BE V2.0 — Session 10

Jay Abraham · 2021-03-29 · 2 h 33 min · the recording

Transcribed by machine from the recording. Names and a few spellings may be imperfect; the timestamps mark where each passage begins in the recording.

0:00:06Good morning. So welcome everyone. Last week we had an amazing share. We got into your perspective about how to apply these principles of going beyond exponential in your business. We got on the ground and kind of moved it forward by engaging in a way that we could all relate to each other's stories. And I thought last week was hugely powerful. And I wanted to do a quick review here of what's going on, how we're doing it, and then kind of get into today. So I wanted to start off with this next little slide. So again, last week we covered how you are applying these principles to your business. It was 100% about your success, getting answers to how Jay might be able to fine tune what you're doing. It was very powerful. And we're just now getting started everyone. So welcome, welcome to the program. So again, this is beyond exponential. And we've gone over quite a bit. I mean, the foundation of preeminence that we started with, where Jay talked about how levers work and how we can use them is so powerful. It is so transformative. And I think one of the things that I'm realizing in hearing people's success stories is that if you only learned about preeminence, it has the underlying principles that can allow any business to grow far beyond exponential.

0:01:55It is the bedrock philosophy that guides all of what we cover here. Jay went deep into the three ways to grow a business, the advanced ways to grow a business. We pulled multiple levers, including the power Parthenon, which is talking about how to diversify what you do and how you do it so that you're generating revenue from more than one source. We've got into other things. And today we're going to be getting into access denied and then relational capital, which are two very powerful concepts that I am excited for Jay to share with us. But let's see here. Let me do one thing quick. Let me get out of here for a moment and begin to interact. And so if Scott, if you can let me know when Jay comes on and we can get right into this, but while we're waiting for Jay, if I could get some feedback on how powerful last week was, because it was a very unique thing. And I want to see, did you get value from being at that ground level from implementing at that level? Or has anyone had a win since our last event? So if you could raise your hand and let me know what's going on. Aloha is good mornings. I'm reading the chat now. So yes, it's Monday, TGIM. And good morning, Phil. Glad to have you. So I just saw a hand go up

0:03:38and down. Who's waving at me? There we go. All right, Hafiz. How was last week? Oh, it was just unbelievable. It was it was awesome. And it was mind, mind blasting. It wasn't mind blowing. And I went right off the meeting. And I made a couple of calls. I have a meeting tomorrow with with a cabinet manufacturer to supply all my countertops to. And I also talked to a national cabinet supplier who has got a shop in Mexico. And I'm working on getting in some quotes for my material. So it was just it was amazing. And so it sounds like you have huge momentum. How did hearing other people's stories make kind of success more believable? And hearing other people's strategies of implementation. Did that add value or was there something else that kind of gave you? Because I hear the momentum. How did that how did that get launched? Well, you know, it's just that everything is possible. It's just your limiting beliefs. And it's just opening your mind up to the possibilities and the tools that Jay provides that that really is the key to moving forward. Nice. Nice. Awesome. Well, thank you, have these. Let me grab Mateus. So Mateus, what was powerful about last week for you?

0:05:18Hi, do you hear me? Yes, I can hear you fine. Yeah, for me, it was really like a shift, mind shift for me. Yes, you had to answer my questions. And I've been working a bit this week just to calibrate what I'm doing and taking a shift a bit to the right instead of just going forward. And I guess it will make a big difference for me. Not as a result this week, but if you jump forward, it will make a huge difference for me, I guess. What do you mean by a shift to the right? I mean, that two millimeter shift now. Oh, yeah. Yeah. It will be a huge difference. Yeah. I listened to it like a couple of times. He gave me like two answers. I've only focused on the first one. So tomorrow I'll focus on the other one and listen to it and write down what he said about that one because I realized that it's like going into shock when he speaks because he speaks so fast sometimes. So it's like I heard probably like a fourth of the all the things he said while I was listening to it. So when I listen to it like the second and the third and the fourth time, I just heard new things all the time. So have you had a chance to go through or review any of the earlier materials? Yeah, I've been focusing on like three of them actually. Which three? Let's see. Then

0:06:55I can go back in my notes and give you the name. So it's been the one with the 10 10 10 strategy Okay. I've been doing it for like twice. Which is three ways to grow a business if it is Jay's terminology for that if I'm not mistaken. Yeah. And then the Alan Bernard, that video. Okay. I'm not through it very slowly. So I have really detailed notes from it. Do you have one key takeaway that's shaping how you're thinking about business or focusing on business from that one? Yeah. One thing is that thinking about what's impossible and how can I make it possible? That's one thing. I have so many things and things are just charcoal then. It's really good. But it's as you say, I need to go through it so many times because every time I look at it, I find new things. So and I get like deeper understanding of the things I've circled. That's awesome. And thank you for letting me put you on the hot seat. You know, because I mean, this is very school-ish. But there's a reason why teachers do this kind of thing is because when you dig into that review, it really solidifies it for you. And I think that Dr. Bernard has some amazing things. And for those of you who may have missed it, the impossible, unless concept that

0:08:36Matthias was just talking about is when you look at your business and you increase your goals and shorten your time frame until you're mentally saying that's impossible. And then you say, well, it's impossible unless it starts opening up a whole new floodgate of creativity to overcome obstacles that may have been holding you back and a way to see what is kind of threatening your business and ways to overcome it, ways to get resource that you don't currently have access to. Is that the kind of thinking and almost fantasizing you were having about all of these concepts while you're listening to Dr. Bernard? Yeah, exactly. And I did one more thing. I shared like this concept from the One Page marketing book last week. Right. And I had like one page exercise, which I use on my clients. It was in Swedish. But yes, before you started now, I translated it into English. And I made a PDF and a picture file for it. And I sent it to you with a form. So if you want to share it to all the other participants so they can use it. Excellent. Excellent. I will I will dig in my email, but it might be after we finish here before I can do that. So but thank you. Thank you. All right. And let's bring on who van's Wheaton. Let's try that again. Okay,

0:10:11you should be able to open your there you go. Hi, hi. Good morning. Good evening here in Amsterdam. Good evening. Maybe suggestion to the last speaker. Maybe he can share that PDF in the chat so we can all there I go. Right from there because that works. Smoothly. So for me, I was in the first group and I've been following it now from harvest all the sessions and everything and then listen to a lot of three plays and another well a lot of other stuff from Jay. And I noticed for myself that I'm much more strategic now than I was before. In everything, all the challenges that I face everything that is coming up. I'm always looking at the three dimensional points of view like to see where's the lever. How can we create more life. I think you're. Check your microphone. I think you just muted yourself by accident. Who can you try unmuting yourself again. Who if you can hear me, you need to unmute your microphone. Well, let's get back to you. Is there anyone else who is let's do Maya. So who put your hand up again when you get your mic up and running and I will bring you back on because I want to hear this.

0:12:06So Maya. All right. Good to be back. Good morning, everyone. Good morning. Just wanted to say speaking with Jay last week about those darn chandeliers. Huge breakthrough in my head. So not only are my chandelier boxes open and there's the detritus of that all around me. Okay. But of course going through all these boxes the very oh okay not the last one but the second to last box. Guess what I found. I found photographs of the darn chandeliers. Hey. Perfect. I need to send them to you. I don't know if Jay is still interested but I will send them anyway. Yeah. And along those lines, I mean it's suddenly also for some reason I've been taking courses from other people as well. And one of my other mentors had mentioned something that kind of clicked and now that whole strategy of preeminence is coming to the fore. So now I'm reworking all my social media profiles. I've got a year's worth of content lined up. I think that I can get done in about two days time. So maybe this weekend. And I just also put up a website for the chandeliers. I haven't uploaded the pictures on there but you know different things are happening and it's like there's a whole bunch of new conversations going on with my business partner and me talking

0:13:31to new potential clients. So all kinds of good things are happening just from me asking about silly chandeliers. Oh yes. And guess what we connected offline with Gia as well who's a participant right here. She's chatting with me on chat right now. So that was another fantastic thing just to meet one more real person from this group. Awesome. A lot of non-monetary winds there. So before we move on because I'm going to get into my crystal ball, your situation has relevance to the topic of relational capital. Whenever you run into a similar situation that Maya was in, like you have a product, you don't quite know how you're going to distribute it or there's some challenge in shipping or you're missing a key piece like a photograph thinking about, well okay I don't really want to do this. That's good news because your problem can be the solution to someone else's bigger problem. Like they need business. There may be a photographer out there who does videos of how to put things together so you know maybe you could have them do a video of them putting together the chandelier and then how to protectively wrap it and ship it. So it could be your kind of origin story about the whole thing. It can be someone else filming it, packing it,

0:15:09shipping it and somebody else is doing all of this. So you're not doing it all. So glad you're recording this. I was also realizing that this past year has been really rough on Venice because tourism has been completely stopped, right? So that's the other thing is originally I was going to try to resell these chandeliers myself as kind of a dropshipper. But now I think I'm going to reach out to that company and go hey want me to do marketing for you? Bring you some clients. See? Absolutely. And that would be a huge benefit. So yeah. I do actually Scott just dropped something in the chat. I actually did sign up as a distributor for them. Nice. Very nice. So yeah so that is our preview of today's topic of relational capital. But so if everyone can take a minute to think about something you don't want to do in your business. What is a challenge? What is a roadblock? What is something that's uncomfortable or problematic? Or so you have some fertilizer for today's thinking. And the other thing to think about is who is blocking you from engaging in them? Is there anybody that is actively not letting your content reach them? Do they have a filter that's keeping you out from making a difference in their lives? And also think about how do you filter the things in your

0:16:49world so that you're able to focus on what you need? How are you denying access to your brain so that you can actually focus on what you need to do? So I want you to really reflect on that. Ah. So let me look over here. It looks like Jay may be hidden here in the audience, which makes sense as to why things are going on. I'm looking for you Jay. Jay, are you all right? I am here. All right. Can you fix my video? I am sorry. My kids changed the password at my beach house and didn't tell me. Ah. So you should be able to turn on your video. And Maya was just talking about how she solves several of her challenges through relational capital. And I told everyone that this is a preview of what we're going to be talking about today. Coop, it looks like you were able to unmute your microphone. You were about to share something as well. Yes. Can you still hear me? I can hear you now. I'm sorry. I got an important call from one of our clients that came through. So I had to take that. I'm apologizing. But no, the thing that I wanted to share is that I'm noticing for myself that I'm thinking so much more strategic these days, then I was from the beginning. So all those things that I'm doing, I'm always looking at where's the

0:18:21lever? How can we create more lifetime value? How can we do more? How can we instead of going to the outside market? How can we find partners to enter certain markets? So that's a huge difference because my company is now alive for 20 years. And I've been doing so many operational stuff all the time through all these years. So for me, it's a big, big, big change to be far more strategic. And I can see it really make totally different results than I had before. So it sounds like you've moved from working in your business to working on your business. Absolutely. Absolutely. And taking everybody who's working with me along those lines to work and think more strategically. So it's great. Awesome. Thank you. So can I give one more example? I'm sure. Because this client that just called his head of HR from the big banks in Holland. And so I was thinking of maybe sending everyone in that company that is working with us, like all the HR people, it's about 400. To buy them a book that I wrote half a year ago and send it to everybody. And now I got a call from the HR director that he likes it idea and then he wants to help us and that where I first thought to give it to everybody that he's now going to pay for it.

