Capability Amplifier

Have you ever wondered how to charge $50,000, $250,000, $500,000, or MORE for a professional service or product?Or how to go from getting paid for doing to getting paid for knowing to getting paid for actually BEING? How do you sell something like that? Influence a prospect? What IS the enrollment process? What kind of questions do you have to ask for people to raise their hands and say, “I've been looking for someone just like you, I already know I want to work with you, and how do we start working together right now?” This episode is special because it’s my first solo episode. I'm going to teach you everything I've learned about influence persuasion and enrolling high-ticket clients over the last 30 years in about 40 minutes. All of this and more, including how to go from a face-to-face business to a virtualized, digitized, and de-materialized business. Plus, I share how to scale it with your sales team. Over the last 30 years, I have personally sold over $60 million worth of products and services online and face to face. That includes scaling businesses and teams. Today, I’m going to share exactly how I did it, starting with how I have been working with Dan Sullivan in Strategic Coach®, doing something Dan calls the Free Zone Frontier. (If you're not familiar with that, definitely check out what the Free Zone Frontier is in this previous episode.) Dan and I started a project with the idea that he wanted to generate a minimum of 100 leads per week for his sales team that were pre-qualified hand raisers wanting to enroll in one of his three programs. He also wanted me to be able to teach and make this system viable for other participants in Strategic Coach. All of this came from a moment Dan and I had together that we call the Civitas Moment (We talked about this in another past episode called The Best Pitch You've Ever Heard. If you haven't already, definitely check it out.) It’s the equivalent of saying, “I love you” in the world of sales and marketing when someone shows up saying, “I already know I want to work with you. How do we start working together? It feels like I've been looking for someone just like you forever!” In the old days of traditional sales, it took many, many follow-ups and a number of connections to close a deal, but I say BullSh#@ to that. I think it's important to get your marketing and messaging nailed and be able to create a replicable and scalable system, and then add automation to do the tedious, repetitive work. In this episode, I’ll guide you through all the most important stuff I’m doing with Dan and a lot of my clients inside the Superpower Accelerator Program. Plus, I'll give you actionable steps to take to grow and move forward. Enjoy!

Imagine having clients BEGGING to work with you and saying things like, “I've been looking for someone like you forever! How can I work with you right now?Imagine being able to find BIG opportunities that produce tons of money for really long periods of time. Today on the show we’ll reveal new thinking to manifest money (even during a global pandemic) and Dan and I will share some big work that we've been doing for the Strategic Coach organization that you can model in your own business.This episode includes a model, process and brainstorming tool my team and I call “Content Parties” that help you solve your biggest business challenges. I like to think of it as how to make a movie starring YOU (or your prospect) AS THE HERO by turning ideas into words that can move mountains. Strategic Coach is in its 31st year and in a new realm because they've recently entered the virtual world. Part of what I’ve done to help Strategic Coach pivot and adapt to the new world order is a lot of analysis and plugging in of its history and data to output knowledge about their perfect market and how to target it specifically. What we've also had to do is take several departments who have been operating a certain way for a very long time, (and let's just face it... after 31 years in business every organization has a way of thinking that gets in its own way) and create conversations amongst those departments to have the same goals and ultimately craft stories to attract right fit customers. The end result is something every business wants and needs. It's the “civitas moment” where people show up at your doorstep, virtually or digitally, raising their hands saying, “I already know I want to work with you, how do I register right now? It feels like I've been looking for someone just like you forever, why haven't we met before?” Strategic Coach is in a beautiful place right now where they're making their programs available virtually, not just physically. Historically the experience happens in quarterly, one day meetings where people fly in from all over the world. Obviously, right now that’s not possible but I believe we're sitting on the opportunity to double Strategic Coach’s size! To learn how to use “Content Parties” to create a deeper connection and community with your best customers, listen to this episode right now! We’ll also show you how to use referrals to get the BEST leads. More information on the new Strategic Coach Virtual Program is right here.

