21.614
<v Speaker 1>And one of the things I found that's huge and I don't see a lot of people doing this is certainty.

00:45:21.634 --> 00:45:26.903
<v Speaker 1>The subconscious hates uncertainty and craves and attracts towards certainty.

00:45:26.903 --> 00:45:35.155
<v Speaker 1>Simple example You'll hear people say I'm going to show you how to sell real estate.

00:45:35.155 --> 00:45:36.438
<v Speaker 1>Uncertainty.

00:45:36.438 --> 00:45:48.224
<v Speaker 1>I'm going to show you three specific listen to languaging, three specific keys that you could do that will unlock unlimited prospects for your real estate.

00:45:49.731 --> 00:45:55.697
<v Speaker 2>Three certainty how to uncertainty 22 immutable laws of marketing, law of specificity.

00:45:55.697 --> 00:45:57.061
<v Speaker 2>It's got to be there.

00:45:57.061 --> 00:45:59.172
<v Speaker 2>Hey, we could do this for days.

00:45:59.172 --> 00:46:00.597
<v Speaker 2>Got to finish up, though.

00:46:00.597 --> 00:46:09.239
<v Speaker 2>I always ask one last question Best advice you ever got on the subject of success, or even the best quote you ever heard on the subject of success?

00:46:10.262 --> 00:46:11.342
<v Speaker 1>Wow, there's so many.

00:46:11.342 --> 00:46:24.474
<v Speaker 1>The best man you're, I would say it would be this, and it was from my father, because it goes back to when he was refereeing football and achieved this and I'm like how, dad, how do you do?

00:46:24.514 --> 00:46:24.695
<v Speaker 1>this.

00:46:24.695 --> 00:46:27.097
<v Speaker 1>So he told me about the two ears and one mouth.

00:46:27.097 --> 00:46:32.318
<v Speaker 1>But he also said, son, you can do and this is a guy that didn't have a college education, he's a steel worker.

00:46:32.318 --> 00:46:41.271
<v Speaker 1>Son, you can do whatever you want in this life If you believe in yourself and you don't listen to people who talk negatively about you and tell you you can't do it.

00:46:41.873 --> 00:46:42.956
<v Speaker 1>Stay away from those people.

00:46:42.956 --> 00:46:49.197
<v Speaker 1>Get around people who believe in you, people who uplift you, because those people talking trash and telling you you can't do something, they're not your true friends.

00:46:49.197 --> 00:46:56.677
<v Speaker 1>They're trying to keep you where they are, not because they're bad people, but because they suffer from a bad disease called possibility blindness.

00:46:56.677 --> 00:46:58.601
<v Speaker 1>They can't see what's possible.

00:46:58.601 --> 00:47:04.391
<v Speaker 1>So, son, you can do whatever you want if you believe in yourself and you stay away from the people who tell you can't do it.

00:47:04.391 --> 00:47:10.579
<v Speaker 1>I don't listen to the people in the local bar here who say, well, who do you think you are and how do you think you're going to do that?

00:47:10.579 --> 00:47:11.501
<v Speaker 1>I stay away from them.

00:47:11.501 --> 00:47:14.385
<v Speaker 1>I stay around the football officials who are doing it.

00:47:19.519 --> 00:47:21.570
<v Speaker 2>And they pull me up to their level just by being around them.

00:47:21.570 --> 00:47:22.710
<v Speaker 2>Big Success Podcast.

00:47:22.710 --> 00:47:24.375
<v Speaker 2>We'll be back next week with more of your success, but hit the show notes.

00:47:24.375 --> 00:47:27.262
<v Speaker 2>James Malinchak Watch, learn, study, read, do all the things.

00:47:27.262 --> 00:47:29.012
<v Speaker 2>That's how success happens.

00:47:30.775 --> 00:47:40.271
<v Speaker 3>You've been listening to the Big Success Podcast with the number one business coach in the world, Brad Sugars.

00:47:40.271 --> 00:47:45.983
<v Speaker 3>To learn more about how to achieve business and personal success, as well as how to level up or listen to past episodes, visit wwwbradsugarscom.