0:19:58And we're going to make an English translation. And so it's really great because that's really huge opportunity to have paid acquisition costs that the client pays for himself. That's actually the best, right? Absolutely. Absolutely. Okay. I'm happy. And apologies everybody. I am at my beach house and my kids use it and they changed the password. And I didn't know that and we couldn't get the Wi-Fi. And then for whatever reason, I called in Brian and Michelle and the passcode didn't work. So it was a comedy of errors. But let's get started. First of all, I hope everybody had a great weekend. I hope it was bountiful for everybody. I hope these cumulative sessions are making a cool impact. I hope all of you like who from the past are getting more and more out of each repeat. And I need a haircut. And let's get started on our PowerPoint. So Brian, call it up because we've had a wonderful discussion last week. So you just want to remind them of what all these are. You can go back to the original slide and just give them a little quick. Operative word quick review. Well, I did a little of this earlier already. But I do want to mention that we've already covered the greatness and in the preeminent session where we got into entrepreneurship vision,

0:21:35missions, strategy, leadership, our products and services, having an empathetic connection to our clients, value creation, preemptive marketing and mavenship. I already mentioned the three ways, the power Parthenon. We also got into how to reset and reframe and getting into the nine drivers. We've talked about different type of thinkers and some power pivots that you can do. And today, we're going to be diving into access denied and relationship capital. Good. Okay, let's get going. So this is one of my relatively new distinctions. And it's very axiomatic, meaning it's very self evident. If you're not getting the results you want, whether it means the response you want leads, the response you want when you send an email, the response you want when your salesperson calls, the response you want when somebody calls in the response you want when you go out the response you want when you propose a deal, you're being denied access and access could be being denied to lots of things. And I don't remember the slides we've got. So let's see the first slide. So you're being denied access to things like their attention, their interests, their trust, their awareness, their willingness to engage be vulnerable, or their purchasing commitment. So

0:23:09let's explore these different potential distinctions because the problem with most people is they don't slow down enough to explore and examine what is really at work positively, or what is that work negatively in what's going on in their life. So let's just start. If you're not getting their attention, which is arguably the most important allocation of a resource you could possibly enjoy from someone, why is that? Well, let's go through a couple of the possibilities. One is your proposition, your message doesn't really impact them. It doesn't have value to them. It's not authentic to them. It is not significant. It is not differentiated enough. And I've just given you what five or six gradients that you need to explore on your own. We're just trying in these sessions to get you really good at recognizing what is keeping you, your business, your marketing, your selling, your advertising from producing and achieving the results you want, and the results you deserve. So if you're not getting their attention, the first thing is to go through what I just said, and there's probably a multitude of other things like that that you could examine and check the boxes. Is your proposition really relevant? Is it compelling? Is it believable? Is it interesting?

0:24:59It's a next category. So what's interesting? Interesting is presenting your value proposition in a way that engages in a way that literally gets them to think deeper, that gets them to question or gets them to reflect or gets them to project. And if you're not doing it, then guess what? You're being denied access. Number three is trust. Have we already gone through trust building, Brian? We've begun it. We haven't done it as a category. So further in this process, we will give you Stephen M. R. Covey's 13 distinctions of a high trust company and individual. You will see that each of those elements that create trust in the other side tend to be assumptive. We think we're very trustworthy. We think they should automatically trust us. But when you go through these gradients and you project them into what you're doing, what you're saying, what you're advertising is expressing, what you're offering, how you're offering to start a relationship, your proof or disprove, you'll see that you may not be creating the absolute trust that is necessary to move them to the next level, which is awareness that you have the solution to a problem or opportunity that is relevant to them. If they're not aware enough and trusting

0:26:49enough, they aren't going to be willing enough to engage with you and vulnerable enough to open up and consider seriously, meaningfully, immediately, compellingly your offer. Finally, if you want to get their commitment to buy, you have to be able to prove the value, the worth, the performance, the impact of whatever it is you're selling, and hopefully the superior performance of what you're selling against and beyond whatever the alternative options they have, including the option of doing nothing, of procrastinating, of equivocating, of inaction. You can prove it with risk reversal. You can prove it with examples. You can prove it with references. You can prove it with testimonials. You can prove it with endorsement. You can prove it with try this test. You can prove it with bonuses to get them to take action. But what I've just gone through as quickly as I did it, I would encourage you because I'm in a hurry to get through some of the stuff we haven't addressed for the last session or two. And this one could go for hours and hours and hours. But I don't want it to is we need you to go through all these areas. And if you're getting access, the next question is, how much more access could you be getting? How many more responses could you be generating? How many

0:28:40more conversions could you be selling? How much more product service could you be averaging each time? How many more repeat purposes could you be achieving? How many more referrals could you be getting? And that question belies you looking through all of these areas. That's pretty much it. Let's look at the next slide if there is one. There is not. Okay, this is it. So I mean, it's pretty simplistic, but a very expansively profound category. So let's move to the next category. The only insight that I have about hearing this J is that when you look at how you isolate your own mind from other people's attempts at accessing it can give you a big insight as to how to get past those barriers and access your market. Yeah, and we have it's a boring statement, but we have what's called the so what syndrome, right? You feel like whatever we do should be compelling because a copywriter writes it or it's got bullets or it's our company or product. But when you're on the other side, so what think about the things that don't compel you that people send. Think about the offers people make that don't really stand out. Think about the fact that most products or services are not really different. Think about the fact that it's easier to do nothing than take

0:30:09action on most things and then impute and impose that on what you're doing and see if there is similarity and if there is question it, examine it. Excuse me, experiment with alternative realities and see what happens next. Okay, so we're going to get into relational capital power partnering, joint venturing, strategic alliances, endorsements and co-branding and this has historically been a huge part of my body of work and a very meaningful factor in the billions and billions of dollars of success stories that I've been blessed to have some meager or significant hand in the history of my body of work and you can do the same thing. So how do you do it? Well, we're going to go through the nine major benefits and then 43 different ways to maximize your ability to access relational capital. But before we do, let's talk about what it is, why it is and why it's so valuable. So in the course of your business, if you look at who you do it for, who they are, what your product or service functions as far as what it achieves for them, problem solving, opportunity achieving, value creating, protection enrichment, entertainment, whatever the benefit it achieves. There are at any given point an innumerable number of companies, of organizations,

0:31:52of media sources, of influencers who have access to the same market you're trying to reach. They have already achieved what's called hard one, AJRD, WON, hard one. They had to really prove their credibility, prove their truth, prove their trust, prove the authenticity of who they are and what they say to win and keep the same market you want to reach. And in order to have done that, they might have spent years, they might have spent every day, every week, they might have deployed millions of dollars of resources, team members, technology, delivery, technical support, engineering. And you, if you grasp the fact that you can leverage off of millions, tens of millions, hundreds of millions of dollars of those resources through tapping into those relationships, that is the essence of what relational capital is all about. Was that clear, Brian? Very. Okay, let's start next, next slide. So leveraging and maximizing relational capital allows any business to outrageously expand, generate and penetrate multiple new markets, acquire, generate significant quantities of new clients, buyers, customers, distributors, whatever the channel is. Next, these are the nine benefits. You can use it to achieve advantage of scale or scope or speed. You can take advantage of other people's

0:33:41infrastructure. You can take advantage of other people's reach. You can take advantage of other people's resources you couldn't have on your own because you're limited. You're plunking into all that instantaneous. And the best part about it is you only pay for it when it produces results. Next, you could increase market penetration. You can do it locally, regionally, nationally, internationally. Just by aligning with people that have a broader footprint than you. Next, you can enhance your competitiveness in local national international markets because now you're in association with someone who's a dominant force in what they do. Someone who's already built a presence, a respect, a trust, a significance in their market. If you were going to penetrate a new market or a niche and you started from scratch, you'd have to work your heart and your ass off to get even awareness to get credibility. You'd spend a ton on marketing advertising, conversion, funnels, all that stuff. And you can eliminate shortcut and immediately go to the bottom line to performance, to closure if you do this. Number four, you can enhance product development. How you let other people use their products or their research or their technology or their manufacturing or their

0:35:13design or their mathematicians or whatever the heck you're doing. Next, you can develop new business opportunities through products and services you can take to people who have access to markets that you've never penetrated, you've never addressed by saying, who else, where else could my product or service apply in a slightly or a combined different application? And when you do that, it gets very exciting. Number six, you can create new businesses that will by understanding that you're not limited to just your own company's product. You can take your product to other people, you can take their product to you, you can take your product and someone else's to a different market. It's a whole different expansive near infinite way of thinking, doing, basically expanding, and achieving that really it dramatically reduces, eliminates your risk, your investment, your timeline, and gives you enormous upside next. You can get control of intangible and tangible assets that organizations don't even know they possess. IP, methodology, processes, brands, distribution channels, sales forces, old ads, ads at work but are only being used in one market or one industry. Number eight, you can use strategic alliances and joint ventures to

0:37:02sharply reduce costs and increase profits. Think about it. Right now, if you have to advertise, you're going to spend money with no certainty of response. You're going to get leads that might or might not buy. You're going to get buyers that may cost you to acquire more than the first transaction, make you in profit. But with strategic alliances, you eliminate all that. You only pay for results. You get access to an entire market. The people who respond and buy, you always make a profit on because you only give the source, the relationship, a portion of the profit. The whole market gets influenced and endorsed and recommended. So if you do marketing and advertising when that market sees it outside, they've already been predisposed about how great you are, how trustworthy you are, how meaningful you are. It's great. Number nine, there are a lot of things you can't afford to do on your own. If you join Fensher, then you can only pay for other organizations and direct proportion to the revenue that comes in. That actually is no cost whatsoever. You go, I may have talked about this in another application. There used to be a lot of independent laboratories doing ed work and you're an analysis on the like for doctors. They've been consolidated. But then,