What’s the “Golden Thread” that unites front stage and backstage, or sales and fulfillment of a successful business?Think about the customer’s journey ... all of the team stakeholders … sales, program advisors, coaches, etc. How can a business leader ensure that there’s a “through line” so everyone is on the same page even though they all have different motives, incentives, and compensation plans? It’s the exact OPPOSITE of bureaucracy. It’s collaboration and partnerships that produce massive value. This week on the show, Dan and I talk about something that fascinates both of us, and that is, “What is the opposite of bureaucracy?” It’s something we call the “Golden Thread.” In other words, something valuable that’s held together by the thread, which is collaboration and partnerships. In a way, that's what a great “Simplifier-Multiplier” collaboration is all about. Go back and listen to our last episode to get all the details of a Simplifier-Multiplier relationship. This episode is a continuation of that. Dan and I have a challenge for you: We’d like for you to reflect on what brings you more joy when you're working. Do you like taking complicated, confusing things that have way too many steps and making them very simple? OR do you see something really simple that's more effective than anything you've ever seen before, but you don't want to improve on it, you just want to get it out to as many people as possible? That's the essence of what Simplifier-Multiplier teamwork is. It's where one person is really good at producing something that's simpler, easier, cheaper, better, and another person sees it and says, “Let's get this out into the world!” Then it really comes down to using the Four Ms: Market, Model, Message, and Medium. * Market: You need to know who you're getting the product out to.* Model: How are you going to monetize it? What’s your business model?* Message: How are you going to communicate a package of value? What are you saying to your audience?* Medium: Refers to the platform or avenue through which you will be talking to your target audience. There are also three subcategories to the Four Ms that I jokingly call, “Get Paid, Get Laid, Live Forever.” * Get Paid: Make more money (or time compression).* Get Laid: Become more attractive to an audience.* Live Forever: Sell your audience increased health, vitality, or quality of life. In the case of Strategic Coach®, the “get paid” part is achieved through time compression and multiplication. They also promise their participants that they’ll have more freedom, a better lifestyle, and be able to do more, which makes them more attractive and covers the “get laid” part. And, finally, they’ll have a higher quality of life, which covers the “live forever” part.To hear about how I transformed my own 30+ year business from the first days of going at it blindly with brute force and no structure to the refined, simplified, value-driven business it is today, listen to the whole episode right now!

Have you ever had a “tingle moment”?You know ... the moment of alignment when inspiration between two different minds meet? It sort of feels like God is sprinkling fairy dust on your brain, and you know what you just heard is exactly what you need to do and it's going to produce massive results in your life. What if you could create that moment whenever you wanted? On the show this week, Dan Sullivan and I tackle the topic of how to create a perfect Simplifier-Multiplier moment. Funnily enough, Dan and I are really good examples of a Simplifier (Dan) and a Multiplier (me). But these are not personality types; they’re operating modes. If you're a Simplifier, you don't have to work at simplifying. You have to work at being Multiplier-friendly. Dan and I have been immersed in the entrepreneurial world for decades. Sometimes, entrepreneurs can be described as weird or outsiders, but when you get to know them, you notice that they just operate differently. Over the years, we've witnessed two completely different operating modes for entrepreneurs. One of them is a Simplifier. The Simplifier wants to take complexity and make it simple. This is an inward movement. The Simplifier goes inward and takes something that has a lot of different working parts and reduces it to the bare minimum number of steps that would enable people to do something much more easily. The Multiplier, on the other hand, takes a simple thing and gets it out into the world, which is an outward movement. I am a 100% MULTIPLIER. If you track my 30+ year career, everything I’ve done is about getting attention, building audiences and platforms, and monetizing them. What’s important is for Simplifiers and Multipliers to learn how to communicate with each other in a collaborative way. That's one of the key things when you talk about the Free Zone Frontier: the perfect Free Zone Frontier partners are a Simplifier and a Multiplier who both have businesses and come together to create a competition-free zone. Something that has become very, very clear to Dan and me after years of being entrepreneurs and training other entrepreneurs is that if you're a Simplifier, you don't need lessons on how to simplify things because you do it naturally. You don't really have to motivate yourself to be what you are. What you have to motivate yourself to do is to be friendly to the other side. In other words, if I'm a Simplifier, then my main job is to be really friendly to a Multiplier. Are you familiar with “The Four M’s” (Market, Model, Message, and Medium)? When you understand how to implement the framework of “The Four M’s,” any problem can be solved. Always rely on a framework to simplify the complex anytime you feel overwhelmed or confused. Dan is a Simplifier. What he brings to the table is that he can look at an activity that produces value and break it down into the simplest number of steps and put context around it. He’s been helping entrepreneurs simplify their way of being successful for almost 50 years now. When you put the two of us together, add systems, and show people how to do what we do … the possibilities for success in both business and life are endless!Text “more” to 858.434.5316 for transcripts of this episode.If you like powerful conversations with strong opinions and elevated answers, leave us a message, rate, review, and share!

