All Selling Aside with Alex Mandossian | "Seeding Through Storytelling is the 'New' Selling!"

Editing and show notes for All Selling Aside by Pro Podcast Solutions.

Dale's Magic Formula

Mon, 21 Sep 2020 07:00:00 +0000

When you're looking to sell your products or services, it's not the head of your customer that you're trying to win. Instead, you're trying to win their hearts. What's the best way to do this? By telling a story that has your client or customer demanding to work with you.

Dale Carnegie came from humble means but he was driven to be and do more. He completed high school and went on to college, but in that time he learned all about the art of selling. He'd always been an influential speaker and he realized that it was his ability to speak that helped him become an in demand salesperson.

He went on to create an entire school to help others learn the power of oration and he built out a magic selling formula that hinged on one particular skill. The one skill that all successful business people have.

Listen to learn the three key insights:

What the Dale Carnegie Formula is and where it came from.
Why the Dale Carnegie Formula wins hearts like magic.
How the Dale Carnegie Formula can be structured in 3 steps.

Have you brushed up on your public speaking skills lately?

In This Episode:

[02:02] - Selling is fun when you know how to do it properly.

[03:44] - Learn the three key insights reviewed in this episode.

[05:17] - Why Dale Carnegie changed the spelling of his name.

[07:48] - What he did after high school and how he worked on his oratory skills.

[10:25] - Why he started teaching public speaking classes for adults.

[12:35] - The one skill all successful business people have.

[15:00] - How he learned the success secrets of history's finest.

[16:25] - Learn more about two great orators of antiquity, Demosthenes and Cicero.

[18:16] - What is Dale Carnegie's Magic Formula?

[20:18] - The correct order of the magic formula.

[21:37] - Why is this formula so heart winning?

[24:53] - The Alexism is, "You can't be 100% committed to any behavior sometimes!"

[25:21] - Hear a quick review of the key insights in this episode:

What the Dale Carnegie Formula is and where it came from.
Why the Dale Carnegie Formula wins hearts like magic.
How the Dale Carnegie Formula can be structured in 3 steps.

[26:16] - If you've already given Alex a review, write down your biggest takeaway from this episode on an index card. If you haven't, though, please use that Aha! moment as your review for the show at this link!

[27:39] - In honor of this episode, Alex gives listeners a final gift. You can get a 30-day free test drive of Kartra.

Links and Resources:

How to Win Friends and Influence People by Dale Carnegie

Dale Carnegie

Editing and show notes for All Selling Aside by Pro Podcast Solutions.

Calculate Your Worth

Mon, 14 Sep 2020 07:00:00 +0000

Would you say your net worth affects your self-worth? For many, this is a true statement. Not because money is everything, but because when you make more money your mind believes you are worth more. Why does this matter?

Back in 2003 I had just come off of making my first million dollars online. It was during this time that I would take a limo to and from the airport when I was leaving on business trips. The limo driver was a friend of mine and I enjoyed my time on the trips, but the trips cost about $6,000 per year.

My bookkeeper at the time, Denise McIntyre let me know that she wasn't comfortable with those rides so she said if I could monetize them, I could keep them. I created a Limo Consulting hour where I would do coaching calls on my rides to and from the airport.

Guess what. I had a waiting list that went on for weeks. Learn why the cost of those Limo Consultations was actually not equal to my actual worth and why knowing yours is so important. The three key insights we'll review are:

What calculating your worth is in your personal and professional life.
Why calculating your worth is important and relevant to self-worth.
How to calculate your worth on a step-by-step basis and share it.

So, what is your magic hourly number? Is it more or less than you thought?

In This Episode:

[01:59] - Welcome back to the show for coaches, consultants, and other service professionals.

[05:30] - The three key insights reviewed in this episode.

[07:38] - It's 2003 and Alex just made his first million dollars online.

[10:25] - Learn more about Denise McIntyre and how she helped Alex monetize his limo rides.

[13:20] - How Limo Consulting resulted in profitable limo rides to and from the airport.

[17:13] - What does calculating your worth look like?

[18:23] - Why is calculating your worth so important to your self-worth?

[20:32] - Move from hourly to project-based billing. Learn why.

[23:41] - Alex shares some of his client wins.

[24:05] - How to calculate your worth on a step-by-step basis.

[26:00] - The Alexism is, "Great entrepreneurs don't wait for their ship to come to them, they swim out to it."

[26:14] - Hear a quick review of the key insights in this episode:

What calculating your worth is in your personal and professional life.
Why calculating your worth is important and relevant to self-worth.
How to calculate your worth on a step-by-step basis and share it.

[27:06] - If you've already given Alex a review, write down your biggest takeaway from this episode on an index card. If you haven't, though, please use that Aha! moment as your review for the show at this link!

[28:50] - In honor of this episode, Alex gives listeners a final gift. You can get a 30-day free test drive of Kartra.

Links and Resources:

Editing and show notes for All Selling Aside by Pro Podcast Solutions.

History's Greatest Salesman

Mon, 07 Sep 2020 07:00:00 +0000

Selling through collaboration rather than confrontation is a key skill that most successful salespeople cultivate to their advantage. One of the greatest salesmen in history used this same skill to sell the hope of Christianity to the Greeks. Who was this amazing salesman?

Saul of Tarsus was a tentmaker and a Jew who was staunchly against the movement of Christianity. In fact, he likely was responsible for the deaths of several people. It wasn't until he was traveling to Damascus that he had a vision that changed his life and thus he became Paul the Apostle.

His letters make up the vast majority of the New Testament and represent a great lesson in sales for all to learn. You see Paul started off his sale of hope to the Greeks by first granting them his respect and commenting on their altar to the Unknown Deity.

He then paints a picture of who the Unknown Deity is and why He is the greatest of all. By the end of his speech they were enthralled by the dramatism of his story and the vivid experience he created. He took their already extant beliefs and gave them a new point of view to see them from.

Listen in to learn more about these three key insights:

What the definition is of being a great salesperson in your field.
Why the art and science of selling is the world's most lucrative skill.
How to sell yourself to others without the risk of embarrassment.

This is not an episode meant to dig into the foundations of Christianity but instead to see how Paul made the spread of Christianity possible through expert salesmanship. What are your thoughts? Was Paul one of the greatest salespeople in history?

In This Episode:

[01:31] - Welcome back to All Selling Aside.

[04:22] - Learn the three key insights you'll review in this episode.

[06:09] - Hear a story of selling through collaboration versus confrontation.

[08:53] - Alex shares his vote for the greatest salesman in history and what he sold.

[11:01] - What did Paul really sell?

[13:54] - Every great salesperson needs this quality.

[16:33] - How Paul approached the Grecians with the message of Christianity.

[18:17] - Why using pictorial verbiage and building a story is so important when selling.

[22:21] - What is the definition of being a great salesperson in your field?

[23:37] - The 3 Why Formula and why it is more lucrative than any other skill.

[25:45] - You are either making a sell or killing a sale. Learn why.

[27:34] - The Alexism is, "You know if you're a true business leader because after your job is done, all of your followers say, 'We did it ourselves!'"

[28:36] - Hear a quick review of the key insights in this episode:

What the definition is of being a great salesperson in your field.
Why the art and science of selling is the world's most lucrative skill.
How to sell yourself to others without the risk of embarrassment.

[30:00] - If you've already given Alex a review, write down your biggest takeaway from this episode on an index card. If you haven't, though, please use that Aha! moment as your review for the show at this link!

[31:54] - In honor of this episode, Alex gives listeners a final gift. You can get a 30-day free test drive of Kartra.

Links and Resources:

Editing and show notes for All Selling Aside by Pro Podcast Solutions.

Anatomy of Movements

Mon, 03 Aug 2020 07:00:00 +0000

When you create a movement you create a community of members who are highly engaged with you and amongst themselves. Creating a movement is significantly more lucrative than finding a market because of that engagement. I'm sharing everything you need to know about the elements of a movement, why they outperform markets, and how you can monetize them.

I didn't truly realize the significance of creating a movement until the end of 2008. We were in the middle of the Great Recession and I had just finished selling over 800 spots in my Teleseminar Secrets program. The only issue was that the majority of those sales came from affiliates which have a higher refund rate.

My goal was to hold on to as many of those students as possible, so I created a Facebook page for them to go to and interact with each other. This was pre-Facebook groups so I did what I could to maximize the use of the platform. Engagement was higher than ever amongst my students and I ended up only having to give about 30 refunds. Which is amazing.

Why did this work? Because rather than sell to a market, I created a movement for my students. I gave them a place to connect and engage and learn from one another as they implemented the information they learned in the course. Listen to learn how you can create your own movement and retain the majority of your students and sales. Your three key insights are:

What the three functional elements of constructing any movement are.
Why creating movements in business outperform finding markets.
How to convert the three movement elements into money making tools.

What kind of movement will you make?

In This Episode:

[01:31] - Welcome back to All Selling Aside.

[02:15] - Why selling is fun.

[04:21] - Learn the three key insights you'll learn about creating movements.

[06:11] - The year is 2008 and Alex is in his fourth year of Teleseminar Secrets.

[09:03] - Listen as Alex shares his stick strategy for that time.

[11:26] - How did he boost client retention from mostly affiliate sales?

[12:27] - Why Facebook became his movement creation platform.

[14:11] - People want the movement more than the content.

[14:35] - What is a movement?

[16:20] - You don't have customers or clients in a movement you have a member.

[16:53] - Learn the three functional elements of a movement.

New vocabulary
New community
New leaders or role models

[20:06] - Why are movements more profitable than a market?

[26:06] - How do you convert the three movement elements into money making tools?

[28:30] - The Alexism is, "You know if you're a true business leader because after your job is done, all of your followers say, 'We did it ourselves!'"

[29:15] - Hear a quick review of the key insights in this episode:

What the three functional elements of constructing any movement are.
Why creating movements in business outperform finding markets.
How to convert the three movement elements into money making tools.

[30:35] - If you've already given Alex a review, write down your biggest takeaway from this episode on an index card. If you haven't, though, please use that Aha! moment as your review for the show at this link!

[32:19] - In honor of this episode, Alex gives listeners a final gift. You can get a 30-day free test drive of Kartra.

Links and Resources:

Editing and show notes for All Selling Aside by Pro Podcast Solutions.

Accelerated Learning Tips

Mon, 20 Jul 2020 07:00:00 +0000

Despite being completely down and out after a failed business venture that was financed by my family, my love of learning was the key to my healing. I was depressed and felt like a complete failure, but I knew that I could learn and overcome. The teaching of Nightingale-Conant became my lifeline.

What I realized was that my teaching in school never taught me HOW to learn which is important. I was never taught to read the summary first and actually read the table of comments so that I could solidify concepts before digging into the actual learning.

The way that I have found has worked best for me is accelerated learning. Listen in as I share what this method is and how you can implement it today to start learning every day. Your three key insights are:

What accelerated learning is by definition… and who it's ideal for.
Why accelerated learning is the fastest, easiest way to change your life.
How accelerated learning is activated quickly and easily - step-by-step.

If you're not learning you're not growing and if you're not growing you're dead. Are you ready to learn?

In This Episode:

[01:34] - Welcome to All Selling Aside — the weekly podcast devoted to those who hate selling.

[04:30] - Alex shares the three key insights you'll review in this episode.

[06:13] - The year is 1991 and Alex is in dire straits both financially and personally.

[09:01] - Learn more about how the Nightingale-Conant 30-day free trial helped him heal.

[11:22] - Why school learning is not the same as life learning.

[12:31] - School doesn't teach you HOW to learn.

[14:12] - The equalizer for all learning human beings is time.

[16:19] - What is accelerated learning and is who ideal for it?

[17:30] - Why is it important to practice accelerated learning?

[18:09] - How do you accelerate your learning?

Choose your topic.
Study in multi-sensory platforms.
Schedule your routines.
Develop memory anchors.
Teach what you learn.

[21:00] - Hear a quick review of how you can accelerate your learning.

[22:07] - The Alexism is, "Be aware of the two evil twins that destroy your productivity — Procrastination (the fear of starting) and Perfectionism (the fear of finishing)."

[23:06] - Hear a quick review of the key insights in this episode:

What accelerated learning is by definition… and who it's ideal for.
Why accelerated learning is the fastest, easiest way to change your life.
How accelerated learning is activated quickly and easily - step-by-step.

[24:11] - If you've already given Alex a review, write down your biggest takeaway from this episode on an index card. If you haven't, though, please use that Aha! moment as your review for the show at this link!

[26:05] - In honor of this episode, Alex gives listeners a final gift. You can get a 30-day free test drive of Kartra.

Links and Resources:

Editing and show notes for All Selling Aside by Pro Podcast Solutions.

The New 3M Sequence

Mon, 13 Jul 2020 07:00:00 +0000

In 2006 I ran the first of many Teleseminar Secrets Challenges. Those challenges changed the lives of thousands of people but more importantly we created a movement of people making money through making connections.

The old 3M sequence was market, message, and media but that model no longer works. You're not looking to identify or create a market any longer. No, in this day and age you have to create a movement. You have to engage and connect people so that they feel as if they are part of a community working toward a goal.

Which is why the new 3M sequence looks something like this: Movement, monetization, and media. Without creating or inspiring movement, you are setting your business up to fail.

Listen in to review these three key insights:

What the old 3M sequence is and how the new 3M makes it obsolete.
Why creating your movement makes it the most important of the 3Ms.
How to launch your own marketing movement, step-by-step.

So if you were to create your own movement, how would it be structured?

In This Episode:

[01:31] - Welcome back to the weekly podcast devoted to coaches and consultants.

[04:24] - Learn the three key insights being reviewed in this episode.

[06:21] - It's 2006 and the first Teleseminar Secrets (TSS) Challenge is in full swing.

[09:18] - Why the TSS Challenge changed so many lives. Learn the old 3M sequence.

[10:30] - Alex shares the new 3Ms: Movement, Monetization, and Media.

[11:59] - Why creating your movement is the most important of the three.

[14:24] - How do you develop a movement?

Name it.
Design it.
Test it.
Maintain it.
Do what it takes to "become" it.

[16:40] - If Alex were to have a "succeed" movement, he'd start with…

[19:36] - … and it would end with rewards and acknowledgement.

[23:34] - How long the missions/challenges last.

[24:26] - The Alexism is, "In physics, nothing happens until something moves. In sales and marketing, nothing happens until someone moves."

[25:12] - Hear a quick review of the key insights in this episode:

What the old 3M sequence is and how the new 3M makes it obsolete.
Why creating your movement makes it the most important of the 3Ms.
How to launch your own marketing movement, step-by-step.

[27:05] - If you've already given Alex a review, write down your biggest takeaway from this episode on an index card. If you haven't, though, please use that Aha! moment as your review for the show at this link!

[28:32] - In honor of this episode, Alex gives listeners a final gift. You can get a 30-day free test drive of Kartra.

Links and Resources:

The First Follower Video

Editing and show notes for All Selling Aside by Pro Podcast Solutions.

A Tale of Two Mindsets

Mon, 06 Jul 2020 07:00:00 +0000

It's the year 2012 and I'm in Kuala Lumpur, Malaysia after a 5-Day Guerilla Business Intensive event. During this event, like so many others, I noticed the difference between people who took action and changed their lives and those who stayed safe. What I was contemplating however was what the distinction was between them.

Did one person simply believe that they could and the other that they could not? Was one hardwired to be successful and the other not? I didn't believe that, but what I did discover was that we all have both the "I can" and the "I can't" mindset within us. The difference between the person who was successful and the other who was not was that the successful person listened to their "I can" mindset.

Which means that the "I can" and "I can't" mindset does not define two people instead each person has both mindsets within them. That is when I realized that we are responsible for changing our mindset.

The three key insights for this episode are:

What the differences and distinctions between the two mindsets are.
Why adopting the right mindset will change your life forever.
How to change your "mindset identity" to reach goals easier.

Listen in to learn all the steps you should take to start working on a more positive mindset. So, which steps have you started enacting in your life?

In This Episode:

[01:33] - Welcome back to All Selling Aside.

[04:34] - Alex shares the three key insights you will review in this episode.

[06:21] - The year is 2012 and Alex is in Malaysia having just finished up an event.

[07:46] - The two mindsets are "I can" and "I can't" and they drastically affect our lives.

[09:41] - How Alex found the answer to why two people can hear the same message and take completely different action.

[11:43] - What is the distinction between the two mindsets?

[14:06] - Everyone has the same amount of time in the day. What are you doing with your time?

[15:39] - Learn times when your "I can't" mindset is important to use.

[18:54] - The 7-Steps you can take to change your mindset:

Awareness
Acceptance
Observe one positive thing per day.
Figure out what you would want to be the epitaph on your tombstone.
Find your accountability partner.
Find a mentor.
Find someone that you can mentor

[23:27] - A quick review of the 7-Steps.

[24:09] - The Alexism is, "There is no such thing as a 'self-made' entrepreneur."

[24:45] - Hear a quick review of the key insights in this episode:

What the differences and distinctions between the two mindsets are.
Why adopting the right mindset will change your life forever.
How to change your "mindset identity" to reach goals easier.

[25:52] - If you've already given Alex a review, write down your biggest takeaway from this episode on an index card. If you haven't, though, please use that Aha! moment as your review for the show at this link!

[27:24] - In honor of this episode, Alex gives listeners a final gift. You can get a 30-day free test drive of Kartra.

Links and Resources:

How to Find Your Mentor

Mon, 29 Jun 2020 07:00:00 +0000

The term mentor is grossly misused in this day and age and I'm here to tell you why. Now, as I have grown in entrepreneurship and business, I have had many people that I consider mentors come into my life. It wasn't until I heard Roy H. Williams' definition however, that I realized the number was smaller than I thought.

You see a mentor is a person who is invested in your life and your work, in depth, over a period of time. They are not flighty people who are invested episodically. Instead, this is a person that you speak with constantly. This person hears all of your thoughts, ideas, struggles, and more and helps you to move through and past them.

The mentor-mentee relationship is one of the most important you will ever have in your life. Which is why it is so important that you choose a mentor well. Listen in to learn the seven steps to identifying and approaching your future mentor. Your three key insights are:

What the definition of a mentor is and where it originates from.
Why the principle of mentoring is a sacred relationship and rare.
How to find the right mentor for you to assist you to evolve faster.

Who do you think would be the best mentor for you at this point in your life?

In This Episode:

[01:30] - Welcome back to All Selling Aside.

[04:02] - Learn the three key insights reviewed in this episode.

[05:37] - Alex shares the definition of mentorship per Wikipedia.

[06:35] - What is required of a mentor mentee relationship?

[10:08] - When did formal mentoring start?

[11:21] - Learn the different names for a mentor throughout the world.

[12:46] - Why there is a rampant misuse of the word mentor in this age.

[15:19] - Per Roy H. Williams, when you find a mentor you become a protege.

[17:12] - Learn more about the relationship between Lucille Ball and Carol Burnett.

[18:55] - Why mentors are so important to not just business but life.

[23:05] - Alex has a habit of being mentored by his former mentees.

[24:19] - One additional interesting thing about mentors through the story of Freddie Laker.

[25:37] - Learn the 7 steps you should take to identify and find your mentor.

Identify an area of improvement.
Identify a leader whom you admire and respect.
Learn everything you can about that leader.
Find out who that leader's mentor is or was.
Learn who they respect and admire that you can access easier.
Ask for an introduction.

[29:04] - If you have a target in mind and it doesn't work out, rinse and repeat.

[30:07] - The Alexism is, "Experience is NOT the best teacher. It's the only teacher."

[30:29] - Hear a quick review of the key insights in this episode:

What the definition of a mentor is and where it originates from.
Why the principle of mentoring is a sacred relationship and rare.
How to find the right mentor for you to assist you to evolve faster.

[31:50] - If you've already given Alex a review, write down your biggest takeaway from this episode on an index card. If you haven't, though, please use that Aha! moment as your review for the show at this link!

[33:38] - In honor of this episode, Alex gives listeners a final gift. You can get a 30-day free test drive of Kartra.

Links and Resources:

Monday Morning Memo

Sir Freddie Laker

Sir Richard Branson

The 5-P's of Effectiveness

Mon, 22 Jun 2020 07:00:00 +0000

For many people in the world, not just entrepreneurs, but human beings in general, there is a constant need to be more productive… but what does that mean? Better yet, why do we work so hard to be productive, but not necessarily effective?

Peter Drucker defined efficiency as doing things right but effectiveness as doing the right things. Dan Sullivan defines productivity as doing as many things as possible in as little time as possible but priority as doing the right things at the right time.

Both of these definitions are the baseline of the 5 P's. You see when you're working through productivity, efficiency, and effectiveness, many times you're in a mode of switch-tasking. Instead, to get the most out of your time, you should monotask.

You should work through each P, one at a time, until the assembly line is done and then switch to the next line. Listen in to learn what the 5-Ps are, the order in which you should do them, and why you should use them to become more effective in your personal and professional life. Your three key insights are:

What the 5-Ps of Effectiveness are and why they are critical to success.
What the difference is between efficiency and effectiveness.
How to become more effective in your personal and professional life.

Which tasks are you going to move from switch-tasking to monotasking? How will it help your effectiveness?

In This Episode:

[01:42] - Welcome back to All Selling Aside!

[04:50] - Learn the three key insights Alex will share in this episode.

[06:48] - Peter Drucker was a business philosopher and an amazing thinker.

[07:29] - How Peter Drucker defined efficiency and effectiveness.

[09:31] - Productivity and priority defined.

[12:32] - What is switch tasking and why is it inefficient and ineffective?

[13:50] - When you monotask it requires less willpower and energy.

[16:55] - What are the 5-P's of effectiveness? The first is preparation.

[18:13] - Next you need to plan.

[20:06] - The third P is production.

[20:40] - Once you produce you move into promotion mode.

[21:04] - The 5th P is not in your control and it is profit.

[22:03] - Doing the right things is taking the sequence of the 5 Ps and working them in order.

[24:08] - The Alexism is, "There are two types of regret all humans have between the inhale and exhale of their final breath on Earth: (1) The things they wish they shouldn't have done, (2) the things they wish they should have done, but didn't."

[25:20] - Hear a quick review of the key insights in this episode:

What the 5-Ps of Effectiveness are and why they are critical to success.
What the difference is between efficiency and effectiveness.
How to become more effective in your personal and professional life.

[26:17] - If you've already given Alex a review, write down your biggest takeaway from this episode on an index card. If you haven't, though, please use that Aha! moment as your review for the show at this link!

[28:16] - In honor of this episode, Alex gives listeners a final gift. You can get a 30-day free test drive of Kartra.

Links and Resources:

Jim Collins

Misdiagnosing Your Progress

Tue, 16 Jun 2020 15:05:34 +0000

The rise and fall of nations, racism, and even genocide can be explained by a misdiagnosis of progress. This is also called the progress fallacy and it is one of the riskiest assumptions that you can make in life and business.

Rather than thinking of progress as a noun, think of it as a verb. You are progressing along your path in entrepreneurship which means that for every failure you are doubling your success rate because you now know what NOT to do.

Here is the thing, in almost any given scenario, event A did not necessarily cause event B to happen. Think about it, you download a new software and sometime later your computer crashes. Was event A the root cause of event B? Not necessarily right?

This same concept can be carried throughout all levels of life and business.

Listen in to learn about the root cause and why finding that root is the most important thing you can do. Your three key insights are:

What the root cause of misdiagnosing your progress really is.
Why progress misdiagnosis can cause suffering for humanity.
How to stop progress misdiagnosis so that you can live a happier, healthier, and wealthier life.

Don't let root cause misdiagnosis stop you from succeeding in sales, business, and life!

In This Episode:

[04:45] - Learn the three key insights Alex shares in this episode.

[07:05] - Progress is important but is it a noun or a verb?

[08:56] - Why do you go the wrong direction enthusiastically?

[09:50] - What is the progress fallacy?

[11:44] - Why you should ignore the simple logic of progress fallacy.

[12:56] - Learn why progress misdiagnosis can cause suffering for humanity as a whole.

[14:47] - The progress fallacy has impacted the rise and fall of civilizations across time.

[17:08] - Genocide is borne out of the progress fallacy.

[17:56] - How is this reflected in business?

[19:32] - Making wrong turns is a part of entrepreneurship… a necessary part.

[22:38] - If you believe that all martians steal…

[24:17] - Alex shares a personal story in which the progress fallacy changed his life.

[26:56] - Why does root cause misdiagnosis cause suffering.

[29:35] - How do you stop progress misdiagnosis?

[30:20] - The Alexism is, "The only thing worse than going in the wrong direction is to go in the wrong direction enthusiastically." - Dan S.: "Progress not perfection."

[31:13] - Hear a quick review of the key insights in this episode:

What the root cause of misdiagnosing your progress really is.
Why progress misdiagnosis can cause suffering for humanity.
How to stop progress misdiagnosis so that you can live a happier, healthier, and wealthier life.

[32:43] - If you've already given Alex a review, write down your biggest takeaway from this episode on an index card. If you haven't, though, please use that Aha! moment as your review for the show at this link!

[34:19] - In honor of this episode, Alex gives listeners a final gift. You can get a 30-day free test drive of Kartra.

Links and Resources:

The APP Power Revealed

Tue, 09 Jun 2020 05:48:13 +0000

What does accountability mean to you? For the ancient Romans it was the process of being accounted for so that the senators could vote for important laws. For your business, it means being held accountable to making change.

The accountability partner program power is having your clients be accountable to each other. Here's the thing, are you more likely to keep a promise to yourself or to others? If you're like most humans, you're going to keep your promises to others more frequently.

So when you incorporate the APP into your programs you're putting the role of accountability partner onto peers in the program. Then you build in consequences to not attending those meetings. Nobody wants to be kicked out of a program right?

Listen in to learn more about how you can start implementing in your programs. Your three key insights are:

What APP Power means and the evolution of accountability.
Why any APP is critical to espousing engagement for any tribe.
How the APP works via step-by-step basis and the 5 key questions.

Are you ready to build a tribe of clients or students who can't get enough of your programs?

In This Episode:

[01:38] - What are your thoughts on selling things? If you hate it, then keep listening.

[04:04] - Learn the three key insights you'll learn in this episode.

[05:44] - When did the concept of accountability first appear in history?

[07:14] - Why we are more willing to give than receive.

[09:12] - How accountability was baked into Teleseminar Secrets.

[09:53] - What is APP power? Why is it critical for building a tribe community?

[12:09] - Why the critical driver is the fear of banishment.

[14:53] - How the APP works with any group.

[16:32] - Put APP power to work for your business.

[18:37] - Learn the five questions you need to have your partners address between each other.

What's the victory you have experienced in the last 24hrs?
What are you grateful for at this moment?
What's the anticipated obstacle that you have for today?
What's the intention to obliterate/unlock that obstacle?
What's the question to the universe that you have?

[22:23] - A quick review of the five questions.

[24:21] - The Alexism is, "Imagination was given to us as humans to compensate for what we are not. A sense of humor was provided to console us for what we are."

[25:05] - Hear a quick review of the key insights in this episode:

What APP Power means and the evolution of accountability.
Why any APP is critical to espousing engagement for any tribe.
How the APP works via step-by-step basis and the 5 key questions.

[26:07] - If you've already given Alex a review, write down your biggest takeaway from this episode on an index card. If you haven't, though, please use that Aha! moment as your review for the show at this link!

[28:08] - In honor of this episode, Alex gives listeners a final gift. You can get a 30-day free test drive of Kartra.

Links and Resources:

Was Einstein Wrong?

Mon, 01 Jun 2020 15:35:35 +0000

Einstein was one of the most brilliant scientists of his day. His work on the Theory of Relativity changed the path of atomic research and opened up an entirely new way to view space and time. But did he get it right?

The Theory of Relativity is based on a fairly simple contact, but is it really a theory or is it a relationship. Essentially our experience is relative to the world around us. A car moving a 65 MPH is only doing so relative to the car next to it or the pedestrian on the sidewalk.

Time moves only as fast as our perception. Think about it. When you're bored out of your skull, time moves like molasses. If you're having a great time, it seems that time moves faster than the speed of light.

How does this apply to sales? Your relationships and metrics are only capped by who you seek to compare yourself to. If that's the case, should you even indulge in comparison Listen in to learn:

What Einstein's Relativity Theory has to do with influence.
Why Einstein's Relativity Theory was in error: "Light Speed?"
How Einstein's Relativity Theory is relevant to sales strategies.

If you want to become better, model someone who is the best in his or her field. Your performance is limited only by your own relationship to relativity.

In This Episode:

[01:34] - Welcome back to All Selling Aside.

[04:27] - Learn the three key insights Alex is sharing in this episode.

[06:15] - Hear the story of how Einstein found the Theory of Relativity and how it has been applied.

[08:33] - How the Theory of Relativity relates to atomic science and why it changed science.

[10:23] - Why space and time are relative… and other relative relationships.

[12:46] - Listen as Alex shares how relativity applies to sales.

[15:01] - Stop putting a ceiling on your performance by using relative comparison to your competitors.

[17:57] - Is your goal to be better or be the best?

[18:55] - The Theory of Relativity suggests that tiny equals huge amounts of energy. The same is true in sales.

[20:10] - What is faster than the speed of light squared?

[21:01] - The relationship of relativity as applied to sales.

[23:17] - Why Einstein's theory is wrong and how to make it better.

[23:58] - The Alexism is, "Wise entrepreneurs simplify the complex. Foolish ones make simple things complex. True intelligence is about simplification."

[24:45] - Hear a quick review of the key insights in this episode:

What Einstein's Relativity Theory has to do with influence.
Why Einstein's Relativity Theory was in error: "Light Speed?"
How Einstein's Relativity Theory is relevant to sales strategies.

[27:26] - In honor of this episode, Alex gives listeners a final gift. You can get a 30-day free test drive of Kartra.

Links and Resources:

Aim At "Bullseye" Clients

Mon, 18 May 2020 07:00:00 +0000

Have you ever watched Olympic archery? Picture the target and the rings as they get smaller and smaller toward the bullseye. The best archers know that aiming for the bullseye is the goal, but as long as they consistently hit the target they will win.

The same applies in marketing. Your bullseye client is the ideal of the ideal. They are the client that your messaging should always be speaking to when you shoot the arrow of marketing. However, if you miss and you hit one of the rings, you're actually expanding your reach.

Why? Because as long as you've landed on the target, your message has been heard.

Ready to learn more? Listen in to learn:

What your "bullseye client" is compared to "target market."
Why "bullseye client" marketing expands your reach and visibility.
How to attract more "bullseye clients" with your messaging.

In This Episode:

[02:24] - Learn how to sell by obliterating objections.

[04:27] - Alex shares the three key insights you'll learn in this episode.

[06:15] - How Olympic level archery applies to sales and marketing.

[09:12] - The arrow is your message, the bow is your media sources, and the target is your market.

[13:38] - Who is the bullseye client for GBO?

[15:45] - Why you can have different bullseye clients for each of your offers.

[18:52] - If you aim for the bullseye and miss, you've actually expanded your reach. Learn why.

[19:46] - How do you attract more bullseye clients with your messaging?

Speak to their aspirations of your ideal client?
What are they affiliated with?
What are their attributes?

[20:56] - Alex recaps the moving away from keys:

What are their frustrations?
What are their fears?
What are their foibles?

[22:26] - The Alexism is, "The secret to wildly successful entrepreneurship is the willingness to look bad in public more often than your competitors."

[23:41] - Hear a quick review of the key insights in this episode:

What your "bullseye client" is compared to "target market."
Why "bullseye client" marketing expands your reach and visibility.
How to attract more "bullseye clients" with your messaging.

[25:41] - If you've already given Alex a review, write down your biggest takeaway from this episode on an index card. If you haven't, though, please use that Aha! moment as your review for the show at this link!

[27:38] - In honor of this episode, Alex gives listeners a final gift. You can get a 30-day free test drive of Kartra.

Links and Resources:

Persona Selling Formula

Mon, 11 May 2020 07:00:00 +0000

Last week I shared with you the sequence for selling to each buyer persona. This week I want to dive a little deeper and explain the persona selling formula. The sequence of selling still remains vital, but the personas themselves need to be further defined.

The four personas derive from Hippocrates and his four humours. They are competitive, spontaneous, humanistic, and methodical. These same four personas speak to what makes a hit TV show, a best-selling book, or an Oscar-worthy movie.

We each identify best with one of the four personas and as such want to see ourselves in the things we read and watch. If we don't, then we're less engaged. This is why you need to represent each of the four personas in every piece of copy and every presentation.

Our personas are really just preferences, but they heavily impact our buying decisions. So listen in to learn:

What the persona selling formula is and where it came from.
Why the persona selling formula results in max impact with minimum resistance.
How the persona selling formula works, in sequenced steps.

In This Episode:

[01:53] - Welcome back to All Selling Aside.

[05:14] - Learn the three key insights being shared in this episode.

[06:42] - Alex shares the four humours as studied by Hippocrates and how they apply to selling.

[09:03] - You can perform outside of your preferences but it is still important to understand.

[11:26] - How does marketing correlate with the 4 principles?

[14:05] - In every crowd you will find each of the 4 preferences so you must speak to them all.

[16:47] - It's virtually impossible to have a hit series without all 4 personas.

[19:24] - Hear a rapid review of the 4 personas and which sequence you should speak to them in.

[20:57] - Which of the 4 personas are you most closely associated with?

[22:28] - What is a persona selling formula and where did it come from?

[25:04] - Why does persona selling have such amazing impact with little resistance?

[27:30] - The Alexism is, "The risk of insult is the price of clarity."

[28:25] - Hear a quick review of the key insights in this episode:

What the persona selling formula is and where it came from.
Why the persona selling formula results in max impact with minimum resistance.
How the persona selling formula works, in sequenced steps.

[29:50] - If you've already given Alex a review, write down your biggest takeaway from this episode on an index card. If you haven't, though, please use that Aha! moment as your review for the show at this link!

[32:03] - In honor of this episode, Alex gives listeners a final gift. You can get a 30-day free test drive of Kartra.

Links and Resources:

Hero Quiz

Persona Quadrants

Carl Jung

Hippocrates

Meyer-Briggs

DISC

Why 'Sequencing' Sells

Mon, 04 May 2020 07:00:00 +0000

In February of 2018, I was on stage at Guerrilla Business Intensive testing the "persona" theory from the stage. I was testing out the theory of sequencing to see how it would impact my sales. Before we get too deep into this, just know that I saw an insane increase in units sold.

So what is sequencing? First you need to understand the concept of personas. Most people fall into one of four buyer personas. People either want to know what you're selling, why it works, who else has it, and how it works.
These aren't learning styles, they are the personas we assume as we process products and services we are considering for purchase. Each persona processes their purchases either from a competitive standpoint, spontaneous, humanistic, or methodical.

This means that during any presentation, you are selling to four different types of people. It's the order in which you sell them that will be the most impactful to your success.

This order is what I call sequencing. You need to have a system for sales, but when you add in proper sequencing your sales will almost certainly increase. So listen in to learn:

What the sequencing process means compared to creating systems.
Why sequencing works faster and easier when influencing others.
How sequencing stops the guesswork when crafting sales presentations.

Take a look at some of your recent sales presentations… could you make any tweaks to increase your success rate?

In This Episode:

[03:34] - What skills you learn with Alex aside from ethical influence.

[04:43] - Learn which three key insights Alex is focusing on with this episode.

[06:31] - How I tested the "persona" theory from stage.

[08:54] - What is a world-class presentation?

[12:20] - How sequencing increased Alex's buying units.
[12:55] - Learn what a system is and sequencing makes it better.

[16:32] - Alex shares how influence applies to sequencing.

[17:48] - Leadership versus persuasion… defined.

[20:32] - Hear the sequence Alex used in his test.

How many of you are "what" learners? (Competitive)
How about "why"? (Spontaneous)
Who? (Humanistic)
How? (Methodical)

[23:51] - The step-by-step of selling with this sequence.

[25:52] - What is a persona and how does it impact sales?

[27:46] - How does one learn what type of persona they embody?

[29:43] - We all embody a little bit of each of the personas but we also have a bias towards one.
[30:20] - Learn the ways you can structure a presentation using these personas.

[33:59] - The personas broken down in the four quadrants.

[36:13] - Answer what, why, who, and how in that order and see your sales increase.

[38:06] - The Alexism is, "The first step to ethically influencing others is to define reality. The second step is to accept that reality. The third and final step is to co-create reality!"

[38:52] - Hear a quick review of the key insights in this episode:

What the sequencing process means compared to creating systems.
Why sequencing works faster and easier when influencing others.
How sequencing stops the guesswork when crafting sales presentations.

[41:20] - If you've already given Alex a review, write down your biggest takeaway from this episode on an index card. If you haven't, though, please use that Aha! moment as your review for the show at this link!

[43:04] - In honor of this episode, Alex gives listeners a final gift. You can get a 30-day free test drive of Kartra.

Links and Resources:

Guerilla Business Intensive
Millionaire Mind Intensive

Michael Gerber

Joe Polish
Robert Cialdini

Down-Selling Made Easy

Mon, 27 Apr 2020 07:00:00 +0000

Imagine a fish swimming upstream. There are several fish in the world that do this, the most easily recognized would be salmon. Imagine how hard they work fighting the current to get to their desired location.

This is what happens when you upsell. You're fighting against gravity working to pull people up your offer ladder. Instead you could be down-selling. Present your highest tiered offer first and then slowly but surely step people down and show them what happens as the price points fall away.

I've worked very closely with Jack Canfield, the author of Chicken Soup for the Soul, and during one of our last recessions he needed to re-evaluate his business model. Now Jack is not a natural salesman. He is a teacher. Getting him into the habit of making the offer was difficult, but it was made much easier by down-selling rather than upselling.

I'm sharing the step by step process you should use to downsell and why it is so much more effective than upselling. You'll learn:

What "down-selling" is defined compared to the upselling model
Why "down-selling" is easier and works faster than upselling
How "down-selling" is applied when prospecting, step-by-step

People love to buy things, but they hate being sold. When you upsell, you're constantly selling people on why they should elevate their purchase. As you downsell, you're simply presenting them information and allowing them to choose. It may surprise you how many people opt for your higher priced offers simply because you found a way to better reveal the value of that offer!

In This Episode:

[01:33] - Hate selling? Then this podcast is for you!

[05:03] - The three key insights you'll learn in this episode.

[06:44] - How down-selling versus upselling changed an entire business.

[09:40] - Why Jack and Alex started working together.

[11:49] - … then Clear Path Consulting was born.

[12:28] - The difference between down-selling and upselling.

[15:36] - What is a funnel?

[17:03] - Why Alex flips the funnel and downsells instead.

[21:05] - There is no motivation when you're upselling.

[23:11] - As you down-sell you simply remove benefits as you go down the value ladder.

[26:55] - Easier and faster to down-sell versus upsell because it's organic.

[29:24] - How down-selling works… step by step.

Identify your offer price levels
Flip the funnel and go high to low
Put a 15-20 minute video on confirmation pages with a top down view of your business
Sell via "take-aways" not "add-ons"
Divulge the entire ascension model

[37:20] - A quick recap of "how" to upsell.

[39:09]] - The Alexism is, "Don't stress over setting goals you don't achieve because they are too high. Be more concerned over goals you achieve set too low."

[39:44] - Hear a quick review of the key insights in this episode:

What "down-selling" is defined compared to the upselling model
Why "down-selling" is easier and works faster than upselling
How "down-selling" is applied when prospecting step-by-step

[40:50] - If you've already given Alex a review, write down your biggest takeaway from this episode on an index card. If you haven't, though, please use that Aha! moment as your review for the show at this link!

[42:57] - In honor of this episode, Alex gives listeners a final gift. You can get a 30-day free test drive of Kartra.

Links and Resources:

The Success Principles by Jack Canfield

Jack Canfield

Chicken Soup for the Soul by Jack Canfield

Clement Stone

Think and Grow Rich by Napoleon Hill

Zig Ziglar

Open Loop Influence

Mon, 20 Apr 2020 07:00:00 +0000

Have you ever had someone start a story by presenting several scenarios and leaving them open ended. For instance, have you ever told your kids to grab their shoes and coat and get in the car… you have a surprise for them. What was their reaction?

If they started breathlessly asking you about the surprise and you had their complete and utter attention, then you successfully opened a loop. Once you get the kids in the car, you'll either drag out the surprise or you'll close the loop and give up the ghost.

This same principle applies in sales. When you're speaking with someone about your product or service, you open loops to keep them hanging onto your every word. As you go through your spiel, you start closing loops, one by one.

By the time you get to the end, your prospect is either ready to buy or they're ready to say no. This is called the open loop principle. You weave a story opening and closing loops in just such a way to keep your potential client intrigued and excited about what you're offering them.

Listen in as I share:

What the "open loop" principle is and how it is designed to ethically influence others
Why the "open loop" principle is a fast and easy way to suspend attention.
How the "open loop" principle works, step-by-step, in marketing communications.

You don't have to create new loops every single time you try to sell something. You can use templates and just make sure that the loops make sense with your new product or service. I'm using Success Resources Virtual summits as an example. What kinds of loops will you start using?

In This Episode:

[03:51] - Alex shares the three key insights for the episode.

[05:08] - Listen as Alex recounts the first big action he took when the pandemic came to the U.S.

[07:19] - Come late March Alex thought up Success Resources Virtual.

[09:37] - He knew exactly what they should do thanks to the open loop principles.

[11:10] - What is the open loop principle and why is it ethical?

[13:26] - Why is the open loop principle so enticing?

[15:48] - The biggest diservice you can do is to forget to close a loop.

[16:58] - How do you map out your loops to move your audience along the story?

[19:05] - Alex shares an example of the open loop principle in effect with a diamond ad.

[22:51] - Listen as Alex breaks down the ad and why it is so effective.

[25:35] - How did he apply this principle to the Success Resources Virtual program?

[28:44] - Alex reveals the second open loop for SRV.

[30:55] - Learn more about the third loop and how it was closed.