0:38:37and I go back that far, they would have very time critical delivery cycles. So they have to pick up and bring it back in a timely manner. Then these trucks would be empty when they went back out. There were concurrently and still are a lot of independent delivery services that would deliver a package or a box or a file or whatever it was. And they had time critical needs. But normally the time critical was before four o'clock or before the end of the day. It wasn't as as time critical as a laboratory so that the specimen wouldn't be compromised or made unusable. So these independent delivery sources, not the medical ones, they had a lot of fixed overhead. They had trucks, they had drivers, they had offices, they had logistics, they had accounts payable, accounts receivable. We went to a bunch of them with my clients who were in the medical laboratory business and said, look, we've got empty trucks going back and forth. We've got logistics better than you. We've got dispatch. We've got offices. We've got billing better than you because we've got a bill and get and stay on top of insurance companies and Medicare. We've got everything. We just don't have your clients. Why don't you let us absorb all the fixed costs that

0:40:13you have in your business except selling. And we split profits and you'll make more with half of the profits using our incremental services than you do bearing all the cost of your own. And we did that and made great sense to both sides. So that's just one example. Was that clear, Brian? Yes. Okay. Now let's go through the 43. You can artist mine relationship capital. You can take economic and advanced strategy of your own companies unused relational capital leverage too. It goes both ways. Say two way valve next. Okay. Yeah, you can, I didn't really have these slides. You can artist mine relational capital multiple ways. Utilize your company personal context to mine third party opportunities be a matchmaker deal finder deal maker catalyst make all kinds of things happen. It's just unlimited. If you use the right ingenuity and you understand the economic value in other people's access and relationships and resources next. So other people's money there's seven forms of what I call OP money. OPT time OP W work OPE experiences OPI ideas OPD distribution OPC clients. You can leverage all of those. And one businesses trash could literally be your treasure. They may have leads that didn't convert. They don't care about them. Those might be invaluable to you.

0:41:48Maybe maybe have inactive buyers and no longer have anything to buy. They could be invaluable to you. Maybe be salesmen that only sell or women who only sell one product. They could be invaluable taking years on. They maybe have distributors that sell other things but never sell any of yours. They could be invaluable. They could have underutilized delivery, underutilized storage, underutilized office space, underutilized technology, underutilized billing, underutilized payables, underutilized very expensive SaaS type systems that you could plug into next. Okay. 43 ways to maximize relational capital. Number one, strategic alliances and joint ventures, resource leveraging deals. Once you understand the dynamics are easily established and today I said this at the beginning of the pandemic it's a little bit less doable today but far more doable than ever before in your life. Companies, organizations, media, influencers are eager to find additional ways to generate revenue, to multiply profit, to increase cash flow. So deals are easier to do today if you have the right value proposition than ever before. Number two, the only add to your own selling efforts so it gives you the power of geometry. When I get a client and I ask them to share with me what it cost

0:43:32them to sell a client, to sell a new buyer. They give me an amount but that amount is normally based on their fixed overhead. So you take last year's sales or you take year to date sales, you divide it by your fixed cost and your incremental cost and then you get an amount. But that amount is illusory because if you add 10 more sales it probably unless you've hit saturation of your capacity to produce, to acquire the product, to fulfill the incremental profit in these additive sales could be double or triple the profit in the sales necessary to take you to an above break even so it can be much more profitable. Okay. Number three, it increases your sales massively and that's your profitability. I mean if today with your current reality you're selling $1,000 a day or $10,000 or a million and you can sell twice or thrice that unless your business is very, very what I call it. If it is very not like we're not asymmetric, whatever the opposite is, you're going to have more profit for the incremental sales than you ever have for the current one. So greasy sales massively multiplies profit plus many of the deals you can strike with strategic alliances can be for larger units, more packages and combinations because you've already got the

0:45:16trust necessary to not have a stair step up the buying ladder you go right to the bigger sales. When we were in the seminar business went right to selling $15,000 seminars we didn't have to start a $15 book we have to then go to a $100 first thing we didn't have to then go to all kinds of other progressions we were right to the bottom line because we could do it with the trust we have they said at 15 grand this is the best deal in the world of your qualified and people said okay if I'm qualified I want it we didn't have to progress for a year to get to that point you won't either if you do it right it lowers the barrier of entry if you're trying to get into a market or a industry or a niche or a media and you're trying to do it the normal way it would take time cost you a lot. Bye Hattie. Sorry my wife was just leaving and it would be very very arduous speculative expensive unpredictable you're back I thought you were leaving okay bye again thank you excuse me everyone but this way all those are eliminated you go right to credibility you go right to massive distribution you go right to trust you go right to the most desired buyers number five it moose your market presence same thing but different you get

0:46:52enormous stature you can if you went into a market cold whether it's physical market you know an industry a niche from cold you're gonna have to work your heart out to get credibility and you're gonna have to work harder after you get credibility to get superiority whereas if you partner with somebody who's already got credibility and superiority that superiority it grews to you next Jay we had a question for a little bit more how clarification can you use an example of how you would begin a strategic alliance with a physical product producer. I will do it at the end brand. Okay you got it first I mean I don't want to interrupt the flow while I'm in the flow and then I'll take questions at the end thank you you got it number six it provides added value to clients if you can bring products and services to a company or a influencer or a media that doesn't normally have access to it's value particularly if they are offered at better pricing better combinations better risk reversal better support better advantage so you're bringing value to other people's clients and the opposite is true if you bring it to your own yeah please don't ask me questions till I'm done I don't want to stop number seven it contributes substantially

0:48:22to the perceived customer client benefit someone else can give you know we had one time we made our investment clients the recommended providers of newsletters and we did it in a way where the subscribers were privileged to get access because we created a portfolio of services that they got irrespective of whether they used that brokerage that helped them be better investors more student investors more balanced and well informed investors and we turn that into a very high perceived value to the subscribers of those newsletters you can do it both ways you can do it for others because you have knowledge you have expertise you have technical knowledge you have operational knowledge you have use utilization knowledge and the same can be true taking products into you number eight you can enter emerging markets instantly and I you know emerging markets I used to have and I do not have the presence I used to part of it's because every time I go into a market I never had my own feet on the ground so people would knock me off but I was in China for 15 years I was in Malaysia for 15 20 years actually 25 I was in Singapore I was in Vietnam I was in I've been in the UK for a long time with partners I was in vertical industries the real estate industry

0:50:03I've been in the dental industry I've been in the martial arts industry all through partners it expands your horizon goals aspirations visions we created a product and it's available to all of you and if you want to buy it I'll give you all a deal on it I think it's only two or three thousand dollars it's called the unlimited business checkbook and it's probably misnamed because it didn't do that well with that name and I never re-market it which I should because it's a fact it's a rapid result two or two forests four session very comprehensive education on about a hundred ways to transact strategic alliances power partnering etc and it's designed to open your sense of limitations most entrepreneurs and companies and professionals in private practice believe erroneously that they have a limited set of resources and thus they can't do all the things that they would if they had more money or more technical expertise or better marketing knowledge or better sales representation or better developmental and research or better anything but all those better somebody has all you have to figure out is who they are and what it takes to really make that yours the the the referenceable story that I always tell and it gets tiring but it's true

0:51:39many years ago when I started teaching in China at the end of every every three-day program I did I would open up the floor two questions and answers always through translation which were interesting and usually very heartfelt and one young man on the very first seminar I ever did came to the mic and his question was what do you do if your business is too small and the banks won't lend you money to grow and my first response question is always well what would you do if you had the money how would you use it and his answer was well I'm a small localized motorcycle manufacturer I probably told the story to you all I certainly told it if you were on the first version of this and only in China where you could have a city with a hundred million population could you be Ryan are you still there I am it's just I need to clear off this yeah okay all right okay I thought it was me it's fine there you go okay so only in China where you could have a hundred million population in a city could you be a local motorcycle manufacturer so the the the the person said if I could get the money I would go all over Asia and I would locate a factory to manufacture motorcycles there I would basically hire salespeople open offices develop either distributors or retail dealers all over 10 or 15

0:53:15countries in Asia and my response was okay so what's the problem and he thought I was being flipped or crass or or rude or making mockery of him and I was not he said I just told you again get the money I said you don't need the money your problem is the solution always to somebody else's bigger problem you just don't always know what it is and they frequently do not know what it is figure out who already has a huge manufacturing facility access to the Asian market but is not a motorcycle manufacturer but is in a related type of a field and partner with him and that took me all of basically three minutes four minutes two minutes five minutes to explain about 15 months later I came back to China this was in Shenzhen which is China's equivalent of Silicon Valley and there again at the end of seminar two was this young man and he's smiling like the Cheshire cat from ear to ear with joy and he comes in and says I did what you said Jay and I spend my entire life solving problems answering questions figuring out solutions to unsolvable issues and challenges and and I said well remind me what I said and he told me and I said well what did you do he said I went all over Asia and when I got to Kuala Lumpur which is in Malaysia I found Asia's largest lawn more manufacturer we met and

0:54:56we got along fabulously and he had a huge factory with enormous underutilization on his second shift and we made a deal where I came and I trained people to work the second shift I had to bring the tools and the dies these are the forms that mold the metal that comes together for the assemblies that make a product in this case a motorcycle he had offices in 10 countries he had salespeople in all those offices he had thousands of dealers in our first year of partnership for very very very very little investment we both made 10 million dollars that's the power of understanding this so it expands your horizons your goals your aspirations you have an unlimited business checkbook any resource any impediment any limitation you might and you may at this point believe you have had you no longer have you no longer have number 10 you get to speed your access to wide varieties of new markets if you went to a market yourself you'd have to understand it if you were to operate in the market you'd have to get an office you'd have to hire somebody you'd spend money for recruitment ads you'd spend time going through interviews you'd have to basically maybe pay a recruiting service you'd have to outfit the office sign a long lease or even if it