“There’s way too much on my plate...” “I’ve got WAY too much stuff going on...” “My wife’s already all over me...” “I already travel too much…” “I can’t spend time away from my family…” “My business won’t function without me!”These are the most common sales objections you’ll get once you get past price. Today, we’re going to dissect the most common sales challenges you’ll hear AND give you word-for-word scripts, plus a link where you can download the transcripts and adapt them to your business, no matter what your product or service is. You’re also going to learn a big idea called “The Mary Kay Close.” It’s how you can get ANYone to want more of you! A few other BIG sales objections we’ll cover on this episode: * “I’m uncertain about the economy in the near future.”* “I’m not sure I can commit to this.”* Before, during, and after framing.* What to say when people ask for a payment plan.* How to differentiate your service offerings from other masterminds. Another tool of great importance in building a super successful business is gathering client testimonials and transformation stories.  When Marissa and I work with our one-on-one clients doing “Vision Days” for SuperPower Accelerator, one of the things we want from every single person we work with is for them to be able to share a transformational journey. In other words: * Tell me a story about the best client you’ve ever had.* What was the before, during, and after story?* What was life like before your product and service?* What was the experience like of going through the process or consuming the product?* What is life like now? One of the ways we gather testimonials is by interviewing past clients and trusted advisors and asking them these questions. Another great method is to ask them to make a short video using their phone. We teach them how to do this by giving them a little video describing how to get the best quality and overcome their fear of being on camera (even though it’s only their phone) to tell their story and then submit it back to us. That can be the most effective way to overcome an objection—by sharing someone’s real and authentic transformational story, or just being able to tell their personal journey. What’s important is that you reflect a client’s experience back to a prospect in their own language. When you’re projecting your own perspective, your own language patterns, your own vocabulary on someone, it feels inauthentic and unnatural. That’s one of the core ways that salespeople lose their clients right away. They’re not speaking from an empathic point of view. Demonstrating empathy and compassion is one of the key secrets to getting people to raise their hand and have that moment of, “Wow, it feels like you’re speaking directly to me! You know me. I really appreciate that.” To hear our best responses to any and ALL sales objections, plus the rest of our really BIG ideas including the “Mary Kay Close,” watch the video on YouTube or download and listen to the audio right now. After you listen to the interview, leave me a message and let me know what you think of this episode OR ask a question you’d like Dan or me to answer in an upcoming episode!

