Yesterday I went to lunch with Brian Tracy best selling author who has helped millions achieve their goals. After the lunch he did a all day seminar and below are my notes. I ended up buying every one of his products that he had for sale because I thought he did a FANTASTIC job!
After his seminar Brian and I did a short 5-10 minute interview but it looks like the audio didn’t record for some reason so I’m very disappointed. Nevertheless I have Brian’s contact information so perhaps sometime in the future we can do an interview.
Here’s a picture of Brian Tracy and myself
Only the top 10% go to events
As an American you should always predict growth 80% of the time you will be right and when you are wrong you will eventually be right
The average amount of times people try a new goal is less than 0
Someday Isle… Someday I will… people go to Someday Isle when they procrastinate
Rule #1 Vote yourself off the island (Someday Isle) no excuses you can achieve your drams.
Where you are on the income graph is what you are currently worth, you need to change your mind and upgrade your skill sets
True beliefs are based off actions
Make decision to earn more
Most American’s start at nothing and oftentimes go back to it
The key to success is working harder than the other guy
Put one crab in a pot and it can get out; but lots of grabs in a pot and none of them will get out. Negative people are the crabs holding you down.
The worst time wasters are those who aren’t going anywhere and want company
Most people go through life in blinders
A students specialize
B students generalize
C students manage
D students own companies
People earn a certain income and then adjust their lifestyle
What is your most valuable financial asset? It’s your earning ability
You spend the equivalent of one days pay for 1-2 billion people in this world every time you spend $1
Invest 3% into getting better and what you do.
The very best way to invest $100K is in your education, it’s the investment with the highest rate of return.
Decide to be the best the rest will default to mediocre.
The most important person in the world is YOU
You have as many votes in this election as Bill Gates
How much do you like yourself?
The more you like yourself the better. 95% of what happens to you is how you view yourself.
People doubt themselves and are setting themselves up to fail
Tell yourself “I like myself”
The more you like yourself the less rejections, less fear and less failure you will encounter
Love what you do
“I love my work”
Use your best skills and abilities
Talk to yourself positively
The more you like yourself the more you’ll like other people and when that happens more people will like you and they will buy more from you
The most important thing you can do is what you do afterwards
Take ACTION!
Succeed or learn from it you only fail when you don’t take action
Winners learn and self correct
If at first you don’t succeed skydiving isn’t for you
Sales is the ultimate fallback job, 80% of sales people are at the bottom
Selling is an orderly and logical process
Every skill is learnable
Positive knowing you know how it works because you have witnessed it
You can learn anything you need
Nothing works awe well as you assumed try 5 or 10 times and you will perfect the recipe
The only time you change the recipe is when you have mastered it
Law of cause and effect
Thoughts are causes
Conditions are effects
Success leaves tracks for someone to follow so you can model them
When you are growing up money means candy it’s a reward, oftentimes when we get money we spend it right away because of this conditioned response.
You must learn to save money and make it make you happy.
I like money
I like making money
I like accumulating money
You become what you think about the most. Think about success!
Successful people are very careful about risks and don’t gamble.
What do the top 10% think about?
What they want and how to achieve it…
Unsuccessful people think about what they do NOT want and whom to BLAME
How to get someone you dislike out of your head, write them a letter that elaborates on these 3 points:
God bless them, I forgive them and I wish them well.
Who have you not forgiven?
You have 2 fires in your life..
1.Fire of desire
2. Fire of what you don’t want
Put more wood on the fire of desire
Optimism is the #1 foundation of self-esteem
Unrealistic expectations
Try more
Resist longer
The only person stopping you is YOU
Law of probability
Pick your 3 most important goals in 30 seconds or less
Typically they are
Health
Wealth
Relationships
Diagram
6 is the amount of times it takes to learn something permanently.
95% of life is habits
Unsuccessful people say “Work is where I go to play with others” they socialize all the time
Income: Hourly rate
$50,000 / 2000 hours is $25
$100,000 /2000 hours is $50
Refuse to do anything that pays less than that, if you wouldn’t pay someone $50 an hour to do that task then don’t do it yourself.
Law of 3 take and make a list of everything you do and 3 do 90% of your income
Mine would be related to Product Creation, Joint Ventures, List Building, Sales Copy, Split Testing and Public Speaking (yes that’s more than 3…)
Work more on the Big 3 and get better at them 80/20 rule
Contribution will increase your success faster
A goal without writing is a wish
Future oriented are the top 10% they think about the future
Idealization
Wave a magic wand on what you want to change and ask yourself What would happen? How to make it happen?
Goal Orientation
1. Decide exactly wha you want, be specific
2. Write it down only 3% do this
3. Set a deadline
4. Make a list what to do and how to go about doing it
5. Organize the list be sequence and priority goal+ plan will increase probability of success by 1,000%
6. Take Action ASAP
7. Do something everyday on your major goal
Which one goal would have the greatest positive impact on your life and you can start working on it in 24 hours
Then make a list of how to do this and organize it so you can take action.