0:56:26was a short one with a we-work you're going to pay money it's going to cost you you got to get set up this is time this is money whereas literally with the strategic alliance you can access as many markets as you want instantaneously for almost nothing number 11 you can expand well beyond your current geographic boundaries you can take whatever you do however you do it whoever you do it for and multiply it you know statewide regional national international it's up to you number 12 you can gain a foothold in international niche markets there's so many oh pardon me again there's some thing niche markets that exist that you're not even thinking about looking at certainly not accessing because it would be very very difficult and very expensive and very time-consuming and very long before you could tap it however now you can now you can just make a partnership with somebody that owns it you just need to do the research and identification of who has access to that market and is not doing what you're doing is not selling what you're selling is not offering the benefit advantage of whatever your product or service offers and then it's off to the races number 13 you can go after markets that other people currently control and through alignment with non-competitive companies who

0:57:56have superior brand currency in that market you can instantly trump the ones that have been the leading factors almost overnight that's pretty exciting next you can gain a competitive advantage is pretty self-evident that you can get a competitive advantage hold on you can get this competitive advantage in so many ways and so many areas in so many industries in so many categories just by setting up and knocking down each of these different partnering endorsement alignment type of relationships you can rapidly overcome overpower the competition we explain that you can joint market with people and share the cost worst case if you were going to hire sales people either would be pure commission and probably unless you had a very rapid cash converting process they would come and go and you'd go through lots of attrition it would be very start and stop but if you find partners that have sales people that are salaried or if they're commission they already have enough income recurring that they are stable you can put your product or service through their sales distribution and get stability get rapid rapid reach get there's a word I want penetration and yield even if you have to pay part of it same thing I mean before covid you could go with

0:59:42somebody who's got a spends a lot of money having a trade show exhibit maybe you don't want to spend forty thousand dollars and all the expenses but you could actually make a deal if you're non-competitive to share the booth you can give them a prorata amount you can just give them so much for every sale or lead that comes from it and and it would reduce dramatically your fixed cost I can give you nine million each of these can go for hours if we wanted and we're 18 you can collaborate to design new products or combinations with other people using their resources technology staff or talent this is infinite and and it's it it begs for you to have a field day of expansive experimentation you can literally you can design products with other people you can use their mean you can even get the rights I mean one of the people we know that has a company that I think is a fast hurtling towards a billion dollar market value it's private did it by just taking over the rights to a technology that was developed at Lawrence Livermore Labs which is government and using it one of our friends has a relationship with the Navy and they have all this technology they've created that is that they'll license to almost anybody and 90 percent never gets

1:01:10utilized I mean there's so much out there it's it's a field day 19 you've got total flexibility in how you operate if you did it conventionally you need staff you need offices you need management you can eliminate all that you got total flexibility if you want to do it I mean I always people ask me Jay what's your management philosophy I said it's to find other people with very large overheads that need to keep keep feeding the alligator and let them take over doing all the functions I don't want to and me just being the strategist and the and the concept mind or brain and letting them do all the execution at their and their risk they bear the the the salaries they bear their rent they bear the technology they bear the benefits they bear all the the risk and I get all the upside next me it's so evident the risk in doing it my way is if you can see me this much if you can't see me I have my fingers about one eighth of an inch apart instead of the risk you take doing it yourself also 20 might require less or no cash you give away no equity in your business you don't have to borrow money so it's it's it's the ultimate upside and the minimum downside in all forms not just in financial but you know in other forms you'd have to give away equity you'd have to borrow

1:02:40money from the bank to do things you'd have to use cash flow you'd have to use your savings or your reserves none of that is necessary 22 I already talked about you get a technology license from the government you get it from other companies they begin it's only limited by your imagination number 23 you can get research and development done for you free think about that most small and medium businesses do not do not do not have any current ongoing R&D and yet that is the driving force to pharmaceutical to technology and yet non-technology companies non-pharmaceutical companies they don't ever do R&D and marketing and product and service and market opportunities and the psychology of the market and yet now you can do that all day long with as many different higher level sources as you want and and the cost to you is nothing 24 you can gain access knowledge and expertise and talent well beyond the borders you partner with other people you might have a little business that you know maybe the most expensive person on your payroll other than you use making five grand but some of the partners have people making 500 grand and you get to tie into that kind of talent without any payroll not any benefits without any obligation

1:04:06without any anything 25 strengths and direct proteins in an industry as a result of the relationship you get immersive education and knowledge and understanding on 26 it extends your product service offerings at self-evident next it widens your scope of innovation and again this is a two-way valve it is you taking your product or service to outside markets but it's you taking outside markets products and services to you so you can be the most innovative force in your industry overnight that I haven't to spend years and millions of dollars and maybe being wrong and having to write it all off you can test anything you want almost overnight you don't have to own it you don't have to create it you don't have to develop it let me turn this down you don't have to do anything never except for apply this you can secure your position is from under your market anyone you ask at address and this is a different variation of the same thing you can provide marketing or selling or someone else provide marketing or selling let's say you're great at product development but you can't sell worth the damn you find other people can sell worth the damn and you partner with them maybe you can sell but you don't have really good products and

1:05:28services you go find people got great products and services and don't know how to market them and guess what you do that number 30 you can easily establish purchasing and supply relationships many many years ago when I started out doing inserts in physical newsletters this was before the internet and I made deals with all kinds of newsletters to provide offerings that they would put inside their newsletters to the audiences they would they would deliver and what happened was I had no resources I was very very not broke but about one gradient above broke when I did it but I just matter of fact said because there was expense in printing these inserts there was expense in sticking them in the newsletter and that expense could be for a large 150 000 subscriber newsletter it could be 20 30 000 dollars an insert certainly it was 10 I didn't really have the 10 or the 20 or the 30 and at one time I had something like 20 newsletters I was doing it with so you can multiply that and say 200 grand a newsletter issue but when I made the deals I said oh yeah and I'll just pay your your printers and your insertion people when you get your bill and that most of them said yes and most of these people were really

1:06:58better negotiators than I so then negotiated fabulous not just pricing but terms some of them didn't have to pay for 90 days so I got the use of the money and I'll never forget the first insert I ever did the week I did it brought in a half a million dollars of profit to me I was shocked it was well beyond my expectation and that was half a million back in the early 80s but better than that I didn't owe the print bill for 90 days so you can establish enormous purchasing supply relationships or buy into other people's lower negotiated price or pool bunches of people just for buying or for services you can all pool and have one accounts payable person and you all pay a fraction if you don't need it all like all kinds of things you can do 31 you can set up instant distribution networks all over the country industry nation continent world next you can capitalize on all kinds of hidden assets and overlooked opportunities underperforming activities and other people's businesses underutilized relationships underutilized credibility number 33 you can make much higher ROIs and ROEs on alliances than from your core or main business number 30 well look think about it make go back because I'm just reading it that's not fair 33 I mean think about it your own business

1:08:28has all the sunk cost doing it with other people the costs are only incremental you just pay them so much a sale or so much a client or so much out of every every transaction but it's always structured so you make profit every time you pay out profit so you're always positive you're never negative you're never speculating you're only paying for results you're not paying for advertising you're not paying for uncertain salespeople you're not paying for marketing that may or may not work you're not paying for offices that may or may not monetize for months or ever you're not paying for retail facilities you're not paying for back when covid's over conference booths you're just paying for results 34 you can focus on your core business while expanding exploring and harnessing the vast expanded stream of possibilities outside it you only have a finite amount of of resources you your team your facility your capital base but now that just expanded truthfully infinitely if you wanted to absolutely infinitely if you wanted to 34 you can keep focused on your core I said that's excuse me there you go it lets you maximize and multiply and stretch your own management talent economic technical operational resources think

1:09:55about it if you were to expand traditionally you're gonna have to add staff management technology resources but you can leverage and and and and move all of those requirements to other partners and only pay on results next you can outsource every non-core competency and get it performed at many times higher level capable of results and only pay it for indirect proportion to its results so you're bottom line this was created years ago now without sourcing being such a big business it's almost self-evident 37 you can reduce your overhead through shared costs lower pricing and outsourcing in the old days before covid I had lots of retail clients that wanted to expand take space and other people's related retail stores all over their city market and just pay for sales and they would expand a hundred times for only the inventory cost and oftentimes they could prove to the inventory supplier that it was worth pardon me the suppliers speculating the inventory in exchange for the distribution and the sales that my retail client could create through all these relationships 38 it's it's a growth expansion mindset that I mean you we've said this before you grow or die you expand or contract you multiply or you diminish but most people

1:11:26they their definition their referenceable frame is very limited it's okay i'm i'm a localized seller i'm i'm i do you know 5 000 or 2 000 dollars on on whatever the medium is and that's you know maybe i can go to three or five but now it's you can go to three thousand it's gonna be 30 000 or 300 000 or or or 10 markets or 110 markets are you're capitaling on or they're not you're capitalizing on the goodwill of other entities have created over years at extraordinary expense at unimaginable performance uh requisites they have to deliver deliver incredibly trustingly uh continuously and you get to plug into all of that once you win the trust of your partner and before you there's a lot of different kinds of alliances they're just an infinite number you can't even imagine and you don't have to use your imagination i mean you can i can give you you know a hundred ways to do it before when you can flip business opportunities uh the greatest example that i have is the guy that got the rights to doing flea markets i've told it many times at the uh at the rose bowl the rose bowl uh is a football stadium they do the roles bowl football game there and they use the l.a the university of California, Los Angeles plays their games there and a few concerts are held there but back 30 years

1:13:03ago very few other things were done there and it was literally and and uh only used for finite amount 90 percent of the time it was underutilized it had massive parking huge display area because during the football games they would have all kinds of vendors and my guys saw that it would be a perfect venue for flea markets he went to the county that owned it negotiated and secured a long-term right that was renewable on performance without problems to operate flea markets on all the weekends and the times that it was not it was not being um being um i utilized he didn't know anything about flea markets and didn't have any skill or resources but as soon as he got the right and his right allowed him to have a partner he found the largest flea market re-operating management company and he flipped his agreement to them for a half a million cash and any uh share of the revenue that made him a million dollars plus every year so you could do that all day long if you see and can seize those kind of rides next you could do equities and all kinds of strategic partnerships uh many people trying to bring on expansion have to give up equity in their business for money for partners for skills for people who can bring relationships this way all you have to do is give equity in the