“That costs too much money...” “It’s WAY too expensive...” “I don’t have the cash right now…” “What’s the return on investment?” What about, “I’m not going to pay $10,000, $15,000 or $20,000, for a virtual program! I expect an in-person experience.” What are the biggest sales objections you and your team are getting consistently that block the big sale? How frustrating is it when you realize you’ve lost a potential client because they ghost you? I’ll tell you why you keep getting these same objections. It’s because you’re not asking enough questions. And that’s what this episode is all about: gathering the right data so that you can present the right information and never feel like you’re in that pushy/salesy/yucky mode. Instead, your potential clients will be pulled into you, experiencing the moment where they say, “Wow, I already know I want to work with you—how do we start? I’ve been looking for someone just like you for a long time!” Today, I’d also like to introduce you to someone super special! Her name is Marissa Brassfield and you may know her because she worked with Peter Diamandis for years, helping build the Abundance 360 Community and the “Strike Force Team” that supported it. A while back, she left that organization and decided to evolve, grow, and build her own career, and we decided to start working together. Together, we created the Superpower Accelerator, which is a boutique experience where we help people build their brands and platforms. The biggest challenge most businesses have is that their messaging is off. It’s why prospects don’t connect and convert. Consistently having a great sales message that gets someone to enroll and pre-qualifies them, and being able to repeat that same messaging over and over again, is super important. Knowing that your sales team actually says the same things, tells the same stories, and is prepared with responses to all of the biggest objections to working with you would be invaluable, right? On this podcast, we share the deep psychology that has been proven to work. It’s the same exact system I’m building inside Strategic Coach with Dan Sullivan and his team—part of what Dan calls the Free Zone Frontier Program.  If you’re ever in a situation where you need to have a sales conversation, whether it’s live or virtual, the first thing you need to ask is “The Dan Sullivan Question":“If you and I were meeting three years from today, what needs to have happened in your life, both personally and professionally, for you to feel satisfied with your progress?”  This will enable you to get inside the head and psyche of the person, learn A LOT about them and their values, and truly understand where they are in their lives.  If you’re talking to someone who is already financially successful and secure, they’re going to have VERY different answers from someone who is a first-time entrepreneur, perhaps fresh out of college, in debt or dealing with discovering themselves and their identity.  When you’re armed with this information, it enables you to direct the sales conversation and perfectly personalize your offer to them.  Next is the D.O.S.® question (Dangers, Opportunities, and Strengths).  Ask your prospect: 1 - What are the dangers that you and your business are facing right now? 2 - What opportunities are in front of you that you cannot take advantage of because you don’t have the right team, resources, capital, or capabilities?

Sheri Salata grew up outside of Chicago and worked with the daytime television titan for more than 20 years with one of the most heralded jobs on the planet as the executive producer of “The Oprah Winfrey Show.” In this episode, Sheri gives us some AMAZING takeaways from her tenure working with Oprah.But as AMAZING as it sounds, Sheri says, “It was not a straight shot by any means! I think that when people hear about a 20-year career with Oprah Winfrey, it sounds like I just left college and sailed right into Harpo studios and started climbing up the ladder. But the truth is, I did not start at The Oprah Winfrey Show until I was 35 years old, in an entry-level position.” Over her 20+ career, Sheri was privy to EVERYTHING that was pitched to Oprah, and she’s used that knowledge to expand her depth with regard to her own business and passions—from diet trends to celebrity drama, fitness crazes and spiritual movements. Sheri had access to many of the secrets that passed through Oprah’s studios, and today we uncover what those professional lessons did for Sheri and her business, and what it can do for YOU TOO! Sheri shares with me what happened to her personally through her journey. During her professional career, she LOST herself; gained and lost 40, 60, and 100 pounds; smoked cigarettes; didn’t marry or have children; and when she made the decision to leave the show, she began her REAL journey to find herself again. THIS is a story of reinvention over 50 — RELEASING A LIFETIME OF SHAME AND SADNESS. Some of the best takeaways from this episode: * How to use life’s “Magical Glasses” and how that can lead you to fast life transformations and reinventions.* How to see a story in someone and how to use that story to teach and connect deeply to an audience.* What TRULY made the Oprah Show work.* What running a BILLION dollar media company was like, and the secret to producing 100+ shows a year FOR DECADES.* How we are “curators of our own reality” — and how to use that to increase your consciousness.* How to intentionally create the most magical moments in your life and how to utilize those to shape your mission.* The power in taking simple actions to make the biggest moves that produce the most significant results. Grab of copy of Sheri’s book, The Beautiful No: And Other Tales of Trial, Transcendence, and Transformation, check out her podcast, The Sheri + Nancy Show, and visit her website at the www.ThePillarLife.com.