[33:45] - What was the 10-second intro template used for each summit?

[35:14] - The Alexism is, "Unlearning old habits is harder than learning new ones!"

[35:37] - Hear a quick review of the key insights in this episode:

What the "open loop" principle is and how it is designed to ethically influence others
Why the "open loop" principle is a fast and easy way to suspend attention.
How the "open loop" principle works, step-by-step, in communications.

[37:08] - If you've already given Alex a review, write down your biggest takeaway from this episode on an index card. If you haven't, though, please use that Aha! moment as your review for the show at this link!

[39:08] - In honor of this episode, Alex gives listeners a final gift. You can get a 30-day free test drive of Kartra.

Links and Resources:

Alessia & Kane Minkus
Industry Rockstar

Success Resources

Jeff Sexton

The Monday Morning Memo
The Wizard of Ads

SurveyGizmo

How to Win Friends & Influence People by Dale Carnegie

How to Stop Worrying & Start Living by Dale Carnegie

The 7 Habits of Highly Effective People by Stephen R. Covey

H2H Selling Power

Mon, 06 Apr 2020 07:00:00 +0000

The concept of H2H or human to human selling was introduced to me at the Traffic and Conversion Summit in 2017. Ryan Deiss, a former mentee turned mentor, was speaking on the power of understanding the humanity of business.

When you're selling anything, you're selling an emotion. When something goes wrong, it's due to a human failing. When a sale goes right, it's because of a human connection.

So many times we get caught up in whether a company is primarily B2B, B2C, etc… and we forget that all sales are human to human interactions. Would you rather purchase a high-end product or service from a machine or from a human who has been in your shoes and understands the solution?

Never forget that caring is the competitive advantage of the 21st century. In an ever more disconnected world, showing your followers, customers, and clients that you care is imperative. Listen in as I share:

Why your business model is not about B2B, B2C, B2G… it's H2H.
Why living into H2H business modality accelerates your profits.
Why H2H focus is the key to uncover motivated buyer patterns.

So, what processes in your business need a more human touch?

In This Episode:

[01:39] - Welcome back to All Selling Aside.

[05:04] - Learn the three key insights you'll find on this episode.

[07:02] - Listen as Alex shares his experience from Traffic & Conversion in 2017.

[07:43] - The key point was about H2H interaction. Learn what that means.

[10:56] - Why give credit where it's due?

[13:47] - Alex breaks down what various companies are selling with their products or services.

[16:39] - How has status changed over time?

[17:20] - What do people lack in business?

Clarity
Structure
Influence
Visibility
Community

[20:24] - Your level of community status is what counts most.

[20:54] - Strengthen what you're already stong in.

[22:49] - Every organization has five dysfunctions as well. The aggregate of what individuals are lacking.

[25:17] - Why caring is the competitive advantage of the 21st century.

[27:30] - The Alexism is, "Don't look for your business hero… just become one!"

[28:00] - Hear a quick review of the key insights in this episode:

Why your business model is not about B2B, B2C, B2G… it's H2H.
Why living into H2H business modality accelerates your profits.
Why H2H focus is the key to uncover motivated buyer patterns.

[29:36] - If you've already given Alex a review, write down your biggest takeaway from this episode on an index card. If you haven't, though, please use that Aha! moment as your review for the show at this link!

[31:15] - In honor of this episode, Alex gives listeners a final gift. You can get a 30-day free test drive of Kartra.

Links and Resources:

Three Keys to Biz Growth

Mon, 30 Mar 2020 07:00:00 +0000

Most people, including me, think that increasing business is a complex, giant burden of thousands of possible tactics that one can try. Thankfully, Jay Abraham has taught me how to take the complex and make it simple.

There are three keys to growing your business, and as long as they are used in the right sequence, growth is inevitable. Now the three keys are increasing new client transactions, increasing transaction price, and increasing transaction frequency. But these keys are out of order.

Of the three keys, which do you think is the most expensive tactic? Generating new leads and nurturing new clients of course. This is why, when you are looking to grow, you should first focus on increasing your prices, then your sales frequency, and lastly focus on new clients.

A flawed execution with a brilliant strategy will always win the day. Listen in as I share:

What the 3 keys are to unlocking the doors to accelerated biz growth
Why sequencing which keys to use 1st, 2nd, 3rd, etc leads to failure or success
How 2 of the keys can double/triple your profits with zero ad cost

If you stay to the end, I give you the price increase strategy that is proven to increase your revenue without impacting your client retention. Focus on the backend nurturing of your clients and you'll see dramatic growth in your business.

In This Episode:

[01:33] - Welcome back to All Selling Aside.

[04:12] - Learn the three key insights you'll learn by listening to this episode.

[06:04] - Most people feel that increasing business is complex. Learn why.

[08:13] - What are the three keys to growth?

Influence more new clients to buy.
Inspire clients to buy with more frequency.
Increase the dollar value of more client purchases.

[09:00] - Learn the correct sequence for business growth.

[11:00] - Which is the most difficult and costly key?

[12:40] - What is the key sequence to grow your business?

[15:13] - Why you should focus on your backend strategy before their front-end.

[16:14] - Take a quick pop quiz to determine which scenario leads to gross.

[18:39] - How to properly increase your prices.

[23:00] - The Alexism is, "Actions are better than conversations. 'Well done is always better than well said.' Ben Franklin."

[23:41] - Hear a quick review of the key insights in this episode:

What the 3 keys are to unlocking the doors to accelerated biz growth
Why sequencing which keys to use 1st, 2nd, 3rd, etc leads to failure or success
How 2 of the keys can double/triple your profits with zero ad cost

[25:20] - If you've already given Alex a review, write down your biggest takeaway from this episode on an index card. If you haven't, though, please use that Aha! moment as your review for the show at this link!

[26:54] - In honor of this episode, Alex gives listeners a final gift. You can get a 30-day free test drive of Kartra.

Links and Resources:

Jay Abraham

Six Avatar Distinctions

Mon, 23 Mar 2020 07:00:00 +0000

One of my clients, Dr. Tim Zelko, was once an OB-Gyn and is now a cosmetic surgeon. He's on a mission to help his clients in a completely different way than he once did. Now, while we've been working together, we noticed a trend with his conversion rates after the initial consultation.

What was that trend? If he was the one having the conversation with the patient, then he could convert from a botox client to something more. If one of his staff had the conversation, conversions dropped.

The issue was that there was no determinant client avatar. His staff had no idea "who" they were speaking to and how to break through the roadblocks to a sale. I sat down with his office manager and we came together to develop a client avatar using the six key elements of avatar creation, and guess what, their sales have gone up significantly.

Many people fail to create client avatars out of the fear of limiting their audience. Instead, think of creating your client avatar as an exercise in targeted marketing. If you market to everyone, you market to no one. Listen in as I share:

What an avatar persona is and why marketers fear creating one.
How to create your company's avatar persona with the six key elements.
What is an avatar narrative" and how can it generate more referrals?

So take a moment and think about your client avatar. Have you told their story yet? If not, it's time to get to work.

In This Episode:

[01:45] - Welcome back to All Selling Aside.

[04:42] - Learn the three key insights for this episode.

[06:38] - Hear Dr. Tim Zelko's story of transforming from an OB-Gyn to a cosmetic surgeon.

[08:35] - Despite studying the greats, Dr. Z failed to create his company's avatar persona.

[09:52] - Why do marketers fear creating an avatar persona?

[11:38] - Learn how Alex trained Dr. Z's staff to increase the office conversion rate.

[12:29] - What are the three elements of moving toward pleasure:

Aspirations - who do they want to become?
Attributes - who are they today?
Affiliations - who do they routinely congregate with?

[14:50] - What are the three moving away from elements?

Frustrations - what daily irritations do they face?
Fears - what actions scare them?
Foibles - what behavioral quirks do they publicly display?

[17:50] - Learn what an avatar narrative is and how to write one.

[20:52] - Once you've clarified your avatar, your referrals will start to flow in.

[21:33] - The Alexism is, "Beware of quitting too soon when identifying your avatar. Dr. Seuss was rejected by his first 23 publishers, but his 24th sold 6M books."

[22:35] - Hear a quick review of the key insights in this episode:

What an avatar persona is and why marketers fear creating one.
How to create your company's avatar persona with the six key elements.
What is an avatar narrative" and how can it generate more referrals?

[23:57] - If you've already given Alex a review, write down your biggest takeaway from this episode on an index card. If you haven't, though, please use that Aha! moment as your review for the show at this link!

[26:00] - In honor of this episode, Alex gives listeners a final gift. You can get a 30-day free test drive of Kartra.

Links and Resources:

The Persuasion Equation

Mon, 09 Mar 2020 07:00:00 +0000

Leveraging the power of unquestionable proof is one of the key pieces to generating amazing sales. This was best represented through the story of Elisha Otis, the most influential elevator innovator in the world.

You see, the initial elevator was extremely unsafe. If a cable failed, everyone in the elevator car was plummet to their death… and cables failed often. People were so used to the problems of elevators that builders didn't build overly tall buildings and in general, nobody used elevators.

Elisha Otis found a way to create a braking system that stopped a plummeting elevator, even if there was no cable to support the car. He shouted to the world about his invention, but nobody took notice. Why? Because it was so ingrained in them not to believe that elevators could be safe. This all changed when Otis took his innovation to the Crystal Palace Exhibition.

Otis practiced the most important part of the 4-part persuasion equation. Listen in as I share:

What the 4-part persuasion equation is and who created it.
Why the persuasion equation is the ideal copywriting tool
How the persuasion equation works and its most critical step.

No matter if someone knows you, likes you, and trusts you, they also have to have proof that what you say is true. Are you gathering proof to share with you potential clients and customers?

In This Episode:

[04:32] - Learn the three key insights you'll learn in this episode.

[06:07] - A tip of the hat and deep bow to Gary Bencivenga.

[07:31] - Hear the story of Elisha Otis and his amazing elevator innovation.

[09:52] - Why were builders prior to the 1850s scared to build tall buildings and use elevators?

[11:50] - Despite his amazing innovation, Otis's business did not take off… learn why.

[13:26] - Learn why being believable is the most important part of selling.

[14:23] - How did Elisha Otis finally gain believability?

[18:11] - From that single demonstration, people no longer feared getting into elevators that had the plaque.

[19:40] - What is the 4-part persuasion equation?

Urgent Problem
Unique Promise
Unquestionable Proof
User-Friendly Proposition

[22:39] - Why don't people buy from you?

[24:55] - The unique promise is not a solution, it's an intention.

[26:21] - Why you should start with proof.

[27:07] - The Alexism is, "Wild success in business is nothing more than doing ordinary tasks consistently that will ultimately produce extraordinary results."

[27:55] - Hear a quick review of the key insights in this episode:

What the 4-part persuasion equation is and who created it.
Why the persuasion equation is the ideal copywriting tool
How the persuasion equation works and its most critical step.

[29:06] - If you've already given Alex a review, write down your biggest takeaway from this episode on an index card. If you haven't, though, please use that Aha! moment as your review for the show at this link!

[30:51] - In honor of this episode, Alex gives listeners a final gift. You can get a 30-day free test drive of Kartra.

Links and Resources:

Crystal Palace Exhibition

Gary Bencivenga

What's Your Daily Ritual?

Mon, 02 Mar 2020 08:00:00 +0000

I am a morning glory. I love to wake up early and set the tone of my day by owning my morning. How about you? Do you have a morning ritual? Here's the thing, morning rituals are imperative if you're looking to achieve great success. Listen in to learn why.

My morning is the exact same almost every day. I wake up, do my daily meditation, brush my teeth, wash my face, drink 160z of sparkling water with MCT oil and lime, and then I start writing copy. After I write copy for 30 minutes I do my morning workout, get a good jog in, and then walk my dog.

I do the same thing every morning so that I can set the tone of my day. When you wake up and start checking emails or messages you allow other people to dictate the tone and direction of your day. This is not a formula for creating an insanely successful career.

By practicing a daily ritual that feeds into the Manifestation Formula, you set the tone for your life. The three key insights for this episode, if you apply them, can be life-changing. Listen in as I share:

What daily rituals are and the ideal time to activate them.
Why daily rituals are mission-critical habits for high-achievers.
How to design custom daily rituals for maximum productivity.

Every high-performing individual has a daily ritual. For me this happens in the morning, you may prefer the evening, but no matter when you do it, you have to have one. So, what does your daily ritual look like?

In This Episode:

[01:57] - Nothing happens in your business until something gets sold.

[04:07] - Learn the three key insights you'll learn about daily rituals.

[05:25] - Do you OWN your morning?

[06:16] - Alex shares his exact morning ritual.

[09:42] - Learn which ads Alex is re-writing this year and why.

[12:12] - After writing copy, Alex works out.

[13:21] - What happens at night?

[15:33] - You need to own your morning even if you're a night person because it sets the tone for your day.

[17:06] - What is the Manifestation Formula?

Intention
Purpose
Strategy

[19:34] - The intention is your "what," purpose is "why," and your strategy is "how."

[22:40] - Why it's mission-critical to understand the Manifestation Formula and what rituals do for your day.

[24:01] - How do you design a custom daily ritual?

[27:30] - What does Alex do for his clients and how does that affect his morning ritual?

[29:51] - The Alexism is, "Don't worry about not hitting the goals that you set that are too high. Instead, stress over the goals that you do hit that were set too low."

[30:19] - Hear a quick review of the key insights in this episode:

What daily rituals are and the ideal time to activate them.
Why daily rituals are mission-critical habits for high-achievers.
How to design custom daily rituals for maximum productivity.

[31:35] - If you've already given Alex a review, write down your biggest takeaway from this episode on an index card. If you haven't, though, please use that Aha! moment as your review for the show at this link!

[33:04] - In honor of this episode, Alex gives listeners a final gift. You can get a completely free copy of his book Alexisms by going to this link! You will also get free access to his $497 VBT e-Course!

Links and Resources:

Michael Porter
T. Harv Eker

Jim Rohn
Genius Network BIG Event

Joe Polish
Muse Meditations
MCT Oil
The Pathfinder Mastermind

Wizard Academy

Roy H. Williams
Gary Halbert
Eugene Schwartz
Dan Kennedy
Perry Belcher

Kane & Alessia Minkus

The Manifestation Formula

Mon, 24 Feb 2020 08:00:00 +0000

The manifestation formula allowed Valerie, a massage therapist, to surpass her goal of making over one million dollars per year. As a massage therapist, it was hard for her to consider changing her business model. With a few tweaks and a change in mindset, she more than exceeded her goals.

How? First, you have to know the three steps to the formula. You have to define your intention, or the what, and your purpose, the why. Once you have those things set, you need to change your strategy, the how.

Valerie had to shift her mindset from being a one to one service provider and think bigger. She had years of training and multiple massage disciplines under her belt. Why not teach others to do what she did?

The three key insights for this episode, if you apply them, can be life-changing. Listen in as I share:

What the manifestation formula is in three simple, actionable steps.
Why the manifestation formula works for beginners and veterans.
How to apply the manifestation formula in your business every day.

How could you make a small change to your current strategy and find huge results?

In This Episode:

[05:00] - Learn the three key insights you'll learn in episode 98.

[06:40] - Victoria was a massage therapist with big dreams or intentions.
[08:18] - Intention, purpose, and strategy are the three steps of the manifestation formula.

[09:09] - To fulfill her intention, she was going to have to do over 14,000 massages in a year.

[10:30] - The manifestation formula allows you to maintain your intention and purpose while only changing your strategy.

[12:46] - If you're a massage therapist, what do you have to do to make over a million dollars?

[17:17] - The manifestation formula works for beginners and veterans alike. Learn how.

[18:14] - Why the seed cause of strategy is what "not" to do.

[20:18] - Monthly recurring revenue is where you really make your money. Alex shares this with the example of a razor.

[21:28] - The Alexism is, "Don't worry about not hitting the goals that you set that are too high. Instead, stress over the goals that you do hit that were set too low."

[22:00] - Hear a quick review of the key insights in this episode:

What the manifestation formula is in three simple, actionable steps.
Why the manifestation formula works for beginners and veterans.
How to apply the manifestation formula in your business every day.

[23:23] - If you've already given Alex a review, write down your biggest takeaway from this episode on an index card. If you haven't, though, please use that Aha! moment as your review for the show at this link!

[25:22] - In honor of this episode, Alex gives listeners a final gift. You can get a completely free copy of his book Alexisms by going to this link! You will also get free access to his $497 VBT e-Course!

Links and Resources:

Clate Mask of Infusionsoft

Secrets of the Millionaire Mind by T. Harv Eker

Jim Rohn

Michael Porter
Buckminster Fuller

Kane & Alessia Minkus

Roland Frasier

Preframing Magic Reveal

Mon, 17 Feb 2020 08:00:00 +0000

Even the most well-planned out marketing campaigns fail if the message or audience is off. If you have the right message but the wrong audience, or the right audience and wrong message, then your marketing will fall flat. Learn how pre-framing your offer eliminates this issue.

When you pre-frame your offer, you're letting your potential customers or clients pre-qualify themselves. There are several ways to do this, but when you use Dr. Robert Cialdini's 7-tactics, you can turn a cold audience into a hot audience, even if they wouldn't benefit from your offer.

By establishing trust upfront and letting your potential clients and customers know exactly what you're offering or what your message is about, you create a loyal following. For instance, if your offer of premium beef lands on the lap of a premium vegan-only eater, but you've told them to "stop-reading" if they don't like premium beef, you've created a sense of trust

Pre-framing your message is one of the most effective ways to reach your ideal client avatar. You cannot sell to everyone, that's one of the biggest marketing mistakes you can make. Instead, make sure your message is making it to the right people. Listen in as I share these three key insights about learnable skill secrets:

What pre-framing is and how it is a pre-suasive tool to invite more sales.
Why pre-framing is critical to every selling conversation you and your candidates engage in.
How to apply pre-framing magic by modeling the masters who have done it before you.

As you craft your offers and the messaging around them, keep the pre-suasion framework in mind. I share all 7-tactics as well as how you can use them in your messaging. Listen in to learn more.

In This Episode:

[04:11] - Learn the three key insights for episode 97.

[05:38] - Alex shares the 4-scenarios of the perfect message-to-market match.

The right message to the right audience.
The right message to the wrong audience.
The wrong message to the right audience.
The wrong message to the wrong audience.

[07:10] - Can an audience be warmed up? Yes! With pre-framing.

[09:04] - What is pre-framing?

[11:07] - Listen as Alex quotes Dr. Cialdini's "pre-suasion" definition.

[12:47] - No matter what soil you start with, you can prepare the ground for planting. Alex shares how this applies to selling.

[13:47] - Learn the 7-tactics to creating pre-suasion magic.

Establish trust.
Direct their attention.
Unarguable truths.
Open loops.
Frequently asked questions.
Story seeding.
Commitment

[23:40] - It's no who you persuade it's how you pre-suade that denotes a good vs great marketing campaign.

[24:05] - Ask your clients for their advice rather than their opinion. Alex shares what this means.

[25:06] - Learn which frames matter.

[29:25] - The Alexism is, "Hiring a business mentor shaves off years of trial and error because you can never read the label from inside the jar."

[29:50] - Hear a quick review of the key insights in this episode:

What pre-framing is and how it is a pre-suasive tool to invite more sales.
Why pre-framing is critical to every selling conversation you and your candidates engage in.
How to apply pre-framing magic by modeling the masters who have done it before you.

[30:50] - If you've already given Alex a review, write down your biggest takeaway from this episode on an index card. If you haven't, though, please use that Aha! moment as your review for the show at this link!

[32:35] - In honor of this episode, Alex gives listeners a final gift. You can get a completely free copy of his book Alexisms by going to this link! You will also get free access to his $497 VBT e-Course!

Links and Resources:

The 7 Habits of Highly Effective People by Dr. Steven Covey

Dan Kennedy

Jeffrey Gitomer

Dr. Robert Cialdini

Harv Eker
Kane & Alessia Minkus of Industry Rockstar
Gary Halbert

Learnable Skill Secrets

Mon, 10 Feb 2020 08:00:00 +0000

For many years I have implemented a morning routine to build my skills as a copywriter. Every single morning, I sit down for 33 minutes and 33 seconds, I have this set on a timer, and write out ads written by the great copywriters. I spend time studying the process and the words so that I can master copywriting.

Copywriting is one of the most learnable skills in business, but so many people don't want to do it. On March 9th, 2003, my birthday, I was reading the Gary Halbert Letter. The letter starts off with some person asking Gary if they could become a great copywriter in 30 days. Gary says "yes," and then goes on to explain how.

The moral of the story is that to become great at any skill, you have to immerse yourself in the skill. Whether you're writing out great ads, immersing yourself in a new language, experiential immersion is the key to fluency.

Keep in mind that you don't need to master a skill to use that skill. You simply need to be fluent in it. Listen in as I share these three key insights about learnable skill secrets:

Why learnable skills lead to accelerated growth and profit.
Why learnable skill secrets are transferable to your team.
How learnable skills do NOT require mastery or fluency.

Once you've become fluent at a skill, you can transfer that skill to your team through experiential immersion and role-play. Listen in to hear how.

In This Episode:

[04:22] - Alex shares the three key insights for this episode.

[06:11] - It's March 9th, 2003, Alex's birthday, and he was reading the Gary Halbert Letter. Listen as he shares a quote.

[08:17] - Learn what characteristics Gary Halbert thinks good copywriters need.

[11:12] - Why you need to use the resources Gary provides for the rest of your life.

[14:06] - After you've studied the ads, you write them out by hand. Learn why.

[16:44] - Once you've written the great ads by hand, find ads in your niche and handwrite those as well.

[19:04] - Your first ad should take the longest. After that, you test it and continue to use these steps as a recipe.

[20:12] - Why are learnable skills transferable to your team?

[21:12] - Alex lists out several additional learnable skills and why experiential immersion is the best way to learn.

Sales Copywriting
High-End Selling
Virtual Presentations
Public Speaking
Learning additional languages
Curriculum Design
Productivity

[23:48] - Mastery is not required for learnable skills. You only need fluency.

[27:09] - Before you can sell high-end products, become a high-end client. Learn why.

[28:09] - Learnable skills can be transferred to your team through role-play and experiential immersion.

[29:53] - The Alexism is, "Experience is not the best teacher. Experience is the only teacher."

[30:15] - Hear a quick review of the key insights in this episode:

Why learnable skills lead to accelerated growth and profit.
Why learnable skill secrets are transferable to your team.
How learnable skills do NOT require mastery or fluency.

[33:08] - If you've already given Alex a review, write down your biggest takeaway from this episode on an index card. If you haven't, though, please use that Aha! moment as your review for the show at this link!

[35:13] - In honor of this episode, Alex gives listeners a final gift. You can get a completely free copy of his book Alexisms by going to this link! You will also get free access to his $497 VBT e-Course!

Links and Resources:

WSGAT - What's so great about that?

Scientific Advertising by Claude Hopkins

The Robert Collier Letter Book by Robert Collier

Tested Advertising Methods by John Caples

How to Write a Good Advertisement by Vic Schwab

The Gary Halbert Letter (all back issues) by Gary Halbert

The Boron Letters by Gary Halbert

The Lazy Man's Way to Riches by Joe Karbo

Breakthrough Advertising by Eugene Schwartz

7-Steps to Freedom by Ben Suarez

"Do You Make These Mistakes in English?"
"What Everybody Should Know About This Stock and Bond Business"

"The Nancy L. Halbert Heraldry Letter"
"How to Burn Off Body Fat, Hour-By-Hour"
"At 60 Miles An Hour The Loudest Noice in this Rolls Royce is the Ticking of the Electric Clock"

"Why Men Crack"
"How to Collect from Social Security at Any Age"
"The Admiral Byrd Transpolar Expedition Letter"
"The Lazy Man's Way to Riches"

Breakfast Panel Close

Mon, 03 Feb 2020 08:00:00 +0000

It's Saturday morning in November of 2017 and I'm in Scottsdale, AZ finally making the decision to join the Genius Network mastermind. You see, Joe Polish, the creator of the group, had been asking me to join since 2006 when he first established it. At the time I didn't see the value in paying money to network with people I already knew. That all changed in 2017 and I share why.

I was sitting at the Genius Network Big event and there was a panel of people hammering at my objections for joining the mastermind. This panel was made up of several mastermind members and they were sharing their stories on how the mastermind helped their businesses.

Now, none of the panelists were closers like me. After I joined the mastermind, I was put in charge of the breakfast panel close, but I altered it to make it more effective. Listen in as I share these three key insights about breakfast panel closes:

What the breakfast panel close is and when it is best utilized.
Why the breakfast panel close enrolls mastermind members.
How the breakfast panel close works on a step-by-step basis.

This way of closing is extremely effective because of how soundly it defeats all objections. Do you have a big event coming up? How are you going to use this method to generate more sales?

In This Episode:

[04:22] - What are the three key insights you'll learn in this episode?

[06:17] - It's Saturday morning in November of 2017. Listen in as Alex shares the moment he decided to join the Genius Network.

[09:02] - Learn what the breakfast panel close is through the story of a Genius Network event.

[12:13] - Why Alex now handles the breakfast panel close for GN events now.

[14:53] - How to start off a breakfast panel close.

[15:50] - Alex shares why the breakfast panel close is so effective.

[18:17] - What are other options for enrolling people in your mastermind?

[20:32] - How does the breakfast panel close work?

[22:42] - The reason this works so well is that there are multiple people addressing objections.

[25:39] - Learn the methodology behind the breakfast panel close and what types of events this works at.

[28:44] - The Alexism is, "Purpose of storytelling is not to sell. It's to obliterate objections."

[29:15] - Hear a quick review of the key insights in this episode:

What the breakfast panel close is and when it is best utilized.
Why the breakfast panel close enrolls mastermind members.
How the breakfast panel close works on a step-by-step basis.

[30:11] - If you've already given Alex a review, write down your biggest takeaway from this episode on an index card. If you haven't, though, please use that Aha! moment as your review for the show at this link!

[31:56] - In honor of this episode, Alex gives listeners a final gift. You can get a completely free copy of his book Alexisms by going to this link! You will also get free access to his $497 VBT e-Course!

Links and Resources:

Garret Gunderson
Russell Brunson

Joe Polish
Darren Hardy

Genius Network

Close Without Selling

Mon, 20 Jan 2020 08:00:00 +0000

W. Clement Stone started life on the south side of Chicago, losing his father at the age of three, and hawking newspapers while his mother worked as a dressmaker. His was not an easy path. Early on he found innovative ways to hawk his newspapers. Rather than standing on street corners, he convinced local restaurants to let him sell to their patrons.

Soon enough he had his on newsstand and when he was 16 he moved to Detroit to sell casualty insurance for his mother. While Stone was charismatic with charm for days, he knew that not all of his employees had his skills. So he began teaching them how to close without selling through using case studies.

He was a firm believer in helping others out of the gutter to reach their success as well. The most notable example is Og Mandino, but he was also responsible for Jack Canfield finding his place in the business world.

Stone learned at an early age that human beings do not like being sold to. We love to buy, but we do not love to be sold. Instead of selling, he started his deals on the path to closure by using storytelling techniques. The three key insights you'll learn in this episode are:

What closing is defined as and how it's different than selling.
Why closing sales is the most lucrative skill in business to learn.
How to close more sales without becoming a salesperson.

Storytelling is the key to selling with becoming a salesperson. The best stories to share? Case studies. Are you using them in your business?

In This Episode:

[04:35] - Learn the three key insights for this episode.

[06:19] - Alex shares the story of W. Clement Stone, a true rags to riches story.

[09:36] - How Stone helped Og Mandino, the publisher of Success Magazine, regain his life.

[10:51] - What happened when Stone learned how to close without selling through case studies.

[12:38] - Hear the epilogue to Stone's story.

[14:01] - What's the difference between closing and selling?

[16:14] - Why you should be using case studies in your sales presentations.

[18:21] - The Alexism is, "What type of pilot would you trust to fly with most? The one who loves to fly or the one who loves to land?"

[19:16] - Hear a quick review of the key insights in this episode:

What closing is defined as and how it's different than selling.
Why closing sales is the most lucrative skill in business to learn.
How to close more sales without becoming a salesperson.

[20:07] - If you've already given Alex a review, write down your biggest takeaway from this episode on an index card. If you haven't, though, please use that Aha! moment as your review for the show at this link!

[21:47] - In honor of this episode, Alex gives listeners a final gift. You can get a completely free copy of his book Alexisms by going to this link! You will also get free access to his $497 VBT e-Course!

Links and Resources:

Horatio Alger Award
Og Mandino

Jack Canfield
Think and Grow Rich by Napoleon Hill

The "All-In" Principle

Mon, 20 Jan 2020 08:00:00 +0000

A hermit was sitting near a stream when a young man approaches him. The young man asks the hermit to help him find enlightenment. What happens next is somewhat scary. The hermit, who was actually a master, grabbed the young man and forced his head underwater.

The young man struggled for a moment and then the hermit pulled him. Listen in as Alex shares the meaning behind the story and why you rarely want anything as much as you want air. However, when you go all-in on something, you're essentially working toward something you want that is close in priority to the need for air.

The All-In Principle works because it helps leaders understand the importance of striving toward one goal and leading from behind. I share the story of "The Wall" from the book The All-In Principle to illustrate the difference between leading in front versus behind. Learn what makes a great leader out of a good one.

The All-In Principle is an important concept to master no matter what field or position you are in. While you can't go all-in forever, knowing when to dig deep and push through in business is a necessary skill. The three key insights you'll learn in this episode are:

What is the All-In Principle by definition and why does it work?
How the All-In Principle works for leaders from behind versus the front.
What if you live into the All-In Principle and teach it to others?

Are you ready to go all-in?

In This Episode:

[02:11] - If you hate selling, then this podcast and specifically this episode, is for you.

[04:02] - Learn the three key insights you'll review in this episode.

[05:28] - A hermit was meditating by a river and was approached by a potential disciple. Listen to hear what happens next.

[07:30] - Hear the moral of the story and why you have to be all-in to master anything.

[08:14] - What does it mean to be "all-in" per the definition of the All-In Principle?

[10:29] - Alex shares his story about what it looks like to be All-In as a leader.

[11:37] - Listen to "The Wall."

[15:00] - How "The Wall" represents the All-In Principle and the different types of leadership.

[18:49] - Hear Alex's leadership lesson as told through swimming.

[20:42] - What you need to do to be a great trainer and why you should be training.

[23:17] - Keep in mind that people don't listen to what you say, they learn through demonstration.

[25:47] - Things change when you know the end is near.

[26:05] - The Alexism is, "Sloppy success is better than perfect mediocrity."

[26:40] - Hear a quick review of the key insights in this episode:

What is the All-In Principle by definition and why does it work?
How the All-In Principle works for leaders from behind versus the front.
What if you live into the All-In Principle and teach it to others?

[27:42] - If you've already given Alex a review, write down your biggest takeaway from this episode on an index card. If you haven't, though, please use that Aha! moment as your review for the show at this link!

[29:21] - In honor of this episode, Alex gives listeners a final gift. You can get a completely free copy of his book Alexisms by going to this link! You will also get free access to his $497 VBT e-Course!

Links and Resources:

The All-In Principle by T. Harv Eker

Tested Selling Sentences

Mon, 13 Jan 2020 08:00:00 +0000

Have you ever been to a jewelry store and a salesperson approaches you with a stunning piece and one line about how it will make others see you? Usually, that one sentence makes you stop and think, oh yes, that's exactly why I want this piece. If you have, then that salesperson used a tested selling sentence on you and you didn't even know it.

What is a tested selling sentence? The concept was created by Elmer Wheeler, Mr. Sizzle. He was one of the greatest salespeople the world has ever seen and he did it by creating sentences with words specifically chosen to make buying easier. He created over 105,000 sentences in his time and tested them all to the point that only about 5,000 passed.

Listen in as Alex shares some of the sentences he created and how they were specifically designed to help the buyer take action. If you'd like to learn more about Wheeler's sentences, check out his book Tested Sentences That Sell. He spent over a decade refining his technique and then put his research together to teach others.

Wheeler's techniques are used still today throughout almost every industry. They've stood the test of time because they speak to the heart of the buyer. The three key insights you'll learn in this episode are:

What tested selling sentences are and who created them.
Why tested selling sentences can work well in any industry.
How tested selling sentences are discovered and deployed.

Can you think of other instances in which you've noticed these sales principles? How can you use tested sentences in your business?

In This Episode:

[04:13] - Alex shares the three key insights you'll learn in this episode.

[05:40] - Learn about Mr. Sizzle, Elmer Wheeler, one of the greatest salespeople to have lived.

[09:35] - Hear Alex dig deeper into Wheeler's accomplishments and successes.

[11:12] - What are the practices Wheeler revealed in, Tested Sentences That Sell?

[16:12] - Wheeler created over 105k sentences, but only 5k were used. Why?

[20:08] - How changing the words in a sentence can change your life or your sales.

[21:08] - What is a tested selling sentence?

[24:15] - Why do tested selling sentences work so well?

[27:43] - The Alexism is, "Wildly successful entrepreneurs focus on progress, not perfection."

[28:03] - Hear a quick review of the key insights in this episode:

What tested selling sentences are and who created them.
Why tested selling sentences can work well in any industry.
How tested selling sentences are discovered and deployed.

[28:57] - If you've already given Alex a review, write down your biggest takeaway from this episode on an index card. If you haven't, though, please use that Aha! moment as your review for the show at this link!

[30:06] - In honor of this episode, Alex gives listeners a final gift. You can get a completely free copy of his book Alexisms by going to this link! You will also get free access to his $497 VBT e-Course!

Links and Resources:

Tested Sentences That Sell by Elmer Wheeler

Five Qs of Teamwork

Mon, 06 Jan 2020 08:00:00 +0000

I learned one of my most valuable business lessons at a time when I was at my lowest both personally and in my business. I was reminded of this lesson this past November while listening to Perry Belcher's talk at the Genius Network BIG EVENT. He stated that 70% of your success in business is due to your team. Not your marketing, your operations, your production, or your cash flow, but the team that you surround yourself with.

After listening to Perry's talk, I was reminded of a time when I was going through a divorce, spiraling downhill emotionally, and then realized that my team members were stealing from me. You see at that time, I had a roster poisoned by "B" players, and had I known Perry prior to this, my roster would have been filled with only "A" players.

Perry's talk summarized the 5 key questions you should ask your team members to recalibrate and make sure you're on track. The boat only moves forward if all of the rowers are in tune, so you have to have a way to measure your synchronicity. The three key insights for this episode are:

What are the 5 questions that can quickly align your business team?
Why are the 5 questions a critical 1st step to unearth "B" players?
How can you adopt the 5 questions to easily align your team?

Richard Branson famously said, "Clients do not come first. Employees come first. If you take care of your employees, they will take care of your clients." Ask your team these questions and then take their answers and develop training and development tools. Also, don't be afraid to let go of those "B" players. They will only drag you down!

In This Episode:

[04:06] - Alex shares the three key insights you'll learn in this episode.

[05:57] - Listen as Alex relates a talk from the Genius Network BIG EVENT in November.

[08:12] - Learn why over 70% of your success is due to your team per Perry Belcher.

[09:34] - Alex describes a time when his team was misaligned and he realized why his employees and team come first.

[13:05] - How do you align everyone so that they are one team going in one direction? Ask these five questions:

What business are we really in?
Who is our ideal client?
What do our clients value most from us?
What results do we have so far?
What's our plan for the future?

[14:56] - Alex digs deeper into the 5 questions you should ask your team and why.

[17:55] - What it means if your team doesn't respond to the questions.

[18:25] - Why are these questions a critical first step to identifying "B" players?

[19:41] - Learn how you can adopt these 5 questions.

[20:45] - The Alexism is, "During the start-up phase of any business, there is no such thing as a 'little' mistake."

[21:49] - Hear the quick review of the key insights in this episode (and how they apply to your pets):

What are the 5 questions that can quickly align your team?
Why are the 5 questions a critical 1st step to unearth "B" players?
How can you adopt the 5 questions to easily align your team?

[23:10] - If you've already given Alex a review, write down your biggest takeaway from this episode on an index card. If you haven't, though, please use that Aha! moment as your review for the show at this link!

[25:31] - In honor of this episode, Alex gives listeners a final gift. You can get a completely free copy of his book Alexisms by going to this link! You will also get free access to his $497 VBT e-Course!

Links and Resources:

Perry Belcher
Richard Branson

Find Your 3rd Place

Mon, 30 Dec 2019 08:00:00 +0000

We all have our places in the world. The places we go to do various activities such as live, work, and play. Ray Oldenburg, a sociologist who wrote about the 3rd place in the late 80s, revealed that we all have our 1st place, home and a 2nd place, work, but we need a 3rd place for our souls.

For many, the 3rd place is church or a rec center or another social area, but you can create this for your clients and customers. When creating the business model for Starbucks, Howard Schultz took great pains to make the coffee shop a 3rd place for millions. He was familiar with Oldenburg's work and sought to create a place where people could relax, unwind, and meet for social gatherings.

When you've developed a course or consultancy, many ask, what next? What do they do once they've gone through the course or finished their round of consultations? How do they keep working with you and staying in your space? Creating a 3rd place is the best way to maintain a relationship and build a community.

The three key insights for this episode are:

What is the 3rd place and why is it a client stick strategy?
How can you create a 3rd place for your clients, members, and customers?
Why creating a 3rd place for all buyers can maximize lifetime values.

Would a 3rd place compliment your business model? My guess is that it would. I wish I'd thought to create this space for my clients and customers sooner!

In This Episode:

[04:31] - Learn the 3-key insights you'll learn from this episode.

[06:02] - What is the 3rd place?

[07:34] - Why do you need a separate 3rd place?

[10:25] - How does the 3rd place apply to Starbucks?

[11:42] - The 3rd place has a place with your clients and customers. Learn how.

[13:22] - Alex reveals why the 3rd place is the perfect stick strategy for your clients.

[17:31] - The Alexism is, "Never confuse your activities with your accomplishments."

[18:09] - Hear the quick review of the key insights in this episode (and how they apply to your pets):

What is the 3rd place and why is it a client stick strategy?
How can you create a 3rd place for your clients, members, and customers?
Why creating a 3rd place for all buyers can maximize lifetime values.

[20:31] - If you've already given Alex a review, write down your biggest takeaway from this episode on an index card. If you haven't, though, please use that Aha! moment as your review for the show at this link!

[22:10] - In honor of this episode, Alex gives listeners a final gift. You can get a completely free copy of his book Alexisms by going to this link! You will also get free access to his $497 VBT e-Course!

Links and Resources:

Ray Oldenberg

Howard Schultz

First Domino Principle

Mon, 16 Dec 2019 08:00:00 +0000

Have you ever heard of the Domino Effect? Gary Keller and Jay Papasan discuss this effect in their book The ONE Thing. Linked to the Domino Effect is the 1st Domino Principle. On November 13th, 2009, in the Netherlands, 4,491,863 dominos were lined up and toppled down with just one flick of the finger. This made the Guinness Book of World Records for the greatest sequential domino fall in history.

The first domino toppling into the next resulted in 94,000 joules of energy being expended over the course of the line, which equals 545 pushups by the average human. The effect that first domino had on the whole line of dominos was truly astounding. Over 25 years prior to this event, Lorne Whitehead wrote a piece in the American Journal of Physics that he'd discovered that a domino can topple dominos 50% larger than themselves.

Using Whitehead's research, if the 1st domino is 1" in height, the 10th domino would be the size of a 6' tall man. The 18th would be the height of the Leaning Tower of Pisa. The 23rd would be taller than the Eiffel Tower in Paris. The 57ths would bridge the distance between the Earth and the moon.

But how does this apply to business growth and sales? Listen in to learn how understanding the lineage of your 1st domino results in building sequentially, over time a business the size of the 57th domino. Hold onto your patience and confidence as you learn the three key insights for this episode, which are:

What is the "1st Domino Principle" and why does it impact permanent change?
How to uncover the 1st Domino in 4 fundamental aspects in your life.
What if the 1st Domino revealed the three words on your gravestone? What would they be?

Who is your trim tab? Who is your first domino? How will that first domino impact your last? Things to think about as you review this episode and the insights you learned.

In This Episode:

[04:17] - Alex shares the three key insights for this episode.

[06:08] - Every transformation in life starts like falling dominos. Learn more.

[06:52] - What is the 1st Domino Principle?

[08:46] - Learn more about the Domino Effect as discussed in The One Thing, Chapter 2.

[11:30] - How this correlates with The Compound Effect.

[13:07] - Why is the 1st Domino Principle relevant in business and sales?

[15:12] - What is the 1st Domino Principle and why does it impact change?

Mentally who had the most impact on you?
Emotionally who had the most impact on you?
Physically who had the most impact on you?
Spiritually who had the most impact on you?

[17:37] - Alex shares the dominos in the mental aspect of his life.

[19:02] - Why Buckminster Fuller was Alex's first domino for thinking.

[20:10] - How does your first domino impact your final domino - your epitaph?

[22:08] - What is a TRIM TAB and what does it have to do with sales?

[25:09] - The Alexism is, "Entrepreneurial success is defined by two words: Delayed Gratification."

[26:27] - Hear the quick recap for the three key insights of this episode:

What is the "1st Domino Principle" and why does it impact permanent change?
How to uncover the 1st Domino in 4 fundamental aspects in your life.
What if the 1st Domino revealed the three words on your gravestone? What would they be?

[28:47] - If you've already given Alex a review, write down your biggest takeaway from this episode on an index card. If you haven't, though, please use that Aha! moment as your review for the show at this link!

[30:33] - In honor of this episode, Alex gives listeners a final gift. You can get a completely free copy of his book Alexisms by going to this link! You will also get free access to his $497 VBT e-Course!