1:14:33revenue stream you create with somebody but it doesn't really give them equity in your business so you still own your business you might give me if you did a prop a deal with me and and we accessed my market maybe i and you would have permanent equity in that but not in your business and and so that's incredible 43 finally you can totally reinvent business opportunities you can access production you can't afford because there's always going to be somebody somewhere who's got access production you can access delivery facilities technology procedures intelligence sales you can license other people's marketing sales ability management skills i mean that's it isn't it Brian yes it is great so the world is truly your oyster once you go to grasp the magnitude possibility uh relational capital you can produce produce for your client to maximize okay i want you to take five minutes and and this is going to be very sincere if every money there's about six bivou on this session about four or five or my team i think if my team is in mind the rest are participants new and previous if every one of you doesn't have at least one insight i am going to be appalled and i'm going to be offended so i want to take five minutes and

1:15:58have one insight of what you are going to do specifically and not abstractly if you say i'm going to find a way to use strategic alliances that doesn't count it is a waste it doesn't help anybody it doesn't help you give me one application you can see right now in your business you can apply and we will use the rest of this time for that and you can ask questions but not until you first do what i've asked i'm controlling this and and you're very welcome when we get through this to ask questions but i will tell you if we don't get a lot of insights i'm out of here i'm really out of here because i'm not going to be offended i'm in a serious mood today because i've got a lot of things to do today and you are important but i don't want to waste time if you're not going to give back so you should have an insight for your own benefit and to give to others if you do i will celebrate you if you don't then brian can have the rest of this session because i want you engage so take five minutes i'm going to do one little thing for five minutes and i will be back to hear all the insights brian that people identify they want to share okay cool okay all right and just to give people a sense of this i'm going to just kind of go backwards through these slides

1:17:16right now so i do see that people are putting their hands up so that's awesome but i'm going to backtrack so you can review if you need it and dr caslow i i understand you're driving um mia i believe that uh j has shared things like this and again there's the ability to review relationship capital from the first session of this as well which which he may have done a slightly different take on this and there's a lot of gold in this so i'm hoping that we can have a few more than ten hands when he gets back uh if you all of you who aren't driving if you can put your hands up with something that would be awesome there we go perfect thank you thank you thank you thank you okay brad i'm ready how many you got all right well let's uh we're at over 21 and i noticed that people have just been putting up their hands recently so uh thank me a list of the people participating and i mean this very sincerely this is a beta version and we really are going to do it for 15 grand and you're all invited to but the stipulation was assuming you contribute and participate passivity is not contribution if i seem serious growing your business is very serious and when i share stuff that i understand that other people don't that have created billions

1:20:19and people can't even have an insight that frankly and i'm being very respectful if that offends me i don't do this it's not profitable enough it's fascinating to me to work through my new distinctions and to see how action focus people and people with a prejudice towards execution will apply it but when i share something as profound as 43 different ways to use relationship resources and a fraction of you as an insight you know i'll go through that and then i'll i'm out of here and if we don't get through a little at brian but you should feel terrible if you don't contribute because that was the basis of coming in at a discount i really mean that i thought about it over the weekend and i thought it's not one side it's not me just delivering this you can get that from other people that want your money we don't make enough on this that it's economically that's significant we make it on working through the methodology so i can use it more compellingly with my private clients we make it working through the methodology with collaboration from everyone not just the continuous view so that i can basically get the methodology good so we can get 500 people to spend 15 grand and we used to do that with my big programs but right

1:21:41now i'm just working through it as an experiment and i expect you all to work through it with me continually and collaboratively so let's get started all right let's bring on satish and because i want to make this fast you can get rid of the slide oh right let's try to be very clear crisp and just go right to the foundation or how you are specifically going to apply at least one element what are you going to do with it and please don't be abstract thank you so brian and jay can you hear me yes sure well thank you um jay um if i don't say this i think my stomach is going to burst because i had some observations that i wanted to share with you um basically what i'm experiencing in this course is people knew about gravity all along and then there's this guy so that i said newton that comes along and explains what it is i feel you're doing something similar here i mean business everybody knows business but the way you're explaining things are so clear and so um what you call the articlative that um it's very very helpful that's one observation um second observation is uh i follow charlie monger warden bofford's partner who talks about bringing in ideas from other industries into into investing and business and i see a lot of similarities there as well so thank you very

1:23:13much for all that you're doing to us thank you so so the insight that i have today is uh we are into CRM consulting and you talked about partnering so um i want to go to people who coach the companies that coach uh salespeople and partner with them so then we can sort of we have a handshake between both both the partnership um from some trainers as well as us to be able to help our clients to win on both fronts like uh on the sales training as well as helping them to um get their CRM right the only thing i have to figure out is how do we incentivize a sales coaching team to partner with us basically so that's the biggest insight i had today that's great i like that's very good by the way i used to do the q and a's with tony robins we still do them once a year and we would always have more people at the mic than we could ever get to it wasn't to be rude to them we felt if we got them to the mic they had a crystalline clarity on what their big problem or challenge or opportunity was the same reason i want you all to volunteer because it shows me you're really engaging your brain more than a superficial entertainment it's for you not me i don't really need to hear it you need to hear it you need to hear how other people are doing it but thank you next

1:24:35um mia well that was unexpected um i two things first of all i've already been reaching out in the chat to see if anyone wants to help me sell some mobile apps that i've got a lead on developing for quite cheap and i'm happy to pay 50% to anyone who helps me do that secondly i'm also looking around at toronto big giant city but with covid our entire financial core those big tall buildings have got rather empty so i'm going to go look into that and figure out if there's a way i can leverage because there's these huge food courts down there that are not being used many of the businesses and those things are like banks that have realized hey we can say what real estate by having people work from home so there's got to be an opportunity and i love that oh it's good very good and you know there's a huge emergence in ghost kitchens and and people are creating national restaurants overnight using ghost kitchens and their brand and their their reach so there's lots of fun things you can do with that now i don't care one way or the other but did you ever send me the aren't you the one that has the the lighting handle ears yes i just found the photographs of the last almost the last box i opened so i'm going to send them off to

1:25:58to my wife and she gets she asked me because she goes i'm about ready to figure out what we're going to do is that woman really want to do it and i said i don't know yep i will send them before the end of today thank you okay next let's bring on jim hi jim hey jay how are you i'm good glad you can relax if you're beach house and thank you for your preeminence and i understand your frustration this was a two-way bargain and i'm very appreciative but um and you've always been your part but again i don't want people the the problem that i've always had is people misunderstand why i do things like this and they and they they they group it like everything else people just trying to get their money and i'm doing this because i want to engage them to help both myself themselves and both three things and others and when they don't they're actually stealing from both myself others and they're stealing from themselves by not engaging and they should be if not ashamed they should be very very concerned about that because it's a denominator of how they live their life but go ahead jim so i farm two strategic alliances two separate locksmiths in two different cities so we we co-market to each other there's one another industry

1:27:31low voltage lighting you know the ambiance up lighting that most people have around their homes for elegance as well as security partner with those guys and we're going to co-market to our both of our existing journalists love that i think that's really that's various too very cool i love that thanks kyem thank you brian all right let's bring on levi hello levi hi j thank you so much for for today i'm great how are you hey um i'm in the beauty pageant coaching industry we've talked about that before um and i provide current events coaching so that you know the contestants know sound like they know what they're talking about on stage which is a very niche field within the beauty pageant coaching and i would love i would love to partner with some of the big leagues like miss universe organization the samarica organization and offer them my my current event newsletter that goes into a mastermind and an inner circle coaching program and i'd love to offer anyone of their contestants that signed up through them a free i'm going to be teaching a del kerniggy art a part art of public speaking course and i'd like to it would be 500 dollars but i'd like to offer it for free for anyone who signs up through them um and i i think that would

1:28:55be valuable i know that this would be valuable offering but like how do i how do i build awareness for some of the big leagues you aren't going to do it the way you think you got to go to somebody who has influenced with or somebody that's doing it on a more regionalized base so sometimes we want the big we want the big whales but we're not really yet positioned to do that so you go you circumvent you go to other influencers that can get you there through a couple of different moves and maneuvers so find whoever's got access to either those decision makers but probably more more viably find people that are doing it on more localized or regionalized levels and start there because there's probably not just national and international beauty pageants are there oh no there are thousands of different competitions yeah so i would look at all the different competitions and ask yourself who already has their ears it is not competitive and work with them and when you're going to give something free it has a very low value i would rather hear you say i'm going to buy them a 500 dollar course oh i like that okay good luck thank you so much check you welcome all right let's bring on Marco hi Marco hi Jay how are you today hey how are you i'm doing great thanks so i have some great stuff

1:30:26to share with you so before talking about partnerships and i get some about that i wanted to thank you for your training on prime minister i read your book about the limit is only your brain and it was amazing it blew my mind and it changed the way i think about relationships not only in business but even with my family and the great thing is that applying prime minister so it means so much and even last week something sat there that were really good so for example i got on a call of our potential vendor with our potential operator and at some point i was like okay i can pay you for a hundred dollars and it was like okay this is too slow i wanted to list two thousand dollars and then at some point i started talking i started telling giving giving him advice on how to position himself and how to create a unique value value proposition and so on and then it turned out it turns out that at the end they was like okay you give you give me so much value to me without even thinking about it that i can still make one one one thousand dollars for you and so that's one thing about prime minister and even with my with my family relationships it's been it's been amazing and it is just improving the relationship so far great and then

1:31:57and then about the partnerships i'm reaching out to some people so there is the potential to connect with an idic guy who sells to my to the same clients and the great stuff is that once i reached out to him i was like okay you got a great profile and so on i really want to work together to part another and you even want to get into a mastermind which it was which is not something was not something expected but still great to hear and then other partnerships as well so potential partnership with another guy who sells to the same people probably but honestly i have to work on these i could potentially be and i want to be the co-author adding some content as you advise some some time ago to a guy who wrote a book on the psychology of pricing and this book was has been learned has been let's say appreciated even by brian Tracy so brian Tracy left at best if i'm on this book good okay and yeah that's pretty much it that's good though thank you very much and i appreciate it right uh Sonya hi Jay hi how are you i'm doing great so um yeah you have a exciting insight something i'm very i already started taking notes on um so my business is we help organizations create alignment between their business strategy and their culture and one of our