Are you still skeptical, confused, and scared about how to move forward with your business, life, and relationships in a post-COVID worldWhat if you could connect and collaborate with people you wouldn’t normally have access to? I’m talking about HUNDREDS of high-level, qualified, motivated, potential clients. How would that change your business? Or your LIFE? Think about the potential opportunity for networking, scaling, and leveling up! This week is about collaborating, enrolling, and selling in a post-COVID world. Dan Sullivan and I share our best Zoom meeting practices and how you can use them too. More importantly ... how you can think bigger. Dan has had the great opportunity to completely change the way Strategic Coach® delivers its one-of-a-kind content using Zoom. He has done over 100 group presentations and meetings, and I’ve been using the platform for years to enroll clients and customers. In fact, so much so that my rule is, I don't do anything over the phone. I haven’t in years. Although Dan had been using Zoom for five years, he had never done BIG virtual meetings with his Strategic Coach entrepreneurs before, so when the opportunity presented itself, they went for it. In an effort to make the Zoom meetings as valuable as possible, they decided to introduce a thinking process they used in their in-person workshops. They start with three quick questions that the entrepreneurs write about for two or three minutes and then they go into Zoom’s breakout rooms. The breakout rooms are terrific because they get everybody in a conversational mode and it’s done randomly so people don’t know which room they’re going to end up in. It’s a chance for people to interact, chat, brainstorm, network, and bounce ideas off of each other. It’s been a knockout success. Here’s the thing ... I love traveling to the Strategic Coach workshops. I like the physical experience of them. But the convenience and efficiency of the Zoom meetings is really great. I’ve loved the connection with different people. I’ve built relationships with folks that I hadn’t met or talked to before so it’s been a very valuable experience for me. The virtualized Strategic Coach experiences coincided with the introduction of the “Simplifier/Multiplier” concept, which is a collaborative concept. The basic thesis, for those who haven’t heard of it before, is that there’s one activity that you love over another activity. Let’s say that you’re someone who likes taking complexity and simplifying it, and that’s been the key to your entrepreneurial success. In other words, you’ve come up with simpler solutions to problems that are in the marketplace. That would make you a “Simplifier.” Or maybe you’ve made your living out of finding new simplifiers and expanding them through your Multiplier networks. You’re a “Multiplier.” I’m a Multiplier. My career has always been about growing and monetizing audiences. Oftentimes, Multipliers hang out with Multipliers because they’re “idea people” who enjoy bouncing ideas off of one another. The problem with that is that Multipliers don’t often complete things. But if they get together with a Simplifier, stuff gets DONE. Are you familiar with the personality tool called Human Design? Listen to this episode to hear what Dan’s and my Human Design types are and how this tool can be SUPER helpful in building your business and choosing your “right fit” clients. Enjoy!

What’s your favorite country? Favorite location? What’s your favorite CURRENCY? How would you like an audience of clients from all over the world? Singapore? Paris? Dubai? Japan? New Zealand? Sweden? India? Israel? Dan Sullivan and I both love to see new trends emerge and watch old ones end but the best is when we get to actually CREATE trends, and that’s what we’ll dive into today on the podcast.And in this episode, you’re going to learn why we have NOTHING to fear from China or any other country or their currency, and how to prepare yourself for a bigger and better future and world.  Ok, I’m going to say something wildly unpopular, so brace yourself ... I’ve LOVED COVID. Don’t get your panties in a bunch—I have a very good reason. I’ve loved hibernating. I’ve loved the simplicity of life. I’ve had more client activity than I could ever imagine, and a lot of things I’ve been talking about for years and years have happened three to ten times faster than I anticipated because of this pandemic. And, full disclosure: I’ve had a record number of new client engagements and enrollments from all over the world. Singapore. Europe. India. Canada. Alaska. It seems everyone wants (and needs) help figuring out how to digitize, virtualize, and dematerialize their business and find ways to automate their business, marketing, and sales. And I’m taking U.S. dollars and Bitcoin as payment. That leads us to the tactical part of our conversation today. As business owners and business leaders, how can we tap into international audiences? Dan brought up Mexico specifically, which is something I’m really fascinated by. What we call the global society, global capitalism, and the global market are the result of decisions made by one country (the U.S.) that has the greatest military in the history of the world. The U.S. also has the biggest consumer market anywhere in the world. Practically anything you want to create someplace else in the world, Americans will buy it. The other thing that’s very, very powerful is that U.S. currency is actually