Links and Resources:

The One Thing by Gary W. Keller and Jay Papasan

Joel Bower

Bard Press

The Compound Effect by Darren Hardy

Blair Singer

Harv Eker

Experiential Selling

Mon, 09 Dec 2019 08:00:00 +0000

Many years ago, in northern Asia, a samurai approaches a monk to discern the difference between good and evil. The monk replies by stating that he will have nothing to do with the samurai, which enrages him. The monk's response to the samurai's behavior is enlightening.

The anger shown by the samurai is considered an evil. The samurai went so far as to pull out his sword and threaten the monk's life. His anger was the epitome of evil in that moment. When the monk pacified the samurai with another response, the samurai apologized and revealed the core of good within.

Experience is not the best teacher, it is the ONLY teacher. Which is exactly what the samurai learned from the monk. The three key insights you'll learn by considering the monk and the samurai are:

Why experiential selling is emotional, not logical, and how to demonstrate it
Why the only way to sell the unfamiliar is to sell the familiar first
Why stories and metaphors obliterate most common objections

Seeding through storytelling is the way to increased sales. By selling through experience you increase your credibility and appeal to more potential buyers. Listen in to learn how you can use experiences to appeal to a larger audience.

In This Episode:

[04:12] - Learn the 3 key insights for episode 88.

[05:47] - Many years ago, in northern Asia… the beginning of a story about good and evil.

[07:39] - How have demonstrations been used to propel sales?

[09:23] - Learn how to use your origin story for experiential selling.

[10:36] - What is the greatest of all credibility builders?

[12:22] - Why the only way to sell something unfamiliar is to first sell something that is familiar.

[13:02] - Alex provides another example of experiential selling through fishing.

[15:49] - The Alexism is, "Experience is not the best teacher, experience is the only teacher."

[16:25] - Hear the quick recap for the three key insights of this episode:

Why experiential selling is emotional, not logical, and how to demonstrate it
Why the only way to sell the unfamiliar is to sell the familiar first
Why stories and metaphors obliterate most common objections

[18:00] - If you've already given Alex a review, write down your biggest takeaway from this episode on an index card. If you haven't, though, please use that Aha! moment as your review for the show at this link!

[20:13] - In honor of this episode, Alex gives listeners a final gift. You can get a completely free copy of his book Alexisms by going to this link! You will also get free access to his $497 VBT e-Course!

Links and Resources:

The 3 Inner Voice Qs

Mon, 02 Dec 2019 08:00:00 +0000

Roy H. Williams, the Wizard of Ads, wrote a fantastic piece in his April 10, 2010 Monday Morning Memo. Listen in to learn how relevance and credibility come together to realize the creation of dynamite ads.

What is it that most ad copywriters lack? The ability to marry relevance and credibility to inspire the reader to make a purchase. Many times ad copywriters stray too far toward relevance and forget to strengthen their words with credibility. This same conundrum plays out in many social areas of our world today.

Relevance is emotion and credibility is truth. Truth without emotion, and vice versa, lead a reader to question why they're considering their purchase. However, when you combine truth and relevance, the result is a no-brainer offer the reader cannot refuse.

The three key insights you'll learn by considering the Wizard's memo are:

What the 3 Inner Voice Questions prospects silently ask before buying.
Why answering those 3 Inner Voice Questions can obliterate objections.
How to structure your next ethically influential presentation.

Truth and credibility are the base to your fiery pier, but what is that last element that results in an ad explosion? Listen in as Alex ads the match to the powder that will ignite your ads.

In This Episode:

[04:26] - Learn the 3 key insights you'll learn from this episode.

[06:06] - What are the two ingredients to explosive ads?

[08:13] - You're a buyer, consider your ads through the lens of being a buyer.

[09:39] - Hear the steps to writing explosive ads.

[11:47] - What questions should you ask yourself to overcome the inquiries of your prospective client?

[14:18] - Learn the three innervoice questions your prospects are asking themselves and how they contribute to the formula for ethical influence.

[16:05] - When someone feels understood, then they're willing to understand.

[17:22] - How to turn innervoice questions into frequently asked questions.

[19:42] - Create case studies to boost your credibility and obliterate objections.

[22:22] - Learn the three part formula to structuring your next ethically influential presentation.

[22:57] - The Alexism is, "Ethical influencers succeed by working in the trenches. It's easy to be brave from a distance. Scary work always pays well."

[24:21] - Hear the quick recap for the three key insights of this episode:

What the 3 Inner Voice Questions prospects silently ask before buying.
Why answering those 3 Inner Voice Questions can obliterate objections.
How to structure your next ethically influential presentation.

[25:30] - If you've already given Alex a review, write down your biggest takeaway from this episode on an index card. If you haven't, though, please use that Aha! moment as your review for the show at this link!

[27:20] - In honor of this episode, Alex gives listeners a final gift. You can get a completely free copy of his book Alexisms by going to this link! You will also get free access to his $497 VBT e-Course!

Links and Resources:

The Monday Morning Memo - Roy H. Williams

Les Brown

The 7 Habits of Highly Effective People by Dr. Steven Covey

Darren Daily by Darren Hardy

Your Confirmation Bias

Mon, 25 Nov 2019 08:00:00 +0000

We're traveling back to the 1930s in New York City. At the time, the country is gripped by the Great Depression and many people lost everything they had ever had. One day, on a bench in central park, a printer was considering taking his own life. This printer was in dire straights because he was losing everything of importance to him.

He was unhappy and had lost all hope so his wife was leaving him, his kids were angry with him, his business was floundering and his employees were halfway out the door. His vendors refused to continue doing business with him. He was truly at the end of his rope.

So there he sits, on a park bench in Central Park, and an elderly gentleman sitting next to him remarks on how down he looks. The printer then tells the stranger the story of losing everything and the stranger does something unimaginable. He pulls out his checkbook and writes out a check for $1M. Learn how this check completely changes the path the printer was on and how he manages to change his circumstances completely because of a slip of paper.

The three key insights for this episode are:

What is confirmation bias and how can it prevent change?
How confirmation bias looks like a fact, but is really an interpretation.
Why confirmation bias prevents you from learning and growing.

What would you have done in the printer's place? What confirmation biases are you dealing with right now? As they say, there are no facts only interpretations. Are you ready to change how you interpret the world and start making your business the most successful it has ever been?

In This Episode:

[04:20] - Learn the 3 key insights you'll learn from this episode.

[06:06] - Alex paints the picture of a printer during the Great Depression who is considering taking his life.

[07:53] - Listen as a stranger talks him out of committing suicide.

[09:26] - Find out who the stranger was and how he gave the printer hope in hard times.

[12:38] - Hear how just having hope can change your circumstances.

[15:28] - Who was that stranger really and what does this story have to do with your business?
[17:44] - What is the definition of confirmation bias?

[18:32] - Alex shares examples of confirmation bias.

[23:23] - Objectivity is the way to discovering your confirmation biases.

[24:36] - If you're unhappy in any area, then confront your confirmation biases.

[25:31] - The Alexism is, "It's not what you're selling that's most important… it's what your prospect wants to buy that's what's most important."

[26:33] - Hear the quick recap for the three key insights of this episode:

What is confirmation bias and how can it prevent change?
How confirmation bias looks like a fact, but is really an interpretation.
Why confirmation bias prevents your learning and growth.

[27:57] - If you've already given Alex a review, write down your biggest takeaway from this episode on an index card. If you haven't, though, please use that Aha! moment as your review for the show at this link!

[29:53] - In honor of this episode, Alex gives listeners a final gift. You can get a completely free copy of his book Alexisms by going to this link! You will also get free access to his $497 VBT e-Course!

Links and Resources:

Personal Power by Tony Robbins

The COI Principle

Mon, 18 Nov 2019 08:00:00 +0000

Imagine this, you're flying over the largest desert on Earth, the Sahara, in a single prop plane, with just you and a pilot on your way to Marrakesh. Everything is going fine but then you hear the telltale sign of engine failure... putt… putt…. putt… Your pilot is a highly experienced individual and manages to land the plane in the sand and you both survive. However, you have a problem. You and your pilot have to get to Marrakesh before you run out of water.

In this case, what is the most important question you should be asking yourself? Should you be wondering where Marrakesh is? Or should you instead be more concerned with where you are right now? This parable illustrates the relationship between COI and ROI.

The cost of inaction or COI principle is where you should focus 80% of your time. Figure out your clients' pain points and then show them how your product or service will save them from the pain of inaction. The three key insights for this episode are:

What is the COI principle and how is it different from the ROI principle?
Why the COI principle is the only ethical way to enroll new clients.
How to express the COI principle to prequalified prospects.

Once you've figured out where your client is, you can help them get to where they're going much more easily. While everyone typically focuses on the return for their investment, learn how to be the one that points out the issues that arise from taking no action at all. In the case of your plane trip to Marrakesh, if you were to take no action, the cost would be death. While the actual level of pain may vary, inaction may lead to the death of one's business.

In This Episode:

[04:25] - Learn the 3 key insights you'll learn from this episode.

[05:39] - Picture yourself in a single prop plane, flying over the Sahara desert, and the engine goes out.

[06:59] - If you're in this scenario, what's the single most important though that you should have?

[07:37] - Why is knowing where you are more important than knowing where you're going?

[09:00] - Focusing on where you want to be is irrelevant if you have no idea where you're at.

[10:20] - What is the COI principle?

[11:31] - Learn why you should not skip the prequalification process with your clients.

[13:00] - Diagnosis is the most critical part of any sale. A misdiagnosis will kill the sale.

[15:07] - Alex shares why the COI principle is in direct contrast to the ROI principle and what he guarantees his clients who want to know what their ROI will be.

[18:17] - Why is the COI principle the only ethical way to enroll new candidates?

[20:30] - How do you express the COI principle to prequalified prospects?

[23:53] - Don't forget to suss out the other alternatives your client has used. Learn why.

[25:14] - The Alexism is, "Never confuse activity with accomplishment."

[25:41] - Hear the quick recap for the three key insights of this episode:

What is the COI principle and how is it different from the ROI principle?
Why the COI principle is the only ethical way to enroll new clients.
How to express the COI principle to prequalified prospects.

[27:34] - If you've already given Alex a review, write down your biggest takeaway from this episode on an index card. If you haven't, though, please use that Aha! moment as your review for the show at this link!

[29:37] - In honor of this episode, Alex gives listeners a final gift. You can get a completely free copy of his book Alexisms by going to this link! You will also get free access to his $497 VBT e-Course!

Links and Resources:

7 Habits of Highley Effective People by Dr. Steven Covey

The Eightfold Path

Mon, 11 Nov 2019 08:00:00 +0000

Do you know the story of the Buddha? He grew up in a family marked by wealth. He was a prince among men and knew no hardship. One day he left the palace to walk among the people in the village and he saw all the stages of life. He later met an ascetic who, though he had no true worldly possessions, had the greatest sense of contentment radiating off of him.

Buddha began to wonder and ruminate on what it is that allows humans to feel true happiness. Obviously, true happiness was not gained by wealth alone. The ascetic was happy and content and had nothing to call his own. Buddha then developed the eightfold path as a way to navigate the journey to enlightenment.

The eightfold path is all about having the "right" tools at the "right" time. Learn how the eightfold path can help you better develop your sales conversations each and every day through these three key insights. Learn:

What the elements of the eightfold path are by definition.
Why the eightfold path is important to ethical influence.
How to undertake the eightfold path in sales conversations.

This episode is not meant to be a study in religion, but instead a correlation between ethical influence and selling with integrity. Buddhism and the teachings of Buddha have lasted more than 2,500 years and is currently practiced by over 600million people. It is a system of belief with teachings that apply heavily to seeding through storytelling. Listen in to learn how you can apply these ancient teachings to your everyday sales dialogue.

In This Episode:

[03:59] - Learn the three key insights you'll learn in this episode.

[05:31] - Alex shares the story of Buddha.

[06:57] - What is an ascetic?

[08:47] - Alex reveals the eightfold path and why it is important.

[09:38] - Create a buying environment and you will become a great salesperson.

[12:11] - How Buddhism and sales communication intersect.

[12:45] - Learn the eight elements of the eightfold path and how they apply to sales.

Right understanding
Right thought
Right speech
Right action
Right livelihood
Right effort
Right mindfulness
Right concentration

[20:05] - Alex shares the stories of Cicero and Demosthenes, great orators in history.

[21:12] - Why is the eightfold path important to ethical influence?

[21:59] - What does "right" mean?

[24:29] - How do Albert Einstein, Buddhism, and ethical influence all tie together?

[26:54] - Learn how you can take the eightfold path in a sales conversation.

[28:30] - The Alexism is, "The three responsibilities of every salesperson are: 1) Define reality, 2) Protect confidence, and 3) Communicate with compassion."

[29:58] - Hear the quick recap for the three key insights of this episode:

What the elements of the eightfold path are by definition.
Why the eightfold path is important to ethical influence.
How to undertake the eightfold path in sales conversations.

[31:23] - If you've already given Alex a review, write down your biggest takeaway from this episode on an index card. If you haven't, though, please use that Aha! moment as your review for the show at this link!

[33:20] - In honor of this episode, Alex gives listeners a final gift. You can get a completely free copy of his book Alexisms by going to this link! You will also get free access to his $497 VBT e-Course!

Links and Resources:

Jim Collins

Keith Cunningham

Important, But Not Urgent!

Mon, 28 Oct 2019 07:00:00 +0000

The late Dr. Stephen Covey wrote several very important books, most notably The 7 Habits of Highly Effective People. This, however, is not my favorite of his books. My favorite is his book on how habits affect productivity called First Things First.

Dr. Covey created the 4 Covey Quadrants to describe various tasks and actions and how prioritizing them makes a huge difference in your productivity levels. In my mind, there is no such thing as time management. You have no ability to manage time. It goes in one direction and everyone has the exact same number of minutes and hours in the day.

Time management should instead be called "action" management because you can control your actions and how you spend your given time each day. Are you living in a state of crisis in your business every day? Or have you taken the time to plan and prepare?

The three key insights for this episode are:

What the 4 Covey Quadrants are and why they are important.
Why living into the Priority Principle can change your life forever.
How to know the difference between Productivity and Leverage.

In order to live in the proper quadrant, you need to understand the Priority Principle and how to apply it to your business. Listen in to learn how the Priority Principle and the 4 Covey Quadrants can help you make it to a place of leverage rather than simple productivity.

In This Episode:

[04:14] - Learn the 3 key insights for this episode!

[05:44] - Alex reminisces about meeting the late Dr. Stephen Covey, and why 7 Habits is not his favorite book.

[06:34] - Why doesn't Alex believe in time management?

[08:17] - The 4 Covey Quadrants:

Urgent and important
Important but not urgent
Not important but urgent
Not important or urgent

[08:54] - Learn more details about which activities belong in each quadrant.

[10:18] - Buddhism and activity management… how are they correlated?

[11:44] - Quadrant 1 can consume you, how do you avoid it?

[13:37] - What belongs in Quadrant 3 and how do you move out of it?

[15:47] - Learn what the priority principle is, who penned it, and why it's important.

[17:34] - What actions are important to take so that you can live in Quadrant 2?

[19:29] - Alex shares the difference between productivity and leverage.

[20:57] - The Alexism is, "The single biggest failure of your life is NOT ignoring your daily distractions."

[21:37] - Hear the quick recap for the three key insights of this episode:

What the 4 Covey Quadrants are and why they are important.
Why living into the Priority Principle can change your life forever.
How to know the difference between Productivity and Leverage.

[22:42] - If you've already given Alex a review, write down your biggest takeaway from this episode on an index card. If you haven't, though, please use that Aha! moment as your review for the show at this link!

[24:11] - In honor of this episode, Alex gives listeners a final gift. You can get a completely free copy of his book Alexisms by going to this link! You will also get free access to his $497 VBT e-Course!

Links and Resources:

Dr. Stephen Covey

The 7 Habits of Highly Effective People by Stephen R. Covey

First Things First by Stephen R. Covey

The War of Art by Steven Pressfield

Good to Great by Jim Collins

What's Your Origin Story?

Mon, 21 Oct 2019 07:00:00 +0000

It's 1972, at Allendale Elementary in Pasadena, California, and an 8-year-old Alex is participating in his Cub Scouts fundraiser. The goal was to sell as many boxes of chocolate chip cookies as possible because the scout with the top sales got to go to Disneyland with a friend. Alex's friend Billy, a neighbor from down the street, was also in his troop and so they came together to create their first joint venture opportunity. If Billy sold the most boxes of cookies, he'd take Alex to Disneyland and vice versa.

Billy proceeded to try door-to-door sales. He approached over 50 houses and only managed to sell five boxes of cookies. It was then that Alex realized the trip to Disneyland was up to him. He took a moment and thought about the best place to find people in the mindset to buy cookies, and realized selling door-to-door wasn't going to cut it. Instead, he had his mom take him to a grocery store and positioned himself in front of the entrance.

He also crafted several different offers. He'd start by asking for a $50 donation, for which he expected to receive a no. From there he offered a 5 box bundle, then 3, then just 1. At the age of 8, he was already practicing his sales and marketing techniques. Listen in to learn how his tactics fared over Billy's and whether or not they made it to Disneyland!

Creating an origin story is the beginning of creating a relationship with your ideal client or customer. Listen to learn how to obliterate objections through these key insights:

Why origin stories are the storytelling seeds to get more sales.
Why composing a compelling origin story requires 6 simple steps.
Why your followers forget your name, but not your origin story.

Crafting a compelling origin story is tantamount to creating the perfect offer. Your origin story gets you as close as possible to your ideal client and as such is foundational to your business. Listen to learn all about crafting the right origin story for your product or service. Keep in mind that you shouldn't have just one. If you have multiple offers, you should probably have multiple origin stories.

In This Episode:

[04:26] - Learn the three key insights for why origin stories are so important to selling.

[05:59] - Hear Alex share a story about his Cub scout troop and their fundraising competition.

[08:52] - Alex and his next-door neighbor Billy make their first JV deal.

[09:54] - Billy hops on his bike and goes door to door, with very little success in selling cookies.

[11:24] - Learn what 8-year-old Alex decided to do instead and why.

[15:01] - Alex shares the moral of his story.

[17:45] - Hear a very vulnerable story that describes the wrong market at the wrong time.

[19:47] - Learn more about crafting the right message for your market through down selling.

[21:27] - Did Alex win the fundraising contest? How is his process realized in today's world?

[24:43] - What is the formula for creating an origin story? (When, Where, Who, What, How, and Why)

[26:40] - Why your followers will remember your origin story but forget your name.

[27:16] - The Alexism is, "Great entrepreneurs teach their customers, suppliers, and team members HOW to think, not WHAT to think."

[27:52] - Hear the quick recap for the three key insights of this episode:

Why origin stories are the storytelling seeds to get more sales.
Why composing a compelling origin story requires 6 simple steps. (When, Where, Who, What, How, and Why)
Why your followers forget your name, but not your origin story.

[29:12] - If you've already given Alex a review, write down your biggest takeaway from this episode on an index card. If you haven't, though, please use that Aha! moment as your review for the show at this link!

[30:41] - In honor of this episode, Alex gives listeners a final gift. You can get a completely free copy of his book Alexisms by going to this link! You will also get free access to his $497 VBT e-Course!

Links and Resources:

Start With Why by Simon Sinek

Dr. Robert Cialdini

Objection Obliterator Template

Mon, 14 Oct 2019 07:00:00 +0000

Imagine a pathway. You're at point A and you are looking to get to point B. It sounds simple enough, but dividing the pathway is nine locked doors. There are big locks, little locks, ancient locks, you name it, but each lock requires a different key. Your mission is to craft the keys that unlock each door, one by one.

What's at point B you ask? Well, it's a sale. That illustrious construct that means the difference between running a business and having a hobby. What if, instead of having to craft new keys every time you made the trek down that hall, you had a mold ready for every specific lock? A mold, that you could replicate and provide to all of your salespeople who are also making the trek?

Objections aren't the end of a sale; they are the beginning. By preparing your salespeople and yourself to deal with those objections, you are creating the mold that will help you craft the keys to unlocking sales objections every time. Listen in to learn the method that I use to obliterate objections every single day in my business.

In this episode, I share with you three key insights into how to obliterate objections and provide that information to your sales teams. Listen to learn:

What the Objection Obliterator Template is by definition.
Why the Objection Obliterator Template can boost more sales.
How the Objection Obliterator Template works, step-by-step.

Remember, if there is no objection, then the sale hasn't begun. By creating an appropriate template, you save yourself and your team from remaking the wheel every time you or they are on a call with a potential client or customer. In every communication, a sale is being made. Are you going to be the one to win?

In This Episode:

[03:55] - Learn the three key insights for this episode.

[04:51] - Alex reveals the perfect metaphor for the objections your prospects will give you on the path to a sale.

[06:00] - The sale begins when you get your first rejection, so embrace them!

[06:39] - What if you had an objection handbook to provide to your salespeople?

[08:00] - Learn how to create your Objection Obliterator Template and why!

[09:31] - Alex shares the metaphor of an apple tree that represents the growth of a sale.

[10:50] - Your Objection Obliteration Template should be a "growing" document.

[11:43] - Hear the objections that Alex faces in his business.

[13:14] - The roots of the tree are the "frequently asked questions" in the template.

[15:02] - Listen as Alex answers the FAQs.

[16:48] - What comes after the FAQs? Your origin story!

[19:46] - How case studies strengthen your Objection Obliterator Template.

[23:29] - The leaves of your tree are metaphors. Listen to learn more!

[25:04] - The fruit, your apple, is your irresistible offer. (What's in an apple? More seeds!)

[25:59] - The "Alexism" for this episode is, "Don't just look for business heroes, become one!"

[26:41] - Alex provides a quick recap of the key insights reviewed in this episode.

What the Objection Obliterator Template is by definition.
Why the Objection Obliterator Template boosts more sales.
How the Objection Obliterator Template works, step-by-step.

[27:38] - If you've already given Alex a review, write down your biggest takeaway from this episode on an index card. If you haven't, though, please use that Aha! moment as your review for the show at this link!

[29:23] - In honor of this episode, Alex gives listeners a final gift. You can get a completely free copy of his book Alexisms by going to this link! You will also get free access to his $497 VBT e-Course!

Links and Resources:

Raiders of the Lost Ark

Aesop

Root Meaning of "Nice"

Mon, 07 Oct 2019 07:00:00 +0000

Being nice means different things in different cultures. In the world of sales, being nice means not closing the deal. I was reading Closer's Survival Guide by my friend and colleague Grant Cardone and he discusses the root meaning of nice and how the word is defined in other cultures.

Nice in Middle English means stupid, in Old French it means to feel good but have no impact. The problem with being nice in sales is that you create no tension. There is no immediacy and you fail to reveal why your product or service is necessary for the person you are speaking to. A sale should result in either a "yes" or a "no," but being nice leads to the dreaded and costly "maybe."

I share with you three key insights on the word nice and how to eliminate it from your sales vernacular. The three insights are:

Why being nice doesn't create enough tension to "close" sales opportunities.
What the root meaning of nice is and why it suppresses sales opportunities.
How to create sales with genuine authenticity but without being nice.

Do not lead your potential buyers into the world of Aesop's donkey. Be sure that they make a decision so that you can either close the sale or move onto a person who is ready for your time and services.

In This Episode:

[03:55] - Alex shares the three key insights for this episode.

[05:15] - Learn the root meaning of the word "nice," and why it doesn't work in sales.

[07:19] - What does it take to make the sale?

[08:10] - How Aesop's story about a donkey applies to sales and decision making.

[09:37] - Being nice has no sales tension, a person doesn't NEED your product or service.

[10:54] - Flip the funnel to avoid fighting gravity.

[12:53] - Learn your customer's self-talk and how you can beat objections.

[14:37] - Why your self-esteem directly impacts your ability to sell your product or service.

[16:14] - Downselling is more effective in an online environment. Learn why!

[17:38] - Your pricing barriers are in your head!

[19:37] - Rather than being nice, focus on the anticipated objections.

[20:28] - Objections are like locked doors, and you just have to find the right keys.

[22:33] - Start with the resistance and objections!

[22:54] - The "Alexism" for this episode is, "The difference between an amateur and a professional is making the first dollar."

[23:15] - Alex provides a quick recap of the insights for the episode.

[24:55] - If you've already given Alex a review, write down your biggest takeaway from this episode on an index card. If you haven't, though, please use that Aha! moment as your review for the show at this link!

[26:54] - In honor of this episode, Alex gives listeners a final gift. You can get a completely free copy of his book Alexisms by going to this link! You will also get free access to his $497 VBT e-Course!

Links and Resources:

All Selling Aside Episode 79 - A Sale is Always Made

Closer's Survival Guide by Grant Cardone

Jeffrey Gitomer

A Sale is Always Made

Mon, 23 Sep 2019 07:00:00 +0000

Jeffrey Gitomer, one of my colleagues, friends, and an amazing salesperson, wrote a book called the Sales Bible. In his book, he writes that a sale is always made. Either you sell your prospect on the yes, or your prospect sells you on the no. Such a simple concept but one that will forever alter how you approach sales.

There are four decision-making personas that one must consider when entering a sale. Each of these decision-makers need to be approached in different ways. For instance, the competitive decision-maker processes things fast and logically. This would be me. I want to quickly know what I'm being sold and why it makes sense for me.

Once you've dialed into the type of decision-maker you're working with you can anticipate their needs and objections and obliterate them. This all starts with first realizing that both sides are selling the other at the same time.

Listen in to learn more about the three key insights for this episode:

What are the 4 decision-making personas you'll meet in any sale?
Why is seeding through storytelling the easiest way to get more sales?
How do you obliterate objections without manipulating prospects?

Some people ask how these concepts don't equate to you changing yourself for each sale. Well, are you the same person to your grandparents as you are with your friends? Are you the same with your mother as you are with your wife? No! You change how you act and communicate based on those around you. This is the same concept!

In This Episode:

[04:09] - Learn the three key insights for this episode.

[05:29] - Alex reveals the topic for this episode - why a sale is always "made".

[06:10] - Hear more about Jeffrey.

[06:54] - What makes life easier for you if you don't like to sell? Hint: it's not the Golden Rule.

[07:32] - It's the Platinum Rule: Do unto others as they would be done unto.

[08:36] - What are the 4 decision-making personas?

The competitive decision-maker. (What?)
The spontaneous decision-maker. (Why?)
The humanistic decision-maker. (Who?)
The methodical decision-maker. (How?)

[11:04] - Why closing a sell starts with storytelling.

[11:57] - Your origin story should obliterate objections.

[12:20] - Turn objections into FAQs, case studies, etc.

[13:46] - Use the same language throughout your messaging to better obliterate objections.

[15:45] - Alex reveals a story about a 6-year old and a 90-year old who signed up for his masterclasses and how he worked that into a story he uses.

[19:56] - After you create FAQs, turn them into case studies that follow the P-A-R formula.

[21:14] - This episode's Alexism is this: "Seeding through storytelling is the new selling."

[21:53] - Alex recaps the three key insights for this episode.

[24:25] - If you've already given Alex a review, write down your biggest takeaway from this episode on an index card. If you haven't, though, please use that Aha! moment as your review for the show at this link!

[25:45] - In honor of this episode, Alex gives listeners a final gift. You can get a completely free copy of his book Alexisms by going to this link! You will also get free access to his $497 VBT e-Course!

Links and Resources:

The Sales Bible by Jeffrey Gitomer

The Platinum Rule by Dr. Tony Alessandra

Connect with Connectors

Mon, 16 Sep 2019 07:00:00 +0000

What is a connector? I can't think of a better way to explain this than by sharing the story of my friend Joe Polish. Joe is now known as the founder of the Genius Network, but he started out with nothing. I share how he rose from nothing to achieve overwhelming success by learning how to connect people.

Joe started out in the carpet cleaning industry. He taught carpet cleaners how to grow their network thereby growing their businesses and their profits. He took what he learned in that industry and then applied it to many others. He learned that being able to connect people is a wonderful skill to have and a necessity in business.

Today I share how connecting with connectors directly affects your business by shining some light on Joe's background and what I learned when he started the Genius Network. See, I was supposed to be one of the original members, but the value was lost on me at the time. Hear why I changed my tune, and how connectors have affected my business.

The three key insights for this episode are:

What are connectors and why do they boost social influence?
How to approach connectors so they help increase your status.
What are the 3 common mistakes people make when connecting with connectors?

Connectors are not in and of themselves the key to fortune, but they are certainly the maps to those keys. Check out the Alexism for today's episode for an even better quote. Have you connected with connectors? Did you make any of the classic mistakes?

In This Episode:

[05:00] - Alex shares the three key insights for the episode which will help you connect with connectors.

[06:28] - Listen in as Alex shares his connection with Joe Polish, a coach who started with carpet cleaners.

[08:42] - How the "Better Your Best" model has affected Alex's businesses.

[09:27] - In 2006, Joe approached Alex to be one of the first connectors in his new program.

[10:23] - Learn why Alex said no to Joe's offer.

[12:27] - What are connectors?

[13:21] - Know the boundaries in connecting with connectors.

[14:21] - You have to know what kinds of connections you want.

[14:59] - Why knowing connectors will keep you from cold calling ever again.

[15:40] - Keep in mind that connecting with connectors does not automatically make you more money.

[19:36] - Give connectors testimonials! Learn why this is so important!

[21:11] - What are the three common mistakes people make when connecting with connectors?

Keeping score.
Slow follow up.
Focusing on monetization.

[24:04] - This episode's Alexism is this: "Tapping into a business network is not having a treasure map that leads to a chest full of golds and riches. It's like having a treasure map that leads to a treasure chest full of other treasure maps."

[24:52] - Alex recaps the main points of the episode including what the ultimate question is and its value, how to determine your NPS, and when you should ask the ultimate question.

[26:00] - If you've already given Alex a review, write down your biggest takeaway from this episode on an index card. If you haven't, though, please use that Aha! moment as your review for the show at this link!

[28:00] - In honor of this episode, Alex gives listeners a final gift. You can get a completely free copy of his book Alexisms by going to this link! You will also get free access to his $497 VBT e-Course!

Links and Resources:

Ivan Misner - Business Network International

Jim and Mimi Dew

Genius Network

Robert Cialdini - The 6 Principles of Persuasion

What's Your NPS?

Mon, 09 Sep 2019 07:00:00 +0000

Ever heard of Fred Reichheld? He's written several books and hundreds of articles on why loyalty marketing is the lynchpin of any business. Fred is a Harvard BA and MBA graduate who has been named the priest of loyalty marketing and for good reason.

Fred is the creator of the Net Promoter System (previously Net Promoter Score.) Have you ever been asked if you would refer a friend or family member to a certain company? Then you have participated in establishing some company's NPS. This question is the ultimate question!

"The Ultimate Question 2.0," Fred's latest book, guides you through what the ultimate question is, when you should ask it, who you should ask it of, and why you should ask it. He also shows you how to calculate your NPS. You should definitely read the book, but for now, listen in as Alex dives into the NPS and how you can calculate it for your business.

The three key insights for this episode are:

What is the ultimate question and what true value does it yield?
What is your company's net promoter score and why is it important?
When do you ask the ultimate question to get more referents?

Are you ready to take your business to the next level and become a highly skilled ethical influencer? Then learn why increasing your NPS leads to a healthier business and let me show you how to do it.

In This Episode:

[03:58] - Learn the three key insights for this episode which aim to reveal the importance of your NPS.

[05:49] - Alex shares a bit about Fred Reichheld and Vilfredo Pareto and their work on how humans choose and refer things to others.

[06:49] - Bonus Alexism!

[06:56] - Fred created the net promoter score which is now the Net Promoter System. (He's also written several books!)

[07:33] - Learn what good profits and true growth really means, and how Fred expanded on this concept in The Ultimate Question 2.0.

[08:25] - Fred is hailed as the person who put loyalty economics on the map.

[11:17] - What is the NPS, true growth, and the most effective way to grow a company?

[11:41] - What IS the ultimate question?

[12:19] - Who are the three types of people the ultimate question reveals and where do they fall on the NPS?

[14:52] - What is a referent and why are they so important?

[16:17] - Learn what questions you should ask next and to whom.

[20:36] - Where is your company in their NPS? How do you calculate your score?

[23:01] - Loyalty marketing is the key when you have new customers or clients!

[23:27] - When should you ask the ultimate question and subsequent questions?

[26:44] - This episode's Alexism is this: "You don't need a parachute to skydive… You only need it to skydive more than once."

[26:10] - Alex recaps the main points of the episode including what the ultimate question is and it's value, how to determine your NPS, and when you should ask the ultimate question.

[27:20] - If you've already given Alex a review, write down your biggest takeaway from this episode on an index card. If you haven't, though, please use that Aha! moment as your review for the show at this link!

[29:04] - In honor of this episode, Alex gives listeners a final gift. You can get a completely free copy of his book Alexisms by going to this link! You will also get free access to his $497 VBT e-Course!

Links and Resources:

Fred Reichheld's Amazon Author Page

Fred Reichheld

Vilfredo Pareto

Stick Strategy Profits

Mon, 02 Sep 2019 07:00:00 +0000

In 2004, my friend Joe Polish and I put our heads together to build a system for creating lifetime clients. After all, selling and marketing to people you are already affiliated with is much easier than appealing to a new audience. We created "stick strategies" to boost maximum profits, minimize losses, and increase the lifetime value of our customers and clients.

Stick strategies are ways to pamper your clients and make them feel invaluable. We have found more than 45 different strategies that are effective, but today I want to share with you just 5 of them. Listen in as I describe the strategies and why they are effective.

Once you've enacted your stick strategies, it is time to indoctrinate your clients. Learn why stick strategies work, how they apply in your marketing funnel, and how to indoctrinate your newly sticky customers. The three key insights for this episode are:

Why do stick strategies maximize the lifetime value of clients?
What are 5 time-tested stick strategies any business owner can utilize?
How can stick strategies become part of a marketing sales funnel?

After listening, don't forget to write down your AHA! Moment from the episode and leave a review if you haven't already. Does this speak to the actions you are taking in your business?

In This Episode:

[04:01] - Learn the three key insights for this episode.

[05:32] - Why Stick Strategy Secrets was created and how it was marketed without social media.

[06:51] - What is a stick strategy?

[09:20] - The 5-stick strategies that propelled Stick Strategy Secrets to success.

The callback.
Creating confirmation page videos.
Recorded phone messages.
A glossary of terms.
Create folders with "! " to put at the top of their email inbox and keep you top of mind.

[19:06] - Stick strategies are about pampering your clients and customers. Learn why!

[20:21] - How to indoctrinate your customers in 3-steps:

New language.
A place for the community either online or in person.
New leadership.

[21:57] - How much more profitable business be if you kept clients for life? Hire a "stick manager!"

[22:54] - The Alexism for this episode is, "In the business world, you're either 'growing' or 'dying' — period."

[23:15] - Hear the quick review of the insights you rediscovered in this episode.

[24:37] - If you've already given Alex a review, write down a specific takeaway from this episode on an index card. If you haven't, though, please use that Aha! moment as your review for the show at this link!

[26:06] - In honor of this episode, Alex gives listeners a final gift. You can get a completely free copy of his book Alexisms by going to this link! You will also get free access to his $497 VBT e-Course!

Links and Resources:

Stick Strategy Secrets

Truths About Discipline

Mon, 26 Aug 2019 07:00:00 +0000

Have you ever considered space travel? How about what it takes to get a rocket ship to the moon? As a rocket ship is leaving the Earth, it takes 85% of its fuel just to breach the outer layers of the atmosphere. From the ground to the sky it's 75 miles.

Do you know how far it is to the moon? About 239,000 miles. 85% of the ship's fuel is used to go an unbelievably short way because the rocket is going against gravity. This is why I believe that it requires more discipline to start a habit rather than to maintain one.

In this episode, I share three key insights that I want you to consider regarding discipline, forming habits, and why willpower is needed for disciplinary actions rather than habitual actions. The Three key insights for this episode are:

Why discipline is only necessary when you're shaping a new habit.
How to identify the 4 levels of consciousness and why they're relevant.
Why getting started requires less willpower than getting down.

After listening, don't forget to write down your AHA! Moment from the episode and leave a review if you haven't already. Does this speak to the actions you are taking in your business?

In This Episode:

[04:58] - Learn the three key insights for this episode.

[06:44] - How space travel and discipline apply to creating habits.

[09:40] - Once a habit takes over you don't need as much discipline to continue.

[10:19] - The 4-levels you should be conscious of when shaping habits.

Unconscious incompetence (Ignorance)
Conscious incompetence (Learning)
Conscious competence (Teaching)
Unconscious competence (Flow)

[16:28] - The power of creating habits is about creating a ritual and flow.

[17:33] - Discipline is only needed when there is a conscious shift at the beginning of habit-creating.

[19:09] - More willpower is needed to switch and multitask.

[19:52] - Why you should start with the hardest task first.

[21:43] - The Alexism for this episode is, "Wildly successful entrepreneurs don't burst through their comfort zones, they expand their comfort zones."

[22:33] - Hear the quick review of the insights you rediscovered in this episode.

[24:57] - If you've already given Alex a review, write down a specific takeaway from this episode on an index card. If you haven't, though, please use that Aha! moment as your review for the show at this link!

[26:29] - In honor of this episode, Alex gives listeners a final gift. You can get a completely free copy of his book Alexisms by going to this link! You will also get free access to his $497 VBT e-Course!

Links and Resources:

All Selling Aside Episode 74 - Is Passion Over-Rated?

Lionel Messi

Is Passion Over-Rated?

Mon, 19 Aug 2019 07:00:00 +0000

Passion does not beget commitment, rather commitment begets passion. When Gabriel Alex Mandossian was a sophomore in high school he decided he was going to get into an ivy league school and he was passionate about attaining this dream. He was a champion rower and received several leadership awards in relation to the sport.

His passion however did not feed any commitment. His schedule was packed with school, rowing, and travel, but his desire was to be admitted into an ivy. He was a stellar rower but needed equally stellar grades to obtain his dream. Unfortunately, he didn't make the time to study like he should have, and while his grades were good, they weren't great.

His inability to create a habit of study along with his habit of practice kept Gabriel from being accepted into his school of choice. His story certainly hasn't ended and he's doing very well at his junior college, but no matter the level of passion he had, his passion did not create commitment. These same principles apply to your sales habits.

Society focuses heavily on passion and desire without realizing that those things are attained with commitment first. Learn how today's three key insights help make you better at selling through creating habits and commitments that spur your passions.

Why passion doesn't produce commitment, commitment produces passion.
What you do has a greater impact on your destiny than how you feel about it.
How your motion (commitment) ultimately causes emotion (passion.)

After listening, don't forget to write down your AHA! Moment from the episode and leave a review if you haven't already. Let me know how these principles have helped you in your business!

In This Episode:

[05:06] - Learn the three key insights for this episode.

[07:11] - Alex shares the inspiration for his story in this episode, his son Gabriel.

[10:01] - Learn what Gabriel was willing to do to be accepted into an ivy league school.

[11:06] - Why passion is not enough to produce commitment or results.

[13:09] - Was Gabriel passionate or committed? How did he show it?

[15:33] - Learn the effect that habits have on your commitments.

[16:27] - How Gabriel's story applies to sales and life.

[17:51] - Despite the passion he had, Gabriel did not make it into an ivy league school.

[20:51] - Why recidivism applies to this concept.

[21:19] - The three things you need to maintain high commitment and high passion:

Create a new language.
Create a new community.
New leadership.

[23:45] - The Alexism for this episode is, "The most important attitude of a wildly successful entrepreneur is their ability to commit to relaxed intensity."

[25:27] - Alex shares a quick recap of the three key insights for this episode.

[26:36] - If you've already given Alex a review, write down a specific takeaway from this episode on an index card. If you haven't, though, please use that Aha! moment as your review for the show at this link!

[28:06] - In honor of this episode, Alex gives listeners a final gift. You can get a completely free copy of his book Alexisms by going to this link! You will also get free access to his $497 VBT e-Course!

Links and Resources:

Business Network International

Ivan Misner

Wizard Academy

Reasons Why" Selling

Mon, 12 Aug 2019 07:00:00 +0000

In May of 1904, the young John E. Kennedy walked into the saloon at the Lord and Thomas Advertising Agency, the most powerful of its day. John sent a note upstairs via bellboy to Ambrose Thomas, a co-founder of the agency. The note read, "I am in the saloon downstairs. I can tell you what advertising is. I know you don't know. It will mean much to me to have you know what it is, and it will mean much to you too. If you wish to know what advertising is, send the word "yes" down by the bellboy."

Kennedy was a 20-year-old Canadian Mountie who was also a copywriter and looking for a job. In the room with Ambrose Thomas was Albert Lasker, the man who eventually took over the agency. Mr. Thomas was not impressed by Kennedy's stunt, but Lasker found himself intrigued. He asked for permission to chat with Kennedy and Thomas gave in, so they bring the kid up and have a conversation.

The discussion turned into a test in determining the true definition of advertising. Kennedy slowly drew Lasker in by asking questions in a Socratic method and then debunking each definition by stating that there was more. Finally, Lasker asked Kennedy what his definition of advertising was. Kennedy's response? 5-words. Advertising is salesmanship in print.

While this story discusses the sales and marketing techniques of the early 20th century, the concepts still apply. In today's world, not only must you sell, but you must also market yourself to build credibility and believability and give your prospect the reason why they should work or buy with you. Learn how today's three key insights help make you better at selling through appropriate marketing.

What Gary B's 4-Step Persuasion Equation is and why it works.
Why believability is the single toughest barrier to overcome in selling.
How to win the heart with stories and engage the head with reason.

No matter if you're new to sales or a long-time professional, this episode provides amazing insights into the principles of ethical influence. After listening, don't forget to write down your AHA! Moment from the episode and leave a review if you haven't already. Let me know how these principles have helped you in your business!

In This Episode:

[04:08] - Alex shares the three key insights for this episode.

[05:36] - Learn about John E. Kennedy, the first direct response copywriter, (in Alex's opinion.)

[09:06] - Kennedy's 5-world definition of advertising.