1:33:41products is for executives they're just starting in a position whether they've just been promoted or just hired into the organization to get them through to their first year because most executives don't don't reach their business objectives more than 70% don't reach their business objectives in the first year really and and so and i just had this insight it just seems so obvious to me now to reach out to executive recruiters because they actually get paid based on the longevity of their placements very logical i love that that is so cool and how do you price your services um so we it's a full year of a full year engagement so we we price it um price it directly for that full year they sign up for the full year and what's what is it average um it's about 25 000 okay and it's normally paid by the executive or the company by the company i love that that's very cool and you do it all over yes that's fabulous thank you very much that's very insightful i appreciate it yeah absolutely Brian uh jia hi hi um just last week i want to give you a little update um it really caused eric and i to go back to the drawing board and and restructure our our company and refocus in on what we originally started it for which was acquisitions and growth

1:35:16so um that was really helpful it's caused some some new thinking and some new ways of working uh and using the email marketing company we bought more as uh this is a tool and in our arsenal as opposed to the only thing we're focusing on so that's been really helpful and one of the things that we realized is to start a marketing you know to to to have a joint marketing agency we both have had our own independent agencies for quite a while so um um forming some kind of joint venture or strategic alliance with sales teams i know that there are companies that do sales specifically and we know some people in that arena so uh creating alliances to utilize them for the sales for the marketing company and um for our marketing arm and also for outreach for outreach on acquisitions we want to build up our portfolio good that's great that is great okay i appreciate that i'm looking at the chat and i'm looking at some people that left and i'm thinking interesting that this is a session that has integrated i mean if i seem like i'm ruthless today i am because i i don't want to be anybody's intellectual entertainment and i had a lot of very deep work i did with clients over the weekend and myself and i was just thinking about this i want

1:36:49everybody engaged for the duration if they want me engaged for the duration and i hope that all of you really get that but that was great thank you and i'm glad you're reevaluating what you're trying to do with acquisition and using the vehicles be just acquiring something if you're not going to add make it give you greater outcome it's a pure victory you're not accomplishing anything so it's very important good yeah glad thank you okay good all right let's bring on chris hey jay how are you i'm fine thank you good what you're insight you know i'm i'm doing coaching here in austria and that was really challenged by you to think how can i partner with more people so i'm partnering already with an academy but we are teaching well oh yes uh we are training others to be coaches okay and that's a very good partnership so i thought how can i have more partnership with more companies so also with medical doctors and tonight in half past eight i have a phone call with a company in canada so i will ask them how can i be a benefit to them so i will always implant that question how can i be a benefit to others and that's great i mean if you figure out that that our goal is to first add value before we take value right yes simple but most of us

1:38:18don't really think in those terms we get juxtaposition and we want what we want for ourselves or for our business but we don't start and say what can i give and then there's a ronius um perspective on adding value to others but what can i add value but if you have to ask how you can add value you probably aren't going to add value because if they knew they would already be doing it most people don't know the kind of value they need and you have to realize how can you add true value that is that is recognized utilized and and not just valued but but produces some meaningful outcome for the other side if you want them to do something for you good thank you thank you Jane you're welcome right let's bring on Amanda hi how are you i'm good thank you um i asked you to make sure they're cool thanks um so i'm working on two different businesses and this uh specific business i'm creating i had an opportunity i have a background in community building and building businesses that are community based i was approached by somebody that is a path of investment private equity partner and she asked me about building a community with her with a specific focus i was able to draft something together and as i mentioned before to you i think

1:39:56as being a member in this opportunity i was able to put together a draft in about four hours that said well i can build a community or we could build this into a business and here's what i think we could do with it and basically we're going to be trying to close the investment gender gap women tend to invest 40 less than men do and we want to create financially savvy female investors and philanthropists so it's a little complex what we're doing but i've done upgraded businesses like this before in the nonprofit world and that's really my specialty i love helping others so we're going to merge together we're going to create um this business together and then what we're going to do is bring in and we're already starting to bring in strategic partnerships and alliances with other types of um real predominant specialists and investors in other areas like crypto um with private equity opportunities and then to bring them into the our board of directors so they can contribute in meaningful ways and we're creating angel investment opportunities and all kinds of you know i love opportunities i love it that's really good all right and don't feed us they'll feed us the clients we're looking for so we won't have to advertise you know

1:41:11yeah that is keep me informed thank you Brian let's bring on down to you hello hey jay hey Brian how are you i've been great how are you guys good thank you what you're inside so what i was thinking about is um the other people's clients and what i'm when i'm walking through the city i know that many this they they're struggling or they are almost out of order business um however they are in the business for 10 20 years maybe even 30 years and of course they have a big list you know um so i was thinking how about doing even marketing for them to react with the clients and getting maybe a cut off 10 so that's was something i was thinking about you know it's great it's good if you can figure that out i mean that's that's a whole different application that we've done many many times you find somebody that has a void and you partner with them to fill that void and you convert the compensation out of performance and that's great i love that that's very good thank you all right thanks okay good luck sir Brian all right Robert Anderson hi Robert how are you today i am doing great are you at your beach house and uh tapestra to beat you you back up in your area i you but unfortunately i came down with my wife late on saturday and i'm leaving the moment i'm

1:42:41done but uh boy we all had great weather this weekend didn't we it has been beautiful i'll tell you that's nice i've been sitting on the beach getting suntan and and slurping on drinks that make you giddy and having a good time and playing golf a little bit and uh but very nice yeah how's your daughter enjoying this really really really enjoying we talk every other day in regards to it and having been doing a lot of strategy and planning and she's just blown away and excited so yeah she loves it i'm thrilled thank you what's your insight so my answer i don't want to kind of back up with it we went through from a couple weeks back probably three weeks ago we we went started to go through and a regent our website landing pages seo on social media but in the last 10 days just from what we've done with our seo and and landing pages we created 84 000 and net sales so it's really good in the amount of you know quick time that we're able to do that so it's really excited it's what on from our call today it's more about strategic alliances and one of the things that i'm actually starting to craft those are kind of discussing this is there's three domestic NGO membership groups and we're really affiliated with two of them really well but working with

1:43:55those individual groups to encourage or discuss our programs with their members because it gains instant awareness interest and trust with an organization that we don't have to necessarily build up just to be able to get into the marketplace as individuals and with one of the groups one of the membership groups we actually partnered with them in 2020 to provide an african NGO virtual IT roundtables and i'm going to leverage that relationship because we've been giving a lot of time to that and now we're going to leverage that relationship to have them help market both the IT roundtables but more our services into african what we can do with the NGOs are there and then thirdly um we've been attended probably since 2015 many different NGO trade shows and i picked up business cards of all the other people i've had my staff go out and do it as well too right i'll leverage those relationships and make contact with the other exhibitors who were there over the last six years and see how we can start working on joint ventures or across you know pollination of products or sharing different things back and forth so those are the three things that i'm really excited about doing starting this week i love that thank you very much and

1:45:01that makes me very happy well thanks right thanks sir all right let's bring on bittias hi jay hi how are you i'm very good thank you how are you good what's your insight yeah first of all i really want to thank you for last week and the tips you gave me and i continued working on them with these things so you told me to get like pick some tactical applications and get experience and results from them and then i guess when i that's like the first step then because when i apply this is the second step i think i really can get it going and the first thing i thought about was the first thing i thought about was industry associations to talk about them like as a niche market to collaborate with them on that niche because then i can use these tactical applications on that industry and put them together so that's good that's good and no it's good glad you're getting you're getting an actionable insight from this and that makes me very happy yeah and i got a second one as well it's like when i get the results i can i then i could actually partner up with someone that is much better than me at selling my services and i can give do like a profit sharing and yeah i can be someone else's back back end product or something

1:46:38else like that yeah well years ago and this might be useful to all of you years ago when we did the protege training program which was designed to teach people how to be a contingency marketing consultant it was pretty interesting because we had the basic instruction then we had a second here we said if you can sell but you can't manage there's plenty of people can manage and they can't sell if you can manage but you can't sell there's plenty of people who can you know who can do the opposite if you don't want to do either you can package two other people to do both teach them what the application is and take half of that and own the business just for putting them together so it's infinite possibilities depending on your ability to really um to forage different combinations but that's great insight thank you Brian let's bring on Billy more water so i'm carrying my video off to really go ahead Billy if you can unmute yourself there you go i think i have thank you Brian hello what's your insight how are you i'm i'm fine thank you very much and i'm glad that you are and you're having so much fun in your beautiful environment there i had i've only been on for three sessions this is my third i'm having such a ball with you mr a brand i'm loving every minute of it and constantly

1:48:13walking away with a buzzing brain in fact i wake up in the middle of the night and write notes that's a great what is your business i'm i teach i'm a professional singer i teach all all things about voice all things about stage how to conquer your hind brain fears how to stop yourself from quaking in your boots when someone comes new with a microphone all of that sort of stuff and you have inspired this thought that well gosh i'd really rather see your face than mine by the way my face staring at me there you are gone again um but uh so the fact is we've suddenly come up with this inspiration that we could partner we could do a beautiful joint venture situation with the lyric theater companies around australia of which there are 835 i now know uh that's fabulous you would be wonderful to go in there and do a workshop over the weekend designed to teach them all about their their subject things that they don't really know and particularly the psychology of performance which is a terribly important factor because it can stop you from going forward but the real wonderful thing that could happen here is to teach them to watch each other and say hey you're you're locking your jaw you're stopping you're contracting all the muscles around your vocal

1:50:07chords you're not breathing deeply enough why aren't you giving more connecting your intellectual properties through your heart into your emotional center and giving more well they can stop each other and talk about it and you're not being around so i can't be there all the time yeah but that's great it's a it's a whole new application and when you think about it you can probably figure a number of qualitative and value based ways to monetize it i mean some of the most wonderful distinctions people have figured out is how to take a a static product or service and turn it into a sustaining one and i bet if you work through this uh you will do the same so that's great thank you for sharing and welcome into the group thank you very much welcome brian you will all right let's bring on robert chan hi robert hi de jay how you do our little entrepreneurial achiever who's buying businesses left and right how are you today i'm good thank you yeah i'm doing a couple of more deals i buy that's great insight yeah well my my insight like okay actually it's one of the acquisitions but one of the acquisitions they were a you know manufacturer of technology system and anyway they've been with us and we've expanded them to do some OEM