the only currency in the world. Everything else is just an investment that you hope works out against the U.S. dollar and that’s because 100% of all commodity trades in the world are done in U.S. dollars. All trade coming out of China and all trade going into China is done in U.S. dollars. Ask the drug and weapons dealers what their preferred currency is. It’s the U.S. dollar. But historically, the U.S. has always been the seller. As Dan says, the seller is someone who can get rejected. The buyer is the person who does the rejecting. So it makes sense that you always want to be the buyer, right? In 1945, the U.S. decided that they would sell the rest of the world on the idea that making war with each other was bad. They did this to repair their economies and to get into what became a global economy. They sold the rest of the world that if they use lots of energy, all the energy would be safely protected. The American people didn’t profit that very much from it (in fact, they lost all their factories to places overseas), starting when the Soviet Union collapsed in 1991. It was one of the greatest geopolitical events in history that nobody talked about because they didn’t want things to change, as the U.S. had created a really wonderful world. Now, we think, Americans have fundamentally come to a decision. They’re not going to be the seller anymore; they’re going to be the buyer. They’re going to focus on their own economy, and if you want to be part of the game, make us an offer, and we’ll consider it. That brings us back to Mexico. The U.S. has looked at all their supply chains around the world and said anything that requires high technology comes back...

I’m ready to focus on all of the good that’s come out of the last few months. How about you? It takes a VERY special person to be able to see the opportunities in something as devastating as a global pandemic, but those who take action and turn those opportunities into something unique are the brave ones. What if YOU could be that brave person? This week, Dan and I are talking about how to amplify possibilities, increase your luck, and see massive potential on a local and global scale.  We’ll also cover some of the BIG IDEAS we see coming out of this cycle of one of the most disruptive times in human history and how you can find the opportunities to accelerate, create incredible leverage, AND use some of the tools that come from Dan’s and my personal arsenals. Dan recently spoke with author and geopolitical strategist Peter Zeihan about what’s currently happening in the world. Peter predicts movements in the world’s economy and has written some very provocative books. Dan asked him, “What impact does this crisis have on your predictions?” His answer: “Everything is going to happen faster than I predicted.” One of the things he was predicting is that this is officially the end of the Second World War. What he meant by that is, at the end of the Second World War, there was only one country that had the military and financial power to organize the rest of the world, allowing the rebuilding of many places that had been destroyed at the center. That was the Soviet Union. The Soviet Union was the one country supervising and protecting the rest of the world. It got to the point where the Soviet Union suddenly dropped out of the game and everybody wanted the U.S. to take over protecting and financing the rest of the world. That became a big political problem in the U.S. because a significant number of American voters asked, “Why are we paying for any of this?” That's where we are right now. Let’s look at this through the lens of time. Imagine for a moment that aliens were observing the Earth at this moment, paying attention to our behaviors and trying to make sense of them with no basis, just observing. What they would probably say is, “There's a little ‘bug’ going around and people are dying.” This might not be a popular thing to say, BUT we know now that lot of those numbers are probably the same as what's been going on for a long time in terms of deaths from the regular flu. Those who are sick or old and practicing bad behaviors, meaning not taking care of their physical bodies, are dying a little bit faster, but it's a blip in the grand scheme of things. Listen … I am not tone-deaf to those who may have lost loved ones during this crisis, and I'm not trying to make a value judgment. I just think that in the future, when we look at the numbers, we'll see what happened as a statistical anomaly. I believe that much of this “crisis” has been politically motivated and more about power and money than reason or thought. What is interesting is the opportunity that exists to rebuild the world inside your mind. Instead of building bridges and infrastructure, think about building your inner strength, becoming more resilient and strong for the inevitable changes that are going to happen, and being prepared mentally to innovate, manifest, create, and collaborate.  I believe that the power struggle that's been going on, the massive power grabs, are going to be manipulated and used to create more regulation that probably will not be pro-business and certainly will not be pro-growth. That's my gut speaking.  Our goal is to see through that garbage to see the positive opportunities; create courage, capabilities, amplification, and more leverage; and also be able to interpret what Peter and other economists observe, both locally and globally.