[11:47] - Relearn the 3 "Why's" of ethical influence and how they apply to persuasion.

[12:56] - Learn Gary B's 4-Part Persuasion Equation.

What is their urgent problem?
What is your unique promise?
How can you provide unquestionable proof?
Provide a user-friendly proposition.

[15:44] - Alex shares the first three of the six-barriers. Those that you move your prospect toward.

[17:24] - Learn the three barriers you need to move your prospect away from.

[18:23] - Which one of the six is out of your control?

[19:27] - Why you win the heart with stories and the head with reasons.

[21:15] - Why the sale is the best way to provide unquestionable proof?

[23:38] - The Alexism for this episode is, "The difference between an amateur and a professional in any business, is the ability to make their first dollar."

[23:58] - Alex shares a quick recap of the three key insights for this episode.

[25:27] - If you've already given Alex a review, write down a specific takeaway from this episode on an index card. If you haven't, though, please use that Aha! moment as your review for the show at this link!

[26:49] - In honor of this episode, Alex gives listeners a final gift. You can get a completely free copy of his book Alexisms by going to this link! You will also get free access to his $497 VBT e-Course!

Links and Resources:

All Selling Aside Episode 17. Why Socrates Avoided Rejection

Jim Rohn

All Selling Aside Episode 12. The 2 "Why's" of Ethical Influence

Famous Amos Cookies

Gary Bencivenga

Obliterate Their Objections

Mon, 05 Aug 2019 07:00:00 +0000

It's October 26th in the year 2000 and I'm at Mt. Sinai Recovery with my then-wife Amy looking at our brand new baby boy. He was expected three weeks later, but because her doctor was going on vacation and he was getting bigger and bigger, they went ahead and induced her. Sounds fantastic right? I had my new baby boy right there! But because I wasn't expecting him for three more weeks, I had a teleseminar scheduled for that evening…

Rather than simply taking up my post in the requisite bedside chair, I decided to go ahead and proceed with the teleseminar by taking the hospital phone into the bathroom. I did what I did and made my offer, but during the teleseminar, the room speakers kept going off announcing the end of visiting hours. I ended up confessing my situation on the teleseminar, let them know what was going on, and then hung up after making my offer. Want to know what happened next?

I sold over $13,000 in that one day. It occurred to me then that if I could sell that much in one day whilst sitting on a bathroom toilet at Mt. Sinai Hospital, then everyone should be able to do at least a 10th of that in the comfort of their own home or office. And so, my origin story was born. In this episode you'll learn:

Why you must use stories to each objection you have with the 6-step formula.

Why you must embrace objections as buying signals from prospects.
Why you must convert emotional objections into logical questions.

You'll walk away with actionable steps on how to implement the 6-step formula, why it's important, and why a sale doesn't start until an objection is posed. What was your key takeaway? Leave a review for the episode and let me know your thoughts on this week's three key insights. Are you ready to start obliterating objections?

In This Episode:

[03:49] - Learn the three key insights for this episode.

[05:25] - It's October 26th of the year 2000…

[09:29] - Alex shares the steps in the 6-step formula: When, Where, Who, What, How, and Why.

[11:57] - How to embrace the objection and recognize what it represents.

[13:31] - Why Alex forbids his sales teams to sell during the first two weeks of a new campaign.

[14:15] - Learn the 5-9 authentic objections that typically come up during a campaign.

[15:32] - How to change objections into logical and frequently asked question.

[19:32] - Tackle the objection from all sides. Learn how!

[20:01] - The Alexism for this episode is, "Nothing is as persuasive as the truth."

[21:00] - Alex shares a quick recap of the three key insights for this episode.

[22:17]] - If you've already given Alex a review, write down a specific takeaway from this episode on an index card. If you haven't, though, please use that Aha! moment as your review for the show at this link!

[24:20] - In honor of this episode, Alex gives listeners a final gift. You can get a completely free copy of his book Alexisms by going to this link! You will also get free access to his $497 VBT e-Course!

Links and Resources:

Start with Why by Simon Sinek
Grant Cardone

Russell Brunson

Get Quality Testimonials

Mon, 29 Jul 2019 07:00:00 +0000

In 2004, my friend and colleague Yanik Silver launched Mind Motivators, a course built through teleseminar recordings, notes, and executive summaries. This is before YouTube and social media channels, and we put a lot of time and effort into this launch. It was going great! Then we got an email from copywriting and direct response marketing legend Joe Sugarman.

At the time, Joe had recently released a book called Triggers, and the promise of his book was almost word for word the premise of our course. He emailed us to point this out and note that he was upset because he felt people might become confused over the similar messages. We went back to the drawing board, altered the message of the program, and then sent it back to him to make sure it met with his approval. All was well, he agreed that the issue was clarified, so we then asked him for an endorsement for our course.

You see, the only way to get testimonials and endorsements for your products and services is to ask for them. Listen in to learn how to properly ask for and use endorsements, case studies, and testimonials. This episode's three key insights are below, but really take them in and use the information provided to take your products and services to the next level of influence.

How to get great testimonials from the thought leaders you admire.
How to get heart-centered video testimonials and what questions to ask.
How to separate: endorsements, testimonials, and case studies.

We as humans are more likely to purchase a product or service if someone else has already done so and approves. Properly obtaining and using testimonials, case studies, and endorsements will open up a whole new realm of sales opportunities for your business! What was your key takeaway? Leave a review for the episode and let me know your thoughts on this week's three key insights.

In This Episode:

[03:45] - Alex shares the three key insights for this episode.

[05:10] - Learn how Yanik Silver's launch of Mind Motivators was altered by the interest of a big name in the marketing world.

[06:43] - Joe was upset because he thought that Yanik and Alex plagiarized his promise from the book Triggers.

[08:17] - Alex asked what they could do to fix the issue and then asked for an endorsement for their program and they are now great friends.

[10:50] - Learn how to get quality testimonials and endorsements.

[12:35] - What's the difference between a case study, endorsement, or testimonial?

[14:25] - The highest level of social proof is the case study and they should follow the P-A-R model. (Problem - Action - Result)

[15:16] - Which type of person is ideal for each level of social proof?

[17:02] - Learn the best way and the best type of testimonials to use and obtain for your business?

[17:50] - How do you get quality, heart-centered video testimonials?

[18:20] - Alex shares the four questions he asks his students to get quality testimonials.

Why is Alex a special teacher?
What roadblocks did he help you overcome?
What results do you now know are possible?
Why would you recommend Alex to your friends and colleagues?

[19:55] - How do you get these questions answered on video for a testimonial?

[21:11] - Want Alex's testimonial reel? Find it here: marketingonline.com/fan

[21:33] - Today's Alexism is, "Premise always precedes purpose. What you believe determines why you believe it. Once you change your premises, your life will change."

[22:24] - Alex provides a quick recap of the insights for this episode.

[24:07] - If you've already given Alex a review, write down a specific takeaway from this episode on an index card. If you haven't, though, please use that Aha! moment as your review for the show at this link!

[25:47] - In honor of this episode, Alex gives listeners a final gift. You can get a completely free copy of his book Alexisms by going to this link! You will also get free access to his $497 VBT e-Course!

Links and Resources:

Triggers by Joseph Sugarman

Joe Sugarman

All Selling Aside, Ep. 70: Give Reasons or Results
Alex's Testimonial Reel

Give Reasons OR Results?

Mon, 22 Jul 2019 07:00:00 +0000

It's 2008, the heart of the Great Recession, and a couple of great friends of mine and I were trying to figure out how to sell more resources to fewer people. T. Harv Eker, Michelle Burr, and I were working to create a framework for creating more income in a very tight market. Out of that strategy session, Harv created the Reasons or Results coaching program.

Do you tend to get things done? Are you timely and results-driven? OR… are you the person who has great intentions, but also a million reasons for why things don't get done? You can see why a coaching program that focuses on the mindset of results versus reasons would be a big-ticket item right?

Ethical influence is built upon results. Listen in to learn why you can either have reasons or results and how that clarification can and will change the lives of your clients. The key takeaways for this episode are:

What's the most important word for the question: Give reasons or results?
Why the reasons or results mindset changes the lives of the people you coach.
How to get more results versus reasons for achieving what you want and avoiding failure.

Ready to become results-oriented and lead your clients to greatness? Let me know what your biggest takeaway is from this episode!

In This Episode:

[01:27] - Welcome back to All Selling Aside! The show for coaches, speakers, and authors who hate to sell.

[03:45] - Learn the 3 key insights for this episode.

[04:59] - Alex's story for this episode starts in 2008 during the Great Recession, with him, T. Harv Eker and Michelle Burr trying to figure out how to sell more to fewer people.

[07:34] - T. Harv Eker came up with Reasons or Results coaching as a way to sell a recurring coaching program.

[08:28] - What is the most important word in the question, Reasons or Results?

[09:27] - How does this question change the lives of those you coach?

[12:58] - Alex shares the various names for the term leader and the definition and how this applies to coaching.

[14:45] - What are the reasons that you hear when someone underperforms?

[15:45] - How I.R.S. scoring works in Alex's company.

[18:55] - Today's Alexism is, "An incompetent person with a great attitude is still an incompetent person."

[19:49] - Alex provides a quick recap of the insights for this episode.

[21:15] - If you've already given Alex a review, write down a specific takeaway from this episode on an index card. If you haven't, though, please use that Aha! moment as your review for the show at this link!

[22:36] - In honor of this episode, Alex gives listeners a final gift. You can get a completely free copy of his book Alexisms by going to this link! You will also get free access to his $497 VBT e-Course!

Links and Resources:

The CONTRAST Effect

Mon, 15 Jul 2019 07:00:00 +0000

I've referenced Dr. Robert Cialdini many times throughout the course of this podcast because of his impact on ethical influence. The pillars of influence Dr. Cialdini has provided the world have changed the way salespeople approach selling. Ready to learn what fuels the pillars? Listen in!

Have you ever picked up a really heavy box, set it down, and then picked up a lighter box, then thought to yourself that it felt like a feather? The actual weight of the lighter box didn't change but your perception of its weight did. This is called the Contrast Effect and it illustrates the how the human brain perceives the world around it.

This same concept applies in sales. In fact, you can apply the Contrast Effect to just about every negotiation you're involved in. In this episode we learn:

What the Contrast Effect is and why it is so influential.
How the Contrast Effect works with human buying decisions.
Why the Contrast Effect works with pricing.

Are you ready to absorb one of the keys to successful selling? Then get comfortable and listen closely because this episode is for you!

In This Episode:

[01:26] - Welcome back to All Selling Aside! The show for coaches, speakers, and authors who hate to sell.

[03:44] - Learn the 3 key insights for this episode.

[04:56] - Alex gives a brief history of Dr. Robert Cialdini and his works.

[06:32] - What are the principles of persuasion per Dr. Robert Cialdini?

[07:34] - Learn about the Contrast Effect through real life observations.

[10:01] - Sales is driven by parallel comparison… why?

[13:03] - Why should you be using the contrast effect in sales?

[17:20] - How is The Contrast Effect is best used?

[19:59] - This is not a principle of persuasion, instead The Contrast Effect is fuel.

[21:52] - Don't forget the Power of Three!

[22:07] - This episode's Alexism is, "The best thing you can do for the ungrateful in your life is not be one of them."

[23:08] - Alex provides a brief recap of the 3 key insights and the episode.

[24:41] - If you've already given Alex a review, write down a specific takeaway from this episode on an index card. If you haven't, though, please use that Aha! moment as your review for the show at this link!

[26:09] - In honor of this episode, Alex gives listeners a final gift. You can get a completely free copy of his book Alexisms by going to this link! You will also get free access to his $497 VBT e-Course!

Links and Resources:

Richard Bandler
John Grinder

Dr. Robert Cialdini

Influence: The Psychology of Persuasion by Dr. Robert Cialdini

All Selling Aside Episode 65: Profit Down-Selling Tips

All Selling Aside Episode 66: Profitable Up-Selling Tips

All Selling Aside Episode 36: The Remarkable Power of Three

F.I.T. Networking Formula

Mon, 08 Jul 2019 07:00:00 +0000

In this episode, I want to share with you the story of my student Phil. He is a musician, artist, and now novelist, but needed a way to expand his relationship capital in the world of novelists. He hired me to help with his networking strategy and I shared with him the F.I.T Formula that I recommend to all of my clients.

I asked him to start following three big-name novelists in the field and to interact with them daily. If he was unable to interact daily because they didn't post daily, then I asked that he at least take the time to check so that he could consistently bring his name to their attention. He did this and started a relationship with Stephen King.

Follow is the first step in the three-step F.I.T Formula and I look forward to sharing with you the other two steps in the course of the episode. Our three key insights for this episode will help define and explain the F.I.T Formula and why it works so well. We learn:

What the F.I.T Networking Formula is and why it works so well.
Why growing relationship capital is farming and not hunting mindset.
How the "F" of the "F.I.T." Formula can take up to 90 days to take root.

Are you ready to increase your networking skills? Then this episode is the one to. Learn each of the three steps to the formula and then go out and implement. I want to hear how this formula works for you!

In This Episode:

[01:27] - Welcome back to All Selling Aside! The show for those who hate to sell.

[03:40] - Alex shares the three key insights for this episode.

[04:52] - Quick tip of the hat to one of our students Brian, who listens to each episode 4 to 5 times, and has become conversational in English.

[05:40] - Alex tells a story about Phil, a man from Brazil who paid Alex to mentor him.

[07:58] - Alex coached Phil to use the F.I.T. formula to expand his network.

[08:20] - Learn what the F, I, and T stand for and how they apply to networking.

[09:17] - Why the "F" can take 90 days or longer.

[12:01] - Alex shares why growing relationship capital is more like farming than hunting.

[12:42] - Once you are noticed, you "I" - invite them for an interview, then "T" tell the world.

[13:35] - This formula applies across industries — Alex provides the example of coaches, financial advisors, and doctors.

[18:10] - Pamper your relationship, don't pimp into it.

[18:38] - The persuasion principle of consistency is extremely important in this method.

[19:50] - The Alexism for this episode is, "It's better to grow deep roots than to pluck ripe fruits."

[21:26] - Alex provides a quick recap of the three key insights.

[23:17] - If you've already given Alex a review, write down a specific takeaway from this episode on an index card. If you haven't, though, please use that Aha! moment as your review for the show at this link!

[25:06] - In honor of this episode, Alex gives listeners a final gift. You can get a completely free copy of his book Alexisms by going to this link! You will also get free access to his $497 VBT e-Course!

Links and Resources:

Guerrilla Business School

Push Button Influence

Stephen King

James Patterson

J.K. Rowling

The 6 Principles of Persuasion

Clear Path Coaching

Sean Stephenson

Choose Who To Lose!

Mon, 01 Jul 2019 07:00:00 +0000

Today I share how choosing who to lose opens up more doors than simply deciding on who to keep. In 2011 my mentor Roy H. Williams and I were at the Pathfinder Mastermind, and I had a question I was burning to ask him. I wanted to know how he managed to target his audience so effectively.

Roy's response was that I needed to, "Choose who to lose." When I asked for clarification he referred me to one of his Monday Morning Memos (specifically the one from 5/30/2005) discussing how deciding who not to target is more clarifying than deciding who to target. The memo goes on to discuss three other rules for properly targeting the right audience.

I also share an amazing case study of my own. I share an ad that I created with T. Harv Eker that made over $22 million dollars in just three years. Let me know if you can spot the four targeting concepts we discuss in the episode.

Our three key insights for this episode explore why narrowing your targeting creates more effective messaging and how to niche down. We learn:

Why declaring who you DON'T want to sell 1st, clarifies who you DO.
Why candor in messaging has the surprising power to grab attention.
Why your message is a far more effective targeting tool than media.

You won't want to miss this episode if selling really isn't your thing. Why? Because when you're speaking to the right people and providing them the right content, selling becomes simple.

In This Episode:

[04:01] - Alex relates the three key insights for this episode.

[05:11] - The episode starts as Alex recounts asking his mentor, Roy H. Williams, how he targets his audiences when they were at the Pathfinder Mastermind in 2011.

[06:00] - Roy responded with four words, "Choose who to lose!"

[06:14] - "Creativity is the truth made fascinating." Not the Alexism for this episode, but today deserved a bonus.

[07:00] - After asking for clarification, Roy recommended Alex look up a Monday Morning Memo from 5/30/2005.

[07:32] - Alex reads the Monday Morning Memo he was referred to.

[08:42] - Target through the content of your message rather than the demographic profile.

[10:03] - After targeting through content, you have to gain attention.

[11:10] - Surprise your target with candor. Fascinate them with candor.

[12:43] - Make it make sense. Believability is the key.

[14:59] - The riches are in the niches. The more narrowly you define your ideal customer, the easier it is to speak to them.

[15:49] - Alex shares examples of niches that he targets naturally due to the content he creates.

[17:25] - He reveals one of his most successful ads to date for the Ultimate Internet Boot Camp.

[18:13] - Today's Alexism: Creativity in marketing is the truth made fascinating.

[19:09] - Alex provides a quick review of the episode and restates the three key insights for today.

[20:55] - If you've already given Alex a review, write down a specific takeaway from this episode on an index card. If you haven't, though, please use that Aha! moment as your review for the show at this link!

[22:45] - In honor of this episode, Alex gives listeners a final gift. You can get a completely free copy of his book Alexisms by going to this link! You will also get free access to his $497 VBT e-Course!

Links and Resources:

Profitable Up-Selling Tips

Mon, 24 Jun 2019 07:00:00 +0000

Today we learn the keys to upselling and how to make upselling work for you in your business. My friend and colleague, T. Harv Eker, started his paramount sales career in the women's shoe department of a store. Obviously, he went on to much bigger and better things, but it was while selling shoes that he learned one of the keys to sales.

One day young Harv was helping a woman try on shoes. She tried on several, decided on a few, and asked him to put them behind the counter while she shopped around the mall. He told her that was okay and put the shoes aside. He was very excited about this purchase because the woman was prepared to buy several hundred dollars in shoes.

Unfortunately, that woman never came back. When selling high-frequency, low-end products such as shoes, clothes, accessories, books, etc., remember one thing, the sale has to happen "now or never." Sell to your customers while you have their attention and then capitalize on that attention and upsell.

Our three key insights for this episode all involve the beauty and strategy of down selling your products and services. We discover:

How up-selling is faster, better, and easier with micro-commitments.
How to apply up-selling with high-frequency "retail" purchases.
How to up-sell one-time offers with a free physical offer like a book or some sort of audio.

Tune in to learn how companies upsell you every day and how you can implement those same practices to greatly increase your margins in your day to day sales. These concepts work both with physical products and digital products, so you're covered no matter how you reach your customers!

In This Episode:

[4:05] - Alex reveals the three key insights for this episode.

[5:22] - Alex shares his history with today's story subject: T. Harv Eker

[6:22] - Harv started his sales career in the women's shoe department at the age of 17.

[7:51] - Learn one of the cardinal sins of sales through Harv's shoe sales experience.

[8:41] - With consumable high-frequency offers, like shoes and accessories, you want micro-commitments and then you want to upsell.

[10:57] - Most people don't know how to upsell, but with low-end products, it is a must.

[11:53] - Alex shares examples of upselling opportunities that dramatically increase profits.

[14:24] - Learn how to upsell by using special offers and programs.

[16:51] - Alex moves back to ladies shoes and how you can upsell with multiple colors and accessories.

[18:13] - Virtual upselling happens when you funnel your customers through trip wires and one-time offers.

[21:55] - The Alexism for this episode is this, "The ripest fruits on any tree are typically the hardest to reach."

[22:22] - Alex provides a quick episode review and restates the 3 insights for this episode.

[24:22] - If you've already given Alex a review, write down your biggest takeaway from this episode on an index card. If you haven't, though, please use that Aha! moment as your review for the show at this link!

[25:36] - In honor of this episode, Alex gives listeners a final gift. You can get a completely free copy of his book Alexisms by going to this link! You will also get free access to his $497 VBT e-Course!

Links and Resources:

World's Greatest Marketing Seminar

Guerrilla Business School

www.marketingonline.com/book

Jeff Bezos of Amazon

www.supersmile.com

Profit Down-Selling Tips

Mon, 17 Jun 2019 07:00:00 +0000

Today's story is about me, Ryan Levesque, and my P.L.U.S. marketing funnel. Here I was at the gym in my apartment complex when I receive a call from Ryan. He had just heard about my marketing funnel and gave me a call while he was going through the TSA pre-check at the airport.

The P.L.U.S. marketing funnel was formed when a launch when south. I created this formula and managed to make back all of the debt the launch created and then some, saving the launch and my relationship with several of my friends who were joint-venture partners.

Ryan was embarking on a launch later in the year and I was one of the joint venture partners. The launch was designed used the PLF formula, but Ryan heard about my success with my P.L.U.S. launch formula and wanted to know more. After his launch, Ryan only netted about 15% in profit. His goal was to increase his return on investment by employing a post-launch upsell strategy which my sales team and I created.

Ryan had two offers he was looking to sell but the cost margin on them wasn't significant enough for a true down sell. I dug out of Ryan that he had in the past provided a done-for-you service and the cost of that service was significantly higher than the other two services. I convinced him to offer that service even though it wasn't available, and then I mapped out how down selling would allow him to scale his business without ever having to sell the defunct done-for-you service.

Our three key insights for this episode all involve the beauty and strategy of down selling your products and services. We discover:

Why down selling works faster, better, and easier than upselling.
Why down selling is about designing and offering the highest-end offer first.
Why down selling works with three different price points in a single-family offer.

Tune in to learn how Ryan managed to turn the profit margin on his launch around by starting at the top of the sales pyramid and working down. Use this information to further your selling success using Ethical Influence.

In This Episode:

[3:47] - Alex reveals the three key insights for this episode:
Why down selling works faster, better, and easier than upselling.
- Why down selling is about designing he highest-end offer 1st.
- Why down selling works with 3 price points in a single-family offer.
[5:28] - Today's story starts off with Alex in his gym speaking with Ryan Levesque on the phone about my P.L.U.S. marketing funnel.
[6:07] - Alex shares the meaning behind the P.L.U.S. acronym: Post, Launch, Upsell, Strategy.
[7:36] - Ryan shared the details of his launch with Alex. After all was said and done, he only netted about 15%.
[8:40] - Alex shares details about Ryan's post-launch upsell strategy.
[10:07] - Ryan shares the different offers he was selling and why I had a problem with the cost of the programs.
[11:22] - Alex shares the process of down selling and how it completely change the environment of Ryan's launch.
[14:49] - Utilize the power of the 3 in the offer anatomy of down selling.
[15:28] - Start high then go low with digital products. For physical products, you want to focus on upselling.
[17:00] - Alex reveals the power of the cumulative trio — a concept he created in 2006.
[20:54] - Learn how the Contrast Principle as explained by Dr. Robert Cialdini applies to down selling.
[22:18] - Another advantage to down selling is the takeaway concept versus the add on.
[24:18] - The Alexism for this episode is this, "The ripest fruits on any tree are typically the hardest to reach."
[24:47] - Alex provides a quick episode review and restates the 3 insights for this episode.
[25:53] - If you've already given Alex a review, write down your biggest takeaway from this episode on an index card. If you haven't, though, please use that Aha! moment as your review for the show at this link!
[27:16] - In honor of this episode, Alex gives listeners a final gift. You can get a completely free copy of his book Alexisms by going to this link! You will also get free access to his $497 VBT e-Course!

Links and Resources:

Disrupting Dishonest People

Mon, 10 Jun 2019 07:00:00 +0000

Today I share with you the story of a wise man in the Middle East who was challenged by a young ambitious man. The wise man was known for providing good counsel and solving disputes. He appeared to know the answer to every predicament brought before him and solved those predicaments over many years. When the young ambitious man heard of the wise man, he sought to undermine the wise man's authority and prove him wrong.

The young man hatched a vicious plan involving a dove and death. He would go to the wise man holding a dove in his hands and ask whether or not the dove was alive or dead. If the wise man said the dove was dead, the young man would release the dove and prove him wrong. If the wise man said the dove was alive, the young man would kill it in his hands. The young man felt his plan was foolproof.

Alex goes on to reveal the dilemma the wise man was put in by the young man. Rather than speaking immediately, the wise man ponders the question of the young man. When he was ready the wise man spoke. He told the young man that the choice in whether the dove was alive or dead rested solely within himself.

This story segues perfectly into the three key insights for this episode:

Authority earned gradually is ethical. Authority gained instantly is typically unethical.
Consistency and commitment, one of the 6 Laws of Persuasion by Dr. Robert Cialdini, are imperative in establishing authority.
We define what wisdom is by definition and how it conflicts with ambition.

Don't miss this inspiring episode in which we explore how to build authority to drive ethical influence, and spread wisdom without falling to ambition.

In This Episode:

[3:55] - Alex reveals the three key insights for this episode.

[5:22] - Today's story is about a wise man in a Middle Eastern village who was challenged by an ambitious young man looking to prove the wise man wrong for the first time and gain notoriety.

[10:22] - The young man poses his question and receives wisdom from the wise man.

[16:10] - Consistently and gradually building authority over time is the ethical way to grow.

[16:55] - Alex talks about the bell curve of simplicity and complexity in knowledge.

[18:48] - Oliver Wendell Holmes is the most quoted chief justice in American history — he said, "I wouldn't give a fig for simplicity on the near side of complexity, but I would give my life for simplicity on the far side of complexity."

[21:03] - He discusses ethical influence as determined by Dr. Robert Cialdini and his 6 Laws of Persuasion: Reciprocity, Commitment and Consistency, Social Proof, Liking, Scarcity, and you'll need to research the final one. {Cialdini's Six}

[24:44] - Alex shares a quote from his friend Roy H. Williams, "Passion doesn't produce commitment. Commitment produces passion."

[27:55] - Alex discusses the 4 Laws of Karma - Expansion, Likeness, Effect, and Cause - and their relation to ethics.

[31:33] - The Law of Cause and Effect is very accountable, consistent, and committed to the Laws of Nature.

[33:11] - The Alexism for this episode, "Social Influencers replace the age-old 'Command & Control' political management with 'Engage & Enroll' servant leadership."

[34:03] - Alex runs back the episode in a quick review about the insights and implores that we all fight back against the disruption of dishonest people with our words and wisdom.

Authority, when earned gradually, is ethical. Instant authority usually reveals a lack of ethics.
Consistency and commitment are two of the most important in Cialdini's Six Principles of Influence.
What wisdom is by definition and how it conflicts with ambition.

[36:35] - If you've already given Alex a review, write down your biggest takeaway from this episode on an index card. If you haven't, though, please use that Aha! moment as your review for the show at this link!

[38:07] - In honor of this episode, Alex gives listeners a final gift. You can get a completely free copy of his book Alexisms by going to this link! You will also get free access to his $497 VBT e-Course!

Links and Resources:

Oliver Wendell Holmes Jr.

Influence (Principle of Ethical Influence) by Dr. Robert Cialdini

Cialdini's 6 Principles of Persuasion

Brendan Burchard

Tucker Max

Roy H. Williams of Wizard Academy

Mondaymorningmemo.com

Darren Hardy of Success Magazine

Darren Daily On Demand Podcast

All Selling Aside Episode 53: Avoid Bad Business Karma

D.E.L.T.A. Selling Process

Mon, 03 Jun 2019 07:00:00 +0000

Today I want to share with you the story of Jerry Acuff and the car buying experience that he shares in his book Stop Acting Like a Seller and Start Thinking Like a Buyer: Improve Sales Effectiveness by Helping Customers Buy, on pages 18-20. Jerry was considering buying a BMW, same brand of vehicle I own.

Jerry recounts walking into the BMW dealership and not being accosted by salespeople. Instead, he was able to walk about and check out the different vehicles. After a while, a salesperson approaches him and asks a series of questions. The questions lead Jerry and the salesperson to the ultimate conclusion that BMW is not the right fit for him, but the way in which it was done is supremely important.

In today's episode, I walk you through the steps of the D.E.L.T.A. sales process, why it is much more effective now than other sales tactics, and why connecting is better than closing. We also discuss the certainties which have to be true before a sale can be made. Sales is not about making the close, it's about making the connection that leads to several closes.

Are you ready to take your business to the next level and become a highly skilled ethical influencer? Then listen to this episode and learn how to make sales through connections and honest communication.

In This Episode:

[03:37] - Alex reveals the three key insights for today's episode.

[04:52] - Alex shares a story about Jerry Acuff, one of the authors of Stop Acting Like a Seller and Start Thinking Like a Buyer.

[06:43] - While looking at a BMW, Jerry is taken through a series of questions very similar to the Socratic Method of questioning.

[08:20] - When asked a question, consider asking another question rather than making a statement.

[10:13] - Alex talks about transparent honesty and how this salesperson sold with seeding through storytelling.

[11:07] - There is significant power in telling a potential buyer that the product is not for them. Alex solidifies this with a story about his own products and sales process.

[13:14] - Alex introduces the D.E.L.T.A. process and reveals that "D" stands for develop.

[14:11] - The "E" stands for engage; engage in meaningful dialogue.

[15:35] - "L" learn the prospects chief complaint. Alex admits this isn't in the book, but he feels this is an important step in sales.

[16:56] - "T" tell objection obliterating stories, the keys that unlock the doors to the barriers.

[18:03] - "A" ask appropriate commitments that advance the sale - don't go straight for the close.

[19:21] - Alex shares the reason he feels the D.E.L.T.A. sales process is much more effective than prior sales practices.

[20:22] - "ABC" does not stand for "always be closing" instead it stands for "always be connecting." This is a relational process, not a transactional one.

[22:08] - Alex shares this week's Alexism.

[22:28] - There are three different certainties that you need a 9 or 10 to make the sale. You cannot leapfrog or skip any steps in the process of intimacy.

[23:13] - The first level of certainty has to do with the product you are selling.

[24:00] - There must be a high level of certainty about the salesperson, you.

[24:33] - The third level is the potential of delight they buyer has when buying the product.

[25:24] - Alex recaps the three insights from today's episode about Jerry Acuff, his D.E.L.T.A. sales process, and why ABC should be about connecting rather than closing.

[27:14] - If you've already given Alex a review, write down your biggest takeaway from this episode on an index card. If you haven't, though, please use that Aha! moment as your review for the show at this link!

[28:31] - In honor of this episode, Alex gives listeners a final gift. You can get a completely free copy of his book Alexisms by going to this link! You will also get free access to his $497 VBT e-Course!

Links and Resources:

How to Win Friends and Influence People by Dale Carnegie

Stop Acting Like a Seller and Start Thinking Like a Buyer: Improve Sales Effectiveness by Helping Customers Buy by Jerry Acuff and Wally Wood

Amazon.com

Socrates

The Socratic Method

Success Resources

Wealth Creation Formula

Mon, 27 May 2019 07:00:00 +0000

In December of 2000, I produced my first information product to sell online. It was called Marketing with Postcards, and I was selling it for $247. The ecosystem that I was in back then, the early days of the internet, was the time when people were selling $20 e-books, all digital, and my product was physical.

I decided to create a secondary offer when I realized that the profit margin on the physical course was not in line with the industry. So, inside the sleeve of the 3-ring binder which housed the Marketing with Postcards course, was a card offering two 30-minute post-course consultations. I answered any questions that my clients had about the course and then I offered a $5,000, 90-day coaching program, which became my primary offer.

All of this was made possible by the Wealth Creation Formula, the formula I used to generate my then annual income, monthly. What is the Wealth Creation Formula? It's a 4-part system outlining the steps to take when scaling your business. As my business grew, I did not change my Intention or Purpose, I changed my Strategy and how I Executed that strategy.

In today's episode, I'll take you through the Wealth Creation formula and how to use it to grow and scale your business. I'll also explore the three key insights related to the Wealth Creation Formula:

What is the Wealth Creation Formula
How I converted my annual income in 2001 into a monthly income in 2003
Why revising two of the four-step Wealth Creation Formula is necessary for business growth

Are you ready to take your business to the next level and become a highly skilled ethical influencer? Don't miss this inspiring episode documenting what it takes to convert your annual income into your monthly income.

In This Episode:

[3:40] - We learn about today's three key insights, which focus on the Wealth Creation Formula and its steps.

[5:04] - Alex shares a story about creating his first information product for sale online — Marketing with Postcards.

[7:30] - We hear about Alex's process for creating tiered services and driving prospects toward his primary offer.

[9:58] - Alex delves into the 4-part Wealth Formula he used to convert his annual income into his monthly income.

Intention - what do you want?
Purpose - why do you want it?
Strategy - how are you going to get there?
Execution - who is going to do it, and by when?

[12:15] - You need a different strategy once you leapfrog different stages of growth.

[13:15] - Alex discusses his intention when he started as an information marketer in 2001.

[15:10] - His intention was founded from the teachings of Bob Ross, who asked, "What if you could turn your annual income into your monthly income?" — and how he did it in 23 months.

[16:04] - We delve into Alex's purpose, and what was pushing him to achieve his income goals.

[16:34] - Never change your purpose or intention, change your strategy and execution as you reach new levels of growth.

[17:20] - Alex discusses his strategy within the Wealth Formula — consulting.

[18:04] - His execution was handled by him initially, but he had an assistant to help him schedule his appointments.

[18:56] - Alex gives you the key to the Wealth Formula — Tracking units rather than dollars.

[20:22] - Create a vision board to track your magic number.

[22:13] - When you hit the glass ceiling, revise your formula, keep your Intention and Purpose intact and update your Strategy and Execution.

[25:09] - Alex talks about creating his ascension model which occurred when he scaled his consulting business.

Phase 1 - Consulting
Phase 2 - Certification
Phase 3 - Become a Partner

[26:44] - This episode's Alexism is this: "Actions are better than words. Well done is better than well said."

[17:21] - Alex recaps the main points of the episode including the 4-part Wealth Creation Formula, using vision boards to maintain a clear vision of your goals, and when to change your strategy and execution.

[29:09] - If you've already given Alex a review, write down your biggest takeaway from this episode on an index card. If you haven't, though, please use that Aha! moment as your review for the show at this link!

[30:50] - In honor of this episode, Alex gives listeners a final gift. You can get a completely free copy of his book Alexisms by going to this link! You will also get free access to his $497 VBT e-Course!

Links and Resources:

Ryan Deiss of Digital Marketer

Bob Proctor - The Secret to Think and Grow Rich

Calendly

AppointmentCore

Harv Eker, "The Magic Number"

7-Habits of Highly Successful People by Stephen R. Covey

Five Stages of Conversion

Mon, 20 May 2019 07:00:00 +0000

Have you been around since episode 1? If so, you probably remember my pigeon story. (And if not, I recommend you go back and listen to it now, then come back to this episode.) If you need a quick refresher, here are the basics. I had just lost quite a lot of money through my business, and got kicked out of my apartment, so I had to move back in with my mom. Naturally, I felt tremendous guilt and shame.

I sat on a park bench to think about my life, and how to get out of the mess that I had gotten into. That was absolutely the rock bottom of my life. As I sat there, I watched an elderly woman feeding pigeons. She held seeds in the palm of her hand, and walked slowly toward the pigeons (who walked away). She then turned around and walked away from the pigeons, who started following her. They repeated this dance several times, with the distance between the woman and the pigeons getting closer and closer every time.

The pigeons had started as blocks of ice. As they danced with the elderly woman, they got warmer and warmer, as they grew more and more interested in the seeds she held and trusting of her. Eventually, one pigeon came up and pecked at the bird seed in her hand. That was the leader, which was closely followed by some first followers. Through this story, you've heard about the five stages of conversion: ice, cold, warm, hot, and steam (the first pigeon and first followers).

In today's episode, I'll dig deep into how the five stages of conversion that I've revealed in this story. I'll also explore three key insights related to this concept:

Why most professionals overlook two of the five stages of conversion
Why the five stages of conversion are a process, not five separate events
Why the five stages of conversion system is critical to the growth of your business

Don't miss this powerful episode that can truly transform the way you do business and help you bring prospects all the way through the process.

In This Episode:

[03:59] - We hear about the three key insights that Alex will talk about over the course of today's episode of the podcast.

[05:31] - Alex recalls and recaps the pigeon story that he shared in episode 1, over a year ago.

[10:48] - As Alex sat on the park bench, he explains, he watched an elderly woman feeding pigeons. He explains how she eventually got the pigeons to eat from her hand.

[15:17] - Through this story, Alex has explained the five stages of conversion. He explains that the key is to identify the stage you're in.

[18:24] - Alex reiterates that conversion is a process, not an event. He then lists the five stages of the process.

[20:12] - We learn about the three stages that most people teach, and why leaving out two stages is a problem.

[23:22] - Marketing and conversion are about movement, Alex explains, and relates this to his previous points about the five stages of conversion.

[24:36] - Here's the Alexism for today: "Wildly successful business owners focus on progress, not performance."

[25:52] - We hear a review and recap of the main points that Alex has covered today, including the three key points that he has explored. Alex also shares another story about pigeons and treating them as if they were at a different stage.

[28:20] - Please take a moment to leave a review on iTunes! At this link, write down your biggest specific takeaway from this particular episode as your review.

[30:02] - In honor of this episode, Alex gives listeners a final gift. You can get a completely free copy of his book Alexisms by going to this link! You'll also get access to the world's best strategy for creating a bestseller.

Links and Resources:

Create Your First Self-Published Amazon Bestseller

All Selling Aside Episode 1: Confessions of a Serial Entrepreneur

First Follower: Leadership Lessons from Dancing Guy

How to Create A Movement

Mon, 06 May 2019 07:00:00 +0000

I don't usually give the answers right away, but today, the topic is so important that I'm going to go straight for those answers. You can create a new movement, and you do so through three important elements:

creating (or learning) a new language
building a new community
developing new leadership

Ready to learn more about what this means, and how to implement these steps? Let's start with the story of William G. Wilson (or Bill W.). In 1935, he found himself standing in a hotel lobby craving alcohol during a business trip. He narrowed his options down to two: order a drink in the hotel bar, or ask another recovering alcoholic for help.

Fortunately, Bill chose the latter. He ended up arranging a meeting with Dr. Bob, an alcoholic surgeon. Their meeting was supposed to last 15 minutes, but they ended up talking for hours. They forged a deep friendship, which also led to Dr. Bob's sobriety and the launch of Alcoholics Anonymous. As you'll learn in this episode, the organization meets those three elements I mentioned of creating a new movement.

If you're not sure how this applies to your business, or how to use this information to create a movement of your own, this is the episode for you! I'll dig deep into how these points about movement-building and recidivism relate to you, an ethical influencer. This is a powerful episode that I believe can truly help you turn your business into a movement, so don't miss out.

In This Episode:

[03:38] - This episode's three key insights are the three parts of creating a movement, Alex explains, and lists the parts.

[05:21] - Alex launches into today's story, which is about one of the co-founders of Alcoholics Anonymous.

[08:49] - We learn that Dr. Bob also gained sobriety through the friendship that he and Bill W. formed.

[09:18] - Alex relates this story to his points about beginning a new movement, pointing out that AA had a new language, a new community, and new leadership.

[10:12] - We hear about the growth of AA, and the three reasons why the organization has lasted so well through the years.

[11:49] - Alex explains what recidivism means, and explores how it relates to creating a business movement.

[13:43] - The concept of creating a movement has a good side and a bad side, Alex points out.

[15:05] - We learn more about the dark side of creating a movement.

[16:23] - How do Alex's points about recidivism and creating a movement relate to you, as an ethical influencer?

[21:23] - Alex talks about building a community, and how this functions for him. He then digs into what a first follower is.

[23:47] - We hear about the reason why Bill W. and Dr. Bob's legacy is still in existence and growing.

[24:39] - The Alexism for today's episode is this: "If you're a true business leader, and you've completed your job, then all your followers say, 'We did it ourselves!'!

[25:21] - Alex reviews the insights that he has explored and rediscovered in today's episode, including the three parts of creating a movement.

[27:05] - Speaking of reviews, it's your turn! Head to this link and leave your biggest takeaway from today's episode as your review of the show.

[28:33] - Alex offers listeners a final gift: completely free access to his four-part video e-training course. Save the usual $197 cost by getting started at this link!

Links and Resources:

Alcoholics Anonymous Big Book

William G. Wilson

Dr. Bob

Alcoholics Anonymous

First Follower: Leadership Lessons from Dancing Guy

Scribe Media

Platinum Rule of Selling

Mon, 29 Apr 2019 07:00:00 +0000

In December 2000, I was on a plane with my family about to fly from New York to San Francisco. I had a thriving business on the East Coast, but we had no family there, so we moved to the West Coast to live with my in-laws until we found our home.

Of course, after leaving my business behind, I had to figure out something new. This is when I decided to do teleseminars, set up a system, and in fact became the "Larry King of teleseminars." The tragic events of 9/11 ended up having a profound impact on my business, and I was able to put the platinum rule into place: "do unto others as they would want done to them."

The reason that the platinum rule works so well in sales is that not everyone is like you. Fostering curiosity, instead of the false certainty that everyone is like you, helps you speak to people in language that resonates with them. The platinum rule is at the center of today's key insights into becoming a highly skilled ethical influencer:

How the platinum rule differs from the golden rule, and why the two are relevant to your business.
What the four decision-making styles are, and the ideal sequence to approach them.
Why platinum rule sales will profit more than golden rule sales.

If you're ready to truly become a highly skilled ethical influencer, don't miss this powerful episode! Understanding the roles of the golden rule and the platinum rule in business is one of the keys, and this episode will help you deeply grasp how they function and why the platinum rule is so important in your business.

In This Episode:

[03:43] - We learn about today's three key insights, which focus on the golden rule, the platinum rule, and the four decision-making styles.

[05:25] - Alex shares a story about moving from New York to the San Francisco Bay Area.

[08:02] - We hear about some of the things that Alex has learned about teleseminars.

[09:39] - Alex talks about the impact that 9/11 had on his business, although he didn't realize the connection until years later.

[11:26] - During the process he has been talking about, Alex did unto others as they wanted to be done unto.