1:51:49you know for other businesses so that's pretty good it increases the revenue line but then they they turn around and say hey robert we want to launch some new products so uh you're the investor give us a couple of million dollars so i'm like hmm okay all right then i thought well um why all right so anyway we went through this product line and blah blah blah blah so then what i decided okay i was thinking about relationship capital he said well rather than reinvent the wheel who already has this product so anyway i scouted around right and i found this uh other electronics manufacturer in malaysia right and he's like just like what tony robins are saying he's an artist this guy likes creating things you know you just say artists a little scientist guy he makes them sells them you know breaks even makes a bit of money and he's off creating another one he doesn't turn them into like they're actually really good tech but he doesn't turn them into how we say market takeovers yes so anyway what what i'm doing is that i'm bringing the two together because etc well can we take some of this this tech what you've got that's just sitting in your wardrobe you sell two or three of them and that's a uh we take it we we take the ip and we do revenue split so therefore with the the factory that i acquired

1:53:14i said so just take it all right and stick your logo on it and sell it mate and what happened well we we we actually just started doing it it's actually we were just in the process descending over uh democates um because actually he has a market this uh factory there's uh you know they have like 20 odd distributors they're they're in the isia um he is done like five million and ten over and and basically his product was expiring so he wanted a new product you know with new tech so potentially just by even if he sold at the same price he's going to get another five million dollars right but obviously we want to sell it higher and also basically we saved on the r&d the machinery and you know spending a lot of money to build to rebuild you know to build another i love it your mind is clicking it makes it's an inspiration to everyone myself included thank you thank you all right next is oob bant sweeten yes hey guys hi i'm back again hi um the um i'm selling to hr directors in companies right yeah so these are my clients so i was thinking who else is um selling to these people and i came up with quite uh quite a few ideas but then i thought maybe i have to ask them themselves to know what other companies what other types of products are sold to them

1:54:51so because they would know it the best right so they could tell me what kind of parties would be there for me to join fenci with because they don't yeah they know who else is what other kind of companies are selling to them and actually this afternoon i decided to go build a sales team and because we need to step up sales but now i decided not to do it and to keep my money to myself and make to introduce to organize myself so save me a lot of money to pay jane thank you very much a lot of hassle too a lot of hassle too i love it brian i have to be i have to be on a call but i don't want you to stop if you have the time and they do collect as many as you can and those of you who haven't please reflect i'm going to be nice about this this this group is collaborative collaborative means sharing perspective giving ideas getting ideas challenging yourself take and engage so please work it through till the end and i think this was a great session i'm sorry that i was i was here but i couldn't get on and i found out and i yelled at my son and said don't you ever change the dam the dam Wi-Fi password without telling me at my own beach house okay thank you bye okay thank you okay so let's do this okay so norine okay here yes i have a couple of different ideas my focus is to expand my reach

1:56:32and build my audience from a marketing perspective so i've been thinking about doing an extensive interview series in the second quarter where i would interview other experts and basically the way we would all you know email our current lists to drive people to the interview series so because i've also been interested in starting a podcast but i'd like to have a way to build email list further so that's that's more of that's one side and then i was thinking as we were talking and i was listening to people i'm sure a lot of these co-sharing spaces like you know we work and you know there's a bunch of others i know they've been suffering and have had to adapt in these times and because i also deal with corporate leaders that that perhaps there is a way to offer like some lunch and learns or things that their members their office renters would be interested in hearing about from a business perspective so that you know locally i could start you know helping to add some value so they have more you know so their people have more added value for staying with the leases i'd have to explore this further because i don't really you know i haven't really been investigating that to see are a lot of these places now defunct or you know i know some of them have been forced to adapt as

1:58:19we all as everybody has but maybe there's an opportunity to add value to their members and their office renters so that they're gaining you know by adding value to the people that are paying them money for spaces that maybe aren't being optimized right and i think the point of today is not to have the whole thing all planned out it's just hey here's an opportunity i can explore more of so you're you're you're on the right track so great job yeah they just all seem like um kind of obvious things that i'm really wanting to ask a better question of how can i take this deeper and do something that i haven't really thought about like how can i expand i feel like the way i'm looking at it is still pretty narrow because none of these things are really that um innovating if you will but how do i it's one thing to kind of just forgive yourself on is we're always looking for a part of our our minds are always seeking out that next big shift the thing that will you know move the oceans and and have an effect on the gravity of the moon and really it is the micro steps added together that creates the geometric growth so it's it's probably at this stage you know after a couple of weeks just by implementing simple obvious solutions and then

1:59:50stacking them can probably get you exponential growth faster than going for some kind of wild moonshot so uh j coaches against uh you know going after the moonshots and focusing on the micro shifts that don't cost any thing they they are you can collapse time with them um you can use other people's resources and things like that so i i think that you're on the right track i just don't want you to lose the opportunity by not taking action so i just want to highly encourage you to take action on these little steps even though they're obvious and don't see world shaking um i think that's a healthy thing to be doing does that make sense it does thank you very much sure my pleasure nori let's ring on matao what was your insight matao well actually i have a two plus one okay so the first is like i i i've been contacted by a podcast that has my same audience i teach ios development so i teach i have online courses on making apps for iphone and ipad so like you already reached me to have a partnership and to sell my courses to his audience and then when i set this up i can reach to all of the podcasts that have the same audience and i know there are many and offer them the same deal so i actually reach a larger audience so this

2:01:20is the first one the second is that i know my audience also known wants to know about design but i'm not a designer so i can find some designer there's some course about designing apps and then i can sell their courses to my audience so that's uh that's the second and then the third which is more generic is like i can just use some google searches or like some tools like hrefs for um search engine optimization and check like all my competitors what kind of partnerships they have and then i can use those and like maybe reach the same people that sell their stuff or like find new ways to like new audiences where i can sell my courses so that's more generic but still like there is probably a lot of potential there absolutely absolutely i love it you're well on the right stack thank you mato let's bring on dave hey brian hello so my main niche is um technology and specifically sass software companies and excuse me a lot of them when they get to a certain size use subscription management software and so you know they can have 800 000 plus clients all by themselves and that's what they these sass companies use for billing revenue recognition and crm connects into it and then that subscription software connects into the accounting system and

2:02:51to get that mind share which is the topic today my firm has over 200 civil consultants like myself there's another handful of them that always come to me about sass companies and engage for models with them so i'm going to put them together so i can get more mind shares these companies because they're more likely to set up the time and work for business so you can keep an eye out for them then i can use the same model with attorneys whether they're IP attorneys or securities attorneys or user with transactions people like these keys or angels they get bigger p companies maybe even investment bankers so there's a lot of different places if i aggregate the partners in my firm that work on sass companies you get more mind shares with all of these to deal with those sass as a founder but that's awesome that is awesome so thanks for expanding your mind and expanding your profits to come so let's bring on eric blue brian how are you doing i'm doing great i'm getting my mind expanded by all your great answers that's great it's always a good thing i think you brought have a great blessing just being by jay and with his expansion of ideas every time he has a session but yeah for for me it's something that i've been working with jish i'm her partner so i'm the

2:04:19other one that she when she discusses i'm kind of her partner in crime working on things and i've been thinking of a different angle for me my background i've actually done a little bit and it's something i haven't really looked at the same way as as what jay explained today and it gave me new insights on it but i've done a lot of previous relational capital for me my original background my previous i guess industry agency is i specialized in in internet marketing and so i did a lot of google ads and google analytics and what i did previously is it went and made relationships with other agencies that they needed a specialist in those areas so i would go over and partner with them and so there would be a different arrangement of things that i'd find out that that's what they needed and we'd set it up so that i would perform those services for them within their agency and it worked out well for both of us the next shift for us here moving forward with everything with jia is to take those relationships that i already have built over the years and since we are putting together basically combining our forces with the agencies that we had previously taking all the relationships that i have with these other people that i've connected

2:05:32with and then utilizing those as assets that we can then pull from for additional needs that we have with marketing services so that we don't have to rely on just doing it ourselves or with whatever our client our particular employees are that we have for uh keeping it limited there but we can then think outside of that to utilize all of the abilities and some of these agencies are very specialized i have one as a partner that does seo for fortune 100 companies so things like that are amazing to be able to have as a resource and just keeping our mind open with the relational capital that we can use to expand even faster and use more powerful resources i think is a plan of action that we definitely need to utilize and think about moving forward with so one of the things i heard which i just want to highlight really quickly is you've done an inventory of your assets that aren't typically assets in your business and when you so that's excellent we should all have that occasionally to see if we have any new assets that we can jv on or we can add value to our other partners with the other thing is when we develop a new partnership or joint venture we only know the tip of the iceberg of what their business is so how do you get in and find out

2:06:57all the ways that you can contribute to maximizing value so you know review all of these things that we're learning in this program to their business because they're now your partner and the better they do the better you do so so thank you for that eric that's a great insight and i hope that i phrasing the way that made sense and that's great i think that's that's a great way to phrase it and i appreciate the feedback on that i think it's a good thing for all of us to take moving forward thank you awesome thank you uh hapies see did i allow you the ability to unmute their hapies let's try that again a fees if you could try unmuting yourself oh all right i'm going to call on leonell and uh hapies if you're able to unmute yourself uh let me know when we finish so leonell go ahead hello everyone i hope you're here meanwhile all right perfect so um to explain a little bit where where i'm working on the kind of industry i'm working for everyone i work in it security i sell security products such as software hardware such subscriptions and typically they also need consulting so that the client has something working and typically the sales cycle are long like six months is a short sales cycle can be 18 months sometimes two years and this you know in this course

2:08:40it i've been in the first version before and and this is something that it's not just an insight it's like really like an obsession i see it every day i work with lots of vendors and people are are just happy to slow down the sales cycle but like really for one two three months just to get two percent more and and like meaningless additional revenue and this concept that j has about you know the the revenue that is above clients times the average price point times the the frequency the frequency is so important it's also how fast you can sell it to decrease by 10 percent your your sales time it's like selling 10 percent more expensive at a higher price point or having 10 percent more customer and in fact it's it's probably the only one that you control 100 percent in the sense that if you have a better process if you have better like documentation marketing pricing the way you you create your your office it's all thing you control 100 percent there is nothing else nobody else involved so that's really really something that in that course that is in my my perspective very very important and then today i got an idea from j and his story that he explains about this chinese manufacturer goes to malizia and suddenly he has a fantastic partner

2:10:07and i've heard this story since two years i mean it's really something he tries to convey and it is a great story and it's the first time it really hits me and i had this had this little thing going on i'm building a little network of ambassadors so potential customers are existing actually they're all existing clients that recommend what i sell and do to in their network and and sometimes there is a share of revenue and based on the story very soon i told myself but Lionel you ambassadors they don't need to be clients at the beginning because that slows down how i can get new ambassadors because if i wait for someone to be a client to be ambassadors it takes longer much longer so that's the idea of today to look for ambassadors that are not yet applied small ideas but i believe it can change the revenue at the end of the year i love it thank you appreciate it lina and then let's bring on huffies i see you've unmuted your microphone hey thank you sorry about that brian how you're doing today doing well i already shared my insight phone last week right and i'm just going to expand on that listening to jj today you know my biggest obstacle in my business is the installation part of the of the countertops i have to subcontract that out and i'm thinking that my problem might be