Excellence orientation think about being excellent all the time
Join the top 10%
I commit to Excellence
5-7 key result areas are your weakest. Your weakest skills set sets the top of your income
What 1 skill would absolutely double my income
By the yard it’s hard, but inch by inch it’s a cinch
All skills are learnable
You are 1 skill away from doubling your income
Ask yourself how to do things
Action Orientation
Take ACTION have a sense of urgency only 2% do this.
Part 2
Management style
What is working?
What isn’t working?
Who’s working?
Who isn’t working?
Grade your employees
Do more of certain that’s – what’s working
Do less of the other things – what’s not working
Start something brand new
Stop certain things altogether
Zero Based Thinking
Should we spend money in this area?
Kn owing what I know now what I do this again?
Whenever you have stre3s you are at a zero based thinking
How do you get out of it now fast?
The only reason you will
The only response you will get is why didn’t I do this earlier?
Avoid sunk costs (irreversible)
Face the world as it is and not as your illusion
What’s the reality?
Top performers are Always perfectly honest with themselves they face their reality
There will be more sellers than buyers
Selling is more complex
Requires greater focus, what/who is their target market
Greater preparation
You must upgrade your skills
Who is the perfect customer for you?
Why does your customer buy
What value do you provide your customer?
When do they buy?
Where do they buy?
Why won’t they buy?
Who else do they buy from?
Why do they go with them?
Why do they go with you?
The importance of referrals – birds of a feather flock together
When you meet a prospect for the first time their fear will be high and confidence low
Credibility is the most important thing
High trust society
Fears and doubts high your credibility is low you need to tip the scale and make your credibility outweigh their fears
Everything counts; everything adds up or takes away.
Dress professionally
Use a nice pen like a cross pen not a chewed up Bic
This will give you a halo effect and boost your credibility
3 parts of preparation
1, Precall research
2. Precall objectives
3. Post call analysis
Write stuff down
You lost 50% of what you learn after an hour
80% after a few hours
90% by the next day
Customers are more demanding
Sales require multiple calls (4.6 on average)
Always take a gift
Who determines your price? Your competition does.
What is the ideal gift? The best gift is information that helps you.
Closing today is harder than before
No money, no need, no reason, no urgency
What can you do to give urgency?
Give them a reason to buy now
Become Brilliant on the Basics
Always room for improvement grade yourself from 1-10 a grade of 7 or better is good.
1. Prospecting – qualified prospects who can and will buy and pay in a reasonable time
2. Establish rapport and trust
3. Identify needs accurately
4. Presenting
5. Answer objections
6. Closing the sale
7. Given resales and referrals
You know everything you need to know to make a decision you will agree this is a fair price and you like it so why not try it?
People want a fair price but not cheap
95% of sales presentations can be better
I like myself, make other people feel important.
A person can only reject YOU if they know YOU
Your goal is to work by referral only
Each person know 300 or more people say just 10% are prospects for you that’s 30 people and those 30 know 300 and so on.
Weakest skill determines your income ceiling
What one skill could help you the most if you are excellent at it?
Take paper and give yourself a goal with a deadline to improve on them. Create a list that is step by step what to do and get better at that skill so you can reach your goal
Get better at what you do
Practice 80/20
Job to create and keep customers
Spend 80% creating and 20% keeping customers
Sales funnel
Is what I’m doing leading to a sale?
Keep your hopper full
Getter better at prospecting/closing
Everyone who does well started out doing poorly
Relationship selling
100% is emotional and they justify it by rationalization
Relationships come first
Sell onto others as you want them to sell unto you
Go in naked (without sales literature) and help your customers
Listening builds trust, let your prospect speak 70% of the time and you speak 30%
When you talk ask questions
Ask good questions about what they need and then solve the problem?
Listing comes down to 4 things
1. Listen intently and don’t interrupt
2. Pause before replying
3. Question for clarification
4. Answer their question in their own words
How do you mean? The person who asks questions has control
Takes 4 seconds to make an impression and up to 30 seconds before you’re in big trouble.
Read books on looks, fashion and presenting as you will make yourself more attractive and be able to sell more
Relationship selling
Consutive selling
Educational selling
Do a survey
Problems unsolved
Needs unmet
Goals you have
Invitational close
Do you any questions or concerns? Why don’t you give it a try?
Directive close
Do you have any questions or concerns? Well then the next step is… and I’ll take care of all the details…
Resale and referrals
Resale 10X easer than new sale
Referral 15X easier than prospecting
Be referable
Move fast on questions or concerns
Need for speed
Provide value
Sure thing right away
Ask for 2 or 3 referrals would you happen to know 2 or 3 people who may need my services?
Even ask that of people who don’t buy your service