[12:16] - We return to Alex's story about the platinum rule, this time with an event from 2007.

[14:09] - Alex digs into what the platinum rule is, and how it's different from the golden rule.

[16:14] - Using the Socratic method helps you generate more profits through the platinum rule, Alex explains.

[17:42] - Alex digs into the four personas that you'll discover as you explore the platinum rule:

Director/competitive
Socializer/spontaneous
Relator/humanistic
Thinker/methodical

[21:54] - Alex explains that the sequence to the system is the solution, and talks about how he goes after different personas in order.

[23:14] - Why is the platinum rule more profitable than the golden rule when you're selling?

[23:44] - This episode's Alexism is this: "Wildly successful entrepreneurs don't wait for their ship to come in. Instead, they swim out to it!"

[24:15] - Alex quickly reviews and recaps the points that he has covered over the course of this episode.

[25:44] - If you've already given Alex a review, write down your biggest takeaway from this episode on an index card. If you haven't, though, please use that takeaway as your review for the show at this link!

[27:36] - In honor of this episode of the podcast, Alex gives listeners free access to his four-part video e-training course, which usually costs $197. Get started at this link!

Links and Resources:

The Platinum Rule by Tony Alessandra and Michael J. O'Connor

NightingaleConant

The Platinum Rule for Sales Mastery by Tony Alessandra, Scott Michael Zimmerman, and Dr. Joseph "Mick" La Lopa

Michael Gerber

Think BIG, But Act Small

Mon, 22 Apr 2019 07:00:00 +0000

I want to share a story (that may or may not be true) about one of my favorite people in investing. Warren Buffett was playing golf with three other billionaires. Just before he struck the golf ball, the other billionaires wanted to make a bet that he wouldn't hit a hole in one. Based on the odds, he would have won $40,000 if he hit that hole in one, and had to pay just $20 if he didn't.

Instead of accepting or declining, he thought through the odds and then offered to play for a larger bet: $4,000,000 if he won, and $20 if he lost. The other billionaires probably rolled their eyes over how little fun he was to make bets with. Buffett pointed out, though, that it wasn't about his $20 risk; it's that stupid in little things is stupid in big things.

This ties into Buffett's first rule of money: don't lose it! His second rule is this: "Never forget rule #1." Risk is inevitable, but loss is optional if you take a calculated risk by acting small and thinking big. Acting small means testing. You track the result, then act a little bigger, then test again. As long as you keep getting good results, you keep acting bigger!

Tune into this episode to learn all about this concept. By the end of the episode, you'll deeply understand these three key insights:

Why how you do anything is how you do everything.

Why ethical influencers win by thinking big, but acting small.

Why failure is an event, not a person. Test small in order to win big!

In This Episode:

[03:22] - Alex introduces the three key insights that you'll come to understand over the course of today's episode.

[04:50] - We hear a story about one of Alex's favorite people in investing: Warren Buffett.

[09:06] - Alex shares Warren Buffett's reaction to being offered $40,000 if he won a bet, and $20 if he lost.

[09:37] - Warren Buffett's rule #1 of money is "don't lose money." Alex talks about this, and explains why loss is optional.

[11:54] - As promised earlier, we learn who told Alex the story about Warren Buffett and his golf bet.

[12:57] - We hear about the manifestation process that Alex has talked about in previous episodes.

[15:36] - Alex invites listeners to visit his Alexims book website, and uses it as an example of testing before acting big.

[18:06] - We hear about Alex's dog, and how the dog herself is an example of acting small.

[20:10] - Every offer that you make has objections, and the sales process doesn't even begin until you get an objection, Alex points out.

[23:47] - Alex explains the DELTA sales process, which comes from Jerry Acuff.

[24:25] - Alex shares today's Alexism: "Wildly successful entrepreneurs do not break through their comfort zones, they expand their comfort zones!"

[26:05] - We hear a quick review of the major insights that Alex has covered in today's episode.

[28:04] - Speaking of reviews, it's your turn! Go to this link and leave a review of the podcast by posting your biggest takeaway from this (or another) episode.

[29:36] - Alex gives listeners a final gift in honor of this episode: free access to his four-part video e-training course (normally $197). Head to this link to get started!

Links and Resources:

It's A Wonderful Lie!

Mon, 15 Apr 2019 07:00:00 +0000

Once there was a pastor in the American South who delivered a great sermon. Afterward, his congregation congratulated him on how great it was. The next week, he delivered the exact same sermon again. He did the exact same thing the following few weeks. Finally, one of the trustees of the church pointed out to the pastor that he had given the same sermon over and over for several weeks.

The pastor revealed that he had been giving the same sermon intentionally. A crowd gathered to listen to his explanation: "I'll stop giving that sermon the moment that the people in our congregation start living it."

The most common question that I've been asked at any of the hundreds of live events or thousands of virtual events that I've spoken at is this: "What business should I start?" However, business ideas don't make money. What does make money is having something that you're committed to that you build and grow over time. This is why what business you should start isn't the first question you should ask yourself. Instead, try, "Who knows me?"

If you've tuned in before, you know I've already talked about the VCP process (and that's why I shared the story of the preacher and his sermon). When you're moving from V to P, you can't skip the C (credibility). This is why who you know is less important than who knows you. Who you know doesn't guarantee profitability, but who knows (and trusts) you in business is the key.

Once you understand this, you understand the first two of today's three key insights into becoming a highly skilled ethical influencer. The third is this: "first who, then what" is the safety net under the tightwire of any business startup. Tune into this episode to gain a deeper understanding of all of this, so you can learn to take your business into profitability.

In This Episode:

[03:21] - Welcome to today's episode of All Selling Aside! Alex mentions the three key insights into becoming a highly skilled ethical influencer that he'll cover in this episode.

[05:15] - We hear a story about a pastor giving the same sermon over and over.

[07:44] - Alex is drawn to the new, the unique, and the innovative, he explains, but points out the benefits of the old too.

[09:21] - Since 1995, Alex has talked to over 800,000 entrepreneurs who wanted to start a digital marketing business. He talks about the most common question that he's heard throughout those events.

[11:56] - Alex explains why the first question you ask yourself shouldn't be what business you should start.

[15:49] - We hear about a question you should be asking yourself to help ensure profitability in your business.

[17:18] - How much uninterrupted time do you spend each week growing your business network?

[18:54] - Alex recaps some of the right (and wrong) questions to ask yourself when building your business and network.

[19:18] - The fastest, easiest, most reliable way to speed up the process is to join a mastermind, Alex points out.

[21:32] - Today's Alexism is this: "Effective 'social influencers' are like the wind: you can't

see them, but you notice their presence." He explains how this relates to what he has been talking about through this episode.

[24:04] - Alex quickly reviews and recaps the points that he has made today, including the three key insights he has covered.

[26:06] - Now that Alex has given you a review of his points, will you take a moment to give him a review too? Head to this link and write down your biggest takeaway from this specific episode as your review of the podcast.

[27:58] - In honor of today's episode, Alex has a final gift for listeners. Go to this link to get completely free access to his four-part video e-training course (which normally costs $197).

Links and Resources:

Good to Great by Jim Collins

Ivan Misner

BNI

The Entrepreneur Roller Coaster by Darren Hardy

World's Most Lucrative Skill

Mon, 08 Apr 2019 07:00:00 +0000

The father of modern networking grew up in Covina, California. Despite his ordinary beginnings, Ivan Misner is the founder of the world's largest business networking organization, BNI. When Ivan started his consultancy business, he was looking for referrals not for himself, but for his colleagues. This was the seed for what would become BNI, which is now a global business network.

In today's episode, I'll explain the importance of relationships and having a strong business network. But remember that these relationships don't just spring up; their seeds must be nurtured and fed through mutual trust and shared benefits. As they grow, they evolve through the three phases of the VCP process: visibility, credibility, and profitability.

You may have noticed the agricultural language surrounding this process. As Ivan points out, this is farming rather than hunting. If hunting is transactional, farming is relational! Furthermore, hunting is about survival, while farming is about thriving. Both work, but the VCP process or the farming principle is based in ethical influence.

Tune into today's episode to learn all about how to work your way through the three steps of the VCP process, and how building visibility and credibility (along with a strong business network) will grow into profitability. I'll also cover two other key insights into becoming a highly skilled ethical influencer: what a business network is by definition (and what it's not), and why building a business network is your single most lucrative skill.

In This Episode:

[03:13] - Alex welcomes listeners to today's episode, and lists the three key insights that he'll explore over the next half hour.

[04:30] - We learn about the father of modern networking.

[06:43] - The key concept in referral marketing is all about relationships, Alex points out, and these relationships work both ways.

[07:52] - Alex emphasizes the importance of nurturing relationships.

[09:19] - We learn about the three steps of the VCP process: visibility, credibility, and profitability (which grows from the other two).

[10:51] - Alex talks about farmers versus hunters, and points out that hunting is about surviving while farming is about thriving.

[14:31] - We hear about something that happens a lot: you encounter someone briefly, want to do a joint venture, and they ask, "Who are you?" So how do you become visible?

[16:26] - Alex illustrates his points by talking about all the people involved in a wedding.

[17:42] - A business network is not a haphazard group of friends who just happen to know each other, Alex explains.

[19:31] - The Alexism for this episode is this: "Entrepreneurship is like skydiving. You don't need a parachute to skydive, but you need a parachute to skydive more than once!"

[21:35] - Business is about sales, Alex points out, and emphasizes the value of a business network again.

[22:02] - We hear a quick review of the insights that Alex has covered in today's episode.

[23:53] - Speaking of reviews, thank you if you've already left one on iTunes! If you haven't, please go to this link. Write down your biggest takeaway from today's episode as your review!

[26:12] - Alex gives listeners a final gift in honor of this 56th episode of the podcast: free access to his four-part video e-training course (normally $197). Get started at this link.

Links and Resources:

The 7 Habits of Highly Effective People by Stephen Covey

Ivan Misner

BNI

Zig Ziglar

Born to Win by Zig Ziglar

Start Your Biz Legacy Today

Mon, 01 Apr 2019 07:00:00 +0000

Zig Ziglar used to tell a story about three men cutting stone a few hundred years ago. A passerby asked the first stonecutter, "What are you doing?" The first man responded, "I'm cutting stone."

The passerby asked the second man the same question. This time, the response was, "I'm earning a living."

Finally, the passerby asked the third man what he was doing. And this time, the answer was completely different: "I'm building a cathedral."

Which of the three responses is a legacy response? I bet you already understand that it's the third. You see, there are three types of purpose: a daily purpose, a life purpose, and a legacy purpose. The final type is the one that involves creating something that will live on for future generations. If you're not sure what your legacy purpose is, you're not alone. But you might be surprised by just how easy it is to figure out!

My strategy for figuring out your legacy purpose involves what I call the "five why" deep dive. In today's conversation, I'll go into depth about how this works and how it can help you discover your own seed cause (as opposed to your root cause). By asking "why" you want to do something, why that reason is important, why that's important, and so on, until you've asked "why" four or five times, you'll reach your seed cause.

Tune into this episode to let me help you understand exactly how to use this method to find your legacy purpose. You'll also learn about the four parts of the process of manifestation, as well as two other key insights into becoming a highly skilled ethical influencer: why your business legacy is a decision you make while you're still living, and why your legacy is about your purpose, not your intention or strategy.

In This Episode:

[03:30] - Welcome to the show! Alex talks about the three key insights into becoming a highly skilled ethical influencer that he'll talk about today.

[04:49] - We hear about the ongoing legacy of Zig Ziglar, as well as a story of his that reveals the meaning of a legacy response.

[06:54] - Alex talks about why your business legacy is a decision that you make while you're still living.

[07:56] - We learn an easy way to figure out your legacy purpose.

[10:01] - Alex talks about the seed cause as opposed to the root cause, and explains that the seed cause needs to go very deep.

[10:52] - We hear about some people who have left legacies over the years, and learn that it doesn't necessarily mean a positive thing.

[12:17] - Your legacy isn't about your intention or strategy, but about what you will leave behind for generations, Alex points out.

[14:04] - We learn about the importance of commitment when it comes to leaving a legacy.

[15:39] - Alex shares an experiment you can do to overcome the fear of objections and rejection when you're enrolling someone.

[16:09] - Today's Alexism is this: "Business leaders who know, but don't do, still don't know." We then learn about the four parts of the process of manifestation.

[17:48] - Alex gives the example of a massage therapist who wants to make a million dollars a year.

[19:36] - We hear a quick review of the insights that Alex has covered today.

[21:49] - Ready to give a review of your own? Head to this link and leave your biggest takeaway from this specific episode as your review of the podcast.

[23:48] - In honor of this episode, Alex is giving listeners completely free access to his four-part video e-training course, which usually costs $197. Head to this link to get started!

Links and Resources:

The Bigger the Why, the Easier the How

Zig Ziglar

Mother Teresa

John F. Kennedy

Dr. Martin Luther King Jr

Assisting vs. Helping Clients

Mon, 25 Mar 2019 07:00:00 +0000

Let me tell you a little story about helping, assisting, dependency, and interdependency. I had just completed a teleseminar in 2004, while my one-year-old daughter took a bath. This evening, it was my responsibility to dry her off and put her in bed. When she saw me coming in to get her, she reached up her arms as if asking me to help her out of the tub. I might have been overthinking things, but I decided that this was an opportunity to assist rather than help her.

Instead of lifting her out, I offered her a hand to help her out of the bathtub. She banged her knee as she got out, then the heel of her other foot, and started wailing as if she was badly hurt.

Two days later, we repeated the same process. She put up her arms, I offered one hand, and she got out without banging her knee. She did, however, slightly hit the heel of her other foot again as she stepped out. And again, she started wailing as if she was in agony.

Two days after that, we tried again. And this time, she knew what was coming. She took my offered hand and very carefully got out of the tub without banging her knee or heel, and without any tears or wails. This is an example of assisting someone; she became interdependent on me. If I had helped her by just lifting her out of the tub, she would have become dependent on me.

Being interdependent and dependent are two of the four -pendencies that I like to talk about. (The other two are codependency and independency.) In today's episode, you'll learn all about those four, and why interdependence is so valuable in relationships. You'll also learn about three key insights, which you may already be starting to understand:

Why knowing the distinction between helping and assisting clients makes all the difference.
Why client support is all about assisting (not helping) and ruthless compassion.
Why you only want inter-dependent clients for a lifetime.

Don't miss this episode, which I hope will give you a new perspective on your relationships with your clients!

In This Episode:

[03:31] - We learn about the three key insights that Alex will cover over the course of today's episode.

[05:04] - Alex shares the story of assisting (not helping) his young daughter to get out of the bathtub.

[08:31] - The third time Alex assisted his daughter to get out of the tub (rather than helping), she knew what was coming.

[09:38] - We learn about the difference between helping and assisting clients.

[10:31] - Alex defines his four -pendencies: dependency, codependency, independency, and interdependency.

[12:47] - We learn about transactional versus relational relationships with clients.

[13:55] - How does all of this translate into client support?

[14:53] - Here's today's Alexism: "Caring is the ultimate competitive advantage in starting and maintaining any business today."

[16:04] - Alex reviews the insights that he has talked about in today's episode of All Selling Aside.

[17:41] - Speaking of reviews, please leave a review for this podcast! But do it in a specific format: write down your biggest takeaway from this episode as your review at this link.

[18:48] - Alex gives listeners a gift in honor of episode 54 of the podcast. To get free access to his four-part video e-training course (normally $197), go to this link!

Links and Resources:

Marketing Online Support (Facebook group)

Avoid Bad Business Karma

Mon, 18 Mar 2019 07:00:00 +0000

Imagine you're in Italy in the 18th century, in a small village with 200 winemakers. The mayor of the village has decided to plan a feast, and has invited all of the local vintners to bring their best wine to him. He would mix all the wines in a barrel, and the feast would feature the best wine ever made.

One of the vintner's had a wife who pointed out that no one would notice if they contributed a glass of water instead of wine. Her husband shrugged and went along with the idea. A week later, at the feast, the mayor dipped his glass into the barrel. Guess what he pulled out?
Water. You see, everyone had come up with the same idea as that vintner and his wife. The moral of the story is that in any kind of joint venture, it's all too easy to end up with very little support. This is where the four laws of karma come into play:

The law of expansion.
The law of likeness.
The law of cause.
The law of effect.

Tune into this episode to learn more about all of these laws! You'll also learn how to apply the laws with your JV partners, the four questions I ask my students and clients, the four ways to play any game in life or in business, and how to find proven JV partners to support your movement or marketing campaign. If you're ready to play to win with the support of JV partners, this is the episode for you!

In This Episode:

[03:35] - Alex introduces the key insights that he'll cover in today's episode.

[04:47] - We go back to a small village in 18th century Italy, where the mayor tried to hold a feast featuring amazing wine.

[07:18] - What's the moral of this story?

[08:20] - Alex introduces listeners to the four laws of karma, and explains what the law of expansion is.

[09:30] - We learn more about the law of likeness, the law of cause, and the law of effect.

[11:57] - Alex shares a question that he always asks his students and his clients: what game are you playing?

[11:36] - There are only four ways to play a game, Alex explains.

[14:53] - How do you find the right JV partners?

[18:27] - If you play a winnable game, you can only get two possible results: either you win or you learn.

[20:10] - Alex gives examples of how the four laws of karma and the moral of the village wine story apply.

[24:21] - We learn that Alex has experienced many product launches where people promised to promote to their lists, then it didn't happen.

[25:04] - We hear a quick review of the insights that Alex has explored over the course of today's episode.

[26:41] - Now it's your turn to provide a review! Head to this link and leave your biggest takeaway from this particular episode as your review on iTunes.

[28:27] - In honor of this 53rd episode of the podcast, Alex is giving listeners free access to his four-part video e-training course, valued at $197. Go to this link to get started!

Links and Resources:

Mercola

J-Curve Growth Principle

Mon, 11 Mar 2019 07:00:00 +0000

Let's talk about New York City. Even if you've never been there, you probably know that it's home to the Empire State Building. Completed in 1931, this 102-story building stands a total height of 1,454 feet (or about 444 meters). Even now, decades later, the Empire State Building is one of the tallest skyscrapers in the United States.

Enough about the building's height, though; let's talk about its foundation. The excavation for the foundation went down over 50 feet, and then had to be built back up to the street level. Without a foundation this deep and solid, the building would never be able to rise so tall.

Is your business built on a deep foundation? What about your selling process? Or are they built on quicksand? The deeper the foundation, the taller the building—and it's no different in business. In business, though, the foundation means the relationships. A foundation means asking for a commitment that advances your prospect for the next step, not just trying to quickly close the sale.

Can you begin the foundation, and already start selling? With a building, can you start working on the interior while the structure of the upper floors is still being built? Can you start selling for occupancy before the building is complete? Tune into this episode to learn about the answers to these questions, and the powerful lessons that you can learn for your business from these concepts.

You'll also learn three specific powerful insights, which you may already be beginning to understand from all this talk of foundations:

Why there are only three reasons why entrepreneurs fail in business.

Why building a business foundation determines your growth level.

Why the "J-curve" growth principle is about your market, not just your message.

In This Episode:

[03:43] - We hear a list of the three key insights into becoming an ethical influencer that Alex will cover in this episode.

[05:12] - Alex talks about the Empire State Building in New York City.

[07:45] - The foundation for the Empire State Building goes over 50 feet deep, Alex explains.

[08:57] - Is your business supported with a deep foundation? Alex digs into what having a deep foundation means for a business.

[11:28] - Alex talks about whether you can build a foundation and immediately start selling.

[12:45] - Everything needs to go down before it goes up, Alex points out, and relates this to the J-curve model for business growth.

[15:52] - Alex explains the three reasons why people fail: they don't start, they don't finish, or they don't continue.

[17:34] - The foundation isn't about your message, Alex points out, and illustrate what he means with the example of the iPod.

[18:57] - We move away from buildings, with Alex using nature to explain the value of having a strong foundation.

[21:07] - Alex talks about ice hockey, and why he doesn't believe in hockey-stick growth.

[22:32] - We learn about the stages and pattern of growth in business, as explained by Clate Mask.

[24:36] - Alex shares today's Alexism: "There are two types of problems entrepreneurs face each day: the ones they have now, and the ones they will have."

[26:24] - Alex recaps and reviews the insights and points that he has explored in today's episode.

[28:19] - Speaking of reviews, it's your turn! Please leave a review this link on iTunes in a very specific way: instead of reviewing the show as a whole, leave your single biggest takeaway from this specific episode as your review.

[30:03] - Alex is giving away a completely free gift in honor of this episode of this podcast! Head to this link to get free access to his four-part video e-training series, which normally costs $197.

Links and Resources:

Think and Grow Rich by Napoleon Hill

Three Feet From Gold by Sharon L. Lechter and Greg S. Reid

Perry Belcher

Infusionsoft

Clate Mask

Sloppy Success Is Better...

Mon, 04 Mar 2019 08:00:00 +0000

In 2010, I was at a four-day event for the Guerrilla Business School. I had just finished my presentation, and there was a huge table rush to the back of the room. Afterward, T. Harv Eker and I were having dinner in the green room, and he presented me with an idea: "What if we could have a five-day event where people could start the event wit nothing , and at the end, make money online?"

His idea was that by day 5, everyone would have created not only a website, sales copy, and a shopping cart, but they would actually be making money.

"What do you think?" he asked.

"That's impossible," I answered.

"Do you want to do it with me?"

"Yes!"

Fast forward a couple months, and we're together in Hawaii planning the curriculum for this event. As we gathered support for our project, we got "yes" after "yes" to our impossible idea. We faced all sorts of technological problems (remember, this was in 2010), and somehow got through all of them. We next went through the preparing phase, before the event began the following day.

Despite all the challenges (and our terror), every single person monetized by day 5. Some even monetized by day 3! If you've been paying attention, you'll understand the first of today's three key insights: why version 1 (of anything) is better than version none, even if version 1 is sloppy. Yes, I had to make revisions for future events, but it took fewer and fewer revisions each time, and we already knew we could be successful.

Tune into the episode to learn more about today's two other key insights: why beta testing leads to wild success faster, better, and with less effort, and why perfectionism is the invisible enemy of your financial freedom.

In This Episode:

[03:36] - Alex lists the three key insights that he's going to cover today.

[04:52] - We learn about a seemingly impossible idea that T. Harv Eker proposed to Alex, as well as Alex's response.

[07:15] - Alex fast forwards a couple months to the planning phase of the Ultimate Internet Bootcamp.

[09:39] - The third phase, preparing, began on August 22nd. (The event would begin the following day.)

[11:33] - Alex talks about how quickly people were able to monetize.

[12:52] - What did Alex learn from the experience? How much easier was each subsequent event and the revision process?

[14:37] - Alex digs into the idea of fruit, roots, and seeds.

[16:31] - Version one is always better than version none, even if it's sloppy, Alex points out.

[19:01] - What does all of this have to do with selling? Alex explores the answer, and points out that selling isn't always all about closing.

[19:34] - Here's the Alexism for this episode: "Sloppy success is better than perfect mediocrity."

[22:04] - We hear a quick review of Alex's main points from this episode.

[23:47] - If you've left a review on iTunes, write down your biggest takeaway from this episode on a business card. If you haven't left an iTunes review, please leave your biggest takeaway at this link as your review!

[25:37] - In honor of this episode, and as a thank you for listening, Alex is giving you free access to his four-part video e-training series (normally $197). Head to this link to get started.

Links and Resources:

Ultimate Internet Bootcamp

Matt Mullenweg

Silent Assassin of Biz Growth

Mon, 25 Feb 2019 08:00:00 +0000

Have you heard Aesop's fable about the ants and the grasshopper? In short, a family of ants was bustling about in late autumn drying the grain they had saved from summer. A grasshopper, with a fiddle tucked under his arm, came up and begged for a bite to eat. It turned out he hadn't saved anything for the winter, because he had been so busy playing his music. The ants disgustedly told the grasshopper to go dance, turned their backs on him, and got back to work.

The moral of this story is that there's a time for work and a time for play. The most important aspect of a productive business isn't what, how, or even whom—but when. Your time is the most precious asset that you will ever own, and it's incredibly important not to underestimate its power. Think about when: when you're going to work, and when you're going to play.

There are three ways you can spend your time: profiting time (or work time), planning time (or organizing time), and playing time (or free time). Two of the three deal with business, but all three are vitally important. Would it surprise you to know that it's most effective to pick your playing time first, rather than trying to squeeze it in around your profiting time and planning time?

Tune into this episode to learn more about why you should pick your playing time first. I'll also talk about how to figure out when to plan your profiting time and planning time, as well as these three key insights into times for work and times for play:

How to know when to work and when to play during a busy day.
Why there are wrong times to work and play, and confusing the two silently assassinates your business growth.
What the key differences are between the time for work and the time for play.

In This Episode:

[03:43] - We learn about this episode's three key insights into becoming a better ethical influencer.

[05:02] - Alex shares a fable by Aesop that demonstrates the fact that there's a time for work and a time for play.

[07:18] - We learn a little bit more about Aesop himself.

[10:33] - Alex connects Aesop's story to his own point about the value of seeding through storytelling.

[12:35] - Alex compares Aesop to other writers and storytellers, including Jonathan Swift and Lewis Carroll.

[13:21] - What's the moral of the story of the ants and the grasshopper?

[15:16] - Alex talks about three ways to spend your time.

[17:36] - We hear an example of how Alex uses these three kinds of time, specifically when it relates to traveling.

[19:11] - Alex digs deeper into when to work, and why you shouldn't work all the time.

[22:01] - Alex shares his Alexism for this episode: "The single most important thing to do each day is the single most important thing."

[23:28] - Alex takes a moment to review the key insights that he has explored today.

[25:00] - Please take a moment to leave a review of your own! Head to this link and leave a review on iTunes by writing down your biggest takeaway from this episode.

[26:44] - Alex gives listeners a final gift in honor of episode #50 of the podcast! You can get completely free access to his four-part video e-course (which normally costs $197) at this link.

Links and Resources:

The Ants & the Grasshopper (Aesop's fable)

Gulliver's Travels by Jonathan Swift

Alice's Adventures in Wonderland by Lewis Carroll

Strategic Coach (Dan Sullivan)

Business Network International (Dr. Ivan Misner)

First WHO,Then WHAT?

Mon, 18 Feb 2019 08:00:00 +0000

In the beginning of your business, you do everything. But you don't really have a business until other people are doing the things that you had to do in the beginning. This means you need to find the right people, and get them in the right "seats" on a figurative bus (or minivan). This idea was developed by Jim Collins in his book Good to Great.

Instead of thinking about what you need to get done or the best strategy (which is often unpredictable), think about who you can get on your bus. This leads to surrounding yourself with a team that allows you to perform brilliantly and achieve financial freedom. Another key to this strategy involves getting the wrong people off the bus!

The good to great leaders in Jim Collins' book understood three simple, but incredibly important, truths:

If you begin with who rather than what, you can more easily adapt to changing the world in your own terms.
If you have the right people on the bus, the problem of how to motivate and manage people largely goes away.
If you have the wrong people, it doesn't matter whether you find the right direction: you still won't build a great company.

Focusing on "who" before "what" also means that you may need to set a new mental priority for your business. Your customers shouldn't come first. Instead, your team should! And that doesn't revolve around their compensation. If that concept intrigues or confuses you, tune into this episode to learn more about why this strategy is so powerful and can take your business from good to great.

You'll also learn what the right bus and the right seat are, why the difference between 211 and 212 degrees Fahrenheit (or 99 and 100 Celsius) is the difference between a hard-boiled egg and a locomotive, and much more.

In This Episode:

[03:05] - Alex introduces the three key insights into becoming a highly skilled ethical influencer that he'll cover in today's episode.

[04:22] - We hear a concept that comes from the book Good to Great by Jim Collins.

[07:16] - The executives who ignited the transformations in the companies highlighted in the aforementioned book figured out who to get on their bus before deciding where to drive the bus.

[09:10] - We learn about the three simple truths that the great leaders in this book understood.

[12:12] - Alex shares another key point about making the leap from good to great: your team comes first, not the customer.

[13:47] - Alex digs deeper into the "first who" principle.

[15:23] - We hear about what choosing the right bus means, and why it's the difference between a hard-boiled egg and a locomotive.

[16:56] - What does the "right seat" mean?

[19:33] - Alex shares a few options for how things can work: getting the right person in the wrong seat, the wrong person in the right seat, or the right person in the right seat.

[20:44] - Alex digs deeper into the 1% factor that's present in so many things, and separates the good from the great.

[22:48] - We hear the key point from the message that Alex has been sharing.

[24:27] - Alex shares the Alexism for this episode: "Public opinion lags behind private reality."

[25:09] - We hear a quick review of the most important points that Alex has explored in today's episode.

[26:31] - Speaking of reviews, please leave a review of this particular episode on iTunes! Leave your biggest takeaway from today's episode as your review at this link.

[27:32] - As a final gift, Alex offers listeners free access to his four-part video e-course (normally $197). Head to this link to get started!

Links and Resources:

Good to Great by Jim Collins

The Millionaire With Cold Feet

Mon, 11 Feb 2019 08:00:00 +0000

Over 100 years ago, a young boy grew up in western Maine. Orphaned at the age of 12, Leon L. Bean still managed to live what he described as an "uneventful" life until he was 40 years old. At that point, tired of his feet being cold and wet during deer-hunting season, he decided to create a solution. He invented a unique boot design that provided strength, warmth, and dryness all in one boot.

Solving this single predicament led to a multi-million dollar payoff. But notice something else about the invention: it wasn't designed to cater to everybody. People in cities didn't need these boots at all. Instead, they were specifically designed for the hunter and outdoorsman (or woman), a relatively narrow niche. Gradually, he developed a wide range of outdoor products which he offered in the L.L. Bean Catalog.

Leon's business leaped ahead by adding new clothing and outdoors products each year, but it all started with that rubber-covered boot. Leon credited his success to the fact that he personally tried every product and ensured that it worked well. Today, half a decade after Leon's death, the company is still thriving. So, if you're in your 30s or 40s (or older) and feel like it's too late to start building your empire, take hope!

In today's episode, I'll also talk about a wide range of other people who achieved their fame and success after turning 40. And I'll dig into three key insights that will help you along your way to creating your own success story:

Why problem solving is not enough to sell something; you need to tell the story.
Why serving a narrow niche has less uncertainty than selling to the masses.
Why being famous for one product leads to a multi-product demand.

In This Episode:

[04:08] - We hear about the three key insights that Alex will explore throughout today's episode.

[05:31] - Today's entrepreneur is L.L. Bean. Alex shares his story, and explains what led Leon to create his noteworthy boots.

[08:45] - We learn more about Leon's decision to solve his problem and create boots to help.

[09:41] - Alex points out that the problem that Leon's boots solved wasn't an issue for city-dwellers; it was for the hunter or outdoorsman specifically.

[10:56] - Alex takes a moment to talk about the L.L. Bean Catalog, and explains why Leon achieved such success.

[14:17] - By testing his products, L.L. Bean developed a relationship with his customers, Alex explains.

[15:38] - Alex has put together a list of famous people who became famous after the age of 40, which he shares with listeners.

[18:25] - We hear about the value of starting a one-room operation selling a single product.

[20:47] - Here's today's Alexism: "There are three things entrepreneurs can never take back: a broken promise, a neglected opportunity, and a wasted day."

[21:59] - Alex offers a quick recap of the insights and information that he has covered in today's episode.

[24:09] - Please take a moment to leave a review on iTunes! Instead of reviewing the podcast as a whole, leave your biggest specific takeaway from this particular episode as your review at this link.

[26:00] - Alex gives listeners one final gift: complimentary access to his four-part video e-course, which normally costs $197. Get started for free by going to this link.

Links and Resources:

All Selling Aside Episode 1: Confessions of a Serial Entrepreneur

L.L. Bean

Seventeen Tested Closing Techniques

Mon, 04 Feb 2019 08:00:00 +0000

I'll always remember the moment that my good friend T. Harv Eker approached me during a lunch break at the Guerrilla Business School in 2010. He had a new idea for internet marketing newbies, and asked me a question: is it possible to take people to making money online completely from scratch in a five-day bootcamp?

I thought it was impossible. So he asked if I wanted to partner with him and do it. I said yes. After all, the difficult can be done immediately, but the impossible takes a little longer. And that's how the Ultimate Internet Bootcamp was born!

After making about $25 million, coaching a few thousand people at $500 a month, and doing over 25 events on six continents, we retired the program two years later. One thing I learned was that closing a sale starts with seeding, and I already knew that seeding through storytelling is selling. Closing doesn't start 15 minutes before your presentation ends; it starts in the first 300 seconds through seeding and storytelling.

Ready to learn how to do exactly that? Good! Because today I'm going to teach you 17 proven closes that really work. Tune into the episode to learn exactly what each one means, but I'll list them below with a short summary as a refresher to help you remember all 17 of them.

Take-away. Suggest that you may not be a good fit for your prospect, which puts you in a position of strength by potentially taking something away.
Summary. Provide an executive summary showing how you'll handle your client's needs.
Objection. Ask your prospect for the most powerful reason why they can't move forward with you.
Ben Franklin. Offer to create a pros and cons list, and make a decision together.
Door knob. Go to the door as you're about to leave, and mention one critical element as your hand is on the doorknob.
Concerned. Share your concern that your prospect isn't going to achieve the success they deserve because they're missing critical elements that you want to discuss.
Regret. Point out that the biggest regrets people have before dying are the terrible things they did, and the great things they could have done. Offer to dive deeper into why your services are a good fit, so your prospect won't have that regret.
Assessment. Ask your prospect to rank their commitment to make a positive change in their business on a scale of 1-10. If they say 8, ask why they didn't rate it lower, before asking what would make it a 10. Then offer to show what making a change with you looks like.
Empathetic. Express that you understand how your prospect feels, and offer to help them feel better.
Assumption. Ask if it's fair to assume that if time and money weren't an issue, your prospect would be ready to get started. If not, ask what you're missing and what's an issue other than time and money.
Contract. Point out that once the paperwork is done, you can begin.
100% alignment. "Based on what you've told me so far, what's the single most important thing about why saving money/coaching/scaling could take us closer into working with us?"
What if. Ask your client what if the one thing that prevented you from moving forward is no longer true, what would happen if they didn't move forward (nothing), and what could happen if they did move forward (something wonderful).
Artisan. Offer to share the type of services your prospect can learn to expect from you if you move forward together.
Price vs. cost. Inquire whether price or cost is the issue. Clarify that the difference is that price is a one-time investment that you make when you say "yes," and cost is an ongoing expense as a result of saying "no."
COI vs. ROI. Point out that ROI is up to your client, but you can guarantee the cost of inaction (COI).
Puppy dog. Let your prospect try before they buy, like a pet store that lets you take a puppy home to see if you want to keep it (and, of course, you will).

If you're ready to learn about all of these closes and figure out how to apply them in depth, don't miss this value-packed episode. You'll also learn three key insights, as usual! This time, you'll discover how to close more sales from the moment your lips start moving, how to close sales presentations with seamless commitments from your prospects, and how to become more relational and less transactional in your sales pitches.

In This Episode:

[03:58] - Alex previews the three key insights that he's going to talk about in this episode.

[06:06] - We learn the story of the birth of the Ultimate Internet Bootcamp.

[09:46] - Alex shares one of his biggest takeaways from the experience he has described of working with T. Harv Eker.

[10:54] - In this episode, you'll learn 17 proven closes that really work. Alex lists what they are.

[17:28] - Being a successful closer is about having a meaningful dialogue, Alex points out.

[21:21] - Alex provides an overview and description of the first few of the 17 closes that he has already listed.

[24:44] - We learn about closes 5 through 11.

[30:05] - Alex explores the 12th and 13th closes on his list.

[33:48] - We hear about how the final three closes on Alex's list of 17 function, and how to use them when you're selling.

[41:20] - If you want to learn more about all of this by working with Alex directly on a one-on-one basis, head to this link.

[41:55] - Here's this episode's Alexism: "The two-word definition of entrepreneurial success is 'delayed gratification.'"

[43:30] - Alex shares an analogy that he uses on stage, which involves the difference between bamboo and eucalyptus.

[47:12] - We hear a quick review of the insights that Alex has explored in this 47th episode of All Selling Aside.

[49:09] - Speaking of reviews, please leave one for this particular episode! Go to this link and leave your biggest takeaway from today's episode as a review.

[50:40] - As a final gift, Alex offers listeners of this episode completely free access to his four-part video e-course (normally $197) for free at this link.

Links and Resources:

Ultimate Internet Bootcamp

Guerrilla Business Online

Jeffrey Gitomer

Dr. Joe Vitale

Zero Limits Mastery Program

Your GBO Mentoring Assessment

Earl's Billion Dollar Brand Idea!

Mon, 28 Jan 2019 08:00:00 +0000

Did you know that the BandAid had its birth in the kitchen of a woman who was inexperienced at cooking and hurt herself frequently? Her husband, Earle Dickson, was an employee of Johnson and Johnson. He found himself getting plenty of experience bandaging his new wife's hands as she was cooking, and realized that if he could prepare bandages in advance, she could apply them herself without making him interrupt his work.

Earle began experimenting with ways that his wife could bandage herself. Tape existed, and gauze existed, so attaching the two was easy. The hard part was keeping the gauze sanitary and the tape from drying out. Luckily, Earle realized the importance of not giving up. Eventually, he discovered that crinoline fabric protected the bandage. It was a huge success not only with his wife, but also for Johnson and Johnson, the company he worked for. The Band-Aid marked the beginning of the company's meteoric rise to success.

In 1921, the invention received the name BandAid, which it still bears today. This is a perfect example of the brand name becoming a generic name. No one asks for an adhesive bandage; they ask for a Band-Aid. This story touches on all three of today's key insights:

Why preparing to win is to fight over 80% of any business battle in the marketplace.

Why it's better to be a problem-finder than a solution-finder.

Why a brand name can be the acknowledged as the trade name.

Can you see how each of these points applies to the story of the BandAid? If not (or even if you can), tune into this episode to learn more details and gain a deeper understanding of all the lessons you can learn from the fascinating story of this invention.

In This Episode:

[03:20] - We hear about the three key insights that Alex is going to explore over the course of today's episode.

[04:55] - Alex shares the story of the invention of the BandAid, demonstrating that necessity really is the mother of invention.

[07:08] - Attaching a gauze pad to a piece of sticky surgical tape was the easy part of the solution, Alex explains.

[10:12] - Alex points out that the BandAid created the meteoric rise of Johnson and Johnson.

[11:23] - Being a problem-finder is better than being a solution-finder, we learn.

[13:27] - Alex lists some other generic products that have come to be recognized by the original trade name.

[14:21] - Alex digs into the topic of purpose versus true purpose, using the example of the honeybee.

[16:37] - We return to Winston Churchill's commencement speech at Harvard, before Alex lists some powerful figures who never gave up.

[19:30] - Let's talk about generic versus brand name! Alex describes the power in the brand or trade name becoming the generic name.

[20:30] - The Alexism for this episode is this: "There's no such thing as a self-made entrepreneur."

[22:25] - Alex quickly reviews the insights from today's episode of All Selling Aside.

[24:15] - Please take a moment to review this podcast by writing out your biggest takeaway from this episode at this link.

[25:44] - In honor of episode #46 of All Selling Aside, you're invited to explore Alex's four-part video e-course (normally $197) for free! Head to this link to get started.

Links and Resources:

All Selling Aside Episode 42: Reminiscing About the Future

Profiting Via Radical Repurposing

Mon, 21 Jan 2019 08:00:00 +0000

Back in 2012, I was one of the beta testers for Google Hangouts. Every week, I would use the platform to deliver a topic that I thought would be worthy of my students' attention as a free public service. I did the same thing week after week, and we had a really good run for a few years. Then my confidence in the Google Hangouts platform began to fade, because I didn't see the company scaling it to a higher level.

So what did I do? Switch over to webinars! I decided to use WebinarJam, which was created by two friends of mine. After a while, I noticed that Mark Zuckerberg's sister started to really get behind Facebook Live. Over the course of 2015 and 2016, I started to use Facebook Live because it had something that no other system had: the magic "Share" button.

Getting people live is important, because it implies engagement. And I particularly love video! Not because of actually doing it (which means needing to shave and get more presentable), but because video contains audio. And if you do video right, the audio also works well. That means you can repurpose your video again and again and again.

When you're focused on radical repurposing, the mindset to have is to focus on distribution quantity versus content quality. To learn more, tune into this episode, in which one of my three key insights is why radical repurposing is the key to scaling your business. You'll also learn why every single business is an information marketing business, and how to repurpose marketing communications to get maximum exposure.

In This Episode:

[03:18] - Alex lists the three key insights into becoming a highly skilled ethical influencer that he'll cover in this episode.

[05:12] - In 2012, Alex was a beta tester for Google Hangouts, he explains. He then shares the story of his eventual arrival at Facebook Live instead.

[08:40] - If you want to check out replays of any of Alex's live talks, you can check out his fan page on Facebook. For future talks, go to marketingonline.com/fridaylive during the presentation!

[09:48] - Alex talks about why he loves video (which isn't because he loves doing it).

[11:46] - We learn about the mindset to have with radical repurposing.

[12:49] - There are three repurposing formats: the visual word, the spoken word, and the written word.

[15:03] - Alex talks into how to integrate the repurposing that he's been talking about so that it has meaning.

[18:32] - What's the difference between genius and insanity?

[21:07] - Alex has gotten $100,000 clients from this podcast, he explains, and shares how he did so.

[21:24] - We hear a quick review of Alex's points about radical repurposing, information marketing, and maximizing exposure.

[23:37] - If you haven't already reviewed this podcast, please go to to this link and type out your biggest takeaway from this specific episode as your review.

[25:20] - In honor of this episode, Alex offers listeners free access to his four-part video e-course! Head to this link to get started.