2:11:39the solution to somebody else so i'm going to be looking for installation partners across the country and offer my product to them so that i can be free of that and then they can have a revenue stream and we can all grow it again awesome so one of the things that i know about installation companies is that many of them their training program is lacking so not only might you want to partner with installation companies but a training company that can train on your product oh that is awesome thank you sure all right so let's bring on uh darrell there you go that's very powerful and one of the things i noticed when you were talking is uh i'm gonna

2:15:55mute you here because i'm getting a little feedback here but uh as you were you were talking i was thinking you know with these strategies we really do become powerful advocates for growing businesses and it sounded sounded to me like just your observation of what is possible will make you a better partner for those organizations so i'm excited for you and looking forward to hearing some results from this um so let's bring on andriana hello brian hello hello hello how are you i'm doing well and getting even better thank you greetings to everyone from tuscany uh brian the one thing that really hit home this evening was the fact of access denied because i've had the privilege of following also the first course and have been and have really put in place possibilities for relational capital but a few weeks ago i mentioned to on the sixth-century session i mentioned that i we had come out with a software that we were we were providing the national board of land surveyors in this country and it was going to go out free to 40 000 land surveyors that they have that subscribe to their service and 6 000 actually downloaded the the software which is good i mean it was all given out free but because we are small fish obviously we ruffled the feathers of some big

2:17:35players out in the field who did not really want us our name to get out too much into public and so i thought to myself okay well if somebody obviously doesn't want us to emerge too much above the surface of the water what i'm going to do is now i'm going to go down on a provincial level and i'm going to hold one big webinar and invite as many people as possible to illustrate what we do and how we do it and then come up from the bottom up the ladder that is going to the provincial offices and getting the local presidents involved and maybe even calling them on for an interview on on webinars i i just figured how i was going to turn the table now if anybody else has some ideas as to when you're lean and mean and you obviously have people that do not want you to come up what's the best strategy to to do because we've jumped up and hit hit the moon but obviously there are a couple of individuals that do not want us to hang around too long so that's that's that's my insight but i've turned the tables and i'm going to see if this strategy might obtain results and obtain the same result but coming up from the bottom i admire what you're doing and one of the things that i heard you say was one of the reasons why we might be denied access is because of a

2:19:18relationship that's already in place for all of us who have attempted to sell a product or service to someone whose uncle brother you know twin sister was the retailer of the competition we know that you know yeah even if we offered it for free and paid the money to take it they probably wouldn't buy from us because they don't want to ruin their relationship so i think that that's a powerful insight um the other thing to explore if that's the case um it sounds like you're in a very political landscape so again yes sir is funnel thinking uh who can we go to they would have expertise in navigating a political landscape i happen to know one his name is Philip Stutz uh he worked on campaigns and he went over realized that that many businesses don't have that campaign experience so uh Jay interviewed him for the ultimate entrepreneur podcast if you go back and listen to one of those episodes it may give you i don't know i don't remember the episode it was a while back but it may give you an insight of thinking about the political landscape but i honestly think that what you're doing is great um having had political experience myself i work in a state government i've worked on you know different things but what i noticed is that rather than

2:20:49going to the members you know the senators and assembly people and things like that if you go to their staff you have a better chance of getting on the agenda so what you're doing by going to the provincial and then working your way up is brilliant so uh so for all of us who are having access tonight is there a way of making friends with a gatekeeper or is there another gatekeeper that we don't know about is there any way of finding out about the relationships around this person what are there who are there seven degrees of kevin bacon to the person that we need to influence so uh so thank you i have another question as well but i maybe i'll ask it at the beginning of the next session i always come on late because i'm driving and now i'm at home but when the session starts and so for this reason i get on always i'm one of the last but not least but if anyone has any ideas i i'd appreciate it because i find that this possibility of everyone describing the business that they're in and how they've had these insights is just cross-fertilization so i'm sure that other people have had the experience of bothering a few a few of the big fish you don't want to be eaten up by the local sharks so whatever can come my way i would very much appreciate it

2:22:23awesome thank you great question and feel free to reach out let's ring on josh happy monday brian happy monday i wonder what happened to my photo but anyway i'll get that sorted i'm just here just because of something i did earlier so no worry so so first i wanted to say thank you for the way that you framed geometric growth earlier i think that is a value add to the conversation today and and really puts puts a point to something that has been a realization for me in the last few weeks that i i feel i took far too long to get to but i'm glad that i got there eventually which is you know to use a baseball analogy focus on base hits and not on home runs and they're easier to get and as you get more of them you're guaranteed to drive in the runs instead of you know high risk high reward kind of things but uh but the take away from today or sort of the application from today that i want to share is that i think it was on that um shared around you know helping um address other businesses needs with what you can bring to the table or what you can sort of parlay to the table and and what i would add is uh even looking to to um anticipate other businesses needs that they don't yet have and then try and line up the resources that they'll need in order

2:23:56to address that and so to make that you know uh more more concrete i have a you know relationship with with a group that has i would say an exponential advance in startup opportunities to bring startups to market in way less time with way less cost and what that means is they basically have like unlimited deal flow once they really ramp up and that's going to cause a need for not unlimited capital capital but quite significant capital and so i'm going to connect them with uh some friends that run wealth advisory companies to high net worth individuals so that they have the capital that they need before they need it and then take a slice of sort of the the winners of this awesome that that's truly brilliant uh way to go great idea and uh thank you for uh noticing on the the base hits it's a great analogy as well all right let's ring on Brenda hi brian thank you so much how you doing today fantastic good good good um all right so mine's going to be probably a lot different than anybody else here i am in the real estate space i um have a real estate team and i do rehabs and just through going through everything through this program um i'm looking at every part of my businesses and i think what i'm going to do is take to the outsourcing and i'm going to outsource the management of my

2:25:30team um and i'm going to just laser focus in on the rehab part which basically brings me the most joy and so um i'm going to utilize that and basically reinventing my business opportunities and then i am actually also looking into a joint venture with with another totally different industry excellent and just because i'm i'm fascinated how how are you thinking about um outsourcing your management of your team so right now right now i manage the the entire real estate part of it right and i'm going to bring in a manager to actually manage all of my all of my agents to manage all of my team and i already have an assistant who takes care of all of the paperwork and all but i spend so much time you know just managing both things that i i'm not focused on any one really really well and i feel that i need to just laser focus my efforts and and you're choosing the one that brings you the most joy so congratulations i'm excited for you thank you all right let's bring on Phil hey Brian how are you i'm doing fantastic awesome awesome so i hung out right here till the end which is a first for me but uh just because i typically have meetings right after but a couple of insights i really liked when jay was talking today about the lack of resources right

2:27:11so uh because everybody associates resources with capital and i've heard it said another way which is like it's not a lack of resources it's a lack of resourcefulness right and what i got out of today was really here's all the resourcefulness you can have so which was a great reminder but for us i mean you know i really just want to jump in and say this whole partnership model works that's the basis of our business we partner with very large software companies and we provide professional services and training and it's i always you know what today was for me was i was always looking for what's that next thing i can offer every time we go around the sun so we set up a basic partnership with them on say one product set but how do we land and expand because from a customer base and again it's good to hear there's other IT folks on the on the call here so we'll get it but i think most people will get it anyway but at the end of the day when you're working in a partnership then now you have a partnership with them how do you land and expand it right because you have their customer base you have their customers phoning and looking for help so how do you actually get to the top of the list so yeah just basically to say that this is the you know the partnership model works and what i

2:28:29got out of today was just 43 different other things to think about maybe or maybe we're doing half of them but there's a few that were not and one of the questions i have is i've been recently approached to write a book kind of in a joint venture uh that i guess perspective and that was one that i didn't see on jay's list so if you're to write a book as a giveaway and actually again in the spirit what Dan Sullivan did in the who not how book what i'd be curious to get jay's thoughts and what he thinks about is you know is their value in that because that is a fairly old model from the perspective of preeminence and those those type of ideas um i i would be shocked if he didn't say 100% so you know we've we've interviewed you know ghost writers we talk about that in the maven section so if you go back to uh i think it's the um one of the earlier episodes or it's definitely in the first session where we talk about mavenship uh part of that about standing out from the maddening crowd is by publishing a book um and what we didn't talk about in that is that you don't have to write the book and and if you do want to write the book you don't have to write all of the book you can partner you can have people write chapters you know it's there's a lot of options

2:30:00there so i think that you know just relating it to today is yes it's a good idea to write a book but but you don't have to write it so i think that's the the integration of those two concepts so does that make sense i totally 100% and you know it's interesting because i'm actually in one of their books already in a chapter so really it's just expanding and having them write it through a series of interviews so thanks for that that's uh that's good validation and yeah it's books are powerful so a lot of research on that all right Phil thank you so much and as i do not see any more hands i'm going to let you all go and reflect on how to implement some of these great ideas um and go for those base hits it doesn't have to be big it doesn't have to be earthshaking just take a step and and make a difference i if i missed something in the chat i apologize i tried to take notes about everything everyone that was engaging because jay asked for that so again i want to thank you all and keep growing keep building and i did note the comment about getting to know each other's businesses and that is something that i would like to set up as well i'd like to see all of you interacting and finding ways that you can

2:31:22joint venture together find each other's relational capital benefit from it maybe have industry insights and things like that so behind the scenes i am your advocate for that and yeah so i keep pushing it and hopefully we'll keep your fingers crossed i have a way to make that happen um yes norine uh does somebody have the link to the facebook book it scott has gotten off he had an event and he's my usual putting in the facebook link for you um but uh i think it's i'll make sure that it goes out in the email uh that that um that we summarize this in so um great all right well with that i'm going to say oh i think i just got it over here let me do a copy paste um thank you karlos your rock star there you go okay so again um thank you all and uh mia i love it it's a great ship and beyond excellence excellent i love it so again thank you let's make some amazing things happen and let's begin next week we're talking about a way that we put all of today or something in the program in play or in place so again i'm looking forward to seeing all your hands next monday and let's make it an amazing week all right take care