Links and Resources:

What Entrepreneurs Lack Most

Mon, 14 Jan 2019 08:00:00 +0000

In 2001, I set out to find a marketing niche that I could dominate. Many were already occupied by great marketers, so I wanted to find one of my own. That was when I came out with a course on marketing with postcards. The course was a three-ring binder and included a physical CD. It was expensive to produce, but I did very well on it, making five figures a month with under 30 visitors a day.

Thanks to this success with so little traffic, I released a new course called Traffic Conversion Secrets. This was where I made my first million dollars. After that, I started to release more courses, including Teleseminar Secrets (which made me over $14 million). I released many other courses, which did very well financially, but there was a big problem.

None of my courses was scalable.

Do you see why that's an issue? My income would be episodic, going up and down depending on when I had released a course. And I had to keep working and working, always creating new courses, because the business couldn't survive without me and didn't grow on its own. Many of my students (who you'll learn about in this episode) have surpassed me in scaling, and I'm ready to explain why.

The key to scaling is in documenting. You'll be amazed by how powerful your results are when you have your team members document what they're doing as they're doing it. In addition to this incredibly valuable tip, today's episode will also teach you three key insights:

Why lacking a focus on business scaling prevents your financial freedom.
How to scale your business without surrendering what you do now.
What the true purpose of scaling is: to plan with the end in mind.

Don't miss this value-packed episode, which will help you ensure that you're doing your best for your business (and your future) no matter where in the stage of building or running a business you are.

In This Episode:

[03:13] - We learn about the three specific insights into becoming a highly skilled ethical influencer that Alex will be exploring throughout today's episode.

[05:29] - In 2001, Alex set out to become a guru in the marketing space.

[11:58] - We hear about how a friend encouraged Alex to teach teleseminars, and why that was filling such an important niche.

[13:34] - What was the big problem with Alex's business model, since he was making so much money from it?

[15:19] - Alex defines what scaling is, and talks about his "unique ability" to turn his students into his teachers.

[17:17] - We hear about the McDonald's brothers an example of optimizing in different ways and creating a scalable business model, as well as examples of people who Alex knows personally who have created scalable businesses.

[21:47] - Alex talks more about how his friends and former students have created amazing (and scalable) businesses.

[26:10] - The key to scaling is documentation, Alex reveals, and explains why it's so important.

[30:17] - Alex recaps the four keys he's described involved in documentation, then shares examples of case studies.

[31:11] - The strategies to scaling are ultimately to get 7 things: transfer-ability, exit-ability, adapt-ability, manage-ability, refer-ability, brand-ability, and growth-ability.

[34:54] - Alex explains why it's so important to think about scaling from the beginning, even if you aren't yet making a significant amount of money.

[38:04] - We hear a quick review of the points that Alex has explored today.

[41:45] - Please take a moment to provide a review of your own! Head to this link and do something specific: instead of leaving a general review for the podcast, leave your biggest takeaway from this particular episode.

[43:18] - Alex offers listeners a final gift: free access to his four-part video e-course, which you can find at this link!

Links and Resources:

John Reese - The First Million Dollar Day on the Internet

Traffic & Conversion Summit

Scale or Fail by Allison Maslan

The Power of Compassion

Mon, 07 Jan 2019 08:00:00 +0000

You've probably heard of Chicken Soup for the Soul, but do you know the famous story that didn't make it into the books? The story of Kyle is about how compassion can not only save a life and create a best friend for life, but also keep customers for life.

In case you haven't heard it, this story (told by Kyle's best friend) is about a teenage boy who was bullied in school. The narrator, seeing Kyle's torment, invites Kyle to join him and his friends for a basketball game, and Kyle accepts. That was the right thing to do! Doing the opposite is the first big mistake when you sell; don't say "no" when the offer is there!

The more the narrator and his friends hung out with Kyle, the more they liked him. Over the next few years, the narrator and Kyle became the best of friends. Kyle was high school valedictorian, and by then, he had filled out, looked great, and had tons of dates! On the day of Kyle's speech, the narrator was stunned to hear from the speech that Kyle had planned to kill himself on that day they first met. That simple act of friendship had been enough to save him.

If you're wondering how this relates to sales and business, the answer is that the compassion shown in this story relates to business in every single way. If you look at the word "compassion," it has three words inside of it:

Compass. If you're going to build a business and be good at sales, you need direction!
Passion. This is about empathy and suffering, and passion is the source of the empathy you have toward someone else.
Ion. At the molecular level, you're made up of ions. Could it be that in your molecular and cellular makeup, having compassion can make a huge impact?

If you're beginning to understand this, you've unlocked the three key words secretly buried in the magical word of "compassion." And that's just one of the three key insights I'll cover today! Tune into the episode and you'll learn the other two: why compassion is the single greatest sales technique of all, and why you should follow the the counter-intuitive strategy that you can only keep what you give away.

In This Episode:

[03:08] - Alex introduces the three key insights that he'll be exploring today.

[04:30] - We hear about the Chicken Soup for the Soul series and its two creators, as well as one powerful story that didn't make it into the book.

[06:00] - Alex shares the beginning of Kyle's story, which holds information about how you can keep customers for life.

[09:55] - We hear the rest of Kyle's story, including the powerful and moving speech that Kyle gave as valedictorian.

[14:08] - How does this relate to sales and business? In his answer, Alex breaks down the word "compassion" into three parts: compass, passion, and ion.

[19:16] - Compassion is very necessary in any sales exchange, Alex points out.

[22:15] - Alex shares a powerful lesson from Tibetan Buddhism.

[24:10] - We learn about why the story of Kyle means so much to Alex, and what he did (and didn't do) in a similar situation in his childhood.

[26:32] - Alex talks about his mom's reaction to how he behaved in first grade when Hans was being bullied.

[27:17] - As a public service, Alex offers a free Friday show at 12 PM Pacific/3 PM Eastern. You get free access to Alex during this live weekly masterclass! You can join the event at this link.

[29:46] - Alex reviews what he's covered today, including the three words hidden in "compassion."

[31:00] - Please make sure you execute what you've learned! If you start utilizing what you've been learning here, your future will be bigger, brighter, and on your own terms.

[31:38] - Speaking of big and bold, please go to this link and share your biggest, boldest takeaway from this episode as a review!

[33:50] - Alex offers listeners completely free access to his (usually $197) four-part video e-course, which you can find here!

Links and Resources:

Chicken Soup for the Soul

Reminiscing About The Future …

Mon, 31 Dec 2018 08:00:00 +0000

Imagine if you could reminisce about the future. You would probably become an inventor, creating replacements rather than improvements. That was exactly the case for Samuel Morse, a fearless visionary whose unique ability was being able to reminisce about the future. This entrepreneur, credited with inventing the telegraph, was neither a scientist nor an engineer. He succeeded at developing innovations where other failed not by any special talent or education, but by determination and by following his own ideas.

On a ship voyage back from Europe in 1832, Morse met several scientists discussing the latest discoveries in electromagnetism. Morse asked a question: "What if intelligence could be instantaneously transmitted by electricity to any distance?"

His solution, as you may have figured out by his name, was to create Morse code and to create a way to transmit it by wire. This method of communication consists of patterns of dots and dashes representing each letter. While it's not as convenient or advanced as talking by voice, it allowed two minds to communicate with each other across great distances.

Morse appreciated the power of momentum, and kept things going during the 12 years that it took between his first experiment and Congress' authorization of the use of funding to develop the world's first telegraph line. This first line ran between Washington DC and Baltimore.

One powerful thing that Morse knew is that selling speed is almost rejection-free in a presentation. This is just one of the three key insights that I'll cover in today's episode of All Selling Aside! Tune in to learn more about this insight, as well as two others:

Why replacement will always outperform improvement in marketing.
Why discovering a win for your target prospect will win you more sales.

In This Episode:

[03:02] - We learn which the three key insights that Alex will explore in today's episode.

[04:18] - Alex shares the story of Samuel Morse, the inventor of the telegraph, whose unique ability was to reminisce about the future.

[07:43] - After six years of experimenting, Morse and his partners demonstrated their invention to President Martin Van Buren and members of Congress.

[12:47] - For his first transmission, Morse chose a topic about politics while talking to politicians.

[15:35] - Alex explains that replacement will always outperform improvement, and offers several examples to illustrate what he means.

[18:23] - Morse was the internet of the 1800s, Alex points out.

[19:30] - Alex focuses on the power of curiosity, and how it relates to the story of Samuel Morse and his "what if" question.

[21:18] - Alex digs into language, offering the advice to speak in terms of your target audience. He also explores the importance of fearlessness, and improving by replacing rather than inventing.

[24:38] - We hear about the question of speed, with the example of making a million dollars. Alex also invites listeners to join his GBO Mentoring program.

[28:35] - Alex quickly recaps what he's explained in today's episode and the three key insights he explored.

[29:59] - Did you get something from this episode? If so, please go to this link. Type out that takeaway from this episode as your review of the show. (Of course, Alex would love a 5-star rating, too!)

[31:24] - In honor of this episode, Alex is offering listeners free access to his four-part video e-course series (usually $197)! Get your access here.

Links and Resources:

President Martin Van Buren

Samuel Morse

Morse code

Perry Belcher

GBO Mentoring with Alex Mandossian

Why Proximity Is Power

Mon, 24 Dec 2018 08:00:00 +0000

In 1960, Anthony J. Mahavoric was born in North Hollywood, California. Not sure who that is? Let me give you a hint: his mom remarried a man named Jim Robbins, who adopted young Tony as a 12-year-old. That's right, today's episode is all about Tony Robbins. This man has had the most profound influence on the coaching and consulting business, and has changed personal development as we know it.

I believe that Tony has had three major inflection points over the course of his career. The first came when he was 17 years old and began working for Jim Rohn. The second came in the early 1980s, when he met John Grinder and started teaching NLP and Ericksonian Hypnosis. Tony's third inflection point occurred in the early 1990s, when he met Bill Guthy and Greg Renker.

My favorite quote of his is just three words long, but carries so much wisdom and insight: "Proximity is power." If you want to turn your dreams into reality faster, you need to get yourself in physical proximity with people who are playing the game at a higher level than you are. These are people with higher status and more success than you, who make more money than you do. Surrounding yourself with these people allows you to model what is proven to work.

Don't miss today's episode to hear more about the power of proximity, which is the common thread that runs through today's key insights! In this episode, you'll learn why...

...being the proximity of other leaders can change your life.

...who you spend time with is ultimately who you become in your life.

...your environments will influence your future more than your personal willpower.

In This Episode:

[03:47] - Alex introduces today's episode and mentions the three key insights that you'll learn as you listen.

[05:21] - We hear the story of Anthony J. Mahavoric, better known as Tony Robbins.

[07:34] - Alex explains when Tony Robbins' first inflection point in his career occurred.

[11:53] - We learn about Tony's early infomercials, which featured celebrities, and how successful Tony became as a result of this exposure.

[13:26] - Alex's favorite saying by Tony Robbins is just three words: "Proximity is power." He then talks about the importance of modeling.

[16:22] - We hear about how spending physical time with specific people has changed Alex's life and career.

[20:45] - Proximity people can turn the dial and move the needle for your business, Alex points out.

[21:44] - Alex shares an example of the power of proximity from his own business.

[23:25] - We learn that Alex is an introvert (except when he's on stage), and find out how proximity started for im.

[25:21] - Who you spend your time with is ultimately who you become, Alex explains.

[27:26] - What about proximity with groups?

[29:33] - We hear a quick review of the insights about proximity that Alex has covered over the course of today's episode.

[30:52] - Speaking of reviews, if you haven't already reviewed the podcast, please take a moment to visit this link and write down your biggest takeaway from this particular episode as a review of the show.

[32:26] - Alex gives away free access to his four-part video e-course series in honor of this 41st episode of the show! You can find it here.

Links and Resources:

All Selling Aside Episode 1: Confessions of a Serial Entrepreneur

The Monday Morning Memo

What Business Are You Really In?

Mon, 17 Dec 2018 08:00:00 +0000

In the late 1930s, Patrick McDonald opened a food stand in Monrovia, California. Originally, the stand sold hot dogs, but—as you might guess from his last name—hamburgers were later added to the menu. A few years later, his sons Maurice and Richard moved the entire operation 40 miles east to San Bernardino. "McDonald's Bar-B-Que" later shifted its focus from barbecue to a streamlined menu of burgers, drinks, and apple pie.

The restaurant McDonald's was born on December 12, 1948. Within a few years, other companies followed this lead and transformed into fast food establishments. Several of these, including Burger King and White Castle, are still familiar and successful today.

Ray Kroc entered the picture in 1954. Ray, a milkshake mixer salesman, learned that the McDonald brothers were using eight of his machines in their restaurant, instead of just one like most other restaurants. Intrigued by the success that led to needing so many milkshake mixers, Ray offered to work as a franchising agent for the McDonald brothers in exchange for a cut of the profits.

Just a few years later, there were 100 McDonald's locations… but Ray still wasn't making significant money. It wasn't until 1961 that he hit upon the key and defined the business that McDonald's is really in. Instead of taking a percentage of the profits from each franchise, he set up a system in which the company bought land, leased it to new franchises, and made their money that way. In other words, McDonald's is actually in the real estate business rather than the hamburger business. The company's unique ability isn't to make amazing burgers, but rather to research and source ideal locations for their real estate acquisitions and franchises.

What lesson can you take away from this? You're not in the business that you think you're in. For example, if you're about to launch something, you're probably selling the emotion of hope. If you're in the coaching or consulting business, you're selling the emotion of confidence.

Interested in understanding this better? Tune into this episode! By the end, you'll:

Know the specific emotion you are selling to your target audience.
Discover the true purpose of the business you're in: precession.
Learn why it's easier to change market segments versus business model.

In This Episode:

[03:04] - We hear the three key insights that Alex will explore over the course of today's episode.

[04:23] - Alex shares the story of the early days of the McDonald's empire.

[09:36] - In 1954, Ray Kroc (FIND AND LINK THIS) came into the picture. Alex talks about Ray's ascension.

[11:55] - We hear about Ray's big idea, and the secret to building the McDonald's empire.

[14:30] - If you're in the retail business, your best strategy is to find out where the next McDonald's will open in a city near you, because they've already done the research.

[15:27] - Alex shares a takeaway from the story of McDonald's and Ray Kroc.

[17:45] - Alex makes a point about McDonald's by exploring the story of the honeybee.

[20:41] - We hear about a mistake that Alex has made over the years.

[23:02] - Alex offers a quick review of the insights that he has covered in this episode.

[24:56] - What was your biggest takeaway from this episode? Head to this link and post your answer as a review of the show!

[26:36] - In honor of this episode of the podcast, Alex is giving away free access to his four-part video e-course series! You can find it here.

Links and Resources:

Richard and Maurice McDonald

Ray Kroc

Why Henry's Ideas Made Billions

Mon, 10 Dec 2018 08:00:00 +0000

Henry J. Kaiser isn't talked about in modern business books, the way Elon Musk, Sir Richard Branson, Oprah Winfrey, and J.K. Rowling are. In fact, many (even most) people have never heard of him. This remarkable man, however, deserves acknowledgement and recognition for the incredible things that he accomplished during his lifetime. He was a larger-than-life man with big ideas who created industries that have yet to be matched in any American business endeavor.

Henry's building career began in 1914 with a road construction project in British Columbia. By 1930, he had completed several highway projects in California and Cuba. As his career progressed, he had many incredible accomplishments:

He led the contracting consortium commission to build the Hoover Dam, which was completed two years early under his powerful leadership. Kaiser also led the construction of the Bonneville Dam and the Grand Coulee Dam.
During World War II, Kaiser's Pacific Coast shipyards built the famous Liberty Ships, which Winston Churchill credited as the main reason that the tides were turned in the Pacific Theatre.
Henry went into the automobile business, and his corporation became the fourth-largest car-maker in the United States. It also kicked off the car industry in Argentina and Brazil.
This remarkable man also went into home construction, building thousands of homes in California and Hawaii.
Perhaps Henry's most remarkable achievement involves medical care and hospitals. He created a health maintenance organization (or HMO) for his shipyard employees; today, it's a major healthcare system servicing almost 12 million people.

Isn't it incredible that he accomplished so much, and across such dramatically different fields? Tune into the episode to learn about how being a "happy elephant" helped him accomplish these remarkable feats. You'll also discover the relationship between Kaiser's success and today's Alexism: "The cost of doing the same thing without getting different results is higher than the risk of making change." Finally, I'll explore these three key insights:

Why vision is not about the past or present; it's about the future.
How to transform big ideas into profitable, innovative achievements.
How success parlays more success utilizing relationship capital.

In This Episode:

[03:05] - Alex lists the three main insights into becoming a highly skilled ethical influencer that he'll cover in today's episode.

[04:16] - We hear about the life and accomplishments of Henry J. Kaiser, a larger-than-life entrepreneur who was all about the future.

[08:21] - How did Henry Kaiser do so much in one lifetime across so many different industries?

[09:35] - The Alexism for this episode is this: "The cost of doing the same thing without getting different results is higher than the risk of making change."

[11:31] - There are three types of fear. The first is the fear of trying (or being embarrassed in public).

[13:11] - The second type of fear is the the fear of failing despite making your best efforts.

[13:38] - The first two fears don't even hold a candle to the third fear: the fear of being wildly successful and no longer relying on excuses.

[16:16] - Alex digs into the principle of parlaying, and talks about how it relates to Henry Kaiser's success.

[18:45] - How can you apply all of this into your everyday work, rituals, and routines?

[19:28] - We hear a quick recap of the main points and key insights that Alex has explored in today's episode.

[21:12] - Alex talks about why Dr. Robert Cialdini originally wrote his book Influence for the consumer.

[23:37] - Please take a moment to write down your biggest takeaway from this episode. If you haven't already, please do so at this link as a review of the show! If you've already left a review, write down your takeaway on an index card instead.

[25:00] - In honor of this 39th episode of All Selling Aside, Alex gives listeners complimentary access to his video e-course, which you can find here.

Links and Resources:

Influence by Dr. Robert Cialdini

Pre-Suasion by Dr. Robert Cialdini

Cialdini's Six Principles of Influence

Second Best-Selling Food In America

Mon, 03 Dec 2018 08:00:00 +0000

You might guess that the best-selling food in America is the hamburger. But if you guess that the second-place food on the list is pizza, hot dogs, steak, or wings, you'd be wrong. In fact, it's potato chips. Worldwide, they're second only to rice.

Despite the immense popularity of this food, many of us have no idea how it originated. It all started in New England in 1853. George Crum, a chef at a resort, grew frustrated as a guest repeatedly sent back his French fries, insisting they should be thinner and less soft. In his exasperation, Crum sliced a potato as thin as possible, fried it until it was completely crunchy, and sent it out to teach the picky customer a lesson.

Instead of learning his lesson, though, the customer was ecstatic. He loved the crunchy, lightly browned, paper-thin potatoes. Soon, other diners started requesting the dish, and it eventually showed up on the menu as a house special. The chips were eventually packaged and sold throughout the region.

In 1932, Herman Lay decided to start selling potato chips to Southern grocers, not just in New England. He went from restaurant to restaurant and grocery store to grocery store to sell potato chips from the trunk of his car. You might recognize his name as being part of Frito-Lay, the major snack manufacturer that still exists today. Isn't it interesting how being rejected can be transformed into an ultra-profitable innovation?

Think about your own business. If someone rejects you or your product, do you look for the opportunities that the rejection points to? Take a lesson from potato chips, and keep in mind that rejection can turn into a multi-million dollar empire!

From this story, you've already learned from how rejection transformed into an ultra-profitable innovation because of a happy accident, and how a traveling salesman built a billion-dollar industry out of the truck of his car through grocery stores. Those are two of today's key insights! Tune into the episode to learn all about the other: why replacing a proven winner is less risky than improving a proven winner.

In This Episode:

[03:02] - This episode will cover three key insights that will help you become a highly skilled ethical influencer. Alex explains what they are.

[04:11] - We hear the story of the potato chip, and its popularity both in the United States and the rest of the world.

[05:12] - Alex talks about how George Crum invented potato chips in a fit of frustration.

[07:39] - We learn about the next episode in the evolution of potato chips' popularity.

[08:28] - Alex draws a lesson out of the story of potato chips.

[09:11] - Here's today's Alexism: "Delegating your vision is a mistake. It's like giving up your newborn baby to an orphanage."

[12:36] - Alex makes a point about attitude and competence, pointing out that a good attitude isn't enough.

[14:57] - We hear a rumor about something that Tony Robbins did as he was starting out.

[16:12] - Alex quickly goes over the insights that he's covered already in a brief review of the key points of the episode.

[17:58] - To get the most from this episode, head to this link and write down your biggest takeaway as a review. If you've already done so for a previous episode, write it down on an index card instead!

[19:35] - Alex gives away a free gift to listeners of the podcast: instant access to his video e-course! You can find it at this link!

Links and Resources:

Secret to Prevent Sales Rejection

Mon, 26 Nov 2018 08:00:00 +0000

You don't need to have sales ability to learn sales technique. You just have to memorize sales technique! If you're intimidated by sales or wish that you had been born a great salesperson, the idea of being able to learn sales technique probably sounds reassuring. You're in the right place, because that's exactly what I'll teach you about today!

My friend Ted is known industry-wide as a closer. He closes sales, and seals the deal. He doesn't do it by being pushy or through manipulation, or even at the end of his presentation. Instead, he uses trial closes and statements hundreds of times during a 90-minute presentation.

If you're bad at sales, trial closes will make you good. And if you're already good at sales, trial closes will make you great! A trial close is like a seed being planted for your audience to give them an opportunity to give you compliance. I like to cluster them in trios, which takes advantage of the remarkable power of three, as you heard about last week. Tune into the episode to learn more about how I use trial closes, and to hear quite a few examples!

As you'll learn today, when you're using good sales strategy, there's no such thing as one final close. Instead, there are just trial closes, with a final push at the end. You build all the tension and energy throughout the course of your presentation, until you ethically have your audience eating from the palm of your hand.

Tune in to the episode to hear all about trial closes. You'll also learn...

...why closing sales starts the moment you begin your presentation, not at the end.

...why trial closes prevent embarrassment and personal rejection, because you're closing as you're presenting.

...why a planned set of persuasive sentences can triple your sales conversion.

In This Episode:

[03:11] - Alex shares the three key insights that he'll illuminate throughout the course of today's episode.

[04:58] - We hear about Alex's friend Ted, who is known across the industry as a closer.

[07:02] - The key principle behind closing a sale isn't to take a sledgehammer and split the rock in half at the end of a presentation, Alex points out.

[08:18] - Alex likes to give trial closes in sets of three, taking advantage of the remarkable power of three.

[10:58] - What is a trial close?

[13:51] - If you're bad at sales, Alex points out, trial closes can make you good. He then gives more examples of trial closes.

[17:45] - Trial closes don't always have a yes/no answer, but they get the prospect to visualize something.

[18:23] - Alex talks about how he likes to use trial closes: in groups of 3, with 36 trial-close trios in a 90-minute talk.

[19:52] - Selling is all about persuasion, entertainment, and enthusiasm, Alex explains.

[21:51] - Today's Alexism is this: "Turning obstacles into opportunities are the defining moments in your business you'll remember most."

[23:32] - Alex gives listeners a gift: 23 Persuasive Selling Sentences for the Stage.

[25:26] - We hear a quick review of the points that Alex has made throughout this episode.

[26:50] - If you haven't already reviewed this podcast, please take a moment to go to this link and leave a star rating and review along with your biggest takeaway from this particular episode.

[28:12] - In addition to his previous gift of 23 Persuasive Selling Sentences for the Stage, Alex is also giving away free instant access to his video e-course, which you can find at this link!

Links and Resources:

All Selling Aside Episode 36: The Remarkable Power of Three

Ted Thomas

Expert Secrets by Russell Brunson

23 Persuasive Selling Sentences for the Stage

The Remarkable Power of Three

Mon, 19 Nov 2018 08:00:00 +0000

Once upon a time, Goldilocks stumbled upon a home inhabited by three bears. You know the rest of the story, but do you know the selling and influence lessons it can teach? Today, I'll tell you this story with some commentary to illuminate its relevance to selling through storytelling. Don't roll your eyes; instead, do as Marcel Proust recommended and look for discovery by viewing the same landscape through new eyes.

You probably remember that Goldilocks always had three choices in the story: three bowls of porridge, three chairs, and three beds. She tried each until she found the one that was just right. What I want to dig into today is the fact that she always had three choices, and why this particular number is so important.

You see, if you give someone one option, it's not a choice. If you give two options, it's a dilemma. But if you give three options, you're giving someone the chance to make a discerning decision, and they feel as if they have the freedom to choose. They're buying; you aren't selling them. Without choice, you can't be decisive. Instead, the decision is forced upon you. And there's no ethical influence unless you activate a choice. Three is the remarkable number that allows a choice to feel right.

If you have too many choices or too much information, it can be harder to decide. Think of the experience of being at the grocery store and having too many options for a particular product. The decision would actually be easier if you had only a few choices instead of so many. That's why three is the magic number that can lead to your prospect letting out a sigh of relief and saying, "Ahh, this one is just right," just like Goldilocks.

Tune into today's episode learn about to the power of three in everything from fairy tales to sales to even the military. You'll also discover three key insights:

Why three examples of anything are better proof and more persuasive than one, two, four, or five. More is not better!
Why the first and third example (or option, or reason) are more critical than the second.
Why giving three options to any sales offer increases the average purchase price and the value of what you sell, and will increase the amount of money you make.

In This Episode:

[03:02] - We hear about today's three key insights, related to the number of examples, options, or reasons to give.

[04:48] - Today's story is that of Goldilocks and the Three Bears, which is one of the most popular fairy tales written in the English language.

[06:44] - Alex tells the tale of Goldilocks, interjecting with some points about her boldness and the importance of having options.

[08:47] - We learn that Keith Cunningham says that one equals slavery, two equals a dilemma, and three is the beginning of freedom.

[10:37] - If you get the essence of what Alex is expressing, it can change your life and the way you communicate with others.

[13:32] - Having concluded his telling of Goldilocks and the Three Bears, Alex shares the moral of the story.

[14:42] - Our ability to decide is one of our most remarkable skills.

[15:30] - If you have more than three options, you likely have too many, Alex points out.

[17:25] - Alex gives some examples to illuminate the point that he's been making about the power of the number three.

[20:20] - We hear more examples of the remarkable power of three, including Alex's three reasons for why entrepreneurs fail (procrastination, perfectionism, and lack of building momentum).

[23:09] - Alex shifts into talking about high-ticket sales and how this theory of three options applies in that case.

[26:08] - The Alexism for this episode is this: "the three key responsibilities of business leaders are to: 1. Define reality. 2. Protect confidences. 3. Communicate compassionately.

[28:31] - Alex quickly goes over the insights that he has explored throughout this episode.

[29:38] - If you enjoyed this episode or took something away from it, please take a moment out of your day to leave a review at this link.

[31:48] - In honor of this 36th episode of the podcast, Alex gives away instant free access to his powerful new video e-course. Head to this link to accept your free gift!

Links and Resources:

The Paradox of Choice by Barry Schwartz

Robert Southey

Marcel Proust

Keith Cunningham

TED Talk by Barry Schwartz

Why Environment Always Wins

Mon, 12 Nov 2018 08:00:00 +0000

The environment always wins. If you've ever had an exhausting day full of too many decisions (and haven't we all?), you know all too well that willpower is finite. World power, on the other hand, doesn't run out. World power means designing an environment with just the right balance and harmony to support you and challenge you to grow and get results, so you can rely on your environment instead of your limited willpower. This is why designing your environment sets up a framework for success, whether in business, ethical influence, teambuilding, or even with family and friends.

According to Thomas Leonard's theory, there are nine environments. These surround you, where you're the unchanging core at the center of a pie chart. The nine environments are:

The memetic environment, composed of ideas, surrounds the inner core.
The body environment, which is your appearance, clothing, and so on.
The self environment, such as your strengths, talents, and character.
Your spiritual environment.
The relationship environment, including your close friends, family, and close colleagues.
Your network environment. This is the professional connections and greater community in your network.
The physical environment: places, things, and technology.
The financial environment, including money, wealth, and budget.
The nature environment includes the great outdoors, nature, and the seasons.

This framework offers a powerful way to see and design the world around you. In other words, it helps you to design the context of your world, not just the content. Either you control your environment, or it controls you. Without significant environmental design, no process of change is sustainable, because it relies on your (finite) willpower. To achieve sustainable success, always design these nine environments to be the picture of your next evolution.

Tune into this episode to learn how you can use your knowledge of these environments to shape your world and life, what I believe the tenth environment is, how to decide which environment to focus on first, why momentum is the most powerful force in the business universe, and how to create a more adaptive, predictable, and successful outcome.

In This Episode:

[03:03] - Alex gives a quick overview of the key insights that he'll be talking about throughout today's episode.

[04:05] - We learn about willpower, world power, and the incredible benefits of creating an environment instead of relying on your willpower alone.

[06:57] - Alex offers a quick overview of the nine environments.

[09:19] - Either you control your environment or it controls you, Alex points out.

[12:38] - Alex's goal for you in this episode is for you to understand that environment always wins, and that willpower is overrated.

[13:32] - Willpower is always shackled by environmental design.

[15:26] - Alex explains that environment equals context, and context is the determining factor in your life. If environment is context, willpower is content.

[17:21] - We hear what Alex believes is the 10th environment, as well as how to prioritize your environments.

[19:21] - Here's today's Alexism: "Focus on building momentum, not just growth."

[20:38] - Alex talks about how momentum applies to the idea of environmental design.

[22:05] - We hear a quick review of the insights that Alex has covered today, including why environment is more powerful than willpower.

[23:06] - Did you enjoy this episode? If so, please head to this link and leave your biggest takeaway from this episode as an iTunes review!

[24:52] - Alex gives away a powerful free gift in honor of this 35th episode of the podcast: instant free access to his powerful new video e-course, available at this link!

Links and Resources:

Thomas Leonard

CoachVille

Werner Erhard

Ask for 'Assistance' NOT Help

Mon, 05 Nov 2018 08:00:00 +0000

When my daughter Breanna was about a year and a half old, she would look up at me after bath time and put her arms up, as if asking me to pick her up and lift her out of the tub. This was a defining moment for me, and I believe it defined her interdependence on me for her future. When she put her arms up, instead of lifting her out of the tub, I would give her my finger so she could grab it and step out of the bathtub with my assistance. This way, she would know how to get to the other side herself.

Not surprisingly, she didn't like this! I figured, though, that if I just lifted her to the other side, she would be codependent on me and wouldn't learn how to get out of the bathtub on her own. Of course, this is also relevant in other parts of her life! Giving her too much help would only lead to struggle and trouble. She eventually took my finger and climbed out of the tub, banging her knee and ankle in the process. She started to cry loudly, and I held and comforted her.

Two days later, my daughter reached up her arms from the bath for me again. And again, I put my finger out so she could take it and climb out of the tub herself. She still wasn't happy, but she managed not to bang her knee this time! A few days that, she reached up her arms again. This time, though, she reached up as if to say "assist me" instead of "help me." She went for my hand instead of expecting me to just lift her out.
Helping other isn't the same as assisting others. This is relevant not only to raising children, but also to business. Helping leads to codependence, and assisting leads to interdependence. Codependent customers and prospects have a sense of entitlement, and expect you to do more for them than what they do for you. Instead of collaboration, they want a one-way relationship.

Tune into this episode to learn how to create a healthy interdependent relationship with your clients, what exactly the difference is between codependence and interdependence, what overcare is and why it's a problem, and much more. I'll also explore these three key insights that are critical to making you a highly skilled ethical influencer:

Why helping others can lead to destructive and even abusive relationships.
The distinctions of codependence, dependence, and interdependence as it relates to your prospects and clients.
Why the principle of interdependence can lead to more profitable clients and expand their lifetime value.

In This Episode:

[03:03] - We hear about the three key insights that Alex will talk about in this episode.

[04:19] - Alex shares a story about his daughter, Breanna Marie.

[06:30] - We learn how Alex's point about codependence relates not only to raising children, but also to business.

[09:38] - Alex talks about what happened with his daughter a few days later, after her first couple of experiences getting out of the tub mostly on her own.

[10:28] - What is the moral of this story?

[11:28] - We hear about what, exactly, codependence means.

[13:13] - Alex now explains what interdependence is, and why it's so much more positive than codependence.

[15:29] - Here's the Alexism for this episode: "It pays to polarize your prospects, because they'll either turn up the volume or they'll change the channel."

[17:20] - Alex talks about the role of overcare in a codependent relationship.

[19:58] - We hear about how overcare can function in a romantic relationship, or a joint venture partnership.

[20:52] - Alex quickly recaps and reviews the points and insights that he has explored throughout this episode.

[21:56] - Alex asks listeners for a favor in exchange for this episode: take a moment to go to this link. Once you're there, leave your biggest takeaway from this episode as a review, and leave a star rating.

[23:51] - In honor of this 34th episode of All Selling Aside, Alex is giving away instant access to his powerful new video e-course! Go to this link to get started.

Links and Resources:

Win More Clients by Being #2

Mon, 29 Oct 2018 07:00:00 +0000

Let me tell you about Harvey, a 26-year old who decided to go into the envelope business as a salesman. Keep in mind that envelopes are only used once, so people need to buy them over and over. One day, at 5:30 AM, Harvey was sitting in a car with one of the best salespeople in the company, right outside the manufacturing plant of the biggest envelope manufacturer in all the city.

Soon, a delivery truck came out of the stockyard. Harvey and his mentor followed the truck, taking notes on where it stopped. This continued for the better part of the morning, before the truck returned to the factory. They did the same thing the next morning, and the next. Within a week, they had a record of over 100 accounts of the top manufacturing company in the area.

Once Harvey had his list, he asked his mentor what to do with it. His mentor told him not to try to steal the business away. Instead, Harvey was to go in and acknowledge who they were already buying envelopes from, acknowledge that he didn't want to steal the business, and asking permission to be #2. He made this sales pitch to those 100+ accounts that he and his mentor had found in their research through following the truck.

Within five years, Harvey had over 100% of the accounts that he had recorded. Wondering how you can earn over 100%? Curious about who Harvey really is? Tune into this episode to find out! You'll also learn why being #2 makes you stand out, how to make potential clients find you interesting, and much more.

In This Episode:

[03:08] - Ready to hear an introduction to the three key insights you'll learn about in today's episode? Here they are!

[04:22] - Alex shares the story of Harvey, an envelope salesman.

[07:50] - In a quick break from the story of Harvey, Alex points out that his mentor allowed Harvey to experience the process instead of telling him what to do.

[10:06] - We hear about Harvey's very simple sales pitch, and the power of asking to be #2 instead of #1.

[12:46] - Alex confesses who the Harvey in his story really is: Harvey Mackay, international bestseller of books including Swim With the Sharks Without Being Eaten Alive.

[14:06] - We hear some ways that it's possible to go from #2 to #1 by default, without necessarily involving any further action on your part.

[15:15] - Alex asks listeners to consider seeking to be #2 in a sales transaction, and to look for a "yes" for a relationship rather than a transaction.

[17:47] - We learn another point about bonding with potential clients or candidates.

[19:42] - Harvey eventually ended up owning the envelope company, which he called Mackay.

[20:42] - Here's today's Alexism: "Caring is the ultimate competitive advantage in starting and maintaining any business today."

[22:09] - Alex shares a quick review of the insights that he has covered over the course of today's episode.

[23:01] - Did you learn something from this episode? If so, please take a moment out of your day to leave your biggest takeaway as a review at this link!

[24:42] - In honor of this 33rd episode of the podcast, Alex offers listeners a gift: free immediate access to his powerful new video e-course! To get started, head to this link.

Links and Resources:

Swim With the Sharks Without Being Eaten Alive by Harvey Mackay

Harvey Mackay

MackayMitchell Envelope Company

Priority is the New Productivity

Mon, 22 Oct 2018 07:00:00 +0000

I heard this story from Steven Covey in his book First Things First. One day, a teacher was speaking to a group of high-achieving students. The teacher was trying to drive a point home using an illustration that the students would never forget. (I don't think you'll forget it, either!) The teacher pulled out a one-gallon wide-mouth glass jar and set it on the table in front of him, and carefully filled it with fist-sized rocks until it couldn't possibly hold another.

The teacher asked his students if the jar was full, and they all said, "Yes!" The teacher then reached under the table and pulled out a jar of gravel. He poured it into the first jar, shaking it to let the gravel sift down among the fist-sized rocks. With a smile, he asked the students again, "Is the jar full?" The class was onto him by now, and the response was, "Probably not." This time, the teacher brought out a bucket of ocean sand, and dumped the sand into the jar of rocks and gravel, filling all the small spaces.

He asked his class again if the jar was full, and the students shouted, "No!" They were right. The teacher grabbed a pitcher of water, and poured into into the jar until it was full to the brim with rocks, gravel, sand, and water. Finally, the jar was actually full.

Are you wondering what the point is? One student piped up with his opinion, claiming that the point is that no matter how full your schedule is, you can always fit more in. The teacher pointed out that this wasn't actually correct. The point is that if you don't put in the big rocks first, you'll never get them in at all. The key is knowing how to prioritize what goes into the jars of your time. Priority is the new productivity.

Tune into this episode to learn the difference between efficiency and effectiveness, the definition of productivity, how you can figure out what your big rocks are, why you need to focus on what's important instead of what's urgent, how Steven Covey's time management grid of quadrants can help you live more effectively, and more!

In This Episode:

[03:09] - Alex introduces the three key insights that he's going to cover in today's episode of the podcast.

[04:28] - We hear a story that Alex read in the book First Things First by Stephen Covey.

[07:05] - Alex gets to the end of his story, and begins to explore the point taught by the powerful example.

[08:09] - We learn about the difference between efficiency and effectiveness, as well as what productivity is.

[10:34] - The goal here, Alex explains, is to find your big rocks, your gravel, your sand, and your water.

[12:15] - Alex works on three projects at a time. He talks about how this functions for him.

[13:49] - Alex takes a moment to define "priority" in a way he learned from Steven Pressfield.

[16:18] - We hear another example from Stephen Covey, involving his time management grid of quadrants.

[19:03] - Imagine that there's a giant square divided into four quadrants. Alex describes what's in each of these quadrants, and what that means for you.

[23:09] - Today's Alexism is this: "True growth demands to temporarily sacrifice your security."

[24:11] - Alex makes an important distinction for listeners involving the size of a contribution and the resistance to it.

[24:59] - We hear a quick review of the powerful insights that Alex has explored throughout this episode.

[26:17] - Please take a moment to help Alex out! Go to this link and leave your biggest takeaway as a review.

[27:25] - Alex offers listeners a final gift in honor of this episode of All Selling Aside. For free instant access to his powerful new video e-course, head to this link.

Links and Resources:

First Things First by Stephen Covey

Stephen Covey

The 7 Habits of Highly Effective People by Stephen Covey

The War of Art by Steven Pressfield

Michael Gerber

Steven Pressfield

The Legend of Bagger Vance by Steven Pressfield

Image of Stephen Covey's time management quadrants

Warren Buffett

Invisible Power of Precession

Mon, 15 Oct 2018 07:00:00 +0000

The law of precession is the effect of bodies on motion on other bodies in motion, as Buckminster Fuller put it. In other words, for every action you take, there will be a side effect. This is similar to karmic marketing, which you may be familiar with from a previous episode. Just a honeybee doesn't know the side effect of making honey, you probably won't know what the side effect will be.

The universal purpose of a honeybee is cross-pollination, which sustains life on earth. If the honeybee went extinct, humans would soon follow. However, the honeybee doesn't realize this universal purpose; it only knows that it's making honey. Pollination is the precession effect of the honeybee following its instinct. If the bee didn't move forward to make honey, there wouldn't be any cross-pollination. The same is true for you! There's no way to find your true purpose until it finds you.

One thing we can learn from the honeybee is that it's okay not to have full clarity about what your purpose is at first. As long as you follow your instincts and consistently act on them, the precession effect will follow and good things will happen. You can only gain clarity and confidence after you start moving forward. When you're focused on movement, you stop doing what's not working and continue to do what is working. Eventually, your true purpose will find you.

Tune into the episode to learn more about how all of this works! I'll also talk about how to know what your internal signals are, why feedback is so important in helping you become a better influencer, the role that objections play, and how incredibly powerful precession can be.

In This Episode:

[03:07] - We hear a quick introduction to the main points that Alex will cover in today's episode.

[04:13] - Alex talks more about the law of precession, and links it to the concept of karmic marketing.

[07:08] - The honeybee is an example of the law of precession, Alex points out.

[08:56] - Alex points out the ways in which we're similar to honeybees in terms of moving forward and precession.

[10:33] - You gain clarity and confidence after you start moving.

[11:32] - Alex gives a concrete example to illuminate the points that he has been making.

[14:39] - You can only know what your internal signals are if you follow them and get feedback, Alex explains.

[16:40] - Alex shares the importance of focusing on movement.

[18:14] - We hear a paradox: the bigger your calling, the more profound the changes you'll make to humanity, but the stronger the resistance will be.

[20:12] - You may feel concerned that in seeking your true purpose, you might move in the wrong direction.

[23:24] - The Alexism for this episode is: "Don't just launch new products or services. Create marketing movements."

[24:28] - We hear a quick review of the topics that Alex has explored throughout today's episode.

[25:22] - Please take a moment to leave a review for this episode! Go to this link, where Alex would be very grateful if you'll leave your biggest takeaway as your review.

[26:17] - Alex offers a free gift in honor of this 31st episode of the podcast! For complimentary instant access to his powerful new video e-course, head to this link.

Links and Resources:

Skipio - where mass business texting gets personal!

Albert Einstein
Jeffrey Gitomer

Steve Jobs

Discovering Your Verb

Mon, 08 Oct 2018 16:00:00 +0000

No matter how delighted or disappointed you are in your life right now, you have a verb deep inside of you that wants a way out. What does that mean? Your verb is your one-word language that expresses to the rest of the world who you are, and why you're here. Discovering what you verb is can cause a meaningful change not only in your own life, but also the lives of those who you interact with.

I've been an advertising man for over 25 years, and the biggest lesson I've learned in that time is that the one thing that makes a good ad great is the same thing that makes a good leader great: movement. Without movement, nothing happens, and permanent change isn't possible. Movement, of course, is all about verbs!

There are three ways that each of us can live. The first option is to live as a noun, and bore people. The second is to live as an adjective, casting doubt and skepticism in people. Finally, we can live as a verb. We're human beings, but it's our human doings that create our legacy and our future.

No doubt you've heard René Descartes's famous saying, "I think, therefore I am." When you read into this, you see that René lived as a verb: "think." Filling in that saying shows you someone's verb. For example, Socrates was concerned with questions; he might have said, "I ask, therefore I am." His verb is "ask." Einstein said that if you stop learning, you start dying. In other words, "I learn, therefore I am," and his verb is "learn." Maria Montessori's verb was "teach." Thomas Edison's was "invent."

Are you starting to understand what it means to live as a verb? If so, you see how incredibly powerful it is. If you can identify your verb, you can identify the direction you're going. If you can change your verb, you can change your life. Tune into the episode to learn how to identify your verb, and why it's so different than identifying your noun or adjective.

In This Episode:

[02:52] - Alex introduces the powerful insights that he'll explore in today's episode of the podcast.

[04:32] - We hear about what your verb is, and why discovering your verb can be so powerful.

[05:42] - Alex digs into what makes a good ad (or leader) great.

[06:44] - We hear about one of Alex's root mentors in advertising, Leo Burnett.

[08:09] - Alex became obsessed with verbs when he stumbled upon I Seem to Be a Verb by Buckminster Fuller, he explains.

[09:32] - The reason that Alex is recording this episode is that he believes that the greatest thought leaders in history lived their lives as verbs. He lists some famous, influential people and explores what their verbs are.

[15:13] - You're kind of like Michael Phelps, Alex points out, because we are all born geniuses.

[16:26] - Alex points out that even the universe itself has a verb: expand.

[17:55] - We hear Alex's answer to the question of what his verb is.

[18:54] - What is your verb? Why is it your verb? And how do you live into it every single day?

[19:40] - Alex gives listeners a free gift: a list of 112 verbs that may help you discover your own verb. He's also giving away a slide deck and talk notes on the subject of discovering your verb. Head to this link to get all of this!

[21:35] - Alex invites listeners to write down their own verb in the "I [verb], therefore I am" format.

[24:12] - The Alexism for this episode is, "Don't just look for business heroes. Become one!"

[25:39] - Alex offers a quick review of the topics and insights that he has explored today.

[26:32] - If you haven't already reviewed this podcast, please do so now! Take a moment to go to this link and leave your biggest takeaway as your review.

[27:19] - For the final time, Alex offers listeners a completely free copy of his book Alexisms! If you've been hesitating on this, follow through with it now. To learn how to get yours, tune into this episode.

Links and Resources:

Skipio - where mass business texting gets personal!

I Seem to Be a Verb by Buckminster Fuller

Leo Burnett

Dr. Martin Luther King Junior

Bucky's 3 Unifying Principles

Mon, 01 Oct 2018 16:00:00 +0000

Once upon a time (although this is a true story), on a dark and bitterly cold winter evening in 1927, a short man was standing on the shore of Lake Michigan and preparing to swim out into the icy waters to drown himself. Why? Because he considered himself a total failure. He had been expelled from Harvard University twice, had been fired from more jobs than he could remember, had a drinking problem, and had recently lost his infant daughter to a disease.

The man paused for a moment before stepping into the freezing waters of the lake, and thought back over his life. He realized that despite his perceived failures, his life had been rich in deep knowledge and meaningful experiences. "What if," he thought, "I did whatever it takes to use my deep and abundant storehouse of knowledge to bring more value to other people?"

He decided to see what would happen if he looked at his life as an experiment in making the world work. From then on, he pledged his life to the service of humankind. This experiment, which started on the brink of suicide, resulted in some of the greatest achievements of the century. Even Albert Einstein was amazed by him.

If you hadn't guessed, the man I'm talking about is Buckminster "Bucky" Fuller. Today, he's regarded as the Leonardo da Vinci of the 20th century, and it's all due to one thing: his whatever-it-takes commitment to his pledge to humankind. Bucky is my root mentor in thought leadership. Without him, I wouldn't be where (or who) I am today. Digging back into your own figurative genealogy to discover your root mentor in thought leadership (and in other subjects) can give you deep insight, and I highly recommend doing so.

Tune in to learn more about these topics, as well as Bucky's three unifying principles (we are all born geniuses, mistakes are great, and the only failure in life is the failure to participate), why all high performers have assistants, the biggest mistake you can make in getting someone to be your rudder, and much more.

In This Episode:

[02:45] - We hear a quick introduction to the three key insights that Alex will explore in today's episode.

[06:02] - Alex shares a true story of a man who thought he was a failure and was preparing to commit suicide.

[10:19] - The man who Alex has been speaking about ended up contributing to some of the greatest achievements of the 20th century.

[12:02] - We learn more about Buckminster Fuller and his accomplishments.

[14:59] - Alex is personally deeply grateful to Bucky, because without his influence, Alex wouldn't be in the business he's in today. He then explains the genealogy that takes him back to Bucky as his root mentor.

[15:55] - If you visit Buckminster Fuller's grave, you'll see four words: "Call me trim tab." Alex explains what this means, and why it's so powerful.

[19:11] - Buckminster Fuller taught Alex three unifying principles. We learn what they are, and why they're so powerful.

[22:30] - Alex points out that there's no such thing as a self-made success.

[24:20] - We learn about the biggest mistake you can learn when it comes to getting others to work for you.

[27:46] - Alex reviews the points and insights that he's covered in today's episode, including Bucky's three unifying principles.

[29:15] - Speaking of reviews, please take a moment to leave one for this show! If you've already left one on iTunes, write down your biggest takeaway from this episode on an index card. If you haven't already reviewed my show on iTunes, now is the time! Instead of leaving a review for the whole show, please head to this link and leave your biggest takeaway from this episode as your review.

[30:33] - Alex offers a completely free gift in honor of this episode. You can have your own copy of his book Alexisms for free! To learn how to get yours, tune into this episode.

Links and Resources:

Skipio - where mass business texting gets personal!

I Seem to Be a Verb by Buckminster Fuller

Spaceship Earth

Albert Einstein

How to Win Friends and Influence People by Dale Carnegie

Power of Delayed Gratification

Mon, 24 Sep 2018 07:00:00 +0000

Have you heard of the marshmallow experiment? Even if you have, pay close attention and see if you can spot some distinctions. Years ago, a large group of 4-year-olds was led into a room that looked like a classroom. One wall had a one-way mirror that allowed researchers to watch the children. Each child had a marshmallow put in front of him or her, and was given simple instructions by a researcher: feel free to eat the marshmallow now, or wait to eat it until after the researcher's return and receive a second marshmallow. Then the researcher left the room.

About a third of the kids immediately ate the marshmallow. Another third of the kids held out for a few minutes before succumbing to temptation and eating the marshmallow. The final third of the kids managed to wait the 15-20 minutes until the researcher returned. These kids received a second marshmallow.

Fourteen years later, researchers tracked down the now-18-year-olds. The ones who had waited to eat the marshmallow until the researcher returned scored an average of 210 points higher on the SATs than the people who did eat the marshmallow. Years after that, when the subjects were 40, the group who had managed to resist eating the marshmallow had more successful marriages, higher income, greater career satisfaction, and even better health than the marshmallow-eaters.

By now, you're probably convinced of how powerful delayed gratification is! I'd like you to take a moment to examine yourself as an entrepreneur or business owner. Are you a marshmallow-eater, or do you delay gratification? Tune into the episode to learn more about why delayed gratification is so important, how you can teach it to your kids (or yourself), what it means to sell through instant gratification and ethically smuggle delayed gratification, the incredible power of compounding, and much more.

In This Episode:

[02:35] - Alex introduces the powerful insights that he'll cover over the course of today's episode.

[04:11] - We hear the story of the famous marshmallow experiment.

[05:57] - Alex shares the results of the marshmallow experiment, revealing how many of the kids ate the marshmallow immediately.

[08:47] - 14 years later, the researchers tracked the kids down. Alex talks about something the researchers found.

[11:16] - What type of entrepreneur or business owner are you?

[13:29] - Alex talks about whether delayed gratification is a skill that you can teach your kids, or learn yourself.

[15:07] - We hear about the way that Alex delays his own gratification through seeding.

[16:22] - Alex talks about the strategy of selling through instant gratification and ethically smuggling delayed gratification.

[18:13] - We hear an example of what Alex has been talking about in terms of selling through instant gratification.

[20:24] - Here's the Alexism for today's episode: small actions, consistently done, produce extraordinary results. In exploring this topic, Alex talks about the power of compounding.

[23:40] - How do you get instant gratification daily and build momentum on it?

[25:34] - Alex shares a quick review of the insights he has covered in this episode, and recaps his points about gratification.

[26:57] - If you haven't already reviewed the show, please head to this link and take a moment to leave your biggest takeaway from this episode as a review!

[28:03] - Alex offers a final gift in honor of this 28th episode of the podcast: a free copy of his book Alexisms! To learn how to get yours completely free, tune into this episode.

Links and Resources:

Skipio - where mass business texting gets personal!

The Compound Effect by Darren Hardy

Productivity Secrets

Darren Hardy

Power of Practical Knowledge

Mon, 17 Sep 2018 07:00:00 +0000

Let's start with a story! Once upon a time, a professor approached a boatman for a ride downstream in exchange for a small sum of money. The professor decided to show off his intelligence while they were in the boat, and started arrogantly testing the simple boatman. First, the professor started grilling the boatman about geology, then said that 25% of the boatman's life is gone simply because he doesn't understand the subject.

Next, the professor scooped a leaf from the water and asked if the boatman understood botany. When the answer was no, the professor claimed the boatman's life was 50% gone. The professor was so wrapped up in his desire to stump the boatman that he didn't notice the water starting to get rough and choppy. The professor then pointed at a mountain and asked the boatman if he knew geography. Again, the boatman didn't, and the professor claimed that the boatman's life was 75% gone because of ignorance.

At that moment, the choppy water became so rough that the boatman lost control of his rowboat, and it crashed into a huge boulder. The boatman and the professor both fall into the torrent and begin gasping for air, with the current swirling around them. At this point, it was the boatman's turn to ask the professor a question: "Do you know how to swim?" The professor answered, horrified, "No!" The boatman replied, "Well then, I'm afraid 100% of your life is gone."

We are living in times of rapid and revolutionary change, like the river in the story about the boatman. And that river is only speeding up and becoming more unpredictable. If you get caught in theory, like the professor, you'll get in trouble. You need to be well-versed in the practical, like the boatman, to swim through business in today's world. What took a decade to change in the past can now happen in a matter of days.

Tune into this episode to learn more about how the power of practical knowledge and the ability to manage uncertainty can help you navigate these fast-changing waters. You'll hear about why it's important to prioritize what's important instead of what's urgent, the roles of passion and commitment, a 7-word negotiation template, and much more!

In This Episode:

[02:23] - We hear about the three key insights that Alex will cover in today's episode.

[03:57] - Alex shares an entertaining yet deeply insightful story about an arrogant professor and a boatman.

[08:00] - The river of the times we're living in is changing and speeding up, Alex points out, and ties this into his personal experiences.

[09:17] - We learn more about the power of practical knowledge.

[12:02] - Alex explores the difference between productivity and priority, and explains why you should focus on important rather than urgent tasks.

[14:58] - Alex gives some specific examples to illustrate the points that he has been talking about.

[16:36] - We hear a specific example of negotiation and the 7-word template that Alex uses, as well as how much money he's saved by using it.

[19:02] - Alex offers another example, this time about copywriting instead of negotiating. He also offers a FREE gift: 27 Proven Winning Headline Templates to make you a better copywriter.

[21:46] - If you want to be a coach, mentor, author, thought-leader, or speaker, have a weekly show for at least three months, Alex recommends.

[23:17] - Here's today's Alexism: focus on taking action, because results are none of your business!

[23:55] - Alex shares a simple method to go from poor to great in 30 days as a writer or copywriter.

[25:33] - We hear a quick review and recap of the specific insights that Alex has covered throughout this episode.

[27:31] - Speaking of recaps and reviews, please take a moment to head to this link! Once you're there, please rate the episode and and leave your biggest takeaway as a review.

[28:37] - In honor of the 27th episode of this show, Alex has a free gift: a completely free copy of his book Alexisms! To learn how to get yours, tune into this episode.

Links and Resources:

Skipio - where mass business texting gets personal!

FREE GIFT from Alex: 7 Proven Winning Headline Templates

Harv Eker

Gary Halbert

What Is "Self-Serving" Benevolence?

Mon, 10 Sep 2018 07:00:00 +0000

Let me share with you the true story of my mentor, Michael. He was a Princeton honor student and is fluent in many language, but he has overcome obstacles of his own. He faced three disasters: the deaths of his mother, father, and brother within a close time period. Imagine how traumatic that must be.

Michael met a gentleman of Indian descent while he was at Princeton, and decided to fly to India to meet this gentleman and get a deeper insight into why so much of his family died. When he landed in India, he couldn't find the man he was looking for. Instead, he found a taxi driver who had a room for rent in his family home. Michael rented the room, and asked the taxi driver where he could find Buddhists. The taxi driver looked at his watch and said, "You're about a thousand years too late."

Not surprisingly, Michael wasn't very happy. He ended up going north to Tibet to study, and got his teaching degree (as well as learning the Tibetan language). Michael came back to New Jersey and continued studying in the same Buddhist tradition there. His guide told him to go to New York and start a diamond business. Michael grew his business very quickly using the four laws of karma, which you'll learn today!

The first law of karma is the law of expansion, which means that everything big was once small and takes time to grow. The second law is the law of likeness, which means that you can't take an apple seed, plant it, and have it grow into a pear seed, nor can a human reproduce and create a dog. The third law is the law of effect, which is that every cause has an effect. Finally, there is the law of cause, which says that every effect has a cause. Tune in to learn how these function, how they can lead you to business success, and much more!

In This Episode:

[02:44] - In today's episode, Alex will cover three key insights into becoming a highly skilled ethical influencer. He explains what these are.

[05:58] - Alex shares the story of his mentor, Michael.

[08:39] - We hear about Michael's reaction to his taxi driver telling him that he's a thousand years too late.

[11:34] - After studying in Tibet, Michael came back to New Jersey. We learn what happened next.

[15:04] - Alex explores the four laws of karma.

[17:50] - The four karmic marketing segments are how Alex built his premium business, he explains.

[18:41] - Alex offers a visual metaphor to help listeners understand the principles he's talking about. He then talks about self-serving benevolence.

[23:39] - We learn about how Alex sets an intention when he's practicing self-serving benevolence.

[25:14] - Alex recaps and reviews the insights that he has covered in today's episode.

[26:28] - Alex just finished the benevolent part of the episode (teaching you these insights) so it's time for the self-serving part! Please head to this link, and leave your biggest takeaway from this episode as a review.

[27:30] - Are you ready for more of Alex's wisdom? You're in luck! In honor of this episode, you can have a completely free copy of his book Alexisms! Tune into the episode to learn how to get yours.

Links and Resources:

Skipio - where mass business texting gets personal!

The Success Principles by Jack Canfield

The Dalai Lama

Warren Buffett

Why Wisdom Crushes Knowledge

Mon, 03 Sep 2018 07:00:00 +0000

Oliver Wendell Holmes, Jr. is among the most famous of all US Supreme Court justices. He was born to a prominent boston family, and graduated from Harvard Law School in the 1860s. He then prepared a series of lectures that were published as The Common Law in 1881. Holmes served on the Supreme Judicial Court of Massachusetts from 1882 until his appointment to the US Supreme Court in 1902.

During his 30 years serving on the country's highest court, Holmes became known for his "clear and present danger" argument for the limitation of free speech, illustrated by a reference to a person falsely shouting "fire!" in a theater. Holmes retired in 1932, just after the start of the Great Depression. He has remained among the best-known of all of those who have served on the Supreme Court.

Holmes was a prolific writer, and is quoted frequently. My favorite of his quotes, though, is particularly powerful: "I would not give a fig for the simplicity on this side of complexity, but I would give my life for the simplicity on the other side of complexity." If this isn't immediately clear to you, think of complexity as a bell curve. Things are simple when you don't know much about them, become increasingly complex as you become more knowledgeable, and finally become more simple again as you gain wisdom.

Tune in to this episode to understand more about how this works. You'll also learn about the differences between knowledge and wisdom (and how this relates to the complexity bell curve), why you should search for the key objections instead of trying to make a sale, the four levels of consciousness, and much more!

In This Episode:

[02:17] - In today's episode, Alex will cover three key insights into becoming a highly skilled ethical influencer.

[03:58] - Alex shares the story of Oliver Wendell Holmes Jr. and his "clear and present danger" argument about free speech.

[05:54] - We hear Alex's favorite quote by Oliver Wendell Holmes, and what it means.

[08:26] - Alex used to think that experience came with age or time, but has changed his mind, he explains.

[10:54] - We learn about the differences between knowledge and wisdom.

[12:51] - Alex shares a story about Frank Kern involving the FTC, and Frank's transition from knowledge to wisdom.

[15:16] - When Alex is training sales teams, he goes through four different personas with them.

[17:49] - Alex tells his salespeople to go out and search for the key objections instead of trying to make the sale.

[20:26] - We learn one of Alex's techniques for forcing his thoughts into greatness: copywriting rather than writing.

[20:46] - The Alexism for this episode is this: there is no such thing as a self-made success.

[21:46] - Alex talks about the four levels of consciousness, starting with unconscious incompetence and ending in unconscious competence.

[24:55] - We hear about the coach who Alex believes is the greatest in the NBA today.

[26:08] - Alex provides a quick review of the insights that he has explored in this episode.

[27:38] - Speaking of reviews, please take a moment to leave one for Alex and this podcast! Take a moment to click on this link, then leave your biggest takeaway from this episode as a review. While you're there, please leave a star rating too!

[28:21] - In honor of this 25th episode of the podcast, Alex is giving away a free gift: his book Alexisms! Tune into the episode to learn how to get your free copy.

Links and Resources:

Skipio - where mass business texting gets personal!

Oliver Wendell Holmes, Jr.

The Common Law by Oliver Wendell Holmes

Oliver Wendell Holmes' clear and present danger argument

Frank Kern

Mind Control by Frank Kern

Harv Eker

The Johari window

Steve Kerr

How to Influence Like Gandhi

Mon, 27 Aug 2018 07:00:00 +0000

No one is required to change more than those of us who present ourselves as leaders of educational reform and transformation. And if you're ethically influencing others, that's you! Ethical influences reform others, cause permanent change, and transform people. Why do you need to have change in yourself before you can change others? Simply because you are required to model the behavior that you want others to adapt.

No one is better known for this than Mahatma Gandhi, who started off as a lawyer and ended up becoming a thought leader. He lived with integrity, which is something that is integrated. if you are integrated with what you say, and do what you say you're going to do, then you have integrity. If you want true, massive change as you ethically influence others, then you need to live into the advice that you're giving them.

As you'll learn in this episode, I don't believe that integrity is inherently either good or bad. By my definition, Gandhi had integrity, but so did Hitler and Stalin. All of these men were predictable and did what they said they were going to do. Even a dog can have integrity! Integrity is not about right or wrong; it's about consistency, and the ability of other people to anticipate your behavior.

Tune in to learn much more about integrity, as well as why experience is the only teacher, why becoming a high-end client yourself is the best (if not only) way to get your own high-end clients, why anticipation is so important and how it relates to integrity, the difference between being wealthy and rich, and much more!

In This Episode:

[02:26] - Alex introduces the three key insights into becoming a highly skilled ethical influencer that he'll cover during today's episode.

[03:21] - We hear about why ethical influencers are required to change more than perhaps anyone else.

[04:13] - Alex shares the story of a woman in India who was upset that her son was eating too much sugar, and how Gandhi resolved the situation.

[06:58] - We learn that Alex believes that he has to go through everything that he teaches his students.

[09:05] - Alex explores his controversial definition of integrity, which he believes that Gandhi, Hitler, JFK, and Stalin all had.

[10:56] - Gandhi said, "My life is my message." Alex explains how this ties into his points about integrity, and points out that Gandhi was a leader from behind.

[12:23] - Alex explains why experience isn't the best teacher, and how this relates to integrity.

[14:25] - The Alexism for today's episode is one of Alex's favorites: "Experience is not the best teacher. Experience is the only teacher."

[15:12] - We go back to the power of anticipation, and why it's so important.

[17:26] - Anticipation, Alex points out, is the antidote to uncertainty and makes you a stronger ethical influencer.

[19:22] - If you chase wealth first, and getting rich second, you'll be a lot more confident in yourself.

[19:44] - We hear a quick review of the insights from this episode.

[20:32] - Please take a quick moment to give something back to Alex and the podcast! It's simple, just go to this link and leave your biggest takeaway from this episode as a review. If you've already left a review, please write down your biggest takeaway on an index card and keep it somewhere safe!

[22:31] - Alex offers listeners a gift in honor of this 24th episode of the podcast. You can get your own copy of his book Alexisms completely free! To learn how to get yours, tune in to the episode.

Links and Resources:

Skipio - where mass business texting gets personal!

Mahatma Gandhi

Anatomy of an Ideal Workday

Mon, 20 Aug 2018 07:00:00 +0000

Imagine the ideal personal and professional workday. You go to sleep at the perfect time, wake up at the perfect time, you feel completely in control, you own your morning, and you don't let any interruptions or disruptions to get in the way of getting stuff done. You also block out time at the prime times to get things done in your way, and do not only what's urgent, but also what's important.

Does that sound like the kind of day you could live? If so, you'll love this episode about the anatomy of an ideal workday. The ideal workday is about planning. After all, without a plan, it's impossible to have spectacular achievement. Planning allows you to anticipate your day, and that anticipation allows you to grab control of your day.

Prime-timing your day is another key to having the perfect day. This involves blocking out time segments in your day. During these times, you have no distractions and no interruptions, which allows you to own your time. Whether you're a night owl or a morning glory, I recommend doing this in the morning to plan out your day.

Tune in to learn about why you should set an alarm for when you'll go to bed (not just when you'll wake up), why productivity needs to have an adjunct of priority, how discipline can make you unconsciously competent, why a countdown timer can help you maximize your productivity, the four tasks to do during your prime time hours, and much more.

In This Episode:

[02:24] - Alex introduces the three key insights into becoming a highly skilled ethical influencer that he'll cover during today's episode.

[03:02] - Alex invites listeners to imagine a perfect day, listing some components of what's involved.

[04:28] - We hear more about what the anatomy of an ideal workday looks like.

[05:22] - Setting an alarm for when to go to bed is the first step to having the ideal day the next day, Alex explains.

[07:11] - What does it mean to prime-time your day, and why is it critical to your success?

[07:55] - Alex shares the five-word definition of productivity: maximum results in minimum time. He also shares the definition of priority: maximum productivity with minimum effort.

[09:54] - We hear more about discipline, and why you need it at the beginning of a habit.

[11:16] - Alex talks about the power of a countdown timer to maximize your productivity.

[13:21] - We learn that Alex uses three blocks of prime time in his day, but he recommends only one hour per day when you're starting.

[14:33] - The Alexism for today's episode is this: wild success in business is nothing more than doing ordinary tasks consistently, so that you produce extraordinary results.

[15:16] - Alex doesn't like to solve problems during prime time. Instead, he uses it for four specific things.

[18:00] - The fourth thing to do during your prime time hours is intentional thinking.

[18:51] - Alex reviews and recaps the insights that he has explored in this episode.

[20:04] - If you learned something valuable from this episode, please take a moment to give something back! It's easy; just go to this link and leave a review and a star rating.

[20:55] - In honor of this episode of the podcast, Alex offers listeners a completely free gift: a copy of his book Alexisms! To learn how to get yours, tune in to the episode.

Links and Resources:

Skipio - where mass business texting gets personal!

Six Keys to Finding Your Avatar

Mon, 13 Aug 2018 07:00:00 +0000

This about avatar identification, not about religion, but I'm going to start off with the story of the Saddleback Church and its founder, Rick Warren. Warren was born in San Jose, California, to a Baptist minister and a high school librarian. He graduated from Ukiah High School in 1972, and went on to study at California Baptist University, Southern Baptist Theological Seminary, and Fuller Theological Seminary in Pasadena, CA.

Again, this episode isn't about religion. Instead, it's about a man understanding who his congregation is, and exploring how this relates to you. After all, you too have a congregation; your following is your congregation. Your congregation is about your prospects and clients. When you understand your congregation deeply, you will understand your business even better than you already do.

What Warren did exceptionally well was to simplify the avatar for those who went to his church, or his congregation. Remember that your congregation doesn't have to be religious. It can be your mailing list, your following, or even your friends and family. These people, or the "who," need to come before the "what." In other words, you need to understand your market before you create your message. This is what Warren did when he created his avatar, Saddleback Sam. If you aren't familiar with the avatar of Saddleback Sam, check out the link to see his picture and learn more about him.

I've come up with six keys to help you create your own avatar for your congregation. Three are moving toward (pleasure), and the other three are moving away (pain). The first three (pleasure) are aspirations, attributes, and affiliations. The latter group (pain) includes fear, frustrations, and foibles.

Tune into this episode to learn more about all of these topics, what it means that your avatar is your bullseye client, why it's so important that your message comes after you identify your market/avatar, what it means to follow the platinum rule rather than the golden rule, what words of wisdom Gary Halbert has to share, and much more.

In This Episode:

[03:08] - Alex introduces the three key insights into becoming a highly skilled ethical influencer that he'll cover during today's episode.

[04:08] - We hear about the subject of today's episode: Rick Warren and his understanding of his congregation.

[06:36] - Because of the success of Warren's book, he returned his 25 years of salary to the church and stopped taking a salary.

[08:20] - Alex explains when Warren felt called to full-time ministry, and talks about the importance of mentoring.

[10:11] - We return to the topic of avatars.

[11:24] - People focus on the "what" before the "who," Alex points out, and explains why this is backwards.

[12:51] - We learn about Saddleback Sam, Rick Warren's avatar for his congregation.

[14:20] - Alex has come up with six keys to creating an avatar, which he lists.

[17:22] - How you get to know your audience is to have a dialogue with them and understand them, Alex explains.

[19:41] - Marketing is about strategy, and if you know the six avatar keys, your life will be a lot easier.

[19:50] - This episode's Alexism is this: effective social influencers are like the wind. You can't see them, but you notice their presence.

[23:50] - The single biggest mistake that entrepreneurs, coaches, consultants, and others make is to not clearly identify their target market.

[24:22] - We hear a quick review of the major insights that Alex has illuminated throughout this episode.

[25:15] - Speaking of reviews, please take a moment to head to this link to leave a review. it will help Alex a lot if you leave your biggest takeaway from this episode as a review and leave a star rating as well!

[26:32] - Alex gives listeners a gift in honor of the 22nd episode of All Selling Aside! To learn how to get your free copy of his book Alexisms, tune in to the episode!

Links and Resources:

Skipio - where mass business texting gets personal!

The Purpose Driven Life by Rick Warren

The Platinum Rule by Tony Alessandra

Gary Halbert

Why Selling Is Marketing Oxygen

Mon, 06 Aug 2018 07:00:00 +0000

Somewhere in Asia, a hermit was meditating by a river when a young man interrupted him to ask to become his committed disciple. "Why?" the hermit asked. The young man answered, "Because I want to find enlightenment." The master grabbed the young man by the scruff of the neck and plunged his head underwater. After a long moment of the young man kicking and struggling, the master released him and asked gently, "Young man, what did you want most of all when you were underwater?" "Air!" the young man replied. In response, the master instructed the young man, "Go home, and come back to me when you want enlightenment as much as you wanted air."

If you don't immediately All businesses do three things: production, operations, and marketing. As you'll probably recognize, most people don't want to sell as much as they want to breathe! And yet, sales is marketing oxygen; without it, you suffocate your business. In fact, I recommend allocating 50% of the total amount you spend on your business to marketing, with 25% each going to production and operations.

When I'm thinking about what my sales proposition will be, I use a simple three-part sales formula that works like magic. Ask three questions:

Why this? This addresses the relevancy of what you're selling.
Why me? This is the credibility that you offer, or why you've earned the right to sell this.
Why now? This digs into why a customer should buy now, not next year.

As you're selling, you'll encounter objections. In my experience, there are five to nine objections to every sale, and it's most productive to approach each potential objection as if it's a lock. You need the right key for each lock. Tune in to learn more about these topics, as well as why you should begin with the end in mind, how using a story can eliminate objections, Alex's five-part formula, the three necessary factors in creating a movement, and much more!

In This Episode:

[02:45] - We learn about which three key insights Alex will cover over the course of today's episode.

[03:39] - Alex shares an insightful and powerful story that reveals the importance of wanting something as much as oxygen.

[04:50] - We learn about how Alex's story relates to sales.

[06:30] - Alex recommends changing the percentages you spend on production, operations, and marketing to 25%, 25%, and 50% respectively.

[07:08] - We hear about a simple sales formula that Alex has used over the years that works like magic.

[08:19] - The toughest sale is the front-end sale, or the first sale, Alex explains. The second and third sales, and onward, are a lot easier.

[09:57] - Alex talks about the sales plan in creating a process where the sale becomes easier and you want the sale as much as the young man in his story wanted oxygen.

[11:01] - There are 7 (+ 2) objections to every sale, Alex explains, and talks about how to address them.

[13:28] - Alex shares a story to illuminate his point about the power of storytelling in selling.

[16:29] - We hear about five-part formula that Alex starts with: support their dreams, allay their fears, confirm suspicions, justify failures, and identify enemies.

[18:49] - Alex gives listeners another helpful nugget about the three necessities for creating a movement.

[20:50] - Alex offers a quick review of the specific points and insights that he has covered in today's episode.

[22:01] - If this episode helped you out, please take a moment to help Alex out in exchange! It's simple; just go to this link and write down the biggest takeaway you got from this episode as a review.

[23:18] - In honor of this 21st episode of the podcast, Alex offers listeners a final gift: a completely free copy of his book Alexisms! To learn how to get your completely free copy, tune in to the episode.

Links and Resources:

Skipio - where mass business texting gets personal!

The 7 Habits of Highly Effective People by Stephen R. Covey

Benjamin Disraeli

Gary Halbert

Gary Bencivenga

Eugene Schwartz's 8 Great Rules of Marketing
Genius Network

Perry Belcher

The Warroom

What Makes Leaders Weep?

Mon, 30 Jul 2018 07:00:00 +0000

Herman Miller was founded by D. J. De Pree in 1923 and is one of the most profitable in the Fortune 500. While it's #456 in revenue, it's #7 in profit. Isn't that incredible? This is because revenue never equals profit. Revenue is top-line, and profit is bottom-line. Are you wondering how to get more profit, and why Herman Miller has been so profitable relative to its revenue? The answer is leadership, specifically servant leadership.

At Herman Miller, the concept is that leaders don't inflict pain. Instead, leaders bear pain. In other words, leaders aren't command and control, they're engage and enroll. Another reason I love using Herman Miller as an example is that Max De Pree, one of my mentors, taught me the three responsibilities of a leader.

Let's shift gears for a moment and talk about agreements, their three functions, and the three ways to handle them. The functions of an agreement are who's in charge, what's getting done, and when is it due (or who, what, and when). The first way to handle an agreement is to keep it. The second way to handle an agreement is renegotiate the agreement. The third way to handle an agreement is to un-make it.

You may be surprised to learn that Max De Pree, former CEO of Herman Miller, didn't make agreements with his team members. Instead, he made something even more powerful: he made covenants. Tune into this powerful episode to learn more about agreements and covenants, what the nine reasons are that a leader should weep, what the Mona Lisa's value can teach you about leadership, and much more.

In This Episode:

[03:01] - Alex introduces today's three key insights, which he'll explore throughout the rest of the episode.

[04:04] - We hear about Herman Miller, the iconic furniture company.

[04:55] - Alex returns to the concept of servant leadership, which he talked about in a previous episode.

[05:56] - Let's talk about agreements. You've probably thought about these, but have you clearly defined their three elements?

[08:44] - Alex learned all of this about agreements from his mentor David Allen, he explains.

[09:31] - We learn that Max De Pree didn't make agreements with his team members.

[11:30] - Why is the original of something, whether it's a painting or an incredibly well-made designer chair, so much more valuable than a knockoff or a copy?

[13:32] - Alex explains what his explanation about the value of something means for you as a leader.

[14:02] - The Alexism for today's episode is this: the most terrifying feeling an entrepreneur can have is thinking about fulfilling their default future.

[15:02] - Alex explores the nine reasons why leaders should weep, including lacking dignity, unexpected gifts, and confusing pleasure with meaning.

[22:55] - There are three responsibilities for any leader. First, to define reality. Second, to protect confidences. Finally, communicate compassionately.

[24:10] - Alex digs into the word "compassion," and the three words it contains: "compass," which means direction, "passion," which means having heart, and "ion," which is the smallest source of an element.

[25:21] - Leadership is an art, Alex explains, as part of his review/recap of the points he's covered in this episode.

[26:26] - Did this episode help you out, or teach you something meaningful? If so, it would mean a lot if you'd take just a moment to go to this link and write down your biggest takeaway from this episode as a review.

[27:30] - Alex gives away a gift in honor of the 20th episode of this podcast! If you enjoyed the Alexism in this episode, you'll love learning many more in the book Alexisms! To learn how to get your completely free copy, listen in to the episode.

Links and Resources:

Skipio - where mass business texting gets personal!

Leadership Is an Art by Max De Pree

Four Ways To Play The Game

Mon, 23 Jul 2018 07:00:00 +0000

In 2010, in Los Angeles, my good friend Dave Buck (the CEO of CoachVille) taught a session to my students at the Ultimate Internet Bootcamp. While on stage, he talked about how life is a game, and in all coaching, the best way to coach someone is to identify what game they're playing and how they're playing it. The most noble, easy, and consistent way to develop permanent change in your life is by changing the game you're playing, and the way you're playing it.

With all that said, here's my question to you: what game are you playing right now?

Answering this question lets you take the step from unconscious incompetence to conscious incompetence. That eventually evolves to conscious competence, and finally flow state or unconscious competence.

What Dave taught me is that there are four ways to play any game in your personal or professional life, and if you're playing a winnable game, there are only two results you'll get. The four ways to play the game are these:

Refuse to play.
Pretend to play.
Play not to lose.
Play to win.

You probably won't be surprised to learn that playing to win is the best option. But that alone isn't enough; you also have to choose a winnable game. If you're playing a winnable game, there are only two results. First, you might win. Can you guess what the second result is? If you guessed "lose," that's not it. In fact, you either win or you learn. (If you guessed wrong in this little game right now, remember that you didn't lose; you learned!)

Tune into today's powerful episode to learn much more about the games involved in the selling process, how selling through storytelling fits into this framework, the value of identifying the game you're playing, Albert Einstein's three rules of work, and much more.

In This Episode:

[02:43] - Alex introduces today's three key insights, which he'll explore throughout the rest of the episode.

[04:47] - We learn that Alex (along with some of the best coaches in the world) teaches his clients how to play the game of their personal or professional life.

[06:58] - What are the four ways to play any game in your personal or professional life?

[08:48] - Alex explains why playing to win isn't enough.

[11:35] - We learn what the only two results are in a winnable game.

[14:24] - Here's the Alexism for this episode: the most important rule of any game is to play by its rules.

[15:35] - Alex quotes Albert Einstein about the three rules of work. #1. Out of clutter, find simplicity. #2. From discord, find harmony. #3. In the middle of difficulty lies opportunity.

[16:32] - We hear about something that T. Harv Eker taught Alex.

[19:16] - Alex quickly recaps the specific insights that he has been discussing throughout this episode.

[21:23] - If you enjoyed this episode and learned something valuable, please take a moment of your time to go to this link. Once you're there, write down the most valuable thing you learned from this episode as a review.

[22:22] - In honor of this 19th episode of this podcast, you're welcome to have a completely free copy of Alex's book Alexisms! To learn how to get yours, listen in to the episode.

Links and Resources:

Skipio - where mass business texting gets personal!

Secrets of the Millionaire Mind by T. Harv Eker

Massage Envy

How to Sell Less & Net More

Mon, 16 Jul 2018 07:00:00 +0000

In 2016, my friend Ryan asked me if I would support him for his first product launch, The Ask Method Training. It ended up being pretty successful, and generating over $3 million in revenue in just two weeks. The problem, though, was his profits. After the fees, advertising, joint venture payouts, refund requests, and affiliate contest payouts, the typical profit margin is about 20%. Ouch! I prefer to be in the 50% to 60% range. In my own launch, I used the PLUS Method, which stands for Post-Launch Upsell Strategy. This term was coined by one of our top producers of sales.

Jeff Walker created a powerful formula for the front end of a product launch. It involves two weeks of creating pre-launch content, typically three videos, followed by a final video that leads to the cart opening and closing. Here's the problem: when the cart closes and you're done, 15% to 20% profit is considered good. Typically, at this point when the cart closes, the game is over.

I knew there had to be a better way. Jeff's powerful formula is fantastic for the front end, but there needs to be a back end too. This is why I came up with the PLUS method for my own launch. Imagine doing $350,000 in a failed product launch, and then generating over $1 million the back end. This is how powerful the PLUS method can be. The net profits on a PLUS campaign are generally 60% to 70%. Compare that to the 15-20% I mentioned for a typical front-end launch, and you'll see why this is so important!

Back to my friend Ryan, who has perfected the art of surveying and asking question. His offer was a $35,000 mastermind and a $10,000 intensive. The $35,000 mastermind included the intensive, but that wasn't good enough for me. Tune into the episode to learn how we moved forward, why I was reluctant to work with someone who I see as being smarter than me, how things turned out for Ryan, and how you can apply these methods to your own business.

In This Episode:

[02:56] - We learn about the three key insights that Alex will explore in depth throughout this episode.

[03:44] - Alex shares a story about a friend asking for help with his first product launch.

[05:42] - We hear about an opportunity that Alex used in his own launch, The PLUS Method. (FIND AND LINK THIS)
[08:06] - As a marketer familiar with the front end and the back end, Alex knew there must be a better way than just having everything stop when the cart closes.

[10:03] - Alex returns to the story of his friend Ryan, and explains why he was reluctant to work together.

[13:20] - We hear more about the cumulative funnel that Alex has been talking about, in which everything at the top includes everything below it as bonuses.

[14:20] - Alex talks about what ended up happening with Ryan after the cart closed.

[17:14] - What's important is that the back end didn't involve affiliate commissions or prizes, Alex points out.

[18:10] - Alex covers the impressively successful results of the story he has been talking about involving his friend Ryan.

[19:53] - The Alexism for this episode is this: entrepreneurship is like skydiving. You don't need a parachute to skydive. You just need a parachute to skydive more than once!

[21:51] - For most people, cart close day is the beginning of the end. With PLUS, it's the end of the beginning! Alex explains this, then walks listeners through the five stages of conversion.

[24:38] - We hear a quick review of the insights and wisdom that Alex has covered throughout the course of this episode.

[26:22] - Did you take away something valuable from this episode? If so, please head over to this link and write down that takeaway as a review!

[27:22] - Alex offers listeners a completely free copy of his book Alexisms in honor of this 18th episode! To learn how to get yours, listen in to the episode.

Links and Resources:

Skipio - where mass business texting gets personal!

The Sideways Sales Letter

Jeff Walker

Why Socrates Avoided Rejection

Mon, 09 Jul 2018 07:00:00 +0000

In 2002, I tapped into a 2400-year-old technology that the most revered universities across the globe embrace: the Socratic Method. This method involves asking questions. When you're thinking about applying this to your sales presentation, keep this in mind: the question mark looks like a hook. It draws people in. The exclamation point, on the other hand, is like a spear that can shoo people away.

Back to 2002: my children were very young, and so I didn't want to travel as frequently as my colleagues did. Instead, I focused on teleseminars and creating courses online, on CDs, and in three-ring binders. The teleseminars were free, but the recorded interview and transcripts available afterward became a course for sale.

In this process, I created a database that became my secret weapon. It would take data after surveying someone, put the data into the database, and make it keyword-searchable. For example, if I wanted to do a teleseminar with Brian Tracy, we would set up a time. He would ask what we would talk about in terms of selling, but instead of answering him myself, we would survey our lists using my database to find out what they wanted to learn from him. Do you see how this ties into the Socratic method of asking questions?

Tune into this episode to learn exactly how well this strategy worked out! (Hint: it was successful.) You'll also learn about other ways of using this method, why trying to give people what you think they want is problematic, how porcupines are related to the sales exchange, and much more.

In This Episode:

[02:13] - Alex introduces the three key insights that he'll be exploring in more depth in today's episode.

[03:17] - We hear about Alex's views on the Socratic Method, as well as why the question mark is a more powerful sales tool than the exclamation point.

[04:43] - How can you create shared excitement and energy?

[05:50] - Back in 2002, Alex did lots of teleseminars because his daughter had just been born and his son was a toddler.

[08:33] - Alex began to create a list and then a series of leaders, and this database became his secret weapon.

[09:17] - We hear an example of what Alex is talking about, and how the Socratic method applies in this case.

[11:57] - This allowed Alex to create Socratic content, we learn.

[14:10] - Alex also used the Socratic method using his database for book tours.

[14:42] - We learn more about Socrates' life.

[16:17] - The Alexism for this episode is this: there is no such thing as a self-made successful entrepreneur.

[17:20] - In the world of asking questions, remember the porcupine.

[18:17] - Alex offers listeners three world-class questions: "What don't I see?" "How do I make money when others steal from me?" and "What are we split-testing today?"

[22:06] - Alex explains what a split test is.

[22:57] - Alex reviews the specific insights that he has covered throughout this episode.

[23:49] - Please take a moment to go to this link. Once you're there, take a moment to write down your biggest takeaway from this episode as a review. Of course, a five-star rating would also be appreciated!

[24:49] - In honor of this 17th episode, Alex is giving away his book Alexisms completely free! To learn how to get yours, listen in to the episode.

Links and Resources:

Skipio - where mass business texting gets personal!

Four Learning Styles to Greatness

Mon, 02 Jul 2018 07:00:00 +0000

In 2006, I sat in a converted office in my home in California. My wife and children were asleep, and I wondered what the topic should be for the next course I wrote. In 2001, I had developed the course Marketing With Postcards, which earned me nearly $1 million. At that point, I wasn't great at creating traffic, but I was very good at converting traffic. The success of this course led to my next course, Traffic Conversion Secrets, which I sold for $1,800. That course, in turn, led to TeleSeminar Secrets, which made over $14 million in under six years.

These courses brought me great students, some of whom are now my teachers. They also taught me about the different types of students. There were those who asked "what" questions. Others asked, "Why?" Others asked, "How?" And still others asked, "What if…?"

Going back to 2006, I created the course Web Communication Secrets. In that course, I developed something that I've been utilizing ever since: shifting the curriculum to appeal to all four of these learning styles. I did a lot of research, and studied David Kolb's theory of the Experiential Learning Model. It includes four different styles: concrete experience (the style of feeling), reflective observation (the style of watching), abstract conceptualization (the style of thinking), and active experimentation (the style of doing).

To clarify these for myself and make them easier to remember, I described them with different words (which you may already have noticed if you've been actively paying attention). These are the "what?" learner, the "why?" learner, the "how?" learner, and the "what if?" learner. As you teach all of these learning styles, though, you should do so in a specific order, taking care of the "what" and the "why" learners first. Tune in to learn the details of all this, and much more!

In This Episode:

[02:31] - Alex introduces the three key insights that he'll explore in more depth throughout today's episode.

[03:14] - We hear about a specific day in 2006, as well as a course that Alex created in 2001.

[05:25] - Marketing With Postcards was the course that got Alex on the map, and led to Traffic Conversion Secrets.

[06:28] - Alex talks about the different types of students he got during his courses.

[08:04] - We learn about how Alex responded to learning about the four different types of learners.

[10:34] - Which of the four styles of learning do you have a bias toward?

[12:10] - Alex explains why understanding and being aware of the four styles of learning is so important.

[13:57] - There's a sequence between the what, why, how, and what if, Alex points out.

[15:39] - We hear about audio scripting, including the audio script that Alex has for this episode.

[18:29] - What could happen in your life in the future if you learn these four learning styles, and change the way you teach or communicate accordingly?

[21:42] - Alex shares his method for remembering the four learning styles.

[22:30] - Today's Alexism is this: what makes a good entrepreneur great is their ability to manage uncertainty.

[24:47] - Alex talks about selling media for infomercials in 2002 and 2003.

[26:43] - Alex explores what it means to have high intention and low attachment.

[28:40] - The context of your presentation or course is more decisive than the content, Alex explains.

[29:20] - We hear a review of the topics that Alex has covered in this episode.

[30:16] - Did you enjoy this episode and learn something valuable? If so, please take a moment to head to this link, and type in your biggest takeaway from this particular episode as a review.

[31:18] - In honor of this 16th episode, Alex is giving away his book Alexisms completely free! To learn how to get yours, listen in to the episode.

Links and Resources:

Skipio - where mass business texting gets personal!

Traffic & Conversion Summit

Virtual Book Tour Secrets

David Kolb

Experiential Learning Model

Web Communication Secrets

The Platinum Rule by Dr. Tony Alessandra

Skipio

Public Speaker's Magic Formula

Mon, 25 Jun 2018 07:00:00 +0000

Dale Carnegie was the author of the book How to Win Friends & Influence People, one of the best-selling self-help books of all time. Perhaps surprisingly, Carnegie was born into poverty in Missouri. As a boy, Carnegie won friends through his knack with words. At various assemblies he attended in high school, he became inspired by speakers, and joined the school's debate team. During his horse rides to college, he practiced his speeches and style.

After graduating, Carnegie's various jobs as a traveling salesman earned him enough to quit his job and move to New York City to try his luck as an actor. He landed a leading role in Polly of the Circus, which allowed him to continue practicing his public speaking skills. However, he hated acting itself, so he enlisted in the army instead, before working as a business manager of a traveling lecture course taught by Lowell Thomas.

When Carnegie realized that his skill at public speaking was what helped him succeed as a traveling salesman, he successfully pitched the idea to teach public speaking to adults at the YMCA in New York. His classes were an immediate success because he focused on their personal stories.

Importantly, Carnegie realized that the most successful business people in any given industry weren't those with the most technical know-how, but rather those with the best people skills. He noticed that no textbook existed on the subject, and after years of intense research, he finally published his famous book How to Win Friends & Influence People.

In today's episode, you'll learn Carnegie's three-step magic formula. First, incident: what's the specific incident that you want to be talking about? Second, action: what's the action you want your audience to take because of what they learned from that incident? Third, benefit: what's the benefit your audience will gain as a result of taking that action? Tune into this conversation to learn more about how this formula works, why Carnegie was so successful at what he did, and much more!

In This Episode:

[02:40] - Alex talks about the three critical insights that you'll learn all about in today's episode.

[03:31] - We learn a basic biography of Dale Carnegie, the author of How to Win Friends & Influence People.

[04:45] - Alex continues the story of Carnegie, talking about the high school assemblies that he attended.

[06:08] - After college, Carnegie took a job as a traveling salesman. Alex explores the next steps of Carnegie's life.

[07:49] - Alex talks about why Carnegie's classes were an immediate success.

[09:10] - We learn that Carnegie spent the next two decades gradually refining his curriculum to meet the needs of his students.

[10:04] - Alex talks about where the title of Carnegie's famous book came from.

[11:15] - Any time Alex is feeling low or in a rut with his business or mindset, he watches biographies of successful people.

[12:10] - What was the magic formula that Carnegie taught thousands, and now millions know?

[13:12] - Alex explores one of the biggest challenges that he has with many TED Talks.

[14:22] - We hear a story about two speakers of antiquity.

[15:03] - Here's the Alexism for today's episode: you can't be 100% committed sometimes.

[15:42] - Alex goes through a quick review of the insights that he has explored throughout this episode.

[16:54] - Please head over to this link, where you can type in your biggest takeaway from this episode as a review, as well as rate the episode.

[17:58] - In honor of this 15th episode, you're welcome to a completely free copy of Alex's book Alexisms! Why pay for it when you can get it for free? To learn how to get yours, tune into this episode!

Links and Resources:

Skipio - where mass business texting gets personal!

How to Win Friends & Influence People by Dale Carnegie

Dale Carnegie Institute

Polly of the Circus

Lowell Thomas

Public Speaking and Influencing Men in Business by Dale Carnegie

Lincoln the Unknown by Dale Carnegie

Little Known Facts About Well Known People by Dale Carnegie

Five Minute Biographies by Dale Carnegie

Biographical Roundup by Dale Carnegie

How to Stop Worrying and Start Living by Dale Carnegie

The 'ALL IN' Principle

Mon, 18 Jun 2018 22:19:53 +0000

In the summer of 1992, I learned an important fact that has stuck with me ever since: leadership is a choice. On the day I learned this, I was climbing a wall in an obstacle course as part of a team-building exercise. I was dripping with sweat, my shoulders were aching, and my legs were throbbing. I felt battered, but ready to take on the challenge. (This feeling probably sounds familiar to you, even if the battering is a mental or emotional rather than physical one!)

The pain didn't matter to me. If I could prove my mettle and see the competition through, I knew I would impress both my fellow competitors and myself. There I stood, with over 20 other people all equally bent on climbing that wall. There was no way to get over but through physical strength, stamina, determination, and help from the others. My instincts told me that if I scaled the wall first, I would inspire the others to do the same. That was leadership, I believed.

Within seconds of being told, "Go," I made it over the wall. There I was, all alone. Everyone else was on the other side, trying to get over the wall, and I couldn't do anything to help them. In other words, I put myself in a powerless position, and my "leadership" turned out to be just cheering people on from the sidelines. In contrast, one of my closest friends in the competition stood at the base of the wall and help others climb the wall and reach the other side. Once everyone else was over, he made a leap of faith, and others' hands clasped him and pulled him over the wall.

Do you see the lesson here? My choice in attempting to be a leader left me feeling inadequate and ineffective. This became a defining moment in my life, and sparked a new way of thinking about leadership. Back then, I tried to lead from the front, by command. The sustainable way is to lead with the "engage and enroll" style of leadership, or leading from behind. Tune into this episode to learn much more about leadership, the key insights listed above, and more!

In This Episode:

[02:13] - Alex introduces this episode's three key insights.

[03:13] - We hear about a day in 1992 when Alex learned a specific lesson.

[05:06] - Alex continues his story, explaining that there were two dozen other rivals bent on climbing the same wall.

[08:13] - Alex shares what he felt and learned after his incorrect leadership decision.

[09:16] - Leading from the front is the classic leadership position. Servant leadership, or leading from behind, makes you more sensitive to the immediate needs of the people you are leading.

[11:06] - Many leadership books ignore the leader from behind. Alex explains why this is the case.

[13:01] - On the day Alex described, he learned what "all in" means.

[14:41] - In 711 AD, the Muslim commander Tariq ibn Ziyad ordered his ships to be burned. In 1519 AD, Hernán Cortés did something similar. Alex explores how this concept relates to what he's been talking about.

[15:56] - Alex shares this episode's Alexism. There are two types of problems entrepreneurs face each day: the ones you currently have, and the ones you will have.

[16:37] - We hear a quick review of the specific insights that Alex has covered in this episode, and shares the story of the cliff divers in Acapulco.

[19:58] - Did you like this episode? If so, please take a moment to head to this link and write down your biggest takeaway as a review!

[21:28] - As a final gift, Alex offers listeners a complimentary copy of his book Alexisms! Tune into the episode to learn how to get your free ebook.

Links and Resources:

Skipio - where mass business texting gets personal!

The All-in Principle by T. Harv Eker

Tariq ibn Ziyad

Hernán Cortés

La Quebrada Cliff Divers

Transform Ice Blocks Into Steam

Mon, 11 Jun 2018 07:00:00 +0000

I want to introduce you to someone I like to call Coach Carla. Most of my list is made up of Coach Carlas. These women are consultants or service professionals, typically in their 40s, and typically making under $100k. Coach Carla hates to sell. She's not very good at technology. She has fears, frustrations, and foibles, but she's a really good coach. She lives a simple lifestyle, but spends rich for continuing education and has a habit of hiring mentors. She's proud of the quality of her work. She desires a passive income, but her business model forces her to consistently trade dollars for hours.

If you're Coach Carla (or Coach Carl), you probably recognized yourself in the paragraph above. If you're ready to stop trading dollars for hours, you're in the right place. You're probably so busy working in your business that you don't have time to work on your business. Through All Selling Aside, Coach Carla (or Carl) learns that seeding through storytelling is the new selling.

Many of my colleagues and many very smart sales trainers have taught three stages of conversion: candidates go from cold to warm to hot. I believe that this isn't enough, but rather that there are five stages of converting candidates to cash-paying candidates. The key is to move prospects from one stage to the next instead of trying to skip stages. Imagine the process as converting an ice block into steam.

First, you melt the block of ice into cold water. Next, you convert the cold water into warm water. From there, you convert the warm water into hot water, like a spa. Finally, that hot water turns to steam. When you get to steam, that translates to making a sale. It's important to keep in mind that a new customer or client may cool down a bit. If that happens, you need to bring them back through the stages, not just try to head straight back to steam. Tune into this episode to learn much more about this, as well as the other key insights of the day!

In This Episode:

[02:13] - Alex introduces this episode's three key insights into becoming an ethical influencer.

[03:07] - We hear the story of Coach Carla.

[05:12] - Alex describes a few more of Coach Carla's aspirations, affiliations, and attributes.

[07:17] - Coach Carla has yet to develop a proven conversion process to grow and sustain her business, but she really wants one!

[08:06] - Carla, like Alex, loathes manipulative sales techniques.

[09:36] - Alex refers back to the story of pigeons in a previous episode.

[10:24] - If Alex could offer listeners one piece of advice today, it would be what he describes here.

[11:20] - Unlike many of his colleagues, Alex believes that there are three (not five) stages of conversion. He describes what these are, comparing the stages to the process of melting a block of ice into steam.

[15:35] - When you make a sale, that customer or client cools down a bit, Alex points out.

[17:07] - Alex asks people to be like bamboo when he's on stage, and explains what he means by this.

[20:28] - We hear how eucalyptus differs from bamboo in important ways.

[22:08] - The Alexism for this episode is this: your professional life is always a projection of your personal life.

[23:34] - Alex offers a quick review of the insights that he has explored in today's episode.

[24:37] - Please take a moment to head to this link! Once you're there, write down your biggest takeaway from this particular episode as a review.

[25:55] - Alex offers listeners a gift in honor of this 13th episode: a completely free copy of his book Alexisms! Tune into the episode to learn how to get your free copy.

Links and Resources:

Skipio - where mass business texting gets personal!

Alex's link for Friday Live

Jack Canfield

The 3 WHYs of "Ethical Influence"

Mon, 04 Jun 2018 07:00:00 +0000

In 2016, in Sao Paulo, Brazil, in front of 850 crazy, outrageously influential and enthusiastic Brazilians. I was there for the first time for what's called Guerrilla Business Intensive. It's a three-day intensive that starts at 8 AM and goes until 10 or 10:30 PM each day. On day two, I was making a mention that Brazil is the 8th largest sovereign nation in terms of GDP, but 1st in natural resources. In other words, Brazil is a testament to unmet potential. The key to any nation's success is entrepreneurship.

I asked everyone in the audience to raise their hands if they believe that Brazil is a first-world nation. Only about 20% of the hands went up. I then asked them to raise their hands if they believe that Brazil is a third-world nation, and the majority of the hands went up. This is a problem, because believing that you live in a third-world nation gives you mental constraints to never meet your potential.

Finally, I asked them to raise their hands if they were passionate and committed. All the hands went up. At this point, I explained to them that passion doesn't produce commitment. Instead, commitment produces passion. The lesson you should take away from this is that to meet and exceed your potential, you need templates to make your life easier when you're presenting ethical influence strategies or opportunities to an audience.

Let's move onto my three-part formula, which I've been using successfully for over a decade. It starts with "why," and involves three questions. First, ask yourself, "why this?" In other words, why this offer or presentation? Second, "why me?" This is about why you're uniquely qualified to offer this. Finally, ask yourself, "why now?" Why is now the right time, instead of next week or next month?

Tune into this episode to learn more about all of these points, and how following the principles I describe throughout this podcast will spare you the frustration and disappointment of being rejected by future prospects.

In This Episode:

[02:13] - Alex introduces this episode's three key insights into becoming an ethical influencer.

[03:03] - We hear a story about Alex's experience in Sao Paulo, Brazil, in 2006.

[04:48] - Brazilians have enthusiasm and influential outlooks of what could happen in their lives, Alex points out.

[06:40] - Commitment produces passion instead of the other way around, Alex explains.

[07:43] - Alex explores why the story he has just told about his experience in Brazil is so important.

[08:13] - Alex shares his three-part formula that has worked for him for over a decade.

[10:07] - The most important oversight is the third question, Alex reveals.

[11:24] - The Alexism for this episode is this: you are not as good as you think you are. You're better!

[12:57] - One of the promises of the patterns that you'll learn in this podcast is that if you follow them, there will be no rejection.

[13:37] - Alex talks about the program that he and Joe Vitale offer.

[15:27] - Alex goes over the specific insights that he has covered in this episode in a quick review.

[16:22] - If you enjoyed this episode, please take a moment to head to this link and type in your biggest takeaway as a review!

[17:18] - Alex offers listeners a gift: a completely free copy of his book Alexisms! Tune into the episode to learn how to get your free copy.

Links and Resources:

Skipio - where mass business texting gets personal!

The Success Principles by Jack Canfield

Start With Why by Simon Sinek

Wizard Academy

Simon Sinek's TedX talk

Joe Vitale

Experience Is Not Best Teacher

Mon, 28 May 2018 07:00:00 +0000

Many years ago, in northern Asia, an arrogant samurai warrior challenged his Zen master to explain the difference between evil and goodness. The master's response had a sense of mockery, even disgust, as he said, "I will not waste my time with such scum as you." The arrogant samurai reacted by pulling out his sword and screaming in a rage, "Little man, I will cut you into pieces for your insults!" The Zen master responded, "That, my dear friend, is what evil is like."

When he heard this response, the samurai calmed down and began to understand the deep wisdom that the master was teaching him. He thanked the Zen master for the insight, and went down on one knee in gratitude. "That, my dear warrior," the master replied, "is what goodness is like." The moral of this story is that experience is not the best teacher. Rather, experience is the only teacher.

Think of the words "empathy" and "sympathy." Imagine trying to describe the difference to someone just using descriptions. This probably seems pretty tricky, right? Now, think of it through the lens of a story. You're on a boat fishing with one of your friends. As the boat rocks, your friend gets seasick and starts vomiting over the side of the boat. Sympathy is putting your arm around your friend and reassuring him or her that it'll be okay. Empathy is putting your arm around your friend and then vomiting with them. Suddenly the difference between empathy and sympathy is clear, all through the power of storytelling.

In today's episode, you'll learn that stories reach all four levels of consciousness. The first level is the mind, or the mental level of consciousness. This is the logical level. The second level of consciousness is the emotional level, or the heart. The third level is physical, which you can think of in terms of what you want your candidate to physically do. This might be writing something down, for example. The fourth and final level is all about spirituality. To be clear, this isn't religious, but it's ethereal; it's something outside the mental, emotional, and physical.

Tune into this episode to learn more about all this and much more. If you want to become a world-class ethical influencer, everything begins with a story, and I'm ready to teach you how to how to use the power of storytelling.

In This Episode:

[01:59] - Alex talks about the three key insights into becoming an ethical influencer that you'll learn in this episode.

[02:47] - We hear an insightful story that illustrates why experience isn't the best teacher, but rather the only teacher.

[04:12] - From this story, Alex explains, we learn that we can understand things better through stories or experience than descriptions.

[05:18] - Alex explores the difference between empathy and sympathy as an example of what he has been talking about.
[06:27] - We hear how the power of storytelling relates to sales.

[07:10] - Alex recounts a story from early in one of his children's lives, making it clear again why experience is the best teacher.

[08:35] - When Alex was four years old, he had a death experience (not just a near-death experience). He remembers exactly what he saw and felt.

[09:48] - Alex talks about some of the great storytellers, and points out that we learn most (and sell best) from great storytelling.

[10:41] - A story hits four levels of consciousness, Alex explains.

[13:47] - Movement is life, Alex points out, and that's what stories offer.

[15:11] - Alex talks about how often and effectively some of the greats told stories.

[16:25] - Alex doesn't believe it's necessary to offer the "why" for your story before you tell it. Instead, just launch into the story without distractions.

[19:04] - Many influencers don't use ethics, and use tricks while lacking sincerity.

[19:55] - Alex talks about propaganda, which uses stories that are called narratives.

[21:27] - Alex offers listeners a quick review of the specific insights that he has covered in this episode.

[22:09] - Did you enjoy this episode? If so, please type in your biggest takeaway from the episode as a review at this link! While you're there, please rate the episode too.

[23:30] - Listeners who want a free gift are welcome to a free copy of Alex's book Alexisms. To learn how to get your free copy, tune into the episode!

Links and Resources:

Skipio - where mass business texting gets personal!

Simon Sinek's TED Talk

Power of Ruthless Compassion

Mon, 21 May 2018 07:00:00 +0000

Once, I was speaking on stage in front of hundreds of other thought leaders and entrepreneurs. I wrote down the word "compassion" and asked what it said. When we unpacked it, they learned that the word "compassion" has three other words inside of it. Compass, the first word, is about knowing which direction to go. Passion, the second word, is about the heart (whereas compass is about the head). Ion, the third and final word, is the smallest substance that we can study. It represents the small action that you take when you're thinking big with passion.

The word "accountability" comes from the Roman senate, when it meant nothing more than showing up, so you were able to be accounted for. As you'll learn in this episode, accountability is the derivative of compassion. When you're accountable, you're showing up for the task and taking responsibility. This is your most reliable path to execution intelligence and getting extraordinary results.

In this episode, I'll talk about three of a leader's biggest responsibilities. The first is to define reality, which means assessing where you are, not just where you're going. The second is to protect confidence, both your own and that of your employees. For example, reprimanding or shaming your team (or your kids) publicly isn't protecting their confidence. The third responsibility of a leader is to communicate compassionately. This means to communicate in a way where the receiver gets you, and feels gotten.

You'll also learn that an agreement has three considerations: when, what, and who. You can think of this as who's doing it, what's getting done, and when it's due. There are also three ways to handle agreements. The first way to handle an agreement is to keep it. The second option is to renegotiate the agreement, typically changing the who or the when. The final way to handle an agreement is to unmake it. To be clear, if you're unmaking or renegotiating an agreement, it has to be before the deadline.

In This Episode:

[01:59] - Alex talks about the three key insights into becoming an ethical influencer that you'll learn in this episode.

[02:49] - We hear a story about Alex unpacking the three words that lie within the word "compassion" for an audience.

[05:43] - Accountability ends up being the derivative of compassion and is your most reliable path to execution intelligence, Alex explains.

[06:35] - Alex explores the root of the word "accountability."

[07:42] - Alex digs into the responsibility. As he explains, the leader's number one job is to define reality." The leader's second responsibility is protecting confidence.

[11:05] - The third responsibility of a leader is to communicate compassionately.

[11:51] - Today's Alexism is this: the three responsibilities of a leader are to define reality, protect confidences, and communicate with compassion. This is borrowed from three great thought leaders, as Alex explains.

[13:17] - Alex takes a moment to talk about agreements, covering their considerations and the ways to handle them.

[16:09] - Alex gives a specific example of what unmaking an agreement can look like to clarify the concept.

[17:53] - The team that gets along the best usually outperforms the team with the most talent, Alex explains.

[19:13] - Alex quickly reviews the insights that he has explored throughout this episode.

[20:46] - If you enjoyed this episode, please head to this link and type in the biggest insight you got from the episode as a review! (If you've done this for a previous episode, you won't be able to review the show again.)

[21:41] - Can you believe we're already ten episodes into the podcast?! In honor of this episode, you can get your own free copy of Alex's book Alexisms. To learn how to get your free copy, tune into the episode!

Links and Resources:

Skipio - where mass business texting gets personal!

The Servant as Leader by Robert Greenleaf

Herman Miller

Leadership Is an Art by Max Depree

5 Famous Influencer Dropouts

Mon, 14 May 2018 07:00:00 +0000

Sir Richard Branson, who you may know for his Virgin companies, is dyslexic. While he may not be known as one of the great speakers of all time, he'll absolutely be remembered as one of the greatest entrepreneurs of all time. He's a perfect example of how someone who's willing to try more things (despite potential public embarrassment) is more likely to be successful.

Barbara Corcoran, who you've seen if you've watched the show Shark Tank, is one of 11 children, and has been fired from many jobs. Even so, she became the queen of New York City real estate. This is partly because she isn't concerned about looking bad, and doesn't judge herself for making mistakes.

Mark Cuban's father was an auto upholsterer. Mark was a bartender for a while, but got fired from that job. Next, he got into the software business. Mark is fearless when it comes to taking calculated risks, and is great at thinking big and acting small. He also makes sure he has the right people around him.

General Colin Powell was born in Harlem to Jamaican immigrant parents. Instead of caring what other people thought about him, he expanded his comfort zone. By expanding your comfort zone instead of breaking or bursting through it, you'll be much more familiar to stay beyond your original comfort zone.

Steve Jobs was given up for adoption, and was fired from the company he started with Steve Wozniak. He made a comeback, though, and turned his company into one of the most valuable companies in the world. He had a knack for not worrying what other people thought about him or his ideas, and for driving people to create powerful teams.

Join me today to learn about these incredible dropouts, the traits they have in common, and the lessons they can teach all of us about being successful in our own lives and businesses.

In This Episode:

[02:08] - Alex talks about the three key insights into becoming an ethical influencer that you'll learn in this episode.

[02:57] - Alex was taught not to let his schooling interfere with his education. This was clearly the case for the five dropouts he'll talk about today!

[03:43] - Today's first dropout is Sir Richard Branson, who has a knack for aligning himself with smart people.

[06:35] - Sir Richard Branson is a brand-builder, Alex points out.

[07:24] - Our second famous dropout is Barbara Corcoran, who you may recognize from the show Shark Tank.

[08:37] - Next up is Mark Cuban, another star investor on Shark Tank.

[09:38] - The fourth dropout in today's episode is General Colin Powell.

[12:30] - One thing our four influencers who are dropouts have in common is that they have high intention and vision, but low attachment to what happens along the way. In other words, they give themselves permission to make mistakes.

[14:03] - Alex currently has three mentors, which he points out is a different thing than formal education.

[14:31] - Our fifth and final dropout for this episode is Steve Jobs.

[16:37] - This episode's Alexism is that the secret to wildly successful entrepreneurship is the blind willingness to look bad in public more often.

[17:35] - Alex shares a trick that he plays on his mind and heart every night to accomplish things that scare him.

[20:25] - After Alex has done the scary thing he identified in his exercise, he saves the card on which he had written it down.

[21:41] - We hear a quick review of the specific insights that Alex has covered in this episode.

[22:51] - Have you already reviewed this podcast for a previous episode? If not, please take a moment to do so now! Type out your biggest aha moment from this episode as your review at this link.

[23:38] - In honor of this ninth episode, Alex offers listeners a gift: a copy of his book Alexisms. To learn how to get your free copy, tune into the episode!

Links and Resources:

Skipio - where mass business texting gets personal!

The Entrepreneur Roller Coaster by Darren Hardy

Darren Hardy

Success Magazine

Sam's Dirty Little Secret to Billions

Mon, 07 May 2018 07:00:00 +0000

You may be surprised to know that one of the world's wealthiest men rarely showed up on the lists, because he had children and his fortune was divided among them. The man in question is Sam Walton, the founder and owner of Walmart and Sam's Club. The story of how this man from a modest background created such a profitable company is fascinating and provides incredible insights.

Sam would fly a small plane over the parking lots of other five-and-dime stores, looking for parking lots full of cars. When he found them, he would land his plane and go inside the store to learn what his competitors did. Through this process, he learned what worked for his competitors. Once he figured this out, he used the knowledge that he had gleaned to go into small cities, open a Walmart location, and become the biggest employer in town.

This story illustrates the idea that originality is the most dangerous principle in sales and marketing, as Rosser Reeves thought. It was through deeply researching what his competitors were doing well that Sam was able to create his empire. The only way to have a competitive advantage is to observe the competition, learn exactly what they're doing, and then do it better!

I remember going to Disneyland and Disney World. On some of the thrilling rides, you'll have your picture taken at the most exciting moment. You then have the choice of whether to buy that picture. At other amusement parks, you're not allowed to take pictures of the screen showing your picture. At Disneyland, though, you're actually encouraged to take these pictures, even if it means you won't pay for the original photograph. The reason is that you'll send out these pictures to your friends, and suddenly other people want to go to Disneyland. This illustrates another of my points for this episode: one of the keys to success is figuring out how to make money when people steal from you. Tune in to learn all about this, and much more!

In This Episode:

[02:06] - Alex talks about the three key insights into becoming an ethical influencer that you'll learn in this episode.

[03:07] - We hear the beginning of the story of Sam Walton, the founder of Walmart and Sam's Club.

[03:54] - Observation is your best friend in business or as a marketer. Alex talks about how Sam Walton observed and did his research.

[05:24] - Many people think that being original is the key to having a competitive advantage. Alex explores why this isn't the case.

[06:47] - Alex returns to the story of Sam Walton, explaining how successful his strategy was.

[08:42] - We hear some of the specific things that Sam learned from observing his competition, such as having a greeter at the front door.

[11:04] - This episode's Alexism is that experience is not the best teacher. Experience is the only teacher.

[12:46] - Alex brings up a question you should ask: "How do I make money after other people steal from me?" He then shares a specific example that makes this point very clear.

[15:53] - When Alex had a $2,500 product, people would steal the username and password to access the product for free. Alex explains why he had no problem with this.

[17:28] - Alex offers a quick review of the insights he has explored in this episode.

[18:39] - If you haven't already reviewed this show after listening to a previous episode, please take a moment to head to this link and type in your biggest takeaway from this episode!

[19:51] - Alex offers listeners a gift in honor of this eighth episode (and this will be the last time he does this, so jump on it now if you haven't before). You can get a free copy of his book Alexisms, which took him 25 years to write. To learn how to get yours, tune into the episode.

Links and Resources:

Skipio - where mass business texting gets personal!

Unique selling proposition (USP)

Sam Walton

Millionaire Mind Intensive

Quantum Leap Program

Power of the Rockefeller Effect

Mon, 30 Apr 2018 07:00:00 +0000

Around the time of the Depression, a young entrepreneur was the number one printer in New York City. However, his attitude was bad, and he started to lose clients, team members, and even his family. Before long, he couldn't sustain being in business, and found himself unable to pay his bills. Things got so bad that he even considered suicide.

While sitting on a bench in Central Park, he encountered a distinguished elderly gentleman. The young entrepreneur told the story of what was wrong in his life, and the elderly gentleman handed him a check for $1 million, asking him to come back in a year and explain what he had done with the money. He looked at the check, saw the name John D. Rockefeller Jr. in the corner, and excitedly thought that his life was finally changing for the better.

Instead of cashing the check, he carefully tucked it away in his safe, resolving to see what he could do without it. Over time, he won back his customers, his children, his vendors, and eventually his wife. The important thing to note here is that his skills hadn't changed at all; the only difference was his attitude. Within a year, he was number one again.

He brought the uncashed check back to the park bench a year later, only to find that the man who had given him the check was not actually John D. Rockefeller Jr. As this shows, belief can be just as important as reality. This story illustrates the be-do-have scenario: you become the person you need to be, do the things that person would do, and finally have the things that person would have. The idea that you need to have before you can do or be is backwards.

In this episode, you'll learn about all of this, as well as how to get A-players to join your team (believe it or not, salary is reason #5!), why beliefs determine behavior instead of the other way around, why B-players and A-players don't like each other, why attitude isn't learnable, and much more. Tune in to learn all these powerful insights that you can apply to your business!

In This Episode:

[02:06] - Alex talks about the three key insights into becoming an ethical influencer that you'll learn in this episode.

[02:50] - We hear a story (that may or may not be true) that illustrates the importance of having a good attitude.

[04:58] - Within the story Alex is telling, the young entrepreneur encounters an elderly man who will change the course of his life.

[07:34] - Alex takes a quick break from his story to point out that more millionaires were created during the Depression than at any other time during the history of the United States.

[11:15] - The young entrepreneur came back to the bench a year later, as planned. Alex explores the surprising turn of events that happened then.

[11:56] - Alex talks about the moral of the story, and what we can take away from it.

[10:19] - One of the keys is "going first" and being vulnerable with the people you want to change your relationship with.

[13:30] - Alex brings up Nelson Mandela, Dr. Martin Luther King Jr., Mahatma Gandhi, and Mother Teresa as examples of the point he has been making.

[14:18] - The Alexism for this story is this: you don't need a parachute to skydive. You just need a parachute to skydive more than once.

[15:14] - How does this story and its lessons apply to your business?

[16:32] - Alex offers advice he learned from Brad Smart, the author of Topgrading.

[19:18] - We hear about Jack Welch's strategy to encourage high performance, as well as the story of Jim Carrey's check to himself.

[20:35] - Alex recaps the insights that he has covered in today's episode, as well as the story of a team winning due to their attitude.

[22:30] - Speaking of reviews, if you haven't already reviewed a previous episode of this podcast, please go to this link and type in your biggest takeaway from this episode as a review!

[23:20] - Alex offers listeners a final gift in honor of this seventh episode: a free copy of his book Alexisms! To learn how to get your free book, tune into the episode.

Links and Resources:

Skipio - where mass business texting gets personal!

Topgrading by Brad Smart

Jack Welch

Jim Carrey

Jim Valvano

Why Indecision Assassinates Innovation

Mon, 23 Apr 2018 07:00:00 +0000

Remember Aesop's fables? These stories were full of political points and lessons for listeners to learn. As you know if you've been listening to this podcast, storytelling is central to selling through ethical influence. So, let's explore one of Aesop's stories!

Once upon a time, there was a donkey who was starving. To his left, he saw an apple on the ground. To the right, he saw a pear. He looked back and forth between the two. Should he eat the apple? The pear? The apple? The pear? Before he managed to make a decision, he collapsed from hunger and died of starvation, all from his indecisiveness.

The could have tasted the apple and then tasted the pear to see which he liked, instead of trying to permanently choose one or the other. From there, he could have stuck with the second fruit, gone back to the first fruit, eaten one after the other, or even decided to go back and forth between the two fruits, one bite at a time.

This is the sort of thing that happens to us as parents, as children, and as ethical influencers. Your indecisiveness becomes a decision and you surrender your responsibility. The better option is to act small, by figuratively trying a bite each of the apple and pear. In the world of ethical influence, being decisive is the most lucrative skill, even (and sometimes especially) when those decisions are small.

One way to guide your small decisions is to do split-testing each step of the way. As you'll remember from a previous episode, this is when you test multiple options against each other to see which one to pursue further. Split-testing isn't just for sales, either. You can use it throughout your life, by finding something that works better and doing that until you find the next thing that works better. Every day, ask yourself, "What am I split-testing today?"

Mistakes are great! The more you make, the smarter you get.

Big innovations come from many micro-decisions.

We make 200 to 300 micro-decisions every day, which can drain your willpower. The most effective way to combat this is by making fewer decisions, which you can do by setting up systems.

is what we do in the ethical influence game.

In This Episode:

[02:02] - Alex talks about the three key insights into becoming an ethical influencer that you'll learn in this episode.

[02:50] - We hear about the importance of storytelling, specifically in storytelling and ethical influence.

[04:21] - Alex shares Aesop's donkey fable, and draws out some lessons from the story that are important for ethical influencers.

[06:45] - If the donkey had taken a small bite each of the apple and pear, he would have been able to make one of several decisions.

[08:33] - Great ethical influencers take small steps, dip their toes in the water, and only then decide whether to jump in.

[09:04] - Alex reveals that we make hundreds of decisions every single day, and discusses how we can relieve ourselves of some decision-making.

[11:18] - We learn about breadcrumb navigation toward a sale, as well as the role of split-testing in selling.

[12:46] - Alex gives an example of using split-testing to illustrate how the concept works.

[16:09] - You can use this split-testing technique everywhere, not just in sales. It applies in civic leadership, politics, parenting, spousal support, and just about every other aspect of your life.

[18:22] - We take a moment to look at split-testing as far as it relates to Darwin and the theory of adaptation.

[19:33] - The principle of priority involves knowing the difference between what is important and what is urgent, and doing what is important first.

[21:43] - Alex offers a quick review of some of the insights that he has covered in this episode.

[23:11] - If you haven't already done so for a previous episode of this podcast, please go to this link and type in your biggest takeaway from this episode as a review!

[24:16] - Alex offers listeners a final gift in honor of this sixth episode: a free copy of his book Alexisms! To learn how to get your free book, tune into the episode.

Links and Resources:

Skipio - where mass business texting gets personal!

Gulliver's Travels by Jonathan Swift

Aesop's fables

Animal Farm by George Orwell

The Principle of Priority

Galileo's Famous 3.4-Sec. Sales Pitch

Mon, 16 Apr 2018 07:00:00 +0000

Let me share a quick story from several hundred years ago: people used to believe that a heavier object would fall faster than a lighter one. One day, Galileo dropped two cannonballs and found that they landed at the same time. This was significant because one of the cannonballs weighed twice as much as the other. If it's hard to believe, try this yourself! Take two things that weigh different amounts (like an almond and a bottle of water) and drop them from the same height. They'll land at the same time.

What this taught the world about gravity was important. Far more important, though, was what the incident represented: a new problem-solving method based on the authority of experimentation and observation. Today, we apply this scientific method to marketing as well as physics. Picture a marketing funnel for a moment. Because it's a metaphor rather than a physical funnel, gravity doesn't apply. Instead, the gravity that pulls leads through the funnel is your ability to ethically influence them.

There are several barriers that can prevent you from making a sale or influencing anyone. If someone doesn't know you, like you, or trust you, they won't buy from you. Other barriers come into play when they don't understand you, don't believe you, or it's not the right time. (If you want to hear about these topics in more detail, listen to the previous episodes of this podcast!) This means that you can control all but one of these barriers, and you can screen for the last one (whether it's the right time).

In addition to hearing many more details on all of these topics, you'll learn about why believability is the toughest of the six barriers, how to conquer this particular barrier through selling an emotion rather than a product, how the role of an ethical influencer is more closely related to storytelling than selling, and more! Tune into this episode, and don't forget to subscribe so you can keep learning every week.

In This Episode:

[02:02] - Alex talks about the three key insights into becoming an ethical influencer that you'll learn in this episode.

[02:47] - We hear a story about a warm 16th-century afternoon, when Galileo climbed the Leaning Tower of Pisa to drop two cannonballs.

[04:25] - If you drop a feather and a cannonball, the feather will drop slower because of wind resistance.

[05:19] - Galileo's experiment was important because it was the day the scientific method was born. Until then, people thought that something twice as heavy would fall twice as fast, because Aristotle said so.

[06:38] - Alex explores how the points he has been making relate not only to gravity, but also modern marketing.

[07:43] - Ethical influence is more about storytelling than about selling, Alex explains.

[10:41] - Alex brings up the six barriers that prevent you from influencing anyone or making a sale.

[12:00] - We learn what the most difficult of the six barriers is: believability. Unfortunately, telling the truth alone isn't enough to guarantee people will believe you.

[13:47] - Alex likes to start addressing believability with emotion.

[16:14] - In coaching, you're fundamentally selling the emotions of clarity and certainty, Alex explains. A theme park sells fun and joy. Facebook sells a sense of belonging. These are examples of selling an emotion as a way to get people to believe you.

[17:37] - Alex provides a quick review of the specific insights covered in this episode.

[18:43] - If you haven't already, please go to this link and type in your biggest takeaway from this episode as a review! (If you've done that for a past episode, write it down on an index card instead to help you remember it.)

[20:28] - Alex offers listeners a final gift: a free copy of his book Alexisms! To learn how to get your free book, tune into the episode.

Links and Resources:

Skipio - where mass business texting gets personal!

The Genius Network

Three Reasons Why People Won't Buy

Mon, 09 Apr 2018 07:00:00 +0000

In 2016, a former partner and I had launched a product that we had worked on for about a year. We grew a list of 85,000 people, and during our two-week launch based on Jeff Walker's Product Launch Formula, we expected to generate $2 million to $3 million. Instead, we generated less than $400,000 in gross sales—and we were over $400,000 in debt! To break even, we would have needed to make almost double that amount. I was embarrassed, demoralized, and humiliated, and nobody seemed to care.

So what went wrong? As you'll learn today, there are three reasons why people won't buy from you: they don't understand you, they don't believe you, or it's not the right time. In this case, our specific mistake was that we didn't start with the end in mind, namely starting with the offer. Our audience liked and trusted us, and it was the right time, but they didn't understand us because we didn't make the offer clear.

Let's talk about context. Without context, pushing an elderly person is always problematic and wrong. But we probably all agree that pushing an elderly person out of the way of a bus is a good choice that warrants the push! Context is decisive, which means that how you frame your offer determines the response.

Today, I'll also talk about selling as scary work. In selling, the anticipation of the response (or rejection) from the other side can be terrifying. As Darren Hardy says, though, scary work pays well! That's where ethical influence comes in. By selling through storytelling, you can attract and convert more premium clients without the fear of traditional selling. I'll also discuss how taking scary steps expands your comfort zone, how to make selling fun, and the simple thing you can do every day to change your life!

In This Episode:

[01:59] - Alex talks about the three key insights, critical to making you a highly skilled ethical influencer, that you'll learn in this episode.

[02:47] - We hear a story that illustrates the point that context is more important than content; $400,000 sounds like a lot, unless you need $800,000 to break even!

[05:12] - Alex brings us to the specific moment that he was under the covers, in bed, with his face buried in his hands, trying to figure out why his launch didn't work.

[06:55] - There are three reasons why people won't buy from you. Alex explains what these are, and then talks about which one they failed at when their disastrous launch happened.

[09:00] - Alex discusses how they should have sold the product to make it clearer for the audience, so that they would understand it.

[09:20] - How did Alex make up the $400,000 in debt that he owed after the launch failed? His answer reveals all of the good that ultimately came from the failure he talked about.

[12:03] - The moral of the story is to make sure you're focusing on what's really important, Alex explains.

[14:47] - If you want to successfully ethically influence others, always start with your offer and know that the context is more important than the content.

[15:48] - Alex explains that he's hired to do high-end offers in a panel setting these days.

[17:08] - Alex shares something that flipped a switch for him, and may flip a switch for you as well: scary work pays well.

[19:29] - We learn what Alex did with the idea that scary work pays well, and how it helped him find success by doing things that scared him.

[21:14] - Alex quickly reviews the specific insights that he explored in this episode, and recaps a recommended daily task.

[23:01] - Alex offers listeners a final gift: a free copy of his book Alexisms! To learn how to get your free book, tune into the episode.

Links and Resources:

Skipio - where mass business texting gets personal!

Jeff Walker's Product Launch Formula

The 7 Habits of Highly Effective People by Stephen R. Covey

DigitalMarketer